Building Products Digest - September 1989

Let Our Por[folioTtun)bur I

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Onc investmcnt that can double yr rur profit potential.

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Ncu"'Iriclcl lurd Strclun" lcucls a widc ficlcl tf choices.

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Sonrcthing fol crcn cr-rstorncr.Airl crcrr pricepoir

H(xr.our Prrrtf<rlio packs firore customcfs into flrc m:rkct.

\\i:rcr-hlte uscr rkrcsr-r't jLrst clclircr Plurcling. it clelirer

eling Aisle Into\lhll Street

Through inrarlving consumer adrzertising in magazines. Our dealer adr,ertising kit. And the al visibilitywe gain sponsoring "This Old House"

BobVila.

Plus, customerswho call our toll-fiee number receive the name and address of their local dealer

Our package also offers you a consumer video sales literarure to build irstant in-store demand.

You?e never out ofstock

I I Weyerhaeuser's dealerservice program is legendary [nd our delirzery is no exception.

With direct from our mills or through F'rarehouse distribution, stock-outs can be virtually pliminated. 'Iirrning "Vall Street' into Easy Street - both lin service and sales.

i To find out more about howyou can har,e a single

Publlrhcr David Cutlcr

Edllor Juanita Lovret

Assl3trnt Edltor t)avid Koenig

Contrlbutlnt Edllorg

l)wight Curran Gage McKinney

Arl Dlrector Martha F-mery Sl.tf Arllst l:ric Kruske Clrculellon Lynnette A. Perkins

Building Products Digest is published monthly at 45fi) Campus Dr.. Suite 480, Newport Beach. Ca. 92660, phone (714) 852-1990, by Cutler Publishing, Inc.

ADVERTISING OFFICES

Advertising rates upon request. lirom all states east of the Rocky Mountains: ('ontact Jean Waggoner (;ogerty, national sales manager. lrrom Arizona, Nevada and California: Contact l)avid Cutler. Both may be reached at (714) 852-1990 or by writing 4500 Campus I)r., Suite 480, Newport Beach, Ca. 92660.

l;rom Washington Stale, Oregon, ldaho, wyoming, Montana, Utah. Colorado. Northern California and Canada: Contact Carole llofm at (206) 174-3773 or 21819 77th Place West. F.dmonds. Wa. 98020.

SI.JBSCRIPTIONS

Change of Address-Send subscription orden and address changes to Circulation Dept., Building Producs Digest, 4500 Campus Dr., suite 480 Newport Beach, Ca. 9660. lnclude address label from recent issue ifpossible, plus new address and zip code.

Subscription Rates: U.S.: $25-one year; $41-two years; $55-three years; Foreign: one year payable in advance in U.S. funds- Canada or Mexico: air-$421 surface-$37; South America: air-$601 surface-$39; Asia: air-$70; surface-$39; Europe: air-$90; surface-$39. Single copies $3; back copies $4.50 plus shipping & handling.

BUILDING PRODUCTS DIGEST JS AN irulependentlyowned publication for the remil, uholesale aru| distibution levels of the lumber and home center markcs in 13 Southem stetes.

Copyrighto 1989. Cutler Publishing, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. Building Products Digest assumes no liability for materials furnished to it.

Hickson Moves To Atlanta

Hickson Corp., a subsidiary of Hickson International which merged the former Wolman Department of Koppers Company with The Applied Research Group, has relocated its headquarters to Atlanta, Ga.

Hickson owns the Wolmanized, Outdoor and Dricon trademarks, and recently introduced Wolmanized Extra weather-resistant lumber.

The new corporate headquarters is located at Perimeter 400 Center, 1100 Johnson Ferry Road, N.8., Atlanta, Ga.30342.

Donuts & Goffee On The House

Diamond Lumber yards follow the theory that the way to a customer's heart is through his stomach.

For every order ofat least $2,000 during May, they included a dozen fresh donuts and a container of steaming hot coffee with the delivery. In addition their customers receive InfoForum, a news publication, each month and have the opportunity to earn points for weekend getaways and vacations through Diamond's Frequent Buyer Bonus Program.

Fire Retardant Guidelines

New interim testing guidelines for the design and installation of fire retardant treated wood have been released by the Fire Retardant Treated Wood Manufacturers Council. The newly-formed council comprises a group of fire retardant chemical and fire retardant treated lumber manufacturers.

According to George Eliades, president of the Society of American Wood Preservers and executive director of the council, "The new testing guidelines have been developed in response to isolated reports of product degradation under severe moisture conditions or unusually high temperatures." Specifically, the new guidelines establish maximum temperatures and moisture levels for fire retardant treated lumber and plywood.

Other major elements of the new guidelines include specific requirements regarding drying of the prod-

uct after treatment; proper storage at the job site; precautions to be taken prior to applying the roof covering and ventilation requirements.

"These interim guidelines have been developed for designers and end-users in order to provide a meaningful standard by which to measure product integrity," Eliades adds. "For user groups, these uniformly accepted levels provide maximum moisture and temperature limits below which satisfactory performance can be expected."

The council is working with the National Forest Products Associa-

tion (NFPA) to develop test procedures for evaluating fire retardant pressure treated wood products under ambient and accelerated conditions. The NFPA already requires third party testing and certification of recommended strength values as well as continuous monitoring of the production and redrying processes by an approved third-party inspection agency.

The council is working closely with numerous organizations including lumber dealers, contractors, retail dealer associations and various municipalities.

TIIE MOI\ROE TRI.]E DIVIDED"LIGIIT DOI.]BLE HI.]NG WINDO\I

The Monroe True Divided-Light Vindows give you that added touch of quality that can turn a house into a classic work of art. The fine millwork is reminiscent of a bygone era. Yet they feature all of the modern touches like easy-maintenance tilt-in sashes, insulated glass, factory-installed die-cast cam-action locks and windows glazed on the inside for protection from the elements.

For more information or the name of the Heritage windows dealer nearest you, call today And ask about our round top single-hung windows too. Because when it comes to quality The Monroe rVindows really stand out from the crowd. 2210 Stafford Street Monroe, North Carolin a 28110 704-283-7459

EDITORIAL

To your keyboards, yil reyolutionariesl

11; HEN THE talk turns to computers and UU electronics, too many people turn and run. Computer phobia and a fear of the entire world of electronics hobble many who try to compete in today's unforgiving business environment. lf you fall into the phobia class, don't head for the nearest exit. Take a deep breath and stay with us in this issue. Because, if you don't, you'll inevitably slip behind.

The inroads made by electronics in this business have been nothing short of amazing. lt is no exaggeration to describe it as a revolution in operations and management areas. As if computers weren't remarkable enough, we're seeing Point of Sale inventory control, Electronic Data Interchange, faxes, voice mail and bar coding to name but a few revolutionary devices.

Computer software tracks lost railcars and calculates rates and costs in split seconds. Electronics allows customers to communicate with

experts and other information sources by merely touching a computer screen. Most offices today, literally, couldn't function without computers. Accounts receivable, payable, pay checks, forms, the list goes on and on.

Like many of our everyday miracles that we so casually take for granted, computers and other electronic devices are fine as long as they work perfectly. But when they don't, watch out. They not only bring work to a halt, the crashes give the naysayers room to say "l told yor.r so."

Forget them and their negative attitudes. The same types with the same jargon condemned cars as they replaced the horse and buggy. With electronics it isn't a maybe-someday-in-the-future thing. lt's here now. lt's not going away and those who don't enthusiastically board the electronic bandwagon will be left so far behind they'll never catch up.

o 'II)1, SPIII, AWPB, UL qualiry pr()srams S;^4

o Lumhcr, tinrber t\ pllrvood tre:rtinli

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a Dallas distribution center irnd rail yard

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DAVTD ('U'il,1:R publisher

For its natural beauty and enduring qualitieq therds never been a better decking lumber than redwood And until now therds never been a redwood decking so affordable to so many. Louisiana-Pacific presents LP Desert Dry Redwood, in construction heart and construction common grades

With tight knots and natural variations of color and patterr\ Desert Dry Redwood is easily distinguished from cedar and pressure treated lumber. Ifs a prestigious look And you can supply it so economically.

LP Desert Drv Redwood is kiln-dried so you can offer economy and performance every step of the way. By taking the moisture content down to 19 percent or less, the load is lightened and you get more board feet on every truck Desert Dry Redwood loses nothing but water in the process. On the job, joints stay tight and shrinkage is controlled It also mairr tains a superior resistance to decay and insects. Dried, trimmed, and surhced so sizes are true, ifs paper wrapped for protection in2" x 4", 2" x6",2" x8" - 12" dimensions

and lengths up to 20 feet. For more information about Desert Drv Redwood or anv of our other grades of redwood, call Bob Mosliy. Redwood Sales Manager, at 7 O7 -443-7 5l\.

L-P Desert Dry Redwood. Go first class. But pay coach.

Select Knotty: A Tlght Knot Redwood Sldlng lrom Slmpson

With Simpson "Tight Knot" Sclect Knotty Siding, natural redwood beauty that mces the eye is matdred by equally rernarkable natural properties :

t Exceptional dimensional stability; resistance to warping, twisting, and checking.

I Impresive irsuluion against both heat and cold.

I Unequalod ability to take and hold a rariety of finish options.

Simpson "Tight Knot" Select Knotty Siding is available seasoned and saw tertured in V-Joint Tongue and Groove, Shiplap, and bold ltl'Thick Butt Bevd Siding patterns, offering a wide range of applications.

The oompetitive edge is all lrorus, naturally.

For immcdiate information on availability and the name of your nearcst source of zupply call:

lbll-Ihce Sdect Knotty Hot Une, 1-t00.fi17-7077. Simpson Timber Company, Redwood Division, P.O. Box 1169, Arcata, CA 95521-1169

5impson

puter viruses more than 2 aspirins

Distributors:

NORTHEAST

Coastal Specialty Forest Products

Hookset, N.H.

N.H. only 800-424-4036

N.E. other 800-932-9663

Hudson Building Supply Company

Ashley, Pa.i 71 7-829-57 31

SOUTHEAST

Epperson Lumber Sales

Statesville. N C. | 7 O+87 3-4321

Wholesale Wood Ploducts

Dothan, Al. / 205-793-6028

LAKE STATES

Badger Wholesale Lumber, Inc.

Cottage Grove, Wi. /608-839-4565

Chicago Suburban Lumber Sales

Forest Park, ll. I 31 2-7 7 1-8181

Hager Distribution

Grand Rapids, Mi. | 616-247 -79U

Hudson Building Supply Company

Elkhart, In./21 9-262-3666

North Santiam Lumber Co. of Ohio

Columbus, Oh. | 61 4-27 2-8111

MIDWEST

Canton Redwood Sales

M innea polis, Mn. | 61 2-425-1 4OO

Weekes Forest Products, Inc.

Minneapolis, Mn./61 2-721-8585

Mn. Watts 800-352-2766

Regional Watts 80G328-2890

MOUNTAIN

Click & Geddes Lumber Company

Denver, Co. /303-534-01 95

Kaibab lndustries

Englewood, Co. /303-761-9882

Reid & Wright Lumber

Broomf ield, Co. /303-460-9663

Weyerhaeuser Co.

salt Lake city, Ut./801-972-5525

SOUTHWEST

Capital Lumber Company

Phoenix, Az. 602-269-6225

Peralta, N.M. 505-877 -7 222

Lubbock, Tx. 806-747-3191

LeeRoy Jordan Lumber Company

Dallas, Tx. 21 4-357 -7 311

Ausrin, Tx. 51 2-385-5334

Slaughter Bros.

Dallas, Tx. / 21 4-341-9000

Memohis. Tn./901-365-6500

ers, in?

HOW SECURE is a home center computer system against hackviruses, vandalism and break-

As virus epidemics, illegal transactions and hacker sabotage make the headlines, home center managers worry about special security practices they should be following. The following recommendations from the National LAN Laboratory in Reston, Va., aim at avoiding infection. Following them will help to prevent and control virus contamination.

r All software should be purchased from known, reputable sources.

o All purchased software should be in its original shrink wrap or sealed diskette containers when received.

o Backup copies of all original software should be made as soon as the software package is opened. Backup copies should be stored offsite.

o Once purchased, all software should be reviewed carefully by a system manager before it is installed on a distributed system, or computer network.

o New software should be quarantined on an isolated computer. This testing will reduce greatly the risk of virus contamination.

r A backup copy of all system software and data should be made at least once a month, with the backup copy stored for at least one year before reuse. This will allow restoration of a system that has been contaminated by a "time-released" virus.

