Building Products Digest - September 1992

Does your yqrd hqve the Advqntqge?

Or does your compeflfor? Hundreds of lumber componles hove olreody golned the edge wlth Advontoge Buslnes Systems Here's why we're #'l ond growlng: lowest cost custom proglommlng, on-sile demonskotions, personollzed frolning ond free consulfollon.

You receive: invenfory conlrol- complete trocking purchosemonuol ond outomotic, occounts poyoble, poyroll, soles onolysis2-yeor history on line, lighi monufocturing, generol ledgercompletely interfoced, point of solereloil or conlroctor, multiple store copobility, soles rep commission reporting, document reprint up to two yeors otter the sole, job quofes ond estimoting, inf inite pricing copobilities, direcl shipping, ond speciol wholesole ond brokeroge options.

markc{r ln 13 Southcm rlater

EDITORIAL

Lead, follow or look out

This election season we're hearing lots of talk about leadership for America. For any business, this elusive quality called leadership is an equally important asset

Leadership involves many areas. Professor Leonard L. Berry, writing for Arthur Andersen & Co., observes that "We have a poverty of leadership in retailing today - just as we do in all other major industries and sectors of society. The qualities of leadership... love of the business, a core vision, innovativeness, a passion for excellence, integrity... are too often absent in the people running retail companies, and thus in the companies themselves."

Enthusiasm especially seems in short supply. How often do we encounter leaders who are sparkling and excited each morning about the challenges and opportunities of the day? Some are

and it is fascinating to observe. Yet too many just grind it out - another day, another dollar. Call the latter negative leadership.

Unless a person in a leadership capacity is born with a love of retailing in his or her blood, naintaining enthusiasm can be a daunting task. In the brutal world of retail, disappointments and nasty surprises come all too often. Maintaining the magic can be tough. Yet it is just those kinds of qualities that separate the true leader from the pack. Some of tiis falls under the heading of "when the going gea bugh, the tough get going."

Leaders come in all kinds, shapes and types. Firm rules do not always apply. While leadership may be difficult or perhaps impossible to define precisely, when you are in its presence or feel its effect from a competitor, you know what it is.

'l" Yelfow Pine Boords 'C','D', #2

'l" Yellow Pine Boords (Potlens)

2x4 lhru 2x12 #1. #Z #3 S4S

Yellow Pine

1,2', 4',6" Yellow Pine Wolmonized

'1" Ponderoso Pine Boords'C','D', #2. #3

2" Doug Fr #2 &, Befler, Utility

2" Spruce Pine Fir #2 & Better, Utility Redwood & CedorInventory

Yellow Pine CDX & Sturdifloor

Yellow Pine BC Sonded

Yellow Pine Premium & Decorolive Sidings

Woferboords

Fir Sonded & Fir Sidings

Hordwood Plywoods

Hordboord Sidings

- Temple & Mosonite #1& #2

Treoted Plywoods Avoiloble

DAVTD ('Ut'l,t:R publishrrr

Dean Ups Treating Capacity

Dean Lumber Co., Gilmer, Tx., has increased its treating capacity and the unifonnity of its reated wood.

Treating plant equipment, narnely pumps and the mix system, has been upgraded with pneumatic console controls replaced by a process control computef system. Changes have cut 20 minutes from the previous treating cycle, reduced the possibility of errors and provided flexibility to the treating operation. Using the same treating cylinders as before, production capacity has been increased. Treated wood is also drier when removed from the cylinders. The entire treating process is conducted under a 2-ll2 acre rcof

Plant manager Danny Hurt and trcating plant operators Pat Nott and John Finney are pleased because the new system enables them to treat to exact AWPB standards and to comply with snict EPA guidelines.

"We have always enjoyed a reputation for quality," said company president Steve Dean. "This is one more step in our quest for the perfect product. Our customers are getting clean, environmentally sound treated wood."

Hickson Cotp., Atlanta Ga., coordinated the improvements. Dean Lumber produces Wolmanized pressure treated wood, Wolnanized Extra weather resistant lumber, Dean Deck and Dricon fire retardant treated wood.

Lowe's To Open 60 Locations

Lowe's will add 60 new waehouse units next year and increase lotal floor space by 457o. Thirly stores will be in new markets, mostly southeastern, with the rest replacing existing stofes. The company set a goal of fipling annual revenue to $10 billion by the end ofthe decade.

Chairman Robert Strickland said the chain is pursuing a Wal-Mart strategy with smaller cities, adding there is plenty of unconquered territory for both Lowe's and Home Depot. "The analogy I use is two elephants in a chicken yard," he said.

The company claims it has found a successful fonnula with its largest stores, which carry everything from lutber and garden equiprment to washing machines and telephones within 65,000-100,000 square feet. The average large Lowe's increased sales 25Vo over 1991 in the second quart€r.

In response to charges that Lowe's has poor service, management said

they're taking steps to improve service, eliminating an inconvenient catalogbased checkout system, training employees better and placing paging systems throughout some stores so customers can call a salesperson with the push of a button.

HURRICANE REPORT

Coverage of damage by Hurricane Andrew will appear next month.

Hechinger To Gut Prices

Prices in all older, traditional Hechinger Co. home improvement stores will be cut to match prices at its new Home Project Centers.

"For all intents and purposes over the next several years we're going to convert the Hechinger chain to Home Project Centers," ceo John W. Hechinger Jr. said.

Ten stores have been converted to the new format which groups products around service desks specializing in the most common projects.

He's cr conhqclor who demqnds the uncommon perlorrnqnce ol Dlckson Spllt-Prool Sldlng Nctls.

The DicksonNeverust9 with smoothorLock RingtM shqnk, delivers three times the rust protection ol ordinory gclvonized nqils. Or choose Dickson's sloinless steel nqils. .unmotched durobility lor redwood, cedor ond other high-ocidwoods.

With Dickson nqils, you get eosydriving, tight-holding perlormcnce. Plus the confidence ol knowingyou've done the job just once ond lor good. No rust streoking. No cqll-bocks, For lree somples qndmoredetqils,

jl*;r*:x, u"r.,*

coll l-800-368-4536.

Selling decorative paneling advantage

AI{DSOME, ele gant, traditional, modern, warm, @zy, invitingthe interior design effect your customer wants to achieve is available in either solid wood panels or decorative pueling.

Redwood paneling, appropriate for both walls and ceilings, can be applied vertically, horizontally or diagonally for ultimate interest. Color can be controlled by choosing all cinnamon red colored heartwood or a combination of heartwood streaked with sun colored sapwood. Textures are smooth in surfaced lumber or rough in saw textured. Finishes, oils, stains, sealers and even paint can be used to protect or enhance the completed project.

Because a homeowner can apply redwood boards as easily as a professional, paneling wo'rks well for remodeling and renovation. Individual redwood boards come 4, 6 or 8 inches wide. They are light and easy to install witl hand tools. adhesives and nails. Some individuals claim panel projects are as easy to do as wallpapering.

Western red cedar paneling offers a variety of warm, natural colors ranging from rich amber to deep honey brown. Available in a wide choice of pattems, textures and grades, it also has good working properties and is easy to install. Finishing is optional and because of its dimensional stability, cedar is an excellent. recommendation for areas with high humidity levels such as baths and kitchens.

Southern cypress planks have all the advantages of redwood and cedar plus the option of using pecky cypress with its unusual character. Hardwoods also are beautiful wall coverings. Oak is the most popular followed by mahogany, walnut and cherry. Southern pine and western woods such as larch and spruce also can be used effectively as interior paneling. Although less commonly seen, they are easy to handle and attractive.

Decorative paneling has the advan-

S:bryataGlane

Pancllng suggestlons lor a varlety ol tastes and budgets...advantages of solid wood panels and decorative panellng.

tage of coming in a wide range of price selections as well as patterns. Regardless of your customer's tastes or budget, there is a product to fit his needs. Pattems range from authentic looking wood grains to designer wallpapers and silky textures. Applied witl adhesives or color matched nails, they go on quickly and require no finishing.

All types of paneling are appropriate for both new construction and remodeling. The application of paneling can blend the newness of an addition with the original structure. Paneling also can hide cracked plaster or uneven walls in a renovation. Suggest paneling, whether your customer is redecorating, remodeling or building a mansion or a cotiage. You'll undoubtedly create both a sale and a satisfied customer.

DECORATIVE paneling, whid ofiers the look ol wallpaper or wood, is an easy projed

CYPRESS panels add ynmth and beauly lo thie modem dining room, Wide mouHings mnl lheveditnlpaneb,

WESTERN red ceda paneling makes a pleasing visual statem€nt on this fireplacs.

ELEGANT contemporary beach home usss dear all heai redwood tongue and groove intedor paneling on ceilings and walb.

Ways to increase panel sales

ED ETAILERS can develop addit- ft ional panel sales by marketing to specialized uses such as material handling, agricultural or boat building. D-i-yers also can be profitable customers for panels.

Sanded plywood is widely used for a number of material handling applications, including pallets, slave pallets, pallet bins and 0anks, liquid tanks, crating, shelving and cable reels. Because the smooth surface prevents damage to soft fruits and vegetables, it is an excellent product for produce bins.

The Big Bin designed by the American Plywood Association is becoming increasingly popular for agricultural use. Tropicana, Minute Maid and Citrus World, all located in Florida, use over 140,000 Big Bins with an estimated 34 million square feet (3/8 inch basis) of structural panels. Each Big Bin uses approximately 250 sq. ft., according to APA field representative Jack Gianni.

A pear grower in Medford, Or., has replaced all his plastic bins with 47" x 47" x 24" structural panel bins. He likes the lower cost of $40-$60 each, their ability to stack nine high in cold storage and controlled atmosphere rooms and that they are repairable, Mike Drobaugh, APA rep in that area, noted.

B-B Plyfonn is made only by APA members especially for concrete formwork applications. It is reusable and available in Class I, which is stronger and stiffer, and Class II. While this product has advantages, any grade of exterior sanded plywood can be sold for concrete fonnwork.

D-i-yers use plywood panels for everything from garage shelves to furniture and outdoor storage buildings. Two projects featured recently in consumer magazines could give your customers some ideas.

The August Outdoor Life showed a 140 sq. ft. hunting cabin that can be built for $1,000 or less using a variety of APA panels. Providing basic shelter for up to four people, it can be used as a peflnanent or tempoftry cabin in the woods or backyard. A project

featured in Better Homcs & Gardens magazine's summer bed and bath spe- cial issue used Medium Density Overlay plywood to build a wall mounted headboard.

Storyat a Glane

How panelsales can be developed in spocialized markets... ways to sell for agriculture, concrete forming, boat building...unusual d-i-y projects using panels.

home repair and maintenance projects. The uses for which it can be recommended are limited only by the imagination and woodworking skills of the customer.

Sanded plywood has a finish quality surface which requires little or no additional sanding for most applications. It can be cut, drilled, routed, jointed, glued, fastened and finished with ordinary tools and basic skills. The wood has excellent nail holding ability and nails can be placed near the edges without splitting the panel.

Standard dimensions are 48" x 96" although some longer and wider panels are available.

In addition, sanded plywood can be sold for cabinets and built-ins, shelving, paneling and accent panels as well as soffits, stair freads and risers and undedayment for floor coverings and floor or roof deck coatings. It can be easily stained and is often used in d-iy furniture proj ects.

Other typical do-it-yourself applications include workbenches, tool and toy boxes, desks and tables, furniture of all kinds, outdoor storage buildings, patio shelters, fences and countless

A special marine grade sanded panel is designed with Douglas fir or western larch for uses requiring resistance to the elements and structural integrity. It is well suited for boat hulls and other applications where bending is involved. Since it is usually special ordered, a retailer can develop a good niche market with it if there are boat builders or hobbyists in his area.

