Building Products Digest - October 1982

rHE PERFECT PRODUCT FOR A ROTTE]I TIARKET.

There's one bright spot in today's otherwise gloomy lumber market. Pressure treated lumber. DIYer's and remodeling contractors are eating it up. Primarily because the bugs, mildew and termites won't. lt's become the smart. economical choice for all kinds of outdoor projects. And now you have a major

new source to work with.

Louisiana-Pacific. We're taking high quality Southern Pine from our own forests. Giving it fust rate treatment in our new high-capacity facilities at New Waverly, Texas and Marianna, Florida. And making immediate delivery from our own fleet of trucks.

So now you can give customers the treatment they've been asking for: L-P Outdoor'*' Wood for decks, patios and fences. To say nothing of L-P Wolmanized@ lumber for sill plate. And pressure treated landscape timbers. Take advantage of a rotten situation. For all the details, call (713) 273-II31 in Conroe, Texas or (904) 592-85L2 in Marianna, Florida.

Louisiana-Pacific

Serving the lumber markets in 13 Southern states

Since 1916, Bohemia Inc. has been delivering superior quality wood products to customers throughout the world. And now, for our good friends in Dixie, we've got just the lumber, plywood, lam beams, and specialty wood products to take care of all your needs. Carloads, truckloads, boatloads, mixed product shipments, or whatever you require. For instant information (or ordering), phone us toll-free today!

MERGERS ANd ACQUISITIONS

Wholesale Building Materials Management Company wishes to negotiate with several national producers of commodity residential building materials to establish a national distribution venture.

Wholesale euilding Materials Management Company wishes to negotiate with several hundred Sunbelt physical possession commodity residential building materials yard owners to establish a national distribution venture.

WHOLESALE BUILDING MATERIALS MANAGEMENT COMPANY

P.O. Box 391, Leland, Ms. 38756 Call collect (60l) 6a6.-2352

Contact: William Swain

Publisher David Cutler

Editor Juanita Lovret

Contributing Editors

Dwight Curran o Gage McKinney

Richard Medugno

Art Director Martha Emery

Strff Artist Nicola O'Fallon

Clrculetion Kelly Kendziorski

Building Products Digest is published monthly ar 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92ffi, phone (714) 549-8393 by Cutler Publishing, [nc. Advertising rates upon request.

ADVERTISING OTTICES

FR,OIf TIIE SOUTHEAST E OTL/\. HOMA: contact Tinotiy J. Nclsol, Markaing Communications, Inc., 5l 15 96. !6rlalis, suirc E, Tulsa, Ok. 74135. cdl (9r8) 4968777.

FROM TEXAS, II)UISIAIIA, MISSI$ SIPPI, VIRGIMA, TENI\TESSEE, N. CALIFORNTA AND ORDGON: contact Devil Cullcr, 45fl) Campus Dr., suitc .180, tletrport Bcach, Ca. 92ffi. C^ll (714) 549E393.

FROM TIIEMIDWEST: contact Chrrlcs L. Lempcrly, 1230 Brassic Ave., Flossmoor, n. 60422. Call (312179y216.

FROM SOUTHERN CALIFORNIA: contact Crrl Vrnn, 205 Occano Dr., Los Angclcs, Ca. 9649. C-aIl (213) 47 2-3 I I 3 or (714) 549-8393.

SL,BS'CruPTIONS

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BI,]ILDING PRODUCTS DIGEST is ot indepndently-ownd WblLw tion for the retail, wholeyle ond dbtribution levels of the lumber and building supply morkets in I3 buthem gates.

Serving the lumberQEZ& building supply markets in l3 Southern states

Memphis Wood Products Week

Wood Products Week will be celebrated in Memphis, Tn., Oct. 25-30 under the auspices of the Lumbermen's Club of Memphis.

Activities for the annual wood promotion will include an informational program for Memphis architects; the coronation of Lumber Ladyfair; and a ball at the Memphis Qountry Club.

E.L. Betz Jr. and David Hagedorn, co-chairmen of the trade promotion committee of the club, are in charge. The committee includes Terry A. Wilson, Jack T. Shannon, Jr., J.E. Rhodes, Jr., William S. Decker III, Randal T. Sharp and Walter M. Fields.

Haidwood Cost Analysis Meet

The Southern Hardwood Lumber Manufacturers Association's annual production and cost meeting will be Octt 26.27 at the Peabody Hotel, Memphis, Tn.

Emphasis will be on analyzing and reducing the costs of producing hardwood lumber, according to

pres. R. Collins Sullivan, Sullivan Lumber Co., Preston, Ga. New amendments to the OSHA noise standards and an update on the crosstie market will be covered.

Vincent Shurr, J.H. Hamlen & Son, Inc., Little Rock, Ar., 2nd v.p of the association, is chairing the planning committee which includes John P. Price, J.P. Price Lumber Co., Monticello, Ar.; David Williams, Louisiana Southern Forest Products, Inc., Opelousas, La.; J.L. Gray, Memphis Hardwood Flooring Co., Memphis, Tn.; Railey Powell, Powell Tie & Timber Co., Brownsville, Tn.; Rick Hanna, Hanna Manufacturing Co., Inc., Winnfield, La.; Rodger Patterson, Miller Patterson Lumber Co., Inc., Des Arc., Ar.; E.J. Spratlin, T & S Sawmill, Clarendon, Ar.; William Browning, J.M. Jones Lumber Co., Inc., Natchez, Ms.; and Ricky Evans, Calion Lumber, Calion, Ar. The Southwestern Hardwood Manufacturers Club. under the direction of pres. William Browning, J.M. Jones Lumber Co., will meet in conjunction with the association.

Dealers Meet in Florida

Central Florida at the Contemporary Resort Hotel, Walt Disney World, Lake Buena Vista, is the setting for the 66th annual convention of the National Lumber and Building Material Dealers Association, Nov. l8-21.

Following a theme "A Spirit of Partnership," the meeting will have The Honorable Richard Lugar, United States Senator, Indiana, and chairman, subcommittee on housing and urban affairs, and Richard Scammon, director, Elections Research Center, Washington, D.C., as speakers.

In addition to unveiling a new computer program and honoring Ray Harrell, NLBMDA v.p., on his retirement, the convention will feature numerous industry programs including "1983 Will be Better," co-chaired by James R. Magbee, Magbee Brothers Lumber & Supply Co., Scottdale, Ga. Charles Thomas, pres., American Wood Preservers Bureau, Arlington, Va., will discuss "The Treated Wood Industry." '

Hardwood to the rescue

1|lNE of our favorite fall rituals is to troop tTthrough the auto shows and the car dealers' showrooms to see the shiny new models from the world's car producing countries.

One eye-catching feature that is virtually universal for those impractical, fun machines we would all really like to own is the use of genuine, real, no-way plastic, honest-to-God hardwood. From gold-plated replicar to Rolls Royce, one feature that sets apart the head turner from the economv box on wheels is the use of real hardwood.

Gone are the days when hardwood was extensively used, even in the production of high volume cars. When the use of steel bodies became widespread in the early 1930s, door frames, jambs, cowl members and a variety of other hidden parts continued to be made of hardwood. Following World War II, hardwood was relegated, almost without exception, to use

in those great looking "woodies" that are still eagerly sought out by collectors. And who could resist a Chrysler Town & Country convertible, top seductively laid back, flanks gleaming with varnished oak, framed by glistening lacquer paint in Forest Green?

But in all this there seems to be a paradox. As hardwoods have become far easier and cheaper to preserve from all the dings and bumps of life, the use of hardwoods has declined to a trim only item for a handful of cars in the economic stratosphere. With a variety of coatings, preservatives, treatments and protective shields giving space age toughness to today's hardwood, it seems odd that someone hasn't seen fit to make another drive on Detroit to try and bring back the beauty and look of quality that only true hardwood can give. In a time when cars are so similar in appearance, the use of a beautiful hardwood would be a striking sales feature in a world of dreary black vinyl interiors.

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Offer applies to saws 8" or less in width.

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lResaw manufacturers

r Carbide manufacturers

o Bandsaw manufacturers

r Sharpening of blades

This olfer also includm our "1(X)7o Satisfactlofl of . ,, . , Return Blades" pollcy.

Exotic hardwoods offer high profits

HANDS0ME exteri0rs. inleri0rs and wood working projects begin with fine hardwoods The marketing of exolic hardwoods can pro \/idp 2 airnnn ailqtnmpr rpq "- --p0nse.

FTETURN on inrestment or inrI creased profits per foot of space utilized are concepts u'hich attract a great deal oI attention uhenever dealers meet to discuss the state of today''s business.

Yet, one subject seldom mentioned is the high profits s'hich can be made with a minimal amount of space devoted to exotic harduoods. In most instances, it only' requires creating an attractive visual displai area for various species and informing customers abour the availabilirl' of the u'oods. \['hile ]'ou ma]'not sell large quantities, exotic harduoods are a qualit;'product rvhich can command high prices because the)' are unique. Regardless of hou disrressed the economy, there are al*a1's prospective bu1'ers $ ho have mone) Io spend on products uhich are considered exclusive.

In certain parts of the countrl', for example, homes in the million dollar plus categor!' are finding a good

Story at a Glance

High return on investment market slrong inspite ol economy . . . wholesalers provide support abundant possibilities.

market, and these are the t1 pes of structures for uhich erotic harcuoods are a nalural. \lanl of the commercial projects nou under construction can also \\'arrant the cost of exolic hard$oods for panelin_e. special furniture, entrance \\'avs, accenl areas and erterior siding. \\'hile most dealers do not solicit business fronr

0UALITY harcwoocs sucn as ln0se usec r. tne carre Ing 0n In s LJXUJ tacni crea:e ,l smar 0ul oro{rta0 e ma'kel '0r a ''!ooc cea e'

producers of end products, oftentimes these manufacturers would prefer to work with a local source rather than some distant supplier. This is also true of industrial users such as railroads, mining companies, steel mills and foundries. Local schools with woodworking classes are another source for sales.

To take advantage of this opportunity for additional business, it does require the dealer to devote a certain amount of time to analyzing exotic hardwoods available, their characteristics and applications. It is usually best to appoint one individual in the organization to become the resident "expert." For example, a wood such as teak has a wide variety of uses for furniture, boats, mouldings and paneling. Apitong, a heavy, dense wood, is used for pilings, mine shaft supports, truck floors and similar applications.

But, this is just scratching the surface. There are hundreds of different hardwoods with different uses and having someone know just a few can

generate business which may be right in your own back yard. Since you will normally realize a 5090 profit on the sale of these woods, it certainly seems worthwhile to investigate the possibilities.

The big question to most dealers is how to accomplish this? Fortunately, you do not have to spend years getting an education. Several largehardwood wholesalers located in various parts of the country are more than willing to help you get started and provide the technical assistance to answer virtually any question. They will also supply literature for use with your customers, advertising materials, display samples and will back you up with inventory whenyou get an order. Several make their sales people available for seminars and calls on customers who require special attention.

One dealer, who has had notable success, displays a large map of the world which calls out where various species are harvested and shows samples of how these woods look in

finished form. By becoming a specialist, he has gained the confidence of customers, and they solicit information on other high-end products which he can supply. While this information did involve searching out the sources of supply and learning some pretty unusual names, the enthusiastic reception from customers has made the effort worthwhile. Since exotic hardwoods arc sold on special order, the only investment besides time has been the map, a small amount of counter area for literature and samples and a brief mention in local newspaper advertising.

At a time when everyone seems to be scratching his head to find ways of improving business, perhaps a phone call or two will open up a whole new range of exotic possibilities for you.

