Building Products Digest - October 1985

Redr,r'ood lumber from garden gades and rustic sidings to architecturalgades of Bee through clear-all-heart. Delivered straight to )'ou frorn Georgia-PacificsFt. Bragg A'lill.

We're a member of the Califomia Redr,r,ood Association and the Redr'r,ood Inspection Service. Look fbr our-Eade stamp fbry'our assurance of qualiql

;,;lj;,,;,,,,'...,,!::J$#l;;.-.,.,,,..

Georgia-Pacific, 1,'our source for Redu'ood Lumber and Dougfas Fir. Callus today at7071964-0281. We're your source for qualin products. And thars a promise )'ou can build on.

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Serving the lumber markets in 13 Southern states

You demand quality. You get it with Osmose Wood Produccs from MG Building Materials.

Ask us about the highest quality, most durable, clean and safe wood products on today's market.

From our convenient San Antonio location, we can ship Osmose Wood Produccs all over Texas. On shorc notice, we'll select your order from our large inventory

and have it rolling to you... quickly and efficiently.

Publbher David Cutler

Editor Juanita Lowet

Assbunf Editor David Koenig

C.ontributing Editors

Dwight Curran Gage McKinney

Art Dircctor Martha Emery

Strff Ardst Carole Shinn

Circuletion Dorothea Creegan

Building Producs Digest is published monthly at 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92ffi, phone (714) 852-1990 by Cutler Publishing, Inc. Advertising rates upon request.

ADVERTISING OITICES

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BUILDING PRODUCTS DTGEST

b on independently-ownd publicotion for the rctail, wholsle and distribution leveb of the lumber and building supply markets in 13 buthern stotes.

Copyright@1985, Cutler Publishing, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. Building Products Dgest assumes no liability for materials furnished to it.

Serving the lumber9& markets in 13 Soulhern states

Utility Tautliner'" Saves Ajayem Lumber SzsO awaek

"No more tarps, t"rping crews or overtime."

The Ajayem Lumber Company, founded in 1944 and headquartered in Walden, NY mills and ships more than 100 million board feet of lumber up and down the Eastern seaboard and as far inland as Ohio. The fleet travels more than 1.6 million miles annually.

The Problem?

Tarping.

"Not only is tarping time-consumingj' explains Aaron Modansky, president of the family-owned company, "but that downtime translates into lost dollars. In addition, tarping is dangerous. The driver has to climb up on the load, position the tarp and tie-downs, and in wet, icy weather, its hazardousl'

"We ship our own goodsl' says Modansky, "and our customers will not accept them if they are not clean, dry and free from mud and dirt. Again, this translates into lost dollars for our company if the load arrives weather-damagedi'

The Solution?

The Utility Tautliner". This revo-

lutionary trailer converts from a flatbed to a fully enclosed van in a matter of minutes. The unique loadbearing curtains slide open and shut, allowing lumber to be sideloaded fast and efficiently. Then the load-bearing, rip-stop, cross-linked, PvC-coated polyester curtains shut tight to keep the load as dry and clean as a conventional dry freight van.

"Our direct savings are $150 a dayj' Modansky continues. "Tarps don't have to be replaced every four months, and a set of tarps costs about $750. In addition, there is no downtime due to accidents; insurance and workman s compensation are reduced; and there is no damage to product when it is loaded, even in the wettest weatherl'

"lfigure that the Utility Tautliners" will pay for themselves in one year and will reduce operating expenses

2O"/" each year after that:'

The Results?

Ajayem Lumber now runs 29 Utility

Tautliners". Modansky says it has changed their image in the marketplace. "Our customers are so impressed by these new trailers that when they place an order, some of them now say, "lf you don't ship it in a Utility Tautliner, don't bother to 'send it!"

The Tautliner'" by Utility. lt can be the answer to your problems too. Call 800-824-4514 for more information or for the location of the Utility dealer nearest you.

EDITORIAL

The turn around begins

I IKE so many others in American industry lthose who deal in hardwood and products made from hardwood have been increasingly battered by tough competition from overseas. The end is not in sight. But the end of complacency is. More and more, those involved in American hardwood have been stiffening their backs and stepping up the fight in the competitive fracas.

An encouraging example is the large exhibit planned for the Tokyo International Furniture Fair by five hardwood associations. The Appalachian Hardwood Manufacturers Association, The National Lumber Exporters Association, Fine Hardwoods-American Walnut Association. the National Dimension Manufacturers Association and the Hardwood Plywood Manufacturers Association will all be represented at the show, November 20-2.

In a recent paper on "The Changing Marketplace for Hardwood Dimension Products," Steven V. Losser. executive director of the National Dimension Manufacturers Association, noted that

DAVID CUTLER publisher

"the U.S. dimension industry can be characterized as an industry that has been very dependent on a dominant customer base, is often faced with an exaggerated business cycle, has not been quick to initiate and/or implement technological advancements and is now faced with strong foreign competition." Sad but true. And his words can be applied virtually across the entire spectrum of the wood products industry. Like it or not, it is only fair to say that the industry as a whole has been slow indeed to face the harsh realities of the marketplace.

But that attitud€ is definitely changing. We expect to see more American initiative demonstrated to cope effectively with offshore competitors. What is even more encouregng is the fact that, generally speaking, our people aren't asking for subsidies, handouts and protectionism. Rather, they are seeking the fabled level playing field and the opportunity to challenge the competition directly head on and beat them at their own game. Don't forget, that is the American way.

MAKIIIG ITS MARK

What makes Appalachian hardwoods special

llenowooDS, like many other I f forms of life, are products of their environment. Soil, topography, elevation and weather all affect the growth of the trees and the quality of the lumber taken from them.

Appalachia, the mountain area that runs from New York south through Pennsylvania, Ohio, West Virginia, Virginia, Maryland, Tennessee, North and South Carolina to Georgia, is said to be the finest area in the world for growing hardwoods. The growing season and weather are perfect for producing prime hardwood.

Rich unglaciated soil is unsurpassed for tree development. An optimum amount of rainfall plus topography which allows nearly perfect drainage and an elevation above l,(X)0 feet complete the ideal conditions.

Appalachian forests have been a source of fine hardwoods since the pioneers cut timber from them for home building, commerce and the development of industry. A second and even a third growth of trees in some cases has renewed the woodlands. More trees grow in the area now than 6O years ago due to responsible forestry practices.

Lumber from the Appalachian region is recognized throughout the world for its consistency of grain and color characteristics in a broad variety of species. Unlike hardwoods grown in other areas, the Appalachian hardwoods are almost always the same in grain pattern and color, making them renowned for their superior quality, utility and economy.

Nearly all hardwood species found in America grow in Appalachia, but a dozen species are prized for commercial use. Red and white oak and poplar, because they grow in great abundance, are most readily available. But ash, basswood, beech, birch, cherry,

hickory, hard and soft maple and walnut are also in good supply.

Hardwoods grown in Appalachia are easier to work, according to wood experts. They are more readily machined, turned, shaped or carved. They also sand, polish, stain and hold paint better than most other hardwoods. In addition, they are among the ultimate species in the beauty, integrity and versatility intrinsic in all hardwoods. The nearly perfect environment creates a nearly perfect hardwood.

Another advantage provided by the favorable growing conditions is less brittleness, Appalachian hardwoods, especially those that are the hardest such as hickory, oak and walnut, are less brittle and provide premium wood products.

Hardwood from Appalachia is excellent for building and can be used in both new construction and remodeling. Uses for which the hardwoods are most suitable include structural components, cabinets, flooring, paneling and trim. It can be used in both residences and commercial buildings.

Character marked Appalachian

Story at a Glance

Prime soil, weather, topography, altitude produce best hardwoods for a huge number of products 12 species star among wide vari. ety . lumber produced trom Appalachian hardwoods is most consistent in grain and color.

hardwoods are those with natural variations such as bird pecks, wormholes, mineral stains and sound knots. These are less expensive than the more perfect hardwoods and are prized by many for their striking appearance in paneling and cabinetry.

While a portion of the hardwood from Appalachia goes into homes as wood paneling, floors, beamed ceilings, woodwork, cabinetry and builtins, much of it is used by manufacturers. The wood is popular for furniture of all kinds, both fine pieces and the less expensive knockdown or unfinished variety carried by home centers. Dimension parts such as stair treads and risers are manufactured from Appalachian hardwoods. Barrels, kegs, casks, truck bodies, sporting goods, musical instruments, tools and a variety of industrial equipment also utilizes various hardwoods.

The Appalachian Hardwood Manufacturers, Inc. in High Point, N.C., claims that whatever the product or project, the hardwoods needed are grown in Appalachian forests. They say whether the use is paneling a room, building an office complex, refurbishing a hotel, designing a furniture collection, fabricating kitchen cabinets or manufacturing plant stands, Appalachian hardwoods are wise selections. Appalachian hardwoods, they stress, provide unmatched distinction and utility in countless products and applications.

Just like people, trees perform and produce better in the right environment. All the factors necessary to guarantee prime hardwoods and prime lumber are found in the Appalachian hardwood region which with about l59o of the nation's hardwood forest land area furnishes more than 2.00/o of the total hardwood lumber production.

How to get all the hardwood you pay for

Bl Gage McKinney Contributing Editor

This is the first in a series of orticles on hqrdwood being writtenfor this maga' zine by Coge McKinney, one of our contributing editors, who has wide experience in the hsrdwood industry-ed.

AVE YOU ever felt cheated after buying a load of hardwood lumber? Have you ever suspected that you didn't get as much footage as the invoice showed? Have you ever asked a hardwood dealer for satisfaction and gotten nowhere?

Unfortunately you're not alone. Hardwoods are a complicated Product. And while most hardwood dealers are honest, there's plenty of opportunity in the hardwood trade for an unscrupulous dealer to take advantage.

Still, you don't have to be an authority on hardwoods to keep the shady dealer from getting the best of you. By following a few simple steps and by using common sense, you can assure that you get all the hardwood you pay for.

First, always insist that your hardwood dealer quotes and ships on the basis of a NET TALLY. A net tally is a count of the actual Product You receive without any addition for kiln drying shrinkage-the percentage of footage that is theoretically lost when hardwoods are dried.

Sometimes hardwood dealers offer a seemingly low price based upon what they might call a "mill tally" or "green tally." In some cases selling

lumber on such a tally is legitimate. But the addition of a fixed percentage for shrinkage, an essential feature of this type of sale, gives the shady dealer an opportunity to rip you off. The most effective way to take that opportunity away is to say, "I only buy lumber on a net tally."

Second, when you give a hardwood salesperson an order, tell him you expect a piece tally with the packing slip. A piece tally shows you the number of pieces in a load, the footage per each piece, and the total footage. By asking for it, you make the hardwood dealer accountable for every piece of lumber he ships.

The high labor costs associated with hardwoods, and a very competitive market, have caused some dealers to ship units or containers of hardwoods using block tallies tallies that estimate the footage within a load. Since these tallies are only estimates, you can't be sure you're getting all the footage that shows on

Story at a Glance

Insislon both net and piece tallies. .check loads upon arrival. .leam to use a tally stick .ask questions. .deal with reputable suppliers.

your invoice. To be sure, insist on a piece tally.

The one species of hardwood that may not require a piece tally is alder. Unlike most hardwoods, alder is manufactured in relatively uniform widths and lengths, and so units of alder are uniform in footage. Block tallies on loads of alder from reputable dealers or sawmills can be remarkably accurate.

