Building Products Digest - September 1987

With some suppliers, it's hit or miss.

Even for the vast maiority of you who take your purchasing seriously, deciding on an in inventory strategy isn't easy. Just rvhen votr think you've found the answer, yorlr carload

of pine is late, the truckload isn't ready vet and I money. Help 1'ou save-or increase that new exctrse is the last straw. And e'ery \r/ 1'our turno'er. And if 'ou like,

ance. Everything starts costing more.

ever can get ahead, no matter liorv liard you try.

ideas in managing vour inventon'

by suggesting practical strategies that really

Fortunately, there is someone vou can turn to for help-Ajavem Lumber Companl'. Our business is helping dealers get more for their work.

Cover.nd entire contents are fully protected and must not written permission. Building Products Digest assumes no

Serring l3 Southern states

Publlsber David Cutler

Edlior Juanita Lovret

Asslstut Editor David Koenig

Contrlbutlng Edltors

Dwight Curran o Cage McKinney

Art Direclor l\lartha Emery

StrII Artlst Parie Petty

Clnnlrtlon Alice N ielsen

Building ProducB Digest is published monthly ar 4500 Campus Dr., Suite 4t0, Newpon Beach. Ca. 92660. phone (714) t52-1990. by Cutler Publishing. Inc.

ADVERTISING OFFICES

AdvertisinB rates upon request.

From all srates east ofthe Rocky Mountains: Contact Jean Waggoner. national ssles manaser. From Arizona. Nevada and California: C-ontact David Culler. Bolh may bc reached at (714) 852-l990or by writing450OCampus Dr.. Suite 480. Newport Beach. Ca. 92660.

From washington Sute. Oregon. ldaho. wyoming. Nlontana. Umh' Colorado and Canada: Contact Carole Holm at (206) ll(} 0680 or l0l8 Lloyd Building. Seattle. rA'a' 98 | 01.

SLBSCRIPTIONS

Change of Mdrcss-Send subscription orden and address clnngss o Cirulaion Dep.. Building Pmducs Digest. 45{0 Camprs Dr.. suite 480. Nolport Bch. Ca. 92660. Itrhde addrxs label from recent issu if pmsible. plus new address and zip code.

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BUILDING PRODUCTS DIGEST is an iulependent ll.anned publicatiott lor thc rcnil, finlesale and disribwiott laeb {the lunber uul hone center tm*cs in 13 %uthem states.

More than 20 yearc in Cdar & Redlwopld Gontainer and Piggyback Loading Gapabilities

Slaughter/Furman Merger

Slaughter Brothers, Inc., Dallas, Tx., expects to have merged with Furman Lumber. Inc.. Boston. Ma.. by the end of September, according to Timothy Thompson, Slaughter Brothers' president.

Slaughter's remanufacturing plant in Waco. Tx.. and distribution facilities in Raleigh, N.C.; Orlando, Fl.; Atlanta, Ga.; Memphis, Tn.; Houston and Dallas. Tx.. are included. No financial arrangements have been disclosed.

Furman Lumber is a leading national forest products distributor primarily serving the Northeast and Mid-Atlantic states. It recently opened a sales office in Atlanta, Ga.

Coastal Expands In Florida

Coastal Lumber Co. has completed the hnal phase of a $1.2 million expansion at its Havana, Fl., southern yellow pine plywood plant.

Additional panel facilities were added along with major modifications of the lay-up line, presses and dryers. Production at the plant was

doubled with the completion of the first phase of the upgrade.

Domestic sales for the plant are handled from Coastal's corporate office in Weldon, N.C., according to Stephen H. Conger, executive vice president.

Weyerhaeuser Lazer Show

Weyerhaeuser Paneling Division, Chesapeake, Vo., held an open house Aug. 28, to demonstrate Lazerline, a new texturing technology that achieves a textured wallpaper look on decorative panels and real graining in woodgrain panels.

Guests toured the division headquarters and plant, and reviewed the latest additions to the consumer aud dealer video library. A Virginia barbecue was served.

TJrat's A Lot Of Lumber Prcduct

The largest lumber shipment in the history of the port of Jacksonville, Fl., 15 million net board feet, was recently received by MacMillan

Bloedel Building Materials, Inc.

The company distributed 4 million board feet of cedar. 7 million board feet of spruce and 3 million board feet of hemlock to retail outlets and contractors in Florida and Georgia, according to Robert Taylor, MB assistant manager in Jacksonville.

Mississippi Dealer's

Freebies

Hill-Behan Lumber Co., Brookhaven. Ms.. celebrated its 75th anniversary by awarding over 120 gifts to customers including a European vacation.

Lowe's Recalls Bug Killers

Electric insect killers sold under the Insect Electrocutor label have been recalled by Lowe's Companies stores throughout the southeast.

According to the Consumer Product Safety Commission, Lowe's recalled the $19.99 product because of the danger of it catching fire. About 2l,000 had been sold since last spring.

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

If you have ever asked yourself - Am I Competitive? or Am I absolutely sure I buy my Building Materials and Hardware right? Then you need C.B.S.-Central Builders Supplies Company.

C.B.S. can take the guesswork out of buying. Since 1937, C.B.S. has been helping independent building material dealers remain competitive with mammoth corporation chains. Because C.B.S. is a dealer owned non-profit corporation, all discounts, rebates, datings and advertising funds are all passed directly to the participating members.

C.B,S. Offers You These Advantages

*C.B.S. has been nationally recognized as "The

* C.B.S. is dealer owned Place To Go To Buy Low"*

* C.B.S, has a state-of-the-art internal commun-

* As you buy more the cost to belong goes down- ication system with participating members -not up

* C.B.S. has an in-house Lumber Department

* C.B.S. has a General Building Materials Dept.

* C.B.S. has a program with the Blue Grass Tool

* C.B.S. Rebates are paid to the members in cash

* C.B.S. has an in-house Building Specialties Dept.

* C.B.S. operates as a non-profit company

* C.B.S. members share in the cost to operate Company

Central Builders Supplies Company

215 Broactus Street Sturgis, Michigan 49091

Phone: (616) 551-1455

*C.B.S. was featured in the February, 1987 edition of Building Products Digest

EDITORIAL

How about a hammer and a tank of gas?

O MANY people, the hardware industry conjures up a slightly stodgy image. This is

unfortunate because a close examination of today's marketplace soon proves that there is innovation aplenty. To those of you now in hardware, these new developments may mean new rivalry in an already competitive environment.

The Coast to Coast chain. which describes itself as the largest hardware retail franchiser and the second largest non-food franchising operation in the U.S., has been test marketing some interesting store concepts. The early reports look favorable, the $335 million company says.

In their home base area of Denver, Co., they have teamed with the American Oil Co. (Amoco) to test market selling hardware at gas stations. Their concept is a variation on the gas station/convenience food store idea. In this case the food is replaced by hardware. Utilizing about

DA!'ID CLTLER publisher

900 square feet, they have installed a l0 foot and a l6 foot gondola separated by three two-sided gondolas. The aisles are onl!, two feet wide. the same size as the gondolas ( I I inch shelves on each side). The unit. called a Hardware-XPRESS. carries 2.000 SKUs. with three-quarters being hardware items and the balance automotive.

The high foot trafllc generated by the gas station is in marked contrast to the personnel needed for the hardware side. Usually only a cashier is emplo)red, reducing personnel costs to well below $50,000 per year against gross sales on gas approaching one million dollars.

The concept is an intriguing twist on similar merchandising ideas tried in the past. lt is also a bright example of the creative thinking being done in the industry as well as an additional notice that stodgy is the wrong adjective to describe the hardware business.

SourH SrerEs REToAD inc.

WHO ARE WE: The newest and most complete reload center in the South with over 50 years of know how in lumber and plywood handling.

WHAT ABE llIE: Seven completely fenced acres of outside storage and 92,000 square feet of modern warehouse space.

WHERE ARE WE: Port Bane. Louisiana on the Union Pacific Rail System. Located on U.S. Hwy 190 seven miles from I-49. Twenty miles from I-10. 45 miles from Port of Baton Rouge. Centrally located for servicing the New Orleans, Baton Rouge. L-afayette. L-ake Charles. and Alexandria trade areas.

For U.P. origins, call Soutt States or your U.P. sales rep. for Special Tariff Rates

WnA-T CllN WE IX) FOB Y(XJ: Our facility. location and experience permit us to offer yrou unloading. loading. storage. packaging of uppers. pulling to length and width of commons. rernanufacturing of commons. and delivery of lrour product to either one or several of your customers.

wrrA-T CAil THIS IIEAN TO YOU: ln today's marketdace. neatness and appearance play a very important role in the sale of lumber and related products to retailers. chain grards. and home centers. We offer this service and more. We rnaintain the facility. equipment. and safeguard your product The problems of unloading, handling. reloading. and transportation are ours. You are fuee to concentrate on SALES.

Be ttet Informatlon Results

In Imp rcved Out prlt"';iH *Ling Manager

Our success in meeting your needs may well depend on our ability to quickly retnqre accurate information. Inventory production, shipping, and invoicing are areas where effeclive dala communications within the company help the customer.

By interfacing P&M's systems to all company Iocations, weate able to maximize useful information for management decisions. This resulG in better decision making to fully meelthe needs of our customers in each markelplace, providing the greatest opportunity for the customer's success and ours.

NONTHEASI

GEORGE MCQI,'ESTEN CO.

Ircn Horse Fark

North Bilterica, MA 01862

(617) 663-3435

MID.STITE LUMBER CO

2OO lndustrial Parkway

Branchburg, Nl 08876

(2Ot) 72549OO

SOUTHEAST

FURMAN LUMBER CO.

8l9l Annapolis Junction Rd.

Annapolis Junction, MD 20701

(30tr 7S2-2234

EARL RAIFORD LUI'BER CO. PO. Box 5498

Asheville, NC 28813

(7O4) 253-s€67

EPPERSON LUMBSR SALES. INC.

P.O. Box 1559

Statesville, NC2ffi77

(704) 8734321

I"&t LUMBER CO, PO Box 3267

Huntsville, AL 35810

(2O5) 533€220

WOODFORD PLYWOOD PO. Box l73l

Albany, GA 31703

(912) 8834900

Branches in Alabama, Geogia & Ftorida

I.SKE STATES

EMPIRE WHOIISALE PO. Box 249

Akron" OH 443O9

(216) 4344545

NORT}TWEST

HUMPHREY LUMBER CO.

PO. Box 99943

Tacoma, WA 98499 (206) s84€263

UPPER MID WEST

CANTON LUMBER CO.

P.O. Box 9328

Minneapolis, MN 55440-9328

(612) 425-1400

WEST ATL4OAST FOREST PRODUCTS. INC

PO. Box M

Chinq CA,91708

(7t41627€,551

HEDLUND LUMBER & MACHINE STAIMNG

PO. Box 6OO38

Sacmmmto, CA 95860

(916) 331661r

IMPERTAL WHOI.ESALE

PO. Box 256O5

salt lal(e citY, uT 85125

(80r) 972-s6s6

CEDAR WEST CORP

PO. Box 5224

Denwr, CO 80217

(3O3)294.-0077

Use security & quality to sell door hardware

(Q ELL SECURITY and quality

tJ

and you'll sell more door hardware to do-it-yourselfers.

A recent national survey showed that stocking top-of-the-line security products reaped top-of-the-line profits for home centers. A full 700/o of stores stocking a full range of quality products reported profitability higher than stores which did not, according to the Lebhar-Friedman Survey.

Customers, according to research, consider price the least important factor in purchasing a security product. They are purchasing protection against burglars, assurance that their door hardware will not allow a thief to enter their home. Peace of mind, confidence that their family and their possessions will be safer is what they are buying.

The do-it-yourself market has doubled in the last 10 years. The replacement lock market alone exceeds $350 million, according to industry figures. This year more than 40 million new locks will be sold. With one in four homes destined to be burglarized this year, approximately one every l5 seconds, there is no end in sight in the demand for door hardware.

The selling of quality begins with stocking quality. Top quality locks have dead-locking latches with an auxiliary plunger that locks the latch in place like a semi deadbolt, making it secure against the credit card shim which can open a spring latch. Quality door hardware has pin tumbler type locks. Police recommend that a lock have at least five tumblers to resist picking. Weight and the use of quality metal such as phosphor bronze in springs are additional hallmarks of quality.

Quality deadbolts have a rotating reinforced cylinder guard which can't be wrenched or jimmied off. A one inch throw on the bolt, an antisaw roller bar and a strike and door frame reinforcer are other indications ofquality.

Elegant styling with a quality look sells second to security. As front entrances become showplaces, customers want a quality appearance that will continue looking great for years to come.