Being aware of opportunities to sell panels to customers other than builders or remodelers can pay off in additional sales.

HUNTING cabin construded with a vadety of APA panels is a project which retailers i:an

sugg€st to lhEir customers. ll can be sel up in the'ioods or the ba*yard.

Structural panel m arket is alive & well

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Structural penol rupply favorablc...south.rn plnc ply- wood lllls gap lcft by llr shoilages....APA prclects Inctlased use.

t\PTIMISM abounds in the Vstructural panel market as late summer demand for sheathing and underlayment finned sales at both conuirctor and d-i-y yards.

hices continued to rise and supply remained favorable as the South picked up the slack in production and southsrn pine plywood began to find

its way into areas normally served by fir plywood. OSB held steady as a contJender although its price also was moving up.

The srength of the August market "points toward a late developing market that has underlying strengths," C.C. Crow Publications said in its weekly newslett€r. "That, at least, can be seen as a sign of hope in what has been a dull second half'

Because of a better fiber supply, lower liabor costs and access to major markets, the South is becoming the primary producer of structural panels. In 1991, 68 southern mills produced 13,597,000 squarc feet" 567o of total U.S. production. In the West, tbe coasoal region produced 5,114,000 square feet (2l.l7o) and the inland region poduced 2,473,W square feet

(10.2%). OSB accounted for 23Vo with 28 mills. APA estimates tbar this will increase to25% by 1996.

Total residential construction including remodeling is expected to use 13.2 billion feet of structural panels this year, tbe American Plywood Association projects. By 1995, the market should reach 15.4 billion feet. Altbough fewer homes are being built than in the 1980s, increased square footage and a reasonably good single family market are requiring more panel products. Single family homes are using 8,400 sq. ft. of panels on average with a multifanily unit requiring 3,155 sq. ft.

The volume of structural panels per home can be increased by selling the APA Code Plus Home program for contractors. The combination of thicker panels and use of structural panel wall sheathing can raise the average strucnral panel use per home to over 10,000 sq. ft. APA is in the midst of developing plans for the 1993 promotion of Code Plus with point of purchase displays for retailers and seminars which retailers can sponsor in conjunction with contractor nights or special events.

Retailers can sell the Code Plus progran's advantage of ensuring earthquake and wind resistant homes. Wood frame construction performed well in both the 1989 San Francisco, Ca., earthquake and 1989's Hurricane Hugo on the eastern seaboard. Franklin [pw, seismic safety manager for the city and county of San Francisco, said, "Wood frame buildings designed to provide lateral resistance are less likely to sway and drift in an earthquake. This limits breakage of electrical, gas and water lines within the building, thus reducing the chance for catastrophic fires." The Code Plus Home program applies nearly 40 years

STRUCTURAL oanels are havino a oood selling season. APA forecasts ttrat t-S.Z Uittion fe€t will b€ used lhis year.

Customer Confusion?

Selling plywood used to be pretty simple. If your memory is long enough, you probably recall that ll4, ll2 and 314-inch thicknesses covered your sanded softwood and hardwood plywood inventory with some 3/8 and 5/8inch rougb sbeatbing to handle sidewsll and subfloor construction. Things have changed.

Today your plywood prnels are sharing bin space with OSB, particleboard and, perhaps, medium density fiberboard products. Panels now come in mind numbing thicknesses like 7/16-inch and ?3132inch.

"I'nr hearing frrsm more confused and frustrated customers, both homeowners and professionals," says Bill Rooney, bost of the weekly d-i-y call-in radio show "Around the House with Bill Rooney" on station KXL, Portland, Or. "They buy a project plan for a simple bookcase calling for 3/4-inch sides and a ll4incb back. However, when they start assembling the bookcase, the thicker panel is l1l16-inch and the thinner is 3/16-inch or 4mm and all their dimensions are off. One d-iyer complained that he sp€nt more time with calipers in hand than a harnmer or saw."

"And even the professionals aren't always sure what they are buying. I sontinue to see dealer newspaper ads featuring special prices on 'Waferboard' or TVaferwood'panels yet, as far as I know, only oriented strand board is produced today by domestic manufacturer&" be said.

So how does tbe retailer regain customer confidence? Management must make sure its sales staff, invoices, bin markers and advertising list accurately the actual product size and description tbey are selling. A credibility check is the only answer to eliminating customer confusion.

important that OSB products are rnade from plentiful, noncontroversial timber sources including hardwoods such as aspen. Access to these raw materials has brought OSB plants to afeas such as Wisconsin.

'Rehilers can save money for their customers and come in with a low bid," advises Mel Williams, lumber deparnnent salesman at Boise Cascade in Phoenix, Az. "OSB products perform the same as rated plywood panel products." They have the same performance ratings without voids or lnots and are uniform. Their stiffuess can be an advantage although the extra weight in some thicknesses bothers a few people, he adds.

Educating the builders is essential, according to Butch Miller, sales managet at Martco OSB, Alexandria, La. Builders should know there are "things you can do and shouldn't do" with OSB, he explains. "A retailer can get a leg up with his builder customers by showing them the APA film on panel installation."

Martco, which sells Tuff Srand in a market area reaching from Alabama to Arizona with an emphasis on Texas and some customers in California. Georgia and Florida, packages the products with complete instructions plus an 800 number to call for additional help.

Education is also stressed by Jim Harrison, operations nurnager at Georgia-Pacific's San Leandro, Ca., distribution center. He recommends that dealers get to lmow the OSB products better and develop an easier-to-sell niche market. He also stresses the advantages of being able to give a customer a lower price on a bid if he is familiar with OSB and what it can do. Harrison suggests that dealers should stock OSB as well as plywood panels to familiarize customers with the product. He's another advocate of APA and manufacturers' films and literature.

of APA research in earthquake and wind resistant design.

Oriented strand board products have captured a significant portion of the structural panel rvtrket in the past l0 years. Price has always been an advantage for OSB, although the spread between plywood and OSB costs is now minimal. With the curent climate of preservation, it is

Louisiana-Pacific, which has 16 OSB plants with a total capacity of about 3 billion square feet a year, is a good example of a manufacturer who backs a dealer with quantities of informative infonnation. They offer an OSB print advertising kit, brochures, counter cards and envelope stuffers for dealers selling Inner-Seal products.

Regardless of whether he is selling traditional veneer type structural panels or the OSB products, a dealer should be able to count on completing the year with relatively strong sales.

COUNTER disolavs such as this atlract atlention of buildtir customerc and provide them with informalive brochures on OSB.

SIDING is one of the many OSB producls sellling well to bolh contrac{ors and remodelers. lls lower price is attractive.

1f, S MORE buying groups use barcodes for a larger lil number of products, you can save time and money and gain increased efficiency and speed from barcode scanning.

As you probably know, there are a number of different types of scanners including handheld laser scanners, CCD scanners and wands. Or, you can choose a counter mounted projection scanner or a scanner designed to be mounted inside a counter top. The latt€r is not widely used ewpt in grocery checkout counters. To help you choose the scanner which best fits your needs, some of the advantages and disadvantages of each type are listed below.

HANDHELD LASER SCANNER - One of the most highly reconmended, it provides unsurpassed first read rates, accuracy, speed and the ability to point and shoot. Typical scanning distance is from 2-18 inches.

Advantages: does not require contact with barcode label; moving beam eliminates hand motion; simplifies reading barcodes on curved or irregular surfaces; excellent depth of field; solid state laser diode is reliable and rugged.

Disadvantages: more expensive than other types of input devices; electro-mechanical device with moving parts.

HANDHELD CCD SCANNER - In contrast to wands and lasers, it actually photographs the barcode, provides a fast scan rate with maximum scanning distance approximately I inch with a maximum label width of 2.3 inches.

Advantages: does not require con0act with barcode label; extremely fast read; rugged and durable with no moving parts.

S:tory at a Glane

How to select a barcode scanner that fits your needs...advantages and disadvantages of those available...what you can expect of the correct choice.

Barcode 'scanners save time & money

By Debble Alvredo ProfiMaster Computer Systems, Inc.

Disadvantages: fixed scanning width; limited depth of field.

WAND - Handheld rro wand has a ball tip which glides across a barcode label to provide high first read ratps even with a poorly printed or faded label.

Advantages: least expensive type of input device; extremely high read rate; reads both dot matrix and laser printed barcodes.

Disadvantages: requires contact with barcode label; great difficulty in reading barcodes on inegular surfaces.

PROJECTION LASER SCANNER - The second most highly recommended, it is an ideal choice for applications requiring high volume barcode scanning with limited counter space. Designed to mount on top of the counter, it is compact in size and projects a dense pattern of beams at different angles, making it very easy to scan barcodes.

Advantages: does not require contact with barcode label; hands free projection scanning; simplifies reading barcodes on curved or irregular surfaces; excellent depth of field; requires very little counter space.

Disadvantages: more expensive than other scanning devices; electro-mechanical device with moving parts.

COUNTER TOP LASER SCANNER - Used mainly in supemrarket checkouts, it requires a mounting hole to be cut in the counter [op.

Advantages: hands free projection scanning; sinplifies reading barcodes on curved or irregular surfaces.

Disadvantages: more expensive than other scanning devices; electro-mechanical device with moving parts; requires mounting hole to be cut in counter top.

When you choose the scanner best suited for your type of business, barcode scanning, along with a good inventory control, financial management computer system, can provide you with the necessary tools to increase your profits while improving your customer service.

UILD a positive relationship beween your sales staff and customers by suggesting the proper type of fasteners for power-driven installations of plywood siding, floor sheathing and undedayment and then being able to solve and prevent potential problems.

Yean ago, the American Plywood Association recommended only handdriven s0ainless steel nails and hotdipped or hot-tumbled galvanized nails for installing plywood siding. Most commonly available types had only a thin protective coating or plating, which resulted in a similarly low resistance to rusting and eventual staining of the siding when exposed to weather.

But in recent years, manufacturers of power-driven fasteners have improved the plating processes to increase their fasteners' resistance to rusting and staining. APA now recommends power-driven fasteners as an acceptable substitute for handdriven fasteners, provided they are of equivalent size and qudity.

Suggested are:

o Aluminum nails.

o Galvanized stainless steel nails (chromate-coated for added corrosion pfotection).

o High quality aluminum-plated stainless steel staples (the quality of the plating is important).

Story at a Glance

Help your customers make the right connectaons when installing plywood with power nailers and staplors... tips for making and keeping happy customers.

Power-driven fasteners for plywood installations

can cause problems with fastener "pops," or squeaks when fastening floor sheathing or underlayment. Nonnally the operator; himself, can provide the force required to eliminate gaps beneath undedayment or floor sheathing by standing on the panel adjacent to where the fastener is being driven.

Since material densities vary, it's impossible to find an air pressure setting that will consistenfly drive the fasteners flush.

Galvanized fasteners should be protected with a chromate coating to increase their staining resiscance.

Additional cautions for those using power-driven fasteners:

1. Contact. Occasionally, the light weight high velocity fastening equipment doesn't provide sufficient force against the panel to ensure that the sheet is tight against the framing. This

2. Thin Galvanizing. Power-driven fasteners must be smooth and unifonn in diameter to avoid jamming the nailer or stapler's feed mechanism. Conventional electro-galvanizing, which provides the required smoothness, is often too thin to provide longtemr corrosion resistance. When high corrosion resistance is needed, suggest fasteners of a material that does not corrode, such as aluminum or stainless steel.

3. Overdriving. The typical power nailer or stapler used today for building construction often countersinks the fastener. Adjusting the air pressure is an unpredictable method for controlling how deep the fastener is driven.

