Servlng the lumberv& home center markets in 13 Southern states
degrees.
to the standard t
llnr" it comes u&od rder,.is IS solid measured by, the
Or does your competltor? Hundreds of lumber componles hove olreody golned the edge wllh Advontoge Buslness Systems Here's why we're #{ ond growlng: lowest cost custom progrommlng, on-slte demonslrollons, personollzed trolnlng ond free consullotlon.
You recelve: Inventory confrolcomplele trocklng purchosemonuol ond oufomoflc, occounfs poyoble, poyroll, soles onolysls2-yeor history on llne, light monufocfurlng, generol ledger - complelely interfoced, point of soleretoil or controclor, m ultiple sfore co pobi I ity, so les rep commlssion reporting, document reprint up fo two yeors otter the sole, iob quotes ond esti moting, inf inife pricing copobilities, direct shipping, ond speciolwholesole ond brokeroge options.
evc Jtme end labor
Dealers can score points by including them in inventory
Sandwlch panels olJcr strcngJh, lrtsulatlon leatures
Manufacturers form Structural lnsulated Panel Association
WalR thc floor to ]lnd ways 30 tmprovc merchandlslng
tool brings rewarding results to Knoxville, Tn., retailer
Superior performance. Consistent quality. An unmistakable look. Qpress.
One of the most naturally versatile building materials, cypress has no equals when it comes to siding and fencing, paneling, Uim and milhvork. Clpress has
grain character
like no other and it's easily installed and readily finished. long known for its exceptional durability, cypress is available now in a wide variety of dimensions and pattems.
Artisans have been making history with cypress for thousands of years. Qrpress was the choice of kings, and that golden legacy can be yours today.
Acdve Members
Southern Cypress Manrdactuers Assocladon
l.W. Black Lumber Company 501/857-9576
Coastal Lumber Company 919/r?G421 |
Corbitt Cypress Company c)04 / )97 -267 6
Georgia-Pacific Corporation 404/ 521 -5118
Griffis Lumber Company 904/772-965
Mackey's Ferry Sawmill 9 19/ 79)-2950
Marsh Plywood Corporation 80t/ 497-51 | |
Associate Members
Bames Lumber Sales, Inc. 912/764-875
Florida Clpress Wood Prod. lnc. c)04/791-9752
Gaiennie Lumber Company 11 8/ 948-)066
McEwen Lumber Company 919/472-lW
Rex Lumber Comparry 617/26)&55
Richard landry Lumber Sales 718/442445]
The Mann and Parker Lumber Co. 717/2)5-48)4
Wifliams Lumber Company of NC 919/442-2176
Wlson Lumber Company, lrrc. c)01 /27 4&7
llt ELLNESS, as opposed to sickness, is a UU concept that has gained increased acceptance of late. Its basis is simply that an ounce of prevention is worth a pound of cure. Wellness also presents the business community with at least two opportunities to profit from involvement.
One is that retailers who stage Wellness Fairs can draw additional customers and concurrently present a caring image to the community. Fairs are easier to put on than you might think. Local hospitals, pharmacies, fitness centers, health clubs, AIDS organizations, the American Cancer Society and life insurance companies and agents can help organize a Wellness Fair and will likely participate in it. The theme of such fairs is to inform people on the basics of good health and physical well being and how some illnesses can be avoided. The roles of diet and exercise are central.
The other is a wellness program just for company employees. Almost inevitably, firms benefit from protecting the health of their workers, their most important asset. Similar in general concept, company wellness programs seek to educate and counsel employees so their health can be as good as possible. Productivity increases, absences decline.
Companies have found that their costs for medical and health programs are markedly reduced when the eflects of a company sponsored wellness program begin to take effect. One large corporation found that a prenatal training and education course for its pregnant workers sharply cut birth defect claims, saving hundreds of thousands of dollars in insurance costs and immeasurably benefiting the life of its employees.
One nice thing about both these programs is that, seemingly, everybody wins.
Urgent delivery? Tough-to-find items? Sales promotion?
Pattern lumber? FDN, FRTW, TS0, KDAT? Reman? Wolmanized@, Dricono, Wolmanized@ Extral Dean Deck?
Irdfod hr urilr5 ruil FTrnos fuil mdour lt trlh $nn$a oYU other nmd apcdc. l{ow wr lnn lmpmnd m the srhodon, resonlng, mrnutrtudno and protlcffir! 0$laglni of hb rpccFs to dolhnr ltnrtn lfltf-hc cfir mong flght lrnot rffi rldlno.
>ECt Dlo J Frnhn lhdl lr Individuallv mechlnc monlbrud h usre a noblun ontont of 19}t a hs.
> Grdul prll*olhn and mc{ng controt ol soasonlng Inhlblts furthcr ahdnloge as well as rellwlng drylng Arcscoa wltlch can contrlbute b chockln0 and hocanlng of knots.
>Thltbl rbndrldr ol sslectlon and gradtng han also ellmlnatsd all cutouts fonrdy dlowed.
> lmpd pnbcdrr cnd crp assuros that all the values addod at the mlll are delivered to the lobslte. The end cap carrles storage, appllcathn and flnlshlng Instructlons to enable thoso value to be prcperly utllized.
A hrndromcly rrw-brlurud rsngo of avallablo pattems lncludes Thhk Butt Rabb€tod Barel, V-Jolnt Tongue and Groove, 1'Channel Shlphp, V-Shlphp, and trlm. Vlrtually all pattoms havr undergono perlor mance enhancqnonls Includlng among others, Increaslng to *'the lap ol the rabtrt on the Thlck Butt B0r,€lsldlng pattern.
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1-800-63 7-7 077
rdJ<7A7-822:7089
Simpson Timber Company Redwood Division P.O. Box 1169
Arcata, CA 95521-1169
CflEOTS FBOM TOP PTOTO: ARCHITECT PArL FELlrRS; AnCHFECT RIC}|ARO KOTTtIfi; DE$IGNE8 KNUT HOiNE|AND; gljlLD€R RICHARD SlMElf; B{rllDEB PErEB PflAt M.
Ll OME REMODELING is pre- fI dicted to grow to a $47 billion market by 1995, yet some building material dealers are failing to recognize the value of remodeler trade.
The president of a nationally known remodeling company tells of going into a home center/lumberyard in his area, taking a number and standing around to be waited on like any d-i-yer. After spending more time than he could spare to make his purchase, he recalls, the delivery was not made at the designated time and when it arrived the driver dumped it in the wrong location.
"Service, " he snorts. " A remodeler needs it as much as a home builder."
Service as he defines it includes not having to waste a lot of time in the store, early opening and a special counter for prompt service, eflicient delivery, special orders, one stop shopping and a professional discount plus credit for those who qualify.
In addition, dealers can make points with remodelers by helping them look good with their customers. One way to do this is to carry a full line of quality materials needed for remodeling projects. Besides shelving and bookcases, the top six remodeling projects are replacing doors and windows, remodeling kitchens/baths, re-roofing, specific room remodels, landscaping and deck/porch additions.
The American Plywood Association is inviting dealers to become part of their Code Plus program for remodelers by stocking APA trademarked structural panels and related
The remodeling market continues to be a beacon of light for the U.S. structural wood panel industry, contributing a large chunk to a domestic market which can no longer depend on new home construction.
The American Plywood Association expects remodeling to consume l7% of the total l99l domestic demand. A growing inventory of older homes and a hrge population of baby boom generation homeowners with substantial home equity will accelerate the need for expansion, modernization, alterations and repair. APA hopes to increase its
products. The program which was unveiled earlier to remodelers and consumers is based on building floor, wall and roof systems that are "one step" up from building code minimums. Dealers will benefit from the program since the quality emphasis will increase sales by about l0o/o and safeguard against complaints and callbacks, Kathy Nelson, an APA spokesperson, points out.
Remodelers who use the quality APA Rated Sheathing and Sturd-lFloor according to recommended premium construction guidelines are
market share by extending the Code Plus program designed for new home builders to specify code-exceeding panel products and. systems to the remodeling market.
Possible Code Plus remodelers are profiled as those who complete abut 12 additions a year at an average size of 500 square feet. Converting these figures into the Code Plus program with thicker panel requirements, this results in a total volume or footage gain of 100 sq. ft. of panel products per additio'n. The total benefit as figured by APA could reach 5 million sg. ft. each year.
What rcmodelers expect of a supplier. ways to encourage lucratvesales APAto involve dealers in Code Plus program using structural panels.
eligible to give the homeowner a certificate of completion that guarantees quality materials, quality building methods and quality workmanship.
To help the remodeler polish his professional image, APA offers various promotional sales tools including a video, logos, advertising helps and consumer brochures. A Code Plus remodeler is allowed to use the trademark on his letterheads and in his advertising. In addition, APA field representatives are available to him for help or consultation. National advertising of the Code Plus program will give participating remodelers additional status.
Information detailing how a dealer can be involved in the Code Plus program will be in the mail this month, Nelson said. A dealer can use it as an incentive flor remodelers to buy from him, but he'll need to remember that a remodeler needs and deserves the same perks as a builder.
A EARCHING out non-residenID tial and industrial markets and developing special niches are recommendations for surviving in the lumber and building materials industry.
However, negative attitudes often make it hard for some managers and salesmen to do this. Too small to bother with. Too much paperwork. Too hard to locate. Too big to buy from us. These will kill a sale before it begins.
This magazine found an entirely different mind set in talking with dealers who appear to be rising to the top despite low housing starts. "Sure, some of our facilities maintenance accounts only spend a couple of thousand dollars a year," one sales manager said, "but if you keep enough of these on the books, it adds up."
Paperwork gets easier after you learn the jargon and rituals of dealing with the government and military, claims a lumber dealer specializing in these sales. The buyer for a large mobile home manufacturer said they buy locally and like to talk with salesmen.
There is demand for building products out there if you look for it.
Take structural panels for example. The American Plywood Association is targeting industrial, commercial and other non-residential markets with their promotions. They are distributing literature that illustrates the benefits of structural panels to various potential buyers.
The manufactured housing industury is a large user of structural panels. Since 1976, structural panel use per single unit has multiplied l8 times with multiwide units, which use more panels, doubling the volume per unit, Figures from the Wood Products Promotion Council show each single unit using 1,657 sq. ft.,3/8" basis ofstructural panels and each multiwide unit using 3,252 sq. ft. This is for floors, walls, roofs and ridge beams plus a small amount of incidental use.
