Building Products Digest - September 1988

Keep your eyes

1B 's

New company logo soon be imprinted on our lumber packages!

This logo represents the exceptional quality, service, and integrity that our customers have grown to expect in the past. These same qualities exist today and will into the future.

The BEAN TEAM can fill all your treated lumber needs landscape timbers, ply_w-ood,_4-x4 through l2xl2 and all dimenlion lumber. On 6x6 and larger we have le-ngthq to 45 feet. Plus *e cairy .60 FDN in stock. Our own fleet of trucks means w€_c-an quickly. and cost effectively solve any delivery problems you may have. The BEAN TEAM can supply a complete range of treated and untreated Southern Pine products.

Copyrighto

TOOTS SPECIAT ISSUE

Publlrhcr David Cutler

Edltor Juanita Lovret

Arrlrttnt Edltor David Koenig

Conlrlbutln3 f,dltors

Dwight Curran r Osgc McKinney

Arl Dlrcctor Martha Emery

Slrlf Artlst ('armen Wollerman

Clrculrtlon Lynnette A. Perkins

Building Products l)igest is published monthly at 4500 Campus Dr,, Suite 480, Newport Beach, Ca. 92660, phone (714) 852-1990, by Cutler Publishing, Inc.

ADVERTISING OFFICES

Advertising rates u[x)n request. lrrom all states east of the Rrrky Mountains: Contact Jean waggoner (iogerty. national sales manager. lirom Arizona, Nevada and California: Contact l)avid Cutler. Iloth may be reached at (714) 852-1990 or by wriring 45fi) Campus l)r.. Suite 480, Newport Beaci, ('a. 92660.

lirom Washington State, Oregon, ldaho, Wyoming, Montana, IJtah, Colorado, Northern ('alifornia and (lanada: Contact Carole lfolm at (206) 774-3173 or 21819 77rh Ptace West. Fldmonds, Wa. 98020.

SUBSCruPTIONS

Change of Address-Send subscription ordes and address changes to Circulation Dept.. Building Products Dilest. 4500 Campus Dr.. suite 480, Newport Beach, Ca. 92660. Include address label from recent issue ifpossible, plus new address and zip code.

Subscrlptlon Rates: U.S.: $25-one year: $41-rwo years; 955-three yearsi For'eign: one year payable in advance in U.S. funds- Canada or Mexico: air-942; surface-$37; South America: air-$60:. surface-$39t Asia: air-970: surface-$39: Europe: air-$90; surface-$39. Single copies $31 back copies $4.50 plus sh'ip- ping & handting.

BUILDING PRODUCTS DIGEST ls an irulependentlyowned publicarion for rhe rcail, wholesale arul distribution lerels of the lumber and home center marl<cts in t3 Soithem smks.

1988, Cutler Publishing, inc. Cover and entire contents are fully protected and must not be_repro^duced in.any-manner without written permission. Building Prod-uits Digest assumes no liability for materials furnished to it.

A thirdgeneration i nterior fireretarda nt treated lumber and plynrrood.

PYBO-GIIAHD is ideal for all interior fire retardant treated w(nd applications, bth structural and non-structural.

PYnO-qIAil, is the first product to meet the demands of construction for the 1990's and beyond.

FACEUfi for ldeal Lumber Co., Crossett, Ar., includes adding a new facade and a mansard roof. TheTrUe Value dealer is located on Arkansas Highway 82.

TRAUELIIIG EXlllBlT is the first in a new van program for dealers inaugurated by Sentry dealers Henderson & Baird, Greenwood, Ms., and South States. Inc.. Shreveoort. La.

DEILERS of the future may be selling plastic building materials if the public accepts this Living Environments house being built by GE Plastics for 54 million in Pittsfield, Ma.

EDITORIAL

DAVID CUTI,ER publlsher

\1/OU see these kinds of screaming headlines I in retail advertising all the time. For years consumers took them with a grain of salt as government oflicials and regulators looked the other way, Only the most flagrant and abusive drew fire. But no more.

Regulators are taking an increasingly tough line about the accuracy of price claims in advertising. Consumer groups monitor prices more closely than ever before.

Even retail heavy hitters are not exempt. Sears, Roebuck & Co., Montgomery Ward & Co. and the J.C. Penny Co. have all been sued recently for "lowest price" claims in their advertising. The May Company of California, for example, recently paid a $295,000 fine after local district attorneys took exception to their advertising, asserting it was misleading consumers. The D.A.s charged that sale items had never been sold for the listed "original price."

In other instances merchandise was always sold at discounted prices. Another allegation was that sales advertised as lasting a limited time were actually underway for a far longer period.

In a recent National Advertising Review Board decision in a widely watched case, the board branded some of Montgomery Ward's ads as inaccurate and confusing. Ward has agreed to modify its ads within three months, but Better Business Bureaus across the country as well as District Attorneys and other regulators are expected to crack down hard on all retailers who mislead buyers. It's not hard to imagine an ambitious D.A. seeing cases like these as an easy method to gain cheap political capital.

The conclusion is obvious: more than ever before retailers must ensure that the claims they make in their advertising meet the ever stricter rules for price claims.

Absolutely the lowest prlces In town - GUARANTEEDIII

{\tr 12 sldlng cholcee of Douglrr Flr, Rodrood, or Coder glywood.

September 1988

Sequoia Supply Merges

Sequoia Supply, Irvine, Ca., has signed a letter of intent to merge with Grip-Rite Group, White Plains, N.Y., forming the country's largest privately held building materials distributor.

The deal, expected to close by Nov. I and subject to definitive agreements, financing and approvals, will increase Sequoia Supply's annual sales from $275 million to $425 million.

Each company will retain its name and operate separately. Dick Passaglia, Sequoia v.p. of marketing, said, "Although 50% of our product line is dissimilar, what is 1000/o similar is our customers: home centers, lumber yards and makers of mobile homes and kitchen cabinets."

Full Program ln Florida

More than 250 exhibitors have reserved space in the building materials buying show at the joint Florida Lumber & Building Material Dealers Association/Hoo-Hoo International annual convention

The Sept. 13-18 event at the Marriott World Center, Orlando, Fl., will feature as speakers tv's Harry Rea-

Founded in 1954, Sequoia Supply has 33 wholesale distribution centers serving 30 states in the West, South, and Midwest. It distributes paneling, hardwood plywood, siding and roofing materials, and employs 750 workers.

Grip-Rite has l0 distribution centers serving 20 states in the Northeast, Southwest and Midwest. It specializes in metal products and has 250 employees. Companies in the Grip-Rite Group include Miller Supply, Metropolitan Wholesale Supply, Mid-American Distributing, Guardian Purchasing, Pan American Building Materials and Grip-Rite, Ltd.

Terms of the deal were not disclosed.

soner, actress Patricia Neal, golfer Sam Snead and entertainers The Lettermen.

At the convention, Hoo-Hoo Snark of the Universe (president) Dick Campbell of Australia will hand his position over to Phil Cocks, Delta Millworks, Orlando, Fl. Four new directors will also take office.

Kirkpatrick Hosts Tour

Kirkpatrick Lumber and Components Co., Nashville, Tn., will host a tour for those attending the Building Component Manufacturers Conference there Oct. 4-6.

Guests will observe the lumber roller transfer system used by the company to optimize material flow.

Con Men Hit Florida Yards

American Lumber Supply, Coral Springs and Oakland Park, Fl., lost approximately $7,500 in materials to two men posing as workers for a Boca Raton construction company.

According to police reports, two black male subjects stated they worked for P&S Construction which has an account with American Lumber Supply. The men would appear at both stores in a late model black van and fill it with ordered supplies, police said.

When the manager of the Oakland Park store became suspicious after an estimated $3,000 of assorted building supplies and materials had been ordered, a call to the construction company revealed that the two men did not work there, police explained.

IHEYCA]I HAYEAlIYffi IHEYIUAffi cH6lP

AS101t0AS|I'Sffi

Itdidn'tuorkbr Henry Ford, ond itupn'tuprkbrthe buildhg moterioldeoler. People like lotfice ond br o lot of things liesides grorring beons on. lf pu iust coiry "borgoin" lottice, ]ou-rle losing soles. Tolk with;our disfributor solesmon* obout....

A QUA]ITY

]ATTICE

In Cedor, Redwood, Douglos Fir, Hemlock, Treoted; Squore & Diomond Potterns, in Two Thicknesses.

1ATTICE PROGRAffI

We Also Moke WOODWAY Solid Wood Poneling ond HlICIES

Portlorid, Oregon

Cedor Shingles

'Our Dlilrlbulorr: Conosougo River Lumber Co.; Dollos Wholesole; Duke Forest Products; Hollet Building Moteriols; Inlernolionol Poper Co.; Logon Lumber Co.; Mid-Atlontic Cedory Noshville Wholesqle Moulding; Plunkett-Webster; Sequoio Supply (Nenr Orleons); Texos Dislributors; Willco Building Moleriols.

HNEA GOOD REASON TOPAY MORE?

As an independent building materials dealer, you must remain competitive. You can't afford to pay too much. Nor do you have a good reason to.

Central Builders Supplies Company is a dealer-owned, non-profit buying corporation that has helped independents remain competitive for over 50 years.

CentralBuilders Supplies offers buying pwer to its 500-plus dealer membership to insure the best possible price. And all discounts, rebates, datings and advertising funds are passed back to members.

CallCentralBuilders Supplies. Learn more about our unique system that helps you to remain competitive. And profiable.

Headquarters for Allied Building Centers.

Playing chicken with

,$fila$ pnces

llrlTH proper planning ChristUU mas 1988 will be profitable.

That's the message from James Newton, president of Economic Perspectives, Inc., despite a contrary prediction by some retail analysts. "While we don't see this year offering substantial sales growth prospects, we do feel that it will be a more profitable Christmas," he says. "Through proper planning, retailers should be able to halt the supposedly never-ending game of chicken which often holds down their profitability prospects. "

The game of chicken refers to the theory that consumers have wised up to the ways of the retail world and will refuse to buy any merchandise that isn't heavily marked down.

"Kind of like a game of chicken between two high schoolers in their cars, with the retailer always being the first to pull offthe road to avoid a head on collision," Newton explains.

Home centers are included among the store types which he expects to post favorable sales results compared to the fourth quarter of last year. He projects that total retail sales will increase by better than 5olo compared to the same time last year. After inflation adjustment, this will be a relatively modest 1.50/o2.00/o sales increase. "While not a barnburner by any stretch of the imagination, it is far better than the virtual stagnation that was experienced last year in terms of real sales growth," according to Newton. "And what's even more important is that retailers will be achieving these

sales gains at a time when inventories are expected to be tight and the consumer is no longer cutting back on purchases. As a result, the game of chicken can be avoided through more selective markdowns and retailers can earn a decent profit on what they sell during this Christmas season."