The latest status symbol: a teak bathtub

If you think you have seen the ultimate in rich, luxurious living, you haven't seen a teakwood bathtub.

Handcrafted of 150 pieces of teak, like a magnificent piece of inlay, the indoor designer tub has a starburst pattern in the bottom and a choice of strip or starburst pattern on the rim. Three styles of splash rails allow it to be used sunken or raised, surrounded on one, two, three or zero sides.

Polyurethane coating protects the wood while giving it additional luster and color. Fiberglass sheathing on the outside adds structural strength and insulates to keep the bathwater hot. Recessed main drains and overflows are pre-drilled for fittings of the owner's choice. Optional is a pre-plumbed recirculating system which includes four brushed brass therapy jets and a brushed brass suction drain.

The tub also is available in oak or exotic hardwoods. AlPine oak and eucalyptus are offered for those on a lower budget. Shower fanciers can select a handcrafted teakwood or white oak shower floor with polished brass or A carat gold plated drains.

This is available in any size with a side or center drain. An indoor/outdoor hardwood 80" spa comes standard with five 14 carat gold hydro therapy jets. It is available in the same woods as the bathtub.

According to the manufacturer, Peregrine Industries, Inc. of California, located in San Rafael, this is the only wooden bathtub permitted by building codes in the United States. They offer a two year structural warranty on all products.

Story at a Glance

Tubs or showers . inlald design.. waterproof coating. meets building codes.

Photographs courtesy Penberthy Lumber Compan!, Los Angeles, Ca.

HANDCRAFIED of 150 pieces of teakwood, this bathtub oflers ultimate luxury and beauty. Suggested retail price hovers near $3,000.

Special lssue: Hardwood

Hardwood stores prosper with hobby trade

aITHE HOBBYIST business is I almost recession proof," says Bill Cockroft in explaining the continued prosperity of Hardwoods of Memphis and its new branch Hardwoods of Nashville. "People may give up a lot during a recession, but a golfer, a fisherman, a woodworker is going to keep his hobby."

It's a good thing, too, Cockroft continues, because his other, older and larger, lumber ventures are going through a rough period as the economy slows down.

Charles Morris, manager of Cockroft's retail division, says, "Our sales volume probably has doubled that of last year. We have put a lot of effort into building our retail business and more and more people come in who never have visited us. About one-third of those walking into Hardwoods of Memphis are doing so for the first time."

Hobby wood craftsmen and women keep on buyrng, according to Morris. "When they need material they buy it. Many never intend to sell the items they make. They make them for fun, but other familymembers and friends want them. So they start making items to sell. Hardwoods of Memphis hasn't felt the effects of inflation or recession."

Bill Cockroft, founder of Cockroft Lumber Co., Memphis, Tn., Hardwoods of Memphis and Hardwoods of Nashville, traces his interest in wood back to his Boy Scout days and forestry merit badges. This early beginning was assisted by a forestry degree from Louisiana State University and a long record of employment in the wood business.

Starting in college and continuing after graduation, he worked for C.M. Gooch LumberCo., Memphis, gaining experience in lumber inspection, logging and sales. Later, with other employers, he bought and sold lumber and squares as well as hardwood and particleboard. In 196l he joined his brother Bob to found Cockroft Lumber Co. When Bob bought Southern Star Lumber Co. in McKenzie, Tn., in 1969, Bill took over the ownership of Cockroft.

Over the years the operation has grown to include a Z)-acre distribution yard, a hardwood concentration yard in Bolivar, Tn. (Liberg Lumber Co.), and headquarters on Jackson

Story at a Glance

Hobbyists buy despite reces. sion . . hardwood store fol craftsmen prospers . addi. tional units, mail order busl. ness in future.

Ave. in Memphis. The product line includes hardwood, both foreign and domestic, particleboard, fiberboard, dimension lumber, turnings and squares. Services include a planing facility, kiln services and its own truck fleet.

Hardwoods of Memphis, located at the Jackson St. site, was founded to offer the hobbyist and woodworker the oppornrnity to sclect and buy fine hardwoods in small quantities. With its own display r(x)m, a 12,(n0 sq. ft. warehousc and 2,(XX) sq. ft. office on two acres, the retail unit operates as a separate entity.

The popularity of Hardwoods of Memphis resulted in the opening of the second store in Nashville. There is talk of opening two more rcail units in Little Rock and Jackson.

ln both stores woods are attractively displayed and labeled with each board individually priced. Hobbyists can find the wood they need whether it is for a fine piece of furniture, a carving, inlay, chess piece or duck call. Woods range from afromosia to zebra wood with lots in between. Veneers are big scllcrs with the store stocking 25 to 30 varietics. This large stock generates considcrable sales volume with prefinishers and antique dealers.

To help the hobbyisl5 visualizs what the frnished product will look like, each type of wood is shownina surfaced and finished sample. Descriptions of the wood's characteristics also are available. Of the 60 woods stocked, t09o of the sales are in20s/o of the woods.

The stores also carry woodcraft books, clamps, carving tools, wood

Special lssue: Hardwood

glue, furniture finishes, woods for musical instruments and other woodcraft items. Super Shop, a multipurpose wood and metal working machine, also is sold.

Under consideration for future expansion is a mail order business. The company already has mail order and catalog services and may make a strong move into selling by mail in

the future, according to Morris. This would serve a need since Hardwoods of Memphis and Nashville are the only stores of this type for many miles around.

species stocked are displayed. (6) Banels hold shorts and remnants. (7) and (8) A portion of the warehouse. (9) One stop woodcraft shopping includes dowels and glue.

CUST0iIERS at Hardwoods of Memphis and Hardwoods of Nashville find (1) each piece ol wood identified and priced. (2) A wood carving center olfers basswood and tools. (3)

Finishing products are available. (4) Super Shop is a multi-purpose machine for working wood and metal. (5) Samples of the 60

Hardwood franchise fills gap in market

ERANCHISED hardwood stores, f like doughnut or hamburger stands, are the business of Austin Hardwoods, Inc., Austin, Tx.

Starting in 1972 in Austin, the franchise network has grown to 15 stores across the nation with Texas being the stronghold as home for six operations.

The company, which advertises very little, usually a full page in Fine Woodworking, offers a low overhead concept with high growth potential for the man who wants to be in business for himself. Typically, the man who responds to the idea is an admirer of fine hardwoods, often a d-i-y woodworker. The list of franchisees includes a retired engineer, a college professor and an investor who keeps a hired manager in his store.

President Carl Lasner terms the parent company "extremely conservative" and expains why they are selective in accepting newcomers into the operation. " We want to be sure it will be a good investment for the franchisee," he says.

When approached by a potential franchisee, the company (for $1500 earnest money) conducts a market analysis. This research considers current business activity in the area, grofih trends, population density and competition to indicate the feasibility of a franchise in a given city. The proportion of retail/hobbyist trade to commercial trade also is determined.

If the market research gives the project a green light, the next step is for the prosp€ctive franchisee to attend training in Austin. An extensive three to four weeks of classroom and on-the-job instruction covers a wide scope including wood identification, basic grading, purchasing, bookkeeping, site and building selection, selling techniques, material handl-

Story at a Glance

Hardwood lranchise oraginated in Texas . . . low oYerheadthigh growth concept. olfers independent businessman lots of leeway.

ing, legal questions, marketing policies, pricing and credit counseling. When the training is completed, the franchisee is given a master checklist to us€ in setting up the operation. This includes everything needed from building specifications to bundling equipment. When the store is ready to open, Austin Hardwoods provides an initial inventory compatible with the predetermined market at cost.

Support and guidance, including purchasing help and a@ess to cooperative advertising, is ongoing although the franchisee is fre to purchase wood from any source. The parent company, which gives its name to all stores, encourages owners to buy from them by offering ready availability of hard-to-get woods, mixed loads and a Solo markup.

The relationship on the part of the owner becomes voluntary after the opening except for the payment of a set nominal monthly fee. There are no monthly royalties. 4scol.ling to Lasner, after the franchisee pays the present purchase cost of $20,0(D to the parent company, leases a store, purchases equipment and the initial inventory, he has a total investment of under $100,000. The franchisee is free to disenfranchise the store after two years.

An exceptionally good manager,

Lasner says, cian recoup his investment within lt months with lt to 2{ months being the average. Although an exception, the Dallas store recovered its entire S50,m investment in l0 months when it opened a few years ago.

Usually the stores are selfoperated with one or two employees. The marketing emphasis in each store varies. Phoenix, Az., acaording to Lasner, is retail, catering to fine woodworkers because of the large retired population. Ddlas, which is company owned, and acts as a distribution point for the other stores, concentrates on commcrcial accounts with cabina and millwork manufacturers. School woodworking accounts are big in some stores.

Austin Hardwoods, Inc. as the parent company stocks a tremendous variety of domestic and foreign species for distribution to the stores, explains lasn€tr, importing some exotic woods and buying oth€rs from importers. The domestics are the best quality available, bought from the best mills, he maintains, by Arstin buyers who know their product.

Lasner tells how he got into the wood business quite by accident. A graduate of the University of Tcxas with a degree in philosophy, he started working for a miniconglomerate in Austin which hap pened to have a lumbcr division. He got the idea of a hardwood specialty store, resigned his job, and opencd the frst Austin Hardwoods. Five years later he expandcd to El Paso, Tx., then to a third unit in Tircson, Az., and back to Dallas for no. 4. From this beginning, the nationwide franchisc grew. This year becauc of the slow esonomy, expansion has been limited to a new unit in Scattlc, Wa., but as soon as things look more encouraging, Lasner is ready to moye ahead.

PAREI|T store of Austin Hardwoods. Inc. is

Hardwood carrier cuts damage claims

ARDWOOD, a precious valuable cargo, requires ultimate in careful handling to assure that it arrives at its destination in prime condition.

and the

All Woods/Schroeder, Inc., Houston, Tx., believes it has found a solution in a special design van-type trailer. According to William B. Flanagan, sales mgr., they are the first in the South in the lumber industry to use this type of carrier.

In discussing the merits of the conveyance, he says, "We are achieving the ultimate advantage of a customer's satisfaction in receiving materials in perfect condition on the initial delivery, thus saving everyone the hassle and expense of claims for damaged merchandise."

The trailer has a solid top and ends, but is open on both sides to give access from either side. Tie downs and attached side tarps insure the safety of the load. The design saves time by reducing the efforts of tarping and untarping loads in bad weather, according to Flanagan, thereby allowing for quicker and more efficient delivery schedules. Money is saved, he adds, because the replacement of tarps has practically been eliminated.

"We have found with use of the trailer," Flanagan explains, "that we have insured delivery of valuable, high grades of hardwood lumber and mouldings in clean, dry, first-class condition."

Another obvious advantage ofthe van is the public relations factor. If, as transportation experts claim, easyto-look-at, well maintained vehicles create a positive impression on the public, this colorful red and white vehicle with the slogan "Another load of fine hardwoods" accompanied by the name and telephone number of All Woods/Schroeder, Inc. is a true image maker.

The company, which claims to be

Texas' largest manufacturer of hardwood moulding, is a subsidiary of Tech-Sym Corp. Located on 24 acres in Houston, the facilities include a concentration yard, a planing and moulding mill, kilns, an automatic materials handling system and over 300,000 sq. ft. of warehouse.

For over 50 years the firm has marketed domestic hardwood and softwood in both rough lumber and finished materials such as moulding, door frames and surfaced lumber. The import division offers exotic hardwood species as well as lumber and moulding. A self service center caters to the retail trade, carrying refinishing products and wood hobby materials as well as hardwood.