Advertising quality, displaying quality and talking quality will build your image as the supplier of the best available door hardware. Affiliation or cooperation with local crime prevention groups such as the Neighborhood Watch will reinforce your image of handling only the highest quality, most secure door hardware.

A wide range of accessories well displayed will build your image as the complete door hardware supplier and increase your profits. Installation kits, pin tumbler key kits to rekey locks so that one key will open several doors, dummy trim and inside lever sets make one-stop shopping convenient for your customers.

Quality advice on self-installation provides another advantage for a retailer. An expert who can demonstrate the installation of locks, good, well illustrated instructions, a deftronstration of lock installation, or a VHS program on lock installation can give your customer self confidence in his ability to do-it-himself.

Your move to quality in locks will impress your contractor customers as well as your do-it-yourself trade. They, too, are feeling the pressure to equip their homes with top quality, security products. Home buyers as well as homeowners equate security with oualitv.

Story at a Glance

Ways to improve door hardware sales in the $350 million replacement lock market. why d-i-yers buy quality not price . . . howto become a door hardware specialist.

I F YOUR STORE isn't merchanI dising tools as impulse items. you may be getting only a fourth of your sales potential in a $1.57 billion annual market.

Almost three-quarters of all tools purchased are bought on impulse, not as planned expenditures. In analyzing customer shopping patterns to profile in-

ow to encoura

ADD-ON sales are made by salespeople who always ask if tools are needed to complete the project for which materials are being selected and suggest "l think you'll be interested in this" as they lead the customer to the tool section.

CROSS MERCHANDISING with tools displayed with building products.

store shopping behavior, the Russell R. Mueller Retail Hardware Research Foundation found that 730/o of all power tools and 650/o of all hand tools sold were bought on impulse.

Keeping these statistics in mind, a retailer might want to change his methods of merchandising tools. The 7olo annual growth rate in tool sales recorded by Business Trend Analysts should encourage trying some of these ideas which have been successful in other stores.

CLINICS and DEMONSTRATIONS catch the attention of instore shoppers and bring people interested in tools into the store.

END CAP displays with lots of pow for grabbing attention can promote competitve pricing and point out the advantages of the tool with good descriptive signing.

ACCESSORIES and CONSUMABLES displayed alternately with tools to increase sales of each. Drill bits, saw blades, abrasives, keys, chucks, wire wheels, power kis and router bits have higher margins than tools, usually SU/o.

STEP-UP sales should be encouraged. Both salespeople and displays can emphasize the capabilities of the more expensive, professionalquality tools. Many d-i-yers are ready for beyond basic equipment.

You CAN do something abou'

DRODUCT LIABILITY is a conf stant threat to retailers, especially those who sell hand tools. Can anything be done about it?

Yes, says the Hand Tools Institute. The fact that you are sued does not necessarily mean that you are legally responsible or liable. However, the chances of your getting involved are increasing as more and more people becorne do-it-yourselfers and more and more law suits are filed in this era of consumer protectionism.

Simply put, the product liability laws as they apply to a retailer say that a dealer can be legally responsible if he contributed to a defect or creates a defect which causes or con-

tributes to an injury. The law also makes the retailer responsible if a salesperson, or any of his employees, misinforms a customer on the proper and safe use of a product. Advertisements which directly or inadvertently misinform buyers also make the retailer responsible. lf during unpacking of merchandise, warning labels are removed, intentionally or unintentionally or if the hand tools are modified or damaged in any way, the retailer is at fault.

Don Rung, manager of technical field services for Lumber Mutual Insurance Co., recommends that in addition a retailer take precautions against allowing uninformed, untrained sales people to recommend

tools for specific uses. Sales people, unless they have been schooled in the correct use of tools, should not give advice or make recommendations to customers.

Rung also urges retailers to prepare consumer handouts carrying instructions on the proper use of tools with safety precautions. These, he explains, should be given to each person purchasing a hand tool.

Other precautions include offering clinics or VHS presentations on tool safety, displaying safety charts prominently in the hand tool section and testing all sales people on their tool safety knowledge.

What should a retailer do if he suspects a possible product liability

he impulse to buy IOOIS

UNISEX merchandising. Women buy a lot of tools for their own use as well as gifts. Cordless tools are great for "kitchen" toolboxes and should be cross merchandised in the housewares section,

DISPLAY tools out of their boxes, using a chain or other safety device to prevent theft. A tool in the hand is more appealing than a tool in a box.

PROMOTE Christmas and Father's Day as occasions for tool gifts. Schedule a how-to clinic after the holiday for those who receive tools and need to become familiar with them.

ATTITUDE ADJUSTMENT can be a powerful sales tool. Let the customer handle the tool to see how comfortable and how easy it will be to use. Assure him that it is a good value. Emphasize that it will satisfy his needs well.

LOCATE tool displays in the same spots that you put smaller, less expensive impulse items, near the cash register and in the aisles. Display several models with a backup

supply. Use good signing to emphasize the benefits and stress the "good buy" features.

TRUCKLOAD sales will move tools. Have your distributor loan you a truck for a parking lot sale and manpower for demos as well as selling.

Story at a Glance

Twenty ways to encourage your customers to buy more tools. how everything from impulse sales to long term planning can help you get your share of a $1.57 billion market.

REBATES are frequently offered by tool manufacturers. Advertise them and reap the benefits in additional sales.

BRAND NAMES give a shopper confidence in his tool selection. Always stress the manufacturer, quality, warranty or guarantee.

CO-OP ADVERTISING should be used to its fullest.

HOBBYISTS buy tools. Encourage or sponsor woodcraft and woodworking classes and clubs to develop customers for tools as well as wood and other materials.

BOOTHS at local home shows or in shopping malls will introduce your store and promote your image as a tool source. Give demonstrations and provide those attending an opportunity to try out some of the tools.

VHS CASSETTES for loan or in store use can show the advantages of various tools as well as techniques in using them.

A PROGRAM available for clubs and service groups wanting speakers can demonstrate the use of basic tools for home repairs and establish the store's reputation as headquarters for tools.

REPAIR and MAINTENANCE service for tools will keep both the professional and the d-i-yer coming into the store.

our hand tool product liability

claim? Listening carefully to determine the extent of the problem is the first step, according to the Hand Tool Institute. Then take careful notes. dating and signing them.

Information a retailer should gather includes name and address of persons injured, name and address of the person who purchased the product involved, name and address of the person contacting him, address where the injury occurred, date and approximate time the injury occurred, description of the product which caused injury, a detailed description of the activity when injury occurred and the nature of the injury. If at all possible, he should obtain the tool involved.

After collecting all information pertinent to the accident, the retailer should contact his insurance company immediately.

It is important that a retailer or his employees not talk about the law or volunteer any information such as "Well, I don't wonder that you had a

Story at a Glance

Ways to reduce chances of hand tool product liability law suits. spotting and handling possible liability claims cooperating with your insurance company.

problem, we've had nothing but trouble with that tool." Retailers and their employees should be courteous, sympathetic and impartial, while asking questions about how the product was used and if precautions and safety rules were observed.

Insurance company representatives should take over at this point. The retailer and his employees will need to cooperate fully with them. The naming of one person to coordinate possible liability problems prior to any such incidents is advisable.

(Retailers seeking more information on hand tool safety product liabiliyt should contact the Hand Tools Institute, 25 N. Broadway, Tarrytown, N.Y. 10591, (914) 332-0040 - ed.)

Increase profits with good displays

ll, HETHER he realizes it or not, ll everv retailer delivers an unspoken rui"r ptesentation with every product he sells. There need not be a salesman standing next to every item, rattling off its benefits. Merely how a dealer chooses to display his wares has a direct effect on how well they will sell. And with small items potentially bought on impulse, such as hardware, displays can play an even greater role.

"The display is the lhe thing that sells the merchandise." claims Phyllis Jacus of retail store design and display company Jay Display, San Diego, Ca. "You can have the same merchandise in two different stores and the one with the best display will sell."

Story at a Glance

Ways displays improve retail sales. store design techniques for improving business ... identifying the ideal display ...innovative merchandising systems.

"working" display, in which the product can actually be shown in use in the display. "We just installed an actual shower, complete with enclosure, fixtures and even soap," says Albrecht. "We try to make the products look like they would in someone's home."

But these displays, he admits, are usually reserved for high ticket items, such as in kitchen and bath situations. "For displaying hardware and such, space limitations often cause retailers to resort to the stock display," he says.

Yet Shannon Pearcy, Madix Store Fixtures, Terrell. Tx., sees small items as a primary beneficiary of impulse buying. And what better way to prompt such a purchase than with an eye-catching merchandiser? "For small items like hardware I might suggest a four-way merchandiser. It is a square unit on spinners or that you walk around. The display itself would be very attractive and if you can catch the customer with just a corner of the display, he would more than likely walk around it."

Building Products Dlgest

Similarly. the best displays in Seven Lakes Hardware & Lumber Co., West End, N.C., serve as unpaid workers. "They provide information about the product, showing quantities needed, different ways it can be used and just answer a lot of questions that would normally have to be taken care of by a salesman," says Jimmy Carpenter.

But although most manufacturer's displays do this type bf selling, they can have their drawbacks as well. Explains Albrecht, "The manufacturer's display is usually a stand the dealer picked up at a show. But often they buy it with the products. Some don't sell well and they don't reorder these products. They fill in the open holes in the disptay with other manufacturer's producs. The display has now become ineffective. Or what happens is they leave the holes open and this just doesn't look good. It's worse."

While Seven Lakes Hardware & Lumber stocks their hardware in color-coded bins, Carpenter would prefer a more individualized, detailed system. "lf we had the square footage, we'd have everything on a card that explains what everything is and does. But that takes up a lot of floor space."

Jay Display is one of a growing number of companies that can be enlisted by retailers to come in and redesign the look of the store to improve sales, restructuring everything from traflic flow patterns to signage and displays. Another is Better Living, Milford, De., which concentrates on reorganizing independent home centers to make them more competitive with larger chains.

The perfect display, according to Better Living's Robert Albrecht, is the one custom built for the retailer's requirements. He prefers the

Others visualize the ideal display as an entire "look." Jay Display's Jacus says, "lt would show off and actually enhance the product. It has enticing colors and everything is important, from the ceiling to the walls to the flooring. The square footage, the lighting, everything should be taken into consideration."

And a little redesign can do wonders. According to a Better Living client, Al Sutton, manager of Snow Lumber Co., High Point, N.C., a switchover to a different screw display doubled their business in this area. They now use a Hillman display, which puts little carded drawers out front for the customer. The signs have sizes, prices and everything the customer needs to find what he's looking for, with the actual boxes of the products in back, out ofthe way.

The trend, as identilied by Childs Store Fixtures, Pittsburgh, Pa., is towards bulk merchandising. As a result, the firm has introduced two large capacity shelving lines. Their Double Duty Front Room Shelving combines the versatility of gondola or wall merchandisers with the storage capacity of warehouse displays, while the Back Pack WideSpan Shelving features a self-seating slotting system for solid crossbeamto-column connections.

Stocking as much hardware in as small yet as attractive an area as is possible was also achieved by FrickGallagher Manufacturing Co., Lancaster, Oh. Their circular revolving Rotabin displays turn .dead corners and aisle ends into profil centers, putting merchandise in bulk within easy reach. In response to a hardware dealer who needed a way to differentiate between metric and non-metric fasteners, the company introduced color-coded pans for stocking the products in the Rotabins. The color-

(Please turn to page 33)

Specialists help dealers sell more security hardware

S *:l):"T"nY:il'

could use a little help.

hardware is many dealers

Don Bradford, owner of Fairway Supply, Dallas, Tx., decided to go about helping others. And this help has turned into the largest facet of his own building products business.

Story at a Glance

How one dealer began selling his expertise in security hardware sales and ended up with it the biggest part of his business . . . what the program does and why it works.

Bradford visualized adding a new division to his business to service other dealers, reorganizing and controlling their security products sections. To assist in shaping this idea, he contacted George Nelson, an I lyear veteran of Kwikset Locks. The idea took off. Nelson resigned from Kwikset to become Fairway Supply manager of sales and marketing, consumer products division.

In less than three years, the company has grown to service nearly 300 stores and is adding new customers every week. Customers are building products and hardware dealers throughout the Dallas/Fort Worth metroplex. This area is now extending to Houston.

The program begins with an initial visit to the new store to determine its strengths and requirements. "The biggest problem is usually in turns," says Nelson. "And normally the dealer is carrying only one line and is

losing a lot of replacement business, especially in lock lines."

That's when we step in to get the merchandise turning. "We tear down their gondolas and put in our program," Nelson says. "We create our own displays, usually retaining only the manufacturers' header boards. We match the displays to the needs of the individual store. No two are alike."