"lt should be pointed out," according to Newton, "that one wild card in this outlook remains the pricing decisions made by the retailers. lf prices are raised too much in an attempt to make up for lost time and the increased costs of doing business, consumer resistance could stiffen and the game of chicken could be started all over again. But barring such an occurrence, Christmas 1988 should indeed be a merrv little affair."

Story at a Glance

Inventory, service and price planning can enable a retailer to avoid playing "chicken" with the customer over what to pay for Christmas season merchandise now's the time to get started. What can the retailer do to encourage his customers to buy? First, he can make the store as festive and holiday oriented as possible. Decor-

ated windows, seasonal endcaps, festive decorations and Christmas music will add to the spirit.

Next, the retailer can set aside an area for a holiday promotion of ornaments, tree stands, artificial trees, wrapping paper, ribbons, gift boxes and other items needed by his customers. If the store carries toys, a special Santa's workshop section is in order with a real live Santa if possible.

Holiday dress for all departments and lots of ideas for gifts ranging from inexpensive to costly are other requirements. Make it impossible for a customer to leave the store without getting inspiration for at least one gift.

Instruct sales people to inquire of each customer if they've finished their Christmas shopping and then point out several items appropriate for gifts. Set aside a special night for women shoppers with experts to help them select tools for the men on their lists. Repeat the event for the men, helping them to select appliances or houseware items. A special section of low cost stocking stuffers will help everyone, especially the children with slim allowances.

A retailer can make his store so festive and his service so impressive that shoppers forget about price, comparison shopping and mark downs. Extras such as delivery of large purchases, assemblingtoys and bicycles, gift wrapping, layaway and holding for pick up on Christmas Eve help to mitigate any price difference.

Some imaginative planning will make it a Merry Christmas.

Spotlight on TOOLS

l|rOOLS are like automobiles, the I basic model will do the job. but most people want the one with the extra features.

A dealer who uses this philosophy to his advantage introduces new tools after the National Hardware Show with the ballyhoo of a new car dealer unveiling the latest models. He advertises "they're coming, they're here, they're wonderful," and invites everyone to see the marvelous new designs. He stages demonstrations and displays the new technology with showmanship. He makes certain no shopper leaves the store without hearing, seeing and having an opportunity to "test drive" the merchandise.

This year he has a wide selection of power and hand tools plus accessories to promote. Tool designers and manufacturers have outdone themselves, making tools easier to use, more powerful and better performing. The aisles of the National Hardware Show were jammed with innovative products. The following sampling gives you an idea of the exciting new merchandise available.

mission and a removable, one-hour rechargeable | 2v battery.

Other new cordless tools include a 9.6 volt jig saw to cut wood, metal and plastic. lt comes with a three hour charger. A cordless screw driver with a three position, forward/ reverse/off, switch and its own wallhanging charger base has LED lights to show that it is charging. This tool is rated for medium to heavv d-i-v jobs.

variable speed reversing drill. With a pistol grip, the drill can double as a screw driver. Models for both the do-it-yourselfer and the professional builder are available.

Cordless tools, especially popular with do-it-yourselfers, continue to proliferate. Offerings this year include a drywall screw driver with a positive clutch mechanism, a 9.6v motor and a mechanical 2-speed transmission. A new cordless hammer drill offers a high torque DC l2v motor, mechanical two-speed trans-

Other new cordless models are a glue gun center and a glue gun. Designed for hobbyists and do-ityourselfers, the two state-of-the-art products are both mobile and versatile.

Electronic variable speed control with feedback that maintains the selected speed during cutting are features of two new jig saws. They also have built-in blade storage compartments.

Built for professional woodworkers, a new one horsepower plunge router utilizes German engineering with features such as a precision micrometer type depth stop, a cam lock and safety handles.

A new wire wrench has been designed to eliminate the need for scaffold when installing wire. Using the tool, an installer can reach up and wrap wires around beams or bar ioists from floor level.

Drill Wlth Level

Cordless Jig Saw

Cordless Screw Driver

Plunge Router

Electronic Jig Saw

A built-in level accurate drilling with allows more a new 3/8 in.

Propane or other high temperature fuels power a self-igniting torch which requires no matches or sparklighters. It's intended for brazing and soldering jobs.

through metal four times faster than a conventional drill bit and lasts up to seven times longer. Manufactured in three lines for do-it-yourselfers and industrial use, it is extremely accurate.

Utilizing ultrasound, a range of sophisticated electonic measuring instruments are here for home and professional use. Useful for indoor and outdoor measuring, they feature a built-in calculator and multiple memories. Readings appear on a LCD display.

A carbide circular saw blade with a life expectancy 50 times longer than a steel blade also is new. In two sizes, the blade features 20 tungsten carbide teeth, a 5/8 inch round hole and a universal arbor.

A drill bit developed for use with cordless drills reportedly drills

Story at a Glance

How to use showmanship in merchandising tools latest developments in cordless and electronic products. . a sampling of National Hardware Show offerings.

A new 2-7/2" brad nailer is useful for finish and trim work as well as cabinet assembly. Lightweight and powerful, it has a nose designed to reduce damage to work surfaces.

Personal tools gain new meaning with a grip aid which can be custom molded to the user's hand. Utilizing a high friction material, the product improves the gripping surface, reduces strain and promotes safety.

Cordless Butane-gas-powered Tool

Self igniting with instant push button ignition, a cordless butanegas-powered tool resembling a large pen can be used as a soldering iron or hot air gun. The handle contains a three hour supply of fuel with a window gauge.

An aluminum magnetic level with a lifetime warranty holds fast to ferrous surfaces such as door jams. windows and steel studs.

Christmas packaging, while not a technological development, is a fresh approach to promoting tools as gift items. With the holiday season just ahead, it is appropriate to make note of it.

Brad Nailer

Wire Wrench

Self-igniting Torch

Christmas Wrap

Sell more with questions

I EARN why your customer is considering buying a b tool and vou'll know exactlv how to sell it to him. That's the theory of a dealer whb specializes in meeting the needs of the weekend do-it-yourselfer.

Quoting industry statistics, he points out that 700h of the tool purchases are planned in preparation for doing a project while l00i are bought for an emergency repair or one-time job. The other 200h are impulse buys instigated by a good point of purchase display or demonstration.

Helping the customer select the right tool, which is often of better quality than he was planning to buy, is based on asking the right questions, our expert says. Selling up is not his objective although the result is often a bigger ticket sale. The purpose of his questions is to help the customer get the most for his money in both quality and satisfaction.

This dealer has discovered over the years that a customer is willing to pay more for a tool which will meet a specific need or make the job easier to do. Often the buyer is unfamiliar with the options available. ln this case, the knowledgeable salesperson must help him to find the right tool.

When one of the store's sales people sees a customer looking at tools or is asked where a particular tool is located, he swings into action with a series of questions similar to the following.

o What sort of project are you doing?

o Do you do a lot of projects like this?

o Are you planning more or bigger projects using this tool?

. How often will you be using the tool?

o Are you familiar with how the tool is used?

o Are you looking for any particular features?

o Is it a replacement tool?

o What don't you like about the tool you are replacing?

o What additional features would you like?

Story at a Glance

Examples of how a dealer has built a reputation as a tool specialist. . . ways to im' prove tool sales. effective selling approach.

As he gets the answers to these questions, the salesperson begins to zero in on the experience level of the do-it-yourselfer and the quality of tool he will need to achieve satisfaction. If the tool will get little use, he helps the shopper select the best economical consumer tool. If the d-i-yer is experienced and will be using the tool heavily, he shows him the advantages ofthe heavy duty professional tools, pointing out the features that make better quality tools an excellent investment.

When he senses the customer is impressed with the logic of buying better quality, he gives him the opportunity to try the tool out. At this time he again points out the features which make the tool a good investment, allowing the customer to feel for himself the difference in balance, power and ease of use.

Usually the customer sells himself on the higher quality tool. The dealer says they often come back to report on the success ofthe project and tell the salesperson how happy they were with the performance of the tool. The next time they need a tool, they remember the previous purchase as a satisfying experience.

A dealer can't lose using the question approach, he emphasizes. If you determine the less expensive tool is what the customer needs, he'll be pleased with the price and perceive the store as economical. If the experienced d-i-yer buys the heavy duty professional model and it works well with no problems, he'll perceive the store as offering quality. Both will become loyal customers.

The dealer wins both ways.

Co-ops try to nailthe best price on tools

HERE does a dealer go to buy tools low in price ?

The ideal price on hardware would naturally come through elimination of the middleman and hardas-nails negotiation. Unfortunately, the independent dealer will most often find the hardware manufacturer's door closed to him.

"We don't sell direct to dealers. In fact, I don't know any power tool manufacturers that do," says David Tatem, marketing manager for AEG Power Tool Corp. "Here everything is priced by quantity, and to an extent everyone in the industry must buy on the basis of volume."

Story at a Glance

With tools priced by quantity purchased, independents seek co-ops for increased buYing power. members Permitted to shop around Price not the only benefit.

The struggle to maintain indePendence and find a good price has led more than 20,000 dealers across the country to join buying cooperatives. The retailers each receive a share in the profits plus the combined buying power of the hundreds to thousands of stores in the grouP.

Co-ops claim to have an inherent advantage over buying groups comprised of regional wholesalers. A spokesman for co-op Servistar, formerly American Hardware SuPPIY Co., explains: "Co-ops make moneY

for their members, whereas buying groups make money for independent wholesalers."

Still, many co-op members achieve the best price on tools by shopping around. "ln some instances, there are local suppliers who can make a special deal," says John Cameron of Ace Hardware Corp. "We'd like retailers to buy everything from us, but we can't do anything about that."

Although Central Builders Supplies Co. is one of the smaller co-ops, it successfully sells the most merchandise per member. It does this by holding operating costs down to l/2 of 1% of sales. "We are I000/o dealerowned," says Brett Pobanz, general manager of the non-profit organization. "Whatever price we negotiate is the price the dealer pays. There is no up charge."

Other co-ops make up the slack with a more extensive list of extras: lower minimum orders, national advertising, computer systems, insurance programs, store designs, merchandising literature and displays, video training programs, etc.