The material handling industry also consumes a lot of structural panels. APA is actively marketing them for pallets, pallet bins, liquid tanks, crating and shelving. In addition, the APA Big Bin design, which holds as much as 300 gallons, is tailored to the needs of the food, agriculture and chemical industries. Many pallet manufacturers buy mill
direct, but others use local suppliers.
Purchasing agents for facilities maintenance at large companies, federal, state and local government buildings including schools are easily contacted through cold calls, said one sales manager who does a lot of this. He also recommended reading the F. W. Dodge "Greensheet" or networking to put salesmen in touch with contractors needing materials for industrial or commercialjobs.
Salee mrnagers sharc ldes ior rcachlng noruseldentlal mark€ts . . . doaeloplng spedal nlclps eales technQues, publlcaUons and classesto help.
Roofing contractors, especially as maintenance increases on older commercial and industrial buildings as well as homes, are good prospects for panels. Some large companies buy mill direct, but even they will use a local supplier in an emergency. Smaller companies say they usually rely on lumberyards or wholesalers in the area for roof deck material.
Military and government contracts require keeping with up changing markets and specifications as well as mastering the paperwork, our reporter was told. Companies can prequalify to be invited to bid. Most bids are written, but occasionally phone bids are used. Reading the "Commerce Business Daily" is a must. Classes on government requirements such as those offered through George Washington University,
FI EALERS can minimize l/ plaints and callbacks builder, remodeler and customers by making sure know the basics of finishing
rated siding.
comfrom d-i-v they APA
Proper finishing protects siding from the weather, reduces maintenance and enhances both performance and appearance. Providing customers with bulletins such as the APA Builders Tips on finishing techniques is a good way to guarantee that they'll be happy with the siding product.
Protecting the siding on the jobsite is number 1. Siding should be stored indoors, out of the weather, if possible, especially if the construction period is going to be extended as in the case of a weekend d-i-yer. If storing under roof is not possible, the bundles should be stored on stringers with the straps loosened. A plastic cover should be used with ample space allowed for circulation of air.
All panel edges should be sealed with a paintable water repellent preservative before installation. If
the siding is to be painted, a primer should be used for the sealing. All edges cut during installation also should be sealed. Sealing minimizes sudden changes in panel moisture content due to changes in the weather.
At least the first coat of finish should be applied to the siding within two weeks of installation. If this is neglected, weather can damage the surface of the wood panels in as little as two to four weeks. Preprimed products should be finished within 60 to 90 days of installation.
Finish should be applied only to a clean surface. All dirt, mildew and loose wood particles must be cleaned off the siding before finishing. Any residue on the wood will cause the finish to go on unevenly with poor adhesion.
Why certain steps are important to protect sidiqg... what to tell your customer and why... matedal available to backstop your salespeople.
Finishes should not be applied to surfaces that are extremely hot or cold. The time of day as well as the weather must be considered when applying any finish. Oil finishes require a dry surface. Latex finishes are tolerant of a slightly damp surface.
Only high quality stain or paint should be applied to siding. Allacrylic latex house paint is the best protection for wood panels. Solid color stain, either latex or oil based, gives good protection. Semitransparent stains give only minimum protection. Oil based house paints or latex semi-transparent stains are not recommended by APA.
The first coat of finish should be worked into the siding surface with a brush. Spraying is acceptable only if the finish is back brushed while the surface is still wet. Brushing the finish into the siding provides better protection to the surface and optimum finish adhesion. Brushing is a must for textured surfaces such as rough sawn.
Above all, advise the customer to read and follow any manufacturer's recommendations for finishing the siding product.
Washington, D.C., can be used to learn more about this market.
In addition to readily recognized industrial and non-residential markets, there are unique markets suitable for developing a specialized niche - the movie industry for example. A company contacted by this magazine has been a lumber supplier to this industry for 40 years. A spokesman stressed that the relationship has endured because they offer superior, fast service, often same day delivery, and top quality material. These qualifications plus the ability to provide unusual prod-
ucts are more important to the studios than price, he maintains.
While every dealer is not next door to Hollywood, he may be near a little theater or entertainment or tourist attraction that needs lumber and building products. Manufacturers of wood products such as play equipment, outdoor furniture, chopping blocks and custom furniture also are potential cutomers. Browsing through publications such as the Secondary I'Vood Products ManuJ'acturers Directory,the 1992 Directory oJ' Forest Products Industry, due out in November (both published by Miller
Freeman Publications) or even the yellow pages can spark ideas.
The key to selling in any market is prospecting and making an effort, a top salesman stressed. Establishing a person to person relationship and letting the buyer know the benefits of dealing with your company gets the order. Doing the job right and resolving any foul-up promptly leads to repeat business and often promotes a secondary supplier to primary position. There's business out there, he emphasized, you just have to work for it.
lA USTOMERS shopping for \, decorative paneling are often confused by the wide selection of material available at various price points, but a salesperson who understands the product can guide them through a successful sale.
Asking questions is a good way to begin. Which look do you preferwoodgrain or wallpaper? Which room in the house are you planning to do? The answers will begin to narrow the selection process, with the price level that fits their budget becoming obvious as the salesman shows them the look they prefer at various price points.
If the customer indicates that the area to be paneled is a bathroom, laundry room or other area with high moisture levels, immediately guide them to a moisture resistant tile board. This type of panel has a surface such as Melamine applied to a plywood or hardboard substrate. The
designs often mimic tile or marble.
lf the area to be paneled has no moisture. you can show thenr their preference of woodgrain or decorator designs in high, medium and low price ranges. Prefinished natural hardwood or softwood veneers applied to a hardwood plywood substrate are top of the line, but the price can vary depending upon the thickness of the panel. Standard panel size is 4' x 8'. Common thicknesses are 5/16" or l/4" with thicker panels costing more. Top grade for the pre-hung wallpaper look on a hardwood plywood substrate is 5/32" thick with 5.0 mm priced lower.
How to gulde a panellng sale subsffieq finlshes, das.. infiormatlon a customer needs to make a selection.
o Brighten your panelin8 section with lots of light and space.
o Display panels against painted backgrounds for contrast. Use a vibrant floor color, but avoid red, yellow and orange tones.
. Set up a table and chairs, if possible, to make customers comfortable.
o Use incandescent lights or color corrected fluorescent bulbs to highlight the panels. (Cool white fluorescent bulbs tend to gray out panel tones)
o Display related products like moulding, nails, adhesives and hand tools.
o Call attention to the paneling department with an overhead sign, banner or ceiling hangers.
. Learn the characteristics ofyour predominant buyer and order your stock accordingly.
o Present a good mix of patterns, colors, grades and species. Display contrasting woodtones side by side.
o Replace slow movers with new styles and designs regularly. Put high end panels in prime trallic areas.
. Use modular, wing and caddy displays.
o Show prices clearly on each panel.
o Use videotapes to show customers how to install paneling with free weekend use lor any paneling purchase.
Woodgrains and decorator patterns also are available as simulated and paper overlay finishes. The simulated pattern is produced with a finishing technique called the wet system or print system. Using a method similar to that used to print newspapers, the woodgrain pattern is applied directly to a substrate panel that has been prepared by sanding and precoating.
The paper overlay is printed on a thin film of paper which is then applied to the substrate. A vinyl may be used in place of the paper.
Both simulated and paper overlay panels can have v-grooves and are protected with a clear top coating. Hardwood plywood or hardboard is the commonly used substrate. Panels are 4' x 8' in a variety of thicknesses.
Both wet prints and paper overlay woodgrain and decorative finishes
o Boost sales with truckload sales, clinics, tent sales and other special events. Support promotions with advertising and point of purchase materials.
are used on wood fiber substrate panels at the low end of the price range. Although they have a reputation for breaking easily, some manufacturers claim to have developed a process which produces a strength near that of hardboard. Regardless, wood fiber substrate panels should never be used in areas subject to high heat or moisture or for below grade installations.
All decorative panelinghardwood plywood, hardboard or wood fiber substrateis intended only for interior use.
Some customers may have questions about possible formaldehyde emissions and flammability. Read the manufacturer's specifications to determine the answer for each pro-
AILOR your paneling department to your customers. "Stock what they want and make the purchase comfortable" is the message from most store owners with successful and profitable paneling sections.
First, they recommend, analyze your customer base to learn their preferences and spending habits. If your customers spend freely and buy only the best, real wood panels are probably their choice. Those who budget will probably buy from the middle of the price range, selecting wet prints or paper overlays. Landlords buying for rentals may want the low end wood fiber substrate panels. Traditionalists will usually select woodgrains or conservative floral patterns while the more progressive may want brighter colors and unusual prints.
After learning what is selling and what is turning off your customers, you will be able to identify the panels in demand and fine tune your line, the experts suggest, eliminating the less profitable and bringing in the styles and colors customers are asking for. By presenting what customers want to buy with enough
SKUs to cover a range of price points to fit their budgets and keeping inventories above the six to seven piece average sale, a dealer can establish a reputation as a dominant source for paneling.
Making the purchase comfortable for the shopper starts with displaying paneling with decorating products, not in the lumber and building material section. The product belongs with other interior decor products like paint, wallpaper, and tile. Savvy retailers mix their decorative wall covering displays in an idea center approach.
Sales tips from paneling prcs analyzing inventory needs, displaying ptoducq making cus. torner comfortable... ideas that reflect on bottom line.
The area must be easy to find, clean, well stocked and organized. A table with comfortable chairs can put
duct. Most paneling meets currenl domestic regulations regarding formaldehyde emissions. Virtually all hardwood paneling products conform to flame spread classification requirements for home installation. Salespeople should also know the individual manufacturer recommendations for application of the panels they are selling. Being able to provide the customer with accurate information on measuring and installation as well as products and tools necessary for installing is an important part of the sale.
An alternative to real wood or simulated wood panels should be mentioned. The hardwood or softwood solid plank comes both finished and unfinished, in a variety of patterns usually in a kit or package. Cut to an 8 ft. length for installing on a wall or 32" for wainscoting, they usually have matching moulding. Planks are high end products.
The salesperson who becomes an expert on all the types of paneling available in stock or on order will find his sales improving.
the customer at ease and keep him in the section longer to examine idea books, point of purchase materials and how-to information. Photos or vignettes showing how paneling can be used in a variety of rooms and interior designs help prospective buyers visualize the product in their own home.
Sales people also can help to make the customer more relaxed about purchasing panel products. The staff should be educated to ask questions like "what room are you decorating?" or "what sort of floor furnishings are in the room?" to help the customer make a choice. Shoppers must be given a basis other than lowest price for selecting panels.