Third, always inspect loads of hardwoods carefully when receiving them. Estimate the footage in the load by roughly calculating the average board footage in four or five tiers of lumber, and then multiply that average by the number of tiers in the load. Count the number of pieces in the load and compare your count to the piece tally. If your results don't ap proximate the dealer's figures, take an exception to the shipment.

Even the busiest lumber yard or manufacturing plant must take the time to make at least this type of rudimentary inspection. Make it part of your receiving procedure. lf you don't inspect lumber when you receive it, you have no recourse later.

Finally, if you're not completely satisfied that you have received everything you're entitled to, ask questions. And keep asking questions until you are satisfied. There's nothing confusing about frguring board footageit's a simple mathematical formula. And remember, as the

(Please turn to page 45)

Stair sales are climbing

TAIRS, one of the most beautiful architectural uses of

hardwood, are edging over into the do-it-yourself area, much to the

amazement of many old timers in the building materials business. Once the exclusive realm of the professional, installation of balusters,

newels and railings has been simplified by several companies into projects possible for sophisticated d-i-yers.

Many retailers, who in the past have limited sales of stair parts to contractors ordering through catalogs, are now finding it necessary to allot floor space to stair system displays and inventory. Employees are being trained to counsel customers and stair installation clinics have been added to the store calendar.

Sales to both the contractor and consumer are growing after several decades of slow business. Outmoded for many years by the popularity of the single level ranch style home, stairs are coming into their own again. Smaller lots have made two levels desirable in both single family and condominium homes. In addition, stairs are being installed in older homes in remodeling projects and homeowners with stairs are replacing wrought iron railings and spindles with the more attractive woods.

Story at a Glance

Stair parts become d.i.y pop ular in many regions...some mfrs. design components for consumer use.. .dealers consider trained help, lots ol space for displays, customer clinics critical to success.

Red oak, birch, mahogany, walnut, cherry and beech are favorite hardwoods for stair systems. Several of the simplified stair systems designed for d-i-y installation are made of western hemlock instead of hardwood. More reasonable in price, this wood is especially durable and can be stained to resemble the fine hardwoods.

Dealers and wholesalers throughout the country are adapting to the demands of their regions. Many areas such as Florida have virtually no stair market. Randy Stauffer, building products buyer at a Scotty's in Winter Haven, Fl., explains that there are few two level homes in his state and that Colonial style architecture is not popular. He estimates that at least three quarters of the Florida popula-

(Please turn to poge 44)

(right t0 left) are attaching the rail, inserting the balusters and adding the molding strip. Wonderail patented by Western Turnings is similar in conceot.

INSIALLATIoN of railing systems by d-i-yers has been simplifed by several manufacturers. Three steps involved in the Promontory system patented by Mansion Industries, Inc. shown

Yellow poplar: a marketable framing lumber

By Richard C. Allison Wood Products Specialist

N. C. Agricultural Extension Service

N. C. State University Raleigh, N.C.

OUR BUILDER customers are probably not familiar with yellow poplar framing lumber mainly because it has not been widely used for building construction in recent years.

Yellow poplar (Liriodendron tulipifera) lumber is also known as tulip poplar, poplar and whitewood in the trade. This lumber should not be confused with the Populus species (See page 36 in the July, 1984, issue of Building Products Digest).

Yellow poplar is a good building product. Wholesalers and retailers should be informed on its use as a framing lumber. The natural qualities of the wood plus demonstration studies and ready availability well qualify it for commercial use.

Yellow poplar has a smooth texture and a tight, straight grain with small to medium size knots. Poplar's appearance is white to light brown in color with some pieces having light to dark purplish and greenish streaks. This discoloration does not affect its strength.

A medium density hardwood, yel-

low poplar weighs about 29 pounds per cubic foot. The strength and stiffness properties of yellow poplar framing lumber (the terms dimension, structural or construction lumber are used interchangeably in the trade) are similar to spruce-pine-fir dimension lumber. Yellow poplar's strength values rank it midway between the strongest woods (southern pine and Douglas fir) and structural lumber with less strength (hem-fir and aspen). It can be classified as a "middle-ofthe-road" construction lumber.

Story at a Glance

Tests verify yellow popla/s acceptance as framing lumber. .grade stamped material is building code approved nationally. .performance comparable to spruce-pine-fir. free literature, video tape available.

Yellow poplar framing lumber is manufactured under the National Grading Rules for dimension as most all dimension lumber is. This means standard softwood dimension lumber sizes and grades are used to manufacture and grade it. Poplar dimension is dried, finished, inspected and grade stamped like all dimension lumber being used today. This allows grade stamped poplar to be building code approved nationwide for building construction.

Several demonstration studies using yellow poplar framing lumber for building construction were made by wood products extension specialists at North Carolina State University. Over 5,000 board feet of No. 2 & Btr. graded lumber in 2x4 to 2xl0-inch widths were used for a demonstration house. The results showed the lumber has the strength and stiffness required for use as studs and floor joists.

It stayed straight after being installed even though the framing was left exposed for six weeks before

YELL0W P0PLAR lraming lumber, grade stamped, No. 2 & 8tr., was used to frame this

1,200 sq. ft. house. Floor joists are 2x10x12' Studs and olates are 2x4x8. The lumber is

building code approved nationally for construction.

Louisville, Ky., market. Counter (upper left) is manned by Don Wise, Ken Ashby, Gerald Downs serving customer Eric Wise (back to

camera). Lewis Hackney (lower righl) helps customer Carl Branham. Jim Dexter (lower left) spending some time behind his desk.

Retailer readies for battle in Louisville

(E=, TRATEGY and rlexibility -t govern the game plan lor Boland-Maloney Lumber Co. as it copes with the influx of chains into the Louisvill€, Ky., market.

"We face the next five years with the prospects of at least two down cycles in that time, if history repeats itself," speculates Richard Boland, president. "We expect additional washout of some small independents," he adds, "and in our own market probably a couple of the chain operations."

Story at a Glance

Well-eslablished two store independent sets strategy for an invasion by nationalchains and warehouse operators . . . lessons learned in the 1930s are still applied ... "profit is the name of the game, not salesl'

Boland-Maloney expects to remain flexible during this period to change with the times. They'll also remain hopeful, Boland emphasizes, that the industry will wake up to the reality that profit is the name of the game and not sales." Meanwhile, they are retrenching for the next shift in the marketing of lumber and millwork products, planning a strategy to meet the change.

Boland's answer to questions about his strategy plan is evasive. "We are ever mindful of General Patton's remark as he lay in wait for General Rommel in North Africa. 'I read your book.'(Referring to Rommel's book on tank warfare.) We will not publish our strategy just in case there is a Patton in the lumber industry."

Gerald J. Boland is vice president of the operation which has two locations, one at 913 E. Main in downtown Louisville and one on the out-

skirts at 4010 Collins Lane. This store, which is the company headquarters, has 70,000 sq. ft. of salesfloor, warehouse and administrative space plus six outside lumber sheds on 8/z acres of land.

The 54,000 sq. ft. warehouse is supplemented by 8,000 sq. ft. of covered dock. The store occupies 12,000 sq. ft.

At the original downtown location, they are building a new warehouse and adding additional display space. They also are adding equipment to expand the millwork capacity at both locations. Internally, the company is working towards getting the inventory on computer and eventually the entire general ledger system.

Boland-Maloney was founded by Urban Boland and John Maloney during a low period of American economic history 1937. This certainly was not a year in which an economist would have recommended starting a lumber business, Boland comments.

The partners utilized the site which had been vacated by Higgins Lumber Co. and geared sales to the local industrial market. When the U.S. began to prepare for World War II, Louisville's industry became involved in developing synthetic rubber for Dupont. Boland-Maloney sold them the lumber needed to build the plants. When the plants became operational, they continued to supply lumber and building products. They also sold materials across the Ohio River in Indiana for an ammunition plant as well as an installation at Madison. Boland-Maloney also supplied material to Fort Knox, home of the nation's gold stockpile.

Buoyed by this activity, Boland-

(Please turn to page 44)

LUNCHTIME for yard supervisor (top photo)Art Selter. Clean, uncluttered look characterizes the store. Andy Mill and customer Paul Shrader (lower photo) load lumber purchases.

NEWSBRIEFS

The Paty Co. opened a 4O,000 sq. ft. replacement store in Kingsport, Tn., with official ceremonies Sept. 2l .. . .Hughes Lumber has moved its Owasso, Ok., store to new quarters ona 5 acre site in German Corner.

Home Quarters lV'arehouse has store No. 3 in Columbia, S.C., scheduled for opening in Nov.. Jim Matel has purchased GUA Shores Building Supply, Culf Shore, Al., from Van and Quitman Cooper.

Homecrafters Warehouse, Inc., Birmingham, Al., opened its 4th store in Denver, Co., in late summer.

Wickes Co.s, Inc. has completed acquisition of CUA + Western Industries' consumer and industrial products group for approximately $l billion. Lawe's has reached a total of 278 stores with openings in Fort Oglethorpe, Ga., Fort Pierce, Fl., and Southport, N.C.. .

dent; Rick Bury remains v.p. and sec... .Bryant's Lutnberyard, Texarkana, Ar., lost a building and $50,000 worth of equipment and materials in a recent fire.

Sequoia Supply has closed its Houston, Tx., DC. .Gulf Coast Forest Products, Pensacola, Fl., has opened a sales office in Waldport, Or.. . Randall Brothers, Inc., Atlanta, Ga., is celebrating its l0fth anniversary.

Morgan Lurnber Co., Marshville, N.C., has added a pressure treating plant with a 42 ft. cylinder ...Scholl Forest Industries, Corpus Christi, Tx., has opened a sales office in Denver, Co.. . .Bo MaxeyLutnber Co. is a new wholesaler in Atlanta. Ga..

SK Hand Tool Corp., Chicago, Il., will merge with J.H. lVilliams Industrial Products, Inc., Buffalo, N.Y., later this year.

Entpire Stove Co. is changing its corporate name to Erttpire Contfort S_r'stezls, Inc... Varifonn, Inc.is the nerv name for Varifornt Plastic, Inc.

Kap tna n, I nc.has moved tolarger Hq. and mfg. facilities in Valdese, N.C.. . Pinckney Molded Plastics has opened a new 63,000 sq. ft. plant for manufacturing extruded exterior plastic shutters . .W'e,'erhaeuser Co. has acquired GardenAmerica, renaming it l|'eyerhaeuser Gorden Suppl-v Co.

Beauty Craft Tile of the Southv,esl, Inc., Oklahoma City, Ok., has been acquired by G. J. Indusrnes, Chatsworth, Ca., parent co. of Contntodore Products. . Rubbennaid Inc. has acquired Goa Corp., Winfield, Ks., which recently purchased Blue lce.

FloatAv,ay Bi-Fold Door Div. of Medart, Inc., will move to Greenwood, MS., upon completion of a 100,000 sq. ft. plant addition ... Valor, Inc., Hendersonville, Tn., has been formed to handle marketing and distribution of Valor PLC (Birmingham, England) home heating products in the U.S..

McCoy's Building

Supply Centers has opened its 62nd store, in Austin. Tx.. .The Home Depot plans I I new stores in the next 6 months...

Idqho Timber Corp., Boise, Id., has opened a hardwood sales office in Sheridan, Ar., Lymn Lamb in charge..

Myers Lumber Co., Purcellville,Va., has been acquired by John Ross, who becomes presi-

Airlanta, Inc., Atlanta, Ga., has been acquired by American Stove Products, Memphis, Tn., and relocated there. . .Spe-DeWay Products Co., .Inc. is now Wood-Kote Products, Inc.. 8.790 of the Clopay srock has been purchased by Martin J. Wygod, president of a Cincinnati, Oh., plastic filter co..