. System administrators should restrict access to programs and data. This isolates problems, protects critical applications and facilitates the diagnosis of problems.

o All programs on a system should be checked regularly for changes in program length. Any size deviations could be evidence of tampering or virus infiltration.

o Many "shareware" or "freeware" programs are invaluable. However, these programs are the prime entry point for system viruses. Skeptical review of such programs is prudent.

o Any software that exhibits symptoms of possible virus contamination should be removed from general use immediately. System managers should develop plans for quick removal from service of all copies of a suspect program and immediate backup of all related data.

Additional security measures recommeded in the industry include careful control of passwords including terminating passwords promptly when an employee leaves the company. Experts suggest avoiding common passwords such as names. Some companies develop two level codes using symbols, numbers and letters on the keyboard to construct a password.

Turning off the modem when data is not being received can prevent access by unauthorized persons. Although it involves manual input, there are companies downloading outside data onto personal computers and rekeying it into the mainframe. Keeping backups of all information in a safe location can prevent loss in a fire or disaster.

Story at a Glance

Ways to keep your computer system healthy. precautions to cut contamination. . security practices that work.

What the computer salesman didntt tell !ou...

By C. J. "Dlnny" Wrlers Dataline Corp. Mill Valley, Ca.

E DIDN'T say: It was going to be a lot of work.

Your management abilities were going to be challenged.

lf a computer system costs $50,000 initially, you can expect to increase that investment substantially over the next several years.

That unless you worked very hard, it would be diflicult to see the cash flow improvement you were told about.

That upgrading the system would cost that much!

This will not be "another computer story." In fact, the thought of reading "another computer story" prompted me to write this article. After selling computers to lumber yards for over 13 years, I feel my qualifications warrant my writing this.

Not long ago there were real questions about whether or not a computer system would work. The phrase "horror story" haunted those of us in the business.

Today, all systems work, but we still have some "horror stories." Why is this? Management and its subsequent use of the computer system is the reason.

We have all heard someone bragging about his system and what he has accomplished, but do we recognize the common thread that runs between the "success stories" and the "horror stories."

Without exception, ttle most successful installations are those completed for companies which establish clear objectives and delegate the tasks needed to accomplish those objectives. I'm not referring to managers who drop the whole project

into the lap of the bookkeeper or controller. (That's another unsuccessful scenario.) Computer systems involve everyone in the company and the operation of the system should be delegated to everyone involved.

A common "horror" situation involves the manager who trusts Harry to check in thousands of dollars worth of inventory with a pencil and paper, but when you suggest that Harry check in that same load against a purchase order in the computerhe screams, "No way," We wonder why we don't get Harry's cooperation and this is just the first of many holes that will develop in this system.

Probably one of the most frequent problems begins with the company which is going to "try it out." There are several messages here. The employees hear "here comes a great whipping boy" or "management is not convinced that the computer will work." And they (the employees) can't wait to prove management is right!

Another problem is the longtime employee who manages to torpedo an entire computer system. This is the easiest of all problems to solve since the same employee, who can do all this damage, can become the system's greatest advocate if he isn't afraid of the computer or threatened

Story at a Glance

Attitudes that make or break a computer system . . ways to cut down negative barriers. what works and what doesn't.

by it (also called the tail wagging the dog).

Additionally: do you realize that an inventory file takes just as much work as an accounts receivable file? Try this.

XYZ company has 2000 charge customers and an average A/R of $500,000. They also have 15,000 individual inventory items worth at least $500,000.

They have a credit manager, but would they think of adding an inventory manager. Usually not. The fact is each of those 15,000 items requires attention. Imagine your credit manager trying to control 15,000 charge customers. He would need three more employees. Don't panic. A great way to involve people in your company with the computer is to delegate responsibility for portions of the inventory - another success story.

An important axiom to remember is there isn't anyone in your company who should not be involved in the computer system. Everyone can do something.

Your industry is dynamic and the computer industry is dynamic. There is more pressure on your management team than ever. Your competitors are tougher than ever. Computers and software are changing fast. lf either you or your vendor doesn't keep up, something will have to give. And the computer always gets blamed.

Another trademark of the success story is the company which recognizes the opportunity factor in installing a computer system before it is critical. When a project becomes crisis driven, it is far more difficult. As for knowing what questions to

? HE OPERATINC system of a f computer is the unseen element, the hidden engineer, the given. But with the emergence of AT&T's UNIX system into the lumber and building material industry, operating systems have been thrust into the spotlight.

A computer's hardware and software are like two people who speak a differenl language and require an interpreter. The operating system serves as interpreter.

UNIX has been around for years, now in about 230 different versions for every industry imaginable. It is particularly well suited for the complex scientific and engineering worlds.

But it is currently coming into its own in the building products industry because of its versatility and growing popularity. "UNIX allows you to have one computer and a number of individuals using it for the same thing at the same time," says Michael Eckely, director of corporate communications at UniComp, Richardson, Tx., which ask the computer salesman, ask his honest advice on how you should install and use the system. Ask for two prices; one for what you think you need and one for a system twice as large as you think you need. Ask the vendor what he thinks his company will be like in three years. Will the product be different? Will they have different services? They are a business, just like you are, and they have to plan, just like you do.

Why install a computer system?

Enormous gains can be made if you work hard enough at integrating a computer system into your company. All of the "other computer stories" you have read are true. You can make a tremendous amount of extra money with your computer, but it will not do it by itself.

Finally, the most frustrating thing to a lumberman is that you "can't get your hands around a computer." It's not like buying a truck or a load of lumber. Try as you may, the purchase will still hinge on your judgment as to which system or method you prefer. But judgment is one thing that a lumberman has a lot of. After all, why else would he deliver $20,000 of material to a job site?

ls UNIX right for all lumber & building material dealers?

uses the AT&T system. "lnstead of multiple computers, they're all sharing access, using the same one. There are some other operating systems which allow multiple users, but UNIX is becoming the defacto standard for virtually every hardware manufacturer. It's the direction the industy's headed in."

The system is also portable, can be transported across systems, and also features a multitude of other technological advantages, he says.

But the enormous capabilities of UNIX may not benefit everyone. "lf you're just a mom and pop shop which uses a computer for its basic accounting, UNIX might be a little much," says Eckely.

Kole Kinkade, director of marketing for Dimensions, Salt Lake City, Ut., which uses the rival SuperDOS system, likens computer hardware to tool boxes and operating systems to the tools inside. "The UNIX toolbox can be potentially mammoth in size because the jobs it may need to handle are not specific," he says. "lnside are tools for every job ever thought offrom calculating the probability of cold fusion to running a country's defense system. Therefore, looking for the right tool takes a lot of time, and buying a toolbox big enough to carry all of those tools can be very expensive." Kinkade suggests a more industry-specific system.

Training can also be a factor. Gary Miles. Dimensions programming director, says training on their software and operating system takes about 32 hours. On the other hand, he says, "l know of a competent individual who took a 32-hour class on the UNIX system alone and came away with very little confidence about using the operating system."

Others consider speed a problem for UNIX not just in training but also in operation. "They're now touting

UNIX as the be all and end all of operating systems," says Tom Dwyer, president of Spruce Computer Systems, Latham, N.Y. "There's more to it. First, it's not that quick or fast, and you can't have people standing in lines at point-ofsales for a long time."

Foremost, he thinks that when selecting a computer system, the operating system should be a low priority consideration. "The decision shouldn't depend on the operating system," Dwyer says. "As long as the system as a whole does what you need it to do, it's a suitable operating system."

The computer company, he stresses, should be most heavily evaluated. You should find a stable firm offering good service and support and specialized in your industry.

UNIX users seem to be investing more for added security. "l would issue a caution," warns Eckely. "Look at where you'll be in three to five years. You must protect your software investment in money and time. A lot of training goes into introducing software. And if in three to five years you've outgrown Your system, if you don't have a way of bringing that software with you, you'll have lost everything. You'll have to go through that entire process again."

Perhaps enough of a consideration for you to look at the unseen.

Story at a Glance

UNIX operating system advantages : multi-user, mu lti-tasking, portable, unlimited capabilities ... disadvantages: may be slower, too difficult, time consuming to learn, not industry specific.

Talkingbackrrr electronically

p ORGET the post ofllce. Never J. mind personal messengers or Federal Express. Even fax machines may seem out of date. Soon lumber and building material retailers may be communicating with their customers, brokers, mills, suppliers and each other over their computers.

Electronic Data Interchange (EDl) systems ofler a standard link for computer-to-computer exchanges of business data. A large number of vendors and more and more dealers are discovering the paperwork-free benefits provided by EDl.

Tindell's Inc., Knoxville, Tn., is currently installing a state-of-the-art

program with a number of communication capabilities. Tindell's has dealt with its current computer company since 1982, periodically upgrading the system over the years to keep its three stores and truss shop at the leading edge of technology. The company has grown to sales last year of $14.2 million.

Its latest software package, WGS from Dataline, has a wide variety of functions: word processingl document productionl window capabilities, permitting multiple images on the screen simultaneouslyl time management, scheduling appointments and providing a desktop

Electronic Trade Show

Long before most building material retailers ever heard the term "EDI," co-op Central Builders Supplies Co. installed its A-Line communication system, the medium for its annual electronic buying show.

Most of the more than 500 members of the Sturgis, Mi., based buying group are hooked up to A-Line, receiving instant access to cBS headquarters, other dealers and other A-Line computers within their own companies.

And each year the system carries a late summer trade show in which dealers can sign up for new products and take advantage of special bargains.

This year's August 9-10 fourth annual show received the best response yet, up to 260/o more orders placed than last year.

A special feature this year was a further refining of the ordering process. The A-Line system is such that it can be continually upgraded without expensive additions. "lf you just keep adding components, it gets more and more cumbersomeo" explains CBS director of communications Cheryl Bolles. "And this way, dealers have the same access they had before to our mainframe."

Although A-Line offers a 24-hour hotline of communication, retailers can only order products over the computer once a year, during the electronic show. CBS is analyzing this show's results to see if it is yet feasible to incorporate electronic ordering on a daily basis.

CBS is constantly innovating to keep it one step ahead.

calendar: spread sheet generation; inventory budgeting, and electronic mail.

Electronic mail allows stores to send personal messages to each other over the computer lines. A signal alerts the receiving, computer that mail has arrived. Spread sheets and other information can also be sent via the system.

Yet it will be some time before Tindell's is able to utilize all of the technology now at its fingertips. "We're up to our elbows in alligators with everything else," says vice president of purchasing & sales Gene McKinney. "ln the course of doing business, you can get into something like this only so fast." lt takes time not only to train the staff, but also to integrate the new capabilities.

In its first month with the new software, Tindell's explored calendar, spread sheet and some communication functions. The Oak Ridge, Tn., store is already relying on the system to handle a huge new contract, furnishing building materials to a manufacturer of top secret government projects. The three-year contract with two one-year options will bring in about $2 million a year.

Story at a Glance

Electronic Data Interchange pro vides computer-to-computer communication between suppliers, retailers and customers

Tennessee retailer uses new system to exchange daily business data with accounts.

"Any heavy industry that uses a lot of materials, hardware, tools or whatever needs to be working on a just-in-time delivery system," explains McKinney. "They can't keep all that inventory on hand. They must be in league with someone who can guarantee they'll have exactly what they need when they need it."

The constant stream of quote requests, price lists, orders, invoices and billings requires the high degree of organization supplied by the new software. Tindell's and. in turn. their customers are instantly updated with news of new products and indexed catalogs.

The result: quicker, more accurate, less expensive communication.

Choosi ng o compuier system should fi be o risky Yehlure.

When you're ready to install or upgFade a computer system for your lumber business, you want a company that won't leave you walking the plank. That's why you shouldn't trust your busines to anyone less than Laventhol & Horwath.

As the nation's ninthJargest accountingi and business consulting firm, with more than 70 years' experience in serving mid-size companies, we gve you the peace of mind of knowing we'll be here when you need us. From planning, to installation and implementation, to ongoing maintenance and support.

And we $ve you the confidence of knowing you're getting a field-proven

system designed specifically to help lumber wholesale/retail businesses betcome morelefficient and profitable.

Based on your needs, we'll put toglether a systrem to handle your inventory purchasing, order processing, POS, accounts receivable/payable, G/L, payroll, and more. All based on top-quality hardware and the portable LJND(o operating systern. And all at a cost that makes sense for your business.

For full details, fill out and mail the coupon today, or call George Kutiler at 1-8fi)-445-4334. You'll feel better having our experience on board.

Are you ready for a computer upgrade?

lly Dean Evans Thc Lockwood Association. lnc. San Antonio, Tx.