A discussion of plywood, hardboard and wood fiber substrates, real wood veneer face versus simulated woodgrain, vinyl or paper overlays, wet printing, top coating and moisture resistant qualities will help assure a wise and satisfying decision.
ItRODUCT knowledge is the key F to roofing material sales, Different markets demand different roofs.
Find out from your customers: What look do you prefer? How much do you want to spend? How steep is the pitch of your roolf Will it be installed by a skilled do-it-yourselfer, general contractor or specialized roofer? Will it be installed over existing roofing? How long do you want it to last? How much maintenance will you perform?
Then match their requirements and desires to the appropriate type of roofing.
Asphalr shinglesare the most common type of roofing used on pitched roofs. They are made by saturating an organic or fiberglass base with asphalt and then covering the asphalt surface with mineral granules. Organic-base asphalt shingles have a Class A, B or C fire rating. The more durable fiberglass shingles have a
Class A rating. Service life is about I 5 to 20 years.
They are lightweight, comparatively inexpensive, easy to install and repair, and require minimal maintenance, They come in numerous shapes, sizes and colors. A disadvantage, though, is their tendency to become brittle when installed at temperatures of 50" or lower.
Asphalt roll rooling is recommended for flat or low pitched roofs. It's less expensive than asphalt shingles, but provides a less attractive roof with a shorter service life. Roll roofing is easy to install, repair and maintain, and features a Class A or C fire rating.
Wood shakes are machine or handsplit into 18" or 24" lengths so there is at least one natural-grained, highly textured face. lMood shingles, on the other hand, come in random widths with lengths of 16", 18" and 24" with a smoother surface because they are sawn instead of split.
COURSE a row of shingles running the entire length of the roof
EAVE lower edge of roof slope overhanging the face of the exterior wall
EXPOSURE amount of roofing material surface exposed to the weather
FASCIA long, broad board used to cover joints, such as along ends of roof rafters at eaves
FI,ASHING metal or roll roofing cut to size used to prevent water seepage at roof joints and improve drainage
GABLE triangular-shaped endwall lormed at each end of a gable roof
GABLE ROOF two sloping roof surfaces joined along a horizontal ridge line
HIP RIDGE external angle formed by two sloping sides
HIP ROOF sloping roof surlaces on all four sides
PITCH incline of a roof expressed as a fraction of span over rise
RAKE the inclined edge of a gable roof at the endwalls
REROOFING application of new roofing materials over an existing roof
RIDGE peak of roof; where two roof slopes meet
ROOF DECK foundation for roofing materials
ROOFING application of roofing materials to a roof deck
SHEATHING wood boards or plywood panels nailed directly to rafters to serve as a roof deck
SLOPE incline of a roof expressed as a ratio of rise to run
SOFFIT cover for underside of, rafters at eaves
UNDERLAYMENT overlapping courses of roofing felt which cover
sheathing
VALLEY internal angle formed by junction of two sloping sides
Traditionally, shakes and shingles have been made of cedar, featuring a service life of about l5 years. They aren't fire resistant unless treated, and then they have a Class C fire rating.
Roofrng types to stock and suggest br youl customors dllfercnces In cost, durabllfi, malntenance rcqulrcd, eervlce llb, attractlveness' dlfllculty of Installafon.
Now increasingly popular are pressure treated southern yellow pine shakes. They are more affordable than cedar and have a service life of 35 years and longer.
To reduce installation time, wood shingles are also available in the form of roof panels, with l6 shingles bonded to an 8 foot long plywood base. A 12" x 48" hardboard roof panel with the surface designed to resemble individual cedar shingles is also offered.
Kiln-dried red clay or concrete extruded tile roq/s won't deteriorate, wear or require painting. They are lireproof with a service life of 50 years and up. Individual tiles may crack, split or become brittle, in which case they are easily replaced.
They are about twice as expensive as asphalt shingles, heavy, expensive to ship and difficult to install. They must be installed over a strong roof framework.
Slate rooJs are even more expensive than tile roofs and just as heavy, difficult to install and expensive to ship. Naturally, they also require an equally strong or reinforced framework and are almost always installed by professional contractors specializing in this type of roofing.
Slate roofing is durable, non-
(Please turn to page 32)
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Bullderc Square is closing four stores in mctro Atlanta, Ga., Decatur, Norgross, Marietta and Jonegboro, and a Lauderdale Lakeg, Fl., unit ,,.Home hwt will enlarge its Kennesaw, G8., store to 95,000 sq. ft. and add 10,000 sq. ft. to the gnrden @nter in a $t.7 million expansion due for completion early next year.
84 Lumberre-opened a Ridgeland, Ms., store and had ribbon cutting ceremonies for a new unit in Bradenton, Fl. . . Hechinger Co. closed its Raleigh, N.C., store with plans to reopen it as a Home Quarterc Warehouse, part ofa program being financed by $66 million raised in a recent stock offering..
Lowe's new Lake Charles, La., store is due to be completed in Nov.; a Johnson City, Tn., store had a grand opening; land has been purchased for a Richmond, Va., store, and, unconfirmed, sites in Bristol, Va., and Greensboro, N.C....
Athey Lumber, Enid, Ok., is adding a new warehouse. . Prels' Ace Home Center, Galveston, Tx., bought Henckel Lumber Co., Hitchcock, Tx., with plans to expand it into a full service home center. ..
Negotiations are underway for the purchase of Builderama Inc., Savannah, Ga., from lliener Enterprises Inc., Hanrahan, La., by pres. and c.e.o. Donald Whipple and a Charlotte, N.C., investors group.
Cox Lumber Co., St. Petersburg, Fl., acquired Panning Lumber, Orlando, Fl., no terms disclosed, giving Cox six additional Fl. sites, and two in the Cayman Islands Brock Supply, Pompano Beach, Fl., is expanding
into Belizc, Aruba, Bonaire and Curacao.
Roy Johnson Lumber Co., Henne!$cy, Ok., has been renamed Lee Lumber Co,, /rc. by new owners Darrell and Gwen Lee. Garrlson Lumber Co. is the new name for Hennessey Lumber Co., Hennessey, Ok., recently acquired by Joe and Diane Garrison. . Castleman Lumber Co. was opened by Reg Johnson in Paris, Ar.
A management group backed by an investor group has an agreement in principle, subject to fihancing, to buy Cameron Wholesale, Waco, Tx., from parent compsny certainTeed; no amount has been disclosed in the proposed sale.
H. E. "Gene" Parker sold his interest in Curtner-Parker Lumber Co. and joined the Hardwood Market Report, Memphis, Tn., as a partner and associate editor.
Bloclt Lumber Co., Southeasleru Div,, opened a new reload/distribution center in Norcross, Ga. . Yellowstone Woodworks added a 2nd shift at the Livingston, Mt., plant.
Royal Mahogany Products moved from Atlanta, Ga., to new facilities in Norcross, Ga. ownership of Kaufman Lumber Co., Little Rock, Ar., has transferred to Darlene Bell after her divorce from owner Melvyn Bell...
Interior Buildins Products is a new firm in Tulsa, Ok... . Hines Lumber, El Paso, Tx., and Pelicon Lumber Co., Lake Charles, La., were recognized by the U. S. Dept. qf' Defense for quick response during Operations Desert Shield and Desert Storrn..
Trlangle Paclflc, Dalhs, Tx., formcd Bruce C.ablnas div.... Mannlngton &ramlc TIle, l'exington, N.C., completed an $8 million plant expansion and modernization Sentry Hardware and Llberty Dlstrlbutors merged.. ..
Palmer & Kay/Carcwell Inc., Savannah, Ga., acquircA Insurance Management Servlces Inc., Greenville, S.C., as a div., moving administrative oflices to Savannah and keeping sales offices in Dallas, Tx., Atlanta, Gt., andGreenville....
American lMood Preservers Assoc'iation has moved its oflices to Woodstock, Md....
Amerlcan Archirccnral Manufacurers Association has moved to new quarters in Palatine, ll. ... Architectural Wood Institute has a new Hq. building in Centreville,Va....
Anniversaries: Prassel Lumber Co., San Antonio, Tx., 75th (not 4lst as reported last month), Hardman Lumber Co., Arkadelphia, Ar., 5lst; Home Lumber Co., Copperas Cove, Tx., 42nd..
A 60 day period for public comments is underway on a new U.S. Fish and Wildlife Service plan that will reduce critical habitat for the northern spotted owl in the West from 11.6 mil, lion to 8.2 million acres The, American Hardboard Association is sponsoring a builder competition for hardboard siding in new single family detached homes. ..
Housing starts in July (latest figs.) pushed up 3.7a/o to an annualized rate of 1.07 million, the first four month consecutive
increase in ll years...single family starts rose 3.70/o; multis fell I lo/o', permits were up 0.30/o starts in the South o.:l/n itaris in -ttri'-siutfi | climbed 15.20/0.
Leeco Mouldings is o division of New Zeolond's lorgest Rodioto Pine Forest owners, with continuing occess to o corefully monoged plontotion resource. Estoblished for over 50 yeors, Leeco is now o moior supplier of Rodioto Pine remonufoctured products to the New Zeolond, Austrolion, Asion, Europeon ond U.S. morkets.
Crrolinrs-Tenn€ssee Bulldlng M rterhl Association - Sept. ll-12, management seminar, Charlotte, N.C.
l,umbermen's Club of Memphls - Sept. 12, luncheon meeting, Racquet CIub, Memphis, Tn.
l,umbermen's Assoclation of Texas - Sept. l2-14, board/ committee meetings, Laredo, Tx.
Nationrl Housewares Manufrcturers Association - Sept. l3-15, show, Ceorgia World Congress Center, Atlanta, Ga.
Odell Hrrdware Co. - Sept. l4-15, Sentry market, Charlotte Convention Center, Charlotte, N.C.
S&T Wholesale Hardware - Sept. 14-15, Sentry market, Kentucky Fair & Exposition Center, Louisville, Ky.
Floridr Lumber & Building Material Dealers AssociationSept. l5-17, annual convention & buying show, Marriott World Center, Orlando, Fl.
National Hardwood Lumber Association - Sept. l6-lE, drying seminar, Memphis, Tn.
Soulhern Forest Producls Association - Sept. l6-lE, annual meeting, Walt Disney World Swan Hotel, Orlando, Fl.
Southern ldeal Home Show - Sept. l9-22, N.C. State Fairgrounds, Raleigh, N.C.
Bygg-Reis Deg - Sept. 20-29, Nordic building exhibition, Sjolyst Exhibition Center, Oslo, Norway.
Amarillo Hardware Co. - Sept. 2l-22, market, Amarillo Civic Center, Amarillo, Tx.