The solution to overdriving is to have the driver in the nailer or sCapler modified or ground off so that it can only drive the fasteners flush. Once this is done, it's only necessary to adjust the air pressure sufficiently high enough to drive the fas0ener in the densest materials. In material of lower density, they'll still be driven flush. Manufacturers of various pneumatic guns say they approve of grinding off the driver, but they strongly urge that one of their repaimren do this so that the driver is ground offproperly.

or fnore ,nlonnaton on power-drtven r considerations, contact the American Plywood Association, Technical Services Division. P.O. Box 11700, Tacoma, Wa 9M11; (2M) 56566m.

GOALS ARE SMART:

Managers are made, not born

prcdnct tho ldurtry, tbo cu$omers mdto o@y.

Then smctHng happcnr. Sales clump. Tbc cuctmcfs and tbc ralesncn rc unhapy. honts fall and bhgo anotba Rtlay rypottmcnt

Tntntng rnougcrs is not an cxercisc corr€r€d by reading posidon dercrlpdonr, opcratlonr manualg and liltoning o ealcE rcps describc 6eir waru. Crcattng lcadershlp bcgins with undcrstandlng t[e target you're rying ohtt.

Byon Nelson, a Texas nadve and a btghly rcvered touring golf professloal of tbe 1940c dcscribcd golf as a elnple game. He explained it as having only ttno dimensions - distance and direction. This is simplistic, but true. Buslness like golf has twg dimensions - people and asses.

This translaes that managers must obtain people skills and sit€ lnowledge. Tberefore, mqnagement training must have these as its objectives. Most companies do their best raining and spend tbe most money on t[e site lnowledge (asset ) side. Albeit mostly throug! on the job training.

The people slcills side rides on what the boss says instead of what s rigbt or best. Over the years the academicians have quantified managerial/leadership skills from entry level to manager of nanage$. One enters the work force with some formal schooling. The ability tro communicate represents about l0% of the skills the worker will need to acquire to be an effective and conuibuting employee. Mostly the beginner adds site knowledge: how to use this machine or sell that product Being able to communicate (people skills) mahas it possible to acquire ass€t slcills.

The next step is the supervisor level. Here the experts say a 50'50 split and realignment in skills is required. The person must develop all sorts of abilities with people communication, implementation, delegation, t€aching and monitoring and at the same time continue to grow in the assets utilization area.

AhIAGEMENT is the title; leadership is the function. The title comes by appointmenu the powef ftom one's actions.

Ability to act effectively is not inborn, but acquired. It's learnable and doable. unfortunately manager can be a destination while leadership is a

life long journey. The challenge is to create managers who are leaders.

In our careers many of us have called in our staf salesnan on Friday afternoon to make him Sales Manager come Monday morning. Why not?

The appoinmenl makes sense. Best salesman we evef had - *nows the

From supervisor, the next step is menager. At this level even broader people slcills are needed. Thejob becomes 807o people management and 20?o asset nurnagement. Management changes from supervisor/coach to manager/counselor, and generally acquires financial responsibilities. Experts define a manager as one doing the job with someone else's money.

The old saying that the only room

is at lbe top is true in the leadership speclfrum. Managers are classified in two ways: those who manage people one on one, usually limited to six or eight people to be effective, and those who manage nanagefs.

Almost any corporate officer managing operating deparments or divisions with section or segment managers is an example of this. The people skills and site lnowledge needs are enlarge4 but the 80%-2t% relationsbip remains the same.

agement and goal setting. It's virtually axiomatic that one can't manage others if he en't manage himself in effective use of tine. The Equality of Time Chart shown was developed many years ago by a father for a son who ryas going to a major college as an athlete. The thmst was if you nunage time you can accomplish anything in the bours you bave.

surable; Attainable; Realistic; Timely in execution.

Recent years have brought great sophistication to our industry. The computef, the buying groups, the structur€d wholesaler have conEibuted mightily to growth on the asset side and site lnowledge, but precious little has been aquired on the peo'ple skills side. The opportunity is in most li-

SUCCESS MAZE

There are experts who can help otbers improve their people skills in dmost any metropolitzm area However, there are two major things anyone can do for himself. Time man-

BASIC NEEDS TRAINING

Everyone has 168 hours in his week. If he sleeps I hours a nigbt, he uses 56hours, leaving 112hours. Eating 21 meals at 20 minutes each takes 7 hours a week. The,rc are 105 hours renaining. The idea is to show that aayone can have a full and productive college life and still work a 45 hour wsek if he really wans iL The ap proach adapts to wor.rld-be manager/leaders.

The second skill th4t can be implemented by trying is goal setting. The essence of the subject is contained in the acronym SMART. Goals have cstain chaacteristics: Specific; Mea-

braries in Human Resource Development. Commercially, Dale Camegie purveys such skills. Filling the void has two dimensions - call someone ard hire them.

S:turyataGlaw

How to recognize managerlal qualities...helpi ng employees to develop good leadership skllls...criteria for salecting managers.

D$trWSERTtrFS

Willlaans Brotlwrs, A0ant& Ga., opened e new 70,000 sq. ft. rloor, wlndow & mlllwork shoo Seot. l. ChuckMooney mgr. Iiechingei wlll close stores ln Norfolk and Virglnta Beach, Va., withln the monfh (see story p.24) ...

Scotty's, Cape Coral, Fl., has expanded to 38,000 sq.tt. ... MidSouth Lumber, Bowltng Green, Ky., has purchased Rogers Lumber, Bowllng Green, ftom Robert Hunt

Builders Square, San Antonlo, Tx., has completed an extenslve renovatlon of its Crossroads Blvd. store and opened a new store on U.S. Hwy. 281 in addition to scheduling replacement locations for two other stores ...

Iawe's, which will open a new unit in Manassas, Va., this fall, has stores under construcdon in Danville, Va., Summerville, S.C., Paintsville, Ky., Rock Hill, Lincolnton and RoctCngham, N.C. Woodbridge and West Richmond, Va., Columbia , West Columbia, Anderson and Florence, S.C., and East Asheville, N.C., relocation stores opened ... Lebanon, T[., and Midlothian Pike, Va., units closed ... a site is under consideration in West Ashley, S.C.

Home Depot is buying 21.2 acres in Vinings, Ga., for t demonstration store and office space a Decatur, Ga., Depot will open in Nov.; a Rock Hill, S.C., unit and a Tampa, Fl., relocation site opened with a Merritt Island, Fl., redevelopment district store possible construction has started on a new Pensacola, Fl., unit...

IQthy & MarJoe Grlm, owners of Faimiew Lttnber Co., Falrvlew, Ok., acquired Fairview Coast to Coast,rtore from JoAnn Gooch, moving lt to a new location on Matn St. ,.. Ace Lumber Co,, Klngflsher, Ok., had a llqutdatlon aucdon tn July

Ridout Lumber Co. opened a new showroom and sales floor ln Batesville, Ar., Randy King mgr. George Keeter changed Cleburne County Lumber Co., Heber Sprlngs, Ar., to Cleburne Comty Building Center

Marietta ltmber Co,, Marleta, Ga., is liquidating its inventory and scaling back operations ... West End bnber Co., Houston, TX., recently lost a warehouse to ffre ...

Anniversari es: Hoo-Hoo International,l00th; vetter, part of sNE Enterprises, a Ply Gem Co., l00th; Iowe's, Charlottesville, Va., 26th; ProfitMaster Cornp uter Systems, /nc., Austin, Tk., 10th

Burns, Morris & Stewart, Nacogdoches, Th., has added an 18,000 sq. ft. warehouse/mfg. fa- cility Timber Tech, San Antonio, Tx., is now a wholesale distibutor of Willamette Glulam Beams .,. Evans Innber Co.,Waverly, Va., eliminated five management positions in a recent restucturing ...

Ize Roy Jordan Redwood l-umber Co. initiated a reload and storage service at its BN-served Houston, Tk.,locuion Triplett Lumber Co., Damascus, Va-, donated a new refrigerator to tllre National Hardwood Lumber Association Inspection School's lunchroom

Phe Forcst ltmbcr, Sotilh&ld, Ml., opened s Grcensboro, N.C., branch managed by Erl Aver ... McShanhnbcr Co., McSlrrn, Al., wlll complete Instslledon of a &op sort€r on the dry slde of the kiln dryer rcxt month ... S&W Wood Products, I treatlng plant, was opened near Savurnah, Ga., by Marshall Wllllams, Jr., and Thomas Sallors, Jr.

ProfitMaster nrow has dlrect purchase order communlcatlons from fts system to HwI, Ace, Handy Hardware Wholesalers, SemiStar and Orgill Bros. ,., Jim Walter Interaational Sales Corp., Tampa, Fl., opened a 5,000 sq. ft. distribution warehouse in Northwest Miaml, Fl., to serve South Fl. and Ladn America

Weyerhaeuser Co. outbid Georgia-Pacific fot $600 mtllion of pulp mills, sawmills and timberland ftom Procter & Ganble, including about 175 acres of Georgia timberland; analysts say tlrls makes Weyerhaeuser the world's largest producer of wood pulp

Hardware Wholesalers, Inc. signed an agreement with Alliance Ro-Na Home,Inc. through Home Hardware Stores Limited, St. Jacobs, Ontario, nd Iz Groupe Ro-Na Dismat, Boucherville, Quebec, to develop purchasing prog[ams with manufacturers and mutual marketing/operation programs ...

KNSW Acquisition Co.n LP., an affiliate of Kohlberg & Co., New York, N.Y., has acquired a majority interest in Northwestern Steel and. Wire Co., Sterling and Rock Fall, n., and Houston, Tk.

Although housing starts dropped 2.8Vo in July (latest figs.) to a seasonally adjusted annual rate of 1,119,00 new homes, the South increased housing starts 0.47o apartment permits leaped 36.6Vo with permits for home construction increasing 3.7Vo ... economists, who had predicted a moderate improvement, said that housing will probably follow rather than lead the economy back to strength.

Southern Pine Production Up

Although southern pine lumber production has reached a five-year record high and may be poised to make 1992 the brightest year in the industry's 77 year history, the Southern Forest Products Association board of directors has voted to reduce dues.

A cut of 3A Wr thousand board feet was approved. Dues for active members willbe reduced n370Wr Mbf on the frst 3oMMbf.

Over 12 billion board feet of southern pine lumber has been produced annually for a record five years. New forecasts indicate that southern pine lumber production may push 14 billion board feet this year. If forecasts are corect, increased production of at least one billion board feet could generate about $300 million in additional southern pine sales in 1992, compared to 1991.

The unexpected has become routine for the industry. When housing starts dropped to a 46 year low in 1991, southern pine registered its fifth straight year of production over l2billion board feet. While demand for lumber from the western U.S. and

Canada is holding steady or declining, lumber capacity in the South may climb to a projected 16.9 billion board feet by 1996, a 25Vo mqeare.

Many industry observers credit at least part of this growth to the SFPA Marketing Marathon now entering its eighth year. By stimulating more demand for diversified, value-added products, it has reduced dependence on framing lumber for home building. This has helped lift southern pine lumber above the traditional ups and downs of housing stafrs and increased demand from industrial, remodeling and non-residential markets.

Strong Home Center Growth

The total home improvement products market for 1992 will grow 8.87o over 1991, 1Vo in 1993 and 6.7Vo in the next five years culminating with $141 billion in sales in 1996.

A report for the Home Improvement Research Institute projects the consumer market for home improvement products will grow 9.17o in 1992, compared with 5.17o growth projected for total retail sales. Pro-

fessional remodeler sales will gain 8.24o and l0.6Vo over the next two years with a five year growth of 7.97o, reaching $47.7 billion in 1996.

Lumber and building materials are projected to grow faster than hardware/tools and paint/supplies lines. Annual average growth rates for the next five years are: hardware, tools and plumbing, 4.9Vo; paint, preservatives and supplies, 5.77o; lumber and building materials, 6.87o, and lawn and garden equipment and supplies, 7Vo.