VER three-quarters of the na-

tion's building materials dealers have already installed some form of computerization. With so many computers in operation, industry executives are turning their attention from "should we computerize?" to "should we upgrade?"

The upgrade decision is usually "yes," if the system is four or five years old, but it may not be the right decision for every dealer. To help determine if an upgrade is right for you, let's examine some of the reasons other dealers have chosen to upgrade.

lmproved inventory management and increased personnel efficiency often justify that first computer system. Capacity constraints and external requirements usually motivate system upgrades. However, strategic business plans, especially those to improve sales and market share, should drive the upgrade decision.

Lack of processing capacity furnishes the most obvious reason for upgrading a computer. Increasing utilization will eventually "bring a system to its knees." Capacity constraints not only limit addition of accounts, products, and peripheral devices, but can drag response time to unacceptable levels. Customers (and employees, too) balk as response times approach two seconds.

More frequent hardware failures and higher maintenance fees precipitate the replacement of many aging computers. In some cases, the savings on maintenance alone will pay for a new processor within two years.

features often eliminate the need for on-site service calls, providing the added bonus of even greater processor availability.

Understandably, software deficiencies are the leading reason for complete system changes. These deficiencies range from "it just doesn't work right" to "the competition's computer is better than mine."

Changes in laws and regulations cause many systems to become deficient. Older systems often can't correctly apply variable sales tax rates based on product, customer, usage, and/or location. Current tax and payroll reporting regulations (including computer tape submission requirements) have forced upgrades.

Newer systems help dealers overcome growing employee pressures by permitting implementation of popular benefits such as "cafeteria plans" and direct payroll deposit. Moreover, applicant and personnel tracking systems aid selection of the best employees and facilitate compliance with government requirements.

Competitive pressures generate the most pervasive and strategically important reasons for an upgrade. Some of the most successful dealers have changed systems just to gain a competitive advantage.

Checkout lanes usually provide your customer's last and most enduring impression so service has to be good. Quick check-out and accurate pricing are an absolute must. Product name searches (when product SKU numbers are missing) and transaction suspend/resume (when wallets or purchases are forgotten)

speed check-out and keep customers coming back. An on-line price look up that returns each customer's correct product price (including promotions and "special deals") prevents loss of profits and customers.

Some businesses change systems because their point-of-sale is too complicated for less skilled employees to operate. POS devices must be simple to operate yet sophisticated enough to provide validation of credit, identification of authorized purchasers, multiple types of tender, changes in tender type, and more. They've got to be fast, too.

Customer service demands are another key factor affecting the upgrade decision. Customers like dealing with a "pro" who knows what's in stock, where it is, how to use it, and what else would be helpful. lt's tough to hire, train and retain employees with those skills, but an effective computer system can help a rookie sound like a pro.

You should be preparing to implement UPC bar code scanning. It's coming. Full scale implementation of Electronic Data Interchange (EDl) is not far behind either.

Routinely review your computer capabilities just as you review other strategic elements of your company. It certainly doesn't make sense to consider a computer upgrade if your current system satisfies the projected capacity, capability, and competitive challenges of your business. However, investigate computing alternatives if you've identified potential shortcomings in your existing system. Talk first with your current computer vendor, then contact other vendors to learn what's available.

Even if you're just contemplating a hardware upgrade, take the time to evaluate both hardware and software options. Don't lock yourself into outdated software. Decide what's best for your company's long term strategy because computers are a long term investment that affects your ultimate success.

Story at a Glance

Questions to ask yourself if you're thinking about replacing or upgrading a computer system .. ways to decide long term strategy nuts & boltsof computer selection.

Space Management

Several home centers are following the lead of the grocery stores in using bar code data to determine placement of merchandise on shelves.

Using special software and sales information gleaned from bar code scanners at the checkout counters, the stores are able to respond to buying trends by reallocating shelf space to provide more room for fast selling items and eliminate dogs. "For the first time, this provides a method for truly tailoring stores to customers' needs," said Willard Bishop, a Chicago, Il., retail consultant.

Home Depot, Handy Andy, Lowe's and Builders Square are among home centers now using or considering space management programs such as these, according to Dan Raftery, a vice president at Willard Bishop Consulting, Ltd.

Bar code update

n AR CODING for Iumber and EI norn" cenrer ciealers appears to be a sure thing as the associations ready guidelines and chains begin to experiment with point of sale scanning devices.

National Forest Products Association's bar coding committee headed by Dave Brewster of Georgia Pacific, Atlanta, Ga., has targeted the first week in October for issuing recommendations to the industry. Little is being said about their findings, except Brewster confirms that ink jet UPC stamps will not be used. Adhesive tags for plywood and studs and plastic tags stapled to pressure treated products have been deemed recommendable.

The American Hardware Manufacturers Association issued guidelines at the National Hardware Show with an emphasis on bar coding cartons with UPC stickers.

Large chains such as Home Depot and Builders Square have launched

Story at a Glance

Associations issue bar code recommendations. lumber manufacturers experiment with labels. .. dealers cautaous about cost.

pilot programs using point of sale scanning of bar codes. They report efficiency has increased and that both customers and cashiers like the system.

However, few independent stores have adopted point ofsale scanning. Although they admit that it can improve accuracy and efficiency, most are reluctant to spend the dollars necessary. Some also express fears that the cost of bar coding will be passed on to them by the manufacturers, especially for lumber since only a small percentage of the lumber produced is sold at retail.

First Bar Coded Lumber Meets Industry Challenge

After listening to gripes by home centers that wood producers keep up with the times by bar coding lumber, Boise Cascade is now waiting for retailers to play catch up.

The Boise. Id.. manufacturer recently became the first to offer UPC-labeled lumber, on 2x4 and 2x6 studs, but so far only the Fullerton, Ca.based HomeClub chain is carrying the products.

"There had been a tremendous amount of pressure on producers to begin to label lumber," explains Boise Cascade's Bob Edwards. "We took the challenge and came up with a way to do it. The irony is that very few chains have the equipment to scan."

HomeClub expected to stock bar coded lumber in all its stores by the end of August. And Home Depot is on its

heels. Says Mike Modansky, Home Depot wood products merchandiser: "We are right now fitting our stores across the country with UPC scanning guns. lt will be complete in a couple of months."

Still, Boise Cascade is thoroughly happy with its introduction. "Most important, it's working," says Edwards. "When we were first starting, we were hopeful ofa 90% success rate; meaning if l0% of the labels were knocked off, peeled off or otherwise came off, we would be pleased. Frankly, it's actually been about 980/0. Of the l6 units we counted this morning at the Boise HomeClub, 338 pieces to a unit, there were only I I studs without labels." A 99.8% success rate.

Other manufacturers may also be scrambling to follow

Boise Cascade's lead. "l was talking with the lumber department manager (of the Boise HomeClub) and he's so excited about it. He says there's incredible interest in it from other wood producersl virtually everyone and his brother has been in the store. "

Initially, Boise Cascade is bar coding five premium and contractor grade studs at its Elgin, Or., mill. Strong demand could lead to other UPCtagged products.

Plum Creek Timber Co., Seattle, Wa., has started manually applying labels to premium studs and should have equipment by year's end. "We're really groping our way along," says John Elwell, director of national sales and marketing. "We're being very cautious because when we do it, we want to do it right."

tNl LE vt/s lijlfillj lE i_p s

Liquidation salcs are bcing conrplctcd 'at IIandv Dan Ilome ('anters in llouston, l)allas and San Antonio. T'x.. locations as wcll as Ncw Orleans, La.t parent conlpany ('lrunnal I{onrc ('r,nttrs has f'ilecl going-out-of' business pcrnrits lor the stores

llonu, l)apot has purchased sites in (iwinnctt, ('layton ancl ('obb counties (Atlanta, (ia., area) lbr storcs to open in 19901 a reccntly opcncd storc in thc IJuckhcacl arca ol' Atlanta caters to upscale custome rs with $ | ,0(X) gokl plated laucets, $100 towel bars.

Lon('s held a grand opening lbr a new Asheville, N.(1., store (see p. 22 f<>r story), relocated its (irecnsvillc, N.('., operation to a new 60.000 sq. ft. store, and neared conrpletion ol'a llenderson. N.C'., store; a (ireenwood, S.('., storc under construction is slated l'or opening in early 1990...

tlottrt, Dcpot is converting all checkouts to universal product code scanning systems with completion set lbr Jan. 1990.

Williams Bro.s. will convert its closed Liburn, (iir., store into a tool rental business; Maxey-Bosshardt, Duluth, Ga., is buying the Williams Bro.s. distribution operation, Willco...

,Skidntore Lunber C'o.. Beeville, Tx., has moved to a new location after 70 yearsl a name change and 7 day a week operations are in the offing .

Stottlemyer & Shoemaker Lumber Co., Sarasota, Fl., has broken ground for a new store in Englewood. l'1.; started a $l million modernization of its truss plant, and purchased Old South Lumber Co.. Palmetto. Fl..

('urr<,ll's Lunthe4'ja<'k, l:lk ('ity, 0k., has completed a remodeling project ... Ilardmun's lttmber, Arkadclphia, Ar.. has added tif ,0(X) sq. fi. to the storc. . llurst .S/rrac r{ l|uildcrs Suppl.y, ('o., 'fulsa. Ok., has been acquired by Jim Wagoncr, lbrmcr v.11. ancl co-owncr

[,umht,r Murt, ()uymon, Ok.. hacl a llre o{' undetcrnrined origin in its nroulding storage area "'('it1' I'untber & Ilardware, Oonway, Ar., has closed.

Ilt,tltingcr ('o. will open a IIonrc Quarters Warehouse this fall in (iastonia, N.(1., and two in the Richmond, Va., area later

Anniversaries'. Jt'nkins Wholt'sale Supply (b.. North Wilkesboro, N.C., 75 years: D & J l{ordx,are and Building .\uppl.v, Lone Grove. Ok., 8l Scttt<'o Lumhar, (irove. Ok.. 20'. Donaldson ct Yaltn Lunther Deoler.s. Perry. Ok., 70 Fuller Lunber Cir., Byhalia, Ms.. 2-5.

Stringlellou, Luntber (b., Ilirnringham, Al., has opened a branch ofllce, Titnber Tex Foresl Products, in Plano. Tx., Terry Clarron, Charles Puckett and John Elwell handling sales.

Robinsort Lumber ('o.. New Orleans, La.. has a new importexport offlce in Savannah, Ga., Joe Buckhaults, mgr. .. Diomond Hill is building a new DC in (ireensboro, N.C. .

Chaney Lumber, London, Ky., has added a new lumber grading station ... Chesapeake Wood Treating Co. is test marketing Wood * Plus in Lowe 's and Home Quarters Warehoust: stores.

Louisiana-Pac#ic plans to start building an Inner-Seal OSB plant in Silsbee, Tx., this fall Hickson lnternltional has relo-

cilted its llq. to Atlanta. (ia. (sec p. 5 lirr storv).

U,tG ('or7r. will nrovc its headquartcrs in 1992 into t J-5 story towcr bcing built two blocks lionr thc prescnt olllccs in ('hicago, ll.

Lightning was blamcd lor a .lune lunrbcr lrrc at ('oustul Lunther ('o.. llamberg, S.('. . . Soutltw'(,st(rn l"x'igltt ('urrfurs. Rutherftrrdton. N.('.. rcccivcd Lowt"s I 988 -I'ransportation ('arricr of thc Year award.

Union ('um1t has movecl its l:olkston, (ia., sales olllce to Mcldrinr. (ia. ... Unitcd Plytt'txxl.s & I-unrber, /nr'., llirnringham. Al.. was namcd Wholesaler ol'thc Ycar by Statcs Vent<'r and Non-Mclropolitan Wholcsalcr of thc Ycar by Abiribi .

('trstom Wltolasala l''loors. lnc.Miami. lil., has opencd a 10,000 sq. li. sales ancl distribution ccnter in Atlanta, (ia., Peyton Vickcrs, mgr. . Tibbals l"looring ('o., Oneida. Tn.. plans to build a $16 nrillion plant on 80 acres in l'}ulaski ('ounty. Kv. .

Mid-Amerit'a Products. llot Springs, Ar.. has been acquired by P&M ('edar Products, Inc., Stockton. (la. (sec p. 22 for story).

North ('arolitru Buildiru: Code ('ounciI has prroposed new restrictions on treated lumber quality nrarking which would recognize only indelible ink or branded stamps or metal tags placecl no closer than two l'eet fionr either end ol'the piece.