A co-op also offers the recognition of a chain, providing a respected name and often exclusive products. And these house brands have an added appeal. "ln many cases, the private label product will be less expensive," says a Servistar spokesman. "But unlike generic groceries, it's not so much a matter of price. It's an assurance of a high level of quality, ensuring we specified with the manufacturer a product we'd care to stock."

A co-op's whole reason for being is to get the price down as low as possible.

Fastener specialists nail down more money

nails and simply sell the customer galvanized box nails for his expensive deck project is selling yourself and the customer short," says Roelif M. Loveland at the Maze Nails division of W. H. Maze Co.

C PECIALIZE in quality fasteners.

9 Build an image of having the right fastener for every project. Earn the reputation of being a fastener expert and providing excellent service.

Follow this advice and you will find your sales and profit increasing. Although both bright and galvanized nails are often loss leaders or low margin products, specialty fasteners have higher margins. The difference will soon show up on your gross profits.

Specialty nails should always be recommended with premium products such as cedar and redwood siding or treated lumber. Nails designed for use with products such as these will give the customer more satisfaction as well as making more money for the dealer.

Faced with the option of rust stains on an expensive deck or the security of using hot-dipped, zinccoated nails on pressure treated wood, the customer willgladly pay a little more for nails recommended by pressure treaters. The dealer who doesn't stock the special nails or take the time to explain the difference will lose the extra profit and a customer when the cheap nails fail.

"To overlook the sale of specialty

His company produces several visual aids for dealers including a chart which shows recommended sizes, types of shank and points and applications for a wide range of interior and exterior nails. They also distribute a chart identifying 36 different nails.

Although there are more than 120 kinds of nails available, manufacturers continue to develop better performing specialty nails. One of the latest available utilizes a ring shank with an octagon shape factory fitted polyethylene cap. This nail is designed to be used with materials such as foam sheathing, vapor barriers, house-wrap and roofing felt where prevention of rips, punctures, pull throughs and blow offs is desirable.

In addition to stocking an inventory of specialty fasteners, the dealer must teach his sales people to recommend the proper fasteners. In addition to materials supplied by manufacturers. educational materials and home study courses available from the National Retail Hardware Association can be used to do this.

Point of purchase posters and product literature can be helpful in explaining to a customer the need for using special fasteners for various

projects. Specialty fasteners extend beyond nails to screws, bolts and masonry anchors as well as a variety of connectors, joist hangers and similar products. Each is designed to be used in special circumstances. Although fasteners originalty came in bulk or kegs, a variety of packages are now offered to help a dealer organize a fastener department. Boxes sized by weight, buckets and cartons with drawerlike openings can be shelved easily. Individual drawers or revolving racks with small bins can keep items sold individuallv in order.

Story at a Glance

Suggestions

for increasing

gross profit by selling higher margin specialty fasteners point of purchase aids available. ways to educate the sales staff.

Regardless of how fasteners are packaged or displayed, order and identification are key words. Picture or silhouette identifications as well as labels must be part of the self service display system. In addition, a system must be established for sales people to package and price purchases of individual fasteners or for cashiers to determine the price at the register.

Win Customers With Service

Ninety-five percent of customers who have a negative experience never patronize the establishment where the incident occurred again.

That's bad news. And if that weren't bad enough, the average customer who feels wronged tells somewhere between 8 and 16 people about his experience, according to the American Research Institute.

These statistics mean trouble for those in the service industry who act as though customer service is a concept of the past. As the consumer spending frenzy of the 1980s grinds to a halt, competition in the service industry for a share of the shrinking market is intensifying. Organizations in the industry who refuse to see cus-

Core Custorner Strategy Focus

A retailer who is well located relative to core customers has a strategic advantage over the competition.

"An intensely developed network of stores in a market can be a compelling, competitive advantage, which can only be overcome by a

tomer service as the key to continued success are finding the door to the future locked and bolted.

Retailers have learned that topnotch customer service leads to valuable customer loyalty. However, a successful customer service program requires that all employees, especially those who directly serve the consumer, be committed to excellence.

How can that commitment be achieved? One way is using screening techniques to help select job applicants with attitudes that are favorable to good customer relations. Thorough orientation and training programs are another. Finally, management itself must be totally committed to giving customers what they want.

competitor over a long period of time and at significant expense," says Mandy Putnam, Judy Julikowski and Tom Rubel, co-authors of "Locating Core Customers," a new Management Horizons report.

"In order to accomplish strong geographic positioning, retailers

must be able to identify where appropriate demographic segments can be found. The process oflocating core customers has become an increasingly sophisticated task," the authors conclude. "The advent of easily accessible census data and the proliferation of geodemographic products and services. help marketers make the distinction between core and fringe components of strategies with respect to customers, competitors and merchandise."

Core customers should be the dominant focus of all strategic efforts and the target of top priority investment spending, criterion for performance superiority, rationale for market position and source of performance improvement. Fringe strategy receives subordinate focus on these points.

Demographic variables include household composition, education, housing, age and employment. Various units of geography such as zip codes, block groups and countries combined with data and data basing can help retailers to retrieve the needed information.

On the coldest night of the year, fire destroyed Adams Building Supplies, reducing the company's invenrory and computer system to ashes. With a phone call to ProfitMaster, a customer support analyst was dispatched to hand deliver a new system the next day. The analyst stayed on-site day and night until Adams was up and running again.

'As soon as ProfitMaster delivered the new system, we were able to restore our accounts receivable and inventory records," explained a relieved Branan. "Using merchandise from our second location, we reopened in three days. It was like we closed for the weekend. That's all."

At ProfitMaster we know the lalue of a computer system doesn't end with quality equipment and prognms.

provide great support under normal conditions and exceptional support in special circumsances.

For more information on how ProfitMaster can help you achieve success, call today for a FREE BROCHURE.

$Rolnmaster's support stalf uas always there whenwe needed questions onsuered or additionql training, Vben disaster struch, the! responded immediately to saue our business,t'

Kyle Branrn. Manager

-Adrms Building Supplies, Elberton, Georgia

lNil

lJuikkrs .Squure will opcn il warchousc st()rc in Norcttlss. (ia.. this lall with two nlorc schcdulcd to opcn by Junc. 1989, lirr a total ol'6 Atlanta area opcrltions (scc p. l7 tirr slory)

[.ox't"s will ol)cn storcs in Sparta, N.('., and (ialax, Vit.; rcIocatcd storcs hitvc ttpenccl in Kinston. N.('.. untl South lloston, Va.; rctrollttcd storcs in lrrankf<rrt, Ky.. l{ontc, (ia., ttttcl llockingham, N.('.; ncw stores in Snrithlreld and (loncorcl, N.('., and North ('olumbus, (ia.

llat'ltittj:er has a new sttlrc in ('entreville. Va. .,t'c'olt-vls has <lpenecl a ncw hardware storc ln Jacksonvillc, lrl., with a I)aytona Beach, I;1., unit under construction in the tlolly Ilill ShoPPing Center.

Dottg 4sh1, Ruikling Mutcriuls has opened a third yard in New f beria, La. . . . Econont,v' Ruilding .Suppl.t', a subsidiary ot' .Sincloir Lumber ('o., Laurinburg. S.C., is opening an outlet in Bennettsville.S.C....

84 Lumber ( tt. has opened a new store in Sevierville. Tn.

. Wit'kes Lurnber Co. is closing two MontgomerY, Al., stores Portland Lumber and .Suppl.v, Portland, Tx., plans to relocate when displaced by highwayexpansion...

Williams Brothers. Atlanta, Ga.. will sell its lumber div. to concentrate on its ready-mix cement. block and brick business. . . Campbell Building Mqterials. Harahan, La., has left the building materials business, devoting itself to insulation contracung .

Foxworth-Galbraitlu a l)allas, Tx.-based 54 store chain, is 87 years old . Tlrc LumberYard,

Sclgovillc, 'l x.. is cclcbrating its 2nd irnnivcrsirr_\, . llobcrt lJotrdcn, lnc., Atlanta. (ia., ntarkcd its 5th ycar ol- opcration with a party lirr cntpkryccs

lJcttcr Lit'ittt: llornt' ('t'trlcr, ('harlottcsvillc. Vit.. hlcl nlorc than $5,(X)0 in clantagc whcn tt warchouse rool'caughl llrc whilc being rc-rool'ed with hot tar . .

Itttt'r".s has closcd thc .\n,qltrtx' | )oor u nd llli II wtrk " consolidating thc opcration witlr its I)allas, -l'x.. lacility I)u.v'rttotul (\tryt.. -I'oronto, ('anada, wlrich acquircd 1/ & 14' lluiltling Pxxluct.s. Ilooncvillc, Ms., last ycar, is changing thc conrpany's nantc t<t llaurtlond Iluilrlitu! I'ftttlttd.s . .

I t i-r.sort Lttnt ber .\zrlc.s. I)lunrerville and Pine Illufl'. Ar.. has adclcd a ncw planer ntill operation, running yellow pine boarcis in Magnolia, Ar. lt. hl. Ltrpold & Assot'lo1(,.s is a new consulting firm openecl in IIolly Ilill. S.('., by Mac Lupolcl

,lctt'kson & Langlbrd Wholcsalc Lumber, Int'.,Tyler. Tx.. is a new office broker and LC[- specialist Mills c& Lupton ,*rypl.y, ('s., Chattanooga, Tn.. is being acquired by Ilttghcs 'SupPl1,. Orlanclo, Irl....

Mellco, Inc., Perry. Ga., has opened a $3 million wood preserving plant in Rock Hill, S.C. . . . La.\alle Lunber C'o. has opened a new hardwood mill in Olla. La. Americ'an Ltrmber has a new distribution yard in Atlanta, Ga., Wayne Jobson, mgr....

Ramsey Lumber Co., Int'., Suffolk. Va., has been sold to Georgia Padfic Corp. for $2.3 million.. Slaughter Brothers, Inr'.. Dallas, Tx., and its parent co., Furman Lumber, [nr'., Boston,

Nlir.. lrlvc comhincd nlttitlnitl lrccoLlnts sltles tcants unde r lhc clircctron ol' John l:lwcll, l)allas...

A $660 nrillion lcvcragccl buyout ol' Kopltcrl ('rr. .s chcnriculs husincss by u nranagcntcnt group lras coflitpsccl (iaorgiu-l\cilic ('rtr1t.'s brxrrd ol' clircctors has rrplrrtrvcrl :rcclttisitittn <tl' IJrun.sn'ick I)ul1t tQ lhpar ( ir., llrunswick.(iu....