Management of the company in-

cludes John Ritzou-Holm, pres. and c.e.o.; Johnie R. Cates, v.p./treas.; John P. Goodwin, v.p./purchasing agen$ Peter Boer, mgr., imPort/export div.; Jerry O. Cryer, operations mgr.

Story at a Glance

Hardwood travels safely in specaally designed Yan.traller damaged deliveries ellmi. nated tlme and money saved . . . first such Yehicle an the lumber industrY in the South.

TAKE oFF the side tar0s and a well secured load of hardwood is available from either side. This specially designed van-trailer has solved many transportation problems, making it

easier to deliver hardwood in lop condition, protected lrom highway dirt as well as the wealher.

Balsa is at the core of fiberglass boats

By Keith R. Wdton Director, Marine Products Baltek Corp.

lN THE 1950s as fiberglass rein- I forced plastics (FRP) began to make major inroads in the construction of pleasure boats, displacing wood as the traditional boatbuilding material, some wag hoping to stem the tide came up with the slogan, "If God meant to have fiberglass boats, He would have created fiberglass trees. "

Today, versions of that quaint bit of humor emblazoned on little signs are still for sale in the novelty sections of boat shops and marine hardware

Story at a Glance

Balsa wood lills important spot between layers of fiberglass in boat construction end-grain balsa product results lrom 40 years of engineering . . . accepted worldwide lor recreational, commercial, and naval craft.

stores all over the country even though a quick scan of the nation's waterways, marinas, and boat shows indicate fiberglass evidently predominates as the most popular boatbuilding material.

But things are not always what they seem at first glance. Many of those apparently all-plastic and glass boats are really of sandwich construction with fiberglass skins surrounding cores of end-grain balsa wood in decks, superstructures, hull sides, and bottoms.

In the past three decades, some 2 million reinforced plastic boats from canoes to huge luxury cruisers, from sailing dinghies to giant ocean racing sailing yachts, have been built with FRP/balsa-core construction in at least some part of the boat.

This compatible marriage of replenishable balsa wood, "nature's own honeycomb," with manmade plastic materials in modern motor and sailboat fleets was no accident. It was the result of more than 4O years of imaginative, diligent application of engineering, product expertise, development of proprietary produc-

PLUG 0l balsa/fiberglass reinlorced phstic was taken from the hull ol a lobster boat. The material is used by more than 1,000 boatbuilders throughout the world for recreational boats up t0 70:80 ft., comrnerchl lishing vessels uD lo 90 tt., and small cratt for theNavy and Coasl Guard.

tion processes, and implernentation of intensive quality control measures at every step in the milling and pro. cessing of the wood by the world's leading producer of balsa for industrial applications, Baltek Corporation in Northvale, N.J.

Although balsa was used extensively as a core material in the earlier years of fiberglass boats, applied in flat sheets of longitudinal-grain wood, it was principally Baltek's development of its Contourkore endgrain balsa in bidirectionally flexible sheets in the mid-llXOs that made the material of special interest to boat builders for hulls as well as decks and superstructures. Blocks of balsa cut across the grain and varying from

(Please tum to page 33)

LIGHIER 0YERALL weight of balsa-cored laminates and better slrength-to-weighl ratios imprwe a boat's overall etf iciency. Fuel economy for power boats and easy lowing for the many under 26 fl. boats stored yeararound on a trailer at the owner's home are pluses along with strength and impact resislance.

Unique school prepares students for a hardwood career

By S. Carrol lVhite Secretary-manager National Hardwood Lumber Association

rFHE NATIONAL Hardwood

I Lumber Association is a trade association for some 1,400 members who produce and consume hardwood lumber. The association was founded in 1898 for the purpose of setting up a uniform system of grading rules for the measurement and inspection of hardwood.

The association still functions as the administrator and keeper of these rules, and now, for practical purposes, all hardwood lumber that is shipped in the United States and Canada, and to a certain extent in world trade, is shipped on grading rules set down by this organization.

Since NHLA is the keeper and adminstrator of the rules, it is reasonable that the association should teach the rules and grading system to those seeking careers in the hardwood lumber industry. In 1948 the association established a Hardwood Inspection Training school in Memphis, Tn. It has operated successfully since that time.

Each year some 2(X) students attend the 14 week course. Each class consists of 70 students and there are three sessions per yeax. The school is conducted as a vocational school, i.e., the emphasis is on practical application of the rules. Both classrooms and lumber handling facilities are provided. This is the only school of its kind in the world and students have attended from every state, Europe, Africa, South America and

Story at a Glance

Hardwood Inspection Training School serves students from all over the world . . 14 week course stresses practlcal application of grading rules . . only schoolof its klnd.

Asia. Probably the best testimony that can be offered is that many graduates from the early classes are now in ownership or management positions in the industry and they are now sending their children and employees to complete the course.

In a further effort to familiarize industry personnel with the grading rules, the association offers one week short courses which may be held anywhere in the country. In this case, a "sponsor" indicates to the inspection department that they would like to have a short course in their area.

The sponsor provides basic classroom and lumber handling facilities and tends to the details regarding the enrollment of the 15 to 18 persons who will attend. NHLA provides the instructor on a per diem basis.

These short courses are quite popular and obviously perform the service of making the information

(Please turn to page 17)

HARDW00D II{SPECTI0N Training School operated by the National Hardwood Lumber Association shares a building with the association executive offices in Memphis, Tn. Cypress siding is used on the exterior with the

inside decorated as a showcase of hardwood lumber including oak and maple floors and 15 species of hardwood plank paneling with various machine and installation oatterns.

Total cost of the building was contributed by the members and lriends in the industry. Walter M. Fields, Walter M. Fields Lumber Co., Memphis, Tn., was chairman of the building committee.

E$trWS R[trtrS

Hardwood lumber production reported by the Southern Hardwood Lumber Manufacnrrers Association for Aug. (last figs avaihble) was 7Vo highertlnnfor July. . orders receivd up 2590 . . shipmentsup89o unfilled orders up79o. gross mill inventoriesunchanged...

Home Depot Inc., Atlanta, Ga., reports a 2l2slo increase in 2nd quarter income and a 38390 risg in quarierly net income . . Payleis Cashways' 1982 3rd quarter income was reported as 4590 higher than l98l 3rd quarta , , Lowe's Cos. says 3rd quarter "may be ourmost favorable quarter of the year" , . , Scotty's reports a 590 increase in sales for the4thquarter...

Family Lines and. &nadian Nationol railroads have cut freieht rates 2590 to 6)90 on lumber and other forest products from origins in Ontario andQrcbeto seleted destinations in Al., F1., Ga., Ky., N.C., S.C. and Tn. TheICCis expect€d to OK the merger of the Union Pociftc, Missouri Prcifrc and Wqtern Prcific rulroads Oct. 2O,creating Pacific Rail System, 3rd largest U.S. carrier, reaching Tk., La., andthe Gulf Coast. .

Corstruction is underway on a l4,qg sq. ft. Pointe Coupe Lumber Co,, lafayef,te, l.a,., a subsidiary of Martin Home Centers, Inc., Alexandria,l;,. H.E. Ketcham Lumber Co., Mus kogee, Ok., is celebr*ing its 75th anniversary . . . Cimorron latnber, Boise City" Ok., has ben sold to Don Stevenson . . Cox Lwnber, lrc.,'St. Petersburg, Fl., is now a distributor of Alcan BuildirryProducts..,

New outlets inBrownsrrille and Luftin have been opened by McCoy's Building &ryply &nters, San Maros, Tx. with a fall openiqg set for a Rosenberg, TX., unit . . . T.H. Rogen Lumbr Co.had a ribbm cutting to re-open its ncrly remodeled store in ltrrncan, Ok. . . . David Heim has purchased J.D. Scott Lumber Co., Marlw, Ok., renaming the operation Morlow Lumbr Co.

Lowe's, North Wilkesboro, N.C., has rwamped lll stores to date with its new look, just cor pleting El Dorado and Pine Bluff, Ar., Texarkana, Tl., f)anville, Manassas and Newport News. Va., and Whitesburg, Ky. . . Caruth BuiWing Serlrie,, Dalhs, Tx., has opened a retail home oenter . . Lumbrnurt,Ebnwood Park, La., has been closed. .

Wolten Lumbr Co., Walters, Ok., has closed . . . Okemah Home Center, Ok€Nnah, Ok., has been opened by Bmce B€nson . . . Limestone County Building &nter,Inc., Groesbeck, Tl., was completely destroyod by a rent fne, beliwed to be arson

Velma Lumber od Builden Suppty has been opened in Vdme, Ok., by Harvey and lvlariryn Chrk . fuylas &shwoys has stces scheduld to open in Irryiwilb and Colleyville, Tx., (Dallas suburbs) Ronnie Daniel bas opned, Box-D Lwtbt md Hone &nter Inc. in Alpine, Tk.

Jack Woody and Vernon Cassy arethencwowners of J.D. Brutscum Lumber &. Homc &nk4 Prague, Ok. . . . Scotty's,Winter Haven, Fl., is building a new store in Tampa, Fl.; a replacement unit

BulldfipPlod$Ufil

in Kissimmee and a ncw stsc in Palm Beach Gardens have bm opend Wagoner LumberCo., Wagoner, Ok., has purchased HopelumberCo., Porter, Ok.

Anqiwt Wadmark Corp., Omnge, Va., has donated $l,m worth of sqnr maSe lumber to Southwcstern State Hospital, Marion, Va., for use in thir wckshop fc tbc e,hrmically ncntally handicapped . . htufucr @rp. of Amcrfua hes omflctod a muhiaillim 3 rcoovakn of its pine lumbcr nil in haggs" Al. . . .

UnidFqaMtu

aoquir€d Apollo frrcst Prrsd$, Union City, Ga., rcnaning it GoldenHtVd@of Ga. . . . Tottpl+Wac fu. ii underway with costructio on a 13.5 acrec.hipnill/lq facility in Pindand, Tr., rrhich wil supdy pwa sawtimbcr for its operations in Diboll, Pindand and Eraddc.

hi& Sor.t srris rcsmirypro duction on a limited bods $ b Florbn, I.a-, plys@d phd.d Fishcr, Ia., samill . Stry-At Ta b Cnp. has dcd its Johlrm City, Tn-, flant tcmpanrily : . mreb-Pcifc hs roqd is togansport, La., plyroodd. .

DintondHillPlyvd&.fu openod a nsw uluchonc in Chrrlotte, N.C. . . Fuaut Ltmfu, Itrc-,has tratrdcrcd its Southcrn pnoducts dc!t" to Eoctm . . Tcmptrol Corp., San Anmio, Tl., and &c Co., Pomro&, Fl., are mw dfutrihtar fq Mfun Maid}itrrs}ro,apflhm...

Wd roofs uorc ud tro family hmes W to 9,m rq. ft. arenowok inCorn6 CffiL TL . . .Thc @nnotpW$c ty @mmisfiot will Ukc r bok at plywood and portklebosd !rm. pccb in fcnaldchlde cmb*s...fuaHonsinBlhrtd pcrarnit cocrry ffi ftm tdl4b $163 a year by snitchingto tpod frame from onclgte blak mstruction. .

Presidential Hardwood Floor

President Ronald Reagan's Oval Office in the White House now has a beautiful hardwood floor made possible with the cooperation and generosity of several hardwood firms.

Kentucky Wood Floors and Wood Mosaics, Louisville, Ky., Chester B. Stem Inc., New Albany, Ir., and Rode Brothers, Los Angeles, Ca., were all involved in the gift which replaced a temporary vinyl floor that had been installed during the early Nixon years to replace the cork floor of the Roosevelt era.