Total 1991 sales for the home inprovement products market have been revised to $102.3 billion bv the Census Bureau.

Gypsum Product Demand Up

Demand for gypsum wallboard, building plasters and Portland cement retarder will increase over 5% annually to nearly 33 million tons in 1996. U.S. Gypsum, National Gypsum and Georgia-Pacific will account for roughly 707o of total U.S. sales of gypsum products, according to The Freedonia Group, Inc.

Hoover Treated Wood Products announces that a NATIONAL EVALUATION REPORT (NER-4571 has been issued by the National Evaluation Service of the Council of American Building Officials to confirm that PYRO-GUARD Fire Retardant Treated Lumber and Plywood meets requirements of the BOCA, UBC, and SBCCI model building codes.

PYRO-GUARD has a degradation-free track record, a SO-year projected useful life, and is the FrRSf Fire Retardant Treated Wood with:

a fhrrd Party KIln Monltorlng ln addltlon to U.L.follow-up servlce

a FRf lsbor and materiols replacemeni cott worrantrl

I Code Compliance Report with evalualion of elevated temperalure strlength iesfing for roof oppllcatlons

I Hlgh lemperature slrenglh test results

I Niw York State Smoke foxlclty tesi resuhs

mCALENDAR

SEP'I'EMI}ER

Ilrxl-IIrxr Internatkrnal - Sept. 9-|2, ccntcrtrrial cortvcrttion, Arlingtorr llotcl, llrt Springs, Ar.

l,unrbcrnrcn's Club of Mcnrphls - Scpt. 10, rrtcctirrg. l{acquet ('lub, Mcrnphis.'lir.

West 'l'cxus Wholesalc Supply Co. - Scpt. I l-l-1, nrarket, Abilcnc ('ivic ('cntcr, Ahilcnc, l x.

Sotrth States lnc./llenderson llalrd Hardwarc - Sept. l2-13, rnarkct, ('ivic ('cntcr ('ornplcx, Shrcvcgrrt, La.

Lumhermcn's ()olf Assoclatlon of Mcnrphls - Scpt. | 4, unnual goll' tounrarncnt, ('hickasaw ('ountry ('lub, Mcrnphis,'lir.

Amcrlcan Hardwarc Manufacturcrs Ass<rclation - Scpt. l6-17, Ilarcllincs 'l'echnology I'orurn, Marriott Ikrtcl. Ncw Orleans, | -a.

I)avls & Ass<rclatcs - Scpt. l6-t7, Woo<l l)rotlucts Sales & Markcting Workshop, llilton lkrtcl at thc ntlanta Airport, Atlanta, (ia.

l,umbermcns Assoclallon of 'l'cxas - Scpt. ltl-19, hoard & cornrnittce rncctings, Midland,'l'x.

Amarlllo Hardwarc Co. - Scpt. lll-20, rnarket, Arnarillo Civic (lcntcr, Arnarillo,'l'x.

QuoJenr - Scpt. 20-23, intcrrrational hardwarc & d-i-y show, l)aris-Nord lixhibition (irouncls, I'aris, liance.

Natlonal Hardwood Lumbcr Associatlon - Scpt. 2l-23,hardwood drying course, Mcmphis, 'l)r.

Hardwood Floorlng Installatlon School - Sept. 21-25, Mcrnphis, 1ir.

Bulfding & Constructlon Indonesia 92 - Sept. 22-26, Jakarta, Indonesia.

Hardwood Manufacturcrs Assoclatlon - Scpt. 23-25, production university & lurnber production expo, Aclarn's Mark Hotel, Charlotte, N.C.

Florlda Lumbcr & Iluilding Matcrlal Dealcrs AssociationSept.?.4-26, The Main liven! Marriott World (lcntcr, C)rlando, Fl.

Amerlcan Wood I'rcservcrs Institute - Sept. 30-Oct. 2, annual meeting, Maniott Grand Hotel. Point Clear. Al.

OCTOBER

Natlonal Lumber & Bulldlng Materlal Dealers AssociationOct. l-4, annual convcntion, The Pointe on South Mountain, Phoenix, Az.

Southern Forest Products Assoclatlon - Oct. 10-13, annual meeting, Opryland Hotel, Nashville, Tn.

Amerlcan Plywood Association - Oct. 12-13, annual meeting, Opryland Hotel, Nashville, Tn.

Hardwood Distributors Association - Oct. 17-18, annual meeting, Marriott lJotel, Chicago, Il.

Hardware Wholesalers Inc. - Oct. 17-20, fall market, Indianapolis, In.

National Hardwood Lumber Association - Oct. 17-20, annual convention, Chicago Marriott Downtown, Chicago, Il.

National Particleboard Association - Oct. l8-21, annual meeting, Denver, Co.

Mid-America Lumbermens Association - Oct.23-25, market & expo, Shangri-La Resort, Afton, Ok.

Natlonal Sash & Door Jobbers Association - Oct.24-28, annual meeting, Washington, D.C.

North American Wholesale Lumber Association - Oct, 25-31, wood marketing seminar, University of Georgia, Athens, Ga.

Lumbermen's Assoclatlon of Texas security and safety committee will meet Sept. 18-19 in Midland. A tour of McDonald Observatory will follow Sept. 20. All members of LAT are invited to atlend committee meetings.

Results of a roundtable discussion on shrinkage were printed and sent to members with the July newsletter. Randall Puckett, Alamo Lumber; Marvin Fraley and Dean Null, Higginbotham-Bartlett; Bill Robinson, Higginbotham Brothers; Parker Beebe, Beebe Lumber; John Lee Jones, Cassity Jones Lumber; Dan I-edermann and Dick lrdemrann, Olshan Lumber; Emmett McCoy and Gene Safaranski, McCoy's, and Walter Foxworth and Clay Bartrug, Foxwortb Galbraith, participated in the discussions.

Mlsslsstppl Bulldlng Materlal Dealers Assoclatlon's board of directors previewed the convention center whicb will be the site of the 1993 annual convention and Eade show during their July 17-18 meeting in Tupelo

A finance and membership committee was formed with Julia Banks, James Burnett, Ken Cavin, Tom Wiggins, Dale Joiner and Joe Alexander appointed to it. Joel Tboms, Builders Supply Co., Hattiesburg, was appointed to fill a vacancy on the board of dircctors.

New bylaws adopted by the board provide for an honorary membership category. Bill Reynolds, Chester Hall, Bobby Jamison, Wesley Rushing, Woody Woods, Donald Tyson and Bob Gatlin were nominated as the flust members.

Carollna-Tennessee Bulldlng Materlal Assoclatlon is holding area meetings in Wilmington, N.C.; Greensboro, N.C., and Spartanburg, S.C., on Sept. 8,9 and 10. Sept. 22, 23 and 24 gatherings will be beld in Cleveland, Smyrna and Jackson, Tn. Fayetteville, N.C., Summerville, S.C., and Columbia, S.C., will be the sites on OcL 6. 7 and 8. Asheville, N.C., will be the location for two seminrs: tbe second session of a yard manager class SepL 19 and Norville Spearman presenting profit planning on Oct. 17.

The association has a new 800 number: (800)849-1503.

SOUTHERN ASSOCIATION

ture; Gary Schweizer, Trus Joist Corp., Oct.27, Williamsburg; Oct. 28, Charlottesville.

"Advanced Credit Management & the VA Mecbanics Lien Law," M. Ronald Helms, CCE, Dec.2, Richmond.

"One & Two Family Dwelling Building Code Seminar," Bill Pooton, building code supervisor, Dec. 9, Richmond.

"Amstrong's Retail Building Material Management Seminar," Craig J. Steam, Armstrong World Industries, Feb. 2-4, Charlottesville.

Estimating, advertising and conbactor sales seminars are in the planning stage.

Florlda Lumber & Bulldlng Mate' rlal Dealers Assoclatlon will have 316 exhibit booths at the Main Event Convention and Buying Show, SepL A-26 at the Marriott Orlando World Center. Twenty-two companies are first time exhibitors.

"Sales Efficiency vs Sales Effectiveness. will be the topic of a sales seminar by Brent Taylor on Sept. 26. George Steinbrenner and Elizabeth Dole will be luncheon speaken during the convention and political satirist Mark Russell will entertain.

Oklahoma Lumbermen's Associatlon will return to Western Hills Guest Ranch, Wagoner, Ok., for its 1993 summer conference. June 18 was selected as the date following a successful 1992 meeting at tbe location.

"FIRST Dollar of Profif is presented to John Collins, president and ceo of Collins Lumber Do-il Center, Ada, Ok., by Bob John, executive v,p., Mid-America Lumbermens Association, right. The new 10,800 sq. ft. store celebrated its grand opening on May 28. Collins Lumber Co. has been doing business in Ada since 1 900.

Mld-Amerlca Lumbermens Assoctatlon's nominating comrnittee is seeking suggestions for the board of directors. Committee members include John Davis, Whit Davis Lumber Co., representing Arkansas, and Pat Parrish, The Lumber Shed, Inc., representing Oklahoma.

The MLA board of directors willmeet at Shangri-La, Grand Lake, Afton, Ok., Oct.23, prior to the Fall Seller's Market and Expo, Oct.24-25 at that location.

Vlrylnla Bulldlng Materlal Assoclatlon's education committee headed by Dick Hetn has scheduled a new group of seminus for members.

They include "Communication With VASH & OSHA - Compliance Rules & Regulations Made Easier," Cary Letellier, Voluntary Compliance Division, Oct. 7, Williamsburg; Oct. 8, Charlottesville.

"Engineered Wood Systems," David Mason, SFPA; Tom Elam, Unit Struc-

Loulslana Bulldlng Materlal Dealers Assoclatlon will have a seminal on "Doing It Right" at the winter convention, Jan. 22-24 in Lafayette. This will cover complying with and surviving new government regulations conceming the Anericans with Disabilities Act and hiring and dismissing employees.

July 15-18 has been selected for the 1993 summer conference at Destin. Fl.

Construcdlon Suppllers' Assoclatlon has hired Kevin Rodgers as a field penon in souttern Georgia. A graduate of the University of Georgia, he will be based in Perry.

MLA is seeking members for its Retired Lumbermens Club. Members will have an opportunity to participate in MLA activities and receive their state's edition of the monthly newsletter. Dues are $10.

Kentucky Lumber Dealers Assoclatlon's board of directors will meet in Mt. Sterling Sept. 12-13, according to Gene Mueller, executive vice president.

The association will hold its convention Jan. 20-21 at Drawbridge Inn, Ft. Mitchell. The past presidents'dinner will be held the nigbt before the convention opens.

-flrt'r \\'('r'(' sliiIlt'rl nirvisrrt or' C\l)ill'lsl()ll .l t lt c il' ('nl Ir i rt' \\ 1'lct't ol slril',s t rtrt'it'.1 evcr')'l

kn,,wu rv,rrl,l, ,rn.1 Lls(

tlit' c()lls('(l ucncr's

()ut tlf trccs seems

now) And u'lrilc the declir managetnent pract ices, sltfc to slr)' tlrcir' Irr nrl-''cr l.rrsiness loc going tO cut trees, replace them. Tl-r is is not only won't go.lowr-r ir-r thc annals irs master ancl

i1- v()u harln't

products people

editerranean ports crrlle.l Byl.los, Siclon, Akkar:rnd ptLrre :rnd collquer, hut to barter ilncl trilcle. Their

Tyre. The formiclable nber of their natirre mountains. Thcse trees. known since at covet-e.l the coastill range frorn Mt. Carmel to Turk"y.

construct strch architectural wonclers as Sololnon's Ternple. ve escaped the ancient Phoenicians (thc sr-rl-,ject of t1-ris little their empire cannot bc hlirrnecl solely on the lack of forest rosedive T1-re le sson 1-ristorl. tc:rches Lis, then, is this: if yoLr're art, it's ec()llolrricillly sound. So even thor-rgh we at \)Tillamette rnd a good chance of being remembered as farsighted forest ,nc1 children order 1r-rnber :rnd plyrvc-rocl,, they'11 order from us.