Fairway then follows up by adding the store to its regular truck route. Drivers make weekly visits to check the retailer's inventory, keeping in mind the store's gross margins and minimum/maximum levels. They restock short items and clean up the racks. "Dealers don't even have to touch the merchandise. We like to say the only one in their store who touches the products is the cashier," says Nelson.

The firm ensures the dealer has the right amount of stock, so nothing is running out and nothing is backing up, for the maximum number of turns. They send each customer a monthly turns report, listing sales line by line, item by item.

Dealers are given the choice of every major manufacturer and lock line, all packaged for the consumer. And if something doesn't move, Fairway tries something new.

Special ads and a no-questionsasked guarantee help to complete their repertoire of services. Nelson explains, "We'll take back any opened packages. lf they take it back, we take it back. We eliminate an awful lot of problems that way."

And if dealers are running out of stock, there are two solutions: increasing the display area or increasing the number of service trips. Usually, though, dealers are using all the display area they can and Fairway will up the number of visits.

"lf their stock is not turning, they need us," says Nelson. "But we're not cheap. We're strictly selling service. They could buy it more inexpensively from co-ops. But we go in and tell them what they need and need to do." As a result, some dealers who get much of their stock from co-ops like Ace and Cotter & Co. leave the security products section to Fairway.

Bradford finds this no surprise. "l feel like the distributor nowadays who tries to stock everything is rapidly becoming a thing of the past," he says. "lf he offers less, he can do it better."

SEE-TI|ROUG]| packaging makes it easy t0 identify security merchandise on display at Allen's Ace Hardware, Bedford, Tx.

S0ME CUSI0MERS need more than a deadbolt. Safes sold at C&S True Value Hardware, Dallas, Tx., provide the impressive in security.

Georgia discounter establishes unique market niche

A T LAST there's a building frl products retailer who admits he is not trying to compete with Lowe's, although he wants to position his operation as a unique entity.

"We want to give BSS more name recognition while alerting consumers to the bargains and savings passed along to them," says a spokesman at Building Surplus and Salvage (BSS), North Augusta, Ga.

This is being partially accomplished through the use of an animated, computer generated television commercial that has the BSS logo exploding into photos of a bargain product with prices.

"Unlike the big boys, who rely heavily on full page newspaPer ads and inserts, BSS concentrates on radio and tv advertising. A broadcast campaign has been cost effective because BSS customers live as far as 70 miles away," he explains. "People recognize the incredible bargains as soon as the ad is run and the response is immediate."

Story at a Glance

How a dirt floor warehouse de veloped a multi-million dollar business. .. cash and czlny operation specialbes in seconds... ctrstornerc come ftom 70 miles away.

Building Surplus and Salvage is a multi-million dollar business which its owners, Shorty and TommY Mixon, started when they were offered a good deal on siding and roofing seven years ago. The brothers, who were builders at the time, bought the materials at a reduced cost and decided to sell them at a profit.

News of a local roofing supply outlet, with unusually low Prices, spread quickly. Homeowners, repairmen, and remodelers flocked to the store, many inquiring about addi' tional building supplies.

SltPLlClTY of operation plus low overhead has helped Building Surplus and Salvage maintain low prices 0n overruns, closeouts and seconds in building materials. The operation, close t0 the Georgia-South Carolina border, attracts customers from a 70 mile range.

The Mixons realized that there were a number of suppliers who were anxious to get rid of exoess stock that had accumulated from overruns, closeouts, bankruptcy, or due to minor flaws in the materials.

Hardwarc Speciallssue

BSS was offering those suppliers a chance to recoup some of their losses by selling their excess stock at cost or less.

"We would buy as many as 50 trailer truckloads of an item, in order to get a good deal and pass it along to our customers," said Shorty Mixon. Having the money and storage area necessary to take advantage of those good deals has enabled the concept to work for them.

Their reputation and enthusiasm for grabbing up surplus building materials, has prompted many suppliers from across the United States to offer BSS great deals on first quality materials as well. And as an extra convenience to their cus-

tomers, BSS has started stocking new hardware, electrical and plumbing supplies.

What started out as one warehouse with a dirt floor has expanded into six acres of sheds. warehouses. an ollice and a workshop for buitding cabinets and door units. They now stock windows, doors, paneling, lumber, vinyl flooring, fencing, siding, and cement mix, among other things.

"We have everything you need to build a house," said Tommy Mixon, "including the kitchen sink." However, he added, " we don't deliver, it's a cash and carry buSiness."

That simplicity, combined with low overhead costs, has helped to

contribute to the BSS success story. And, although they do receive some total house orders, its primary customers are the do-it-yourselfers and the home remodelers. And, they come from miles away.

"We cater to the homeowner and we'll buy anything if we think we can sell it," says Tommy Mixon. "A little refinishing can make second quality material look first quality," he explained. "If people can save a dollar, and get the job done, what difference does it make?"

"The industry changes so fast, and we can change with it," Tommy says. "But, when we started this seven years ago, we didn't expect it to be as successful as it is now."

1O tips for effective ads

By David Edwards United Publishers Corporation

HERE'S only one way to spell Based on the research, the report lumber, but there may be 20 lists l0 ways advertisers can biing

places in a city to buy lumber and consumers in: hardware all listed in Yellow Pages directories, some as huge in size and scope as an unabridged dictionary. How can you stand out among your competitors and take advantage of this vital link to customers yet remain cost effective?

The only answer would seem to be full-page ads, with bright-red borders, flags, banners and giant letters proclaiming "We're The Best Building Materials Store In Town!" Yet, according to Consumer Review Systems, an independent research organization not affiliated with any Yellow Pages publishers, the local company with the sedate l/8th-page ad in black may well draw more business.

(1) Use Local Directories. When possible, advertise in local directories or by geography. More than 50% of all potential customers look for services or professionals by location.

(2) Know your competition. An advertiser should know how other retailers advertise to create the most effective ad.

(3) Proper size. Properly size the advertisement to make sure the advertisement is large enough to catch the eye of the consumer, but not overly large. Consumers distrust an overly large ad in relation to competitors.

Consumer Review Systems, an (4) Establish credibility. years of independent research group, fou.nd experience or training reinforces the in a survey that consumers reading consumers' view ofin advertiser's Yellow Pages want to know two credibilitv. things: Why they should purchase from one company instead of (5) Good content. An advertiseanother; and information that facili- ment is useless without listing hours tates their making the purchase. of operation, services provided.

specializations, location, or other information that would entice the consumer.

(6) Say it all. Make sure the ad is large enough to include all information the consumer would want to know.

(7) Stress location. Not just the address, but the nearest major crossstreets, landmark references, anything that will be recognizable for every person reading the ad.

(8) Mention freebies. Guarantees, free estimates, instant credit, in-house payment plans are all inducements in a consumer's decision.

(9) Get it right. Once the information is printed, it must be current for at least one year. Any errors will reduce business.

(10) Forget red ink. Using a second color such as red ink actually decreases the chance of an ad being read, or has less readership than a larger ad purchased with the same amount.

Building Products Digest

sales aid program ... GeorgiaPaci.fic Corp. has donated a 250/o mineral rights interest in south Arkansas lands owned bY the ,4merican Forest Foundation back to the Foundation. .

' +iili

D$trWSBR[trtrS

Slaughter Bros. Inc., Dallas, Tx., is expected to nterge with Furman Luntber, Inc., Boston, Ma., this month . . (see p. 5 for story) ... McGinnes Lumber Co., Plant City, Fl., plans to build a door assemblY Plant . Broyles Forest Products is a new Corpus Christi, Tx.. wholesale operation formed bY Barrett Broyles.

L'al-T-ex Lumber Clo., Eureka, Ca.. will build a $10 million southern pine sawmill in Nacogdoches, Tx. Gulf Sottth Forest Products has been formed in Fort Lauderdale, Fl., by San't Yohanan, Luis Martinez and Wilma Weidman...

Coastal Lumber Co. has completed a $1.2 million expansion at its Havana, Fl., plywood Plant (see p. 5 for story) ... Robinson Lumber Co., New Orleans, La., has moved into new quarters.

Home Quarters Warehouse Inc. has opened a 105,000 sq. ft. store in Winston-Salem, N.C., in a former Memco discount store . two Home Quarters stores are under construction in Charlotte. N.C..

Lrwe's Companies opened a new store in Christiansburg, Va., and reopened a relocated store in Charlotte, N.C.; construction is underway on new Lowe's in Columbus, Ga., and Danville. Va., as well as a new facilitY for the Thomson, Ga., store: Brevard, N.C., and Mooresville, N.C., stores are in the Planning stage.

W. R. Grace & Co.. . 9 Houston, Tx.. Handy Dans acquired at the same time are being remodeled although units in Universal CitY', Corpus Christi, Denton and Conroe. Tx.. have closed.

Seven Handy Oly stores in the Carolinas including Fayetteville, Greensboro and Charlotte. N.C., acquired from Grace in the same deal, also are being closed bY' Channel. . Grossntan'swill close the Moore's unit in Raleigh, N.C.. this month.

Handy Dons in Texas purchased from Wickesby Lone Srar Hardware are being renamed Westlake Hardv,are. (see p. l7 for story) ... Scolr-vs has relocated its Panama City, Fl.. store into new 48,000 sq. ft. quarters and opened a new 50,000 sq. ft. store in Macon, Ga. . .

Hechinger Cb. will open stores in Charleston, S.C., and Harrisonburg, Va.. before the end of the year . . . Warner Robins Sup' ply Co. has opened an outlet store in Warner Robins, Ga. Stringer Wolesale Lumber and Suppl.v Co.. McDonough. Ga.. is opening Stringer Home Cenrer in Jackson. Ga.. Tom Calvert, mgr.. .

Texas Builder's SuPPlf is new in Dallas . .. Driskell Lumber Ca., Irtc., is looking for a relocation site after selling its Fort Worth, Tx.. property. .

CertainTeed Corp. will acquire House Works in Sarasota, Fl., control of Bay Mills Ltd., Ontais being closed by Channel Home rio, Canada . ' . GlamourTop Centeri Inc. which acquired it last Corp., Birmingham, 41., reyear in a leveraged buyout from ceived a Platinum Award for its

Jim Walter Corp.. Tampa, Fl.. has agreed to a leveraged $2.44 billion buyout by Kohlberg Krovis Roberts & Co., New York. .. National Gypsum Inc., Dallas. Tx.. is settling school districts asbestos-related claims for S8.4 million.

Thorsen lool. Dallas. Tx., has merged with Houseltold Internarional Co.. part of G. C. Electronics. Rockford. Il.. moving Hq. to Rockford.

Mac.Villon Bloedel Lrd.. Yancouver. 8.C., plans to build a new reconstituted. parallelstrand (Parallam) plant somewhere in the southeast . . Breeko Corp., Nashville. Tn.. intends to purchase Stanles, Structures Inc.. a subsidiar,v of Stanley Works Inc. .

We!'erhaeuser Sales Center. Hot Springs. Ar., and Hatron Lumber. Hatton. Ar., have signed a lumber marketing agreement. . . roof and floor trusses are now being produced by ,4merican Building ComPonents at Charlottesville, Va.

Eostex Forest Products, Hou' ston. Tx., has received EPA aPproval to construct a Pressure treating cylinder; theY have added a dry kiln and Plan later in '87 to expand into treating as well as wholesale white lumber distribution.

A ISoii tax on lumber imPorts into the U.S. has been officiallY voted into law by the Canadian parliament...

Housing stcrts in July (latest figs.) were up 0.906 to an annual rate of l.611,000 units single family starts climbed 5.70lo; multiunit starts fell 9.8% permits dropped l.9o/o starts in the South were up 5.80/0.

New Name For Tx. Handy Dans

Westlake Hardware will be the new name for Handy Dan stores purchased by Lone Star Hardware in Midland, Odessa and Amarillo, Tx.

The San Antonio, Tx., corporation with Daryl Lansdale as chairman expects to have 10 additional stores by the end of the year. Presently there are 45 Westlake Hardware stores in Arkansas. Oklahoma. Kansas and Missouri.

Help On Tool Questions

Retailers of hand tools will find the Hand Tools Institute a source of information and help.

Consumer safety and protection

lUhen Vou

uJont the highest quolitg ovoiloble in CCR TVpe C Pressure Treoted lumber, coll

are the main interest and they issue numerous publications as well as information for the media. The 90page "Guide to Hand Tools," a series of wall charts and a 20-page "Product Liability Guide for Manufacturers" are some of their better known resource materials.

The organization, a member of the National Safety Council and the American National Standards Institute, is governed by representatives of tool manufacturers. The executive director and administrative staff have offices in Tarrytown, N.Y.

Southern Pine Goes To London

Southern Forest Products Association is cooperating with the Ameri-

can Plywood Association, the Western Wood Products Association and the U.S. Hardwood Export Trade Council in a marketing campaign in the United Kingdom. Six model homes are being built for display near London.