A nranagcn'lcnt group hcaded by Sanford ('. Sigololl'has ntade a tencfcr ofl'cr for Wickes ('ompurtics, /rrr'., Santa Monica, ('a., firrnrcr owncr ctl' Wickcs Lttnther irnrf .\rtyttoiu .\ttp1il.t'

k'nuu/ l:ihcr Glass, which is cclebrating its l{)th anniversary, opcnccl u ncw' plant in [.anett, z\f. llte('onslnttliott Mulcrials (ixtttlt<tl' 4mcrirun liltt'tric has relocated its llq. to Memphis, '1n....

1'hc /-.,S. .\turrclt ('r.r. has rerranrecl its subsidiary*, Evans Rule (ir., (lharleston, S.C., the L.S. ,\turrcll ('ort.stuncr Prodttt'ts Divi.sion

4cc llurtlwart, Crtrp. has createcl a rcgional program with the eastern region including Atlanta, (ia., Clharlotte, N.C., and 'l'ampa, lrl., and the western region including Dallas, Tx., and Little Rock. Ar... . Litorldwide Hurtlv,art,, 1rc'., Tampa Bay, Fl., has moved to nearbv Seffner. l:1....

U.SG C.orp. has announced plans to sell Masonite Corp., Kinkeatl Div., o./' USG Industries and the Marlite Div'. o/'USG Interiors as part of a recapitalization and restructuring plan . .

In a revised estimate of total housing starts for this year, the National .4ssociation ql' Home IJuilders sees a drop of lO(Xr from 1987 startst they project 1989 starts down 5%r . .

Housing s/arls for July (latest figs.) crept up 2.40/o to an annual rate of 1.489.000 units. . single family home starts were up 0.80/o; multifamily units, 18.704; building permits fell5.4o/o

Texas BBQ For Customers

Customers appreciate being appreciated as Foxworth-Galbraith Lumber Co., Bonham, Tx., has discovered.

Their annual Contractors Appreciation Barbecue is looked forward to each summer. The most recent in July attracted a large group of building contractors, customers and friends to a lunch of brisket and trimmings served outside. Neighboring businesses cooperate by loaning tables and chairs as well as a parking lot on which to hold the luncheon, according to Billy Reynolds of Foxworth-Galbraith.

Lowe's Encourages Feedback

How does a business attract and retain good employees? In a tight labor market an answer to this question is essential.

Lowe's Co.'s added a human resources department several years ago to solve the problem and show employees that they're interested in keeping them.

More in house training has been

one result. The dePartment has the responsibility of making certain new employees get the training they need to be better sales or office workers.

In addition to creating a sense of worker loyalty, according to Clarissa S. Felts, investor research manager, the training program gives the company an opportunity for feedback.

"They're learning a lot from coming to the leadership school," she explains, "but they also give us a lot of feedback so we can learn from them."

Builders Square In Atlanta

Builders Square will oPen its fourth Atlanta, Ga., area store in Norcross this fall with two more scheduled to open by June 1989'

"Atlanta has been good to us," said Frank Denny, chairman and president of the Kmart chain, which competes aggressively with Atlantabased Home Depot.

Builders Square reportedlY recorded its first profit this Year although Denny refused to indicate how profitable the 120 unit chain is. "We are less than l0lo off our projec-

Redemptions Outdo Rebates

Following the theory that merchandise redemption promotions outperform rebate offers, OwensCorning is strengthening its 1988 National Football League jacket promotion.

This year's promotion from SePt. 23 to Oct. 16 for both insulation and roofing products involves a display contest for retailers, a d-i-y direct mail compaign, and national and local advertising in tv, radio, and print.

tions for sales and profits," he commented.

The new Builders Square warehouses will be about 80,000 sq. ft. in size. A new prototype, which Denny describes as "more attractive" and "easier to shop" will be followed. "Warehouses tend to be confusing to customers. We'll be doing something different in our stores," he said.

No sites have been selected for the fifth and sixth stores. The Norcross store is on Jimmy Carter Blvd. near Interstate 85.

CALENDAR

SEPTEM BER

Memphls Hoo-Hoo Club - Sept. 13, golf outing, Naval Air Station, Millington. Tn.

SOUTHERN 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 o u r wel I -manu factu red SOUTHERN YELLOW PINE 2x4's!

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

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Ready to use right out of the can, Famowood applies like putty-sticks like glue; dries quickly; won't shrink, and will not gum up sander. Waterproof and weatherproof when properly applied. -74

Ayailable in 16 matching wood colors and white.

BEVERTY

Wallae Co. - Sept. l3-14, market, (irand Hotel & Convention Center, Pigeon ltorge, Tn.

Florlde Lumber & Bulldlng Meterlrl Deelers AssoclatlonSept. l3-17, annual convention, co-sponsored by Hoo-Hoo International, Marriott Orlando World Center, Orlando, Fl.

Bulldlng Mrterld Merchrnts' Assoclrtlon - Sept. 13, top management/bookkeeper seminar, Gainesville, Ga.; Sept. l{, Lawrenceville, Ga.l Sepl. 15, Rome, Ga.; Sept. 20, Austell, Ga.; Sept. 22, Macon, Ga.

Dean Lumber Co. - Sept. 14, pressure treated wood seminar & plant tour, Gilmer, Tx.

Lumbermen's Assoclatlon of Texrs - Sept. 15-17, board/ committee meetings, Galveston, Tx.

Indlana-Kentucky Hardware Assoclation - Sept. 16-18, annual convention, Brown County Inn, Nashville, In.

Lumber Manufscturers of Virginla - Sept. l6-lE, summer conference, Ramada Inn, Virginia Beach, Va.

l9EE Kentucky Logglng Show - Sept. 17-1E, sponsored by the Kentucky Forest Industries Association, Morehead State University, Morehead, Ky.

China Wood NE '8E - Sept. 17-21, international wood & forestry industry exhibition, Heilongiiang, China.

Southern Decorating Products Association - Sept. lE-21, fall seminar, Williamsburg, Va.

National Oak Flooring Manufacturers' Association - Sept. lE-23, hardwood flooring installation school, Memphis, Tn.

Hardwood Manufacturers Assoclation - Sept. 20-22, annual production meeting, Omni Netherland Plaza Hotel, Cincinnati, Oh.

Tennessee Building Material Association - Sept. 21-25, convention/management conference, Callaway Gardens, Pine Mountain, Ga.

Lumbermen's Club of Memphis - Sept. 22, Sylvan Awards luncheon, Racquet CIub, Memphis, Tn.

Wimsatt Bros. - Sept. 24, fall show, Lexington, Ky.

Zork Hardware Co. - Sept. 24-25, market, El Paso Civic Center, El Paso, Tx.

North American Wholesale Lumber Association - Sept. 25Oct. I, wood marketing seminar, University of Georgia, Athens, Ga.

Memphis Hoo-Hoo Club - Sept. 27, meeting, initiation & election of officers, Chickasaw Country Club, Memphis, Tn.

Oklahoma Lumbermen's Association - Sept. 27, district meeting, Fishermen's Cove, Lawton, Ok.

Handy Hardware Wholesale, Inc. - Sept. 30-Oct. 1, market, George R. Brown Convention Center, Houston, Tx.

OCTOBER

Building Component Manufacturers ConferenceOct. 4-6, Nashville, Tn.

Hardwood Plywood Manufacturers AssociationOct. 5-8, fall conference, Loews Le Concorde Hotel, Quebec City, Quebec, Canada.

North American Wholesale Lumber AssociationOct. 6-7, sector meeting, New Orleans Marriott, New Orleans, La.

Home Center Merchant

BILL FISHMAN

Bill Fishman & Atfiliates

11650 lberia Place

San Diego, Ca.92128 extended. The store is now still open when I close my office. I can shop on the way home from work. There appears to be more help available and I think they mean it when they ask 'can I help you?' Most importantly the physical layout has been restructured featuring a traffic loop. You are right on, Joe.Aracetrack layout works much better than I thought it would in a small store."

OE Samulin was passing through Rancho Bernardo (San Diego, Ca.) and stopped in my oflice. We talked about innovations in store layouts. "My local Ace store is becoming a better place to shop," I mentioned to Joe. "l don't know whether their motivation to change was the new competition in San Diego, my negative remarks in last year's column, or just a time that had come. Whatever, nice things are happening at RB Hardware."

"What's diflerent about it?" Joe asked.

"The merchandise mix is probably the same and I don't believe the pricing structure has changed much. What rs changing, however, is enough to make me, as a d-i-yer, rethink my shopping decisions. The store hours have been

"What else?" probed Joe.

"The new colors are pleasant. the graphics are in proportion to the store size and don't overshadow the merchandise. The merchandise is the message. I am assuming that the signing package is on the way to complete the reformatting."

"Has their volume increased?" Joe inquired.

"l don't know the management at all, so I can't answer that question, but it's sure obvious that these changes are having a magical effect on the store. Because it's easier to spot their merchandise, it

appears there is more selection. The merchandise even looks more attractive in the new surroundings and because things are easier to find, there are obviously less demands on the store help. Morale seems better. The sales help shows more patience with customers. Let's have lunch at the Inn and then I'll show you the store," I suggested.

"Great," said Joe.

I devoured my Cobb salad and waited for Joe to finish his California fruit plate and we headed for the store. Joe's immediate reaction was, "They sure have a lot of merchandise in a small space and they seem to have the pulse ofthe neighborhood. The prices are in line. Good use of the end caps too. If they rotate the merchandise presentation often, this could be an exciting local store." We watched the traffic for awhile.

"l hope they included a budget for promotion in their planning," I quipped. "They have got to get the message to residents about their transformation to win back some of the customers now sharing the Home Club and Home Depot."

During the drive back to the office Joe suggested, "Write your next column about the remodeling."

Good idea, Joe!

Plastic House To Be Built

General Electric Co. plans to build a 3,000 sq. ft., two-story plastic house, featuring walls, doors, floors, window frames, siding, heating and cooling systems made of plastics developed by the firm.

Although the experimental, single family structure will cost $4 million, GE believes the average plastic home would cost 250/o less to build than one using conventional materials. (ke photo of proposed hotue on p. 5 - ed.)

fooled by those selling poor products in this new high-tech market. Buy RiBar,, the better radiant barrier, and get what you pay for.

Contact Danny Bobbitt, (407) 636-4104, RiBar. sales representative.