Lumber manufacturers tune up in Nashville

SMILES: (1) Ed & Janice Cone. (2) Dan & Karen Gibbs, Lynn & Chuck Lamping. (3) Danny Hurst, John Bullock. (a) Gary Woodson, Henry Moxon. (5) Steve Rountree, John Sheffield, Bobbv Smilh Jr., Charlie Cameron. (6) Robert Burgin lll, David Phelps, Dan Pharris. (7) Bob & Barb Grason. (8) Beck & Jim ORear. (9)Robert Davis. (10)Clayton Barns,

Stan Elberg, Lee Ashburn. (11)H.H. &Janice Walton lll. (12) Dick Elliott, Diane Sheffield. (13) Joyce & John Dunn. (14) Kevin Barnwell, Bill Fisher, Chuck Lamping, Steve Mathey, (15) Todd Buechler, Gary Sayre, Deanna & Dan Jones. (16) Jerry & Patty Smith, Cathy & Richard Wah. (17) Eddie Thorne. (18) Wayne & Carolyn Wilson, Pat & Chuck Smith. (19)

Billy Dunlap, Barbara & Whitey Perry, George Tutt. (20) Danell Davis, Brad Davis, Bob Smith.

(21) h,like Norman, John Weyer. (22) Dale Thrash. (23) Mark Barford. (24)Jimmy Kepley. (25) Don Greer. (26) Jackie & Homer Keadle.

(27) Andrea & Lee Ashburn, Bill & Janelle Steen.

THE CANADIAN lumber tariff

I was a hot topic of discussion at the Southeastern Lumber Manufacturers Association's 30th annual meeting in Nashville, Tn.

"SLMA was instrumental in assisting in the 6-114%o Canadian duty, which keeps Canadians from dumping 3.5 billion board feet in your (SLMA members') laps," said SLMA's executive vice president Ed Cone, Jr., during the opening session.

The association's Washington counsel, though, noted that building material dealers are completely against the tariff.

Addresses by association chaimtan

Story at a Glance

Southeastern Lumber Manufacturers Association's 30th annual meeting attracts nearlY 700 to Nashville... Canadian duty discussed... new chairman: Chip Ingram lll.

Benjamin W. "Chip" Ingram III, Charles Ingram Lumber Co., Effingham, S.C., was elected chairman, along with lst vice chair Darrell M. "Buddy" Bean, Hatfield Lumber Co., Hatfield, Ar.; 2nd vice chair Fred Stimpson, Gulf Lumber Co., Mobile, Al.; treasurer Burton Hankins, Hankins

(Please turn to page 38)

OPERATION Oorvland: (1) Cua & Jane Bean. (2) Johnny Linei,'Karl Biohammer. (3) Lois & Stu Enloe, Maft & Phyllis Junkins. (4) Paul Devine, David Phelps. (5) Arthur Flippo, Gary & Armenda Barnes. (5) Robert Jordan lV, Walt Dendy, Mike Nash. (7) George Jehlen, Marilyn

Shultz, Toby Niles, Buster Crabb. (8) Ed Cone, Jr., Buck Ubchurci. (9) R. T. Leonard, Foxey Lowery. (10), Kad & Olivia Brohammer, Becky Rounliee, John Holliman. (11) TremmellAlmond, Randy Barsalou, MiciaelClasby. (12) Judy & Richard Hanell. (13) David Greenwood, Homer L. Keadle, Keadle Lumber Enterprises, Thomaston, Ga., and keynote speaker John Holliman, CNN America, completed the general session.

Hank Crouse. (14)John Holliman, Alan Wickstrom. (15) Bob Pippen Jr., David Hanis. (16) Wley & Shene Hilley. (17) Ed Johnson, Byron Burkehart. (18) Teenie & Bdan Hayson, Rose Bahzigar. (19) Frankie Ganison, Garry Garrison. (20)Stu Enloe, Steve Newman.

Lumber Co., Grenada, Ms., and directors Joe Lewis, Lewis Bros. Lumber Co.. Alicevilte, Al.; W. J. "Rust5/" Wood, Tolleson Lumber Co.,

I]USTOilI ORDMN

HQ More Profltable Than Hechlnger

Home Quarters Warebouse, the subsidiary acquired by Hechinger Co. in 1988, is on its way to becoming more profitable than the parent company's flagship division of Hechinger slorts.

The average HQ store generates about $20 million in annual sales, compared to $12 million at a Hechinger's store. The 38 HQ unis with roughly $500 million in sales last year, accounted for almost a tbird of Hechinger Co.'s total revenue. The Hecbinger division of 78 stores had about $1.1 billion in sales.

Hechinger has closed 15 nanesalce stores since 1989 with Norfolk and Virginia Beach, Va., locations due to close by the end of the year. During this time 30 HQ sites opened with 14 more due to open before the end of 1992.

JUST A$K YOUN IilOOII]'||LD DI$TRIBUTOI

Hechinger outlets are smaller and more traditional with a wider range of household merchandise at retail prices. Frank Doczi, c€o of HQ wbich is based in Virginia Beach, explirined, "'We'r€ clean, easy to shop and were very functional. We operate witl lower overhead and we drive higher volumes so we can sell for less and buy in larger quantities."

Hecbinger is gradually phasing out its traditional stores. Those not closed are being converted to Home Project Center stores, a warehouse format that focuses on d-i-y home improvement products, grouping merchandise acccding to p,roject.

IryOODFOI,D ACCORDION DOOR$ ..INSTA NT VALLS WHEN NEEDED"

lAccordion doors designed for use where performance is importint for HONIES . OFFICES . CIIURCHES. RESTAARAN?S .INDUS?RY

lCustom-sized room dividers ship within a two week production cycle from the factory lAccordion doors custom sized to your customer requirements

Custom orders mean profitablc return on inuestmentno inuentory!

T(X,DIOLI' DISTnIBUT{'NSSOUTEENT

tl{C., ShwFn,lA

IIFAIITTE WOq) WOnKS, D{C., L.hFtt lA

AU)ISON CORP.. J.ds. ItS

NDI9ON CAP., Rdddh, r{C

IIASSNGEn U/llOtESAlX CO., NC., Gsr6orc, NC

HUTnG SASII & DOOR CO., OH.lbm Oty, OX

ADDI9ON CORP., Gmtrtlq SC

DYI{E |NIX.,SIR|ES,

Residential Remodeling Spending

Residential remodeling expenditures were mixed in the first quarter of 1992. Toal spending was down with spending for improvement projects such as additions and alterations increasing sharply and those for maintenance, repairs and major replacements including reroofing, residing and heating systems declining.

The U.S. Departnent of Conunerce reported $91 billion spent on upkeep and improvements (seasonally adjusted annual rate), down 7.87o from fourth quarter 1991. The $36.1 billion spent for improvement projects was up 2l.5%o. Maintenance and repair spending dropped l9.5Vo to $4O.9 billion. Major replacement spending declined 23.5Vo to $14 billion.

RECYCLED computor terminal housings are one of lhe malerials used by Nailite Inlemational, Miami, Fl., in manufacturing these thermoplastic roof panels being inslalled on the National Associalion of Home Builders Researci Cente/s Resource Conseruation House in Upper Madboro, Md.

Fratemity's Gentennial Meeting

More than 500 delegates from arormd the world will attend the International Order of Hoo-Hoo centennial convention, Sept. 9-12, at the Arlington Hotel, Hot Springs, Ar.

Business sessions and seminars are scheduled for the first and second days. Buses will take the group to Intemational Headquarters in Gurdon on the third day to visit the Hoo-Hoo Museum and monument where deceased presidents will be eulogized. Lunch will be served with local residents providing entertainment and arts and crafts booths.

Harry Merlo, president, LouisianaPacific, will speak at lunch on the final day. Installation of officers and the presentation of the 1993 convention committee will follow, concluded by a Gay '90s Gala banquet.

The lumbermen's fraternity was founded in Gurdon 100 years ago.

Builders Square Prototype

The new Builders Square in Sunrise, Fl., is a prototype of future stores planned for the state by parent company Kmart Corp.

Additional units will open in Coral Springs, Lantana, Pembroke Pines, Delray Beach, West Palm Beach and Hollywood in the next two years. Occupying 125,000 sq. ft., the Sunrise store employs 150.

An oval tile walkway leads to the deparfrrents with a home decor center occupying the middle of the oval. This Idea Center showcases kitchen and bathroom designs. "We're still a warehouse store; there's a fine line," said marketing vice president Rick Meiser.

In discussing the increased selections and brighter and roomier surroundings at the grand opening, company chairman Glen Mielke commented, "We must change as the times change or we will fail."

G-P Makes Olympic Donation

Georgia-Pacific Corp. has contributed materials for the renovation and construction of Olympic Training Centers in Colorado Springs, Co., Lake Placid, N.Y., and San Diego, Ca. Lumber, plywood, insulation, doors, tileboard, paneling, joists, sheathing, tilebacker. nails and screws have been donated.

Baautifully.

When your customers build ,thq want protection against cracking, splitting and checking, as well as rot, decay and termite attack. And they look for lumberwith water repellency that makes costly, brush- on sea lants unnecessa ry - 6/en after sawi ng or planing. They want nothing less than premium qualily.The kind of qmliVthey get with \flood Plus-the nn ntenance- f ree lumber rnade wih Ulta\Yood and gmranteed for 50 years by CSl. 6449p

@1992 Chesapeake Wood Treating Co., 15th and Main Streets, West Point, Vrginia 23181, (804) 843-5653

toad Beadng 4$umlnum

Go[umns tr Endudng Beouty

tr lood B*ting Stndurol Sttndh

g Remodeling, Replocemenl orNew ConCnrclion

tr Preftnished (White,Almond, Cheshul Brown

tr PrimeCoobd

I Eosy lndollqlion

E Moinbnonce Free

tr Lifuime Wononty ogoinst Decoy, Splil, Insecfs

tr FullSeledion of Column Sizes (Squore or Round), Plus Stondord or Decorolive Copsond Boses

tr Also... Aluminum ond SteelClossic Spirol Stoirwoys Goflumnhso[nc, Peorfond, Texqs 77581 (7t31

PERS NALS

Doug Stroud bas been promoted to sales mtr. at Southern Lumber Co., Inc., Jrckson, Ms.

J. Mel Fuller has joined Kwik-Way Corp., Mount Pleaeant, Tr,. as national sales mgr., bas€d in Atlanta, Ga.

Brent Snyder, Glastoel Tenneesee, Collierville, Tn., and his wife, Gelene, are the proud parents of 5 lb. 2 oz. Ryan Nrthanlel, born July 16, 1992.

Devld R. Chrlctlen has been appointed lumber sales mgr. at Tolleson Lumber Co., Preston, Ga., reports pres. Rusty Wood.

Tom Mehr is new to Hitachi Power Tools USA, Norcross, Ga., as national accounts mgr.

Larry J. Boccerocsa is now exec. director of Arkansas Timber Producers Association.

Wllllam M. Gossett is the new national commercial sales mgr. for Inter-City Products, LaVergne, Tn., according to Wllllam B. Smlth, director of commercial sales.

Davld R. Goode, newly named chairman and ceo, Norfolk Southern, has been elected o tbe board ofGeorgia-Pacific Corp., Atlanta, Ga., replacing Ronald P. Hogan, who has retired.