Quojem - Sept. 22-25,international hardware, tools & d-i-y show, Paris-Nord Exhibition Grounds, Paris, France.
Mid-America Lumbermens Association - Sept. 22-27,tNest Coast mill tour.
Hardwood Flooring Installation School - Sept. 23-27, Memphis, Tn.
Western Wood Products Association - Sept. 24, new design values seminar, Houston, Tx.
Clarke Siviter Co. - Sept. 2E-29, Sentry market, Clarion Plaza & Orange County Civic Center, Orlando, Fl.
American Plywood Association - Sept. 29-Oct. I, annual meeting, Portland, Or.
North American Wholesale Lumber Association - Sept. 29Oct. 5, wood marketing seminar, University of Georgia, Athens, Ga.
National Hardwood Lumber Association - Sept. 30-Oct. 2, annual meeting, San Francisco, Ca.
Western Wood Products AssociationOct. l, new design values seminars, Dallas, Tx.; Memphis, Tn.; Oct. 3, Atlanta. Ga.: Oct. 10. Orlando. Fl.
National Wood Flooring AssociationOct. 2-3, flooring school. Charlotte. N.C.
Wood Products Sales & Marketing Workshop - Oct. 3-4, Renaissance Hotel, Atlanta, Ga.
Southern ldeal Home ShowOct. 3-6, Charlotte, N.C.
Architectural Woodwork InstituteOct. 9-11, annual meeting, Opryland Hotel, Nashville, Tn.
National Lumber & Building Material Dealers AssociationOct. 17-20, annual meeting, Gault House, Louisville, Kv.
Oklahoma State Committee of the Mid-America Lumbermens Association has formed to promote the Oklahoma lumber and building material industry, exchange information, monitor and interpret legislation, encourage high levels ofprofessional standards and education and assist members wherever possible in doing business.
Robert Henkle, Oklahoma vice president, Grand Country Homeworks, Grove, presided at the first meeting July 17 in Oklahoma City with Henry Bockus, Gordon White Lumber Co., Oklahoma City, acting chairman. Officers elected: Mike Kennedy, T. H. Rogers Lumber Co., McAlester, chairman, and E. L. Ware, Starr Lumber Co., Woodward, vice chairman.
Others attending: David Heien, Marlow Lumber Co., Marlowt Gary Ketcham, H. E. Ketcham Lumber Dealer, Muskogee; K. C. Rothschopl The Lumber Mart, Guymon; Pat Parrish, The Lumber Shed, Oklahoma City; Gary Smith, Smith & Sons Building Center, Anadarko; Wayne Oakley, Oakley Lumber & Supply, Laverne, and Richard L. Carlson, Currell Lumber, Lawton.
Mississippi Building Material Dealers Association will move ofTices from Jackson to Carthage by Oct. l.
The decision to relocate was made at a recent board meeting in Natchez. A committee also was appointed to revise the bylaws for presentation at the February board meeting. Setting the dates and location for the 1993 convention and tradeshow was delegated to the convention committee.
Committees for l99l-92: Joe Alexander, Bay Springs; Janette Breedlove, Charleston; Nancy lrby, Durantt Dwight Long, Union; Ken Morris, Cantonl Charles Patterson, Kosciusko, and M BM DA offi cers, executive committee; Clark Howell, Carthage, chairman; Barnett Phillips, Canton; Kenneth Breland, Philadelphia; Curtis Seay, Liberty; Charlie lrby, Durant; Larry Weston, Jackson; Ted Allen, Magee, insurance.
Planners for the 1992 convention: Julie & Wayne Banks, Greenwood, chairmen; Curtis & Dee Dee Seay, Liberty; James & Bobbie Burnett, Vicksburg; William Lee & Sammie Russell, Carthage; Ken & Renee Cavin, Natchez; Dale & Evon Joiner, Carthage; Nancy &
Billy Irby, Durant; Dwight & Gail Long, Union; Frank Bridges, Pear; Harry Carter, Greenwood; Hal Parker, Jackson.
By-laws committee: William Lee Russell, Curtis Seay, Julia Banks, James Burnett, Joe Alexander, Janette Breedlove, Nancy lrby, Dwight Long, Ken Morrris, Charles Patterson. Lien law committee: Clark Howell, chairman; James Burnett; Kenneth Breland; Ken Morris.
Building Material Merchants Association (Ga. & Al.) voted to establish a subcommittee to draft proposed changes to the constitution and bylaws to allow the membership to include all material and service suppliers in the construction industry.
This followed a report showing a decline in membership and only about 200/o of the current members participating in programs offered.
ln other action, BMMA met with the (ieorgia Retail Association to organize a coalition to fight a proposed cut in the vendor's comp tax. "Just as lien laws are the primary issue of BMMA, vendor's comp is a primary issue of the retailers' association and we will be an integral player in the process to stop any cuts," executive v.p. Erv Cioodroe said.
Lumbermen's Association of Texas will hold board and committee meetings in Laredo, Sept. l2-14.
Arkansas Young Lumbermen will hold their first meeting Oct. 12-13 in Eureka Springs, Ar., with the theme "Let's Talk Shop."
The steering committee is discussing a contest to be held among members to design a new organization logo.
Randy Thurman, T. H. Rogers Lumber Co., Siloam Springs, chairs the steering committee which includes vice chairman Michael Stevens, Whit Davis Lumber Plus, Jacksonville; Jim Parks, Cox Planing Mill & Lumber Co., Piggott, and John Rickert, CBM Building Materials, Bella Vista.
Carolinas-Tennessee Building Material Association will sponsor a top management conference Sept. I I at the Marriott Courtyard at Arrowood, Charlotte, N.C.
Kirk Sanford, an industry trainer and
consultant with over I 7 years of management experience including Lowe's and working as executive vice president of JT's Home & Builders Center, is the workshop leader.
The program is planned to help owners and general, sales and operations managers develop a customerfocused strategy for profitable growth. Differences between strategy and tactics, what happens in a soft market, reactions and improving profitability will be discussed during the all day session.
Florida Lumber & Building Material Dealers Association's board of directors selected the Mission Inn in Howey-ln-The-Hills on Lake Harms for the 1992 summer conference, June l721.
Florida's Tlst annual convention and buying show, The Main Event, will be held at the Marriott World Center, Orlando, Sept. l5-17.
To encourage members to invite top contractor, architect and key industry customers to attend the buying show, the association is issuing cards for complimentary registration and admittance to The Main Event. Valued at $10, they allow admission during specified hours on Sunday, Monday and Tuesday.
The education committee will sponsor a sales management conference Nov. l-2 at association headquarters for dealer and associate members.
Kentucky Lumber & Building Material Dealers Association's executive vice president Billy Thompson is traveling the state visiting members and contacting former and potential members regarding the value of membership in the association.
Our clients tell us we do things right. When they order from Willamette, they don't have to worry about late deliveries, poor quality, or any of the other problems they've experienced with the competition.
That's because our salespeople are more than just order takers. At least once a week, they visit the mill in person. Check on orders. And gain
first-hand knowledge about what they can and can't promise.
0f course, having more than a million acres of forest helps ensure a reliable source of supply. And because we replant more ttran 16.7 million trees annually as part of our forest management practices, it's a supply that will remain reliable.
So whether it's next year, or into the next century, Willamette will continue running rings around the competition.
hmber & Plywood Division
Western Sales Office Albany, OR (503) 92G7771
Southern Sales Office Ruston, tA (318) 25ffi258
Atlantic Sales Otfice
Rock Hill, SC (803) 32&3&'4
0Sl panel siding oflers advantages including easy application.
D LYWOOD still dominates the panel siding market, F Uut dealers who have turned builder customers on ro engineered OSB panels report happy results.
The OSB panel is engineered to provide all of plywood's strengths with none of its drawbacks, adherents claim. There's no veneer to peel or fall apart, no grain to split, no knots or voids to patch and no irregularities to discolor, those who have used the products say. Because it is made from realwood. it has the familiar feel of TlI I, yet it weighs less and is easier to work with. lt's strong enough to be nailed directly to studs 24 inches o.c. And in these days of ecological concerns shaping buying decisions, it has the added advantage of being made from plentiful, noncontroversial timber sources.
A $400.000 home built in Mobile. Al., last summer was an early OSB panel siding project. Louisiana-Pacific, one of the first maior U.S. manufacturers of OSB and a
leading producer of OSB panel siding as well as other OSB products, sponsored the showcase house. L-P lnner-Seal siding, one of the products introduced, received rave reviews from the builder and his crew.
They found that the siding made fromT/16 inch OSB with a tough, primed, resin-impregnated overlay outperformed traditional materials, going up straight and smooth. Despite heavy rain during the construction, moisture problems were eliminated by the Inner-Seal formula which blocks moisture from the inside out, on the surface and at the edges. OSB siding also is qualified by the American Plywood Association as a performance rated siding.
Adrrantagps of englneercd sHlry... ece of Ingtalldon and good loolre bacNcd by APA ratlng and manuhc'tnrc/s guannbee... markedng alds avallable.
In addition to being easy to work with and easy to look at, the OSB product is available with a smooth surface or an embossed texture that resembles cedar. Builders can choose from two channel groove patterns or a plain face and lengths of 7 ,8,9 ,12 or I 6 feet. A thicker panel of I 9/ 32" is also available.
Engineered siding products have other advantages which help a dealer to sell them. For example, L-P provides a 25 year guarantee on the substrate and a five year guarantee on the overlay. The manufacturer also offers a number of marketing aids including counter displays, bin markers, ad slicks and specification sheets and installation instructions to hand out to customers.
Use of structural insulated panels is spreading fast with the increasing awareness of these energy saving building components. Some even forecast they will eliminate framing crews.
Also called foam core, stress skin or sandwich panels, structural insulated panels have an expanded polystyrene core pressure bonded between skins of plywood or oriented strand board.
They provide incredible strength, cost saving installation and, best of all, excellent insulation, reducing heating and cooling costs. The foam core acts like an ice chest, virtually eliminating air and moisture infiltration. Panels range from 4' x 8' up to 8'x 28'.
While sandwich panels were first introduced in the I 920s, they weren't used in quantity until about World War II, when they were especially useful in the aircraft industry. Mobile homes became a primary user and, by the 1980s, they were being used for walls, floors, roofs and ceilings in residential and commercial buildings.
While the push is on to get retailers to stock 4 x 8's, panels are currently sold direct from the distributors. To promote the products, a Structural Insulated Panel Associ-
ation was formed last year. It now has 35 members.