According to John Stern, pres. of

Texas Shippers Beware

Shippers in Texas should be aware that they can be fined up to $200 per day if they use a motor carrier which does not have the proper authority to operate from the Railroad Commission of Texas. According to a decision reached by the Texas Supreme Court the fine applies even if the shipper does not know that the carrier is operating illegally.

Kentucky Wood Floors, the quartered white oak and walnut flooring is worth $20,000. His company prepared the wood which was donated by Wood Mosaics and Stem. Rode Brothers installed the mitered plank design.

HARDWOOD SCHOOL

(Continued from page 15)

concerning the grading rules more readily available to a large number of people.

The Inspection Training School shares facilities with the NHLA executive offices in Memphis. Two essentially all wood buildings are connected with a breezeway. The exterior is clad with cypress siding. Oak and maple flooring is used throughout. There are 15 different species of hardwood plank paneling with various machine and installation patterns used throughout the building.

These buildings, which are strikingly beautiful and extremely functional, are truly working showplaces of hardwood lumber. They are situated on l0 acres of beautifully landscaped property.

Total cost was $1,250,000, all of which was donated by association members and friends of the industry, thus leaving the installation debt free when it was completed in 1980. This is an accomplishment of which the entire industry can be justly proud.

CUST0M-MAOE ouarter white oak and walnut in the design shown above has been installed in the 0val 0flice oi the White House. All but a four ft. border of the 1,000 sq. ft. floor will be covered by carpeting, according to Rex Scouten, chief usher for the White House.

Continued next month . .

"More info on paints, stains" Part two of ourtwo part series on selling paints and related materials

CALENDAR

OCTOBER

S&T Indostrie, Inc.-Oct. 9-11, spring and summcr merchandise market, Kentucky Fair and Exposition C.cntcr, Louiwille, Ky.

Southern Fortd ruucts Assodrd,olOcf. lGlll, annual meeting, Houstonian Inn, Houston, Tx.

I.oubhnrnffdr$pi Bulld4 fr|dcrbl D*r AndduOct. XZ, wood products scminar, Ramada lnn , Jackson, Ms.

Norfh Ameticen Wholcs.b l^rtnbcr Arroddor-Oct. lll, regional Deeting, Greensboro, N.C.

Mld-Amcrlcr Lunbcrucls ArcodeflorOcf. l$16, Arkansas Lumberfest, The Arlington Hotcl, Hot Springs, Ar.

Ancrlcln Ilrdrrrt Mrnulrctunn Arroddo! & Ndold Wholcsdc Hrrdrrrc AssodtdonOcf. l7-an, herdware convention, Sheraton Hotel, Washington, D.C.

Nedonrl Forcst Pludrcts Wccl-Od. f7-Zt

Tennccscc Butrding llrtcrld Asodltio!Ocf. 2l-Zl, 57th annsal convention, Hilton Hotd, Knoxville, Tn.

Lumbermcn's (Iub of Mcmpib{)cl. 2!i-30, Wood Produas Week, Memphis, Tn.

NOVEIIIBER

Nedond Pdnf rnd Cortlng Asodrdol-Nov. t-3, onnual meeting, Washington Hilton Hotel, Wastrington, D.C. Souttern Prtsue Trcrtcrs Amdrfbn-Nov. 15, nnnual meeting, Royal Sonesta Hotel, New Orlcans, I:Netionrl Fortst Products Asco&tb!-Nov. 7-10, annual moeting, Camelback Inn, Scottdalc, Az.

Solrr Enerlgr Indusarlc Assoddotr-Nov. 7-10; Eth annual conference and exhibition, Atlanta Marriott, Atlanta" C.a.

Xentucky Lunbcr & nulding Mracrid l)c*rr ArcoddorNov. 7-9, Marriott Inn, Lexington, Ky.

Nrdond lhdwood Lonbcr Amdrtion-Nov. &Il, lumber inspection coume, Haywood Tcchnical ColQe , Clyde, N.C.

North Amcricen Wbolcr.lc l^rnbcr Asrodrtlor-Nov. lil, regional meeting, New Orleans, La.

Netlond Hrrdrood l"umbcr Arsochdon-Nov. lll-19, lumbcr inspection @urse, Univcrsity of Kentwky, LcringtoD, Ky.

North Amcrlcen Wholcsrh l.umbcr Asdrtlot-Nov. tt, regional meeting, Atlanta, Ga.

Nrtiond l.unbcr rnd Bulld|ng Mr&rld Dalcrs ArnddorNov. l&21, 56th annual convcntion, Contemporary Hotel, Walt Disney World, Orlando, Fl.

Want to see your organization in print? Scnd us information including date and place on your next meeting, convention, or social event for the Calendar. Please make sure that we receive ir rt last sir weeks rherd of the dete and be sure to include your name, address, and telephone number.

Hardwood Facelilt for Plane

Hardwood is found in many breathtaking applications, often in exotic locations, but few ofthese offer the challenge of decorating the interior of an aircraft with beautiful woods.

The executive aircraft pictured here, a Boeing 727 based in Houston, Tx., meets the challenge with a flourish. Using a floor plan devised by those who fly in it, an aircraft interior design specialist created a luxurious, comfortable airborne apartment for working or relaxing.

Hardwood was a natural for the paneling, cabinets and furniture. Straight grain ash and ash burl were selected to be used with special considerations. Because of the weight restrictions, most of the wood used was veneer, applied to aluminum honeycomb with special adhesives. Burl figures were used on table tops, doors, moulding, cabinet inlays and for inlaid desigrrs on mirrored doors. Solid mouldings were used only on the table edges because of the weight. Straight grain ash veneer was used to panel walls and cabinets as well as in lath applied vertically to mirrored walls.

Hand rubbed oil finishes were applied to all woods. Because the air-

HousewareShow Renamed

The National Housewares Manufacturers Association's semiannual marketing showcase has been renamed the NHMA International Housewares Exposition, effective January, 1983.

The international name acknowledges the importance of worldwide trade inthe housewares field for both American manufacturers and foreign buyers and merchandising executives from overseas, according to Ronald A. Fippinger, managing director. Reportedly, more than twothirds of American housewares manufacturers are presently exporting their products.

Wood Residue Energy

Large energy consuming companies in the lumber and wood products industry last year supplied 73 9o of their total energy requirements using bark, wood residues from manufacturing and forest operations and cther self-generated fuel sources.

craft is exposed to extreme climates, such as a desert landing strip with heat in excess of 130" or an airfield in Anchorage, Ak., with subzero temperaturesi the wood requires constant upkeep to prevent checks and cracks.

Aircraft decorating requires cautions other than weight limitation and care of woods. All latches must be stressed to pull 9 x weight. To meet regulations a drawer with contents weighing 20 pounds must have a 180 pound latch. An aircraft hardware specialist provided the hardware with many touch catches used.

The floor plan includes a bedroom, several powder rooms, a small kitchen, work and conference space, a dining area and lounge accommodations. Even the cockpit has been glamorized with furry seats for the pilot and co-pilot.

LUXURI0US setting is created with straight grain and burl ash veneers in this executive aircraft. Mirrored walls with ash lath and mirrored doors (uppor photo) give an illusion of space and light. Cabinet (lowor photo) opens into a fully stocked wet bar. The Boeing 727 has been turned into a flying apartmenl comolete with bedroom and kitchenette.

To earn the quality mark of the American Wood Preservers Bureau pressure treated wood products must meet rigid technical standards. Questions of quality are answered before the material reaches the job sites. When you

ortimberfrom treating @ plants qualified by the

American Wood Preservers Bureau you can be sure that the material will meet or surpass your standards, No question about it.

AWPB mark of quality assurance is backed by independent, thirdparty sampling and

information, write or call today.

Please send me information about selecting and specifying pressure treated wood products that have been awarded the AWPB quality mark.

Tired of treated lumber that cracks crooks, and twists, and end checks and splits, and is hard to saw, and splits again when you nail it?

THERE IS A BETTER TREATEDLUMBER... DURA.TREET IIO

It is a natural golden brown color and retains its easy working characteristics. That's because it doesn't need extreme drying temperatures before or after treating. Whether buying for resale or treating for your best cutomer. it will mean more $$$'s for you.

When marked with the Dura-Treet Ouality Mark it meets all AWPA, REA and Uniform Building Code requirements.

For more information, call or write.

Jim Cooney Director of Marketing IDACON, INC.

10611 Harwin Drive Suite 400 Houston, Texas 77036

(713) 988-9252

Home Center Merchant

BILL FISHMAN

Bill Fishman & Affiliates

'1 1650 lberia Place

San Diego, Ca. 92128 changes. Theycouldn't find'em. Instcad they faccd the same disgruntlcd salcs staff, the same poor housckccping and merchandising and the samc noncompctitive priccs. Many said goodbyc forever. This time we added a crcdibility gap to our other illnesscs.

ADVERTISING is the mosr exp€n- Isive and least productive cure for a sick store. I've been witness, and sometimes party, to increasing an ad budget in the attempt to bring thevolume and margins up to a store's projections. Alone, an increased ad budget never worked!

Many retailers look upon advertising as chicken soup, penicillin, the wonder ingredient that's going to bring in traffic and make customers buy. It won't. Advertising is the vehicle that carries a message about merchandising and services. No matter how fancy or powerful that vehicle, unless the store realistically presents those products and services, the advertising alone won't cure the ills.

During my days as director of sales pro' motion for a home center chain in the rnidwest, the fifth store we opened in town missed our first year's goals substantially. A task force moved in to uncover the problems. We found the manager was a close-minded, iron-fisted, do-it-my-way personality-and the rest of the store's management team was ineffective. There was much employee dissension. Customers felt uncomfortable shopping in the store. The out-of-stocks were at two or three times that of the other stores in the chain. And, we were not as competitively priced as the market area demanded.

Immediately we replaced the store manager with the best "people" man we had in the bull pen. Next we instituted a special promotion program in the immediate shopping area of the store. The finest sales letter I have ever written was part of that campaign. It was a simple letter. The top was adorned with a photo of our new, smartly attired manager. over his signature was an invitation to come in, see the changes, and shake his hand. The letter was warm, sincere Nnd inviting. But it was also too soon! The letter was a cure for the traffic ailment-but the patient almost died.

Our campaign brought back many customers who had previouslycommitted themselves never to shop there again. They shook the manager's hand, and then proceeded to seek out the promised

The store wcntually made it. It's now doing very niccly, thank you. But it took the third timearound for usto realizcthat it takes morc than words. It takes merchandising action. In-store merchandising. In-store action.

By the way, here are a few of the functions from a curcnt in-store mcrchandiser's action check list:

o Maintaining an in-stock condition

o Creating visual displays thar tate the customer through logical price steps

o Mass displaying spccific products in conjunction with promotions

o Signing the displays

o Creating dual displays to crossreference specifirc product categories

o Creating promotioDal signing during an event

o Store-wide housckeeping

o Rotating aged stock

o Policing the price stickers to be assured that all pricing within the sane product, same model nrtmt)er is idcntical

o Competitive shopping

o Maintaining the invcntory of d-i-y instructions

o Scheduling clinics and demonstrators

o Communicating pricc changes to sclling force

o Communicating promotional pricing and inventory location to storc pcrsonnel

a Removal of expired signing

Most importantly we lcarned that we had to be specific in telling the sales force what is expected of them and how they can meet our expectations. Our ads talked about our "friendly, knowledgeable sales help." Too many times, however, our customers rGgognized that the guy behind the counter wasn't the guy who wrote the ad.

When dealers compare comPuter systems their overwhelming choice is Dataline.

The underlying reason is that Dataline understands the complexities of your business. We speak gour language. Direct, results-oriented dealer language.