Jewel Smarl mgr., T.H. Rogers Lumber Co., Okmulgee, Ok., is celebrating his 35th year with the firm.

Shannon Wlillams is now co-mgr. at 84 Lumber, Abingdon, Va.

Laura Marle Elllott, Home Depot, Vinings, Ga., wed M. Paul Wllllams Sept.5, 192.

Mark Dunn, store mgr., Lowe's, Richmond, Va., and area gen. mgr. Dave Ingram presented a check for $1,000 to Children's Hospital during the store's grand opening celebration. Andy Owens is mgr. of the new Woodbridge, Va., store.

Mlke McMahsn is not with Builderway, Greenville, S.C., as stated in our July issue. but with Western Lumber. National City, Ca.

Wllllam J. O'Connell, Norman Lumber Co., Norman, Ok., and his wife, Dorls, recently celebrated their 50th wedding anniversary.

Patrlck McCaslln, Wood Protection Co., Houston, Tx., bas been promoted to sales mgr.

Ilonald R. Tleken is now v.p.-purchasing & logistics at Riverwood Intemational Corp., Atlanta, Ga. Carol B. Tome is heasurer.

Joel Clrrk and Cllll Gre3ory are new pmdwtion eupervisore at Bums, Monis & Stewart, Inc., Nacogdoches, Tr.

Merchall B. Wllllemc, Jr., and Thomas A. Srllorcr Jr.r have opened treater S&W Wood Products, Inc., Savannah, Ga.

Jefl and Temmy Guthrle Pernell, Guthrie Lumber, Austin, Tx., are the proud parents of 7 lb. 7 oz. Taylor Ann, born July 15, 1992.

Buddy Pope has been promoted to mgr. of PrimeSource's Birmingham, Al., disbibution center. Wendell Dalley is Montgomery, Al., DC mgr.

Glenn Seeley is new to Johnson & Wimsatt Lumber Co., Alexandria, Va.

Lee Roy Jordan and Ronnle Fuchs are back from a West Coast mill trip for Lre Roy Jordan Redwood Lumber Co., Dallas and Houston, Ti.

Jocy Patten has been promoted to v.p.human resources at Scotty's, Winter Haven, Fl. Bob Holloway is now director of consumer relations.

Jeflrey W. Peskowltz, Masonite, is now market development & senior product mgr. for CraftMaster door products. Klrk Grundahl has been appointed exec. director of tbe Wood Truss Council of America.

Darrell DeBord is now store mgr. of Lowe's, South Montgomery, Al. Phil G. Stevens, Kingsport, Tn., was named l99l Area General Manager of the Year.

Mark lrvln Stallard, [,owe's, Wise, Va., married Tammy Mellssa Gllley July 18, 1992. John Mlchael Raynor, mgr., Pineville, N.C., wed Deborah Lynn Denyer June 6. Kevln Lee Roland, Hickory, N.C., wed Tammy Lelgh Rlddle May 16.

Katherlne Ann Mllllkan, Home Depot, Atlanta, Ga., and Alston Dayton Correll II[, son of A.D. "Pete" Correll, Georgia-Pacific, Atlanta, married in August.

Curtls Roberts has joined Conner Distributors, Fort Worth, Tx., as eastside lumber buyer for their new Hamilton, Oh., reman facility.

Yvonne Nlcole Jones, Lowe's, North Wilkesboro, N.C., is engaged to marry Danlel Franklln McMlllan Sept. 12, 1992. Chrlstopher Klrk Prlvette, Sandersville, Ga., wed Ann Kendal Flnley June 13, and Luther Ronda Davls Jr., North Wilkesboro, married I)onna Renee Hendrlx June 20.

September 1992

Mlchael Dub6 has joined tbe sales team at Universal Forest Products, Grandview, Tx. Kay Holder is a new asst. in Moultrie, Ga.; Barbara Mentzer a new mktg. asst., Union City, Ga., and for Southem Purchasing, Stephen Rykard is now SYP buyer and Mlke Watson panel buyer.

Bruce Berg, Home Depot's Southeast Div. pres., will speak on "Best PracticesBuilding an Achievement Culture" at next month's annual symposium of the Center for Retailing Studies.

Gene Bremer, lumber div. mgr., Hardware Wholesalers Inc.. has retired after 22 years with HWI. David Heine succeeds him.

Jullette Lang Cahn, director of the Vinyl Window & Door Institute, has been elected chair of the National Fene-

shation Rating Council board of directors. K. Erlc Ekstrom, National Wood Window & Door Association, is now NFRC treas.

R. Mlchael Rouleau has joined [,owe's Cos., North Wilkesboro, N.C., as exec. v.p.-store operations.

Elalne Stone, mgr., Lowe's, Greenwood, S.C., married Mlkel Wayne Erwin, Jr., July 18, 1992. The same day Darrell Glenn Housand II, Whiteville, N.C.. wed Suanne Marle Walters.

John "Jack" M. Costello, AlscoAmeriMark, Raleigh, N.C., has been elected to the board of directors. Kurt Enkoll is now stage mgr. for all upcoming shows at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

Warning On Co-op Credit

North American Wholesale Lumber vised using all available credit tools Association has alerted members that and keeping a watchful eye on credit financial problems such as those of the reports and the banking industry. Cenral Builders Supply buying coop- Other buying cooperatives were erative could be repeated in the indus- reported to be angry over the implica- try. tion that many buying co-ops were

In a letter dated Aug. 4, executive thinly capitalized. However, no one vice president Nicholas R. Kent ad- was available for commenL

Power Tool Sales Climb

Sales of power hand tools, which continuing as top sellers, Frost & Sulamounted to a $2.6 billion market in livan Intemational projects. 1991, will hit $4.2 billion in 1996, They also see the continuation of a propelled by d-i-y buying. strong d-i-y market as well as a develCordless tools and accesscries will oping buy-it-yourself Eend and a debe srong with drill bits and saw blades mand for installation services.

Fine Textured/ Kiln Dried

NAVA-PINE

Premium Quality

Lumber Half Pak HIL.

NAVA-PAK

Handi-cut/ Home Ctr. Brds. Half Pak PLL. and PJ/{.

NAVATRIM

Premium Mldgs. and Millwork

Bundled/Unitized/ Pv/.

with the quolity, dependobility ond service you con ,.",r r;;t;:n*"

I Aluminum Window Screening

I Fibergloss Window Screening

I Fibergloss Potio Screening

I Spline & Supplies

NEW P DUCTS

and selected soles oids

Making Waves

A new generation of HT and MT FM two-way portable radios bave been introduced by Moorola.

The radios feanre the broadest tunable band width available, programmable channel spacing, built-in noise canceling microphone to minimize background noise during voice tJansmissions, priority channel scan and Call Alert decode.

They are only 6.3" high and weigh 19 oz. The more advanced model also has DTMF telephone interconnect, zoned channel operation, back-lit alphanumeric LCD display and full 15 button keypad that simplifies feature selection by scrolling through a program menu.

Accent Strip

Auralite. the thinnest undershelf accent lighting available, has been introducedby AuraLamp & Lighting.

The product mounts with self-stick adhesive to any surface, including bookcases, stereo/tv cabinets, china hutches, shelving, platform beds, headboards, kitchen cabinets, window Eea[nents and stairways.

The lighting can be controlled by a standard dimmer and comes with an 8ft. line cord. A removable, polarized plug fits any standad outlet and the

Dcck Nailing Syetcm

Two nails especially dcsigned for deck fastening with automatic nailers have been introduced by Senco hoducts.

The 3" nail with a screw shank for extra holding power is primarily used for framing use. It includes Sencote, a coating that liquifies under the friction of high velocity fastener driving, then quickly hardens to fuse the nail to the wood fibers for maximum holding Power.

The ring shank 2-3/8" nail is designed for fastening smaller dimension floorboards and other decking components. Both nails feature corosion-resistant galvanization.

Nails are driven by Senco's SN325+ and SN4 nailers.

Grcen Home

A complete 6'x8'greenhouse kit is new from Simpson Srong-Tie.

The Simpson GardenHouse comes partly assembled, including pre-cut redwood frame, pressure treated Douglas fir mudsill, pre-cut doublewall glazing panels, all hardware and fasteners and automatic air-vent conhols.

easy-to-install "in line" on/off switch is packed separately so customers can choose the most convenient location on the cord for connection.

The ll2" high by ll2" wide light is available in 10, 20, 30 and 40" lengths in brass, chrome, black and white.

Rolling Shutters

Rolling shutters from Pease offer energy savings, security and exterior beauty for windows and doors. Shutters are easily conEolled from the inside with either strap, crank or electric switch.

The frame is clear grade, drielZx? redwood, which is naturally insect and moisture resistant and requires no s0ain, paint or other protective coating. The .40 pressure treated mudsill is suitable for direct ground contact and carries a lifetime wixranty against rot. Corner anchoring is recommended. Connectors are pre-attached to the frame. The Lexan resin panels are virtually unbreakable, shatterproof and offer 40Vo better insulation than single pane glass. Two solar-operated controls operate the roof and base vents to release excessive heat and draw in cool air during hot days. They automatically close the vents at night to preserve warmth.

Paint Can Holster

The Pail Rider Painter's Belt from ParFection allows painters to carry the can with them at their side.

The can rotates with the painter's movement, remaining level and stationary. The utility strap carries paint brushes and other tools. It is adjustable for right or left-handed use.

Long Handled Gardeners

Three new products have been added to V&B Manufacturing's Groundbreakers System of landscaping tools.

FREE ADDITIONAL INFORMATION

on any product in this section is available by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660. Or call (7 1 4) 852-1990 or FAX 7 74-852-023 L Requests will be forwarded to the manufacturer. Please list product(s), issue and page number:

The new tools are 36" long-handle versions of the three lightweight Handy Mattocks tools and are intended for seniors and others who want to work from a standup position without bendmg.

Stone-look Golumns

A new line of designer Faux Cut Coral and Faux Stone columns, pedestals and cove moldings have been introduced by American Visual Concepts.

coordinate with any decor.

Columrs come 12" in diameter by 8' high.

Polyurethane Millwork

More than 20 new Like-Wood brand pre-formed polyurethane millwork products have been added to RAS Industries' line of over 70O architectural moldings and decorative units.

Now available are nine pitched dentil moldings, two sizes of column caps and bases, a rosette-shaped arabesque accent for stucco-style exterior and interior uses, five rnoldings, sunrise pediment with keystone and three triangular gable louvers.

Polyurethane is reportedly less expensive than wood and will not rot, warp, split, crack or attract insects.

Screen With A Message

An insect screen with a waming label to increase awareness and educate consumers about the potential for children falling from windows has been introduced by Andersen.

They look just like cut coral and stone, but are lightweight, affordable, easy to install and available in a variety of colors or can be custom colored to

The warning is incorpor4ted into the screen pull of the Perma-Shield Narroline screen and offers a reminder that the screen is not designed to stop children from falling out of windows. While not childproof, the screen is rigid and secure, incorporating a center bar, heavier gauge material and hardened screen latches.

Sidinq Nails-

. No Stalnlng

. No Streaklng

Hlghcrt quallty nrllr for codlr, rudwood rnd olhcr flnc wood metcrlelr.

o Slender shank and blunt diamond point

. Diamond patt€rn head bl€nds with wood texture o Small head diameler p€rmits face nailing and blind nailing r Annular ring threads preclude nail head popping and cupping of siding boards. AlSl Grade 3011 nickel/chromium alloy.

SWANEZE

lilood Screws II

II

---

. S€lf-counter sinking bugle and trim heads . Square drive recess eliminales driver bit cam-out r Sharp point for quick p€netraiion with minimal pressure . S€lf-tapping coarse threads Coated with non-stick, dry lubricating film r Solid nickel/ chrome stainless ste€l tor suo€rior corrosion resistance r 6 lengths: 'l" through 3"

For additional data and dealer intormation:

SwonSecufe Products, lnc.