Manufacturers admit public acceptance will be gradual. "The old ways die hard," explains Stan Dimmick, president of Korwall Industries. "The building industry has used 2 x 4's and 2 x 6's for many years. The building officials also are very wary of anything new or different. Trade unions are very skeptical of anything they don't control. The sandwich type construction does away with a framing crew altogether."
U.S. demand for roofing products is forecast to climb 2.60/o over the next five years to 221 million squares. In value, the market will expand less than 5% per year to $9.7 billion, as price competition within roofing product categories and between different materials continues to restrain dollar gains, predicted a Freedonia Group study.
Single-ply membrane-based elastomeric and modified bitumen roofing products will rise steadily, at the expense of built-up roofing, which is being disproportionately affected by the decline in new office building.
Though the largest category, asphalt shingles, and asphalt roll roofing will hold their own, they will experience competition from roof tile, with the advent of less expen-
sive tiles. Cedar shingle and shake use will decline.
Metal roofing will record above average gains despite increasing competition from corrugated plastic roofing.
The second Executive Management Institute for lumber wholesalers will be offered by North American Wholesale Lumber Association in conjunction with the University of Virginia, Mclntire School of Commerce, Jan. 5-10 on the Charlottesville, Va., campus.
Topics will include upper level management skills, financial analysis, marketing strategies and internal strategic planning.
Don Arrn3ur is now director of purchasing at Causeway Lumber Co., Fort Lauderdale, Fl., replacing Everette Cuplt, who continues on I consulting basis.
Richrrd W. Dennenberg has been elected to the board of directors at Mellco, lnc., Perry, Ga.
Andrer Meller-Lulgr has been promoted to v.p.-group controller for Waxman Industries' telemarketing group, Jacksonville, Fl.
Thomas W. Smlth, director of community relations, Lowe's Cos., North Wilkesboro, N.C.. has been elected pres. of the Home lmprovement Research Institute. Bruce Cazenlve, Black & Decker, is now v.p.; Carol Zepf, Home Depot, sec., and Tom Miller, Vermont American Tool Co., treas.
Tom Davis has joined Atlantic Trading, Columbia, S.C., as branch mgr.
Chlre Stelner has been appointed mgr.benelits, compensation & personnel for Riverwood International, West Monroe, La., reports Ron Hrmmons.
Terry Cnwford, Conimar Corp., Ocala, Fl., has been elected chairman of the National Housewares Manufacturers Association.
Grry L. Welver, Port City Lumber Co., Catoosa, Ok., has filed an application to become mayor of the city, following the current mayor's resignation.
Jerry Hetherington, Sallisaw Lumber, Sallisaw, Ok., has been reappointed lor a second term on the Carl Albert State College board of regents by the governor.
Jrke Evans worked during the summer at Donaldson & Yahn Lumber Co., Perry, Ok., representing the fourth generation of the Yahn family in the business.
Lumbermen are at risk! Don't chance seriously injuring your back. With the CHAMPION work belt system, you can greatly reduce the incidence of job-related back injuries and back pain. Reduce fatigue with abdominal lift support. Wide suport over the lower back area provides superior comfort and fit. lt works! And it has a one year limited warranty. Mention this ad and receive a special discount and a free instructional video.
A. D. "Pele" Corrcll has bccn elected pres. and c.o.o. of Georgia-Pacific to replace Ronrld P. Ho3en, who becomes vice chairman when Hrrold L. Alrlryton retires at year's end. T. Mrrshrll Hrhn Jr. will continuc as chairman and c.e,o. through December 1993.
Prul Wood has been promoted to v.p. for Timber lndustries' southern div., Peachtree City, Ga.
Robert H. Nrssru is now pres. and ceo of Allied Plywood Corp., succeeding Robert A. Prezzano. now vice chairman of Allied subsidiary Russian Wood Express.
Mlke Moore has been promoted to national accounts mgr. for Dixie Plywood Co., Savannah, Ga., according to v.p. Davld G. Wllson.
Joseph Marc Sllnson, 84 Lumber, London, Ky., married Lorl Ann Mlller July 20, 1991.
Micheel Stokes is now mgr. of Lowe's, Douglasville, Ga. New mgrs. in Tn. include Harold L. Hickok Jr.. Cookeville; Wdmer L. Carter, West Knoxville, and Danny M. Shain, Chattanooga.
Robert L. Rose, Lowe's, Richmond, Ky., married Rebecrca Turner Aug. r0, r99r.
Julie Burns, daughter of Larry and Debbie Burns, Simms-Moore Lumber Co., Frisco, Tx., received the l99l North Texas Lumbermen's Association scholarship award.
Tom Talbot, Glen Oak Lumber & Milling, Montello, Wi., spoke at the hardwood d-i-y products symposium sponsored by the Allegheny Hardwood Utilization Group Sept. 5 in State College, Pa.
Larry Eugene Temple has been appointed to the board of TempleInland, Diboll, Tx.
Joe Klein is a new outside sales rep at Florida-Babcock Lumber, Ruskin, Fl.
Jeff Corey is the new mgr. of 84 Lumber Co., Pearisburg, Va. Odis Ward is now co-mgr. in Leesburg, Fl.
Doug McNeill is now director of the American Plywood Association field services division, reports v.p.-mktg. David L. Rogoway.
John Joseph Newland II, Home Depot, Chattanooga, Tn., married Crystal Deanna Millsap Aug. 3, 1991.
Steven W. Hardin is now store mgr. of Lowe's, Mooresville, N.C. Charles "Chuck" E. Eibel is now managing Lowe's of Westgate, Spartanburg, S.C.
Jeffrey Lebron Hunt, Lowe's, Fort Oglethorpe, Ga., married Kimberly Gaye Gardner Aug.24,1991. Troy Fremon Turner Jr., Jackson, Tn., wed Gina Michelle Pittman Aug. 17. Kevin Joseph Gray, Paducah, Ky., and Alicia Gayle Horner married June l.
September 1991
Dan Killoran is a new outside sales rep in Virginia for Rex Lumber Co.
Janet Rowe is now sales administration mgr. and Paul Cornish director of sales & mktg. for American Wood Corp., Commerce, Tx.
Mike Barrows and Bill Matney are new regional mktg. mgrs. for Mannington Wood Floors, High Point, N.C.
Bob Humlong has been named gen. mgr. of Central Kentucky Supply, Lexington, Ky.
Jeff Krakoff, Hardwood Manufacturers Association, Memphis, Tn., married Lori Sever Aug. 10, 1991, followed by a honeymoon cruise to St. Thomas.
Gary Gentle is new to Timber Industries, Peachtree City, Ga.
John Mayers, Houston, Tx., has been promoted to Dura Seal sales mgr. for Minwax Co. Leslie Paparone is mgr. of construction products; Carol Redlund, retail sales coordinator, and Christopher Davies, key account mgr.
Paula Anderson has been promoted to director of dealer services at Wimsatt Brothers, Louisville, Ky.
John F. Hall has been named staffexecutive of the American Wood Preservers Association, succeeding Charles 1,. Stoddard, who has resigned to continue his consultine business.
Ian Stalker has been promoted to v.p.wood preservation for Universal Forest Products.
Gary Prather is now with Anthony Timberlands, Bearden, Ar.
Building Products Drgest wants to know when you changejobs, get a promotion, take a vacation, get married, have a baby or receive recognition. Send your note to Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660 or call (714) 852-1990. We're waiting to hear from you.
Paul Fowler is now plant mgr. of Coastal Lumber Co.'s Havana, Fl., plywood mlg. lacility. John Higgins is timber mgr. of the Fl. div., and Greg Lottes, mgr., hardwood dimension div. Wayne E. Whitespeck, quality control supervisor at Mungus-Fungus Forest Products, Climax, Nv., has been hospitalized with stained heart, report Hugh Mungus and Freddy Fungus.
0UEEll of the 54th East Texas Yamboree, Mary Jane Dean is a daughter of Steve Dean, Dean Lumber Co.. Gilmer. Tx. An "A" honor roll student and a member of the drill team at Gilmer High School, where she is a senior, she plans to major in history at Baylor University. Her sister, Amy, was Yamboree Oueen in 1987.
Super dense wood-based panels which protect against fire and heavy day-to-day wear and tear have been introduced by Masonite Corp.
Flame Test Industrial Panels are the only interior hardboard panels with a UL flame spread rating of 25 and a low smoke developed index of l0 or less.
Heavy duty step supports from Teco/Lumberlok provide added support for wood steps.
Made of 16 gauge, rust resistant galvanized steel, the supports fasten directly to stair stringers and are used in place of conventional pre-cut
Estate Lattice and Grillwork from LWO Corp. use premium woods and superior construction to attract developers, builders and owners of fine homes.
The line features standard 4' x 8' size lattice and 3' x 6' grillwork panels. The lattice includes a widelath version in both diagonal and square patterns in an open English Garden style.
The grillwork combines narrow and wide wood strips in three variations to evoke an attractive oriental or California feel.
All items come in either redwood or western red cedar in clear and No. I grades only. They are glued and pinned rather than stapled.
Hickson Corp.'s 40 year warranty now covers Dricon fire retardant treated lumber. Previously the warranty involved only plywood roof sheathing.
Typical applications for Dricon FRT lumber are trusses, rafters, joists, framing and subflooring. Should they suffer damage caused by heat degradation within 40 years of installation, the warranty provides for full repair or replacement costs, including labor.
Their fire retardant properties are built in during manufacturing, not added later, so fire protection is said not to diminish due to age, humidity or wear. The fire retardant chemical treatment reportedly is non-leaching and noncorrosive and will not damage fasteners or other metal surfaces.
The paneling's smooth face readily accepts paint.
ScentFence from Home Specialties builds an invisible fence to keep rabbits and squirrels out of flowers, vegetables and shrubs.
Hung from a plant or stake, the plastic wafer emits the scent of a fox which activates a predator avoidance behavior in small animals.
It is made from all natural ingredients and lasts 30 to 45 davs.
stringers or wood cleats. Their unique design allows steps to be constructed from three 2 x 4's, two 2 x 6'sorasingle2x12.
The angle of the stringers can be adjusted according to deck height, and there is no need for notching of stringers. The supports are fastened to stringers and treads using l/4" diameter by l/2" long galvanizedlag screws.
Classique swinging patio doors from Kolbe & Kolbe now feature low maintenance clad exteriors.
The roll formed aluminum sheathing with clean overlapped corners comes in white. rustic and
beige. Matching extruded aluminum sliding screens are also available with charcoal fiberglass cloth or aluminum mesh screening.
The door also features automatic three-point locking, securing the door against weather and intruders at top, bottom and middle.