Unique among computer comPanies, Dataline has specialized for over eleven years in designing only programs to meet the special needs of building supply and home center customers. We start by helping you ask the right questions, by exploring the various aspects of your business, by identifying problems and opportunities. Only then do we begin applying the flexibility of a Dataline svstem.

And we don't stop there. Working with your staff, we make sure that every program is runnin g smoothlg, efficientlA, pro fitably.

DATALIN' eOfiPerR 4r ON

Computer SYstems for Bulldlng

Supirly Deaiers/Home Centers

The results? lt is commonplace for Dataline users to reduce inventory levels by as much as 757", double product turnover rates, double collection of finance charges and increase gross margins by as much as 5 percentage points (and sometimes more).

It is also commonplace for dealers to achieve payback on investment within eight months of ooerational startuP.

A California dealer uncovered all the answers he needed when 45 of our customers responded to his inquiries. He now relies on his own Dataline System.

Shouldn't you be considering a Dataline Computer System, too?

Send for the complete Dataline storyJust fill in this coupon and mail todaY: E

! Please send me Dataline literature.

I Please have a Dataline rePresentative call me.

NAME

TITLE

COMPANY

ADDRESS

Loublena Bulldlng Matertal Dealcrr Aroclatlon

P.O. lc t6tlt, !d. ncar' t 7C9t (t0a) 9!7{fr?

LOUISIANA OUTLOOK

erecudYe vlcc pre.ld.nt

fUtnfV indusry people repre- I senting 16 firms met at Marksville to form the Central Louisiana Building Suppliers Association.

Pierre and Lloyd Gauthier, C.ottonport Lumber Co., hosted the meeting. Fifteen of the 16 firms becane mernbers. Officers were elected with Jerome Buller, Ville Platt, s€lected as pres. Leland Gauthier, Cottonport, is v.p. and Mike Rabalais, Bunkie, secretarytreasurer. Other firms interested in joining can contact one of the officers or my office for full details.

The Past President's Council is studying the possibility of re-districting the state and the effct it would have on LBMDA's effectiveness.

Also being considered is the idea of establishing a new membcrship category for local associations. Some want im-

proved communications betwecn locals and LBMDA. If approved, each local association would be entitled to clect or appoint one menrber to serve a tenn (n thc LBMDA board of directors.

My privuc tclcphone line has ben replaccd by call forwarding with a nw numbcr bcing ercigncd to it. This new telephonc numbcr is (5O{) 92U317. lf I am ot$ of thc office, calbrs are put on hold, I am contsctcd and thc call is patchcd in.

Lumbcrmeo'r Aroclellon o[ Tar

P.O. tc 55all, Ardr, Tr 7t76! (lirD a?lfrta

TE}(AS TOPICS

JOE BUTI.ER, SR. clccudvc vlcc prcrildcot

ARI(ANSASa OKLAHOMA

nXANSAS and Oklahoma dealers

recently elected to top positions in the Md-America Lumbermens Association for 1982-83.

Joe Kaufman, Kaufman Lumber Co., Little Rock, Ar., has been elected president and John Collins, Collins Lumber Co., Ada, Ok., has been elected lst vice president.

Dealer directors representing Arkansas and Oklahoma are: Arkansas: Janes E. Greer, Superior Lumber Co., El Dorado; TrumanW. Hall, Lyman Lamb C.o., Little Rock; Philip E. Hiegel, Quality Building Materials, Morrilton; David S. Randle, Ranco Building Supply, Fayette- ville; Oklahoma: John C. Garrett, Economy Lumber & Supply Co., Miami; Grady Ollie, Jr., Geo. Ollie's Lumber Co., Pocola; Paul W. Pixley, Pixley Lumber Co., Claremore; Jack Romerman, Oran Huston Lumber Co., Oklahoma City.

"Th€re's A Lot In It For You " is the theme for this year's Arkansas Lumberfest, scheduled for October l5-16, in Hot Springs. From the opening golf tournament to the closing banquet, more activities and business sessions have ben planned than ever before. Tom Nabholz of Nabholz Supply Co., Conway, Ar., Lumberfest planning committee chairman, reports that sponsor support and dealer acceptance for this year's program exceeds that of previous conventions.

MLA Mill Tour III, one of the association's most popular programs, will again be held in the two-state area. kaving Little Rock on October 12, MLA members will tour milling operations and manufacturing sites in southern Arkansas and Oklahoma for three days. Over 60 dealers are opected to participate this year.

Included in the tour will be stops at Hoo-Hoo International headquarters, an Arkansas forestry nursery, cutting sites in Arkansas and Oklahoma, gypsum board and cement plants, and a post and pole plant.

scnt out &lcd "If You Wcre Prcsidcm What Srould You f,lo?"

The responsc from our mcmbcrs vas excellcnt. Thcy indft:atcd in no umtein terms just how the mejorig of lumbcr dealcrs feel about natbnd affairs. Thc results of '\is survcy will be uscd both by oursclvcs in our ontacts with our congrcssncn and by thc national assocition in is contacts and in the planning for future lqislatirre efforts. Our rhankc to John Martin for devcloping this rp proach.

Here ars the results:

(1) Shouldthcbudga bc balancd?

(2) Arc housing sutr. sidies neccsary?

(3) Shouldgro*thof cach of thc following progrems bG restrictcd?

Defcnsc

Social Sccurity

Entitlemcnts

Crovcnrmt nquUtms

Fedcrd Employmcnt

(a) Do you feel the Presidcat is at fault for our problans?

YES NO

nq. 39b

62q. nC.

37.h 52% %qr 4q. 951o 570 95q.2V5C. 9E% 2q. Dq. 8lq.

The answcr to No. 2 appcars that thc Lugar proposal was not backcd byama- jority of our mcmbers.

The most eornmon rcmark was that govcrnm€nt and governmcnt intcrfcrencc should be reduccd, thc budgct balanccd, interest rates lowcred and wdfare programs reduced.

With housing starts up a rcord 33.7% and the prime ratc droppcd to its lowest level since Novembcr of 1980, it could bc that the rcession has bottomed out. But grofih averagrng only slightly above a 390 annual rate is expccted between now and next spring.

I

Ilwere

llln HAYE received and forwardcd UU to the National Lumber & Building Materid Dealers Association office the results ofthe survey we rocently

Mtd-Amerlca Lumbermenc Ascocladon 49ll llrto st., K.q ctry, Ho. 6all2 (tr5) 9tl-2ro,t

KENTUCKY REPORT

WILLIAM THOMPSON

61.990 and in 1980 the census revealed 64.490 when it just about peaked.

by Don A C.mpb.ll

HE housing depression now seems to be involving every Part of the country and every sector of the industry. About all anyone is talking about is holding down losses, not achieving gains. A real estate man said the other day that when this recession started, you could talk about certain parts of the country doing real well. But now, even this market has crumbled and it's not only houses, but office space as well has had more building than it needs.

The real estate market has been off 5090 for nearly three years. In earlier recessions it was down 2090 but came back after 18 months. That kind ofcutbacks we can stand without suffering, but even news from the South is anything but encouraging.

Even the home improvement area, which normally picks up when new housing slows down, is leveled this time. Consumers are showing more interest in co-ops because mortgage money is more available in this area. But with rates at l79o even the most creative financing is slowing down. There is no doubt that if mortgage rates fell several points it could, with "the gimmicks," bring the rates down to around l29o but Your guess is as good as mine and I suppose we will have to wait and see what actually will develop.

Meanwhile the public will get used to a sputtering recovery, one that should last out the year but could fall on its face by '83. The key to this, as it always has been, is interest rates and they just have to come down if we are going to make any progress. Predicting how things are going doesn't mean much anymore. The public does not expect the bottom to drop out of the economy, nor does it believe that the return of good times is only a year or two away. At the present moment the most knowledgeable people that I know of believe that high unemployment, interest rates and rising taxes will be with us until '84. They won't talk about what will happen after that.

For the first time since records have been kept, the rate of home ownership in the U.S. is dropping. There isn't much of a drop, just a fraction of a percent. But, the trend is what looks bad. In 194O, 43.60/o of the nation's households were homeowners. By 1950 this had risen to 5590. Through l!)60 it rose to

This is understandable when we realize that the median price of a home in 1977 was $44,(X)0, down PaYment of $9,000, and monthly house payments of $400. For l98l the median Price had risen to $72,fi)0, the down Payment $16,000, and the monthly Payment was $816. I don't know where home ownership is heading, or if this is just a breathing spell. I do believe that the price of housing is going to have to come down.

TENNESSEE

execuUYe vlce precldent

l,BOUI 4000 Tennessee families will Ilgetize their dream of homeownership through a $150 million bond sale announced by the Tennessee Housing Development Agency (THDA).

Tennesseans earning up to $30,000 who have not ownedahome inthreeyears are eligible for the 16 year l2YtVo interest rate loans. The three year previous ownership requirement does not apply for residents of targeted economic distress areas.

THDA chairman Grady HaYnes, Haynes Brothers Lumber Co., Murfreesboro, said the issue is the largest ever sold by Tennessee Housing. He said $4.2 million was contributed to the sale from the agency's general fund in order to provide the below-market rate of 123/q0/0, Haynes said the sale would increase Tennesseans' homeownership opportun-

ities and provide a significant economic stimulus to the state. The sale requires lenders participating in the prograrn to set aside 3590 of their reserved funds for builder commitments for new housing construction.

"As a result of this sale, Tennessee will gain about 3000 jobs and between $9 and $10 million in state sales tax," he said.

The 57th annual convention is onlY days away at Knoxville. Industry tours and informative programs including Dwight Kessel, Knox County executive; Johnny Majors, University of Tennessee football coach; Randy Tyree, mayor of Knoxville; John Duncan, U.S. Representative, Second Congressional District, Tn.; Dr. Al Matamoros, Armstrong World Industries; Robert Remine, Ernest & Whinney, and C.H. Dean, Tennessee Valley Authority, are all prepared. A Celtic basketball game and moonlight riverboat cruise also await those attending.

QUALITY REDWOOD

Manufacturers of fence boards; posts and rails; decking; specialty items. Our sawmill and re-man facilities provide us with versatility in meeting your customer's needs.

Russ & Bob Britt

Tennecsee Bulldlng Material Astocladon P.O. 8or llt32t, Nr*vlllc, Tn. 372llt0 (5f 5) $&7654

Modern businessstrategy develops exotic hardwood sales

EDROBABLY no one would ber !- on the success of a wood products company operating on an island with a limited supply of wood, no skilled sawmill labor pool, and no railroad. To make the gamble more of a long shot, the company had been taken over by a man with a background in financial analysis, mergers

and acquisitions, but no lumber experlence.

This was the situation when Glen Mueller, president of CampbellBurns Wood Products Co., Inc., Hilo, Hi., acquired the operation in 1977. Backed with a B.A. and an M.B.A. from Marquette University in Wisconsin and almost l0 years of operations analysis and planning with a large multi-market corporation in California, he initiated a turn around in the firm which has earned a profit as well as a reputation of being reliable and honest.

His first move was to concentrate on the exclusive production of Acacia koa, the beautiful hardwood native to Hawaii. This was logical since Campbell-Burns is located on a 9 Vz acre plotin the middle of the lush tropical forests where koa grows. A favorite wood of the Polynesians, koa, sometimes called the Hawaiian mahogany, had been used in war canoes, ceremonial masks, outriggers, spears, and calabashes for years.