Carroll's Building Materiols Inc. is near start up at its new $1.5 million roof tile plant in Pinellas Park, Fl. . .Minerol Research and Development Corp., Charlotte, N.C., has licensed J. H. Bover & Co., San Mateo, Ca., to pressure treat forest products with D-Blaze fire retardant chemicals. .

Hardwood lumber production figures released in Sept. reported production down 290 compared to a year ago with orders l79o higher and shipments up 6s/0. . .Canadian lumber imported during the first half of the year rose to a record breaking 7.27 BBF

Housing starts for August

(latest figs.) made their best gain in five ntonths with a 6.20/o increase ...the seasonally adjusted annual rate of 1.75 million units was the biggest increase since a 14.7tlo jump in March...single family home construction was up I go to a 1,073,000 unit rate; multis advanced 15.6Vo to an annual rate of 676,000 units. starts in the south fell 4.190 . building permits were up 3.590 nationally,..,,

Good Christmas For Retailers

A favorable second half is seen in 1985 for retailers with both constant and current dollar growth rates accelerating during the year's second half. Nominal growth rates in total retail sales are expected to rise between jv/o and 890 in the final two quarters.

According to author James E. Newton, vice president and chief economist for Management Horizons, "Real growth in total retail sales will advance by around 490 and 3.590 during the third and fourth quarters, respectively. This welcome change will be following the lackluster growth rate of a little over 2Vo during the year's first half. Our prediction for the second half of 1985 contradicts those of most other forecasting services. Based

on our favorable record. we feel confident with these optimistic numbers."

"Given relatively strong consumer demand and modest retail inventory levels, the intense price cutting and profit drain which characterized last year's Christmas selling season should fail to rematerialize during 19851' he says.

Home centers will see nominal current dollar sales growth strengthen to between 890 and ll9o the last six months of the year, according to Newton. In addition, yeiu-over-year growth rates (not seasonally adjusted) are expected to strengthen for these retailers. He lists home center growth rates as below l9o for the second quarter of 1985; slightly above 690 for the fourth quarter of 1985; and between 9-9.590 for first quarter 1986.

Martin Leaves Dealer's Assn.

John Martin has resigned as executive vice president of the National Lumber and Building Material Dealers Association, Washington, D.C. Harry Horrocks, director of government affairs, is filling in for him as acting executive vice president.

Martin. who left the NLBMDA position Sept. 30, is now with the Dairy and Food Industries Supply Association in Rockville, Md., as executive vice president.

William Morrow, Morrow & Sons, Lawson, Mo., a past president of the NLBMDA, has been named chairman of a search committee established to find a replacement for Martin.

Highest Ouolitg Possible ot Competitivc Pricing uont the highcst quolitg ovoiloble in CCR TVpe C Pressute Treot ee) lumber, coll

lUhen Vou

c u R T,p,s,f!!!,..}*r"+lnf,$^'s.9r, I N

llrkonsos TURTS I-(800) 482-2352 Notionol TURTS l-(800) 232-2326

Bltt HRBDING . LINDR PRIDDY . ROSS RRSSilUSS€N

tlJe con fill oll Vour treoted lumber n@eds. . . londscope timbors, plgtuood, oll dimensionol lumber, 4x4 through 12x12. On 6x6 ond lorger u@ hove lengths ronging up to 45 feeE. Plus, ule nou, corrv in stock .60 FDN. |.IJe olso hove our ou,n fleet of trucks to help you solvo onv delivery problems Vou moy hov@. Rll our mot@riol is TPI grod@ mork@d. [Ue feotur@ th@ RI.UPB quolitv mork on olf our tr@oted moteriol.

c.

RED CRO\jl/N BRAND

. 25,OOO,OOO b.f. production

o l3 Modern Dry I{ilne-6OO,OOO b.f. Capacity

r Five Million Feet of Dry Storage

r Inventory of 8-9 Million Feet at All Times

r Automatic Stacker o Plarring Fa,cilities

o Company Owned Lumber Tlucks

. Rail Shipments

. Specializing in Red and White OaI< plus other Southern llardwoods

h,fin/'nluAryry

P.O. Box 506, (2O5) 2e5-875L Linden. Al. 36748 Tblex 59-3409

Sales: Jack I(elly, Wa5me Fendley & Pat Philen

DUTE GIIY

CALENDAR

OCTOBER

Hardwood Pllwood Manufacturers AssociationOcl. 2-4, fdl meeting, Red Lion Inn, Llo-vds Center, Portland, Or.

Southern Pine lnspection Bureau-Oct.3{, fall meeting, Ponte Vedra Resort, Ponte Vedra, Fl.

North American Wholesale Lumber AssociationOct. t. regional meeting, Marriott Executive Park, Charlotte, N.C.

Hardwood Manufacturers AssociationOct. 9-10, fall production meeting, Louisville, Ky.

Norlh American Wholesale Lumber AssociationOct. 10. regional meeting, Marriott, Atlanta, Ga.

National Particleboard AssociationOct. lll5, fall meeting, La Posada Resort, Paradise Valley, Az.

Southern Forest Products Association-Oct. lll5, annual meeting, Hyatt on Hilton Head, Hilton Head, S.C.

Ace HardwareOct. l&21, fall convention, Kansas City, Ks.

\ational Hardnare ConrentionOct. 2G-ll, co-sponsored by the National \'\'holesale Hardsare Association and the American Harduare \tanufacturers Association. San Francisco Hilton, San Francisco, Ca.

\ational Forest Producis \leekOcl. 2(F26. sponsored by'the American Forest lnstitute.

\ational Hardnood Lumber AssociationOct. 2l-lJ. convention, Centurl Plaza Hotel, Los Angeles, Ca.

American Hardware Supplt Co.Oct. 2l-25, second fall market, Cook Convention Center, Ilemphis, Tn.

Architectural Woodwork Inslitute-Oct. 2&25. annual convention, Fairmont Hotel, Ne'* Orleans. La.

North American Whohsah Lumber Associrtion-Oct. 27-Nov. 2, wood marketing seminar, University of Georgia c:rmpus, Athens, Ga.

Wood Products WeekOct. 27-Nov. 2, sponsored by the Lumbermen's Club of Memphis, Memphis, Tn.

Mississippi Forcstry AssociationOct. 30'31, annual meeting, Ramada Inn, Jackson, Ms.

MANUFACTURERS OF

Ponderosa Pine I Douglas Fir

White Fir / Engelmann Spruce

Southern Yellow Pine / Aspen

PATTERNS

Channel Rustic and other WWPA

Standard Patterns

our specialty

WHOLESALERS OF LUMBER

Spruce - Pine - Fir -:

Cedar /Hemlock

Fir / Larch

Ceramic Tile Dbtributon of AmericaOct.3(FNov. 2,7th annual convention and international tile exposition, Loews Anatole Hotel. Dallas, Tx.

NOVEMBER

National Sash & Door Jobbcn AssociationNov. F6. annual meeting, Marriott Hotel, San Antonio, Tx.

National Housewares Manufscturcns AssocialionNov. 17, intemational housewares exposition, McCormick Place, Chicago, ll.

North American Wholesale Lumber AssociationNov. 6, regional meeting, Melrose Hotel, Dallas, Tx.

Iirst Annual Executive C.onferenceNov. 67, sponrcred by Home Center lnstitute, Marriott O'Hare, Chicago, Il.

Southern Pressure Treaters AssociationNov. Gt, annual meeting, Ritz Carlton, Atlanta, Ga.

North American Wholesale Lumber AssociationNov. 7-t, regiona.l meeting, Monteleone Hotel, New Orleans, [a.

Prr-C.onvention Csnadian Tour-No% t-16, cosponsored by the Building Material Merchants Association of Creorgia and Alabama and the Tennessee Building Materials Associarion.

Nationd Lumber end Building Materiab Dealers Assocblion/ Western Building Material AssociationNov. l6a), joint convention/building products showcase, Westin Hotel & Seattle Center Exhibition Hall, Seattle, Wa.

P.O. Box 25807 Albuquerque, New Mexico 871

LUMBER

OPINIONS.. .1985

Home Center Merchant

Bill Fishman & Atfiliates

1 1650 lberia Place

number of men in business arrire passing a San Diego, Ca. 92128 candidate location! Should we be counting pick-up trucks?

Cogpons. Rebates And Oth

Customers are now complaining that coupons and rebates are no longer an incentive. It's lowered selling prices that they prefer in place of the hassle of mailing in completed forms. Your customer still compares shelf price not the redemption price.

Location! Location! Location!

For some, the three most important ingredients in successful retailing are still "Location! Location! Location!" The Sharper Image, the successful mail order company, is seeking retail locations to market their selection of "adult toys" to the affluent businessman. One of the criteria in their market research is to clock the

Don't Lose Your Position

Some dealers have unknowingly traded off their marketing position in their battle of the "Store Wars." In an effort to compete with price in their advertising, they now inventory inferior grades. This works as a short term promotion, but when the store or yard takes on the appearance of offering low-end merchandise, customers recognize the shift in market position. It's not what they want. Today's homeowner wants consistent quality at a competitive price, not shoddy goods at a low price.

It's going to take lots of merchandising skills to remain profitable in the second half of the l98os. It's the decade of offpriced merchandise, but as Stanley Marcus, of Neiman Marcus, said, "lf you serve your customer with warmth and friendliness they'll come back. And if you

ETETI TUMBER &MILIINE, ING.

sell them a well made product-it won't."

If You Don't Have lt...Don't Advertise It!

When you or I, or your customers, shop at K mart, Venture, Target, or any of the mass merchandisen, we anticipate no or little service and a line at the checkout counter. We've never really been told to expect otherwise. On the other hand, in our industry, while dealers would never stoop to intentionally advertise merchandise they don't have in stock, some constantly promote services they can't deliver. Advertising the existence of "knowledgeable salesmen" is the most disturbing falsehood customers talk about. lf during peak selling hours the floor is covered by immature, untrained, part-time hiSh school kids, who can't identify where the advertised items are displayed or inventoried, then the store signing and the institutional blocks in the ads should not read "Need help-look for our knowledgeable fellow in-"

Promote With Stylg

Ask your newspaper or printer if they can offer you an exclusive type face for your headlines and selling pricts.

(Please turn to page 23)

150,000 Capacity ng|E Dehumidification Dry Kilns equalized and stress relieved

"We're so

proud...weput our name on . Every Piece!"

Annual Wood Products Week

Memphis, Tennessee, the world's largest hardwood market, will celebrate its annual Wood Products Week, Oct. 27-Nov. 2, under the supervision of the Lumbermen's Club of Memphis.

More than 156 establishments dealing in lumber or related products are located in the Memphis area. More than 15,000 people are employed in the Memphis wood products industry with an annual payroll exceeding $140 million. Products produced are as diverse as beechwood chips to be used in making vinegar and aging beer, railroad tie plugs (60,000 per day), golf club heads and baseball bats. Hardwood flooring manufactured in Memphis is used in Japan's Disneyland and the governors' mansions in Kentucky and Missouri.

Annual events conducted as part of Wood Products Week include the Loggers Breakfast, selection of Lumber Lady Fair who traditionally presents the Liberty Bell Trophy at the Liberty Bowl football game and the Wood Choppers Ball. The Lumbermen's Club of Memphis, reportedly the oldest and largest of its kind in the world, was established in 1898 and has members throuehout the country.