Wall-mounted storage various styles and shapes available from Plaskolite.
panels in are now
WallMates are molded in a high impact co-polymer material and install in minutes. They feature a high gloss finish and come in white, bone and dark gray.
The powerful, maneuverable Pigmy Mini-Lift material handler from Teledyne Princeton is designed to ride to and from jobsites suspended from its forks, eliminating the need for a trailer or loss of valuable load space.
Klever Kover, a resilient plexiglass plate that hides and seals cracked tile around bathtub and shower fixtures, is new from Treadco Enterprises.
Made of lightweight, break resistant acrylic, the cover reportedly creates a waterproof seal that eliminates mildew build up and seepage behind damaged tile.
It comes in a variety of high gloss decorator colors.
Custom gift certificates to be used as big ticket sales incentives, components of a direct mail campaign, tokens of good will or seasonal promotions are available from Dismar Corp.
A new generation of wood I-joists said to make more efficient use of wood than solid sawn joists or other I-joists while spanning longer distances and carrying heavier loads than its predecessors has been introduced by Trus Joist Corp.
For more information on New Products wrile Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660.
Please mention issue date and page number so we can process your request faster! Many thanks!
Shinglevent II-9, the newest shingle-over-ridge vent, now with a 9" wide design to fit the latest styles of enhanced hip and ridge caps, has been introduced by Air Vent.
Features include 7/8" height, making it virtually invisible from the ground; external wind-baffle system,
Design rated to lift and load up to 2,500 lbs., the lift reportedly allows one man to load virtually any palletized cargo, transport it and unload it, all in a fraction of the normal time.
Standard features include unique, double action lift cylinders, electronic-over-hydraulic control system, flotation-mounted operator control handle, two-stage mast with lift chain assembly, adjustable forks (8" to 49"), load cushioning pneumatic tires and choice of gasoline or propane engine.
Currently awaiting code acceptance, the Performance Plus Series joists feature an improved web. The new webs reportedly have greater durability and moisture resistance
which helps deflect snow, rain and insects, and unique weather filter.
It is designed for use on all roof pitches from 3/12 to 16/12.
than commodity oriented strand board webs and greater shear strength and stiffness than plywood webs.
Additionally, advances in TJI's Micro:Lam laminated veneer lumber process have allowed the company to create smaller yet stronger flanges.
A new septic tank marker that blends naturally with the lawn but precisely marks the location of tanks has been introduced by INFM Products.
handle, a 24 oz. fiberglass model, a 23 oz. California Framer and a 28 oz. solid steel hammer with a shockabsorbing hickory plug in the eye. The fiberglass and steel handles have a non-slip grip.
under $20, has been introduced by Arax.
Septi-Marker is a 6" green polyethylene disc with a stake.
An easily attached yet permanent liquid fertilizer dispenser for underground sprinkler and drip irrigation systems is new from Fertilawn Landscape Products.
The fully controllable dispenser is filled with liquid or water soluble fertilizer for distribution without mixing or measuring.
Santa Fe Mouldings from Western Moulding Co. combine simple, clean designs with a soft "weathered" texture to create a serene, peaceful environment.
Incorporating designs originated by the ancient Anasazi Indians of the Southwest, the mouldings come unfi nished. Finishing instructions are available on how to apply paint to obtain a "washed" effect of muted colors and pastels.
Profiles include chair rails, casings, bases, ceiling profiles, picture frames, stops and corner blocks.
Colorsnaps extruded plastic groove inserts from Marlite can provide a new look to existing slotted wall systems.
The tool features l2-ft. metal tape measure, recall readout from memory, automatic addition of case length capability, tape locking device and belt clip.
It has resolution to |/8" and operates on three AAA batteries.
Swivel Free Scrub from Kiefer Brushes features a uniquely designed "U" joint to adjust the cleaning pad to any angle, improving cleaning of corners and crevices.
It is made of high impact pvc and carries a lifetime warrantv.
A new group of hammers well suited to the requirements of wood deck construction is now available from Vaughan & Bushnell Manufacturing Co. in four handle styles and various head weights.
The line includes a hammer with 24 oz. head and 17" white hickorv
The inserts snap quickly and easily into place on Displawall 2000, 6000 or 7000 panels or other slotted merchandising walls to create new visual effects while hiding unsightly screw heads.
They come in platinum, red, white, brown, black and gray colors.
CompuTape Mini, an inexpensive version of the CompuTape Electronic Tape Measure retailing at
Included are threaded brush handle, sonic-welded nylon bristles said not to shed, and scrub pad that won't stain, mar or rust.
The Radiance collection of clear and smoked glass bath cabinets, mirrors, toplights and shelves has been introduced by NuTone.
Included are double-sided beveled mirror doors, full mirror behind the shelves, magnifying cosmetic mirror, invisible European hinges and push-to-open magnetic snaplock catches.
The first manufactured decorative gas fireplace with a self-contained power venting system has been introduced by Superior.
The high temperature, 3-in. space saving venting system can be installed in any direction, over a distance of up to 40 ft., depending on how many elbows are used.
A hole cutter with adjustable blades to cut perfectly round holes up to 6-318" in diameter and 7-3/4" thick in ceilings, walls and floors is new from Outwater Plastic/ Industries.
The heat circulating fireplace features a powerful yet quiet blower. A pilotless electronic ignition is triggered by a standard wall switch. A 24,000 BTU natural gas and a 21,000 BTU propane model are offered. An optional outside combustion air kit is also available.
The fireplace's contemporary look is created through a large glass enclosure, accented by solid polished brass or black trim. A warm, natural looking fire and four realistic logs provide the appearance of a wood burning model.
Master Guard acrylic latex wood sealer from Conklin preserves and protects exterior wood without damage to the environment. lt contains no solvents and meets all VOC requirements in every state.
The cutter can be used with any variable speed drill. Cutting depth is adjustable using its. hex locknut and compression spring, while cutting radius may be varied with its adjusting lever.
A support base steadies the drillbit while cutting and keeps the cut perpendicular to the surface. A transparent bowl prevents chips from flying into operators'eyes, and the compression spring absorbs vibrations.
It is said to provide smooth, fast cuts in plywood, acrylic, aluminum, brass and metal sheets and in such abrasive construction materials as fiberglass, plasterboard, transite and fiberboard. The tool was designed for use with Outwater's grommet collection.
A single coat provides an invisible waterproof shield to protect wood decks, siding, fencing, doors, window frames, outdoor furniture, shakes and shingles from weathering. lt also contains UV inhibitors to minimize sun fading and a mildewcide to guard against mildew and fungi.
A unique kitchen cutting station combining knife storage and cutting board is now available from King Things Inc.
lncluded are main lrame with drain trough, all with a tough anodic coating, moulded knife scabbard with room for six knives plus sharpening steel: double-sided, 3/4" polyethylene, non-dulling, dishwasher safe cutting board, and complete drain kit with all tubing and fittings.
All components reportedly are non-porous, stain resistant, odorless, non-toxic and easily installed, removed and replaced.
A new line of solvent-free floor covering adhesives are now available from XL Corp.
The Quick-Grip bar clamp from American Tool Companies is now available in a mini version for fast. positive clamping on delicate projects or in extremely tight work spaces.
The grip clamp features 6" jaw opening, one-handed clamping capability, lieht l2-l/2 oz. weight, and soft, pliable pads that are instantly adjustable.
Lifespan adhesives reportedly ensure quick tack up and cure, permanent antimicrobial protection and a | 5o freeze point.
The series consists of Lifespan 1000 ultra premium multi-purpose adhesive, for installing resilient sheet floor covering, woven carpet and tufted carpets; Lifespan 2000 non-stain vinyl sheet goods adhesive, for felt back sheet goods; Lifespan 3000 wood and foam back parquet adhesive, for low odor and longterm bond strength; Lifespan 4000 vinyl and rubber cove base adhesive, especially eflective for wrap around corners! and Lifespan 5000 vinyl composition tile adhesive, for fast grabbing capabilities.
DISTRIBUTORS OF PRE.ENGINEERED CANTILEVER DRIVE-THRU BUILDINGS AND "T" SHEDS
Consider the many ways that our covered cantilever storage systems can increase the profit and etficiency of your yard.
All steelcantilever "T" shed.
. Reduces treated loss due to sun walpage. Less lift truck handling means less damaged lumber.
Saves man hours through faster loading and unloading of trucks.
Contact us today for additional information
Sunbelt Material Handling Inc.
10927 Crabapple Rd., Ste. 101 Roswell, Ga.3OO75
Ph. (404)587-5933
Fax (404) 587-0735
Better inventory control.
Safely and efficiently stores long length units of l-joist, LVL, and PSL.
Tax savings through accelerated depreciation as a portable building.
Manuf actured and engineered for quality by
Gard 'N' Kids, safe and sturdy lawn tools downsized for children, are new from True Temper.
TIME SAVER
MONEY MAKER
fu enl fuys acr;nmulcd/ron of fundlng, normolly rqulra o sp-fuI frp to the bndfrtt.
Employees luite the &nga and work to bonster. to dumpster or truck. A fant mlnuta uhen unpcklnguntts, rsults ln thts comryt eastly stord uohtable e<zop, obdy stord ln a steel drum tor dlspsr,l qd sle. Tt,o "8r,nd-Adc"-Etry to Bty-Cotly to bc slthoort.
Indlan Country, Inc., Altport Road Depoclr, NY 13754 6O7-467-3tOr
ldeaf for kids age 7 to 12, the line consists of a shovel, rake and hoe packed in a self-display box. They feature solid, smooth, lacquered hardwood handles and toueh tempered steel heads.
The Italia Series 120 line of decorative bath accessories has been introduced by Sepco Industries.
Specially formulated to remove multiple layers of paint from wood, brick, stone, cement, plaster, marble, cast iron, masonry and fiberglass surlaces in a single application, it contains no methylene chloride or caustic.
moves the heat into other areas of a house or an adjoining structure. When the temperature in the heatgenerating area drops, it closes its internal motorized shutter.
The quiet, compact unit plugs into a standard wall outlet or can be wired internally.
A new line of biodegradable twine for bundling newspaper, yard waste and other recyclable materials is now available from Winchester-Auburn Mills.
Machined out of solid brass bar stock and available in 20 diflerent finishes, the line of eight coordinated, surface-mounted accessories includes towel bars, towel rings and glass shelves.
Peel Away 6 non solvent, biodegradable paint and varnish remover is now available from Dumond Chemicals.
The green paste product is applied with brush or roller, then covered with a fibrous laminated cloth that controls evaporation and is left on until the paint dissolves.