Construction of new houses. apartments and condos dropped 8'/o in the second quarter .tap l0 ltousing areas: Atlanta, Ga., down 34olr; West Palm Beach/ Boca Raton/Delray Beach, l-1", up 291)/0. .

Housing starts for July (latest l'igs.) were up 0.8%, to a seasonally adjusted annual rate of 1.43 million . Single family home starts edged. up 6,3ah; multi-family starts fell l4.l}h'. building permits dropped 3iXr.

Palco-Loc Redwood Exterior Siding Beautiful and Economical.

-alco-Loc

is manufactured from Palco s architecptural quality Certified Kiln Dried California I redwood. lt is finger-jointed and electronically end glued to produce durable, long-length pieces. Manufactured with exterior waterproof adhesive, Palco-Loc complies with building codes for exterior applications.

Stays Straight and Flat

Even in the widest widths and longest lengths, PalcoLoc redwood is perfectly straight and has more dimensional stability than solid pieces of the same size. lts easier to apply and resists cupping or crooking. One inch nominal Patterns and S4S are a full 3/a" net for added stability.

Long Lengths

Palco-Loc redwood exterior siding is usually purchased in 16'to20' random length packagesalthough other lengths can be ordered.

Clear All Heart Vertlcal Grain

This is the highest grade of redwood, unmatched by other species. Palco-Loc exterior siding is carefully machined providing a high quality surface. lt also has little or no pitch resulting in superior paint and stain retention.

Economical

Palco-Loc redwood exterior siding is considerably less costly than solid long length pieces of the same grade and the convenient lengths reduce application costs and waste.

Palco-Loc. AtJlrri ety of Applications to LowerYour Costs.

Both Clear All Heart Vertical Grain and Clear Mixed Grain are available in S4S, fascia, bevel siding and patterns. Clear Al I Heart Vertical Grai n is knot-free all heartwood and provides the finest surface for maximum f inish life. Clear Mixed Grain contains sapwood and otfers a lower cost alternative. The product is manufactured in two thicknesses, 1" (34" net) and 11/q" (11/rc" net) with widths ranging lrom 2" through 12".

Clear Mixed Grain ClearAll Heart Vertical Grain

The superiordimensional stability of Palco-Loc Fascia consistently provides a straight, smooth and f lat installation. This assures that soffits can be easily applied and will maintain their position. This product is manufactured in single or double plow for 1/4" or 3/a" soffit material. Palco-Loc plowed fascia, not only permits easy soffit application, but reduces applications costs and eliminates the need for moulding. Full 3/a" net thickness gives added value in stability and nail holding for gutters.

ldeally suited for new construction or remodeling, beautiful Palco-Loc Interior Paneling is economical and can be ordered in either Clear All Heart Vedical Grain or Clear Mixed Grain in any standard size and pattern.

Palco-Loc Bevel Siding

The convenient long lengths of Palco-Loc Bevel Siding reduce application costs and result in fewer butt joints on most wall areas. Natural resistance to flamespread helps Palco-Loc redwood siding protect homes in ways most other wood sidings can't. And of course, redwood heartwood is famous for its resistance to decay and insects. May be ordered in both t12" and 34" standard CRA patterns.

Palco-Loc Fascia

Palco-Loc Interior Paneling

CALENDAR

SEPTEMBER

Wallace Hardware Co. - Sept. 12-13, market, Grand Hotel & Convention Center, Pigeon Forge, Tn.

Timber'89 - Sept. l3-22, international exposition, Moscow, U.S.S.R.

Florida Lumber & Building Material Dealers AssociationSept. 14-16, convention/buying show, Marriott World Center, Orlando, Fl.

Lumbermens Association of Texas - Sept. 14-16, lall board & committee meetings, Lubbock, Tx.

DIY '89 - Sept. l7-19, Britain's Home lmprovement Trade Show, Earls Court, London, England.

National Oak Flooring Manufacturers Association - Sept. l8-22, hardwood flooring installation school, Memphis, Tn.

Bygg Reis Deg - Sept. 22 - Oct. l, Nordic Builders Exposition, Sjolyst Exhibition Center, Oslo, Norway.

Wimsatt Bros. - Sept. 23, open house, Lexington, Ky.

Zork Hardware Co. - Sept. 23-24, Sentry market, El Paso Civic Center, El Paso, Tx.

North American Wholesale Lumber Association - Sept. 2829, sector meeting, Marriott Bay Point Resort, Panama City, Fl.

OCTOBER

American Plywood AssociationOct. 2-3, annual meeting, Portland, Or.

Hardwood Plywood Manufacturers Association - Oct. 3-6, lall conference, Mayflower Hotel, Washington, D.C.

National Kitchen Cabinet AssociationOct. 4-6. annual management conflerence & expo, Ramada HotelCivic Center Plaza, Birmingham, Al.

S&T Wholesale HardwareOct. 7-8, Sentry market, Commonwealth Convention Center, Louisville, Ky

Southern Forest Products AssociationOct. 15-17, annual meeting, Marriott Rivercenter, San Antonio, Tx.

National Hardware ConventionOct. 15-18, co-sponsored by American Hardware Manufacturers Association & National Wholesale Hardware Association, Marriott Hotel at Copley Place, Boston, Ma.

Lumbermen's Club of MemphisOct. 16, Logger's Lunch, Racquet Club, Memphis, Tn.; Oct. 16-21, Wood Products Week.

Mid-America Lumbermens AssociationOct. 19, executive committee meeting; Oct. 20, board of directors meeting, Kansas City, Mo.

Kentucky Lumber & Building Material Dealers AssociationOct. 25-26, fall board meeting, Opryland Hotel, Nashville, Tn.

National Lumber & Building Material Dealers AssociationOct. 25-28, convention, Opryland Hotel, Nashville, Tn.

Mid-America Lumbermens AssociationOct. 26, estimating school, Tulsa, Ok.; Oct.27, Oklahoma City, Ok.

Ace HardwareOct. 27-30, convention, Georgia World Congress Center, Atlanta, Ga.

National Building Material Distributors Association - Oct. 2E-30, annual convention & exhibit, Opryland Hotel, Nashville. Tn.

Providing Total Information Management for the Forest Products lndustry:

.

DISTRIBUTION YARDS

PRODUCTION OPERATIONS

.

Sawmill, Remanulacturing

Facilities, Kiln Operations, Treating Plants, Millwork Plants

. BROKERAGE OPERATIONS

Gary Miller

CONTACT:

ome Center Merchant

BILL FISHMAN

Bill Fishman & Atliliates

ln the "Positioning" segment of the workshop we will demonstrate how to correct an image problem, what can u, learned lrom focus groups, conducting inexpensive surveys, meaningful services to offer and how to expand the market.

11650 lberia Place

rA TARTIN(i this l)ecember, Joe

til Samulin and I will be touring the country conducting two-day workshops entitfed Slore Managernent & Aggressivt' Markcting lor Rctailers ql Homc lmproventent Products. This will be specifically pinpointcd to topics of concern to retailers of lumber, building materials and olher catcgories sold in home centers and lumberyards.

Joe, who makes his home in San Antonio, Tx., has been traveling the world consulting with retailers. This year he has been involved in the designing and redesigning of stores in Australia, New Zealand and Chile in addition to his United States work. This past spring when I asked him to find time to do a lunch & learn session at the National l'lome Center Show, he packed the room.

I was a little skeptical when Joe apSan Diego, Ca.92128 proached me about creating a joint workshop program. It has been a few years since I have done any platform work. I wondered whether today the industry was too sophisticated for our subject matter. "The need is still there," Joe confirmed. "There are retailers still building stores with balconiesl waiting 'til Tuesday to merchandise Thursday's ads; allowing their sales desk to be used as an impregnable fortressl capturing no vilal information from their cash registers; stifling their growth because of lack olqualified help. ." The list went on.

This week we began to assemble the curriculum and the take-home materials that will be presented during our workshop. One segment is called "The Userl"riendly Store" and features concepts lor store tralTic patterns, colors, signing, departmentalization, the co-existence of contraclor & d-i-y business, the pay back in retrofits and appealing to the real decision makerthe woman.

Now Available..o The 1989-90 Mid-America Buyer's Guide & Deder DIRBCT@RV

Over I 2, OO0 retail lumber and bulldlng materlal dealers in Arkansas, Kansas, Mtssourt, Nebraska & Oklahoma are listed in Mid-America Lumbermens Associatlon's 1989-90 Buyer's Guide & Dealer Directory.

The directory is a tailor-made calltng llst for sales reps that includes the company name, address, phone number and person to contact in each yard, and the headquarters of line yards active in the 5 state area.

I have seen testimonial letters to Joe, from the store manager to the ceo, relating to his time management system to increase productivity and reduce slress. This will be covered under "Store Manag,ement," which will also encompass what-to-do when more competition moves into the market.

Another workshop topic is "Sales & Inventory Management, which demonslrates how open-to-buy systems increase margins, and what you can learn from your cash register with or without a computer. The sessions on "Merchandising and Advertising" detail the l0 top selling categoriest negotiating techniquesl budgeting and annual advertising budget: all about co-op advertising; how to produce effective advertising.

The "About People" topic covers: finding great store help: incentive programs; conducting a review.

Our road show opens in Chicago this I)ecember and moves to Orange County, Ca., at the end of January, Atlanta, Ga., in April, and Vancouver, l].C., in May. Come see us, live, on stage, together for the very first time.

IIARI|UUARE Industry Week and the National Hardware Show attracted 70,0000 to McCormick Place Complex in Chicago, ll., Aug. 1316, including: 'llf John Calnmore, -wark Pembrooke. l2l Steve Wolfe, Joseph Benetka. l3l Neil Maglous, William Farrell, AHMA exec. director,0onald Adams. l4l Pat

Simpson. l5l our columnist Bill Fishman. 16l Dick Passaglia, Rick Kost. (71 Bill Donovan, Carmen Fraser. l8l Thomas McKelvev, Julian Scruggs. l9l Sylvia Puffelis, Jerry Sporich. ll0l Jim Henderson, Randv Konkel, John Pond.llllsara Bills, CherylWald. ll2l Dave & Shirley Norcross. ll3lWilliam Younger Jr.

ll4l Don Johnson. ll5l Charles McFarland, Jelf Gavin, Jack Martin. ll6l Ron Beal, Joe Wildman, Jim Tipton. llTl RicharO Bohl. (l8l our sales mgr. Jean Gogerty, Kermit Tucker, Nelson Russell.

NAVA.PINE Premium Quality Lumber

Half Pak HIL.

NAVA.PAK

Handi-cut/ Home Ctr. Brds.

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P&M Buyr iild-Amerlcc Go.

P&M Cedar Products. Inc.. Stockton. Ca., has acquired MidAmerica Products and formed a subsidiary, P&M Consumer Products, Inc., to market its products.

Mid-America Products, formerly a division of Smith Whetstone. Inc.. is located in Hot Springs, Ar. The company produces a variety of aromatic cedar products including closet and drawer lining, sweater boxes, aroma blocks and other specialty items.

P&M Cedar Products, Inc., will market these products as well as CedarPro, OakPro and PinePro Plank Paneling and CedarPro box moulding.

Larry Hood will be president of the newly formed subsidiary while remaining president of P&M Lumber Products. Inc. and Technicut, Inc., both subsidiaries of P&M Cedar Products. Gary Clarkson, former president of Mid-America, will be

New Water Repellent Wood

For many years, CCA treated lumber used in decks and outdoor projects has been guaranteed against termite and decay attack, but often had its life shortened by checking, splitting and weathering.

Although many companies came up with water repellent coatings to effectively protect the wood for a short period of time, the process had to be repeated at least once a year in most parts of the country because of the sun's ultraviolet light breaking down the surface coating. In the south, these coatings had to be applied twice a year.

Now scientists and engineers at CSI in Charlotte. N.C., have developed UltraWood, an additive for the CCA treating solution that provides water repellency. The additive is of such small molecular size that it penetrates the complete treated zone of the wood providing water repellency throughout the material rather than on the surface. This allows CSI to issue a 50 year warranty on water repellency as well as termite and decay attack.

While UltraWood costs more than regular treated wood, the payback is said to be less than two years on most projects, based on eliminating the annual application of surface

marketing manag,er for the new subsidiary. Charles Berolzheimer will be vice president/general manager; Mark Fish, national account sales manager for do-it-yourself products; Mario Marchi, manufacturing manager, overseeing operations at the McCloud, Ca., and Arkansas facilities. Richard Smith, flormer owner and president of Smith Whetstone, will continue as a consultant.