17fi Parkman Ave., Baltlmore, MD 21230 41tr64&28d' FAX41G64&2756

Crlsp Cablnctry

Featuring a graceful cathedral arch, Hampton Cathedral cabinetry from Mid Continent combines traditional styling with the crisp, clean look of popular white cabinetry. Hampton Court offers the same styling with the first single-piece square-routed door on the market.

The full European overlay style, with a one-piece door, solid maple frame for easy installation, and adjustable wraparound hinges for quick alignment without remounting, comes in both base and wall cabinets. Hampton Court differs only with the clean, sharp angles possible with square routing.

Both styles are white inside and out. The doors and drawers' finish is said not to crack or chip and offer superior s0ain resistance and easy clean-up. Solid box construction includes a 60 gram white melamine-coated liner.

Super Sheathing

Rboard, a thermally efficient rigid polyisocyanurate foam board sheathing designed to withstand abuse in handling, installation and transportation, is new from Atlas Energy Products.

. Corugoted Droinoge Pipe

o Culvert Pipe

Slotted, Solid. or Septic-Leoch Bed Styles

Droin Pipe4" or 6"

Sold in l0 ft. lengths or rolls

Culvert Pipe8" to 24"

Comes in 20 ft, lengths

The sheathing is covered on both sides with a new heavy, strong, weather resistant, coated fibrous facer, which provides a non-reflective surface to help achieve a 7.0 per inch R-value when used under all types of wall cladding. It can be used in direct contact with wood, brick, vinyl, aluminum and hardboard sidings.

The product is available 48" wide, 8'and 9' long and Il2" , 518",314" and l" thick.

Wood Wonder Finish

Natural Choice water repellent wood toner from Okon provides a transparent finish that highlights color, grain and texture while providing protection from damaging ultraviolet sunlight.

It prevents moisture penetration into the wood, while moisturizing oils protect wood from water damage.

Available in three standard color formulations, it dries fast, penetrates deep into the wood leaving no surface build up to chip, flake or peel, and creates an oiled look with the convenience and safety of a water-based product. Other advantages include water clean up, low volatile organic content and being harmless to vegetation or asphalt.

The product may be used on horizontal and vertical surfaces ofdecks, fences, wood siding, lattice, shake roofing, outdoor furniture (including pressure treated lumber) and log homes.

September 1992

Painter's Pole Glamp

A new extension paint brush holder from Allway Tools eases jobs involving overhead and hard to reach areas.

P.O.P. Siding Showcases

Point-of-purchase displays for four different vinyl siding lines are now available from Ashland-Davis.

Displays showcase double 4" and 5" traditional sidings, Classic 106 41/2" Dutchlap siding, triple 3" siding or EasyCare double 4" siding.

A unique "finger screw" clamp holds brushes securely, yet allows for quick, simple removal. The extension brush holder has a standard Acme thread that fits any mopstick, broom handle or telescoping pole.

Push Mower Maintenance

A new sharpening kit from American Lawn Mower Co. makes mower maintenance easy.

Designed for reel push-type mowers, the kit includes simple instructions, diagnms, reel crank, sharpening compound and brush.

In-Wall Speaker Salesman

A compact, fully wired shelf display for in-wall speakers has been designed by B.I.C. America for home centers and other space restricted environrnents.

Measuring 24" wide by 39" high, the display is engineered to fit on standard gondola-style shelving. It is fully wired for sound to allow customers to experience the sonic performance.

Each features a sample of the product in assorted colors, a piece of vinyl soffit, product features and benefits copy and a literature rack to hold consumer brochures and installation booklets.

Units may be displayed together or individually and may be customized to position on a wall or countertop.

Building Materials Software

For IBIW Computers

Designed for building materials retailers and wholesalers, this complete system includes point of sale, order processing, billing, sophisticated pricing (markup, markdown, contract, quantity breaks, etc.) accounts receivable and credit, inventory control, purchase order control, sales analysis, accounts payable, general ledger. Easy to use, completely integrateda single transaction updates all relevant data. Call or write:

Truck Loadlng Rcrtralnt

An advanccd tnrck rcstraining system designed to cconomically meet safety requirements in ncw or retrofit loading docks is now available from Poweramp.

Firmlyanchored intoa loading dock pit, the PowerHook Il KS7 truck restraint seeks. finds and locks onto a truck's ICC bar during loading and unloading. The safety device is said to prevent 'trailer creep* and dock lev-

give docks a clean, finishcd look. Its hook rcmains protcctcd bchind thc pit wall until activated, atlowing easy drivcway clcarance when not in usc.

Locklng Shcll Brackcts

Locking shelf brackets that eliminate hammering by sliding fully into slots and locking in place without tools are new fromBZ Shelf Co.

EZ L& brackets are designed to eliminate damage such as chipping, scratching and strain on the mounting screws caused by hammering brackets into position.

A bracket drops into a standard slot and is tightened by rotating a disc on its side with a coin. Brackets are available in many sizes and finishes.

eler operation until the hook is engaged.

Able to withstand a pulling force of 35,Un lbs., it is programmed to operate within a 10" to 30" vertical range and a l" to 15" horizontal range using solid state electronic control.

The stand-mounted model features recessed front legs so concrete or block walls can be constructed in front to

Hcad Of Latticc

Dura-Bull Lattice from Creative Building hoducts is molded from polyethylene to outlast conventional wood lattice and not chip, split, warp, splinter, dent or scratch.

Easy to install, saw, screw, nail and paint, the lattice comes in standard 4'x 8'sheets with border, comer and sheet to sheet accessories.

Router Space

New router bit display cases from Vermont American both display and explain the products.

Available in three sizes, the cases incorporate graduated size displays.

Coordinated Garden Kits

Easily assembled Gardenside deck systems, modular kits, coordinated components and accessories from Universal Forest Products are specifically designed to complement each other, giving a complete and coordinated appearance to outdoor living areas.

Components are crafted from natural western red cedar, which offers beautiful appearance, easy workability, resistance to insects and decay, and no chemical preservatives.

Kits include modular decks, gazebo, summerhouse, adjustable deck bench, stair risers and treads, garden getaways, portable planter box, covered planter box, deck cover, yard sheds, sun shed and picnic tables with attached benches.

Components and accessories include railings, lattice top fence panels, picket fencing, sun chair and mailbox post.

Build Strongel & Faster!

TEC0/Lumberlok formed seat

hangers feature angled flanges to insure fast joist seating and proper alignment reducing installation time up to 500/o Call

NEWLITERATURE

Proflles In Hardwood

A 60th anniverrary Rocl Lumber Sorvicc product line catalog of bardwood lumber, plywood, mouldings and veneer products is available from Reel, l32l N. Kraemer Blvd.. Anabeim. Ca. 92806; (800) 675-REEL.

Facts On Finiehing

A l2-p. wood finishescatalog with a l2p. "how to" applications insert is available from Sikkens, (800) 833-7288.

Pinc Furnishings

The 4-p. tabloid "Southem Pine Furniture News" is free from Southern Pine Marketing Council, Box 64170O, Kenner, La. 7 OO64; (504) 443-449.

Free Panel Program

A brochure on a free trial program for Cedarline panels is available from Giles & Kendall, (8OO) 225-67 38.

Tips From Top To Bottom

"Quality Roof Construction: Tips on the Installation of Structural Wood Panels" and "Quatty Floor Construction: Tips for Solid, Squeak-free Floor Installation," l5min. videotapes with builder tip sheets, are free from American Plywood Association, Box 11700, Tacoma, Wa. 98411; (206) 565-6600.

Lift Life Expectancy

'Determining the Best Economic Time to Replace Equipment" is free from Yale, Box 12936, Philadelphia, Pa. 19108; (908) 788-3307.

Hardwood Kitchen & Baths

The 24-p. Hardwood Expressions in Kitchens & Baths: A Complete Conswter Guide is available from Hardwood Manufacturers Association. 400 Penn Center Blvd., Ste. 530, Pittsburgb, Pa. 15235; (80O) 373-WooD.

Hard Timers

"Heavy Duty Grounded Plug-ln Timers" is free from Intermatic, Intermatic Plaza, Spring Grove, Il. 60081.

MSR Additions

Supplement No. 2 to the 1991 Soutbern Pine Inspection Bureau Standard Grading Rules for southern pine lumber containing five new machine stress rated grade combinations is free from SPIB, 4709 Scenic Hwy., Pensacola, Fl. 32504.

Moulding & Millwork Menu

Wood Moulding & Millwork Producers Association's 1992 directory ofproducts & services is $2.50 from WMMPA. Box 25278, Portland, Or. 97225; (503) 2923490.

Cedar Shingle Sheets

New specification sheets on Certi-Cut fancy butt shingles, CertiGrade rebutted and rejointed shingles and CertiGroove machine grooved shakes, Certi-Last treated shakes and shingles, and Certi-Ridge hip and ridge units are free from Cedar Shake & Shingle Bureau, 515 ll6th Ave. NE, Ste. 275, Bellevue, Wa. 98004; (206) 4531323.

Tlmber Bumpere

Six bumpcr sticken eupporting tho timber industsy, including "This family is rupportod by timbcr dollars" urd 'A managod forcet is a healthy foresl" are $l ea., with diecounb for quantitics of l0 or more fiom Future in Timbcr, Bor 21, Hungry Horse, Mt. 59919; (406) 387-5535.

Fastener Flnder

A 207-p. fastener catalog bound in a convenient binder is available from Dave Grasan & Sons, Box 2264,Irwindale, Ca. 91706; (818) 969-1703.

GET YOUR COPY

of anv Neur Literature items by contacting each company directly. Pleise mention yousaw it here!

Door Frame Finder

A24"x36" wall size Selection Guide for steel door frames is free froin Castlegate Entry Systems, (8OO) 835-0364.

Gypsum Panels

A 6-p. Blendtex gypsum panel brochure is free from United States Gypsum Co., 101 S. Wacker Dr., Chicago, Il. 60606; (3r2\ 606-4123.

Woodworking Duo

Mastering Woodworking Machines is $24.95 in 256-p. softcover book or $34.95 as 60-min. VHS or Beta video from The Taunton hess, Box 5506, Newtown, Ct. 0@7o; (8oo) 283-7252

Advertising

SMALL INDEPENDENT broker/wholesaler with good customer base seeking investor(s). Please respond to HDB, P.O. Box263, Alachua, Fl. 32615; Phone (9MV62-3772.

BUSINE-SS T]OR SALE

Pella Window and Door Distributor located in Mobile, Al. Territory includes Northwest Florida, Southwest Alabama, Mississippi Gulf Coast, Southern and Western Louisiana. Contact Robert B. Wheeler (205) 665-6820 for more information.

WE'LL DYE FOR YOU!

Get an edge on your competition with "Cedar Tone" dyed CCA ptoducts. We ptoduce "Cedar Tone" dyed CCA Fencing, Balusters, Roofing Shakes, Lattice, Decking, Landscape Timbets, or Whatevet.

Sevannah Wood Preserving Co., Inc. 1 -80O-847-9663 ; Fax I-9 12-236-2338.

WE BIIY sutplus, salvage, buy back" odd lot, & misc. building matedals and flooring. Call John Kenr, (904) 384-0057 or FAX 904-389-6614, in Jacksonville, Fl.

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, $5-5 ifwe set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Make checks payable to Cutler Publishing, Inc. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 20th of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

HUTAR PRONT IMPROVEMENT SALES TOOL

Language Guide for Sales People

For sales people or matragers interested in expanding their staffs selling language for increased sales, order HGMI's T h e Language of Upscale Selling: 250 Words and Terms.