Goncrete Masonry Sales Up

The National Concrete Masonry Association, Herndon, Va., has reported that its annual national survey of concrete masonry unit sales for 1986 shows an increase of 5.6% over 1985 to 3.71 billion units. This represents an increase of $300 million over the 1985 fisures of $2.74 billion.

Highest Quolitg Possiblc ot Competitive Pricing

c u RT,p,F,|!$1,""}*r,flt nf,0,#.9r, I N c.

llrkonsos TURTS l-(800) 482-2352 Notionol TURTS l-(800) 232-2326

BILL HRRDING o tltlD0 PRIDDV o BOSS BRSTU|USSCN

Ue con fill oll Vour treoted lumber n@@ds. . . londscope timbers, plyuood, oll dimensionol lumber, 4x4 through l2x'12. On 616 ond

lorger uJe hov@ lengths ronging up to 45 fe,eE. Plus, ure nou

corrv in stock .60 FDN. [Ue olso hove our oun fleet of trucks to help you solv@ ong deliv@ry probl@ms Vou mov hove. Rll our mot@riol is TPI grod@ mork@d. [Ue feotur@ th@ RTUPB quolitv mork on oll our trooted moteriol.

VOLTINTARY INDUSTRY QUALITY CONTROL BY CERTIFICATION OF QUALIFIED INSPECTION AGENCIES

CALENDAR

SEPTEMBER

General Hardwere Co. - Sept. l2-13' Sentry market- Atlanta Hilton. Atlanta. Ga.

Hoo-Hoo Internationrl - Sept. 13-16. annual convention. Seattle Sheraton Hotel. Seattle, r'\'a.

Mid-South Building Supply - Sept. 16. open house. Lexington. Ky.

General Hardwere Co. - Sept. 18-20. Sentry market. Greensboro Coliseum Complex, Greensboro. N.C.

CC Distributors Inc. - Sept. 19'20. Sentry market. Corpus Christi Convention Center. Corpus Christi. Tx.

Tennessee Building Material Associrtion - Sept. 20-23. annual convention. Grove Park Inn & Counlry Club. Asheville. N.C.

National Oak Flooring Menufecturers' Associetion - Sept. 2l-25. hardwood flooring installation school, trlemphis. Tn.

Florida Lumber & Building Materiel Dealers AssociationSept. 24-26. annual convention & bu;iing show. \larriott World Center. Orlando. Fl.

Lumber Association of Texas - Sept. 24-27. boatd & committee meetings. Dallas. Tx.

Handy Hardware Wholesale Inc. - Sept. 25-25. market, Astroarena Exposition Center. Houston. Tx.

Bygg-reis deg 't? - Sept. 25-Oct. 4, Nordic Building Exhibition, Sjolyst Exhibition Centre, Oslo. Norway.

Lumbermen's Club of Memphis - Sept. 29' fall golf tournament, I\'lemphis Country Club. Memphis, Tn.

An inspector carefull-r' Itttlovt:s :t core s:ttnple Ii'onr u,<xrd that hits been pressltte-treilte(l uncle| the AWPIT qualin'contlol Pr'()qfttnl.

At A\VPI]'S l:rbolalotv. all tests itntl evitluations are pet'fbrnred b,v highl,v qualin";G.;;;;. N. 'rr

A8C WOOD PRESERVING | /ellncloi vA

American Plywood Association - Sept. 29-30. annual meeting, Disney World's Contemporary Resort Hotel, Orlando, Ft.

Woodmac Asia E7 Singapore. - Sept. 30-Oct. 3. World Trade Centre,

OCTOBER

Forest Produc-ts Management Treining InstituteOct.5-7. lumber quality control workshop, Ramada Renaissance Hotel, Atlanta. Ga.

North American Wholesele Lumber AssocietionOct. t-9. Southern sector meeting. Westin Peachtree Plaza, Atlanta. Ga.

S&T Wholesele HardwereOct. l0-ll, market. Louisville. Ky.

Lumbermen's Associetion of TexasOct. 10. insurance/ risk management seminar. lrving. Tx.

National Building Material Distributors AssocietionOct. l0-13, annual meeting, Caesar's Palace. Las Veps, Nv.

DIY 'E7Oct. ll-13. Novotel Exhibition Center. W. Lon' don, England.

North American Wholesele Lumber AssocietionOct. 13' regional meeting, Hyatt Richmond, Richmond. Va.

Lumbermen's Associelion of TexesOct. 14'15. basic estimating seminar. San Antonio. Tx.

Lumbermen's Club of MemphisOct. 15. luncheon. Ramada Hotel, Memphis. Tn.

National Lumber & Building Mrteriel Deehrs AssociationOct. lS-lt. annual convention. lvlaniott Copley Place. Boston. Ma.

American Hardware Manufacturers AssocietionOct. lt21, national hardware convention, Sheraton Centre, Toronto. Ontario. Canada.

Hardware Show scores again

Il REDICTING the headlong race f for space to be over, Robert L. Strickland. chairman. Lowe's Companies, oflicially opened the 44th annual National Hardware Show and Hardware Industry Week amid an atmosphere of excitement and anticipation.

Amplifying his comment by explaining he expects the rush of home centers opening more and more new stores to slow, the 30 year home center industry veteran who was keynote speaker, continued to address the theme of "Competitive Profitability-Strategies for Enduring Succgss. "

"Simultaneous increase in gross margin on sales accompanied by a market share increase" is the way he explained competitive profitability as a better and improved measure of performance. Edit the merchandise assortment in a store, he advised, to determine what is selling and what is not. He also underscored the need

for improving training and education.

In closing, he advised his audience that the most important thing today is to lead, not manage. "Manage yourself," he counseled, "and you'll be a good leader."

This year's show was definitely upbeat as the 70,000 in attendance filled the aisles of McCormick Place Complex in Chicago, enjoying the spaciousness provided by the extra facilities of McCormick Place North for the first time. Some 3000 exhibitors had more room as well at the Aug. l0-12 show with many able to expand.

Story at a Glance

Lowe's Companies' Strickland predicts a slowing in the opening of new home centers. . . a store's goal should be larger gross and market share

l-E40, don't manage, advised Robert L. Strickland during his talk as Hardware Industry Week keynoter.

M0BE than 70,000 crowded the aisles of McCormick Place Complex to see the latest.

Home Center Merchant

BILL FISHMAN

Bill Fishman & Affiliates 11650 lberia Place San Diego, Ca.92128 and other devices reduce the number of parent companies retailing our product mix.

Tue INDEPENDENT lumber and I building material dealer is going to become increasingly important to suppliers as more and more ChaPter I ls, takeovers, liquidations, absorptions

Hcrc's nl rationalc'. If vru rct ics thc hc'adlincs s ithin all our tradc publications publishcd in 1986. it's clear that this uas th!'\L'ar tirr Chaptcr lls. takc--orcrs. liquidations. absorbtions. and c'r'crr olhc-r dc'r'ice that

rcducc's the numbc-r of parent companies r!'tailing our prrxluct mir.

As chains bu) oth!-r chains. thet pnrduce an o\!'rlap of conlpan) slores u ithin thc markctplacc'. Thc' sun ir ing Parcnt c()mpant clost-s thc lc'ss prolitahl!' oncs. Thc) also consolidatc' thc hu1 ing tunctions to rc'ducr' thc' pal roll and kr crcrcisc' morc cloul rvith thc' supplir'n. Thc supplir'rs arc $orricd. Nou. not onlv ilrc nran\ Anrc'rican pr<xlucr'rs thrc'atcncd t1 thc inrpxrrts. hut thcl art'also r^\-ing squc't'zcd tbr nraruin \ thc rctailing giants. And. rvhilc' s&)rc\ aR- g!'ning lonecr. $ idcr. arxl hignkr it is thc quantitl ot'cac-h SKU stockcd that is incrcasing rathcr than lh!'numh!-r clf brands nrcrchandiscrl. Thc consolidation ol slores atxl hur ing l'unctions is not gtxxl ncs.s for supplir'rs. For s()nl!- manufacluren it nreans the loss of a million dollar account - orernight. The snrallr'r sizc' ntanul-acturers fec-l the hurt in grcatc-r proponions.

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

WARP. SPLITand CUP

I harc no drruht that at thc'ir upcoming stratc'gic planning sc'ssions more supplien s ill nL dix-ussing a tirc-1ear plan geared to diresi[ thc-ir distribution. But. uhcther their pnrJucrs arc Jxrsitionr'ri to trc' pushed thnrugh. or ptllcrd thnugh di:trihution. suPPli!'ni rxn alvr rct-tEnizc'thisit is imponant that thcl make prtrr i:ions kr hclp sharpc'n th!- markcling skills of thc indc'pcndcnt rL'taiL'r and h is distributor. Thc' roL' of th!- supplier u ill hare to change radicalll from that of lust hr-lping move his os n product throush thc- front rcgister. It r^Lconrc.sinrgrnantthatthe'nranufacru&-rsupJxrrl thc' hr'alth of thc rc'lailcr. This additional \upp()rt nlusl c()nlL' nol onlr in thc' lilrnr ()f itcnr nrorcmcnl rL'pons. store dc'tailing. c'rtra dircounts. or addcd promolional tunds. but also in nrarkc't nc:*'arch. strategic planning and prolcssittnal guidance lirr thc'opention of the rctaiL'r': businr'ss.

Protect

it wiilr Swedislt Formula

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

H!'rc are some of the things that manutaclurcrs s ill ha\'!' to do to help the independent sun ire and k!'ep the marketplace competiti\e:

r Provide thc- mc-ans lor thc retailer to ctlnduct introspective long and shon-range planning st'ssions.

o Shos the retailer ht'ru lo compete u ilh itc'm-arxl-price promoteni I highlighting his sc'n icc'lerc'ls. qualitl of pnducts and thc' benetlts of his convcnic-nl ltxation.

r Hclp thc' tu'tailcr idcnlif\ and contacl his printary psvchogc'ographic nlarkc't through thc' marketing data nol arailable \ neightxrrhotrd.

o Provide educational programs that demonstrate how to effectively use the co-op

funds available tionr all the retailer's vendors including the small accruals. Make available a servicc to help retailers adnrinister their co-op advertising allowanccs from all supplicrs.

r Maintain and utilizc thc rctailcrs mailing list for hint. showing hinr how to rctain his custonrcr basc.

o Offer a continuity program that dctails

Smoking Or Non-Smoking?

The Paty Co., Piney Flats, Tn., is among the pioneers in battling cigarettes, enforcing anti-smoking policies at their corporate ofllce, components plant and six retail locations.

Having achieved clean, fresh surroundings and lower insurance and health costs, The Paty Co. urges other businesses to follow its lead. But care should be used in carrying out the program, cautions Jo Anne Paty, marketing manager and director of Paty's wellness program.

"You can't do it all right away,"

how the rctailcr can eflbctivcly solicit industnal and cornnrercial accounts in his nrarkct through dirL-ct ntail and canvasing.

r Providc a service to produce meaningful statcnrcnt stuflbrs that speak about ntore than.just onc product per month.

o Providc a sourcc lirr nterchandisc and prontottonal signing.

e N'lakc availablc attractions and hoopla to hring traf'llc into the storc.

Paty says. "You have to take small gradual steps and acceptance will be greater. "

Paty started ten years ago by offering $100 incentives to employees who quit smoking. Eventually it confined smokers to restricted areas. and two years ago the company stopped hiring smokers. Prospective workers sign an application which threatens termination if they are caught smoking.

The firm admits it is practicing discrimination, but it is a legal discrimination since smoking is a changeable, acquired habit.

Thc serviccs dcscribcd do not neccssarily havc to be ofl'crcd frcc. They can be sell'\upporting. Suppliers ntal,bc taking sontc' up-firrnt risks in rnaking these survival kits arailablc to rc-tailcrs. but it coulci be thc dif'lbrcncc bctwccn losing a little now or losing it all latcr'.

A fitness program, offering monetary and other incentives to those who participate, and wellness program, which includes smoking cessation classes. are also available.

Despite high employee acceptance and little turnover. their efforts have not been totally sweeping. There remains a number, though it is dwindling, of smokers who were with the company before the hiring law was put into effect, especially in the warehouse and yard areas. And the firm has yet to address the growing problem of smokeless chewing tobacco.

Wqtch for these Exciting Issues in Colrrring Nlonths

October: Hardwood Special lssue

November: Western Woods Special Issue

December: Business Forecast Special Issue

January: Southern Pine Special Issue

February: Cedar Special Issue

OKLAHOMA NOTES

JOHN BRANSCUil execudve vlce precldent

EvEN THOUGH the Spring Mart b'88 convention dates are still eight months off, the OLA staffhas begun the mammoth task of setting up the annual convention and buyers' exposition.