The Wesper 2 Heat Transfer System from Weather Energy Systems automatically transfers solar-heated air from a greenhouse or sunroom into an attached house.
Consisting of a fan, controlling thermostats, front panel controls and an airtight closure system, the system automatically opens and
Made of all natural vegetable fibers, with no plastics or fillers, the twine is soft and strong (65 lb. tensile) and comes in 100 and 200 ft. lengths.
"l:orests ljorever: Our (ireen (iuarantee" is the theme of this year's National liorest Products Week, a special salute to America's most renewable natural resource and to the many products it provides, to be celebrated Oct. 20-26.
and healthy lorests to meet the nation's and lhe world'sdemand for forest products.
In 1990. each American used an average ol68l pounds ofpaper products and 43 cubic leet of lumber and plywood. America also exported forest products valued at about $15 billion. The tlnited States was a nel exporter of lumber and wood products and of several paper comnrodities, including industrial packaging. paper and paperboard, and waste paper.
Notlonol Forest Products Week October 2G26, l99l
(lreated each year by Act ol'(longress to remind all Americans of the importance of our lorests and the products they provide in our everyday lives, the celebration also calls attention to the need for productive
(Continued fron pogc I4)
porous and resists deterioration, so requires little maintenance. Slate can be easily replaced when cracked or broken. Roofs last 50* years.
Metal roo/ing is used on main roof decks, primarily of commercial and industrial buildings, or on the flat decks of dormers, porches and entryways. It comes in shakes, shingles, tiles, panels or sheets in various styles, including flat, corrugated or ribbed, and standing seam. Aluminum is most common, but also used are galvanized steel, copper, copper-coated galvanized steel or aluminum, terne metal, tin and lead.
With a service life of 20 or more years, metal roofs are fireproof and offer good weather resistance, though they are susceptible to denting and scratching. They weigh less than most nonmetal roofing materials per roof square. Metal roofing is noisy when it rains and subject to some expansion and contraction as temperatures change, which may cause fasteners to pull loose from the nailing base.
Fiber cement shingles are thicker
"liortunately, America's forests are healthier today than ever," said J. (larter l;ox, president and ceo of (ihesapeake (.'orp., and chairman ol the American l:orest (louncil. "Thc tlnited States actually grows more wood each year than it harvests or loses to insects and diseases combined, thanks to the ambitious replanting efforts of our timberland owners."
"ln fact," said Fox, "today we
and heavier than asphalt shingles, fireproofl, very rigid, strong and durable, with a service life of 50 years or more. They aren't as heavy as slate or tile, but still require a strong roof flramework.
They need minimal maintenance and installation, while not difficult, is usually performed by a contractor.
Built up rooJ'ing has a roof membrane consisting of three to five layers of roofing felt, each coated with hot or cold-mopped asphalt, or with a cap sheet. They are classified as 10, 15 or 20 year roofs, depending on the number of membrane layers and the method of application.
Membranes are subject to alligatoring, splitting, ridging and other forms of deterioration caused by exposure to weather conditions.
Built up roofing is usually installed on flat roofs on commercial type structures by a roofing contractor who specializes in this type of work.
Commercial roofs are increasingly being constructed with modified birumen systems, which combine modified asphalt with a glass fiber and/or polyester mat. Modifying the asphalt improves the membrane's thermoplastic characteristics.
Modified asphalt retains its oils longer, increasing the cold climate
have 7.ll million acres ol'lorestland in the tlnited States. more trees than we had 70 years ago, and about twothirds of the forest cover that existed in the 1600s. That's pretty remarkable, given that the population of the t jnited States has increased more than 5,000%,. Through its emphasis on replanting and natural regeneration. America's forest products industry is guaranteeing that we'll keep this country green."
('urrently, the United States is the world's leading producer and consumer of forest products. According to the llureau of Commerce. the nation's forest products industry ranks among the top l0 employers in 40 of the 50 states, directly employing some 1.6 million people with an annual payroll of around $43.5 billion. This figure doesn't count the many thousands more who indirectly make their living from forest management and forest products manufacturing.
flexibility and UV resistance of the membrane and resulting in a more durable, longer lasting membrane with superior waterproofing. Rolls are readily installed by contractors. Popular in reroofing arc elastorneric coatings, which are applied over existing roofing to repair, protect and preserve it. The energy efficient products are affordable and easily applied by homeowners. Average effectiveness is about five years.
Southern Forest Products Association regional managers will join with Western Wood Products Association representatives in conducting two hour nontechnical sessions this fall for builders and lumber dealers throughout the country.
Southern sessions will be held at the Holiday Inn-l-10 at Silber, Houston, Tx., Sept. 24; Days Inn, Stemmons Expressway, Dallas, Tx., and Home Builders Association of Memphis, Cordova (Memphis), Tn., Oct. l; Perimeter North Inn, Atlanta, Ga., Oct. 3, and Plaza Inn, Orlando. Fl.. Oct. 10. The free seminars begin at 8:30 a.m. and require no registration.
lllllTlT for Humanity will receive a donation from Stanley Tools for each UPC symbol redeemed by a Stanley tool buyer this year. Alec Beck (center), president, Stripling Blake Lumber Co., Austin, Tx.; David Leslie (left), executive director, Austin chapter, Habitat for Humanity, and 0ctavio Valadez (right), future Habitat for Humanity homeowner, examine one of the collection boxes which will be placed in Stripling Blake stores.
More than 102 million housing units currently stand in the U.S., up 160ft from 1980's 88 million units, according to the Census Bureau.
More than a third of the increase occurred in California. Florida. and Texas.
"1991 Employee WaSc & Fri[e Benefit Survey" and "Moulding Mill Job (Occupation) Dcscriptions" are 3350 ea. from Wood Moulding & Millwork Produccrs Association, Box 2527t, Portlend, Or.97225.
A Fancy Cuts dccorative red cedar shingles brochure is free from Shakcrtown, (800) 426-8970.
The Railrmd Shlpper's Guide, a 48-p. booklet of how-to's and tips for railroad shippers and receivers, is $19.95 from DGC Inc., 6900 Warwick, Shawnee Mission, Ks.65218, (913) 962-9211.
lnformation on lfhtwcijht compodtc board sidirU is frcc from CMwood, 427 Main St., Orogon City, Or. 9704.5.
Thc Vcrsion 6.0 Rallforld Enhoncement Dlrr,tory, a refcrcnoc of hundrcdc ofsoftwsre add-on products snd ports, is 050 from RealWorld, (800) 678-6336.
A brochure on the Hardwood Plywood Association's testing laboratory is free from HPMA, Box 2789, Reston, Va. 22090.
"Builder Tips: Cut Callbacks Statement Stuffer," a flier that lits inside a standard billing envelope, is $5 per 100 from American Plywood Association, Box 11700, Ta@ma, Wa.984ll.
Ouakc Proof Connectoru
"Connectors for Earthquake-Resistant Construction" is free from Simpson Strong-Tie, Box 1568, San Leandro, Ca. 94577.
Latlno Forest Producte
on all New Llterature slorles $rrlte dlrectly to the name and address shown ln each ltem. Please mentlon that you saw lt In Bulldlng Producb Dgest, Many thanks!
A 68-p. catalog of moulding profiles, door and window components is available from Smith Millwork, (800) 6542124, or in N.C., (800) 222-8498. ,
"A Perfect Fit," a 6-min. Colorlok siding video, is $5.95 from Masonite Corp., I S. Wacker Dr., Chicago, ll. 60606.
& OSHA
The 28-p. "OSHA, What It Means to the Owners of Powered Industrial Trucks" is free from Hyster, (800) 221r t9t.
Plafform Trucks
A 4-p. platform truck brochure is free from.Dura Products, (800) 765-3872.
"Recycling: It's Everyone's Business" is free from Homasote. (800) 257949r.
Particleboard Production
"1990 U.S. Industry Annual Shipments & Production: Particleboard & Medium Density Fiberboard" is free from National Particleboard Association. 18928 Premiere Ct., Gaithersburg, Md. 20879.
Forest hoducts from Lotin America: An Almanac ol the State of the Knowledge & the State of the Art is available from Forest Products Laboratory, I Gifford Pinchot Dr.. Madison, Wi. 53708.
Gablnet Handlwork
The 192-p. paperback Making Kitchen Cabinet Accessories is $12.95 from Sterling Publishing Co., 387 Park Ave. S., New York, N.Y. 10016.
All Purposo Ingulatlon
A l99l products and specifications catalog on Styrofioam brand insulation for roofs, walls and foundations is free from Dow, (800) 441-4369.
Twenty-five (25) words for $2 I Each additional word 700. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line; $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready, $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 4E0, Newport Beach, Ca. 92660. Make checks payable to Cutler Publishing, Inc. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 20th ofthe month. PAYMENT MUST ACCOMPANY COPY unless vou have established credit with us.
All types of building materials, hardware, closeouts, overruns, irregulars and buy backs.
Spcnccr Parker or Bubbe Morgan
2nds in Building Meterials, Inc.
Phone: 615{99{il3
Fax: 615{!l!D-1429
CLOSE OUT: Arh, Poplar, Haple. 1x2, 1x3, 1x4, 1x6, 1x8, 1x12-3', 4', 5', €l', 8'.
PRICED FOR OUICK SALE. Glear Grade
lmmediate Shipment.
Glen Oak Lumber & Milling Inc.
with expertise and a good reputation in specialty lumber products are needed at Cascade Empire Corporation. Our growing company, with current annual sales of $145 million, wishes to double its size within the next five years. lf you're interested in a future with a forward thinking company, please respond to Ray B. Haroldson, president, (800) 767-8371. All responses will be held in strictest confidence.
lengths, custom timbers,
Hard to find
patterns. Clear cedar to 4x12, clear & clear hrt. redwood to 4xl2 and 6x8, C & Btr Doug fir to 4x12. Call Product Sales Co. (714) 998-8680. Please see our ad on page 4.
meetings and trade shows in your region.
By Tom Roblnson Robinson & Associates Candler. N.C.
A YOUNG worker in a lumberA yard/home center often begins his new job filled with excitement, but his enthusiasm can diminish when he discovers there is no training program.
Instead of receiving an organized and informative introduction to his duties, he is assigned to watch another employee and learn the job on his own. By the end of the first day, this worker can be concerned with the poor quality of his training
and the lack of potential advancement in the company.
Many employees leave our industry because advancement is not available. The employee with the drive to excel looks for opportunities to advance. lf they are lacking, he willgo to another industry. All businesses need to commit to training and provide incentives to progress.