According to Berolzheimer, the creation of the new subsidiary is a milestone in P&M's continued growth. "Over the last few years, we've seen the retail-products side of P&M business expand phenomenally with a wealth of new products and increased sales." he said. "With the acquisition of MidAmerica. we're entering new segments of the do-it-yourself market and specialty wood-product markets. P&M Consumer Products will provide a unified foundation and concentrated marketing strength for all our retail ventures."

sealer. Wood protected with the product requires no special tools for working and can be painted or stained after it is very dry. UltraWood also reduces the tendency ofwood to check, split and warp in addition to keeping it looking good for many years.

Available in selected southern markets, UltraWood is proving popular with deck builders and do-ityourselfers.

Room For More Stores In N.C.

The addition of a Lowe's and a Paty Co. store to the Asheville, N.C., market appears to have created little concern among the dozen or so major building material suppliers in thriving Buncombe County.

Sparked by vacation and retirement home construction, the county has a high demand for building supplies. Daryl Bagwell, co-owner of Bagwell Lumber Co. in Fletcher, said that new stores in the Asheville area do not risk overstretching the market. Instead, he said, the growth is keeping up with the economy and pace of construction.

Gordon Miller, Paty store manager, said that contractors are looking to buy supplies locally.

OPERANNG OPPORTUNITIES

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

The.following is a continuation of a discussion of price cutting practices introduced in this column last month. See page 26 in the August issue for points one through ten -ed.

CHECK THE JOB.

Find out if any of the 38 ways to chisel on a job are being used.

DISCUSS THE PRODUCT.

Make the customer understand that someone can always build an inferior product to a price. Inferior merchandise is never a bargain.

CITE EXAMPLES.

Give the buyer a healthy fear of the lower price by citing examples and case histories of sad experiences of people who bought on price alone.

REFIGURE ACTUAL COSTS.

Determine if changing source of sup-

ply will lower the cost you previously figured.

FEATURE MONTHLY PAYMENTS.

Reduce the price to monthly installments and emphasize ease of payment and how small the difference is when spread over a period of use!

SELL YOUR COMPANY.

Emphasize all the good points about your company, its history, its personnel, its reputation. Build a buyer's yardstick and check off your sales points, one by one. Remember superior salesmanship can win over price.

CAN THE COMPETITION BE RIGHT?

Ascertain whether a mistake has been made in your competitor's estimates. By taking corrective action you may make a friend. BE REASONABLE.

Demonstrate the difference between price and value. Always avoid an argumentative attitude. Talk customer benefits instead.

THINK OF THE FUTURE.

Consider the ethics and future implications of cutting or not cutting your price.

OFFSET A CONCESSION.

Plan a sale at a compensatory price to offset any concession. Always remember that any concession from price, every penny of it, come right out of net profit!

Art Hood believed that the fundamental pricing problem in retailing was establishing a mark-up which would compensate for the cost of goods sold and for the services rendered in the process without handicapping sales results. You can read the very beginnings of matrix pricing into his philosophies. He, like the rest of us, thought one ought to be paid for what one did.

FREE OFFER

Art Hood's list of competitive services and ways competitors can chisel and skimp on them is available to those who send a stamped, self-addressed envelope to Wally Lynch, Paid Associates, P.O. Box 7 41623. Dallas. Tx.'7 5243

Offers true turnkey computer solutions featuring:

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Coming in October . . . ANNUAL HARDWOOD SPECIAL ISSUE

The October issue of Building Products Digest will be a Special Issue 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, 1989. You'll be glad you did.

trcttna Products

SOUTHERN ASSOCIATION

Building Material Merchants' Association of Georgia and Alabama presented the Legislator of the Year award to State Representative Tommy Chambless of Albany, Ga.

Jimmy Nesbitt, Giles Builders Supply, Albany, Ga., who introduced the recipient, pointed out that he is vice chairman of the House Judiciary Committee which receives all lien laws introduced. Association president Fred Thomas, Cordele Sash & Lumber Co.. Cordele. Ga., made the presentation.

BMMA will hold a management conference Nov. 12-15 and the annual buving show Jan. l2-13.

Mid-America Lumbermens Association's Oklahoma members are invited to two basic estimating classes, in Tulsa, Oct. 23-24, and in Oklahoma City, Oct.26-27. The course will again be conducted by Keith Kluis, Lumber Tech I.

Oklahoma dealers with minority contractors as customers may want to remind them that a new law gives minority businesses a 50/o preference in all competitive bidding on state projepts. To qualify, companies must register for a certificate with the Office of Public Affairs.

Lumbermen's Association of Texas executive committee, board of directors and related committees will meet Sept. l4-16 in Lubbock to review and finalize an agenda of association business.

Items to be covered include ongoing membership drive activities, proposed bylaws revisions, current financial status and cash flow projections. Pension fund recommendations, insurance fund activities. service corporation organization and LUMPAC financial/trustee status also will be reviewed.

Florida Lumber & Building Material Dealers Association is meeting Sept. 14-16 for The Main Event, an annual convention/buying show, at Marriott World Center, Orlando. (A full report will be printed in the November issue.)

During the recent "facelifting" at the FLBMDA headquarters building, a special room was designated as a library

for members. Catalogs, periodicals, video tapes, legislative material, managerial aids, directories and product samples are maintained in it for dealer use.

Members may obtain an index of available materials by contacting the association oflice.

Oklahoma Lumbermen's Association will hold district meetings this month.

District 3 will meet Sept. l4 in McAlester; district 4, Oct. 3 in Enid, and districts 5 & 6 on Oct. 17 in Lawton. Districts I & 2 met Aug. 3l in Tulsa.

Format for all meetings calls for Dealer to Dealer discussion beginning at 4:30 p.m. A reception co-sponsored by associate members will follow at 6:30 with an evening program after dinner.

Don Wiard has been added to the OLA staff as a field representative. A former salesman for Weiser Lock Co., he has called on the yards in Oklahoma for 13 years.

Louisiana Building Material Dealers Association has established a library for its members.

Materials for education and sales training sessions or other purposes can be sent out by mail. Reservations may be made by phone.

Virginia Building Material Association will conduct seminars on credit management for the retail building material dealer and the mechanics lien law on Oct. 18 in Williamsburg, Oct. 25 in Lynchburg and Nov. 15 in Manassas.

M. Ronald Helms, senior vice president and treasurer of Roper Brothers Lumber Co., will conduct the seminars with the morning sessions devoted to general credit management guidelines and issues for dealers and the afternoon discussions focusing on what the store credit manager should know about the mechanics lien.

Helms, who is chairman-elect of the

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What's your

F AX machines are becoming almost as common as F the telephone for a varietyif communication purposes.

From 1984 to 1986. 433.000 fax machines were sold. In 1987, 424,000 machines sold. In 1988 that figure doubled to 864,000. Industry predictions call for it to double again this year to about 1.6 million.

Today, the fax for many people is a substitute for a stamp or a telephone call. Once the initial cost, which ranges from under $1000 for the most basic to $5000 for the model with all the options, is made, operation expense is nominal.

Slory at a Glance

Fascination with faxes will double this year . . ways to help you get the most for the least out of your equipment. .. a collection of practical suggestions and tips.

Fax fanatics claim sending a document by fax costs only pennies as opposed to dollars for overnight delivery. They also recommend faxing as a way to avoid the telephone tag syndrome.

The following is a collection of ideas to help you get the most use out of your fax for the least cost.

o While many companies have incoming and outgoing fax machines, it is more economical to have two or more machines connected with lines that rotate or hunt. This will make both (or all) machines available for either incoming or outgoing documents and allow incoming calls to be switched to a machine that is not occupied.

o Many fax owners are concerned about junk faxes or unsolicited faxes clogging their fax line and wasting fax paper. While there is legislation proposed in some states to stop this practice, it will probably continue much like unsolicited telephone calls. About the only solution, other than warning maverick senders by return fax that you don't want their material, is to pull the plug on your machine. Since most unsolicited faxes come after business hours, this may not be as drastic as it sounds. Of course, this won't work if you are receiving legitimate faxes 24 hours a day.

. Although the fax provides a fast, eflicient way of placing orders, receiving confirmation order, shipping manifests, copies of credit invoices and checks, it can be used by unscrupulous persons to bill you for unprovided services. The most common scam is sending a bill requesting payment for a fax directory listing. All invoices arriving by fax should be carefully checked before payment.

. Another hazard of faxing is the number of eyes to which material is exposed before reaching the recipient. Confidential or personal information should never be sent via fax.

o Documents sent by fax are perishable. Copies start fading in as little as a week and may become illegible after a time. Light accelerates the fading. Decomposition of the chemical coating used on the paper to create the facsimile image causes the fading. Faxes should be photocopied if the information is to be kept in permanent storage.

o When you can't reach a person by phone and your messages are being ignored, fill out a standard phone message slip with a detailed note, enlarge it on a photo copier and fax it to the hard-to-reach person. Communication experts say it brings results.

Engineered Products Are Hot

Retailers and home centers that want to increase contractor sales are turning to new engineered building component products for greater volume at higher margins. Glulam, I-Joist and LVL floor and roof beams, headers, joists and purlins are beginning to replace conventional stick-built framing throughout the nation.

Weyerhaeuser Co. now supplies all three of these components to building material retailers. The company is the only producer that manufactures most of its components and distributes a complete line through local customer service centers.

Retailers report that "once a builder uses an engineered beam or header, he will almost always order more." Builders and architects are specifying more components because they want the extra margin of strength and stability they provide.

Frank Harrington of Schubert Lumber in Knoxville, Tn., reports that "laminated veneer lumber (LVL) has really taken off with our contractor customers." He says that builders prefer the simplicity and strength plus the faster construction time of LVL, vs. old fashioned flitch

Arrowood Retums To Market

Fibreboard Technologies Corp. plans to bring Arrowood back on the market late this year.

A completely new structural framing product, Arrowood is the result of l3 years of research by the U.S. Forest Service. The product, which meets or exceeds all requirements for composite structural framing, is produced by combining the strength and qualities of LVL (laminated veneer lumber) and OSB (oriented strand board).

plate beams made up on the job site with dimension lumber and steel plates.

builder has found he can build homes up to 300/o faster with components, vs. conventional construction.

Harrington also notes that the trend toward building more "bonus rooms" over garages has increased components use because of the longer spans involved and the need to provide strong floor supports without post or columns in the middle of the garage area.

Spike Cissel of Manning Building Supply in Jacksonville, Fl., says that most of his builder customers are using some kind of engineered components.

"There are several trends which are making builders and architects order more engineered components from retail dealers. The so-called European Style designs have more complicated roofs with a lot of dormers, hips, and vaults. With conventional stick built construction, you can't frame these complex roofs. You need the strength and rigidity of a manufactured lumber beam. It also reduces the call-backs you get when dimension lumber twists and moves after it is in place," Harrington says. He also notes that one large tract

"You can't get dimension lumber to work on the 28 foot and longer spans that are needed in today's home construction," Cissel says. Manning supplies engineering help and technical assistance to builders who bring in their construction plans.

Weyerhaeuser inventories glulam, I-Joist and LVL components at its customer service centers and through independent distributors. They are available in a variety of widths and thicknesses for different span and load requirements. They are cut to specified lengths for fast local delivery.

While other engineered lumber products use the same combination of materials, two significant factors make Arrowood different from any other engineered structural framing product on the market today, Fibreboard Technologies spokesmen say. First, Arrowood is produced entirely from hardwood species. Secondly, and most important to the builder, Arrowood (unlike the wood l-beam) is produced in "full dimension" sizes. In other words, a2" x 10" is 1-l/2" x 9-l/4"',anda2" x 12" is l-7/2" xlll/4". This produces an engineered structural framing member that cuts, nails, and can be handled just like sawn lumber.

"That is the real secret of Arrowood's appeal," says Bill Jordan, sales manager. "Sawn lumber has become difficult to get in the wider widths and longer lengths. Many designers and builders looked to the wood l-beam as an answer to their problems, but the product has some very definite drawbacks. Arrowood gives the designer and builder the

consistent quality of an engineered product without the special handling problems associated with wood lbeams, and all at a more competitive price."

Arrowood will be produced in 2" x 8", 2" x 10", 2" x 12", 2" x 14", and 2" x 16" sizes in lengths of 12 feet, up to and including 36 feet, with no added premium for the longer lengths. Precision end trimming will be available at no extra charge.

Arrowood was sold successfully into all markets for most of 1987. "The confidence that those customers had in the product, particularly the builders, convinced us to take a serious look at this acquisition," says Ed McDonald, president of Fibreboard Technologies Corp., a wholly-owned subsidiary of Fibreboard Corp., Concord, Ca. The $35 million Arrowood plant sits on a 30 acre site just north of Roxboro, (Please

PERS NALS

Don Mrgruder has been named mgr. o[ Wickes Lumber Co., Pascagoula, Ms.