Supplies have been printed and exhibit space contracts will be mailed to previous exhibitors this month so that they can reserve the same space they had last year if they so desire. Soon after, over 1000 information packets, each containing a prospectus and exhibit space contract, will be mailed to corporations nationwide.

Despite the recent hardships plaguing our industry. we anticipate a larger convention this year. We feel this convention will be larger because the news is out that the Oklahoma economy has turned the corner and, with continued improvement should provide Spring Mart '88 exhibitors a good opportunity to sell their products.

The OLA staff, while optimistic, plans to leave as little as possible to

chance. They plan to aggressively market to prospective exhibitors by using their current mailing lists. by continually searching out new prospects and bY enlisting the help of OLA members.

District meetings are underway with District 4 to meet in Enid at the Midwestern Inn on Sept. l0; Distrio 5 in Oklahoma City's Holiday Inn, Sept. 22 and District 6 at Fishermen's Cove, Lawton. Oct. l. These meetings offer the opportunity to take part in OLA's long term planning. The 4 p.m. woodshed sessions will allow retail and associate members to give feedback and input to the OLA staff.

The educational committee, Henry Bockus lll, Phil Kennedy, Mike Yates and Norm Rollins. has begun a series of meetings to formulate a long term education program. Members of OLA will be polled to determine interest levels for various subjects and to determine suitable styles of presentation.

Establishing a video library, offering correspondence courses, conducting seminars and organizing a mill tour are ideas under consideration.

TOPICS

T Hp following security tips on dealI ing with short change artists are provided through the courtesy of FoxworthGalbraith Lumber Co.

The short change artist depends upon confusion. All kinds of tactics are used to confuse you into giving too much change. A good cashier can learn to recognize when they're being worked by a short change artist.

The first alert is that you feel "uncomfortable"' with the transaction. The "artist" works and talks last. Remember, handling money is almost second nature with a cashier. When you start getting confused or uncomfortable doing

it. there's something wrong. So when it happens. shut the register. Tell the customer'Just a moment, please." and call for "register assistance."

Here are a couple of examples of how short change artists might work:

The subject makes a $9.95 purchase, $10.45 including tax. He gives you a $20 bill. While the register is open and you're counting out the change. he says, "Wait a second, I've got the 45 cents give me $10 change." When you give him the $10. he quickly says, "Heck, you might as well give me back my $20 and you just keep the $10." You give him back his $20 and he walks out of the store with the merchandise and his $20 bill.

The subject makes a small purchase and gives you a large bill, say a $20.

elecuilve vlce precl&nt

Oklahoma Lumbermenb Acsoclatlon 616l N. Hry AE., o|rlrhou Clty, Ol. 73lr2 (a{ti) tlGlTTr

Lumbermen's Ascocladon of Terae P.O. Bd 5116, Auda, fr.7tt63 (trl) a7t'rrra

September 1987

After getting all, or most of, his change, he suddenly says, "Hey, I've got the right change. Just give me back my $20 and I'll give you the right change" (or small denomination in currency). An accomplice may work with this scheme by coming up with the money at the right time. The artist walks out with the merchandise, part of the changO and his $20 biil.

Each year the LAT oflice receives numerous calls lrom dealers searching for someone who could provide an internal security service to assist them in locating employee fraud or dishonesty. After several years of searching, LAT is

offering the Hopper & Hawkins Security Shopping Service as a service to its members because LAT is aware of the need ol its members to monitor employee performance and to prevent loss due to employee theft.

On behalf of LAT we wish to express our sincere appreciation to the William Cameron Co., Tamko Asphalt Products and Home Lumber Co., Austin, for their coordinated efforts in re-roofing a portion of LAT's office building. Ar the request of Frank Bomar, Home Lumber Co., the companies provided the materials at no cost to the association.

ARKANSAS a OKLAHOMA

must provide an employment history of at least l0 years.

Premium Quality

Lumber Half Pak HIL.

fl N OCT. 27. 1986, President ReaV gan signed into law the Commercial Motor Vehicle Safety Act of 1986, mandating tougher training, testing and licensing procedures for commercial motor vehicle drivers, a move supported by the National Private Trucking Association.

The new law is geared at eliminating multiple driver licenses, which have been used in the past by truck drivers to spread driving violations among several licenses, thus avoiding detection and staying behind the wheel.

But all that is set to change for drivers of vehicles with a gross vehicle weight rating in excess of26,001 pounds, or drivers who transport hazardous materials in quantities requiring the vehicle to be placarded (regardless of weight class).

Effective July I of this year, it is illegal for a commercial driver to have more than one driver license. While there are a fgw temporary exceptions, drivers who hold licenses issued by states other than their home state must surrender these to the state(s) that issued them. Any commercial drivers holding licenses from other than their home state are in violation offederal law and can be fined up to $2.s00.

Commercial drivers also must report any moving violation convictions to their home state of licensing and totheir employer. They must notify their employer if their drivers license has been suspended, revoked or canceled, or if they are disqualified. When applying for a new driving job, commercial drivers

Those who employ commercial drivers may not allow an employee to operate a commercial motor vehicle if the employer knows that the employee's driver license has been suspended, revoked. or canceled. that he has been disqualified, or that he has more than one drivers license (except in those cases where temporary exceptions are allowed).

A new "federal disqualification" has begun. A commercial driver now can be disqualified by the U.S. Department of Transportation (and then be unable to legally drive a commerical vehicle) for a minimum period, up to three years or longer, depending on the violation.

The U.S. Secretary of Transportation must issue regulations by July 15, 1988, to establish minimum standards for commercial driving, including written and driving tests. fitness requirements, classes of commercial driver licenses. and information to be contained on the commercial motor vehicle drivers license. The license will be issued by the home state of the commercial driver.

Any commercial driver who has more than one drivers license should keep the home state license and return the rest.

License shoutd be sent to the state motor vehicle office listed on the license with a note saying: 'l am returning my license. Please change your records to show that I no longer hold an active license in your state."

For their own protection, drivers should keep a copy of the note or letter.

lf you would like more information on the requirements of the new driver's licensing requirements, give us a call.

Handi-cut/ Home Ctr. Brds. Half Pak Pf.L. and PW.

Mld-America

SOUTHEASTERN

SCENE covering association news in Alabama, Florida, Georgia, Kentucky, Louisiana' Mississippi, the Carolinas, Tennessee and Virginia.

Virginia Building Material Association's board of directors has created an Associate Advisory Council to enhance the relationship between associate members and dealer members. Vaughan Palmore is serving as chairman.

Ed Hunt, membership committee chairman, and his commitee are working to surpass the 27 new dealer and associate members gained last year. Zone membership leaders include Hunt. Windowland, Inc.: David Ball, Middleburg Millwork, north zonet Edwin Hogge, Lamberth Building Supplyl Freddie Siewers. R. A. Siewers, Inc.. east zone: Doug Spencer. Spencer Lumber Co.: Bobby Butter, C. R. Butler, Inc., central zone: Carlile Robertson, Smith Mt. Building Supply; Randolph Hodges, lJodges Lumber Corp., western zone. and Rich Reid, l'lWl, and David Ownby, SDG, Inc., members at large.

Florida Lumber and Building Material Dealers Association had a recordbreaking attendance of 140 adults and 30 children at its summer conference at the Innisbrook Resort, June l8-21. The board of directors has selected the Mission lnn Golf and Tennis Resort at Howey-in-the-Hills. 1"1., for the 1988 conference. June l6-18.

Convention registration packages for

The l\lain Event. Sept. 24-26. Orlando. Fl.. have been sent to over 1.800 companres.

A 1987 Ford Ranger pickup will be the main door prize at The lv'lain Event annual buying show and convention at the Marriott Orlando World Center. Only retail members of the F'LBf\'lDA will be eligible for the drawing. The winner must be present.

A leadership conference lor the board of directors and committee chairmen will be held at association headquarters Aug. lJ. A security seminar will be held there on Nov. 12.

Tennessee Building Material Association will hold its annual convention and management meeting, Sept. 20-23 at the Grove Park Inn, Asheville, N.C., with an impressive array of speakers including former Tennessee Lt. Gov. I-rank C. Gorrell. now a senior partner with Bass. Berry and Sims.

Other speakers, according to president David lrlcClain. will be Harlan H ummel, executive vice president. National Lumber and Building Material Dealers Association, and Bruce Strickland, product manager. Master Builders. lnc.

Committee members for the meeting include Carl Tindell. Randy Rinks,

Robert Overholt. Tom Henderson and Ab Taylor.

The association has moved to new offices in First American Center, Nashville.

The Young Executive Division of TBNIA has elected Pat Welsh president.

Gene N{cKinney will be vice president: Scott Wright. secretary/treasurer, and George Carter. trustee. Richard Vowell will be oflicial photographer and historian. Eddie Crosslin was named chairman for the 1988 convention. lentatively scheduled for July l5-17.

Sponsors of the annual meeling convention held at Bent Creek Inn in Gatlinburg. Jull' 9-ll, were Lumberman's Wholesale. Millwork Sales Co., Wholesale Building Products. Weyerhaeuser and U.S. Plywood Co. GareY Keltner was chairman with the assistance of Greg Davis, outgoing president, Pat Welsh and Gene McKinney.

Gene ll'lcKinney will serve as 1988 co-chairman of the National Young Executive Society. The Tennessee group plans to send at least five oflicial delegates to the meeting in Boston. Ma.. Oct. l5-t8.

Kentucky Lumber and Building Material Dealers Associetion members participated in the annual fish fry held by the Central Kentucky area lumber dealers on Aug. I I at the Bluegrass Sportsman's Club. Lexington. Host organization was the Central Kentucky Retail Dealers Association.

Executive vice president Billy Thompson is seeking nine volunteer Kentucky dealers to work with Harry Horrocks. director of governmental affairs. National Lumber and Building Material Dealers Association, when legislative needs arise on the national level.

WHOLESALERS AND DISTRI BUTORS

Jack Jones Bob Lindsey Van Marcus

Charles Marlow Steve Mathey Bill Webber

Doug McCary Jake O'Neal Bill Stewart

Bob Tyson Tim Waller Jack Williams

OPERATING OPPORTUNITIES

WALLY LYNCH Paid Associates PO. Box 741623 Dallas. fx.75243

J|l ellVenY completes every sale, Y but it's amazing how few consider this heinous cost when making and submitting bids. If, this strikes a discordant note with you, it certainly is a readily remedied malady.

You need to know three specific bits of information in order to properly anticipate the impact of delivery costs on the gross margin dollars.

(1) The Cost Per Drive Mile. This will be somewhere between $1.75 and $2.25 for most dealers.

(2) Number and Types of Deliveries

Expected. In at least one area of the country it takes a minimum of nine deliveries to handle a complete house. Your list may be different. but here's what it looks like: F'raming, Mortar Mix, Windows & Ext. Doors, Boxing, Roofing, Sheetrock,

Interior Trim & Doors, Materials, M iscellaneous.

(3) Driving Distance To and Job Site.

Fireplace

F-rom the

For illustration purposes, let's use $2 per driven mile as the cost to deliver, the minimum of nine stops listed and a driving distance of 40 miles, 20 out and 20 back, to make each delivery. Also assume a total bid of $10,000 at 200/o margin, or $2,000.

Now look at these numbers in the context of the bid. At $2 per mile, each trip costs $80. AII nine deliveries cost $720. This is 7.20/o of the bid total and 36% of the anticipated gross margin dollars.

Now you have decision making information. First consider that nine stops is absolutely the best you can expect. Experience has shown that you'll be more accurate if you plan on 12 visits. This might include a hot shot or two and at least one pick-up.

Now the numbers change to $960, which is 9.60lo of the sale and 480h of the

gross margin. lt is possible that these figures could be reduced by combining stops to other sites on the same trip, but just the opposite can happen as well. During the course of completing the sale you could make 20 trips at $80 each and $1600 in total. The gross margin dollars are massively depleted and the $10,000 transaction quickly becomes a losing proposition.

There are other things you can do to preserve the initial gross margins envisioned in your bid. Each of these will benefit your business whether in support of a bid or an immediate transaction.

Set up a delivery schedule with routing that takes a truck into tlre customer's area on a routine pre-determined basis. With each release you can advise that it will be on the next regularly scheduled truck.

Consider an incentive program since drivers on incentive programs don't like to drive half full/empty trucks and will bring pressure to bear for larger loads.

Since sales people paid on a percentage of the gross margin on delivered cost tend not to give away the store in terms of service, particularly at $80 per shot, this is another way to go.

Finally this same methodology, or lack of it, will allow you to analyze completed transactions to determine why they weren't profitable. You also can identify what procedures might have heloed.