Al.bmr.

lugcumile (205)381-3550

ATEona

Phoonix l@21269.3511

Arkanaar

lJntd Mh (sot)490-0465

C.lltornL

Anahein (7141772-1418

Crnlos {213)926-6619

Fonlma l.7111677-6100

F€sno (209)486-0221

Haywatd 141517e6-170o

Long Borch (213)436-8475

Los Ang6,os (2'13)7/A-5451

sacrcmento (9t6)370-t 500

San Jose (408)297-9451

Sepulveda (816)894-4015

santa Mada (805)239-0523

Color.do

Oonvor (303)433-8571

Conn cllcul

Harllod (n31278-775O

Florld.

Jac ksonvill e (904)783-81 09

Mrami (305)592-0633

Odando (4071295-7431

Tampa lg131247-6671

G.orgh

Asrburn (912)567-3416

Arlanr€ (404)355-5971

llllnolr

chicago 1312't247-2W

lndl.nr

Elkhart /2191293-2511

lndianapolis (31 7)357-801 1

lora/Nabr.3kr

omaha (7121366-2521

Krnlaa

Nowton (316)283-0444

l(cnlucky

Loulsvils (502)368-333 1

Loult'nt

New Odeans (504)733-6800

Sh rc vep o n (31 81222 - 4351

ll.lyland

Eafimore 1301 )355-7000

llr$ochulatla

Boslon (617)935-7100

Mlchlgrn

DsrDir (313)728-0800

Grcnd Rapids (616)531-7650

lllnnctolr

Aroclatlon

TEXAS TOPICS

WINSTON

This is the los! ul'three rcporls on lhe cconomy el'Texas-ed.

ROM 1976 to the early '80s, while experiencing an unprecedented economic boom, Texas saw the beginnings of fundamental change in its economy.

f:arlier in this century, Texas moved lrom an agricultural economy to an economy based on natural resources and heavy manufacturing. In the last decade, Texans witnessed the beginning of another fundamental shift - from an economy based on natural resources and heavy manulacturing, to an economy based on services and knowledge-based resources.

But there was another important change as well, the nationalization and

globalization of the slate's economy. Texas economy no longer operates in a vacuum, if it ever did. ll is no longer immune to national and international recessions. While in the past the state relied heavily on the development and expansion of indigenous businesses to supply growth, today it must be at least as concerned with the need to compete nationally and internationally to insure its future.

Overall, the prospects are bright. By the end of this century, Texas will become the second most populous state in the nation with an economy larger and more productive than that of most countries in the world. Over 20 million people will call Texas home. Well over a million new jobs will be created. Texas will remain a leader nationally and internationally as an attractive location for business.

Texas is open for businessit never reallv closed.

a OKLAHOMA

St

Paut (612)645-0811

Mltlourl

Kansas Clty (816)221-3434

St, louls (314)432-4100

Spnngfield (41 7)831-3877

l{erv Jar!€y

Freahold 1201\462-2323

tLw York

Auttalo (716)681-6600

Norlh C.rollna

Ashevi ll a (7 04),6€,4-6484

chadone 004\375-5547

Greensborc (91 9)668-0961

Ohlo

Ancinnati (513)771 -1 552

Clevel and Q1 61439 -7 O2O

Columbus (614)237-3230

Oklahoma

O klahm a City (405\67 O-28't 1

Ortgon

Portland (503)646-061 1

Ponnsylvania

Allentown 1 (800)732-0200

Eastern Pennsylvania (7171738-1 1 1 1

Piftsbutgh (4121327 -1OOO

Tenness€o Memphrs (901)363-5693

Texa3

Dailas (2141245-3511

E/ Paso (915)833-8021

Houston (713)462-9991

lnah

Salt Lake Aty (801)972-5525

Virglnla

Ri c hmon d 18041222-7 37 3

Washington

sean/e (206)854-3550

Urest Virglnla

Wlsconain

Grcen Bay 1414\498-2700 Milwaukee (414)771 -4650

llecnuSf we have received numer9ous calls from dealers in Arkansas and Oklahoma about the "Section 89" IRS Tax Rule and its effect on group health and life insurance programs, I thought I'd use this month's column to provide all dealers with a review of this potentially severe compliance burden.

First, let me say that everyone should check with his insurance representative to determine if he is in compliance since there are severe tax consequences to those who aren't. If you are presently covered by any of MLA's plans, you are in compliance so long as you are not funding discriminatory benefits for your highly compensated employees or flailing to include all employees eligible to participate in the plan.

The new S-89 non-discrimination

rules were passed as a part of the Tax Reform Act of 1986. These rules were designed to provide uniform non-discrimination rules for employee benefit plans that previously had been operating under various standards. In general, these rules prohibit highly compensated employees from receiving employer-provided benefits in excess of the highest permitted benefit.

In particular, S-89 provides that your group life and health plan must satisfy either an 800/o participation test, or both a 50/900/o eligibility test and a 750/o benefits test. The 80% participation test provides that a group life or health plan will be deemed to satisfy the requirements of S-89 if at least 80% of all the employer's non-highly compensated employees are participants in the plan.

If your plan does not satisfy the 800/o participation test, it must satisfy both the 50/900/0 eligibility test and the 750/o benefits test. In order to qualify under

cxecudtre vlce precldcrlt

September 1988

these tests, at least 50% of the employees eligible to participate in the plan must be non-highly compensatdd employees, and at least 900/o of the non-highly compensated employees must be eligible for a benefit that is at least 50% as valuable as the benefit available to the highly compensated employee eligible for the most valuable benefits. In addition, the average employer-provided benefit received by non-highly compensated employees under all the employers plans of the same type must be at least 750/o of the average employer-provided benefit received by highly compensated employees under such plans.

There are numerous rules defining the various aspects of these tests. However, the most important phrase in S-89 is the term "employer-provided benefit." Again, S-89 defines a discriminatory benefit as "the excess of such employee's employer-provided

benefit under the plan over the highest permitted benefit." The emphasis is on the employer-provided benefit.

Section 89 defines employer-Provided benefit as, "in the case of any health or group-term life insurance plan, the value of the coverage. provided during the plan year to or on behalf of such employee to the extent attributable to contributions made by the employer."

Thus, in order to maintain the tax favored status ol your group life insurance plan, the lollowing qualifications must be satisfied. First, if you wish to allow any employee to have group life insurance in excess of everyone else in the plan, that insurance can be purchased only by employee contributions, and not by employer contributions. Second, each employer must cover all employees eligible to participate in the olan.

Co.

executlve vice presldent

FINAL arrangements are being made for a Sept. 14 tour of Dean Lumber in Gilmer, Tx.

The company, which is celebrating its golden anniversary this year, has a completely free-standing operation. It owns its own logging company which harvests the raw materials for the Gilmer facility.

After cutting, the logs are brought to Gilmer where Dean salvages the usable lumber from the raw materials with a sawmill capable of producing 500,000 board feet of lumber per week. Rough lumber is sent on to Dean's planer mill and low temperature, 72 hour dry kiln, also located at Gilmer.

Afler the lour of this process is completed, tour members will see the building products moved on to the pressure treating facility where they will be either Wolmanized or Dricon fire treated. After treating, the finished product is stored temporarily or loaded onto one of Dean Lumber's l5 over-the-road l8wheelers for shipment to lumber dealers in a 12 state region. The tour will allow participants to see the complete sawing, drying, planing and treating process.

The present itinerary calls for a bus to leave Oklahoma City on Sept. 13 at l0 a.m., traveling to Gilmer via Henryette, Ok., and the Indian Nation TurnPike,

stopping at several pick-up points along the way.

In addition to the tour scheduled for the afternoon of Sept. 14, participants will take part in a wood treating seminar offered by representatives of the American Plywood Association and Koppers Co., lunch at the Gilmer Country Club and observe a Dricon fire test.

Late in the afternoon Dean Lumber Co. will host the 2nd annual "Wood Chip" golf scramble. Non-golfers are invited to eat dinner and attend a reception which golfers will join as they finish the tournament.

Oklahoma guests will leave Gilmer on the morning of Sept. 15, taking the same route back to Oklahoma City. Seating is limited to 35 people at the cost of $T5forOLAmembers and $125 for nonmembers.

Future Dates

Check out our Calendar on Page l8 for information on uqcominS, conventions, meetings and trade shows in your region.

OPERANNG OPPORTUNInES

WALLY LYNCH Paid Associates PO. Box 741623 Dallas, Tx.75243

llf HOevnR said advertising doesn'r Ut cost, it pays, or something like that, lelt out a lew descriptive phrases. But, none the less, in these times of vacillating demand and massive doses of competitive newsprint, there is incessant inquiry about how the little guy can compete. Obviously they can and have. Retailing successes by unknowns are legion.

One exercise I insist anyone seeking

help in advertising go through is to analyze a competitive ad by estimating how many of each item would be sold in their store if the ad had been run by them. In addition, they are asked to find out what the ad would have cost and the total gross margin that would have been generated by the landed costs their firm was experiencing for like items.

Almost without exception, people chose to look at a 24 to 28 page tabloid. After two days to agree on what would have been sold and learning the pages cost about $1000 a side. it is determined

Unique LOG GABIN

the gross margin generated might not pay for the ad's printing and insertion cosls.

Following these revelations, those involved declare "no way can they go against this advertising competitively" and they are right! They must look at what's good for their store.

Three more questions come before you can start to advertise. F'irst, what do you want to accomplish with your advertising? What comes through is two-fold. Keep the store's name in front of the buying public and bring in potential customers. (No one needs a 28 page tabloid to accomplish this. )

Second, do you know what to advertise, when? Answers come from many areas. Suppliers, newspaper morgues, past sales history and anticipated seasonal and basic demand patterns are a few examples. Some retailers check weather reports from a distant city because they know that a day or two later that weather pattern will be in their trading area.

The final question is how do you want to reach your potential customers? Almost invariably people settle on print, generally distributed by direct mail. Once this is determined, an advertising framework must be built.

There are several steps involved:

(l) Develop an instantly recognizable lormat whether read or not, by the shape, size or form used. This can be a logo, a color combination or a combination.

Q)

Decide how to demonstrate value, service or other benefits to the potential buyer. Emphasize eflective presentation of a few items or issues as opposed to representation of everything in the store.

(3)

Make it easy for the customer to find and purchase advertised items. Have some one available to answer questions. Have the necessary support items close to the sale item.

(4) Remember customers see benefits of doing business with your company through product availability, problem solving, price, credibility and quality.

Try these concepts in a simple, inexpensive way first perhaps a handbill with one item. Once in the fray, you can crawl. creep and walk your way in a controlled manner into a meaningful communication with your customers.