Cllff Rlng has joined the management team at Wholesale Wood Products. l)othan. Al.

l,es Hegen, chairman, pres. and c.e.o.. Wickes Lumber, has resigned. Joe Rosen is interim head.

Frenk Gllbert. owner. Gilbert Lumber & Supply Co., Prescott. Ar., is recuperating after heart bypass surgery.

M ark Rey, National l"orest Products Association, has been appointed executive director of the American l:orest Resource Alliance.

Meurice Anderson, receiving supervisor. Lowe's. West Columbia. S.C.. married Sandra Elaine Brown July 15, 1989. On the same day, Jill Marie Myers, Rocky Mount, N.C., wed Nelson Ray Winstead.

Rod Didier, Eastex Forest Products, Houston, Tx., and his family vacationed recently in the Smoky Mountains of Tennessee.

Patrick J. Behan has been named c.e.o. of Hill-Behan Lumber Co., succeeding W. L. Behan, Jr., who remains chairman of the board.

Robin R. Wildermuth. Proctor & Gamble Lumber Sales & Mfg., Memphis, Tn., has been transferred to Barnesville, Ga., as dryside operations mgr. Kim D. Wilkinson succeeds Wildermuth in lumber sales in Memphis, according to lumber sales mgr. Peter Albano.

Jeff Crouch is now co-mgr. of 84 Lumber. Riviera Beach. Fl.

Harry W. Sherman has resigned as corp. senior v.p. and pres. of Manville Forest Products, West Monroe, La. Bill Morrow is now exec. v.p. and replaced as gen. mgr. ofthe wood products div. by Steve Clark.

Wayne Nalls, v.p.-mktg., Diamond Lumber, Carrolton, Tx., and James Collins, v.p.-merchandising, have left the co.

Charlene Lynn Roby, Wickes Lumber, Goldsboro, N.C., married Jeffrey Alan Newcomb on June 4, 1989.

T. Marshall Hahn Jr., Georgia-Pacific, Atlanta, Ga., has been named CEO of the Year for the forest products industry for the fifth time by The Wall Street Transcripl.

Bill McManus, Tampa International, Tampa, Fl., is now v.p. - panel sales.

llrnle Rabrlais is now co-mgr. of 84 Lumber. New Orleans. La. New mgrs.: Eddle Mrrtln. S. Nashville, Tn.: Jeff Shrlver, llarrisonburg, Va., and Mrrtin Haskell, Newport News. Va.

M. Ronald Helms, senior v.p. and treas., Roper llros. Lumber ('o., Petersburg, Va., has been named national chairman-elect of the National Association of Credit Management.

J. Robert Harte. v.p. of human resources. llowater lnc.. (lalhoun. Tn.. has retired after 25 years with the co. Asst. v.p. Edwin H. Beaver lll succeeds him.

David Pearson Nestor, Plymart Lumber Co., Marietta, Ga.. married Carla Elizabeth Holt Aug. 5, 1989.

Tim Stillwell, Georgia-Pacific, Atlanta, Ga., has been promoted to group mgr. of specialty operations & development. C. Cory Elliott is now asst. group mgr., pine plywoodl Harry W. Rogers, group mgr., Southern hardwood sawmills. and Ronald L. McMahon, group mgr., softwood Iumber.

Curt Miller has been named director of the builder's hardware dept. at Causeway Lumber Co., l'ort Lauderdale, Fl., according to M. Scott Whiddon, pres.

Raymond Holoman is the new v.p. of the contractors div. of McCoy Lumber Co.. Greensboro. N.C.

Randy Loren has been appointed home territory mgr. of Benchmark Doors, Fredericksburg, Va.

Ralph Wilson has retired as pres. of the decorative products group of Premark lnternational alter I 8 years as pres. of subsidiary Ralph Wilson Plastics. Bobby Dillon succeeds him. Randy Jensen is a new mktg. specialist, and Art Dingee, product mgr., compact forming laminates.

Peter C. Browning is the new pres. and c.e.o. of Gold Bond Building Products, Charlotte, N.C., according to chairman John P. Hayes. Ken R. Reiswig, Gold Bond sales rep, Dallas. Tx.. has been honored with the lst annual President's Award.

Carol Stafford, Madill Lumber Co., Madill. Ok.. has been inducted into the Sand Bass Festival Hall of Fame. as one of the co-founders of the festival.

. Bulldlng Productr Dlgot

Ken Flelds and Tlm Mltchell. Lowe's, ('ookeville, Tn.. are celebrating their 5th anniversary with the co, Strey l,eon Somers, Lowe's. Reidsville. N.('.. married l,eslle Renee Chrtmon May 27. 1989. Chrrles A. Hrlllburton. Lumberton. N.('., wed Jullr Mrrle Flelds July I, 1989. Bryan Wllson Grrrlson, Morganton, N.('.. married l,eslle Ellen Wllson July 8, 1989. Sharon Jewel Cllfton, Lowe's, Mount Airy, N.C.. wed Wryne Edward Brrker Jr. July 22, 1989, and Gregory Mark Brldgeford, Lenoir. N.('.. married Glnr Ehlne Merde Sept. 9. 1989.

Wslter Foxworth, (ialbraith Steel & Supply (1o.. Lubbock, Tx., has been recognized as one of the co.'s top dealers.

Blll O'Connell. Norman Lumber Co., Norman, Ok., has been honored as a Norman Life Member by the Norman lluilders Association.

Rorne T. Hunter has joined CertainTeed Corp. as Atlanta, (ia., territory mgr.

Jane E,lizabeth Buchenen, Lowe's, New Bern, N.C., married John William Dunhgm Jr. on June 3. I 989.

Jay Wrenn is now a treated products sales rep lor Coastal Lumber Co., Weldon. N.C.

Roy A. Smith, pres., Southern Wood Preserving, Hattiesburg, Ms., has been named the state's 1989 Small Business Person of the Year by the U.S. Small Business Administration.

Jim Schaffer has lelt his exec. v.p.mktg./operations post at I)iamond Lumber, l)allas, Tx., to join Erb Lumber as pres.

James R. Dean has joined the sales staff of Dean Lumber Co.. Gilmer, Tx., specializing in Dricon fire retardant treated plywood and lumber.

Rich Gelatka is now roof insulation product mgr., roofing products div., The Celotex Corp., Tampa, Fl. Chuck Steiner is commercial roofing product mgr.; Tommy Young, roofing products div. operations mgr., and James Tabet, plant mgr., Camden, Ar.

Don Whipple has been named pres.elect of Builderama, Savannah, Ga., to succeed pres. Don Kole upon Kole's upcoming retirement.

Craig D. Weisbruch has been promoted to director of mktg.-gypsum products at Gold Bond Building Products, Charlotte, N.C.

Mike Oaster is the new sales mgr. at General Sentry Hardware Co., Jacksonville, Fl., replacing Terry Rowe, now sales mgr. in Greensboro, N.C. Also in Jacksonville, George Breedon is now program mgr.; Tom Powell, So. Ga./No. Fl. sales repl Becky Montgomery, central Fl. rep, and Bill Schanen, warehouse mgr.

'lgss

Bob Edwards is the new president of American Freeform, Dallas, Tx. He had been with Lee Roy Jordan Redwood Lumber Co. for more than 20 years and was gen. mgr.

Tony Hare is the new operations mgr. at Lee Roy Jordan Redwood Lumber Co., Dallas, Tx. Ronnie Fuchs is handling buying and sales.

Marvin Matises has been appointed mktg. and sales director at Chesapeake Corp., Westpoint, Va.

Lee Roy Jordan, namesake of the Dallas, Tx., lumber firm and former linebacking great for the Dallas Cowboys, is to be inducted into the prestigious Ring of Honor at Dallas Stadium by team owner Jerry Jones. His former coach, Tom Landry, is also set to be inducted.

Bill Morton, Home Lumber Co., Hazard, Ky., is scheduled to be installed as pres. of the National Lumber & Building Materials Dealers Association.

Terry Carron, John Elwell and Charles Puckett havejoined the sales team at Timber Tex Forest Products. Plano. Tx., the newest office of Stringfellow Lumber Co., Birmingham, Al.

Barrett Smith has been named national accounts mgr. for Hoover Treated Wood Products, Thomson, Ga. Steve Borris is now treating plant sales mgr.

William G. Currie, pres., Universal Forest Products, will assume the additional duties of chairman and c.e.o. He succeeds Peter F. Secchia, the new U.S. Ambassador to ltaly.

Fursten Sekandz, a Finnish exchange student, is a summer trainee in the hardwood dept. at Mungus-Fungus Forest Products, Climax, Nv.. according to owners Hugh Mungus and Freddy Fungus.

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Thol's How lt Goes!

"This year I'm going to relax and .forget about selling! Open me a bottle of sales tax."

Electronlc Oven

Crill ranges with electronic controls and membrane touch control panels are new from Jenn-Air.

NEW PR DUCTS and selected

soles oids

Lumber SoftvYarc

A computer system providing the specialized trading information and financial controls previously available only to major trading companies has been developed by Lumbermens Software, Inc.

Created by and for those within the lumber industry, the integrated system addresses trading activities such as office wholesale, reload/distribution, mill sales and export sales. lts scope includes order entry, sales/cost of sales-invoicing,

TeleTerminal

A teleterminal providing access to one's computer system from a remote location using dial-up phone lines has been developed by Triad Systems Corp.

The teleterminal performs all the functions of a local video display terminal, allowing retailers to create orders, update inventory and handle bookkeeping from different locations.

Available are two configurations: a backoffice VDT workstation with two auto-dial, auto-answer modems and a point-of-sale VDT workstation

Do A Jig

A new portable jig from Gauge & Guide is said to cut studs exactly the

receipts/receivables. disbursements/payables, general ledgerlfinancial reporting and physical inventory.

The system is written in a relational database language that runs under the multi-user UNIX operating system. Entry level and larger systems are available.

It is offered on a turnkey basis, including installation, on-site training, custom programming and ongoing support.

Controls include clearly Iabeled function pads, time and temperature setting dial, display window with illuminated numbers and flashing directions, and a sound signal to announce when the oven has been preheated to a selected temperature.

Weight With Style

A variety of high fashion bathroom scales is new from Counselor.

The first incorporates the new AccuCycle weighing system, which uses a three lens electronic circuitry to search, lock and display the weight in rapid sequence, first registering the 100's place, then the l0's and then the single pounds. lt also features a sturdy steel platform, easyclean mat, 300lb. capacity, touch toe start, auto zeroing, automatic shutoff and strong steel housing with wrap-around bumper.

t*A mechanical scale has a rotating dial which always displays the weight at the top of the lens.

with two modems, which can support barcoding equipment and an invoice or cash register printer.

same length and square every time without excessive handling.

The two-piece jig attaches to l " x 3" strapping and positions the saw blade to cut studs in the proper place. Eliminating repetitive measuring. the gauge end grips the top ofa stud while the sole plate of a power saw slides along the guide's edge.

Suitable for studs up to 2" x 6", the device is made of a rugged plastic composite and is easily set up using thumb screws.

And the Big Ben features oversized, easy-to-read digits and a bold pointer mounted under scratch-resistant acrylic.

Check Mate

A new electronic payment system from Celerex Corp. allows retailers to quickly process and verify credit card and personal check transactions.

To operate the system, a clerk passes the check or credit card through a reader and then enters the

FREE READER SERVICE

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

No Strain, No Gain

purchase amount. The system quickly verifies the check or card, processes the sale, issues a receipt and stores the transaction. The information is electronically captured by the system and the funds automatically deposited into the merchant's bank.

At any point during the day, itemized management reports listing the day's transactions can be printed out.

D-l-Y Burglar Alarms

Two new easy-to-install wireless burglar alarms are available from Nalcor, Inc.

Offered in window-mounted or door-mounted models, the alarms are activated when the window or door is opened a quarter of an inch, triggering an 85-decibel horn.

Decorative sink strainers designed to fit all standard kitchen sinks are new from Jameco Industries. Featuring a durable epoxy finish, the stainless steel and brass strainers are available in seven bright colors.

Blade Of Class

A cutting tool for contractors, designed to handle such heavy duty cutting tasks as roofing, tile, insulation and sheetrock. is now available from Buck Work-Man. Its 3-in. hawkbill blade, made of high carbon, high chrome modified stainless stedl. locks oDen for safetv. When closed, the knife's overall length is 4-1/2" Rugged thermoplastic handles are textured for a sure grip.