FAMOWOOD

is the PR0FESSl0tlA['S ALt PURP0SE PtASItC

Boat builders, furniture makers, cabinet makers, etc. have found it the one sure answer to correcting wood defects, filling wooo cracks, gouges, covering countersunk nails and screws. "

Can be used under Fiber Glass! y_s*es, nea.y to use rgnl oul ol Ine can, tamowoo.! applies like putty- sticks like glue; dries quickly; won't shrink, and will not gum up sander. Waterproof and weatherproof when properly applied.

AyailaDle in 16 matching wood colors and vrhite.

YELLOW PINE

Southern Yellow Pine ranks in many strength properties as the strongest of softwoods. Long lasting under heavy wear; high bolt and nail holding power; high retention of wood preservatives.

Try

SOUTHERN

D-l-Y Masonry Products

Retailers and d-i-yers are the targets of a marketing program about to be launched by the National Concrete Masonry Association, Herndon, Va., and its members throughout the country.

Emphasis will be placed on the footer block which goes together dry without forms, concrete and expensive labor for foundations for single and multiple units and low-rise commercial buildings,

Heat Soak concrete masonry units also can be used by do-it-yourselfers

tions, was well received during a recent home show demonstration.

to achieve energy conservation and acoustical privacy in residential construction. Used within stud walls, they can be added to existing homes or used in new construction.

Pavers are the third d-i-y product to be highlighted by NCMA. The solid interlocking concrete paving system installed over sand is suitable for terraces, patios or driveways. Open grid type pavers may be combined with grass or ground cover to create an attractive surface for driveways or gardens.

Consumer Awareness Audlt

The outstanding success of the 1986 Consumer Awareness Audit (CAP) will allow the industry to negotiate a smaller survey in scope and cost for the 1987 audit, according to the Society of American Wood Preservers. Inc. and the American Wood Preserving Institute. They caution that it is extremely important, since fewer treaters will be contacted, that every effort be made to continue the outstanding participation in order to again ensure a repeat suocess.

An announcement in the Federal Register said the labeling rule for treated wood had been withdrawn in February due to the success of the Consumer Awareness Program.

Treaters are urged by SAWP and AWPI to make every effort to help retailers and others in the distribution system understand the cAP program and the importance of making Consumer Information Sheets available to the general public at the point of purchase. "The weak link in the CAP was awareness and participation on the part ofretailer," an association spokesman said, "so we must double our efforts to strengthen this aspect of the program."

Fll(lIER 8L0CK, an innovative do-it-yourself masonry block which can be used for founda-

PERS NALS

James A. Parks has been promoted to v.p., human resources, at Lowe's Cos., North Wilkesboro, N.C.

Marshall Quina is the new national sales mgr. of consumer products for DG Mouldings, Marion, Va., according to Art Ramey, exec. v.p. of sales, marketing and distribution.

Lester Wood and Kalisa Kydes have joined the trading staff of American Timber Products, St. Petersburg, Fl.

Davis Mortensen is now exec. v.p., building products manufacturing, at Georgia-Pacific Corp., Atlanta, Ga.

Tim Bean, Curt Bean Lumber Co., Amity, Ar., and his wife, Sandra, hosted planermill superintendent Kenny Lyons and his wife, Patricia, and sawmill superintendent Johnny Baggett and his wife, Dee, to a week's vacation in Hawaii. The following week Curt Bean and his wife, Jane, and Curt's partner Leroy Bean, and his wife, Dora Lee, hosted maintenance and construction superintendent James Cash and his wife, Judy, and Gary Johns, Glenwood treating plant superintendent, and his wife, Nina, to a week long Hawaiian vacation.

Steve Lovett has been named pres. for the International Trade Council of the National Forest Products Association, Washington, D.C.

Ralph Block is the new pres. of B&B Insulation, Houston. Tx. Dean Cox is v.p.

Randy Beck has joined the sales force at Konner Distributors, FortWorth, Tx.

Stu Enloe is new to sales at Steel City Lumber Co., Birmingham, Al.

Greg Hanes has been named merchandising mgr., lumber and plywood, at Diamond Lumber, Carrollton, Tx. Marty Vanderburg is a new lumber buyer.

Norman Darrer has been named senior v.p. and gen. merchandise mgr. for Moore's, Roanoke, Va. John Sphar is now senior v.p., operations; Dwight Manning, senior v.p., operations, and David Pomerleau, senior v.p., operations and administration.

Lewis "f,ddie" Edwards, Hill Supply, Winder, Ga., has completed the Building Material Merchants' Association training course.

Randy Rinks, B&R Lumber Co., Savannah, Tn., has been elected mayor of Savannah.

Henry Sienkiewicz, v.p., E.N. Beard Lumber Co., Greensboro, N.C., has retired after 25 years with the firm. Robert Sternberg has been named v.p. of operations for Monarch Mirror Door Co., Tupelo, Ms. Douglas Priaulx has been promoted to gen. mgr. of Alpine Veneers, Inc., Houston, Tx.

Bradford W. Morgan is now v.p. and director of marketing & sales at GAF Corp.

Miles Standish is the new v.p., construction products group, of Breeko Corp., Nashville, Tn., according to H.T. "Ted" Berglund. Larry Foster is now v.p., structural products group, and Lynn Berry Gregory, v.p., accounting & administration.

Melvin Leather has been appointed senior brand mgr. for CooperTool's forged products and cutting tools, Raleigh N.C., according to Steve Couch, director of brand management.

Peter W. Sullivan has been promoted to marketing mgr., industrial products, for Amoco F-oam Products Co., Atlanta, Ga., according to John Giroux, pres.

Charles Pitts has joined Red Mountain Forest Products, Birmingham, Al., as mgr., according to William L. Reed. Baraban Loftis is now handling sales at the new distribution yard.

Eugene N. Norstrom has been named regional mgr., Boise Cascade, Jackson, Al.

Ron Tilley is the new mgr. of 84 Lumber Co.. Knoxville. Tn. New comgrs. include Mike Robinson, Chattanooga, Tn., and Dudley Strong. Amarillo, Tx.

Marshall Pollock, Hearin Lumber, Largo, Fl., has retired after 35 years in the business.

Tom Matthews, Tom Matthews Lumberman, Inc., Corpus Christi, Tx., has retired. Mitchell Womack succeeds him.

D. S. Hautman, pres. and gen. mgr., East Albany Lumber Supply, Albany, Ga., has retired after 47 years in the industry.

Sammie Johnson has been promoted to N.W. Ga. territory sales mgr. for Manis Wholesale Co.. Rome. Ga. Scott Ponder is now store msr. in Marietta, Ga.

Richard Trask is a new commercial sales rep for Scotty's, Cape Coral and Fort Myers, Fl.

Lynne Jeffcoat is now Southeast sales rep for Furman Lumber Inc.

Ken Maxwell has joined the sales staff of ProfitMaster, Austin, Tx., covering Ga., S.C.,N.C.,Fl., Al., Tn. and w. v.

Phillip G. Stoner has been appointed Atlanta, Ga., regional mgr., carpeting div., for Armstrong World Industries, according to G.L. Glenn, gen. mgr., sales & marketing.

Sally Trouard has joined the sales force at Klumb Lumber Co., JackSON, MS.

Frank Marshall III, sales mgr., H.K. Porter div., CooperTools, has been relocated to Raleigh, N.c., headquarters, according to Dave Christmas, director of technical sales.

Kevin J. Dolle is now product marketing mgr., lighting & accessories, for Hunter Fan Co., Memphis, Tn. Jack R. Terrazas is director of marketing.

Paul Kinser, East Brainerd Lumber Co., Chattanooga, Tn., has been reappointed to the University of Tennessee board of trustees.

Jim Roberts has been named sales mgr./asst. gen. mgr. at Holston Building Supply, Kingsport, Tn. Darrel W. Rice Sr. is now pres.

Walter H. Whitley is the new acting mgr. of the National Oak Flooring Manufacturers Association, Clarksville, Tn.

Steve Hoag, gen. merchandise mgr., Ace Hardware Corp., has resigned after 15 years with the firm.

William R. Way is now gen. mgr. for Lapeyre Stair, Inc., New Orleans, La.

Bob Glidewell, Hooker Lumber Co., Hooker, Ok., is recovering after hip socket replacement surgery.

Donald Stevenson, Cimarron Lumber Co., Boise City, Ok., is recuperating after suffering a fall that broke six ribs.

Thomas V. Gruss has joined GS Roofing Products Co., Inc., Irving, Tx., as national purchasing mgr. Jon Harris is now director of information services and Phillip M. David, commercial field sales mgr., So. Central region.

Edward Cone, director of administration, Southeastern Lumber Manufacturers Association, Forest Park, Ga., will travel to Tokyo, Japan, and other foreign points this fall to conduct hardwood seminars.

Richard T. "Dick" Elliott has been named pres. of Kelley Manufacturing Co., Olive Branch, Ms. Thomas M. Rogers is now v.p., sales & marketing.

(Please turn to page 38)

Gift-Wrapped Saw Set

Special Christmas packaging will help promote Swanson's heavy duty saw set for gift giving this season.

NEW P DUCTS and

selected sotes oids

Frypan Pit Stop

A Hot Pad to protect tables, stoves and countertops from hot frypans and saucepans is new from Rubbermaid.

The 8" diameter pad has an almond-colored rubber base with a raised rim to catch spills and an aluminum surface to dissipate heat.

Cordless Glue Gun

A new cordless glue gun from Emhart combines the effrciency of hot melt gluing with the convenience of free movement.

been introduced for Plumb hammers and axes.

The continuous fibers of the wood are said to offer great resilience and strength,while minimizing impact shock.

Replacement handles range in size from a short l2-l/2" nail hammer handle to a baseball bat-sized 36-l/4" axe handle.

All kits include wedges and instructions.

Permanently Hooked

The Thermogrip model's quick charge stand heats up the gun for use in three minutes while a display light indicates the gun is charging. The hot melt glue sets in about 60 seconds.

A unique dual connect cord also enables the switch from cordless operation to corded operation for long-term gluing projects simply by removing the gun's 6 ft. cord from the charge stand and reconnecting the gun.

Included are the gun, charge stand, molded storage tray and dust cover, and six clear and six all-purpose glue sticks.

Get A Handle On lt

A comprehensive line of wood rehandling kits featuring more than three dozen sizes and styles of North American red hickory handles has

A plastic peg-board hook with a lock that holds the unit in place when hanging merchandise is removed is new from T-PlasTech Corp.

Although Peg Lok hooks are difficult to accidentally detach, they can be easily released and moved just like ordinary peg-board hooks.

The festive wrap sleeves may be easily removed for after-the-holiday stocking and are available at no extra cost.

The saw set prevents binding and pinching of the saw by maintaining proper tooth "set." Individual tooth alignment can be accomplished without removing the blade from the saw.

Free Snip Pouch

A free leather belt pouch will be included with all Wiss Metalmaster snips through Oct. 31, 1987.

The normally $3 pouch is packaged wih the snips in its own peggable hang-up display.

The seven snip models included in the promotion are the M-lR, M2R, M-3R, M-6R, M-7R, MIR-SI and M2R-SI.

They can be delivered in any color and come in three sizes: 2". 4" and 6".

FREE READER SERVICE

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

Gomputer Estimates

A personal computer driven estimating system has been fully integrated with a multi-user pointof-sale inventory control and bidtracking computer system reportedly for the first time in the lumber and building material industry by Computer System Dynamics.

graphics module for cabinet layouts and selection for dealers handline various cabinet lines.

Family of Ties

A new merchandising program to promote wood-to-wood and woodto-concrete connectors has been introduced by Simpson Strong-Tie Co.

The "No Equal" dealer program features product use guides, d-i-y project folders, color coordinated product cards with in-use illustrations, and an array of display modules. from wooden bins to steel racking.

Folding Saw

A double-blade folding saw perfect for campers, hikers and outdoor enthusiasts is new from Fiskars Manufacturing Corp.

High impact ABS plastic houses the blade, which folds in and out with a solid locking steel mechanism. Blade tips have tapered points for easy access to small areas.

A compact 6" long weighing 3-ll2 oz., the tool comes in black or bright yellow.

French Sea-Pine Paneling

French sea-pine paneling in a variety of attractive pastel colors has been introduced by Societe Industrielle Forestiere, a French manufacturer currently seeking U.S. distributors.

The Pastel Colors of Decorland panels receive three coats of polyurethane varnish to prevent scaling off and protect against dampness,

When entered with dimensions and material specifications, the Construction Estimator automatically generates a material list including all materials and lumber required from the footings to the roof. The list can then be transferred to the CSD quote/bid file for pricing and profitability analysis.

If the estimate is accepted, a bid tracking system is available and delivery tickets and invoices can be created.

It is said to be the only take-off system to include a kitchen and bath

salmon and blue "latour," permitting a wide range of creative decorative possibilities.