PERSONALS

Formby Hardin is the new mgr. of Southern Builders Supply Co., Valdosta, Ga.

G.W. "Tack" Baker has joined the sales team at El Paso Millwork, Canutillo, Tx.

Greg Weeks and Jerry Weeks are new to the Winnfield. La.. office of Alamo Forest Products, San Antonio, Tx.

Howard L. "Buddy" Briggs III, systems analyst, Lowe's Cos., North Wilkesboro, N.C., married Gayla Dawn McGee on June 12, 1988' William Daniel Day, commodity trader, Lowe's, married Anita Pauline Perry on June 25. Larry Dean Walker, sales, Lowe's, WinstonSalem, N.C., married Kari Leanne Pennell on June 25, 1988.

Jim Bradford, Bradford Lumber Co., Monroe. La.. has returned to work after a lengthy recovery flrom a car accident.

Roy Gardner, O'Malley Building Materials Center, El Paso, Tx., recentlY celebrated his 30th anniversary with the hrm.

John S. Boyd has been named gen. mgr. and v.p. of AEG Power Tool CorP.

Donna Davis is now co-mgr. of 84 Lumber Co., Plainview, Tx.

Phyllis Walker has been promoted to hardware buyer at Scotty's, Winter Haven, Fl. At Scotty's Hardware Stores in Fl., David Purcell is now mgr. in Fernandina Beach; Drew Richardson, mgr., Emerson St., Jacksonville; Stephen LeBar, mgr., St. Johns Bluff Rd., Jacksonville, and Terry Smith, ffigr., Dunn Ave., Jacksonville.

Stephen C. Neal has joined the Southern Forest Products AssociationinMemphis, Tn., as regional market mgr. for Tn., KY., Al., Ms., La., Ar. and Tx., replacing Jim Gogolski.

Thomas W. Payne, Payne & Gunderson Lumber Co., Petersburg, Va., Plans to retire Dec.3l, 1988, after 39 years in the industry.

Freeman Spencer, Massey Building Supply, Richmond, Va., is recuperating from a knee replacement oPeration.

David Castillo has joined Steve Drangsholt and Arnold Smith on the sales staff of Mouldings & Millwork Inc., El Paso, Tx., according to George Kavooras, pres.

David S. Mc{lung, McClung Lumber Co.. Salem, Va., has retired after 35 years as pres.

Joe Vinson, Lyons Lumber & Coal Co., De Quincy, La., is home recuperating after surgery.

Tammy Smith, daughter of Bob and Janet Armer, Southern Components, Inc., Shreveport, La., has been accepted into medical school.

Grover and Murlene Adkins, Bolinger Lumber & Supply Co., Bossier City, La., are the proud grandparents of 7 lb., I oz. Thomas Weston Brantley, born June 15, 1988.

Steve and Becky Buller, Buller Building Materials, Ville Platte, La., are the happy parents of 8 lb. Steven Alexander Buller, born June 30, 1988.

Ron Massa has been named asst. product mgr., particleboard, at TempleEastex Inc.. Diboll. Tx.

Maxine Niebling has retired from the North American WholesAle Lumber Association, which she joined as a "temporary" in 1955.

Robert P. Cockroft, Southern Star Lumber Co., McKenzie, Tn., testified on behalf of the National Hardwood Lumber Association, Memphis, Tn., at the OSHA hearings on wood dust exposure limits.

Ken Blair has been transferred to the moulding dept. at Georgia-Pacific, Atlanta, Ga. Artie Shidler is now director of millwork and specialty distribution.

Alec Beck, pres., Stripling-Blake Lumber Co., Austin, Tx., has been aPpointed to the executive committee for the 1989 Home Center Industry Conference, along with Arthur Blank, pres., Home DePot, Atlanta, Ga.t John Kiss, mktg. v.P., The PatY Co., Piney Flats, Tn., and Michael R. Morton, senior v.p., develoPment, Builders Square, San Antonio, Tx.

Jack Barger has rejoined UniversalRundle as Southern sales mgr. New district sales mgrs.: Larry Johnson, Ky.; David Mann, N.C. and S.C.; Ron Conner, Al., Ar., Fl., KY., Ms. and Tn.; Jerry Robinson, La., Ms. and Tx., and H.L. "Nick" OakleY Jr., Ok., Tx. and Ar. Harold Hightower, Southeast reg. sales mgr., was selected as Universal-Rundle Regional Manager of the Year.

Michael D. Long is a new inside sales rep at Weyerhaeuser, Richmond, Va.

Jim Higginbotham, warehouse supervisor, Georgia-Pacific, Birmingham, Al., has retired after 20 years with the co. Ed Carraway, outside salesman, Greenville. N.C.. has been inducted into the Atlantic Christian College Athletic Hall of Fame. Kenneth Peterson, Atlanta, Ga., has been named pres. of the Forest Products Research Society executive board.

Carl W. McElheny has joined the wood treating div. of Chesapeake Corp., West Point, Va., as a lumber buyer.

Jon Rawlins, Robert Bowden Inc., Atlanta, Ga., has completed a nine week selling & customer relations course using a National Lumber & Building Material Dealers Association training program.

Chris Sapp is now asst. mgr. of Scotty's, New Port Richey, Fl. New mgrs. include Bobby Colvin, Clewiston, Fl., and Leo Morrell, Port Charlotte, Fl.

Clarence Pearce is managing the new Lowe's in Smithfield, N.C. C.L. Sutton is retail sales mgr.; Bruce Garner, contractor sales mgr.; Sue Byrd, office and credit mgr., and Keith Jones, warehouse mgr.

Douglas Marshall Sulc, Lowe's, Washington, N.C., married Kimberly Dawn Tetterton on June 25, 1988. Edgar Rogerson DuRant, Lowe's, Orangeburg, S.C., married Wynn Dee Weeks on July 16, 1988.

Joseph Cicotello, outside sales rep, Georgia-Pacific, Manassas, Va., has been named northeast region Employee of the Quarter. Winners in the southwest region are Bryan Kitchen, warehouse supervisor, Houston, Tx., and Carol March, administrative supervisor, Memphis, Tn.; and in the southeast, Donnie Young, cut-to-size floreman, Greensboro, N.C.; GarY Boyles, outside sales reP, Atlanta, Ga., and Jimmy Tucker, outside sales rep, Orlando, Fl.

David Kitchen has been named Southeast region director of sales for Weslock.

Eddie Strawn has been added to the sales team at Hixson Lumber Sales, Inc., Plumerville, Ar., according to Bob Hixson.

Roger K. Wright, senior v.p., real estate & development, Hechinger Co., has been elected to the board of directors, along with Herbert J. Broner and David O. Maxwell.

Russell Insko is now asst. mgr. o[ Scotty's, Boynton Beach, Fl. Other new asst. mgrs. are KiPP Reck, Hypoluxo, Fl., and Frank KennedY, Spring Hill, Fl.

George Sharp, v.p., Florida-Pacific Lumber Co., Inc., Miami, Fl., has retired. Vince Vertulli succeeds him.

NEW PR DUCTS

and selected soles oids

One For The Grlpper

An organizer that uses gravity to force its steel scissorlike armatures into a tight gripping position is new from Organizer, lnc.

Objects are removed by pushing up to release the armatures.

The organizers may be purchased and mounted separately or together in specially designed, extruded aluminum. wall-mounted rails. Rails come in 18" lengths and hold up to four organizers, each able to slide into any desired position within the rail.

Organizers are constructed from high density plastic, while the metal load-bearing armatures are cold-rolled steel. plated wth zinc to prevent rust and centered by a sturdy control ring. A 2" vinyl sleeve guards against scratching.

Hook lt Or Hang lt

An adjustable hook and hanger system providing quick storage of items of various shapes, sizes and weights is new from Canova.

Hangaway features a solid, marine cord loop which may be shortened, extended or locked, simply by pulllng.

Full Charge Ahead

A battery charger for tools that cuts charging time from 3-l/2 to I hour is new from Wire Wrap.

or

are left protrud-

FREE READER SERVICE

For more information on New Products write Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca.9266O. Please mention issue date and page number so we can process your request faster! Many thanks!

Lean Cut Panel

Thin 5.2mm plywood panels are now being produced domestically by Fibreboard Corp.

Previously available only as imports, the panels use high quality hardwood face veneers laminated to an MDF core. The l/30" thickness of the face veneers and the smooth consistency of the MDF core provides a superior panel that cuts and shapes easily.

The thin panels are used primarily for cabinet door inserts.

Designed for use on R3 series battery-powered tools, it uses red and green Ltrt) lights to indicate "currently charging" and "fully charged," respectively.

The battery handle assembly can be left indefinitely in the charger without causing harm to the battery.

1-Piece Truss Hanger

A single-piece, non-welded truss hanger is now available from Simpson Strong-Tie as a standard stocking item.

One such hanger, the THJ truss hip/jack connector, is a face-mount truss hanger designed to allow two carried members to attach at a common point on the lower cord of a carrying member. One seat is set at 90' to the carrying member, the other at 45', skewed either left or right.

The hanger attaches by standard nails and features an exclusive nail slot to make installation faster and easier. No lower cord bolting is necessary.

Load maximum on the hip member is 1,915 lbs., and the jack member limit is 635 lbs.

The device fits flush to the wall, so no hooks

nails

ing. Each hook reportedly holds up to 300 lbs.

September 1988

Quick Saw

The line of Woodeater hand saws, which feature a unique tooth design that reportedly allows the user to cut up to twice as fast with fewer strokes and less effort, has been exPanded by Vermont American.

finishing, even after one year of exposure to the weather. It also ilssures dimensional stability and good conditioning for woods that are not to be finished or painted.

The stabilizer can be applied directly with a brush or roller, or sprayed on with an ordinary garden spraver or low pressure airless equiprirerit. tt is not a surface coating, so there is no cracking, blistering or peeling. Instead, it penetrates the wood to keep it light in color and give it a well-cared-for appearance as it weathers.

, The product reportedly is ideal for use on pressure-treated deck and patio lumber; new cedar and redwood decking; cedar, redwood and other wood siding; wood fences; cedar shakes and shingles, and unhnished outdoor furniture.

In addition to the premier 26" leneth. the saw is now available in 20'r and 15" versions, the latter sized for tool box storage.

The saws' beveled teeth are said to slice wood fast while leaving a smooth finish. The induction-hardened teeth are also designed to last longer, eliminating the need for frequent resharpening.

- A hardwood handle is featured.

Cabln Fever

Log cabin siding is new from Weverhaeser Sales Center, Hot Springs, Ar.