Security Sensors

Security sensors which can be attached to high ticket merchandise to guard against shoplifting are new from Se-Kure Controls.

A reprogrammable shut-off, operated through a nine-button key pad, features three settings: off, instant and delay (allowing 15 seconds to deactivate the alarm by punching in the code).

Computer Combo

The Lumber Solution, a combination software and hardware package for the lumber industry, has been developed by Future Solutions.

The software offers quoting and estimating (industry standard lumber file, product description options, quotation lists), accounting (general ledger, accounts receivable/payable, order/invoice processing, inventory control. purchase orders). and sales analysis (by product group, custo-

The device is said to guard against pilferage and shoplifting.

Ticketing Software

A ticketing software package that allows home center retailers to create, edit and print custom tickets has been introduced by Monarch Marking Systems.

Since all files are stored on diskettes, there is no limit to the number of ticket formats. Data can be

merged together into a bar code or placed in a different location on the ticket using the software's merge field capability.

The program accepts downloaded ticketing information from an existing database, eliminating the need for re-keying data such as style, department, class and price.

mer, salesperson, distribution code and territory).

Trlple Shlnglee

An asphalt hip and ridge shingle with a built-in hinge for easy folding in a "/." shape for triple layering is new lrom Elk Corp. When nailed in place and overlaid. it is said to create a deeper shadow line without the time and expense of doubling pieces of standard shingles on hips and ridges.

The product comes in 39-3/8" x l3-114" shingles, perforated for segmenting into four l3-l/4" x9-27/32" ready to fold and apply pieceswith no cutting required.

The ridge is also pre-tapered to eliminate the need for hand trimming of the head lap before application.

It has a 5-518" exposure and comes in six colors.

Lawn In A Bag

Four seasons' worth of fertilizer in one package has been introduced by KOOS, Inc.

Four lawn applications are packaged in self-spreading poly-bags, including fertilizer with crab grass control, weed control, insect control and fall starter fertilizer. Each bag weighs 4 lbs.

The products require no spreader, since the bottom of the bags can be cut to reveal a series of holes. Shaken across the lawn, the inverted bags evenly distribute the fertilizer.

Brass For The Bath

Ten polished brass bath accessories are new from NuTone.

Crafted of hot-forged solid brass, the Sovereign line includes two paper holders and towel rings; 24" towel or robe hook; soap holder, tumbler holder or urn and brush set with ceramic components, and glass shell with solid brass trim.

Each piece is protected by a clear lacquer surface and constructed with concealed-screw mountings.

Reallstlc Burnlng

A new device from the Gas Research Institute simulates the warm appearance of a wood fire in natural gas fireplaces. When positioned over the burner for the gas fireplace log, a rod with a

Ladder Legs

A ladder accessory to improve the stability and safety of any ladder. has been introduced by Saf-T-Legs, Inc.

Flre Control

A new spray-on fire retardant has been introduced by WHS Sales, lnc.

Flame Barrier reportedly is safe to use on natural, synthetic and blended fabrics and textiles, and around children and pets.

The non-toxic, non-staining liquid can be used on such items as upholstered furniture, curtains, mattresses, artificial flowers and camping gear.

f t is available in l6 oz., 32 oz. and 64 oz. spray-pump bottles.

special coating seeds the flame with a colorant to produce a realistic, yellowish-orange fire.

The coloring effect reportedly will last I,000 to 1,500 hours ofexposure to the flames, thus needing replacement every three to five years.

bolt securely and easily to any standard extension ladder or stepladder.

They are adjustable from 8' to l4', and feature nylon and rubber foot pads and a hinged-bar design for compact folding.

lnhale, Exhale

The versatile Inflator/Deflator has been introduced by Campbell Hausfeld.

Operating on standard ll5-volt household current, the compressor weighs 5 lbs., is equipped with a han-

dle and wall hanger, and includes a built-in pressure gauge, 8-ft. air hose, universal adaptor and three inflation nozzles.

Rated at 125 psi, the tool is said to deliver air more than three times faster than comparable models.

Constructed of rugged, aircraftgrade aluminum, the legs are said to

Wood Filler-Upper

A colorful, compact merchandiser showcasing 48 quarter-pint cans of Famowood wood filler has been developed by Beverly Manufacturing Co.

Resembling a downsized version of a dry cleaner's retrieval system, it features high-low chrome hangbars, long-hang space, shoe racks and various bins and baskets.

Reversible gears control a permanently lubricated, enclosed motor. All electrical components are UL ap- proved, and the units are fully grounded. The system is freestanding and self-contained, although a wall brace is provided for further stability.

The revolving systems come in several sizes, designed to fit into walk-in closets that are at least 4' x 6' Units are 7'4" tall, requiring a 7'5" ceiling height for installation.

Place your classified ad now!

Also available in half-pint cans, the wood filler reportedly offers smooth, even application, fast adhesion. no noticeable shrinkage and easy sanding. It is waterproof, weatherproof, sticks to any clear surface, and is ready to use - right out of the can.

It is available in white, tupelo, birch, oak, ash, teak, cedar, alder, red oak, walnut, pine, cypress, redwood, white pine, fir, maple, mahogany and cherry shades.

Storage-Go-Round

The Closet Maid revolving closet system which reportedly can provide 100 sq. ft. of storage in only 34 sq. ft. of closet space is new from Clairsonlnternational.

Hot Water On Hand

A water dispenser which provides instant hot water is new from NuTone.

With an optimum temperature of 190" maintained by pre-set thermostat, HotTap provides up to 60 cups of "cooking hot" water an hour.

The system includes a fully insulated. l/2 gallon tank, electrical plug fitting a conventional outlet, FDAapproved rubber pipe to keep the faucet cool, and an easy-turn, chrome and black faucet. fior rightor left-hand operation,

Waterproof Backupg

Kitchen and bath tile backer board said not to deteriorate when wet has been introduced by USG.

Durock interior cement board is a factory-made Portland cement mortar panel, reinforced with glass-fiber mesh. The boards reportedly can be installed by one person with nails or screws.

DThey come in 3x4, 3x5 and 3x6 ft. sizes to back tile floors, walls and countertops.

Inulatlve Gombo Sldlng

Ultra-Lap, a combination siding, sheathing and insulation. is new from Temple Inland l:orest Products.

The foam insulation bonded to the back of hardboard siding provides higher R-values. The 12" wide by 16' long by 3/4" thick product is said to be bucklefree to reduce callbacks and lightweight for easy handling and installation.

The foam layer acts as a vapor barrier to prevent moisture from penetrating through the siding from the back. Additionally, the siding carries a new primer, RainPrime, which reportedly allows half as much water penetration as do conventional pnmers.

High Tech Tape

A new measuring instrument combining tape measure and electronic memory has been introduced by Cosa Corp.

Waterproof Deck Stain

A tough, water rePellent deck stain for wood has been developed by Okon, Inc.

The stain protects against moisture penetration, the sun's rayS, warping, cracking, water staining, peeling and blistering. while enhancing the beauty of the natural wood grain.

Due to its unique water-based formula, the product is easy and safe to use. No solvents are needed for clean up, and its non-toxic, nonflammable formula reportedly has little or no odor. doesn't irritate the

skin and won't harm vegetation or pets.

Ever Greener Grass

An automatic fertilizer, insecticide and fungicide feeder that hooks up to automatic sprinkler systems or regular hose sprinklers is new from Delorm International.

The easy-to-install Ever-Green system reportedly saves time, water and money, while eliminating spreaders, chemicals and burn spots. lt employs pre-measured, time release pellets.

aDistances are recorded on an LCD panel when the tape is pulled out. The tool automatically adds all lengths greater than the l0' or 25' tape to a running total.

A full function calculator is incorporated into the device along with a tape lock button.

The Quality Leader in Treated Wood Producfs

Mahogany Levels

Top-of-the-line l-beam levels of Honduran Mahogany are now available from Empire Level Manufacturing Corp.

The levels have a continuous aluminum frame around the length of the tool to prevent warpage. Neoprene end plates eliminate sharp corners and provide high shock absorbance.

Three lengths are offered: 24" with hand grips and 48" and 72" with hand holes.

Three-Coat Flooring

A three-product floor coating system has been developed for hardwearing surfaces by Plastics & Resins, Inc.

The Polafloor Colorcoat Svstem

includes a porous surface primer, single-pack polymer coating and two-component, aquaborne aliphatic urethane clear coating. The system reportedly contains no solvent or toxic components.

Power House

A new solar battery maintainer from Solarex Corp. reportedly can significantly extend the life of 12volt batteries.

The BatteryMate is a photovoltaic unit that turns sunlight into a steady flow of electricity, offsetting battery drain.

Pair Of Tool Pouches

Two new all-leather tool pouches riveted and stitched to withstand rugged use have been introduced by Vaco Products.

One has four large, gussetted utility pockets, two plier pockets, four screwdriver pockets and a knife snap. The 10" x 10" holder is slotted to fit belts up to l-3l4" wide.

UOYOU HNEA GOOD REASON TO PAY MORE?

A larger pouch features two closed-end pockets for long screwdrivers, two small pockets for stubby screwdrivers, a big double pocket for pliers, a special partitioned pocket for a 9-in. torpedo level, special pockets for wire stripper, awl and steel tape, two additional pockets, knife snap and anchored tape thong with snap-release and rivet swivel. The 10" x10-l/2" pouch fits belts up Io 2-l/2" wide.

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 power t0 its 500-plus dealer membership to insure the best possible And all discounts, rebates, datings and advertising funds are passed back to members.

Call Central Builders Supplies. Learn more about our unique system that helps you t0 remain competitive. And profitable. Headquarters

NEWLITERATURE

Computer Llterate

Eeginners Help Book on Personal Computersis $9.95 plus $1.80 shipping trom Countryside Publishing, Box 800603, Houston, Tx. 77280.

Deck Pack

A pressure treated deck builder's take-home sample packet, including a materials list lor future reference, maintenance suggestions, and a copy of Wolmanized wood's lifetime guarantee, is available from Hickson Corp., I100 Johnson Ferry Rd., NE, Atlanta, Ga. 30342.

Cedar Shakee & Shingles

A l2-p. manual on sidewall applications ofcedar shakes and shingles is lree from the Cedar Shake & Shingle Bureau, Ste. 275, 515 l l6th Ave. NE, Bellevue, Wa. 98004.

Faucet Flyer

A bath & kitchen laucet catalog featuring the new Renaissance Collection is free from Chicago Faucet Co., 2100 S. Nuclear Dr., Des Plaines, ll. 60018.

Door Pounding

A door weights chart and an architectural finish listing are free lrom Stanley Hardware, by calling (800) 622-4393.

Vent To Own

A new whole-house ventilation system brochure is free from Des Champs Laboratories, Box 440, E. Hanover, N.J. 07936.

Loose Fill Insulation

"Facts About Installed R-value with Mineral Fiber Loose Fill Insulation" is 250 from the Mineral Insulation Manufacturers Association, King St., Alexandria, Ya. 22314.

Roof Lines

"Quality Roof Construction: Tips on the Installation of Structural Wood Panels," a l5-min. video and American Plywood Association tip sheet, is $25 from APA Videos, Box 11700, Tacoma, Wa. 98411.

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!

Wood Dust Testing

"lndustrial Hygiene Technical Manual," a booklet on wood dust testing & monitoring procedures, is available from OSHA, by callins (301) 251-9250.

Tile Tales

The 6-p. "Ceramic Tile & Marble lnstallation Product Guide" is free from TEC Inc., 315 S. Hicks Rd., Palatine, ll. 60067.

Pallet Jack Safety

A l6-p. manual ol hand pallet truck safety guidelines is free lrom BT Lift lnc., Box 637, Wood Dale, Il. 60191.

OSB Poll

Results of an OSB and walerboard survey are free with a self-addressed, stamped envelope from Random Lengths, Box 867, Eugene, Or. 97405.

Paint Dump

A booklet on how to dispose of latex and solvent-based paint products is free lrom Wood-Kote Products Co., by calline (800) 843-7666.

Vanity Press

A marble vanity top brochure is free from Jensen, 1946 E. 46th St., Los Angeles, Ca. 90058.

New Garage Doors

Information on a new line of insulated steel residential garage doors is available from Clopay, by calling (800) 225-6729.

Great Outdoors

"Outdoor Spaces." a 20-p. booklet of 60 outdoor projects, is free for the lst copy, $l ea. thereafter lrom the Western Wood Products Association. 522 SW 5th Ave.. Portland. Or. 97204.