Installed horizontally or vertically, the panels' slats interlock on all

four sides, with inserted nails or staples reportedly becoming undetectable. The panels measure 2-1/2 meters long, 60 millimeters wide and l0 millimeters thick.

while preserving the natural look and grain of the wood. Only choice seapine is used, selected free of knots and resin.

The pastel colors available include white lead, green almond, rose,

Fireproof Duct

A new fire resistant aluminum duct for dryers from Deflecto Corp. is said to withstand temperatures up to 284" F.

FREE READER SERVICE

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

Gate Keeper

An extra security auxiliary cylinder spring deadlatch has been designed for all gated entries by Kwikset.

Unlike vinyl hose which melts under the same conditions, SuPurrFlex better contains the hazards of flash fires from lint buildup or dryer malfunction.

Constructed of five layers of alternate aluminum and polyester bound into a base wire helix without the use of glue, it is packaged in 5 and 8 ft. lengths.

Short Order Cook

A sub-compact microwave oven designed for heating single servings of convenience and frozen foods is new from Sharp Electronics Corp.

The Munchkin features a one touch, pre-programmed command pad; .3 cu. ft. size wittr 400 watts of output power, and under-thecabinet design.

The gatelatch features a precision six-pin, solid brass cylinder which permits a greater variety of tumbler combinations.

Sampling Hardware Finishes

Metal hardware finishes can now be chosen with Schlage's sample selector kit.

Buildlng Products Dlgest

The 5-ft. tape is in a high-impact polystyrene case with a hook ring that is retained neatly in the contoured mouth of the case. The yellow-clad steel case has highly visible black and red markings. Both tapes are replaceable.

The company's I I most poPular finishes are represented bY l " metal discs kept together on a ring for easy portability and convenience.

For Good Measure

Three different measuring toolstwo tapes and a folding wood ruleare now available in the Lufkin Measure Pack.

The l6-ft. tape measure comes in a lightweight, high-strength matte-black fi nished case, featuring a positive toggle lock that holds the blade securely at any length and black numbers on a yellow background.

The 5/8-in x 6 ft. folding rule is made of well seasoned hardwood with a tough, clear, abrasion-resistant finish; large, easY-to-read numbers embedded in the wood, and spring joints and end caPs of strong brass-plated steel.

lnk Spray Dbday

Spray stencil ink from C.H. Hanson Co. is now available with a sixpack merchandiser. ' Packaged with three cans of black and three cans of white Permanent ink, the merchandisers also include a stand-up header.

The ink cans provide information on stencil applications and instructions.

S4S g.nd.d Boardr

* Ouallty Oak tonldlngtr *'

FREE READER SERVICE

For more information on New Products wite Building Products Drgesl, 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!

Terminal Savings

A more compact, less expensive desk-top computer terminal is now available from ProfitMaster Computer Systems.

For use on ProfitMaster 300, 600 and 800 series systems, Model 924 is capable of a wide range of functions, from point-of-sale transations, such as sales and estimates, to most back office operations, including writing checks, preparing purchase orders, writing letters, printing price lists, making general ledger entries and preparing daily and month-end reports.

Twin Falls

A pair ofwater faucets 16" above the ground which allows two garden hoses to be connected to one taP is new from Rian Industries.

and promotions discovered at the show.

A set of checklists appear at the bottom of each pair of pages, providing a "buyer's shorthand" in recording what needs to be discussed or what was discussed at the show.

The log also contains an appointment schedule, information about show activities, local phone numbers and a daily expense log.

Cabinet Door Collection

Custom cabinet doors manufactured using export-grade hardwoods are now available from The Cabinet Door Co.

Made of tough epoxy painted plastic and PVC pipe, Twin Tap comes with a 4 ft. hose and connector.

Show Stopper

wA free pre-show planner that helps retail store buyers organize their show visits and follow up on the many conversations and commitments they make is offered by Sho-Log Enterprises.

Fitting conveniently in a coat or jacket pocket and providing a sturdy writing surface, the book contains two sections: a Must See section to list present sources of supply exhibiting at the show and a Notes & New Ideas section to record information about new items. lines

Grain-matched raised panels, l/4" insert panels, frames with l/4" back panel, glass frame doors and a l" hollow core door are among the 50 styles of doors and four drawer lines offered.

The collection features individual color matching and hand sanding.

Additionally, the terminal can be connected directly to a printer to cclserve cable connection space on the host computer.

Interlock The Door

A new door-sealing assembly which reportedly could result in as much as 10% monthly savings in heating and cooling costs has been introduced by H.I.C., Ltd.

Designed primarily for exterior doors, Draft Miser is an interlocking sealing system (not a sweeping device) which seals the bottom of the door against weather. When the door is closed, an insulating air space is formed between the door plate and door sill. The recessed grooves, for caulking purposes, further seal the device to the door.

FOR MORE INFORMATION CONTACT:

Shutter In Style

Designer shuttersets are now available from Wing Industries.

travel on quality glides for no-stick dependability, and drop-in panels offer fast, easy assembly.

The Monroe model uses a popular barn design which combines a traditional colonial silhouette with heavy duty roof construction and solid, factory assembled swing doors. Also featured is a slat roof design system.

Assembled For A Hanging

A handy 6l-piece hanging accessory assortment filled with suflicient hooks, hangers, wire and screw eyes to mount several pictures is new from Miller Studio.

Offered in a movable louver or a Heritage glass panel design, the window treatments feature clear, readyto-finish Ponderosa pine.

They come in a wide range of size options, fully assembled and ready to attach to wall or window jamb.

3 In 1 Sink

A stylish new sink from Kohler is really three sinks in one.

All-lVeather Adheslve

A new tape from Compac Corp. is designed for high performance under severe weather conditions.

Measuring 22" x 18", the selfrimming, cast iron Entertainer has a 7" deep basin and an accessory tray with a strainer cup and hardwood cutting board. The smoke gray tray is made from durable, impact resistant acrylic.

The sink is drilled for a single hole faucet.

New Storage Buildlngs

Two new storage building models featuring the corrosion protection of zinc galvanizing on every steel part have been added to Arrow's Presidential Series line.

The Adams building has horizontal wood grain embossed siding, dove 3ray with colonial blue trim to mrtch with most exteriors. stud construction provides added reinforcement, solid sliding doors

Also new to the Magic-Mounts line are several hooks, including two swag hooks in antique brass and painted white, a safety cup hook, a safety mug hook and a suction hook; an antique brass decorative hanger, and two types of wire (copper and galvanized) in 25 ft. lengths.

Flag For Freedom

A free 3 ft. x 5 ft. American flag comes with a new wood flagpole kit from McFarland Cascade.

The flagpoles are straight Douglas fir, 25 ft. to 35 ft. long, designed so that the top tilts down, and mounted so that it swivels between two 6 ft. posts buried 3 to 4 ft. into the ground.

The kit includes a pole (lengths up to 100 ft. are available on special order); two 6 ft. pressure treated posts; galvanized bolts, washers and nuts for the tilt mechanism; a brushed aluminum cap with a pulley; a gold anodized aluminum ball; a rope with three snaps, and the free flag.

Manufactured for outdoor sales on building panels, polyvinyl fluoride film insulation jackets and other exposed applications, it is said to be impervious to ultraviolet rays, unlike PVC, and to temperatures as low as 0"F.

It combines a Tedlar UV resistant substrate as a vapor barrier with a specially engineered acrylic adhesive.

Furniture Foot Pads

Felt floor protectors which allow wood furniture legs to slide easily over hard floors such as linoleum, asphalt tile and tenazzo are now available from Shepherd Products U.S., Inc.

Especially protective on fine hardwood flooring, the pads reportedly will not stick or scratch and are easily installed with the tap of a hammer.

They are available in 718", l" and l-l/2" diameters and packaged four per blister card.

Treated SP For Deck Building

I)ressur.c trciltc(l soLltltcrn pinc is r-rsccl in ,\01f1, o1'lrll tlrc trr-ittcd dccks hLrilt thr()Lrgltor-rt tltc c()Llntf\ \\ illl nclrrlr lr tlrircl o1' tltcnt lirLrncl in thc so Ll t lrCast.

\lrtionri itlc clcnrrrnci tirr prcssr-rrc trclrlccl lLr nrbcr is crpcctccl to incrcrrsc I0rfr rr[rr.]r-rirllV tlrrouglr I i)t)0 r'"'itlr tlrc tlo-it-r or,r rsell nrri rkct Irccorrnting lirr nrost ol this g,ro\\tlt. luccorrlirrg to ligui'cs rclclrscrl br Osnrosc \\'oori l)rcscrr ins. Inc

Displays Increase Profits

| ( t)tl!!tlLtt,! !rrttn l)ula I : ) lirl pans. 1,1" in diametcr. also lttrilct cLlstonrcrs an(l nrakc it sinrplc to nrove stock fiorl storagc to sclling lkror.

For stocking lurger itcnrs. dcllcrs rurc incrcirsingll tLrrning to the conrbirration storagc/clisplal possibilitcs oll'ered br rack s) stenrs. " Racks hl'uc n grcater cupacitl ." sa-v's l)ob lkola. Sanrnrons Storage S)stcnrs.

[.vnilooci. ('a. "1'hcl girc 1ou ri'iclcr arcas to rlisplal nrerchundise. \\'hcreas a convcntional gondolatypc clisplar." u'ill acconrnroclutc 3 to -l ft. ol'product. l pallct on a rack can holcl 8 to l0 ti., clepending on the type ol' nrcrchanclisc ancl its u eight. "

\\'hichevcr ntethod dcalers

choosc to prcsent thcir proclucts. thcy must renrcmber that ho* thel sell can bc as inrporlanl as nhat thel' scll. Su1 s Joc Korman. I landl' Store I:ixturcs, Newurk. N.\'.. "11'rou clon't nrcrchan(lise ) oLtr proclr-rct. t ou'rc r,'asting \ oLlr spacc."

LETTERS

EI)II'ORIAI, IIITS NAIL ON HEAI)

I rcud lrith gfcut intcra\t unci rcnc*ecl cnthu\iiLSnt r our eciitoriul in lhc .lu11 issLrc ol lJtriItlirt.?, |)rotluLts /)r.gc.lr rcgerdi ng tt tr'ttt herilt ilr ;1 11.1 1r.1 11 i1 1r;11 iln r't :risociution ltctir itics.

Illr ing bccn rr retuil lLrntbcr rlculer :rtttl tttr,rlretl uillt :ts.oti:rliott :rr'lrr itit': lirr nlrrrr ] cars.I cirn personlllr attast to thc nce tl ol. anci prrrticipllion in. ussocriltiolrs rrncl thcir lcspcctivc uclir itics

Ilopclirllr'."or:r crlilorirrl *il1 hclp ro lirrther tltc rclations o1'thc r rrrioLrs scgllcnts ol oLrr inclustrr.

Harlan W. Iiurnnre l I rccutir r' \ ice I)rcsirlcnl \rLtional lLrrtrbcr & Iluilcling j\lirteriul | )calers .,\ssociution \\'lshington I) C'.

I-HE F0R('E BE WITH YOU

\ or.rr Juh cditorial w'ls exccllcntl ll c coulcln't har c srrid it anr bette r.

.\s l see it. ntost trudc associations lrre li polr erlir I lbrccno onc can nrcasLlrc how pouerlul thcr arcin kceping thetr rcspcctirc inilustrl constitLlents strong. procluctivc and prosperoLls.

Onc onll hus to look at the ellbrts of' thc [-ouisiuna Lunrberntcn's,\ssociltion luncl its nrcnrbcrs. olr behult'ol- evervone in thc inclr-rslrv. in bringing abor,rt the I)lr'*ood \ntitrust l.itigation as a perf'ect

crrrnrpJc ol ho* thc cfTorts of' just onc nrcnrberslrip gror-rp bcnefitctl cven onein thc inclr,rstn'. lt's tinrc lirr llrnrs like Parlcss Cash\\ l\ s. Lou c's. Scottl*'s, I Icchinger's. llonrc Depot lnd thc like to tirke lour luclr icc iincl bcconte actir c and participating nrcnrbers rn their inclustry trade assoclrtions. Ilopcflllv onc of thcsc davs. thcl * ill put brrck in .jr-rsl a littlc of * hat tlrc\ tlKc oLlt.

Kccp up thc goorl work. wc neecl nrorc likc tor.l to stand up und sar rihat ncecls to bc slirl.

Bob John

I:xecr-rtir c Vicc I)rcsident \l icl-.\ nrcrica [- Lr nr bernrcns .\ssoclltlolt

('OAST TO CO.\S'I'

I'hank lou lor lour ntcntion ol our conpan) irr the.lunc cclition ol'lluilding [)roducts I)igest.