Mueller's second move was to tell the world of this beautiful wood, a natural for use in fine furniture, cabinets, boardrooms, office interiors, architectural woodwork and wood specialties. He had some magnificent examples to illustrate his story. Both the handsome doors in the grand ballroom and the grand staircase in the Iolani Palace in Honolulu are built entirely of koa. Construction is credited to King David Kalakaua in the latter part of the lfth century. Of more recent origin, but equally attractive, is the paneling in the office of the governor of Hawaii. Throughout the Islands this colorful wood with the interesting grain is found in paneling, furniture, and cabinetry such as the attractive case which displays an artifact collection at the Naniloa Surf Hotel in Hilo.

Campbell-Burns accounts for 85 go of the koa production in the Islands

with the competition coming from small one/two man circular sawmill operations. The main competition, accoroing to Mueller's wil'e, Missy, who takes an active role in the business, is from other hardwood species such as walnut, teak and Honduras mahogany. "We cope with it by attempting to make koa better known to us€rs of other hardwoods." The majoriry of sales, outside Hawaii, go to the mainland United States and Japa.n in containerized shipments from the deep water port of Hilo.

The number of customers for koa is increasing according to company reports. Buyers are predominately hardwood wholesalers and veneer and plywood manufacturers.

Mueller attributes his success to applying business fundamentals in a disciplined manner and by drawing

Sfory at a Glance

Aggressive marketlng wlth sound business practices

tums around Hawailan wood products lirm . . . koa wood sales increasing leaslblllty study ol marketing other nalive woods underuay.

upon previous experience in turnaround business situations.Most importantly; he says, by insisting upon a high level of performance and quality at dl times.

A beautiful wood coupled with aggressive marketing and the application of sound business practices appears to have turned a long shot into a sure thing for Mueller.

ilAilAcEtllEt{T team for Campbell-Burns Wood Products Co., Hilo, Hi., is headed by (cenler) Glen Mueller, pres. and gen. mgr. Robert Bernklau, (loft) supervises lumber grading and shipping. Buck Buxton is sawmill superintendent.

PERS NALS

Tom Kirk will be resident mgr. of the Golden Belt Wood Preserving of Georgia plant, Union City, Ga., according to Jim Wardr operations v.p. for Universal Forest Products Georgia Region, Moultrie, Ga.; Thomas F. Fitzgerald IY is a new sales exec. based in Auburndale, Fl., according to Gary Adamson, senior v.p., southern region.

John Graham, Graham Lumber Co., Marlow, Ok., has been awarded a certificate of achievement by the Ace Hardware University.

Stan Owens, exec. v.p., Tennessee Building Material Association, has been appointed to the advisory committee for the Tennessee House of Representatives Workers Compensatibn Study Committee.

Grsdy Haynesr prs., Haynes Brothers Supply Co., Murfreesboro, Tn., is chairman of a private study grouP formed to develop a countywide sewer system for Rutherford County.

Walter Durham, chairman, Durham Building Supply, Gallatin, Tn., is heading the Landmarks Committee created by the General AssanblY of Tennessee,

Kelley Benes, mgr., Sorrell Lumber Co., Pawnee, Ok., has been awarded a certificate of appreciation for his work in on-the-job training at the Indian-Meridian Vo-Tech School.

A.D. Crpps and Wlllie Cates are celebrating 50 years with the H.E. Ketcham Lumber Co., Muskogee, Ok.; M.L.Grtffith, and Hubert f,'lligoa, 46 yrs.; Herold Ey' 45 yrs.; Dale Fisert, 30 yrs., and Loyd Blvins' 27 yrs.

Robert "T[ewer" Wolfe is a new plywood sales rep for the Crown Zellerbach timber and wood products div., Bogalusa, La.

Royce Kelly is now in the hardwood div. of American Paneling, Plywood and Lumber, Nederland, Tx.

Bo Mrxey is new in sales at Chattahoochee Forest Products , Cumming, Ga.

Hrrold Mryo, Magnolia Forest Products, Jackson, Ms., chairman of the North American Wholesale Lumber Association intra-industry affairs committee, has helped form the new joint advisory committee for NAWLA and the California Redwood Association, according to H.M. "Pete" Nlebllngrexecutive v.p.

Roger C.arnes, Greensboro, N.C., is the new district sales mgr. for the Lima Register Co. in Va. , N.C. , S.C. and Ga.

William Y. Carcy, Jr. has been named president of the Carey Lumber Co., Oklahoma City, Ok.; he is the sixth member of his family to head the firm since its founding in 1881.

Frank Elias is the new mgr. at Everitt Lumber Co,, Claremore, Ok.

G. Fred Lorenzen is the new executive v.p. of Ply-World Corp. responsible for operations at St. Petersburg and Orlando, Fl., according to Fred L. Maclcod, pres.

Kris Johnson has joined the sales staff of Gulf Lumber Co., Inc., Mobile, Al., working in treated lumber sales, according to Williem M. Goyne ' sales mgr.

J.T. Collins, pres., Collins Supply, Athens, Ga., has been elected Citizen of the Year.

Walter Pettus, Otasco, Inc., El Dorado, Ar., has been selected mgr. of the year from a field of 280.

James E. Bcrk is the new executive v.p. of marketing at Otasco, Inc., Tulsa, Ok.

Doug Crider, Brlan Wier, Carl Thibo' daux and Roy Deering handled reservations for the Dallas Fort Worth Metroplex Hoo-Hoo Club's annual outing at Louisiana Downs.

Dennis W. Stults, v.p. and general sales mgr., Scotty's Inc., Winter Haven, Fl., has been promoted to executive v.p., according to James W. Sweet, chairman of the board. Also elected were l)evid Fender, v.p.-credit mgr.; Jemes Churth, v.p.-management information services; Orbin Sexon, v.p.-warehousing; David Bost' v.p. regional mgr.; Drvid Bryant, v.p.-sales promotion mgr.; Richard Mrrtineau, v.p. and treas.

Jerrf, Mrson has been added to the trading staff at Klumb Lumber, Biloxi, Ms., responsible for La. and East TI.

Robert D. Ney has been appointed zone mgr. for Wickes Lumber' responsible for the operation of l0lumber centers in the Atlanta, Ga., area. He will report to Jemes O'GndY, v.P. of Wickes Lumber's Southeast area.

Elder Glenn, Jr., Chattanooga, Tn., has been re-elected to a three year term as an Ace Hardware Corp. dealerdirector.

Peggy H. Battle has been named director of dealer service for the National Lumber & Building Material Dealer's Association, Washington, D.C.

Michael Jamieson has been elected v.p. and assistant controller of Wickes Cos., Inc., reporting to Wilhelm Mallory, senior v.p. and chief financial officer at the corporate offices, Santa Monica, Ca.

Dennis Htll, Barton Lumber Co., Jonesboro, Ar., is a "loaned executive" for the United WaY of Greater Jonesboro 1982 campaign.

Don Campbell, editor of the "Business News" for the KentuckY Lumber and Building Material Dealers Association, Lebannon, KY., is recovering from eye surgery.

Charles Scott is the new assistant mgr. at Robbins Wholesale Lumber Co., Tampa, Fl.

Daniet Wilkes is covering Fl. and the Bahamas for McCoy Lumber Co', Greensboro, N.C., from a new Tamp8, H., sales office.

Robert M. Bozeman, Sr. has been aPpointed v.p. of management and merchandise information systems for the W.R. Grace retail grouP which includes Handy Dan and HandY CitY home centers.

Mac Gardner will be responsible for prefinished wall paneling sales in Al., Ga. and Fl. for States Industries, Portland, Or., according to Pete Geertsen, v.p. of sales and marketing; Shirley Schumacher is the new area mgr. for several states including Ky.

Richard F. Catchpole has been aPpointed director of product trcceptance for the Society of American Wood Preservers, Inc., Arlington, Va.

Jerome Buller, Ville Platt, is the newly elected pres. of the Central Louisiana Building Suppliers Association; Leland Gauthier' Cottonport, v.p., and Mike Rabalais' Bunkie, sec.-tr€as.

Larry Fischer has been appointed mgr. of the 84 Lumber Co. store in Lakeland, Fl.

Willtam "Bill" C. Holladry, mgr. of the commercial construction dept., and Andy Bbir, contractor-builder salesman, are new at Stein Lumber Co., Fredericksburg, Tx'

Jack Ghiz has been appointed mgr. of the East Coast Lumber & SuPPIY Co. location, Vero Beach, Fl.

Ray McNeely has transferred as mgr. from Scotty's in NaPles, Fl., to Palatka, where he is rePlacing Ron Kirin who has moved to the main office in Winter Haven.

(Please turn to pase 38)

NEW PRODUCTS and selected

soles oids

Cedar Panel Display

A free-standing product display for Giles & Kendall aromatic cedar closet panels requires only 2 feet of floor space. Consisting of two 24" x 80" panels, a panel sign, hanger bar and appropriate molding and hardware, it is easy to assemble and provides a way to bring the products out of the commodity panel area.

Wood Finishing Center

Carver Tripp, manufacturer of stains and wood finishes, is offering home centers and dealers l2 new merchandise displays.

The new centers provide staining and wood finishing information to aid the consumer. In addition, they incorporate the company's new product packaging.

Each display offers a complete catalog of 2l colors and stains as well as matching wood samples.

Lock lnstallation Kit

An installation kit which provides do-it-yourselfers tools to install a Kwikset lockset and deadlock is available from Emhart Industries, Inc.

The package includes three basic tools, a I" woodbit,a2l,/8" hole saw and a mandrel, as well as detailed installation instructions. The kit may be used for other locksets using 2l/8" diameter and l" diameter holes, although it's not recommended to be used on metal doors.

Covering Displays

Con-Tact Brand Decorative Covering has pre-pack display assortments of clear vinyl and selfadhesive clear covering for generat- ing additional impulse sales this fall. Six new patterns are being introduced.

FREE READER SERVICE

For more information on New Producb wite Building Producb Dgesf, 4500 Campus Dr., Suite 480, Newp.ort Beach, C-a.92ffi. Please mention issue date and page number so we can process your request faster! Many thanks!

Cool, Bright Switch

Smart Switch control unit from Emerson allows for independent operation of a fan, light or both from a single wall switch, reportedly, using existing wiring.

The four-step installation process involves lowering the fan canopy, placing the hand-sized component inside, completing the wiring and replacing the canopy. Turn the switch on for light only; turn the switch off and on again for fan only; and give the switch a third flip toturn on both the light and the fan.

Pleasant Piping

The Ultra-Jacket, from Pacor, Inc., is an insulation vapor barrier which offeres improved appearanse on exposed piping systems. It is a lamination of flexible metalized polyester, fiberglass scrim and an outer white vinyl film.

NaturalWeathered Look

A line of pressure treated wood outdoor furniture has a guarantee for 30 years from Wooden Environments, Inc.

Said to be less expensive and more durable than redwood by the manufacturer, the furniture reportedly doesn't need to be stained for it achieves its own natural weathered look.

The line includes a 4 ft. by 4 ft. square table, chairs, lounge chairs, and two sizes of coffeetables that can be used as benches. The chairs come with textilene covered cushions in solids, stripes and checks with dacron hollow fill.

Patio DoorSystem

E.A. Nord's solarium door, a prehung, drop-in, all wood hinged patio door, is sized to fit all standard openings and can directly replace existing aluminum sliding glass doors.

Constructed of quality western hemlock, it is said to be 3090 more energy efficient than aluminum sliders and highly leak resistant. It features /2" insulated clear or solar bronze glass, removable grill assemblies, treated and pre-finished oak sill, extra wide applied brick moulding and specially designed frame, sill, header and brick mould gaskets.

The door is available in standard 6 ft. 8 in. heights and widths of 5 ft., 6 ft., 7 ft 6 in., and 9 ft.