Get The Lead Out

A detection kit from Urban Products Co. instantly reveals whether or not dangerous lead paint is present.

Grand Sanding By Hand

Two new high performance sandpapers have been develoPed for a wide range of floor sanding applications by Virginia Abrasives.

Made of quality southern pine, Log Cabin Siding comes in 2x6 or 2x8 to offer the unique look of log cabin construction to new or existing structures. Both No. 2 and No. I grades are available, ready to be primed and painted or stained.

Grooves in the back provide product stability to the material which can be stapled or nailed into place.

Wood Stabilizer

A new wood stabilizing treatment from The Flood Co. provides a slow, steady seasoning process that helps minimize shock to new exterior wood from changing conditions, while reducing splitting, swelling, cupping and warping.

Seasonite is said to offer a sound surface for painting, staining or

The tester has a drY chemical asent which is added to water and diopped on any painted surface whiih has been freshly chiPPed. lf the liquid causes the exposed paint to turn black, lead Paint is Present and should be removed for familY safety.

Distance Device

Electronic distance measuring devices are now offered bY Sonin in four different ranges, measuring up to 30. 60. 150 and 250 ft.

Features include two memories, a three-function calculator, low battery indicator, out-of-range indicator, choice of ft./in. or metric, and a "smart beam," an especially narrow beam to eliminate unwanted readings outside or inside a measuring path.

The 6 oz. devices are powered bY two standard 9 volt batteries.

Red Satin is a new garnet grain naoer designed for finish sanding of brimium quality wood floors and veneered wbods. Because of its unioue crvstalline structure, garnet erain is said to fracture evenly and iharply, avoiding scratching and eousing of wood.

- Addltionally, because of its extra heavy duty paPer, the Product reportedly is less apt to curl or cup due to molsture.

Black Satin is made of traditional silicon carbide grain on extra heavy weieht paper backing for even heat dispersibn and durability. The backing is pre-sized on both sides to help repel moisture.

Mildew Remover

A cleaner said to remove algae and mildew quickly and easilY from outside surfaces is new from Coetz Enterprises.

lvailable in quart sPraY bottles and 1 and 5-gallon containers of concentrate, 30 Seconds reportedly removes not only surface growth but also embedded stains and sPores to prevent regrowth.

Rakc and Foll

A wheeled rake that reportedly takes all the effort out of collecting leaves and grass cuttings is now available from Allen Power Equipment.

When the Rolrake is pushed forward, its tines coast over the lawn. In pulling back the tool, its tines stand up and draw leaves, clippings, small branches and thatch towards the operator.

A handle over 5 ft. long eliminates bending.

Accessories include a 20" fertilizer/seeder attachment with adjustable rate of distribution and a slitterlspiker unit that utilizes the same workhead as the rake for easy aeration of lawns.

Inrulated Packaglng

A new line of home insulation products in roll packages sealed for complete protection from moisture and dirt and with a built-in handle for easy handling has been introducgd by CertainTeed Corp.

The wear and weather resistant polyvinyl packages include step-bystep instructions, UPC code. and details on size and square footage.

Greatlve Cablnetry

Kitchen cabinets combining decorator and storage options with the availability and cost advantages of stock cabinetry are new from Richwood.

Antrim cabinets have wooddoweled, frameless laminate construction based on the European 32 mm system. They come in either laminate or wood/laminate door styles.

Features include revolving spice wall cabinets, storage bins for under wall and island cabinets, pie-cut lazy susans, molded cutlery dividers, and base roll-out baskets. Quarter-round open shelving units and a wine rack kit are also available.

Hot Tub Heat Meter

A digital pool/spa thermometer from Thermometer Corp. of America displays the water temperature to the nearest tenth degree.

Powered by one l.5v watch battery, the 2-l/2" console has a waterresistant, rubberized cover with a suction cup mounting. The probe cable registers 0" to 160'F.

Thermometers are blister carded and packed six per shelf carton.

Buttdtng productr Dlgot Safc That'l Secure

A built-in wall safe is new from NuTone.

Reportedly easy to install in standard 2" x 4" walls, the safe is flushmounted between 16" o.c. studs. It can be easily concealed behind cabinets or pictures, in closets, or in flooring.

Available in two sizes, they are constructed of heavy-gauge steel with seamless bodies and doublereinforced doors. Features include a patented lock design which protects against picking or forced entry, an unusually-shaped key which discourages duplication, dual steel-alloy bars that lock the door at two different positions, a steel anti-pry channel, and a full-length door hinge concealed inside the safe.

The 14" wide, 9" high and 3-3/4" deep model has a 455 cu. in. capacity, and the 14" wide, 16" high and 3-3/4" deep version has an 810 cu. ft. capacity. Both models have a white baked enamel finish, a large door opening and felt-like interior,

Oak Accessorles

Genuine oak bath accessories are now available from Koch Products. The tear drop mounting brackets have decorative wood screw covers. while each towel bar is slightly bowed to enhance its appearance.

All items are hand-finished with a protective coating to help preserve the natural color of the wood.

The line includes a towel ring, paper holder, and four sizes each of towel bars and garment hooks.

Bathroom Flume

An open-top bath spout is new from Kohler Co.

Available in polished chrome for lavatories, the Alterna Flume spout has been engineered to eliminate splashing.

save storage space has been introduced by Schulte Corp.

Shelving is constructed of welded steel rods, coated with a durable, maintenance-free epoxy finish, said not to crack, discolor or become sticky.

Hardware such as back clips, side wall brackets, support braces and end caps holds the shelving in place.

Products offered include fold-up storage shelves, door/wall racks, baskets, hang-all racks, corner shelves, drawers, shower racks, linen shelves, decorative shelves, and complete closet systems.

Firebox Hopper

A new retroht kit from Nordic Stove converts existing wood stoves to burn pellets or grain.

When the tap is turned on, one can see the water collect and begin its flow through the channel until it reaches the spout lip, where it cascades into a waterfall before forming a stream midway to the basin.

Handy Ramp

Handy loading ramps can be made quickly and easily with a new do-ityourself kit from Intermark World Products Ltd.

Ramparts Ramp Parts Kit includes two flanged, extruded aluminum end pieces, which are bolted to common 2" x 8" wooden planks using hardware from the kit. The boards are not included.

FREE READER SERVICE

For more information on New Products write Buildin g 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!

Brass Locksets

Contemporary brass locksets in two distinctive finishes are now featured on Louisiana-Pacific's Prestige swinging patio doors.

Employing a solid zinc casting, the lockset is brass plated, then electrostatically clear-coated and high-temperature cured. Its solid brass five-pin cylinder with Weiser keyway may be rekeyed to many popular-brand locks.

The EasiBurn kit includes an automated fuel-feed auger that delivers pellets or grain to the firebox at a rate pre-set by the owner; a 50lb. capacity hopper; a glass door for visually checking the fuel supply; a builrin combustion blower to force air into the burn ring for more complete combustion of the fuel, and an automatic switch and timer dial for convenient heating.

The exterior hopper fuel-feed housing are finished in high-temperature flat black paint. The hopper door comes with brass trim. Since the conversion takes up little space inside the stove, the burn ring can be easily removed to allow the stove to burn regular wood.

Pellets are said to be easier to handle and store than logs, burning cleaner with almost no creosote build-up in the chimney.

The ramp ends are then easily anchored temporarily to the loading surface. Each ramp can handle up to 700 lbs. gross weight.

End pieces are manufactured from sturdy high tensile strength extruded aluminum and take up less than7-l/2" x 10" x 2" of space each.

Need Some Space?

A collection of ventilated storage systems designed to organize and

NEWLITERATURE

Wcll Structured

A full color, 4-p. booklet on quality, low maintenance frame-roof-wall building systems is free from Heritage Building Systems, by callinq (800) 643-5555.

Pett Defenre

A pair of 95-p. books, Controlling Household Pesrs and Controlling Lown & Garden Insects, cost $6.95 ea. from Ortho Information Services, by calling (415) 842-5537.

Mouldlng: Flnlshlng ilanual

"How to Finish Wood Mouldings," a booklet on selecting and applying various paints and stains, is 400 from the Wood Moulding & Millwork Producers Association, Box 25278, Portland. Or. 97225.

Maklng Acqulsltlons

"How to Buy a BusinessAnd Win" (report 508) is $l from the Independent Business Institute, Box 159, Akron. Oh. 44309.

Roofs In Revlew

A roof inspection guide describing warning signs of potential roof problems is free from Revere Products Corp., 30875 Carter St., Solon, Oh. 44139.

Solld Connectlons

A 52-p. catalog of engineered metal connectors for structural wood framing is free from Lumberlok, 1029 Whipple Rd., Hayward, Ca. 94544.

Window Sales

A decorative window and louver merchandising package, which includes a detailed brochure, mini-brochure and 24" x 36" poster featuring installations, is available from Webb Manufacturing, Box 707, Conneaut, Oh. 44030.

Team Work

A brochure on the merging of Furman Lumber and Slaughter Brothers is free from Furman Lumber, by calling (800) 843-9663.

Conrtructlon Calendar

Construclion Manager 1989, a deluxe hardcover appointment book/daily planner for contractors and other construction professionals, featuring contract checklist, field report forms, sample form letters, time reports, calendars and a daily diary, is $32.50 from Prentice Hall, 200 Old Tappan Rd., Old Tappan, N.J. 07675.

Power Tool Technlqus!

The Complete Book of Stationary Power Tool Techniques is $14.95 from Sterling Publishing Co., 2 Park Ave., New York, N.Y. 10016.

FOR PROMPT SERVICE

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

Closet Door Hardware

A 24-p. closet door hardware catalog is free from Stanley Hardware, 195 Lake St., New Britain, Ct.06050.

Hire & Hlre

Successful Hiring Through SkilUul Interviewing Techniques, an audio cassette on how to hire the right employees, is available from C4ddylak Systems, 60 Shames Dr., Westbury, N.Y. 11590.

Forklift Seminar

The Forklift & You, a forklift operator training program consisting of a 20-min. VHS videotape, five operator workbooks, a trainer's guide, five operator ID cards and five official certificates of completion, is $99 for National Lumber & Building Material Dealers Association members, $149 for non-members from NLBMDA, 40 Ivy St., SE, Washington, D.C. 20003.

9trlve For Servlcc

"Customer Service: Making the Vision a Reality" is free from London House, by calling (800) 221-8378, ext. I 46.