Texas Wood Building Contest

Retailers of lumber in Texas are being asked to submit nominations for the Texas Forestry Association's annual building design competition. '

Wood construction must be featured in the building constructed in Texas within the past few years, according to Ron Hufford, executive vice president of the association. The structure may be residential, commercial or public. The architect need not be a Texas resident.

SFPA Works On Team Spirit

Oklahoma football coach Bud Wilkinson will kickoff the Southern Forest Products Association's "Teamwork for Tomorrow" meeting, Oct. l3-15, at Hilton Head Island. S.C.. with a talk on teamwork.

The annual meeting also will consider Canadian lumber imports, repeal of timber tax incentives, markets and product quality.

SPECIALIZED TREATMENTS NOW AVAILABLE

o Wolmanized Lumber

r Heavy Oil Penta

r Waterborne Penta

r Dricon Fire-Retardant

r Creosote

PRODUCTS AVAILABLE

. Cedartone@

. Landscape Timbers

r Railroad Ties

. Poles

. Posts

o Dricon Fire-Retardant

Treated Wood

r All Weather Wood Foundations-

o AWPB.FDN Stamped For intormation on quick serylce call the *eating expe{ts!

ARKANSAS A OKLAHOMA

1f, RKANSAS and Oklahoma I4gals15

recently elecred ro key leadership positions in the Mid-America Lumbermens Association for 1985-86 are Tiuman Hall, Lyman Lamb Co., Little Rock, Ar., second vice president; Grady Ollie, Jr., Geo. Ollie Lumber Co., Pocola, Ok., third vice president.

Dealer directors representing Arkansas will be: David S. Randle, Ranco Building Supply, Fayetteville; Doyle Roach, E. C. Barton & Co., Jonesboro; Bill Mayfield, Reynolds Builders Supply, Smackover; Tom Bryant, North Arkansas Cash Lumber Co.. Batesville.

John M. Kennedy, T. H. Rogers Lumber Co., Inc., Stillwater; Bob Henkle, Grand Country Homeworks, Grove, and Bill Roach, Roach Lumber Co., Oklahoma City, will represent Oklahoma.

Dealers trustees for the association's group insurance programs for both states are Bill Bonsteel, Bonsteel Lumber Co., Harrison, Ar., and Dan Parrish, The Lumber Shed, Oklahoma City, Ok.

Carr Tiumbull, Carr-Trumbull Lumber, Scottsbluff, Nebraska, newly elected erecutlve

TOPICS

president of MLA for 1985-85, was recently in Oklahoma City to attend the Oklahoma Lumbermen's Annual Convention and Building Products Exposition. Trumbull will also attend the 1985 Arkansas Lumberfest October 25-26in Little Rock. Trumbull said interest in this year's event \,\'as at an all time high because of the great line-up of programs and activities arranged by the planning committee chaired by Ben and Evalena Mayo, Mayo Building Supply, lnc., Bentonville, Ar.

Art Linkletteq television and radio star for more than 30 years and author of "Kids Say the Darndest Things," will speak at the breakfast session on Oct. 26. Mike McClelland, vice president of sales and marketing for Hardware Wholesalers, lnc., will present information on how dealers can effectively compete against the larger chain operators.

The 1984-85 chairman of the Arkansas state committee of the Mid-America Lumbermens Association Jim Hayes, and his wife, Carole, have announced that Saturday has been declared "Razorback Day." The association has arranged for buses and tickets for the Arkansas-Houston football game in Liltle Rock that afternoon. A victory party is planned for the evening.

I NEVITABLY, when a worker's comI penstion rate change occurs, there is some confusion. With four rate changes in the past 18 months in Texas, it is easy to understand that a geat deal of confusion has resulted.

For example: in May, 1984, a change was effected which netted a large decrease in rates. The lumber yard rate went from $6.66 to $4.!X. However. new statistics showed that this premium decrease was too great, and a change was implemented effective October I, 1984. This overall increase of 290 applied to existing policies

as well as new and renewal policies. The yard rate was increased from $4.1)6 to $5.07. However, on existing policies, this change is applied as a flat percentage at audit. Therefore, the audits for the policies expiring in September, 1985, will use the $4.1)6 rate, but also show a perccntage surcharge for the rate change.

Another change occurred effective January I, 1985. However, this change ap plied to new and renewal policies only. No adjustment to existing policies was necessary. The overall change was an increase of 8.690. However, the perccntage varied by class. Lumber yard (823a) increased from $5.07 to 55.29, a 4.390 increase.

The final rate change occurred August

Mld-Amerlca Lumbermens Asroclation 4510 Bellwiry Ave., Ka6as ciry, Mo.6{lll (tr6) 93r-2102

Lumbermen'c Acrocladon of Texac P.O. aq 5516. Asdo. Tr. 7t763 (5ll) arl-ll9a

JOE BUTLER, SR.

October 1985

I, 1985. It applies only to new and renewable policies. The explanation for the change given by the State Board of lnsurance was that updated payroll factors rvere applied which indicated an rncrease was necessary. The lumber yard rate went irom $5.29 to $5.66.

Texas Employment Commissioner

Mary Scott Nabers and William Grossenbacher will conduct a series of seminars in the next few months to help "Texas employers cut the costs of doing business in Texas." Held from 8 a.m. to ll:30 a.m. the meetings for the remainder of October, November and December are as follows: El Paso, Marriott, Oct. l7; Midland,/ Odessa, Holiday Inn Country Villa, Oct. 18; Fort Worth, Hilton Hotel, Oct. 3l; Dallas, Regent Hotel, Nov. 7; Sherman, Sheraton Hotel, Nov. 8; wichita Falls, Hilton, Nov. 2l; Texarkana, Howard Johnson, Nov. 22; Laredo, La Posada Hotel, Dec. 5, and San Antonio, Marriott North, Dec. 6.

A seminar by Carl Dill on "How To Create Effective Marketing and Advertising Without lncreasing Costs" is scheduled for Oct. l7 at the LAT building in Austin. A retail lumber seminar will be presented in cooperation with the Western Wood Products Association in Dallas on Oct. 15. The half-day session will be held twice, once in the morning and once in the afternoon. The site will be announced.

HOME CENTER

(ContinLted Jront page )0)

fhg_$gn Oi The Times

As a group, home centers and building material dealers are now doing a much more professional job of visual merchandising and signing than in previous years. Stores with high profile gondolas and racks are taking a lead from the supermarket industry and featuring big, bold price signing at the end caps. Rounding out prices to even dollars instead of the typical ninetynine cent endings allow for the bigger eyecatching type styles. Bulk merchandising (hardware, tools, electrical, etc.) in addition to the same items on carded peg hooks is increasing the store's volume.

Power aisles with wanted basic and seasonal products are being merchandised for impulse shopping and fast turn-over. Wooden crates and barrels have made attractive dump displays.

Future Dates

Check our Calendar on page 18 for information on upcoming conventions, meetings and trade shows rn your region.

SOUTHEASTERN SCENE

Covering the states of Alabama, Ftorida, Georgia, Kentucky, l.ouisiana, Mississippi, North Carolina, South Carolina, Tennessee and Virginia.

Louisiana Building Material llealers Association has set Feb. 27-March 2 as the dates of its 1986 convention at the Royal Sonesta Hotel in New Orleans.

During a recent meeting of the convention committee, plans were initiated for a workshop on employee incentive plans. A survey is being taken among members to compile information to be used as a basis for the workshop.

In a plywood antitrust litigation update to members, Herb Garon, LBMDA legal counsel, said that all persons with correction forms or additional claims recommended for rejection, in whole or in part, and those who have been determined to be ineligible have been notifred. A hearing will be held in the New Orleans U.S. District Court on Nov. 18. At that time all matters affecting the disallowed or disputed claims will be determined.

"Although this is not the end, nor can I predict the date that the court will sign an

order of distribution of the settlement funds, this is obviously the hrst step in that direction," Garon said. "lt is conceivable, although not promised, that if there are no appeals taken from the orders ofthe court following the hearing, an order of distribution could be issued some 60 davs thereafter."

Building Material Merrhants' Association of C'eorgia and Alabama has mailed brochures and letters to prospective exhibitors in their 1986 buying show, Jan. 3GFeb. l, at the Atlanta Civic Center.

More than 30 dealers are expected to send representatives to the show. There will be in excess of 2tr booths at what Erv W. Goodroe, executive vice president, calls "the best buying show in the southeast."

Donna Keen is exposition manager. Show hours wiil be 9-ll a.m. and 24p.m.

on Jan. 3l and 9 a.m. to 5 p.m. on Feb. l. The exhibits will be closed during the opening day luncheon.

Florilr Lumber and Building Material Deelers Associdion will conduct a seminar on profit planning on Oct. 17.

Robert Claypool, controller of CertainTeed, Waco, Tx., will lead the session from 9:30 a.m. to 4 p.m. at the association's headquarters in Orlando.

Champion performers in the recent membership drive have been announced by Jim Hill, Logan Lumber Co., Tampa, the membership committee chairman. Their work resulted in the association gaining 59 new members.

Hill and Phil Cocks, Delta Millwork, Inc., Orlando, were the top recruiters. John Rourk, Jack Gilbert, Dennis Chappell, Bob Hoffman, Dennis Chamben and Jim Ferguson were cited for enlisting two or more new members. Others contributing to the effort were Bobby Carroll, Michael Wyatt, Bubba Collins, Don Jennings, Joel Miller, Earl Huntzinger, Ralph Clark, Joe Lrdford and Art McCormick.

(Please turn to Page 29)

Oklahoma convention scores with new site

xHIBITORS ar rhe oklahoma hLumbermen's Association's 39th annual convention August 16-18 set records both for the number showing and amount of booth space used.

"We are well pleased with the change of location (from the Myriad Convention Center to the Oklahoma City Fairgrounds)," said convention chairman Gerry Weltzheimer. "When all things are considered, especially the

at a Glance

depressed state of the economy, we are extremely happy with the results of this year's show"

The success of the three day event which featured a variety of activities including two days of the buying and selling expo, was overshadowed to some extent by the excitement being engendered by the decision to hold the next show in the spring, April 4-6, in the same International Tiade Center building.

This year's show was held earlier than usual to gain at least six months separation between the 1985 and 1986 shows. "After nearly 4O years, we are moving from a late summer to a springtime show," Jim McKellar, Jr., retiring president, explained. "We believe this change will be beneficial to dealers and exhibitors alike since it will occur at the beginning of our industry's busy season." Almost half of the exhibit space has already been reserved.

The All Industry Reception hosted

(Please turn to page 29)

SIGHTS of a trade show (1) J. P. Weyerhaeuser lV chats with retailers. (2) Ramon Sutton,

Howard Francis and David Sutton. (3)Jim Clark and customer. (4) Hazel and Joe Baker. (5) Bill

Carey Jr. (6) Clark Wiens, Bud Blakely, J. D. 0llie. (7) Don Pannell. (8) Randy Rogers.

by 43 of the exhibitors attracted almost 700 delegates, up by nearly 200 from the previous year. The event held at the

PRESIDENT for 1986 Larry Smith (right) and vice president Ken Rothschopf.

ThewoodFinish That Keeps Its Promise

PENOFIN@ transparent oil finishes are a unique and effective way to preserve and enhance the natural beauty of wood.

Special features:

MICROPOROUS FINISH AND SEALER

Allows wood to breathe. Moisture can enter and exit only as a vapor. This prevents rapid expansion and contraction of the wood, the major cause of warping, checking and cracking.