\\'herciis ric llrrc rcnorutctl our Itt. Ilr,rclcrclalc site anrl consoliduted or-rr procluction lacilitics on []loriclu's east coilst. $'e clo continuc to llitintatn ir retuil store uncl snrall *rrrehousc lhcility in Ilocu Ilalon. In aclrlition. at our localion irr Bonitl Springs on l:lorida's soLrthucst colst. \\e llrrc lr fullv operating Ir-rnrbcr lirrcl. retuil storc. nrillwork plant. prc-hr.rng cloor grlant and truss manuf lrcturinu plant scrr icing llrc construction tmclc in a fl\ c-count! area. Our l8 r'car-olil companv supplics the construction in(lustr) 1'ronr [:lorirla's coast-to-coast \orith o1' Iuke Okceehobcc to the Iloricla Kcvs.

Keith Hendee

I)ircctor. ( orporiitc ( onrnrunrcations ( uuseuar Lumbcr ('o. Iort Lautlcrclale. Il.

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

Moulding Multiplier

"How to Build-up Wood N'louldings" (40c), "How to Make Picture Frames" (60c), and "Ceiling Mouldings" (404) are available lrom the Wood Moulding & Millwork Producers Association. Box 25278, Portland, Or. 97225.

Tie Salesman

The 44-p. 1987 Strong-Tie Connector Catalog is free from Simpson Strong-Tie Co., lnc., P.O. Box l-568, San Leandro, Ca.94571.

lmproving With Paneling

"Upgrading Walls & Ceilings," an 8-p booklet, is free from USG, Dept. 122-ZZ, l0l S. Wacker Dr.. Chicago, Ir.60606.

Top Heavy

A 4-p. booklet on extra-thick hip and ridge shingles is free from CAI: Corp., 1361 Alps Rd., Wayne. N.J.07470. or by calling l-(800) GAF-ROOlj.

Southern Assn. Services

A subject-tabbed, accordion-fold guide to Southern Forest Products Association literature, audiovisual programs, merchandising aids and services is available free from St'PA. Box 52468. New Orleans. La. 70152.

Innovative Moulding Designs

"Moulding Makes lt More. ," a 24-p. decorating idea booklet, is free from Georgia-Pacific Corp., 133 Peachtree St., N.8., Atlanta, Ga. 30303.

Moulding & Millworkers' Pay

A 1987 wage and fringe benefit survey of the wood moulding, jamb and frame industry is $250 for non-participating firms from Wood Moulding & Millwork Producers Association, Box 2521 8. Portland. Or. 97225.

More on Mouldings

A moulding, trim and sales aid catalog is free from House of Fara, Box 164, LaPorte, ln. 46350.

Nailing Down The Facts

A panel nailing and spacing fact sheet is free for single copies or $7 per 1000 from the American Plywood Association. Box 11700. Tacoma. Wa. 9841 l.

Computer Tracking

"Guide for Selecting Computer Software" is free from Softwhere?. Box 1336. Yuba City. Ca. 95992.

Underground Storage Tanks

Two new booklets on proposed regulations for underground storage tanks. "Your Financial Responsibility" and "What's in the Pipeline?." are free from the U.S. Environmental Protection Agency. by calling (800) 424-9346.

Safety Standards

The Jull' 1987 Catalog of Standards for Safety is free from Underwriters Laboratories Inc.. l3l Pfingsten Rd.. Northbrook. ll.60062.

Watching Wallhanging

A lS-min. wallhanging video for free loan to consumers is available from Essex lA'allcoverings. 401 llackensack. N.J. 0760t.

FOR PROMPT SERVICE

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

Hardwood Flooring Folder

A Pennwood hardwood flooring stuffer is available free from PermaGrain Products, by calling (800) 548-5000.

Bohemia Profile

An l8-min. VHS videotape on its products and staff is available from Bohemia. Inc., Box 1819, Eugene. Or. 97 440.

Shingle Protection

A 4-p. brochure on a waterproofing barrier to protect shingles from ice and snow damage is free from GAF, by calling (800) GAF-ROOF.

Roomy Outdoors

A catalog of "outdoor rooms." bolttogether cedar and glass enclosures. is free from Holland House. 2012 trloore St.. Bellingham. Wa. 98226.

Up & Attic

"Give Your Attic n Breath of Fresh Air" is Sl plus a self-addressed stamped envelope from the American Society of Home Inspectors. Inc.. l0l0 Wisconsin Ave.. N.W., Suite 360. Washington. D.C. 20007.

Solarium Library

Three brochures on d-i-y modular sunrooms are free from ODL lnc.. 215 E. Roosevelt Ave.. Zeeland. tvli. 49464.

Game Plans For Receivers

"Procedures for Consignees: An Aid to Help Reduce Freight Claim Controversy," a training aid, is available from the American Trucking Associations' National Freight Claim & Securit.'Council. 2200 Mill Rd., Alexandria, Va. 223r4.

ClasSified Advertising

BUYER: Lumber and/or plywood. 3--5 years experience purchasing any species of lumber or plywood directly from mill. Must have direct mill experience to qualify. Excellent salary. Bonus, profit sharing and retirement. Relocation & fee paid. All inquiries strictly confidential. Maugans & Associates, P.O. Box 36802, Birmingham, Al. 35236. (205) 987-

7 582

Recruiting for the forest products industry.

i'OR SALII: Building materials yards, present value over $3,000,000 each. Jackson, Ms., or New Orleans, La. Call Bill Swain (60t) 9.12-l5ql

FRENCH PANELING

French manufacturers of varnished or pastel colored wall paneling made of French sea-pine are seeking an importer/distributor. Possibility of exclusiveness. A package of samples is available. Societe Industrielle Forestiere, Saint Martin d'ARY, 17270 N{ontguyon, France. Telephone: 46 04 l9 19. Telex: SIF 792.320 F.

IMPORT VIIiTYL FLOORING

6 ft/ only, 20 ft. containers (15,600 yards). Under $ 1.00 per sq. yard, most U.S. locations. All first qualitv, drop shipments possible.

Shaw Wholesale Company (501) 767-6464

P.O. Box 2474, Hot Springs, Ar. 71914

HERITAGE

BUILDING SYSTEMS

1-800-643-5555

NATIONWIDE SALE

30r40x 10. .........33,485.00

40r60x 12.. ......t6,275.00

50r75x 12 ..........$9,186.00

60x 10Or 14 ......$13,895.00

Commercial stel buildings wlih galvalume

mmnty 2(Y mt, color 90 MPH

engin@r stgmped pemil dEwings,

3d)0 standard .ia &aileble. FOB faciory. Call lorte b@huEs.

SOFTWOOD & hardwood transportation via truck or rail (t.lP, SP, ATSIr) from Long Beach. California. Call Louie Escobedo, Chozen T'ruckine (213) 833-1974.

INTERESTED IN WEST COAST CEDAR & REDWOOD ITEMS?

l;or sidings call Leonard Newman or Doug Willis. For spa and sauna items contact Phil tleim or Doug Willis. Call Product Sales Co. (714) 998-8680. Please see our ad on rrage 4

FOR SALE: Mini computer and software tailored for lumber yards. A proven system. Good deal. Call Steve Black (713) 672-66'19. Kt PKI\ I5 rrl hardttrxtd arlrclcs lrorrr Thc \lcrchant \{aguine. Erccllc'nl lirr relcrc'ncr- ()r lraining. Donrcslic Hard'rtxrtis. Sll. Southeast Asian Harduood:. Sl: South Antcrican Hrrduoods. 56: all rhrc'c. SI9. Send rour chcck todar rncluding name and ldtlrcr: kr Hrrdrrrxxl ReprinLs e o The \.lerchant \{,rglzine. -1500 Canpus Dr.. ruitc -lll0. \icu pon Bcach. Ca. 91660.

Place your classified ad now!

lf you are an experienced Llmber Trader and seek to increase your income based on independent accomplishment, investigate the opportunities on the beautiful West Coast of Florida with Tampa International Forest Products, Inc.

We are a leader in our industry and as we grow our need for top producing sales talent provides outstanding opportunity for you to increase your income. We currently have 4O professional Brokers tradino in 10 different commodities and specialty areas.

Investigate your potential at Tampa International Forest Products. In addition to excellent benefits, our location offers outstanding recreational advantages. For immediate considemtion call:

Sincel90fi,ouronlyway of doingbusines,s.

Sure, we've madebigchanges over the cuttingedgeofourindustry. the past80years. Changesinhar- Still, wehaven'tlostsightofthe vesting techniques. In mill technology. time-tested value ttnt's gurded us, all In product refinements that keep us on these years. The value of teamwork-

of pulling togetheramong ourselves and with you.

On our part, that means doing what we do best producing the finest lumber and plywood products available, bar none, backed by personal, milldirect service to help distributors like you profit from our lines.

That's the only way to assure that you and your dealers and our Company can continue to prosper. So give us a

Richard Molpus, president and chairman of the board of Molpus Lumber Co., Philadelphia, Ms., died Aug. 8, 1987, in Jackson, Ms., after suffering a heart attack. He was 70.

Born in Philadelphia, Ms., Mr. Molpus joined the company his father founded, Henderson-Molpus Lumber Co., as president in 1939. In the 1950s, he became sole owner and changed the firm's name.

He was active in numerous associations, including serving as vice president of National Forest Products Association, president of Mississippi Lumber Manufacturers Association, president of Mississippi Forestry Association, and 1978-79

Closed Texas Firms

Despite recent indications of an improving Texas economy, a new Building Products Dr'gest field sampling showed a number of firms no longer active in the lumber business.

According to company spokesmen, firms liquidating include Slayton Sales Co., Austin, Tx., and Fisher Brothers Lumber Co., San Antonio, closing were Williams

Bills Battle Tree Spiking

Anti-tree spiking bills carrying fines of up to $1,000 for anyone willfully inserting spiking devices into or otherwise injuring growing trees have been introduced in the U.S. Senate and House.

Personals

((otttittued Jrom page 26)

president of' Southern Forest Products Association.

Mr. Molpus is survived by his widow, Frances, one son, three daughters, and seven grandchildren.

George Williams, president of Armstrong and Dobbs, Inc., Athens. Ga., died June 25, 1987, in Athens after a lengthy illness. He was 59.

A lifelong residenl of Clarke County, Ga., he spent nearly 40 years in the industry, actually beginning as a young boy with his grandfather's company, Armstrong and Dobbs. He was also president of Span-lt, lnc., Crawford, Ga., and 1968 president of the Building Material Merchants' Association.

Mr. Williams is survived by his widow, Frances, two daughters, a sister and a brother.

Lumber Co.. Rockwall. and American Building Center, Plano; going through Chapter I I bankruptcy proceedings are 77-year-old Davidson Lumber Co.. Houston. and Rounds & Porter. with a Fort Worth branch, and those temporarily closed include Wier Lumber Co., Grapevine, for "reorganization," and Driskell Lumber Co. Inc., Fort Worth. looking for a new location.

Gollier Memorial Established

The late John M. Collier, who served the Southern Forest Products Association and the southern pine industry for more than 30 years. is being honored by the John M. Collier Memorial Forest History Journalism Award.

Offered by the Forest History Society, the award will be presenled annually to the author or authors of the newspaper, magazine, radio or television piece best revealing the historical significance of the forest to the economic. social. cultural, political, environmental and recreational needs.

Collier died last January shortly after his retirement from SFPA.

Lowe's In 1fi) Best Empbyerc

Lowe's Companies. Inc., North Wilkesboro. N.C.. has been selected as one of the 100 best companies to work for in America, listed in the book of the same name by Bob Levering.

John Brusky is the new mgr. of Handy Dan Home lmprovement Center, Odessa, Tx.

C. William Barkalow is v.p. of marketing at The lrwin Co. Paul Burchfield has been transferred to Scotty's, Daphne, Al., as asst. mgr. Andy George is now asst. mgr. in Mobile. Al.

Joseph Ritchie Monteith, Bowater Corp., Catawba, S.C., married Sonya Joelette Weed on July I I, 1987.

"The Forest Users' Protection Act of 1987" (S 1573) offers a $5.000 reward for information leading to the conviction of violators and a fine of up to $20,000 or up to five years in jail if the violation results in personal injury.

Anita Job is now in the emplol'ment dept. at N'lungus-l:ungus Foresl Products, Climax, Nv. according to Hugh Mungus and Freddy Fungus.

House No. lOO,OOO,OOO

The 100 millionth American home was completed on March 31, 1987, probably a 2,500 sq. ft. single family home in a suburb of a Southeastern city, according to the Census Department.

Coming in October . . ANNUAL HARDWOOD SPECIAL ISSUE

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

ADVERTISERS:

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

Call today and reserve space. Deadline is September 1 6, 7987. You'll be glad you did.