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 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.

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.

NAVA.PINE Premium Quality Lumber

Half Pak HIL.

NAVA.PAK

Handi-cut/ Home Ctr. Brds.

Half Pak PT.L. and PlrV.

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. 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.

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."

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.