Ingulatlon Determlnations

"How Much lnsulation l)oes Your Home Really Need?," a brochure and full color poster helping consumers determine the recommended levels of insulation in their area olthe country, is lree from CertainTeed, Box 860, Valley l;orge, Pa. 19482.

Producing Panels

A fold-out booklet detailing how Sturdi-Wood roof decking panels are made is lree from Weyerhaeuser, 2000 l'rontis Plaza Blvd., Ste. l0l, WinstonSalem, N.C. 27103.

On The Wall

A Quik & Easy Ready-To-Use Wall and Ceiling Texture brochure is free from United States Gypsum Co., l0l S. Wacker Dr., Chicago, Il. 60606.

Fire Sale

An in-store videotape to merchandise fire extinguishers is available from Cease Fire Corp., by calling (800) 338-9010.

Window Set

Brochures on a pair of new vinyl replacement window systems are lree from Chelsea Building Products, 565 Cedar Way, Oakmont, Pa. 15139.

Metalwork Manual

Metalworking in the Home Shop, a 310-p. paperback on metal working tools, techniques and projects, is $14.95 from Sterling Publishing Co., 2 Park Ave.. New York. N.Y. 10016.

Water Watch

A l6-p. dealer training/customer take-home video and a 7-min., continuous loop merchandising video on the Acu-Drip watering system are available from Wade'Rain, by calling (800) 547831 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; 96. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready, $55 ifwe set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of Building Products Digest, 4500 Campus Dr., Suite 480, 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 ofthe month. PAYMENT MUST ACCOMPANY COPY unless you have esrablished credit with us.

JOE MAUGANS

INDUSTRIAL/Specialty Trader: Growing, establbhed Southeastern company.

SALARIED Traders: Bonus/profit sharing,/ retirement. Complete medical program.

MAUGANS AND ASSOCIATES

P.O. Box 36802 Birmineham, AL 35236

1-aoo-426-4772

1-800-643-5555

INTERESTED IN WEST COAST CEDAR & REDWOOD ITEMS?

For sidings call Doug Willis. For spa and sauna items contact Phil Heim or Doug Willis. Call Product Sales Co. (714) 9988680. Please see our ad on page 4.

FOR SALE: Independent retail building material, truss manufacturer and hardware store. Located Western Kentucky. 4,800 sq. ft. in store, 8,000 in warehouse & lumber storage. Owner wants to retire. Long established business. Write Box 83, c/o Building Producrs Digest.

NEED orders for Southern products to West Coast. Object: Back hauls for Ws51s1n p1s6ucts. Everett Larsen, M.L. Sandy Lumber Sales, P.O. Box 1535, Corinth, Ms. 388341535. Phone l-800-359-3890

proud ... we put our name on Every Piece!"

"Recruitingfor the Forest Products Industry"

Shedding light on the Ghost of the Forest

I T lS KNOWN as "The Ghost of I the Forest." After shedding its outer bark in irregular patches during the late fall, the tree may stand out in the forest on a dark winter night due to the stark white expanses of its smooth inner bark.

This shedding tree is sycamore ( Platanus ot'cidentalil , an abundant hardwood used primarily to manufacture furniture and furniture parts. The wood is claimed to possess selflubricating properties and, as such. has been used for years in the construction of drawer slides. lt somewhat resembles the more costly maple and birch. resulting in its use as a substitute for or a complement to these hardwoods in millwork and cabinetry.

Sycamore has also been used for paneling, interior trim, slack cooperage, flooring, handles, butcher blocks, novelties and accessories, while the lower grades go into shipping containers.

The tree features a thin, scaly, brown bark on the lower part of the trunk and very thin greenish bark on the upper trunk and limbs. During the autumn, this upper bark will shed, exposing bare areas of white or pale green inner bark, which becomes darker come the following summer.

The tree grows throughout almost every state east of the Great Plains, except for Minnesota and the northernmost areas of Wisconsin, Michigan and Maine. But it is most abundant in the moist Deep South. Syca-

morc is seldonr seen in dry areas, though plentiful in the rich soilalong the borders of streams and lakes.

One reason sycamore has become so abundant is its expansive method of dissemination. The sycamore fruil is a round, closely-pressed ball about one inch in diameter, made up of thousands of tiny individual seeds attached to a three to six inch stem. When dry, the seeds will blow for long distances in the wind and, being very light, will also float on water.

Story at a Glance

Sycamore can substitute for maple, birch plentiful in the Southern states... inexpensive, lots of untapped potential.

season, and plain-sawn stock, if placed under adverse moisture conditions, may be subject to slight movenrent due to its interlocking grain. In addition, it is not considered durable under conditions favorable to decay.

Still, many consider the finished surface of true quarter-sawn sycamore to be unsurpassed in sheer natural beauty. lts subtle wood is pinkish to flesh color, the heartwood several shades darker than the sapwood. When quartered, sycamore will resist warping, cupping, splitting and shrinkage:

The fine grain wood is moderately heavy, hard, stiff, strong and shock resistant, displaying intermediate nail-holding capabilities. It turns well on the lathe and has good bending qualities. Sycamore must be surfaced with a high-speed cutter, since low speeds may chip the wood. Its grain is rather fine and subdued.

American sycamore, also known as planetree, buttonball or buttonwood, is the only sycamore found in the eastern United States. Two others (California sycamore and Arizona sycamore) are native to the West, although they are both commercially unimportant.

Yet sycamore's growth well exceeds its cut. The wood is difficult to

The tree does hold one distinction among its peers: sycamore trees have grown to greater uniform diameters than any other hardwood in the North American forest. Trees have been reported with trunks more than l0 feet wide, consistent for their entire height of 130 to 140 feet. Still, this is the exception. Most felled logs will measure between l6 and 30 inches in diameter at the small end.

Sycamore is a neglected hardwood, readily available as lumber and veneer and comparatively quite inexpensive. Its uses are many, but its potential has yet to be tapped.

D\ro

Standard isn t your typical milltown. It's not even on most maps. Some folk probablywouldn t call it a town at all.

But we like to think of it as a wonderful mix of the very best of both the old and the new.

We ve got a zip code, but no post office. Cattle grze on ourproperty, right alongside our state-of-the-art hardwood plyrrood facility. And the people who work here would iust as soon spend a weekend fishing or panning for gold on the Tlolumne as theywould driving the 150 miles west to see the pro team play in San ['rancisco. After all,weve got the Curtis CreekMustangs. Righthere in Srandnd.

You see, there's a special brand ofpride in ttris small California town thatwe doubtyou'll find anluhere else in the country. Mainly, becausewe likewtatwe do.

We think that you'll sense that the moment you begin working wittr our people and our product.

"I think our quality is ttre best in the business. Even if wewere to charge more forourproduct, I don t thinkwe d lose but a customer or two. And I bet they'd be back before too long.

"We just have more pride, take more care, prepare our wood better, stand by our rules. Evenntere you can't see it. Because we know that wtren the end-user cuts open thatwood for cabinets orwhateve! there better not be any holes in it.

Armando Fregoso, Quality Control, l! years

Harmon Golns Sr., 63. founder of Goins Lumber Co.. Bells. Tx., died June 20. 1989. in Denison. Tx., after a lengthy illness.

Born in Skiatook, Ok., Mr. Goins began his lumber career in 1949 at Collins Pine Lumber Co., Chester, Ca. In 1959, he joined International Paper Co., Tulsa, Ok., and later moved to Lingo Leeper Lumber Co., Denison. He worked his way up to manager and officer of the chain. He opened his own company in 1966. He retired in 1985, serving as consultant as his sons carried on the business,

He was a past director of the Lumbermens Association of Texas.

Mr. Goins is survived by his widow, Myrtie, his mother. two sons, two daughters, two brothers, four sisters, and nine grandchildren.

Southem A$oclatbn News

(Continued from page 25)

National Credit Managers Association, served as VBMA's representative on the Virginia Joint Senate/House Mechanic's Lien Subcommittee and was instrumental in writing the existing law.

M id-America Lumbermens Association Arkansas members are encouraged to join a planned Arkansas Young Lumbermens Organization, similar to groups active in MLA's other four states. The more informal organizations have no by-laws or dues.

Arkansas retailers are also urged to check the fine print on treated wood warranties, which often state that commercial structures are not covered. Dealers may get into trouble with commercial builder customers who assume they have coverage.

Fibreboard Acquires Arrowood

(Corttinued Jrttm page 27)

N.C., offHighway 501. The 168,000 square foot facility is currently rated at 70 million board feet annually. lt consists ofthree separate but interrelated lines: OSB production, LVL production, and a lumber assembly line. This facility will employ approximately 190 people on a 24-hour, 3shift basis.

Fibreboard Technologies Corp.

George Henry "Htfry" West Jr., owner and operator of George H. West Lumber Co., Atlanta, Ga., died after a heart attack July 25, 1989, in Atlanta. He was 61.

A native of Winston-Salem, N.C., he was awarded numerous medals by the Air Force for flying over 100 missions during the Korean War. He was discharged in 1953, and joined his father's lumber firm in Detroit, Mi. He moved to Atlanta in 1959 and founded his own company in I 960.

Mr. West is survived by his widow Alliener two sons and one daughter.

Hubert A. "Junior" Almand Jr., president and co-owner of Booker & Co., Tampa, Fl., died following cardiac arrest June 26, 1989, in Tampa. He was 67.

Born in Fosters, Oh., he joined the company 48 years ago, eventually sharing ownership with Jim Walter and Jack Almand. He had

served as a director for the Florida Lumber & Building Material Dealers Association and a director and treasurer for the National Building Material Distributors Association.

Mr. Almand is survived by his widow. Evelyn, two sons, four daughters and l2 grandchildren,

Wlllls "Blll" Allen, 63, president of Powell-McClellan Lumber Co. lnc.. Norfolk, Va., died July 20, 1989, in Norfolk.

After a long career with RCA, he took over the lumber firm founded by and inherited from his father-inlaw.

Mr. Allen is survived by widow, Jean, two daughters, sisters and a brother.

his five

Tom M. Matthews. 74. founder of Tom Matthews Lumberman, Corpus Christi, Tx., died July 21, 1989, in Corpus Christi following a lengthy illness.

purchased the assets of Arrowood Technologies in the late spring after the plant had been idle for over a year. Changes and improvements are being made prior to start-up.

The larger logs are separated and trimmed into blocks that go to the lathe for veneer production. The smaller logs go to the waferizers for OSB production. Round-up from the lathe and broken veneer can be fed back to the waferizers to eliminate waste and help keep costs down. Wood fibers used to feed the plant come from plentiful and mostly privately controlled non-commercial hardwood forests. Unlike the problems related to supplying wide width, long length dimension lumber from western softwood forests, and the issues revolving around the cutting of old growth forests, Arrowood utilizes hardwood species that comprise 700/o of our nation's timber resource.

Computers Aid Advertising

Some retailers are able to bring advertising in house while others find that they can do more with less staff by utilizing computers.

In-house staff size is down at Home Depot, Inc., Atlanta, Ga., says Dick Hammill, vice president of marketing and advertising. He attributes the smaller staff to computer technology.

A native of Athens, Tx., he began his SO-year lumber career in 1937 at Maurice Angley Lumber Co., Houston, Tx. ln 1947, he opened his own firm, retiring three years ago.

Mr. Matthews is survived by his widow, Cornelia, a daughter, a son and a grandson.

"My father was fond of saying that you will have to change many things over the years in the lumber business, " recalls Joseph M. Galvin, President and CEO of Horstmeier Lumber Company, wholesale warehouse distributors, Baltimore, MD, "but never change your insurance coverage from the Pennsylvania Lumbermens. "

Joseph Galvin leads the current crop of five Galvins in the family business established by his father. John T. Galvin purchased the Horstmeier Lumber Company in 1904 and selected the PLM for his insurance coverage. Although it was less than l0 years old at the time, PLM had already established a reputation

for specialized coverages, reasonable pricing and outstanding performance at the time of a loss.

True to his father's maxim, many things have changed at Horstmeier Lumber Company in the last 84 years. The company has taken on many new product lines, it has increased its volume of business immensely, it has taken on new customers. new management and it has even moved to a new location.

Amidst all this growth and change, two factors have remained unchanged: the Galvins still run the show at Horstmeier Lumber Company and PLM still provides the coverage.

Since 1904, We've Served Three Generations of Galvins.

Pictured are from left:

John T Galvin III, Vice President Sales

Joseph M. Galvin, Esquirq President

Joseph M. Galvin, Jr., Vice President

David Galvin, Office Manager

John T. Galvin