ULTRAVIOLET PROTECTION -

Microscopically ground strategic merals block 90 percent of the sun's ultraviolet rays which protects the wood from discoloration.

BRAZILIAN ROSEWOOD OILrnis exotic tropical oil is the base of Penofin@. It is formulated with other quality ingredients to produce a deep penetrating oil that will not yellow or darken with age.

SAFE TO USEConrains no known carcinogens nor pentachlorophenol.

THE WOOD FINISH LINE

Penofin@ offers a complete line of exterior and interior finishes. Formulations for redwood. cedar. pine, fir, oak and other species of wood are available in pints, quarts, l, 5, 30 and 55 gallon conrainers.

WEATHERBLASTER@

This potent wood cleaner restores the natural color to aged wood. WEATHERBLASTER@ is recommended for use prior to the application of Penofin@ when restoring old wood.

OPERANNG OPPORTUNITIES

WALLY LYNCH

Builders Express, Inc.

11550 Plano Rd.

Daf f as. Tx.75243 contribution should be budgeted and measured to indicate average proltciencies.

The following material b o contin' uation of the anolysb of retail management skills begun in September. Please refer to the chart on Page 26 of that issuefor bockground information-ed.

Good Personnel Policies

(1) Without a written personnel policy, the very foundation for effective people utilization is lacking.

(2) People must be paid, have vacations and some benefits.

(3) Everyone should have a written position description, on-going training opportunity and a structured c.ueer path.

(4) Stock options, profit sharing and other similar opportunities for growth existing for all people are above average'

Effective Salesmanship

(l) Without published, agreed uPon quotas and defined sales territories there is no structure for effective selling.

(2) Sales people should receive on-going sales and product training.

(3) Individual sales volume and margin

(4) Sales people compensated upon budgeted volume and margin performance, indicates an above average prograrm.

Advertising and Sales Pmmotion

(l) Advertising is one way communication; without a marketing plan there is no script or scenario for effective advertising.

(2) Point of purchase signage shows some activity.

(3) Some sales promotion and advertising done seasonally or sporadically is okay.

(4) Sales promotion and advertising done consistently by plan, using major media (print, radio and tv) is better.

Eftective Facilities Utilization

(1) Showroom, warehouse and Yard schematics are the framework of facilities utilization, without pre-planning and updating, effectiveness is lost.

(2) Good housekeeping, traffic flow and easy customer access is important.

(3) Complete futuring and equipping should be maintained in all areas.

(4) Complete cube use in all areas gives better than average effectiveness.

Timber Products Inspection, lnc.

NATIONAL AND INTERNATIONAL INSPECTION AND QUALTTY CONTBOL SER. VICES FOR ALL WOOD PBODUCTS, AND ALL SPECIES, TNCLUDING GRADEMARKTNG OF LUMBER UNDER THE ALSC PROGRAM, QUALITY iIARI(ING OF TREATED LUMBER UNDER THE AWPB PROGRAM, AI{D CIUAI ITY CONTROL/. QUALTTY MARKING PROGRAUS FOR FIRE RETARDANT TREATED WooD.TRUSSES. AND BUILDING LOGS. SERVICES INCLUDE IRNNING, QUALI. TY MONTTORING. CERTIFICATION, SAMPLING, REINSPECTION, SPECIF|CATION WRITING AND/OR CLARTFICATTON AND CONSULTATION ON LUMBER FREATED/UNTBEATED), TRUSSES, PLYWOOD, POLES, CROSS rlES, FINGERJOTNT. I.I\MINAIED STOCK, AND BUILDTNG LOGS.

Effective Experse Control

(l) Without sales and expeiwe budges the foundation for expense control cannot exist.

(2) Operating statements should be issued periodically and consistently for expense control.

(3) An operations manual for the company can be the basis for average exp€nse control.

(4) Segmented budgets and operating statements, developed and used, reprcent better than average expense control.

Unit Control

(l) A unit control system should exist.

(2) Inventory partially managed through a unit control system shows minimum participation.

(3) Inventory totally covered by a manual unit control system, shows average control of units.

(4) Inventory computerized to complete item control shows above average handling.

Effective Buying

(l) It is atmost impossible to buy effectively without some buying and/or group afhliation.

(2) A company buytng policy is neccssary for minimal buying abilitY.

(3) Constant availability of product' good quality, good value and competitive price indicate average capability.

(4) tf the company successfully and consistently sells private label products profitably, better than average skills are indicated.

Pricing Know How

(f) A pricing policy must be maintained.

(2) Pricing based upon one mark uP, indicates minimd pricing skill.

(3) Price lines esrablished with variable mark-ups indicate average pricing performance.

(4) C-ost effective or compensatory pricing indicates better than average pricing skills.

Like any composite evaluation, otery d€tail wi[ not fit every organizalion exactly. The range of capabilities described for each skill area is broadly and generally acceptd and in place in lumber and building material operations throughout the country. lf they do not exisl in your trading area,they will.If they do not exis within your organization, you're playing the game without all of the tools or without the right ones.

WOOO PRESERVING

BEST 0F SH0W awards went to (left to rioht) Fred James, Mid-states Wholesale Lumber, 0klahoma City; Tony Ware, Lee Roy Jordan Redwood Lumber Co., Dallas, accepting from Gerry Weltzheimer, convention chalrman;

OKLAHOMA

(Continued from page 25)

Hilton West is expected to become a tradition at the convention.

Two general meetings with speakers, a business session including election of officers by the board ofdirectors and a banquet rounded out activities for the delegates.

Larry Smith, Billingslea Lumber Co., Lawton, will become president at the Dec. I installation. Vice president will be Ken Rothschopf, The Lumber Mart, Guymon. Randy Rogers, H. E. Leonhardt Lumber Co., Oklahoma City, was elected treasurer.

Gordon Wells and Dan Flanery, Cedar Creek Wholesale, Broken Arrow and 0klahoma Citv: LaVonne Roe, International Paper Co., and Biti Waymack, Cedar Supply, Inc., Carrollton, Tx.

New district directors include Mike Little, Sperry Lumber Co., Sperry, l; Tom Sanders, Sanco Lumber Co., Grove, 2; Don McClain, McClain Building Center, McAlester, 3; James Lovell, Prague Lumber Co., Enid,4; Weltzheimer, 5; Mike Yates, Western Lumber and Hardware, Elk City, 6.

New associate directors are Joe Colley, Colley and Co., Pauls Valley, and Dale Fuzzell, Blue Circle Cement Co., Tulsa.

' Glen Haney, immediate past president, chaired the nominating committee which included Bud Blakely, Robert Davenport, J. O. Baker Jr. and Don Pannell, all past presidents.

SOUTHEAST

(Continued from page 24)

Virginia Building Material Association has published a 1985 dealer and membership directory.

In addition to listing members of the association and officers, the directory carries information about all retail building material dealers in the state.

The booklet also lists an honor roll of 4l companies which have belonged to the association for 50 or more years. Fourteen of

these companies date back to 1926 when the association was founded.

Kentucky Lumber & Building Material Dealers Association in conjunction with the Western Wood Products Association has scheduled a full day employee seminar at the Lexington Hilton Inn, Lexington, for Dec. ll.

Following a new format, the seminar will be divided into two parts. Lumber basics will be stressed in the morning session with the afternoon portion covering design values, span computa-

tions, purchasing and reinspection and sales oriented material.

Participants may attend both sessions or split the registration attending in only the morning or afternoon. Completion of a lumber basics seminar in the past will be required for participation in the aftemoon session.

Nearly 20 companies have reserved space for the table top display at the convention at the Executive Inn West in Louisville, Nov. I l-13. The convention should be far larger than those in the past, according to William Thompson, executive vice president.

B0WING OUT: Jim McKellar, retiring president (top photo). Floyd Burton (center) chairman of the 1985 convention and building products exposition. Glenn Yahn makes a special report.

PERS NALS

Drew Crisman has been Promoted to national training director at Bruce Hardwood Floors, Dallas, Tx.

H. Spencer Stone is now chairman and c.e.o. of International Marketing Associates. Houston, Tx., which markets 'fhe Creen Machine lawn care Products.

Richard D. Bruno has been named director of marketing and new product development at Aladdin Enterprise Products. lnc., Nashville, Tn., according to Stanley B. Stewart, v.p. and gen' mgr.

Randolph Konkel has been appointed divisional mgr. of Wing lndustries, Dallas, Tx.

John J. Fretwell has returned to Bernard Lumber Co., New Orleans, La., as sales mgr.

Paul Karofsky, pres., Northeastern Wallcoverings, Boston, Ma., has been elected pres. of the Wallcovering Information Bureau.

David Nichols is the new mgr. at Payless Cashways in Plano, Tx. replacing Scott Nielson, now mgr. at the Addison, Tk., store. Rslph E. Fonter has been promoted to district mgr. for Dallas and northeast Texas.

W. Joe Mansion is now v.P., sales and marketing; Peter R. Trier, product mgr., vitreous china; James J. Spala, product mgr., steel and brass lines, at BriS€s Plumbingware, Inc., Tampa, Fl., according to Donald P. McArdle, v.P. and gen. mgr.

C. H. "Cal" Sticher, Martin Senour Paint rep in the southeast, is retiring after 4O years.

Bryan Butensky is the new national service mgr. for the machinery and instrument group at Red Devil, Inc., according to Arthur Clemenle, v.P. and gen. mgr.; Gerard Nolan has been named director of sales and marketing and Linda Resnikoff is the new customer service sup€rvisor.

Michael A. Md(wardt has been appointed national sal6 mgr. of Encon lndustries, Inc., Fort Worth, Tx., according to H. W. "Hub" Mrrtwerdt, Pres.

Jim Donnelly is the new v.p. of manufacturing at Dexter, Auburn, Al.

Joc McCusker has been named contract specialist for Brucc Hardwood Floon, Dallas, Ti., according to lbmmY Mex' well, mgr. of the contract unfinished product line.

Bill Thorn has joined Diamond Lumber' Carrollton, Tx.

Bud Howe, past pres. of the National Lumber & Building Material Dealm Association and former v.P., director and c.e.o. of M. S. Carver LumberCo.' Pe' oria, Il., has joined Magbee Bros. Lumber Co., Scottdale, Ga., and relocated to Norcross, Ga., with his wife truric.

Keith Abolt is now mgr. of the Westlake Ace Hardware store in Blue Springs' Mo. Mike HicHin wil managle the new Fayetteville, Ar., store.

Pet Philen. Linden Lumber Co., Linden, Al., is back home after a West Coasr sales trip.

John Henry Smith has been promoted to v.p. and sec./treasurer ar Empire Comfort Systems, lnc., Bellenille, [., &cording to Robert Botr, pres.

Joc Roberls has joined the sales tearn al Sunbelt Lumber Co., Spartanburg, Va.

Bud Pdmer is new to sales at Thompson Forest Producls, Hot Springs, Ak.

October 1985

Jake Carr has joined Gulf Coast Forest Products in Pensacola, Fl.

Rich Stover is now director of visual merchandising for Scotty's, Inc., Winter Haven, Fl., according to Dave Bryant, v.p. and sales promotion mgr.

David Blair, Gold Bond products rep. in Ok., spoke at a recent meeting of the Stillwater Home Builders Association, Stillwater, Ok.

Thomas P. Grace is now district sales mgr. for Blue Circle Cement, Tulsa, Ok. Sprague Silver III has moved to Atlanta, Ga., Ers corp. v.p. of sales.