Look of Luxury

Decorative Carvings from Bendix Mouldings, Inc. can be applied to furniture, doors and walls for a traditional look of luxury. A special promotional package consists of 4 each of 29 styles plus a free 24" x 36" display board.

Casual Contemporary Tables

American Forest Products Co. has redesigned three versatile entertainment centers adding three matching occasional tables to its Encore line.

The soft edges and rounded corners give all six items a casual and contemporary look in natural pine. Pre-drilled and pre-grooved they reportedly can be assembled in minutes.

They can be stained, lacquered or painted. Each comes with all necessary assembly materials and instructions.

Clean Sweep in Sales

New packaging, in-store merchandising, dealer and consumer literature, cataloging, national advertising and trade shows are scheduled as sales promotions by the Air-Jet Chimney Systems Div. of General Products Co., Inc.

Designed to help retailers sell chimney systems the new Promotional program will utilize a fictitious Cockney chimney sweep, A.J. Sweep, as spokesman on all advertising material.

High Technology Soldering

A soldpring system with variable temperature control has been introduced by the Ungar Division of Eldon Industries, Inc.

A rotary control on the base enables the user to vary the temperature in 50' increments from 400 to 800 " F. The Electric Soldering system 9100, for hobbyists and do-ityourselfers, has features developed for high-technology industrial use.

Seal For Protection

Spellite masonry paint and sealer now for consumer and homeowner markets helps to create dry and attractive basements and walls for homeowners. Reportedly, it will effectively seal and protect a foundation or wall surface with one coat and is odorless, nontoxic and nonflammable.

FREE READER SERVICE

For more information on New Producb write Building ProducE Dgest, 45OO Campus Dr., Suite 480, Newport Beach, C-a.92560.

Please mention issue date and page number so we can process your request faster! Many thanks!

Rack DlsplaysA Dozen Doors

A free-standing display rack from Simpson Timber Co. has room for 12 doors which can slide in and out for customer examination. Staff time is said to be reduced because customers don't need assistance until after they've made a decision by looking at the doors.

Shipped in two corrugated cartons, the rack assembled stands 85V2" high,42Vt" wide and 36" deep. The end panels are designed to carry promotional materials. Two wall charts with protective covering and a literature rack are included.

That's A Switch

The Wiring Device Dept. of General Electric Co. has a new home lighting electronic programmable switch.

The device replaces a conventional wall switch to control a permanently wired fixture. Within the device is a mini+omputer that can be programmed to turnthe fixtureon oroff upto eight different times during a 24-hour period.

The unit will repeat the same se quenoe of preset control functions, with security intended brief variation, every 24-hour period. Manual override is accomplishcd by touching the face plate. An additiond feature enables the lights to go on at half their normal intensity to reduce encrgy costs.

The switch is microproccssor based and includcs a rcal time display. The function and program oftheunit are controlled through a threeposition slidc switch that includes automatic opcration, manual operation, a timeset button and a command button.

Instdlation is said to take only a few momcnts with basic tools.

Above The Stove

Amana Refrigeration, Inc.'s microwave oven, model MVH-9T, combines a full-sized, full-powered Radarange with a ventilation system that has an exhaust capacity of 400 cubic feet per minute, reportedly allowing it to be installed above any cooking appliance.

Installed in place of a conventional 30" range vent hood, the oven's exhaust system has variable control. It also features a Touchmatic microprocessor control for multiple programming options when cooking.

Fast Caulking

Power Caulker, a device that turns an ordinary electric or cordless drill into a high-speed, automatic caulking system comes from Bridgeport Chemical Corp.

Portable, it can be used without compressors, generators, or electrical power. Reportedly, its quick,

precise application is three times faster than hand caulking and eliminates the problem of air bubbles in the bead from pneumatic caulking.

Retailing for around $35, the tool consisting of a cartridge chamber and mechanical power drive, uses any standard caulk tube or silicone sealer.

No Mis-Tints

A computer-controlled colorant dispenser designed for use in high volume retail paint outlets and commercial distribution centers features an improved microprocessor control for increased productivity, accurate repeatability and the elimination of human errors resulting in costly mistints.

Graco Inc.'s Auto Tint 8000 will tint cans from quarter to five-gallon sizes. Paint formulas are entered into the machine with a push of buttons on the console. Bright red numerals confirm accurate formula entry. There is no need to re-enter the formula on multiple can orders. It is said that employees can be trained in as little as a half-hour.

D-l-YTub Enclosure

Swan Corp. has a new tub enclosure the Tubwal, TF-57. The five piece system reportedly can be installed in an hour or less. It is available in a variety of molded-in colors to match textured tubs.

The kit comes with all the necessary installation materials and no special tools are needed. It can be cut and goes over old tile.

Cul-de-Sacs

A line of custom vinyl bags and covers has been introduced by Gaylord, Inc.

They are offered on a made-toorder basis and feature extra heavy duty seam strength and a full4 mil. thickness.

ORlEl{IAt

t':9,a&A'&ry .1"V. \ i,- n1 7h 'r,

ll|0 fifls cal|$ uil]| |||0 IIO PRORI$!

FAMOWOOD

is the PR0FESSI0NAI'S At[ PURP0SE PIASTIC

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

Can be used under Fiber Glass! gler

Ready to use right out of the can, Famowood - ":

er,Jifi,'#,'i:l,hfji:[ll :i#,tii,1lfj ffi

quickly; won't shrink; takes spirit stains, and will not gum up sander. Waterproof and weatherproof when properly applied. afi

lffi,,;lli.:r 16 matching wood colo.s

Joining the Fan Club

The Whisperfan IV, reportedly the first and only six blade 52" ceiling fan on the American market, was recently introduced by Homestead Products.

Because of the design, it is said to produce less air noise

than conventional four blade fans and operates on 100 watts of power.

The fan also has variable speed controls and a revers i ble motor to circulate the air in summer and pull hot air from the ceiling during the winter.

C0t{ilE0Tl(tl{ glamorizes this remodeled bath. Ceramic tile from Mid-State Tile Co. in almond and caramel coordinates with the lixtures of the tile plattorm equipped with a whirlpool tub.

DURABLE and economical, these new low-voltage lampholders, according to the Lighting Products Div. of McGraw-Edison, come in a variety of styles and linishes.

OEYELOPEO by 0uinalt Pacific Corp. as a special purpose machine for use by unskilled operators, this horizontal circular resaw is used by many large distribution centers. The 16" carbide tipped saw is adjustable to gauge-saw any thickness from 3/8" to 3" on widths up to 4" and lengths 2' and longer.

Open Hearth

An airtight stove, the Forester 442 by U.S. Stove Co., features a unique bi-baffle system that redirects air and heat flow inside the stove for more efficient heating with less ash and creosote buildup, according to the manufacturer.

The stove's glass doors provide the visual warmth of an open hearth without compromising the airtight heating efficiency. Load-bearing welded foot pads that carry weight and protect floorcovering are another feature, along with slanted sides which offer more radiant heat surface and increased stability, twolevel top which provides two cooking surfaces with different temperatures and optional two-speed blower that extends heat to other rooms.

With a matte black finish and decorative brass knobs, the stove is made of % " plate steel.

FREE READER SERVICE

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

Stairwayto Heaven

A prefabricated, adjustable stair line by Western Steel Co. provides access to elevated areas. Reportedly, the stairs can be assembled in an hour. They have a completely galvanized finish to prevent rusting. There are 36 models ranging from 3 ft. to l0 ft.

POTENT SALES AIDS FOR DECK DEALERS

All the selling tools you need from managers manual, sales desk manual, LaBelle tapes, consumer sales and "how' to" materlals to cleck diasrams. lf you want to sell wood tr oeir svitems, Erecto- ,CX; Pats the one to sell. ror) Lrrs ",,= .r

NEWLITERATURE

Get On Schedule

The Expand-A-Plan Modular Scheduling Systems Catalog is free from Methods Research Corp., Asbury Ave., Farmingdale, N.J. O7727.

Milling About

The Where To Buy guide, listing 17 Western red cedar manufacturers is free from the Western Red Cedar Lumber Association, Dept. A{, Yeon Bldg., Portland, Or.97?n4.

Bridge The Gap Study Plan Book of Bridges and Cupolas with illustrations and designs is $8.50, including postage, from Sun Designs , P.O. Box Zb, Delafield , wi. 53018.

Topping Topic

A polyester roofing membrane booklet is free from Consolidated Protective Coatings Corp., Marketing Div. I, l80l E. Ninth St., Cleveland, Oh.,f4l14.

Guiding Light

A brochure of guidelights for use on floors, steps and handrails is free from Tivoli Industries, l5l3 E. St. Certrude Pl., Santa Ana, Ca. Y2705.

Closed Door Policy

For a free brochure on energy saving entry systems write the Columbia Door Div., Simpson Timber Co., P.O. Box 1336, Vancouver, Wa. 98665.

Revolutionary ldeas

Decorative ideas for wood mouldings in American Colonial style are 500 from Wood Moulding and Millwork Producers, Dept. AC, P.O. Box 25278, Portland, Or.97225.

Sound Off

Copies of Sound Reduction: Design Considerotions for Construction Glass are available for lOc each from the Mer-

chandising Dept., LOF Glass Co.,P.O. Box 799, Toledo, Oh. 43695.

Weather The Storm

The Weotherstripping Products Catalog is free from Mortell Co., 550 N. Hobbie Ave., Kankakee, Il. 60901

FOR PROMPT SERVICE

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

Door Decor

A brochure on decorative screen doors is free from Unique Technology, 2{8 James St., Venice, Fl. 33595.

Panel Handling

A brochure showing application ideas for paneling is free from Ostermann & Scheiwe U.S.A., P.O. Box 668, Spanaway, Wa.9E387.

Floorlng Facts

Uscs of color, pattern and tqture in resilient flooring are explained in a free lGp. brochure f1e6 llfennington Mills, Inc., P.O. Box !X), Salem, N.J.(B079.

A Book For The Roolless

GAF Corp. has updated literature on its asphalt roofing shingles, free from Building Materials Div., 140 W. 5l St., New York, N.Y. 10020.

A Proper Installation

A 32-p. guide on the installation of aluminum replacement and storm windows is free from the Aluminum Action Center , 438 W. 37th St., New York, N.Y. 10018.

Pining Away?

A brochure on hcart pine wood products is free from Legacy Pine Limited, Inc. , P.O. bx 5X14, Atlanta, Ga. 30355.

Hitch A Lift

Practicd information on critical lift truck components is in a fr,oe booklct from Eaton Corp., Industrid Truck Div., I l0O0 Roosevelt Blvd., Philadelphia, Pa. l9l 15.

Breaking The Code?

Code Contorming Wood Daign, a guide to building codes, is $15 from the American Wood Council, 1619 Massachusetts Ave. , NW, Washington , D.C. 2[p36.

Weatherstripplng Gatalog

A catalog d€scribing thresholds and weathcrstripping items and a mcrchandising brochure of p.o.p. display units are free from Pemko, P.O. Box 37fl), Ventura, Ca.93m6.

Laminate Literature

A brochure on Re,posal decorative laminates is free from The Diller Corp., 5210 Madison Ct. , Morton Grovc, n. 6m53.

Gel Wired Right

A lGp.wiring guide for thed-i-yer is available to retailers from the Wiring Device Dept. of General Electric Co., Warwick, R.I.02886.

Purchasing Guide

The Thomas Regional Directory, a I,fiD page industrial purchasing guide, is free from the Circulation Dept., 330 W. 34th, I,lew York, N.Y. tflDl.