Inrulatlon Adr

A fiberglass insulation ad-planner, a 68-p. booklet of camera-ready art and advertising tips, is free from CertainTeed Corp., insulation group, Box 860, Valley Forge, Pa. 19482.

Interface Your Problems

"The Executive Guide to Successful Retailing," a 20-p. booklet illustrating how software systems can answer common retailing problems, is free from CompuAmerica, 3250 Ocean Park Blvd., Suite 200, Santa Monica, Ca. 90405.

Machlnery Maker Manual

The 1988 Wood Machinery Manufacturers of America Buyer's Guide & Directory is free from WMMA, 1900 Arch St., Philadelphia, Pa. 19103.

Preserved Samples

A fact sheet on the American Wood Preservers Bureau's market place sampling program is free from AWPB, by calling (800) 445-3068.

Wood Workerg

An industrial woodworking tools catalog is free from Norfield Tools & Supplies, by calling (800) 824-6242 or (800) 854-2554 in California.

Inventory Controls

Subscriptions to a newsletter on how to control excess, slow-moving inventory are free from the National Association for the Exchange of Industrial Resources, Dept. BR-2, 560 McClure St., Galesburg, ll. 61402.

Working On Air

A 6-min. video in VHS or Super 8 format on pneumatic nailers and staplers is available from Stanley-Bostitch, East Greenwich. R.I. 02818.

ilillllllliiiililiiii:1.1.::iii.:liiiii,:i:lillil;:iliiilit:iliillfit:i:ir.:i:i *lllltt':,:r*l:iiltiir+l*i*:i11.::ii

Advertising

1].$tl'19.1.1ff;r$i{.ifi.,1.#i,ii i:tllilltlliijJli''l:lii::l.iilllrtrilll,:l

Twenty-five (25) words for $21. Each additional word 700. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready. $50 ifwe set the type. Names of advertisers using a Address replies to box number shown in ad in care of Building Products Digest, 4500 Campus Dr., Suite 4E0, Newport Beach, Ca. 92660. Make checks payable to Cutler Publishing, Inc. Mail copy to above address or call (714) 852-1990. Deadline for copy is the l5th of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

lf you corry sonding belts, discs ond drums fhese GRANIUND obrosive b€ll cleoners ore o nofurol odd on for increosed soles in your point sundries deporlment fo D-l-Y ond conhoclor lrode Deoler ond dishibulor inquiries welcome

MAUGANS AND ASSOCIATES

P.O. Box 36802 . Birmingham, AL 35236

t-800-426-4772 205-947-7542

CONFIDENTIAL INOUIRIES _ FEE PAID

LOOKING FOR PONDEROSA PINE WIDE BOARDS?

WE HAVE THEM AVAILABLE FROM 14'TO 42" IN 414 & 5/4 THICKNESS, LENGTHS

IN 6716'ON 1' MULTS OR CUTTO.LENGTH. SHRINK.WRAP AND POINT OF PURCHASE INSERTS ARE AVAILABLE. CALL OR SENO YOUR INQUIRIES TO:

FOR SALE: Independent retail building material & hardware store. Located near Charlotte, N.C. In business for 18 years. 6500 in store, 19000 in warehouse and lumber storage. 1987 volume of $1,300,000. Owner needs to retire. Write Box 81, c/o Building Products Digest.

LUMBER PLACEMENTS NATIONWIDE: I place professionals in the lumber industry. I respect your need for the rightjob in the right geographical location at the right compensation. Fee paid. Strictest confidence. (800) 5455900. Mike Owen, VP Lumber Division, ProCounsel. My desk phone is Ql4) 939-9411

JOE MAUGANS

"Recruitingfor the Forest Products Industry"

Glen Oak Occudcr ilcw Plant

GIen Oak Lumber & Milling, lnc. expects to begin production this month in its newly completed 20,000 sq. ft. plant No. 2. Opening this facility will ease the burden on the Selma, Al., plant which has been operating two shifts since a $l million fire destroyed plant No. I in Montello, Wi., on July 22. Rebuilding of plant No. l is planned for spring of 1989, according to Tom Talbot, president.

Personals (('ttntinut'd ln)m lrus( :J )

Jlm McGhln has been named marketing mgr. of Union Camp Corp.'s Georgia-Virginia lumber group, Savannah, Ga.

Robert W. Flnk has been promoted to v.p. of marketing at Heil-Quaker Corp., LaVergne, Tn., according to Henry J. Forrest, pres. Fink replaces Chrrles L. Shattuck, who is now v.p. o[ sales.

Ed Saunders, owner, Saunders True Value Hardware, Miami, Fl., has been elected pres. of the National Retail Hardware Association. Frank Greenhaw, c.e.o., McWhorterGreenhaw ServiStar Hardware. Mesquite, Tx., is now v.p.

Gary Mlller, pres., Epperson Lumber Sales, Statesville, N.C., will conduct the computer seminar at the North American Wholesale Lumber Association's gathering in New Orleans, La., in Oct.

George Street has been named national sales mgr. of Brown Moulding ' Montevallo, Al. Steve Braswell is v.p. o[ operations & administration, and Paul Serbanic, distribution sales mgr., Temple, Tx.

Donald Lefkowitz has joined lleartland Building Products, Booneville, Ms., as national sales & marketing mgr., according to Richard Rowland, pres. Don Gaddo is now mgr. of administration.

Gary E. Frost has been promoted to plant mgr. of Temple-Eastex's SW La. lumber operation, according to Raymond A. Sanders, solid wood operations mgr.

Mark Howell is the new asst. retail sales mgr. of Lowe's, Mount Airy, N.C.

Ron Gravely is now mgr. of Scotty's Hardware, Homosassa, Fl.

Don Baker has been named mgr. of 84 Lumber Co., Fayetteville, N.C.

George Weyerhaeuser Jr., v.p. and mill mgr., Weyerhaeuser, Valliant, Ok., has been appointed an Ok. state regent for higher education.

slowdown is not as good as an upturn of the downlurn, but it's a heck of a lot better than either a speedup of the slowdown or a decrease in the down curve, and it does show that the time is about right for a readjustment of the adjustment.

When you look at the unemployment figures for the nation, you will begin to notice a decrease in the rate of increase, which clearly shows that there is letting up of the letdown. Now, if the slowdown should speed up, the decrease in the rate of increase of employment would then obviously turn to an increase in the rate of decrease of employment. In other words, the deceleration would be accelerated.

Now, it's hard to tell from all of this, before the slowdown is completed, whether a particular pickup is going to be fast. At any rate, the climate is about right for a pickup this Summer, particularly if you're 25, unmarried, and drive a red Porsche convertible.

Author Unknown

Chrrles Church has joined Wholesale Wood Products, Birmingham, Al. Ray Gaster, Gister Lumber Co., Savannah, Ga., is running for Chatham County Commission chairman.

Joseph J. Kusar has been named v.p. of the Wolman div. of Koppers Co. Raymond S. Ohlis Jr. is now v.p./ mgr., treated wood products operations, Tar & Wood Products Sector.

O. Maurice Wallin has been promoted to district sales mgr. for Memphis, Tn., at Tarkett Inc.

Walter Terry, Walter Terry Distributor, and his wife, Mary, are back in Houston, Tx., after a business & pleasure trip to California.

Gene Meyer, v.p., Southern div., Weyerhaeuser Co., will be the keynote speaker at the Nov. I annual meeting of the American Wood Preservers Bureau.

Linda Priddy, Curt Bean Lumber Co., Glenwood, Ar., has been in Oregon on vacation.

Bulldlng Productr Dlgort

Jlmmy E. Jones is director of marketing at Visador Co., Jasper, Tx., succeeding Blll Flncrnnon who is retiring after 27 years. Ken Poston is now covering So. Tx. with Rlcherd Lowenthal moving to Atlanta, Ga., as regional marketing mgr.

John O. Grrnt Jr., Lowe's, Columbia, S.C., married Cynthlr Lorrrlne Hlpps on July 30, 1988.

Chrrles Tlmothy Addlson, Bowater, Rock llill. S.C.. married Brrbara Lynne Lrmbert on July 30, 1988.

Tom Selfert has resigned as pres. of the l"l. div. of Lone Star Hardware to become c.o.o. of Riviera Cabinets, Virginia Beach. Va.

Daryl Lrnsdale, c.o.o. of the Southwest div. of Lone Star llardware, San Antonio. Tx.. has left the co. Also leaving were director of operations Lee Dunnlng and director of merchandise Bob Holloway.

Scott Wade, dealer sales mgr., JGA, Atlanta, Ga., has been named Salesman of the Year. Runner up was Troycc Jackson, and special mention was given to Gary King, Charleston, S.C.

Otto Carr is now handling deliveries for Mungus-Fungus Forest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.

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 Issue is the perfect editorial environment for your advertisement.

Call today and reserve space. Deadline is September 16, 1988. You'll be glad you did.

Everything you've always wanted in avan.

utility Tautliner vans and truck bodies have

And leSS'

Non-revenue miles are reduced, and iust about everything you could ask for in a piece of productivity is increased. transp_ortation equipmenl. Irgendary Utility quality,

The secret is in Utility's unique, patented versatili-ty, durability, and engineering innovatlon that curtains. Made of strong, rip-smpl qois-linked, polyvinyl pays off mile after mile, Vear V\t9.y yeg. chloride-coated polyes6r, they fre totally weatir'er-froof,

But thet-e.st thing about a Ulrlity Tautliner is what it's

yet flexible enough to allow loading to th'e full width. So missing. Walls. P-ermangnt, lgr-d van side-walls that perma- when you spec 102 " width, you get 102./ And those extra nently-stop you from taking full ndvantage of a trailer's full square inch-es add up to a lorof r6und numbers. Preceded capabilities. Instead Utility Tautliner trailers and truck by a dollar sign, of cburse. bodies feature load-bearing side curtains that slide open in L

And that's backed up in writing, with the most comcory_fe ojminutes. prehensive trailer warranty in the industry, the Utility

Which is about how longit takes to load and unload. 5year warranty. Because.only aUtility Tautliner gives you access from the So whether you are hauling lumber, down pillows, rear andboth sides. Simultaneously. Plus, first-on last-off heavy machinery, orbeer, even ail of them at once, no loading., planning, and routing are eliminated once and for othei trailer or tiuck body in the world can give you more all. Saving you lime. And saving you money. than I Utility Tautliner. "

However,whilesavingmoneyisfine,

anyothertrailer-ontheroad.SinceitsForthenearestUtilityTautliner usesarepracticallyun|imited,soareffiTrailer/TruckBodyDeaiernearyou. your profits.

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