Billy Shupert, owner/pres. of Mendenhall Lumber Co., Idabel, Ok., has been appointed to the city's Industrial Development Authority.

Marguerite Shelton, Shelton Lumber Co., Stillwater, Ok., has been named to the Urban Development Drainage Standards Advisory Committee.

Ken Logue, formerly with GeorgiaPacific, Atlanta, Ga., is now national sales mgr. of retail accounts for Variform, Inc., Kearney, Mo.

Gary Denton is new to sales at Willamette Industries' Southern Lumber and Plywood Div., Zwolle, La., according to Clayton Barns, sales mgr.

Stanley S. Dennison, exec. v.p., building products, Georgia-Pacific, Atlanta, Ga., is chairman of the newly formed U.S. Coalition for Fair Canadian Lumber Imports.

Mike Greenfield is the new director of retail merchandising at Belknap, Inc., Louisville, Ky. T.K. trachamn, Ashland Lumber Co., Ashland,Va., has a racehorse, Another Reef, which has won over $200,000 in less than a year of competition.

LET'S HEAR FROM YOU!

Building Products Digest is a free monthly information service for you. We're interested in you. Let us know when you or one of your employees has changed jobs, been promoted, gone on vacation, had a baby, you name it. Just mail in a card or letter to Building Products Digest,4500 Campus Dr., suite 480, Newport Beach, Ca.92660 or,if easier, call (714) 852-1990. There is, of course, no charge.

C. Michael Harman is the new pres. of MW Manufacturers, Rocky Mount, Va. Don A. Campbell, former executive v.p. of the Kentucky Lumber and Building Material Dealers Association, Lebanon, Ky., celebrated his Mth birthday recently.

John Edwards has joined the sales staff of Hoover Universal, Pine Bluff, Ar.

Thomas Ellington has been named sales lumber mgr. of Union Camp Corp., Franklin, Va.

Miran P. Sarkissian is now v.p., planning, for Briggs Plumbingware, Inc., Tampa, Fl., according to Donald P. McArdle, v.p. and gen. mgr. Joseph B. Carr has been named v.p,, manufacturing, and Craig A. Homan, corporate controller.

Jack Murray is the new operations mgr. at Manville Forest Products Corp., West Monroe, La., according to R.C. Hart, plant mgr.

Bill Ganser, pres., Southern Forest Products Association, wuls an employer's delegate to the Forestry and Wood Industries Committee meeting in Geneva, Switzerland.

Keith Blackburn is now mgr., industrial sales, of Breckenridge Lumber Co., Breckenridge, Tx.

Ann E. Julsen has been promoted to director of shareholder and customer relations for Wickes Cos., Inc., Santa Monica, Ca.

Gary E. Kleinjan has been named southwestern regional sales mgr., home products div., Rubbermaid, Inc.

"Rollo" Decks is new to the office staff at Mungus-Fungus Forest Products, Climax, Nv., according to Hugh Mungus and Freddy Fungus.

NEW PR DUCTS

alnd selected soles oids

Rust Buster

A new brush-on enamel rust preventative, Krylon Rust Magrc, is available from Borden.

After sanding and priming the rusty metal furniture or furnishing, the paint is applied to seal the metal. The brush-on paint is available in nine colors and one primer. It is also sold as an aerosol spray in 18 colors and two primers.

Sprout Growing Kitly

Chia Charlie II, a terra cotta craft kit/planter shaped like a cat, is by DechTar Video Marketing Inc.

It has chia seeds planted in its grooves and when filled with water, it sprouts. The sprouts are said to be tasty and nutritious in soups, salads and sandwiches.

There are enough seeds for three plantings included with the planter.

Push Button Security

A push-button combination lock for improving home security is available from Simplex.

The bolt can be thrown automatically when people leave their homes with no fear of lost keys or being locked out.

A combination reportdly can be changed in less than a minute without removing the lock from the door.

Gas Powered Leat Blower

A gas powered blower with a 3lcc two+ycle engine capable of generating a 125 mph nozde velocity air flow is new from Ryan Lawn Care Products.

Weighing I 1.3 lbs. fully fueled, the blower has two handles for positive operator control. The engine has a solid state igrrition, needle bearings, a fingertip recoil starter and an eitherhand fingertip throttle control. The fan, engine and fuel tank are fullY shrouded.

Stain Battles Mildew

Finnaren & Haley Inc. has introduced an exterior oil based wood stain to protect against damaging mildew and ultra violet sun rays.

Independent lab tests have confirmed the stains create increased durability and protection against mildew, and last considerably longer than competitive products. The semi-transparent oil base wood stain is especially formulated for fade resistance from the sun's ultra violet and actinic rays and to repel water.

The new stains are available in I I decorator colors.

Paint On A Roll

Spin-Away which uses the power of a standard electric drill to remove paint from paint roller covers is available from Belle-Ann, Inc.

No water is needed to clean the roller cover when it is attached to the device, put on a standard %-in. drill and spun into a bag, pail or box.

Reportedly, it removes all traces of paint quickly and can be used over and over.

Plug Together

Circuit-Trak, a pre-wired, plugtogether electrical home-wiring system, is new from Trakker Corp.

The system includes low profile track, socket outlet and switch modules that dl plug together. All components are pre-wired and are said to quickly surface mount to any wall or ceiling.

Tracks are available in l, 2 and 4 ft. lengths and a telescoping track section to accommodate exact dimensional requirements.

FREE READER SERVICE

For more information on New Products write Building Products Drgest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

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

D-i-y Car Wash

A synthetic polyester sponge injected with shampoo, polysealant wax and a rust inhibitor from Teton Marketing Corp. reportedly makes washing the car a one-step operation.

Slow release technology is said to make the sponge reusable for two to four weeks. While the sudsing shampoo removes grime, dirt, traffic film and salt, the polysealant wax reportedly clings to paint work.

Home Workshop Jointer

Designed to perform precision edging, surfacing, beveling, chamfering and rabbeting operations, a new 6 in. motorized jointer from Delta International Machinery Corp. is reportedly ideal for home workshops.

The tool's three-knife, solid steel cutterhead features case-hardened HSS knives to assure clean. smooth cuts. Cutterhead speed reportedly operates at 4300 RPMs, providing l2,W cuts per minute. A cutterhead knife guard keeps hands protected from speeding knives.

Outdoor Lighting

The new low-voltage Lightscaper louverlight assembly system by Hubbell Lighting Division reportedly combines energy savings, safety, security and beauty with easy installation.

The lights can be used as accent lighting around the garden and landscape areas of homes, in addition to defining paths, walkways, steps and driveways.

The l2-volt system contains six louverlights with mounting stakes and 100 ft. of cable. The control box offers a choice of either a transformer timer with which to program the burning hours or a photocontrol for on-atdusk/off-at-dawn lighting.

A Fencing Solution

A fence support system that reportedly overcomes the problems of decay and insect infestation of wood and the unattractiveness of galvanized pipe posts is new from Durapost Support Systems, Inc.

The product utilizes heavy gauge pre-punched steel for flexibility and ease in installation. Each post has a fusion-bonded, polyester powder coating for a lifetime finish.

Said to be ideal for the d-i-yer, the system, after the posts are set in concrete, allows installation of fencing with hammer and nails.

Bath Remodeling Help

A new self+ontained shower unit from Delta Faucet Co. is an alternative to replacing or adding a tub /shower faucet.

Shower Up can eliminate the cost and labor of extensive re-tiling when it is used to replace an existing faucet. The device can also be used for adding a shower at the pool, in the basement or in any other part of the home.

Molded of durable white PvC with

two shelves, it features a single-handle washerless valve, water-saving showerhead and diverter tub spout.

The unit is available in tub and shower models or in a shower-only model. Pressure-balancing valves are also available.

Fashionable Faucetry

A full line of faucetry complete with matching units for basin and tub, Roman tub, shower and bidet along with accessories including towel bars, robe hooks, towel rings and a toilet paper holder is new from Harden Industries.

The Top Brass 73 series comes with all brass valves that are washerless and non-rising. The ceramic disc, I /4 turn system reportedly provides a feather touch action which allows total water flow and ensures symmetrical handle alignment after every use.

Building Products Digest

fastdrying, enamel paint applicator used to hide scratches and chips in stoves, refrigerators and other major appliances.

The Enamel Painting Pen is designed for metal, wood, glass ceramics, most plastics and other objects.

The Wood Awake Fix Kit is used to repair and touch-up minor damage to furniture, paneling and molding. The kit includes fill material, tools for repairing holes, gouges and burnt surfaces and a stain/varnish pen.

Bond Wood Swell & Lock is a "non-glue" bond that swells wood for tightening purposes.

Household Repair Kits

Four new products designed to refurbish most surfaces around the house are now available from Bondex.

The Appliance Touch-Up Pen is a

Designer Wall Fashions

The Gloria Vanderbilt Collection of wall paneling products has been introduced by Champion International Corp.

The six styles available offer a choice of grasscloth patterns with harmonizing woodgrain prints and pastel flower prints.

IDEWATER RED CYP

Cart lt Away

Panel Clip's new truss cart can perform two labor-saving jobs.

Trusses can be stacked quickly and moved elsewhere for banding or loading.After closing the telescoping center tube. the cart becomes a lumber hauler to transport pre-cut lumber from saw to truss jig.

Its l2-in. ball bearing wheels carry a maximum load of 4.000 lbs. The length is expandable from 5 to 17 ft.

European View

A window system long popular in Europe is now being manufactured by the Pennsylvania Aluminum Window Co.

An unusual tilt and turn casement design incorporates three ventilation positions and provides security in both the ventilation and locked posi tions. It also has a full opening position for quick escape in event of fire. Available in full view open glass, with traditional Georgian bars, or a double hung appearance, it comes in custom sizes with double or triple glazing.

Hffiffi=Htrffiji

Curved Headrail For Blinds

A curved headrail for attaching vertical blinds is new from Graber Industries.

The curved system can be used for custom vertical treatments of bow windows, dormers, corner windows and recessed accent areas.

A single curved headrail covers up to a l0 ft. wide window opening and can be bent to a radius of 78 inches. Rails can also be butted to cover wider openings. Tracks are available in a brushed-aluminum finish.

0u reputation is sealed on euety Gan of Gray Seal Paint.

We back our products with factory-trained personnel and a strong product warranty. lf You have a special application or problem, call our chemists on our toll-free number. We'll help however we can.

We work hard to protect our product's reputation so you don't have to worry about yours,

Gray Seal, the Paint Pro's Paint. Painting's just too much work to use anything else.

tllood Protection Co.

Should Be Your Frrst Clroice For Osmo* Brand Presstre

Treated ltlop,d Prducts.

C}IECK OUT OUR IARGE SELECTIO}I OF: V #1and #ZZ" Dimension W #2Ln4and1x554S

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V Rough 6x 6 and 8 x8 Timber: tr- Flameproof Lumber and Plnlood

rcctkmCo.

5151S.LOOP EAST P.O.BOX 33376 HOUSTON. TEXAS 77033

Call: 713-733-7421

or 1-800-392-5670

(Texas IN-WATS)

OUALITY

Good to the Last Drop

Designed to provide good-tasting, healthy water in the kitchen while extending the tife of kitchen appliances, the H-200 Drinking Water System is from Everpure, Inc.

The system is said to remove harmful cysts and asbestos and provide a barrier against trace chemical contaminations. It also is said to improve the flavor of all foods and beverages made with kitchen water by removing off-tastes and odors. Using the product reportdly extends the life of appliances by protecting them from abrasive dirt and corrosive chlorine while inhibiting mineral scale build up.