Chlmney Gatalog

A catalog of all-fuel, triple wall chimney systcms is free from Air-Jet ltc' ducts, General Products Co.,P.O. Bor T38T,Fredericksburg, Y a. 22M,

BALSA AT THE CORE OF FIBERGLASS BOATS

(Continued from page l4)

3/16 in. to 2 in. thick are glued to a loosely woven fiberglass scrim.

Not only does this 24- by 48-in. drapable balsa blanket conform to the compound curves frequently found in boat hulls. but also because the grain is perpendicular to the plane of the core in a laminate, it means that any moisture accidentally reaching the core layer because of

trauma to the hull will not migrate throughout the core to weaken the overall laminate structure.

Balsa, which is actually classified as a hardwood although soft to the touch and easily workable, has a number of unique characteristics that make it ideal as acorein the composite construction of plastic boats. In its end-grain form, it has great compressive, flexural, and shear strengths which substantially increase the stiffness, rigidity, and impact resistance of fiberglass hulls and decks while decreasing overall weight of the laminate and the entire boat.

Balsa also provides excellent thermal and acoustical insulation properties to the laminate and contributes about 55 lbs. of positive flotation to the boat for every cubic foot of balsa used.

Thanks to balsa and its properties, wood has not disappeared from

0URAELE blanket ol drapable balsa is applied inside the hull mold of a boat between the outer and inner layers of fiberglass. During World War ll balsa was used in the Mosquito British attack bomber, the U.S. Navy PBY Catalina patr0l bomber, lifejackets and life rafts.

CONTINUOUS. infinite l-beam structure is formed when an end-grain balsa core with the grain running perpendicular to the f langes is sandwiched between two fiberglass skins, ouler and inner. Approved worldwide by marilime societies. the material has a compressive strength of about 1,200 psi.

boatbuilding, as some may have surmised. It is simply not as evident at first glance because it lies at the very core of so many of today's fiberglass boats.

This article was excerptedfrom moteriol which oppeored in the Forest Products Journol, July, 1981.-ed.

Advertising

CUSTOM ItdILL

Established l0 years, ongoing business. Prime Florida locationleasehold. Quality milling, resaw, planing, gang rip, matcher and moulder services. Rail unloading and storage with wholesale lumber operation. Have $900,000 appraisal. Will sell for $495,000 with terms. Less than inventory value. For details write agent at Box I 5 c/o Building Products Digest.

HARDWOOD INFOR,f,'ATION

REPRTNTS of hardwood anicles from The Merchant Magazine. Excellent for reference or training. Domestic Hardwoods, $10; Southeast Asian Hardwoods, $5; South American Hardwoods, $4; all three, $16. Send your check today including name and address to Hardwood Reprints c,/o The Merchant Magazine,4500 Campus Dr., suite 480, Newport Beach, Ca. 92660.

6O0 a word, min. 25 words (25 words = $15). Phone number counts :rs one word. Address counts as six words. Headlines and centered copy ea. line: $4. Box numbers and special borders: $4 ea. Col. inch rate: $4O. Names of advertisers using a box number cannot be released. Address all replies to box number shown in ad in care of Building Products Digest,45(X) Cempus Dr., Suitc 4tll, Ncwporrl Bach, Cr.92660. Make checks payable to Cu0er Publishing, Inc. Mail copy to above address or call (714) 549-8393. Deadline for copy is the lsth of the month. PAYMENT MUST ACCOMPANY COPY.

LUMBER AND BUILDING SUPPLIES

LONG RECORD of established business in Sunbelt Southwest. Annual volume over $6,000,m0. l9E0 net operating income over $8,000,000. Sale price $3,5m,0m with owner financing. Write Box l6 c/o Building Products Dieest.

RECRUMNG IN THE FOREST PRODUCTS INDUSTRY

is our business. If you are qualified in these arcas send deailed resume including income history.

Creosote/Penta./CCA plant manager

Yellow Pine mill mgr.

MAUCANS & ASSOCIATES Suite IO8, I Riverchase Office Plaza, Birmingham, N.3524,4(20s)987-7582. FEEPAID

MANAGEN

Reliable person wanted for large reail home center in Atlanta, Ca., area. Excellent salary. Send resume and salary history to Box l4 c/o Building Products Digest.

EXPERIENCED SALESMAN

Wholesaler with reman plant seeks salesman to serve Southeast market. Salary, commission, car, expanscs, and profit sharing. Please reply to Box l2 c/o Building Products Digest.

EXPERIENCED MANAGER

Former retail lumber yard manager would like responsible position in Gulf Coast area. Strong with numbers and credits. Reply Box l3 c/o Building Products Digest.

When sending in a change of address pleose include :ip code on both old and nex addresses and either the old label or the inlbrmotion from it. Thanks.'

Role of characteristics in lumber grading

Part two of a two paft series

ITISUAL INSPECTION is an U important tactor in the grading of lumber. Appearance and suitability to end-use rather than strength are the considerations used in making a judgement regarding grade. Natural characteristics and manufacturing imperfections are always taken into account.

These photographs represenr some of the more common characteristics and imperfections encounrered br graders. It is the responsibilitl of rhe grader to consider all characteristics, both natural and man-made, in determining the grade and ro judg: risualll the roral effect of rhem a.cording to the limirarions ser forth ir

the grading ru,e: ior each grade and specie:,

Th e pie;e: o i lumber used for rhese photograph. $ crc' dll \0 it, leneth: photographcJ at the.dme Jl.tJn.e irom thc .amcrd. Pie.e :tze. u ere 1r-1, l16, 1r8 and I r 10.

Thc ;hara;tcrl)ti-- o:l frc.c0i:J as accuratelr a: possible consi.iering

that variations in color tones often occur from piece to piece even within the same species.

Story at a Glance

Second parl the natural characteristics and manufac. turing delects which deter. mine grades of Western lumber. guidelines to visual inspection, judgement.

In addition to knots which are the most frequently encountered characteristic. stains and other blemishes and features such as those illustrated here must be considered. In addition, imperfections, blemishes, defects and defacing of lumber can be caused by the manufactering process. These include torn grain, skips, burns, holes and other manufacturing irregularities.

The growth characteristics and manufacturing imperfections illustrated in this second part of the "Role of characteristics in Western lumber grading" are reproduced

from the new Western Wood Products Association Species Book L'olunte 2, Selects-Finish/Comtrtons-Bourds. It is available lor $2 lronr the \\'estern \\rood Products ,\ssociation, l-500 Yeon Builcling, Prrrtland, Or. 97204. Quantitr rates arc available.

LETTERS

CYPRESS SUPPORT

The article in Building Products Digest (Aug. 1982, pg. 16) turned out real well. We appreciate your interest in the industry.

George E. Kelly Secretary-Treasurer Southern Cypress Manufacturers Association Memphis, Tn.

ANOTHER FINE JOB

Thanks very much for your newest magazine. As with The Merchant Magozine,yon've done a fine job with it.

Joseph R. DiSanto Armstrong World Industries Lancaster, Pa.

The Merchant Magazine is Building Product Digest's sister publication. It is 60 years old and covers the 13 western ststes. -ed.

We welcome letters to the editor. They should be moiled with oddress and phone number to Building Products Di' gest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. ll/e reserve the right to edit for length ond clarity-ed.

Obituaries

Basil VYardrop, an Oklatroma City, Ok., lumberman, died in that city on August 2l,at the age of 60. A native of Freedom, Ok., and a veteran of the Army in World War II, he purchased the Freedom Lumber Co. in l!)64 and operated it until 1970 when he sold the company and moved to Oklahoma City. He was employed by A&W Lumber Co. Mr. Wardrop is survived by his widow, Gwyn, two daughters, a son, six grandchildren, his mother, a sister and two brothers.

PERSONALS

(Continued from page 25)

Scott Whiddon has been named retail operations director for Causeway Lumber, Ft. lauderdale, Fl.

Jim Mason, supervisor at the Boise Cascade Building Materials Center, Tulsa, Ok., won a Burt Reynolds look-alike contest with a trip to Nashville, Tn., to attend the premiere of "The Best Little Whorehouse in Texas" and meet Dolly Parton as a prize.

Rush Williams, credit mgr. for Boise Cascade in Ok., is the new v.p. of the Oklahoma Division of the National Association of Credit Managers. John Simianer, Ok./Ks. mgr. for Boise Cascade, has completed 25 years with the co.

Wayne Kirkland is new at Dixie Forest Products, Philadelphia, Ms.

Hardwood Award Board

The Hardwood Institute, a division of the National Hardwood Lumber Association, has announced appointment of the advisory board for the third annual Daphne Furniture Design Awards.

Included are Herbert Seidel, chairman, Hardwood Institute, and S. Carroll White, executive manager, National Hardwood Lumber Association.

Competition entry deadline is Dec. 31, 1982. Awards will be presented during the spring furniture market at High Point, N.C., April 17, 1983.

NAWLA's Regional Meetings

North American Wholesale Lumber Association has scheduled l9 regional meetings this fall.

This annual "grass roots" approach to the membership of NAWLA will be under the chairmanship of E.R. "Al" Slaughter, Slaughter Brothers Inc., Dallas, Tx., lst v.p. of the association.

"This year's schedule runs eight consecutive weeks ending in Atlanta on Nov. 18," reports Slaughter. Regional chairmen are developing programs of particular interest to members in each region. Outside speakers, member response to association programs and person-toperson discussions between members are all part of the program.

Meetings include Oct. 12, Greensboro, N.C.; Nov. 12, New Orleans, La., and Nov. 18, Atlanta, Ga.

Bulldlng Products Dlgosl

Ken Reiney, Masonite Corp., Spring Hope, N.C., is back from a business trip to Atlanta, Ga., and Dallas, Tx.

Gary Lilhrd, Culpeper Wood Preseryers, Culpeper, Va., is now handling purchasing for the home plant, Tomah, Wi., and Shelbyville, In., operations. Jrck Lowe has joined the sales staff in Culpeper; Ben Kerns is a new sales rep.; Steve Sheldon will be plant mgr. at the Shelbyville CCA treating facility.

Jack lYilliems is new in the purchasing dept. at Caribbean Lumber Co., Savannah, Ga.

Kim Runge is now in Jacksonville, Fl., for St. Regis Paper Co., handling exports and sales in Al.; Drvftl lVynn is a new Fl. sales rep.

Lcn Brown is new in sdes at McBride Lumber Sales, Chesapeake, Va. I$ry Sirmns has joined Universal Forest Products at Georgia Forest Products, Moultrie, Ga.

Jobn Evrns, Evans Lumber Co., Evergreen, Ms., and Richerd C. Allcn' retired v.p., Weyerhaeuser Co., Columbus, Ms., have been appointed to the Mississippi Forestry Commission by Gov. Williem Winter.

John Strten, Elk Corp., Dallas, Tx., is back from a Phoenix, Az., business trip.

Americrn Wood Prtscrvcn Burtru

Coming in December . o .

Our Business Forecast Special Issue. A look at what's ahead in business for you in 1983. Forecasters include top names in building supply, banking and economics, and home center retailing.

Coming in January o o .

Our annual Southern Pine Special Issue. We'll be talking about its uses, characteristics, marketing, yarding, current market conditions, and how retailers and wholesalers can profitably buy and sell Southern Pine.

ADVERTISERS: act today to be sure your advertisement is included in these two important special issues. Get your message before our 12,750 readers in 13 Southern states. Call now: deadline for the December Business Forecast Issue is November 15. Deadline for the January Southern Pine Special Issue is December 15. For information, write the address below or call (collect) (714) 549.8393.

4500 Campus Dr., suite 480, Newoort Beach. Ca. 92660

Serving the lumberv & building supply markets in 13 Southern states