The daily walk, long a successful training tool for industry giants, can be an answer to the training problem. Covering all areas of the store and yard, it enables a manager, his assistant managers, department managers and employees to plan the workday.
Each four foot section and endcap should be analyzed for needed work and improvement. In addition to helping a manager and staff to develop better communication, this technique gives the employee an opportunity to learn from his superior as well as to develop his own ideas.
I still recall with pleasure an experience with my regional manager about l8 years ago. As we approached the hardware section on the store walk, he asked, "What's your opinion of this area?" I remember thinking, "What would he want me to say?" and deciding to say what I thought should be done. To my surprise, he said my ideas were good and advised me on how to dissect each aisle in order to perfect my plan.
I could hardly wait for him to leave so I could discuss "my plan" with the assistant managers. I used the same approach he had used with me in talking with them. As a young manager, I wasn't as e{ficient at it as
he was, but I achieved good results and continued to use this method to develop employee enthusiasm which soon set our store apart from the others.
Gukb b manqBment Uaining nslng a dally walk thrcugh the slorc. case hlstory ol how the tecfinQue worked ior llndell's in Knoxvllle, Tn.
Everyone in the store took part in the daily walk. After I walked with my assistants, they walked with their employees, planning what each would do that day. Everyone learned that they must follow up on each day's plan. Employees developed self confidence, showed more excitement about their departments and established friendly rivalry.
The daily walk allows management to evaluate each employee based on daily performance. In addition, with the daily opportuniity to assume responsibility, employees acquire better attitudes about the management and company. Knowing what is expected of them each day gives a sense of accomplishment. They not only discipline themselves to do the assigned tasks, they make sure that others accomplish theirs as well.
A manager must follow up on the progress of the employee striving to achieve his daily plan. Nothing upsets an employee more than having a manager point out mistakes in a project that is almost complete. Pro-
Building product manufacturers and distributors will meet in Dallas, Tx., Oct. 27-29 for the annual meeting and exhibits of the National Building Material Distributors Association.
JeffBlackman, Blackman & Associates, will address the general session on methods of adapting to change. Educational offerings will include a discussion of the NBMDA 1991 Profit Planning Survey by Dr. Albert D. Bates, Profit Planning Group; leadership tools for the '90s, Gene Hannum, Armstrong World
jects should be checked frequently during the day with ongoing projects being evaluated on the daily walk. Follow-up is vital.
Although the daily walk has been an accepted training tool for large chains, independents have seldom seen it as workable. Recently, I had an opportunity to prove that it can be effective for both.
Carl Tindell, president of Tindell's, Knoxville, Tn., asked me to train his store managers. After Richard Tindell, a vice president, and I toured the stores, we decided that two of the three needed to be remerchandised before training could begin. Working with managers, I observed an eagerness and commitment to learn how to better merchandise a store plus a willingness to make the sacrifices needed to reach a goal.
After two months of reworking the aisles, we started to train using the daily walk. Two of the three managers had no management training, but their progress at the end of five months was remarkable. Each acquired confidence through the walk with his employees. A better management/employee relationship developed and employees began to have pride in the appearance of the store as well as more confidence and better skills.
My 1970s experience was repeated in the '90s with the same success. The daily walk worked. Better communication, fairer evaluation, pride, self-confidence and employee growth developed.
You, too, can ensure a healthy future for your store by beginning each day with a walk.
Industries; quality process, John Wylie, Armstrong World Industries, Jim Pence, James Pence & Associates; strategic marketing, selling and doing, Kenneth A. Meyers, Management Futures, and distribution management, D. Bruce Merrifield Jr., Merrifield Consulting Group.
Partnering relationships formed at a February conference will give progress reports. Participants include Wilsonart/Stanline Inc.; Plywood Panels Inc./PrimeSource Inc.; Armstrong World Industries/Palmer Donavin Manufacturing; ThermaTru Corp./PGL Building Products.
Flardwood ProductsoFlooringoCondolas o CommercialAccounts
November:
Western Woods .
Home Security Er Safety o Public Relations
Business Forecast
Special Issue o Customer Service o Remodeling
Edwrrd Kelth Sneed Jr., 65, president of Snead Builders Supply Co., Greenwood; S.C., died July 9, 1991, in Greenwcxrd.
A native of Greenwood, Mr. Snead joined his father's company after World War ll. He served as a director of the Carolinas-Tennessee Building Material Association.
J. C. Whlte Jr., 69, owner of J. C. White Lumber Co., Mount Pleasant, S.C., died June 9, 1991, in Charleston, S.C.
Born in Awendaw, S.C., Mr. White operated a sawmill in Awendaw before opening the yard in 1972. He was a past director of the Carolinas-Tennessee Building Materials Association.
Georgia-Pacific's chairman and chief executive oflicer T. Marshall Hahn Jr. is postponing his retirement for two years "to help the company realize the full potential of the $3.8 billion takeover of Great Northern Nekoosa in 1990."
High debt and the uncertain economy also were mentioned by the board in their request to the 64 year old chief who had planned to leave in December.
A. D. "Pete" Correll, recently named president and coo, appears to have the inside track over Ron Hogan, now vice chairman, in the race for Hahn's job. Retirement of Hal L. Airington, current vice chairman, has been moved up one year to December to facilitate these promotions. Davis K. Mortensen, executive v.p., building products, and Jame C. Van Meter, cfo and exec. v.p., finance, are dark horse candidates.
The National Building Products Exposition & Conference will be launched Aug. 15-18, 1992, Rosemont Convention Center, Chicago, Il., in conjunction with the National Hardware Show and Hardware Industry Week.
Environmontal issues and sales and marketing seminars will sharc the focus of the 94th annual National Hardwood Lumber Association convention in San Francisco, Ca., Sept. 29-Oct. l.
An open meeting of the Forest Resource Committee on Saturdsy prior to the convention will allow early anivals to learn how NHLA forest resource assessment funds are being used to promote industry's side of the environmental issue. On Sunday aftemoon an Oregon Lands Coalition workshop will discuss its grass roots experiences with preservationist activities in the Pacific Northwest. Dr. G. Clotaire Rapaille, a French psychologist who has done extensive research in the area ofhow the public perceives the messages being communicated by the forest industry, will speak Tuesday afternoon. He has worked with both the American Forest Council and California Forestry Association.
Walt Clarke, a popular speaker at previous conventions, will present a lumber buyer's seminar Sunday afternoon and a hardwood marketing seminar Monday afternoon. Industry exhibits will be open all three days of the convention.
More than 1200 hardwood lumbermen are expected at the Fairmont Hotel for the programs and business session which will include the election of new directors for 1992.
lxluroes, lnc. and plans to raise additional capital to finance the expansion by means of a public offering of its securities.
Louisrana-Pacific was the U.S.'s largest producer of nonveneered structural panels in 1990 with 2.5 billion square feet. Weyerhaeuser came in second at l.l7 billion, then Georgia-Pacific, 969 million, Noranda, 902 million, and Potlatch, 789 million.
These five companies produced 750/o of the North American output or 6.4 billion sq. ft. L-P with 13 plants was responsible for 300/o of the total.
L-P's Silsbee, Tx., plant came on line in early summer with International Paper's Cordele, Ga., plant due to start production this fall. Louisiana-Pacific is also building a plant at Hanceville, Al.
Hughes Resources Inc., Bon Wier, Tx., plans a $2 million expansion over the next two years, adding about 50 employees and increasing production capabilities at its debarking-chipping mill, DeQuincy, La.
Other facilities include Hughes Wood Products sawmill, Newton, Tx., and Houston Woodtech wood treatment plant, Houston, Tx. President and c.e.o. James Hughes Sr. anticipates rising demand from the West, due to western lumber shortages, and exports to Mexico and Japan.
In June he acquired a 900/o interest in a publicly held corporation Firma, Inc., which now owns l00o/o of Hughes Wood Products. Firma changed its name to Hughes Re-
tVhen we designed our new cans. we made "The Fast & Easy Wood Filler" our slogan.That's because \foodv Puttv will not shrink, crack or crumble. It's extremely fast drying, with small amounts dryrng in vinually minutes.You apply it like a putty, and it adheres just like a glue.
We believe \foodv Putw has other fast and easy froperties. For example, its eye-catching can makes it absolutely impossible to ignore on the shelf. The can almost sells itself. But we didn't stop there. Using our brilliant yellow color, we designed an easy to assemble display case to go with it. All you do is take the cans from the shipping case and arrarrge them in our display and you nov/ have a hard working sales tool.
On the header cmd.vou'll find that \floody Putty is the choice of fine wood craftsmen all over the country Ethan Allen, Broyhill Furniture Industries, Thomasville Furniture, Riviera Cabinets, York Tovrn, and Hagerstos/n Kitchens, to name iust a fernl have all used\ToodyPutty (under its industrial narne, Famowood) with great success.
Arrailable in/a pint and pint cans.
Our double display holds 48 /4 pint cans.
Our !(oody Putty display was specially designed to feature our 8 leading
Also on our header card. vou'll find a helpful color chaft, so consumers can easily choose the color they need. NoW when they are fixing nail, screw and knot holes, nicks, scratches, gouges, dents or mistakes in theirwood-working projects, theyll know which wood filler to choose.
No one can ignore \foody Putty when you put it in your store. For additional
colors: Naturd, Birch, Red Oak, Oak, Ash,Walnut, Mahogaql and Pine.
Other colors include: White, Tirpelo, Cy)ress, Teak, Redwood, Fir, Cedar, Alder, Maple and Cherry
sales help, however, just askyour\foody Putty Sales Representative for copies of our inform ative consumer brochure.
Obviously,\(zoody Putty is the fast and easy wood filler ficr more reasons than one!
Lnagine being able to offer your orstomers the endurirrg quality and distinguished look of redwood, for a price thafs 40 tro 50 percent less than whattlrey'do ecttopay.
Thafsthe realbeautyof LouisianaPacific's Desert Drf Redwood.Ithasthe nafural beneflts and superior performance of allheart redwood, in sixvery affordable
C,onsfuction Cnmmon, Heart Merch and Merch.
Becauseifsdriedto 19 percent or less moistre, a load of Desert Dry Redwood is lightel givirgyou more boardfeetoneveryfuck That combinedwith its healthier mark-up, makes it a very profitable alternative to cedarorpressre feated hunber.
So stockLPsDesertDry Redwood. And go firstclass,
atcoachprices.
Formore information on Desert Dry Red\Mood, call our Redwood sales office at (7w44375L1.
grades:'8," Heart'B,"
Construction Hearl