Please Save Fido

A bright red and black vinyl Pet Emergency Rescue Sticker to alert emergency personnel that a pet is on the premises is now available from Creations by Charlsey.

The sticker mqnures 6u x 4'and can be placed on outside doors or windows. It can also act ars a crime deterrent by showing that there are pets in the house to make noise if a break-in is attempted.

the Lend of the ilauajo Supenior Pnoducts at Competitive Prices

THOROUGHLY KILN DRIED PONDEFOSA PINE LUMBER, MOULDING AND MILLWORK. NAVAPAK HANDI€UT REMANUFACTURED PFODUCTS, CUTSTOCK AND HOME CENTEF BOARDS. DIRECT SALES OFHCE: JOE SHIPMAN, MITCH BOONE l5o5]777-229'l

NAVAJO FOREST PRODUCTS INDUSTRIES Box 1280 Navajo, Neur Mexico 87328 (505)777-?211

Laminated Wood Look

Timberland oak cabinets from Western Cabinet & Millwork have a color<onsistent high-pressure laminate surface that is said to be as tough as a counter top and as easy to clean.

Western Softwoods, Moutdings & Millwork

Agricultural Wood ProduGts, Pl5nuood, Particleboard

The ball bearing drawer guide system adjusts three ways and resists cracking. Construction details include beveled doors, self closing hinges, matching interiors and grained shelf edges. The cabinets meet ANSI specifications and are NKCA certified.

Accessories include a message center, cutlery divider, tilt-out trays,lazy susans and roll-out trays. Other storage built-ins are available.

Tough Cable Lock

A resettable combination cable lock for hard-tolock items is new from Master Lock Co.

LTJMBER: Robert Glatt, division mgr.; Jim Haas, Bill Hanrahan

MILL\IIORK: Richard H.

Mills

We are also pleased to be a West Coast area distributor for CF&I steel products as well.

The lock features a 4 or 6 ft. stranded-steel cable vinylcoated to 5 / 16 in. diameter. The combination can be reset to any four-digit number with 10,000 possible combinations.

The lock can anchor items such as lawnmowers. snowblowers, gas grills and bicycles to any point.

BERGER & COMPANY aC^t (a Conagra company) tAg|? IS AN INTERNATIoNAL IE

@MMODITIES TRADING

ORGAI\IZATION WITH OFFICES IN: San Francisco, Ca. (headquarters): Chicago, Il.; Colfax, Wa.; Fargo, N.D.; Filer, Id.; Grand Cayman, British West Indies; Santiago, Chile; London. England; Geneva, Switzerland; Nicosia, Cyprus; Buenos Aires, Argentina; Moose Jaw, Canada; and Taipei, Taiwan.

How two hardwood associations help you

ABINETS for kitchen and bath, KD furniture, stair treads and risers, Picture frames, panels, mouldings and decorative accessories are a few of the hardwood products in a home center which originate with members of the National Dimension Manufacturers Association.

Formerly known as the Hardwood Dimension Manufacturers Association, the organization has served the quality wood comPonent Products industry since 1929. Members come from throughout the United States and Canada. Steven V. Losser is executive director at the Marietta, Ga., headquarters.

Most of the Products manufactured by members of the association are sold to other manufacturers who use them in products such as furniture and cabinets which eventually become inventory in a home center.

In addition to qualitY standards, the association Promotes a demand for dimension products, collects and distributes industry information, conducts seminars and meetings, and interacts with other wood Product trade groups and government agencies on behalf of the dimension manufacturers.

Studies including market trends and developments and analysis of potential new markets are among the industry research projects undertaken by NDMA. A monthlY newsletter keeps members uP to date.

Membership in the association has grown steadily in the last year, with an initial leap from27 in August of 1984 to 65 in JanuarY 1985. According to Losser, the goal is for 80 members representing approximately 4O9o of the firms in the U.S. dimension industry by the end of this Year.

Dimension manufacturers are bothered by the number of foreigrt dimension parts being imported and the number of finished products such as KD furniture coming from outside the U.S. Their goal is to increase their share of the market with what they feel to be superior U.S. manufactured dimension parts.

Story at a Glance

Behind the scenes Product development & market surveys assurc better hardwood Prod' ucts for market...two asso ciations broaden membershiP and aid the industry...both have new names.

ARKET development and promotion are key issues for the Hardwood Manufacturers Association.

Known as the Southern Hardwood Lumber Manufacturers Association for 50 years, the Memphis, Tn., based organization adopted a new name and extended its membership nationally a year ago. Although its membership is timited to hardwood producers, its activities have an influence on the entire industry including the dealers.

In addition to creating a Sreater awareness :rmong customers and the general public of the quality, beauty and versatility of hardwood products, the association is devoted to :lssembling and distributing industry statistics.

Special industry surveys and reports also are compiled and circulated periodically. An information service is maintained to cover technical facrs about hardwoods and their availability.

HMA holds an annual convention each March and a production meeting each fall to explore problems and opportunities for manufacturers. The first annual meeting of the expanded association was held last sprilg in New Orleans, 13.,with over 40 hardwood people.

Fred Netterville, Fred Netterville Lumber Co., Woodville, Ms., is the chairman of the board; Dondd Overmyer Jr., Linden Lumber Co., Linden, Al., lst vice chairman; L. N. Thompson Jr., T&S Hardwoods, Inc., Milledgeville, G8., 2nd vicc chairman. George E. Kelly is president and James H. Lee is executive vice president. Both are based in the HMA Memphis office.

Working behind the scenes to improve utilization of hardwood resources as well as supporting both the manufacturer and dealer, the Hardwood Manufacturers Association is only one of the manY links in the chain between Produccr and consumer. Although they are relatively unknown to the dealer and his customers, they PlaY an imPortant role in providing the best hardwood products possible.

Hardwood trivia test

OW FAMILIAR are you with hardwoods? The followine quiz will test your knowledge of littleknown facts about well and not-sowell known hardwoods. The answers are printed upside down at the bottom, so those with sight disorders may have an advantage.

(1) Where did snakewood most likely get its name?

(a) From its winding branches

(b) From snake skinJike markings in the wood.

(c) From its poisonous green leaves.

(2) Yew, osage orange, lancewood, lemonwood and degame are favored hardwoods for making:

(a) Hunters' bows.

(b) Golf club heads.

(c) A nice garden.

(3) When bruised, what do the leaves of the tropical American tree Salmwood smell like?

(a) Garlic.

(b) Rosebuds.

(c) Dirty socks.

(4) What West African hardwood has been used as a substitute for teak?

(a) Abura.

(b) Afrormosia.

(c) Zebrawood.

(5) What hardwood was dedicated by the Greeks to the goddess Diana?

(a) The walnut.

(b) The rubber tree.

(c) The deitree.

(6) To the superstitious, what will occur if a hawthorn blossom gets into the house?

(a) Good fortune.

(b) A death in the family.

(c) A lot of vacuuming.

(7) Why is yellow poplar a good wood to use as siding?

(a) It has superior insulating properties.

(b) It has strength even when thinly cut.

(c) It takes and holds paint, enamel and stain well.

(8) What is Hawaii's little known yet finest native hardwood?

(a) Koa.

(b) Kalima.

(c) Palm.

(9) Why did the ancient Chinese preserve the buds of the magnolia tree?

(a) To use as incense.

(b) For seasoning rice.

(c) To drink with pretzels.

(10) If you went to the store and asked for a pound of seeds from the fruit of a holly tree, about how many seeds would the clerk sell you?

(a) 300.

(b) 3,000.

(c) 30,000.

Check the number you got correct, to see if you made the cut:

l0: What do you want? A medal?

7-9: Lucky guessing.

4-6: Be embarrassed.

0-3: Well, you didn't cheat.

'(c) 'or :(q) '6 :(B) '8 :(c) 's :(q) '9 :(B) 's :(q) 't :(e) 's :(e)'z:(d 'r :Sual\SNV

Major Scandinavian building expo

FAMILIAR names to Americans (1 and 2) were among exhibitors. (3) Vanity displays reflected the advanced bath market in Scandinavia. (4) Tile rools of various compositions are popular delenses against the harsh Norwegian winters. (5) and (6) pine flooring and mouldings sellers

were well represented at the show. (7) Knotty pine as well as clear pine is widely used for cabinets. (8) Compact shelving and other space utilization products are as popular in Europe as here. (9) Functional displays, such as this one featuring door hardware, were typical. (10)

and (11) the larg€, excellent disphy of the Norema company and its sales manager Fnn Rudim. (12) From lorest to finished Fotlwt illustrated in a spacious rnoulding display.

HEN the Association of Building Material Distributors in Oslo, Norway, decided a few years ago to have a building exposition, it probably seemed to some to be a pretty ambitious undertaking. After all, there are only 450,000 people in Oslo and a total population of just over 4 million in the entire country.

Yet the final figures of the recently concluded I lth Annual Nordic Building Exposition more than prove their confidence was well founded. As the doors closed August 18 after a ten day run, total attendance was 111,800. The final day alone drew almost 9,000. In comparison, the recent Hardware Industry Week/National Hardware Show in Chicago drew 77,685, which was a record. While the Oslo show was approximately half trade and half general public, its attendance is nonetheless remarkable.

In walking the show, it soon became obvious that the Norwegians are as sophisticated in both products and display as any country in the world, including the U.S. Of the 339 exhibitors, 297 were from Norway, 16 from Denmark, l0 from Sweden, 12 from Finland, 2 from West Germanv

and one each from Belgium and The Netherlands. The United States was not represented among the exhibitors, though a scattering of U.S. products were present. Products from more than 800 manufacturers world wide were to be seen in the displays.

The exhibits, by both manufacturers and suppliers, ran the full range: building materials, fixtures, fittings, hardware, HVAC, plumbing, electrical, glass, lighting to just about every building product under the sun. Outside, adjacent to the huge exhibition center, was a large area used to display full sized second homes and vacation cabins.

While some of the exhibits were obviously slanted to the builder, many others targeted the remodeling contractor and the do-it-yourselfer. Though the d-i-y movement was slow to get started, it has been picking up speed in recent years and is now the fastest growing segment of the market in terms of percentage growth.

It also seems there are some universal aspects to the handyman that go beyond language, customs and nationality. As in this country, drawings, photos and brochures tended to

portray the d-i-yer as perplexed, frustrated, confused and, yes, sporting a newly-bashed thumb when the hammer in the other hand missed its target.

On a more positive note, other company graphics made clear that all

Story at a Glance

Oslo, Nonray exhabition is an impressive showcase of modern, innovative products . . . sophisticated, high tech building systems and products . . . more foreign merchandise likely for U.S. market.

this suffering was more than rewarded by pursuing the task to conclusion and enjoying the wonderful sense of accomplishment a successful d-i-y job brings.

The theme of the show was Mod-

(Continued on next page)

osLosHow

((-<trttinucd Jrottt prcvious page )

ernization and Maintenance (home fix-up to us). Last year the houseproud Norwegians spent more than $2 billion on home improvement. Indeed, the high level of maintenance of all structures is obvious even to the casual observer, despite their bruising winters.

It is estimated that half the homes in the nation received some improvement last year and, like the U.S., home improvement is now a larger market than new home construction. Housing starts in Norway, average about 20,000 per year, something less than l09o of the U.S. pace. New home construction, incidentally, is a difficult and time consuming procedure as basements must be carved out of solid granite in virtually every region of the land.