Send $20.00 to Hutar Growth Management Institute, 1701 E. Lake Ave., Suite 270M, Glenview. n.60025.

Founded 1967.

It takes a special nailto provide long and dependable fastener service, and to perform eflectiwly orer the extended life of pressure-treated wood projects. Maze Stormguard "PTl' Nails are actually dipped twice in molt€n zinc to insure a thick, uniform coating that protects the nails from prematurely rusting and spoiling treated wood structures.

These slim shank, high quality nails have the kind ol zinc-coating recommended by producers of wood Preservative chemicals. So play it smartfor "PTU' wood. use Maze Stormguard "PTL'Nails!

How to get paperwork organized

By Joc Samulln Retail Advieory Serviccs Inc.

VERY industry trainer has at least one seminar on (l) Meet and beat the competition; (2) How to survive in today's rough and tough competitive arena; (3) How the small or mid-size home centerfumber yard must change strategies to accomplish (l) and (2).

I'm going to give you a different strategy, one I have developed over the years. It works in every retail field, but is most effective in our industry which demands a higher level of customer contact by very knowledgeable, motivated people.

The first and most important part of the strategic plan is to get "your a-- out on the floor/yard for 80-90% of your working day." That's where it all hangs out. Don't tell me it is impossible. It's simple when you use my system to get out from under the paper that bogs you down.

First get 43 file folders and eight hanging folders for your desk file. Next number 31, I through 31, and label 12 January tlrough December. Divide the 3 1 files between six hangers: l-5, 6-10, l1-15, 16-20, 2t-25, 25-3I. Place in file drawer with low number in front. Hang the seventh empty and the eighth with the month files behind them.

Next take every piece of paper cluttering your office and desk and stack them on the floor beside your desk. (When I started this system, I had four stacks reaching to the top of my desk.

The third step is to empty the middle desk drawer, the one where you throw cards, receipts, clip pens and otherjunk. (This blew my mind. I found receipts I could have deducted for tax purposes, cards from people I met 10 years ago and at least 30 hotel pens.) This middle drawer becomes a work station. Fill it with what you will use each day: blank pads, three or four pens, paper clips, stapler. Throw out the rest of the junk.

The fourth step is to activate your filing system so it will work every day. Let's assume you select Monday, Aug. 10, as the day to start. Move the hang-

Sbryat aGlane

A olmplcr-than-lt roundr way to clcan your dctk rnd rcorganlzc clrcnthl papcruork ... thc ryetcm lcte you cscapc papcnhuffllng and re. ally managc budncra.

ing folder with files 1-5 to the back just in front of the empty hanging folder. This puts files 6-10 in front. Move 6-9 files to the empty hanger,leaving 10 in front. Move January through August behind December. Seal the files representing weekends for the remainder of the month with paper clips.

Now the fun begins. You will need three or four trash cans. Go through the stacks of papers, one paper at a time. Decide to throw it out or work on it. Immedialely assign papers you keep to a specific day in the remainder of August or to a month file.

When you get to the bottom of the stack(s), everything will have been discarded or placed in a file. You will have nothing on your deskexcept a calendar for quick notes and a telephone. You may have a photo of yourfamily on the credenza, but nothing else. No "in" baskets and no "out" baskets.

There won't be a piece of paper in sight when you come in on Monday. You will pull out file 10. That's today's work. It is rare when a person using this system finds more than 10 items to work on. Set priorities and get started. When the mail arrives, put it right in the middle of your desk and follow the routine of trashing it or filing it in the day or month you will tackle the project.

At the end of the day, put file 10 behind 9 and move the empty hanging folder behind the numbered files. This puts 11-15 in front. File I I is the next day's work. At the end of each day move the empty number file to the hanging folder at the back. At the end

September 1992

of the week move the empty hanging folder to the rear. When the rnonth ends, transfer the contents of the next month file to the 31 day files. Clip closed weekends or days not to be used if the month is short. Put the month file at the back of its hanging folder.

Always move files to the back, keeping the empty hanging file between the day and month files to maintain perpetual rotation.

Although the system may sound confuittg, itbecomes simple as you work with it. The time you save can be well spent on the sales floor or in the yard. Try it. It works for me.

Forest Products Week Dates

National Forest Products Week will be celebrated Oct. 18-24 with the theme "America's Forests: A Commitment to Balance. "

"The theme underscores our belief that responsible and productive forest management practices can meet the world's demand for high quality products while also sustaining the quality of the environment," said J. Carter Fox, president and ceo of Chesapeake Corp. and chairman of the American Forest Council, sponsor of the week saluting the benefits of Americas most renewable natuml resource.

AWPI Annual In Alabama

American Wood Preservers Institute's annual meeting will be at The Mariott's Grand Hotel, Point Clear, Al., Sept.30-Oct.2.

"Our Business is Your Business" is the theme of the meeting which will include business management issues for wood preservers, the Washington, D.C., business agenda, product acceptance perceptions and communica-

KDATW DEANN

In ..BAND.ADE"

Tutnc Thlo. . .to. . .Thic

TIME SAVER

SAVER

MONEY MAKEB

Seuerul &ys rcctmuldlon of bondlng, normolly rqulres o spc,;kll Hp to the bndfrll.

Empbyea lnte tlrc funge orf, work to fiansler to dumpter or truck. A lant mlnuta when unpo.cklng unlts, rsults ln thfie amprct, aally stored oahnble eanp, alrdy stord ln a stcel drum for dbposl ortd so,leThc "Btod-Ado"-Ea4t to Blr,y-Cocllly to bc slthott.

THE "BAND.ADE''

lndlan Country, Inc., Altport Road Depoolr, NY 13754 6O7-467-3tO1

tions. Committee meetings, a government affairs program and roundtables are planned in addition to the general sessions.

Changes At Weyerhaeuser

Weyerhaeuser Co. will invest approximately $18 million during the next two yean in its Philadelphia, Ms., lumber and plywood plants.

Reconfiguration includes a new large log merchandiser and improved design for wood flow. Added technology will result in a product mix of additional wide lumber tlat more closely matches the targeted market and customer requirements.

Equipment changes on additions for the remainder of the year and the first of the next include C-N-S modifications, new saw box, new optimized edger, horizontal gang saw, a reman

system, a45-bay gteen sorter and new finished lumber storage.

The plywood mill is being upgraded with anew dryer, revamping of an existing dryer and a 3l-opening press that will operate continuously. Two 24-opening presses will be operational by October with another spreader and specialty equipment to be installed later.

SFPA/APA Joint Meeting

The Southern Forest Products Association and the American Plywood Association will hold a joint annual meeting, Oct 10-13 in Nashville, Tn.

With the theme "Blazing New Markets," the meeting will feature Mountain States Legal Foundation president William Peny Pendley as keynote speaker. He is a nationally lrrown expert on energy, natural resources and environmental issues.

For pressure-treated wood t[afs kilndfied after treatment, call Dean Lumber Co.

The gentle conditioning of our steam dry kilns yields exceptional products such as Dean Deck, Dricon@ fire retardant treated wood, Outdoor@ wood, Wolmanized@ Extra'" lumber, and treated specialties.

Obttuaries

Jemcc L. Grrdncrr Srr 96, owner of the old Wynne Lumber Co., Wynne, Ar., died July 14, 1992 in Little Rock, Ar.

Mr. Gardner owned the comPany for over 50 years, retiring in 1988.

E. L. Warer 66, manager and coowner of Starr Lumber Co., Woodward, Ok., died July l, 1992 in Woodward.

A native of Fargo, Ok., he began his lumber caroer in 1952 with C.E.

Home Depot Cannibals

Approximately 33 Home Depot cannibal stores will open in the remainder of fiscal 1992, ll in the southeast, l0 in the west and 12 in the northeast.

Cannibal stores, as described by chairman and ceo Bernie Marcus, ease the load on present stores and enable the chain "to maintain our lead in providing the best customer service in our retail segment and also to further increase market share within existing markets by providing customers with more convenient shopping locations."

The company aims to reduce the cannibalization long term and devote more resources to entering new markets with the Store Productivity Program. This program streamlines merchandise and customer throughput with a variety of operations and design innovations and allows stores to operat€

Lumber Manufacturers Meet

(Continued.fiom page 23)

Perry, Ga.; Terry Reynolds, Rives & Reynolds Lumber Co., Louisville, Ms.; Robert Jordan IV, Jordan Lumber & Supply, Mt. Gilead, N.C., and Carl M. Tucker III, C. M. Tucker Lumber Corp., Pagelan{ S.C.

Awards were present€d to Marionneaux Lumber Co., Livonia, La., for most improved safety record; J. P. Smith Lumber Co., Menlo, Ga., for best achievement in loss prevention; insurance trustee board chairman William H. Harrison for outstanding service; Buddy Bean and W. Y. "Yank" Ellis for soliciting the most new members; James A. Davis, Arnold Lumber Co., Bonifay, Fl., for

Sharp Lumber Co., Gage, Ok. He transfenpd to Oeir Woodward yard in 1956 and later co-founded his own company, Johnson-Ware Lumber Co. It became Starr Lumber when his Dartner sold his sbares to Richard Ryoson.

Mr. Ware was current vice cbairman of the Mid-America Lumbermens Association's Oklahoma state committoe.

Frank Grant, 68, retired paint department runager at Tahlequah Lumber Co., Tahlequah, Ok., drowned June 6, 1992 trying to rescue two boys from the current of a rising Tahlequah crcek.

He joined Tahlequah Lumber in 1973, retiring last year.

Thc Rurl. Hourc

Using products supplicd by American building material companics the Fint Amcrican Homc built in Vladimir, l18 miles northeast of Moecow, was officially dcdicated July 4.

Gcorgia-Pacific donatcd extcrior siding and trim as well as Sturd-I-Floor panels. 'We're looking forward to seeing our Catawba lap siding and himcTrim exterior trim products stand up to Russian winters," said Rod Shelton, O-P's Tampa, Fl., branch manager, who helped coordinatc export of the products to Russia.

more effectively at higher volumes while providing a more favorable ratio of clerks to customers, Marcus said. About 70% of the2l4 Home Depots projected to be operating by the end of fiscal 1992 will follow the SPI program.

After a two year test program including Orlando, Fl., and San Diego, Ca., the installed sales program will move into as many as six markets this year. Tampa, Fl., is already into the program. Garden centers 5O% larget than conventional Home Depot lawn and garden centers are planned for two more markets this year because of the success of prototypes in Atlanta, Ga., and Lake Worth, Fl. Depending upon their locale, these 30,0(X) sq. ft. sections will include greenhouses and offerings such as hydroculture, bonsai and orchids.

Built in six weeks under the supervision of Serendipity, a Russian consulting and development group founded by Dr. Ronald Pope,Illinois State University associate professor, the 1,3fi) sq. ft. ranch style home has a two car garage, laundry room and built-in barbecue pit on the patio.

honorary membership, and Julian S. "Bubba" Dixon, Jr., Lake City, S.C., as Harold F. Beal Award recipient.

Oak plaques went to outgoing board members David L. Williams, Williams Lumber Industries, Opelousas, La.; Dwight Harrigan, Harrigan Lumber Co., Monroeville, Al.; George Varn, Varn Wood Products Co., Hoboken, Ga.; Les Johnson, Franklin Timber Co., Bude, Ms.; Jim Gray, River Road Lumber, Wade, N.C., and Cary E. "Buck" Upchurch, Upchurch, Inc., Walterboro, S.C.

Nearly 700 members, associates and guests attended the August 12-14 meeting at Nashville's Opryland Hotel. The 1993 meeting is slated for Aug. 12-14 at The Westin Resort, Hilton Head Island. S.C.

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