The general level of affluence was evident in the high number of upscale building products and systems aimed at the public. Indeed, many of the displays were aglitter with the latest in high gloss materials,composites, plastics and metals. Many building products had a decidedly high tech look.

As was to be expected, wood products in this heavily forested land were well represented. The major commercial species is pine. It is used in both clear and knotty and is often left unstained, with only a clear varnish to protect the wood. The effect is quite different from our products and the look achieved ranges from country casual to high fashion. Extensive lines of pine mouldings were offered by many firms. Windows and doors were often rendered in pine, though the metal window, especially, has been making evident inroads into their domestic building industry.

Given the high level of excellence in display and product, it was surprising that these results were not always the efforts of a giant multi-national company, but rather of relatively small,

local firms with timited marketing areas within the nation. While the larger firms usually had expansive exhibits, many of the smaller firms also avoided the minimum l0' x l0' booth that so often lends a cluttered look to some of our shows in this country.

Generally speaking, the producs displayed were pitched on the basis of features and quality, rather than a price approach. One exhibitor, reflecting the wide use of English in the country, had a large sign front and center in Enelish that said: "The bitterness of poor quality remains long after the sweetness of low price is forgotten."

Sales were brisk at Bygg-ReisDeg-1985 (the Norwegian name for their building show). One vacation home maker displaying his all wood cabins sold 90 of them. One ladder manufacturer reported daily sales of 6G70ladders.

A full complement of seminars accompanied the show. A total of 25 topics were discussed; including fitre protection (the biggest draw), energy saving, bath remodeling and building damage repair.

Held every other year, t}te next show will be in Oslo, September 25 to October 4, 1987.

Foreign visitors to this impressive show saw increasing evidence that building products can and do come from anywhere in the world. For our manufacturers, it was increasingly clear that today's alreadY stiff competition from overseas is likely to intensify. For American retailers and wholesalers, the conclusion seemed clear that the long term trend of selling foreign products will continue.

Hardware Convention Program

Leaders in and out of the hardware industry will headline the 1985 National Hardware Convention Oct. ?}23 in San Francisco.

Co-sponsored by the American Hardware Manufacturers Association and the National Wholesale Hardware Association, it is the annual fall gathering of the nation's leading hardware manufacturers and wholesale distributors.

MASSIVE GLULAIVI display was typical of lhe preparation and etfort that exhibitors put into the show. High ceiling areas within the multi-f loor exhibit hall provided larger companies the room lor dramatic product displays.

Redwood, Southem Yellow Pine boards and dimension, timbers up to 32' long, Cypress boards and dimension, Hardwood Timbers, Douglas fir finish

Hurricane Elena Damage Report

Most lumber companies avoided serious injury from Hurricane Elena in early September, despite $543.3 million in damages in Mississippi, Alabama, Florida and Louisiana. the storm's center.

"Everyone had a little damage, but everyone's still operating," said Chunh Snead, owner of Coast Wholesale Supply Co. in Long Beach, Ms. Mississippi was most heavily hit, especialy in the Ocean Springs/Pascagoula area.

City Lumber and Supply Co. in Pascagoula was extensively damaged, with water damage to merchandise and a couple of roofs blown off.

Jack Ginn, general manager, said, "A couple of metal buildings were totally destroyed, just ripped apart. We never closed down, but we're still in the middle of digging out. Everyone's been really cooperative in assisting us.

House Showcases Plywood

The American Plywood Association, Tacoma, Wa., and Country Living magazine are co-sponsoring a two-story country home being built near Woodinville, Wa.

The 2,000 sq. ft. structure, opened to the public in September,will be featured in Country Living in February 1986. It incorporates a structural wood panel construction system including APA 303 textured plywood siding applied horizontally to carry out the country style motif.

Why Dealers Tie-in With Plen.Wood

The Plen-Wood system is a heating and cooling alternative, employing standard construction methods and materials to provide significant economies in construction and energy.

As simple as it is effective, the structure is built with a tightly sealed underfloor space. The entire underfloor area

Our employees pitched in, even though they had damage to their own homes."

Biloxi Cash & Carry Building Materials in Biloxi, Ms., also suffered severe damage, according to spokesperson Chris Newman. She said, "We lost part of a building, the roof of another building and lots of merchandise. But everything's been rebuilt. It didn't slow us down or affect business. We went right on."

Of the $513 million in property damage incurred by Elena, the fourth costliest U.S. hurricane, Mississippi suffered $352.4 million; Alabama, $ I 0 0. 3 million ; Florida, $46.8 million, and Louisiana, $13.8 million.

In Louisiana, the Bogalusa Lumber Co. of Bogalus reported very little damage, although they said nearby Jenkins Building Supply lost a roof.

In Pensacola, Fl., Building Supply Center Inc. and Scotty's Inc. each lost a few shingles.

In Alabama, Hallett Building Materials Inc. in Mobile weathered the storm without a scratch.

is used as a sealed plenum chamber, where conditioned air is kept under slight pressure. A conventional downflow HVAC unit warms or cools the air, which is directed to the plenum and distributed through floor registers to the living space above.

Various foundation systems, such as the Permanent Wood Foundation (formerly the All-Weather Wood Foundation), poured concrete or concrete block may be used. Regardless of the foundation choice, standard construction methods are used except that foundation vents are omitted.

l]|0

FAMOWOOD

is the PR0FESSI0I{AL'S Att PURP0SE PIASTIC

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

Ready to use right out of the can, Famowood! applies like putty-sticks like glue; dries quickly; won't shrink; takes spirit stains, and will not gum up sander. Waterproof and Waterp weatherproof when properly applied

Can be used under Fiber Glass! @e*.

STAIR SALES

(CotttittueLl lrotn page l2) tion live in single level homes. "Thus," he says, "there's little market for stairs."

Ralph Hochhalter, a manufacturer's rep in Utah and Idaho for Coffman Stair Parts, says that there is a big d-i-y market in his area, approximately 3090 of total sales. He conducts 30 or 4O installation clinics a year and follows through with personal visits to contractors and d-i-yers if they need it. He makes sure that the sales personnel in the stores that buy from him are well trained, too.

Hochhalter explains stairs are being used for both new construction and refurbishing. Oak is the favorite material. The size of the display a retailer keeps, he points out, depends upon the size of the store, but most retailers including all the Anderson Lumber Co. stores, Colonial Lumber and Cook Lumber Inc. have stair parts in stock.

Addison Corp., a wholesaler in Atlanta, Ga., does a lot of business in stair parts with eight branches in its 100 mile market radius. The do-ir yourselfer finds changing the hand rails, newels and balusters an easy and inexpensive way to redecorate, according to salesman Frank Lynch. Most of the retailers he deals with c:ury a lot of the basics including spindles and newels and do catalog orders for the fittings such as goosenecks. volutes and rosettes. Addison has five salesmen in the field helping their customers, which include West, Lowe's, Home Depot, Handy City, Homecrafters and Williams Brothers, with clinics and employee training.

Lowe's in High Point, N.C., has no d-i-y demand, according to Raymond Goodman, manager, who keeps no displays in his 7,200 sq. ft. store. He orders stair parts in job lots from his distributors as they are needed by his contractor customers.

Hechinger Co. stores also sell by catalog, ordering through their millwork distributor, according to Scott McCallum, commodities building material, non lumber, buyer. Mary Carpenter Ray, buyer for decorative building materials, buys some spindlesand such for the stores'd-i-y trade.

Stair components sell hit or miss at Friedman Brothers Hardware, Santa Rosa, Ca., says Tony Corsberg. One day it may be $2000 in sales and zero

the next. He considers stair pafts a two stop purchase. "Customers se€ the displays in the store," he says, "think about them and come back to buy, usually to replace wrought iron railings or update an installed stair system.t'

His store maintains a stock display of about 16 ft. of parts for do-ityourself installation. With the help of manufacturer's reps Friedman Brothers stages clinics four to eight times a year.

Corsberg feels that adequate trained help with time available to help the customer is essential because "stair parts don't sell themselves." Another negative, as he sees it, is the amount of floor space required for a display.

No roundup on hardwood stair parts would be complete without

mention of the custom built systems. Usually ordered directly by architects or builders they include the spirals, curved stairs, flying stairways, circular staircases and free standing staircases built to order, delivered to the site and installed with supervision provided by the manufacturer. Only the finest hardwoods are used in these.

A retailer considering adding stair parts to his inventory should consider several points. One, are there a lot of older two-level homes in his area? Second, does he have space available for a display? Third, does he have sufficient help with expertise and time to guide d-i-y customers? Fourth, does he want to devote time to clinics for both employees and customers? If the answers are favorable, there's business out there.

KENTUCKY DEALER

(Continued front page 15)

Maloney opened its own hardwood mill in the southern Indiana Knobs. (It is no longer operational.) They also expanded with a second yard four blocks from the original yard and leased a wholesale yard in cooperation with several competitors.

When the war ended, the company shifted gears and went after the house builders, according to Boland. They pioneered kiln dried lumber in the Louisville market, advertising it heavily. When the industry ultimately got around to following their lead, they had established the f,rrm as a quality leader and had built a reputation by selling #l yellow pine that was clearer than today's C and B or prime grade, Boland recalls.

When the second downtown yard was destroyed by fire in 1969, the operation was moved about 20 miles outside of central Louisville. This was an ideal location for the time, mere minutes from the housing tracts which they were supplying. When the housing developments were completed, the location remainedconvenient for the newly developing d-i-y market. Boland-Maloney built a modern showroom and store at the Collins Lane location and began to cater to the consumer and small remodeler.

Today,with both stores, they have a

50 mile market radius. The business mix has sha@ itself into @s/o remodeling, commercial and industrial, 3090 building contractors and l09o retail d-i-y customers. Five outside salesmen, newspaper, radio and tv advertising, promotions and in-store workshops are geared to reach all segments of their market. Eleven trucks cover the area with deliveries.

The stores stock a complete line of lumber including yellow pine, spruce, whitepine, redwood, hardwood, treated lumber and plywood. Their builders hardware and door and window lines are comprehensive. Custom millwork is done on the premises. Oak, poplar and maple are good sellers in mouldings and casings. Much of the inventory, including lumber purchased direct from the mills, arrives at the main store bY railroad, coming onto their private spur.

A payroll of $1,250,ffi covers Z yard workers, 15 offitce employees, 19 salesmen and two managers. The stores operate on a 2890 profit margin with a net return after taxes of 2Vo, according to controller Jack McQuade.

Capitalizing on the well known n:une, reputation for qualitY and business sawy, the company expects to survive the home centers war in Louisville as successfully as it did the Great Depression and more recent economic skirmishes.

HARDWOOD TALLY

(Continued from page 10) customer you're entitled to have things make sense to you.

Ultimately the best way to avoid sharp practices is to own a tally stick and to tally every piece of hardwood you buy. A tally stick is a flexible ruler about 40" in length that will measure the board footage in a piece of lumber. They are available from a number of companies or through your hardwood dealer. A reputable dealer will welcome the chance to help you acquire one and will show you how to use it.

Hang your tally stick where every salesperson who calls can see it. A tally stick is a talisman that wards off the shady dealer.

One caution when you start to tally hardwood, the National Hardwood Lumber Association allows a standard deviation of 590. Don't expect your tally to exactly match the dealer's tally. But they should be close. If they aren't close, tell the dealer you either want him to accept your tally, or you want him to retally the load while you watch. If you feel you've been cheated, and you can't get reparation in any other way, contact the state agency responsible for weights and measures.

Southern Chains Move West

Southern based warehouse retail chains are looking to the northeast and west for expansion in the years ahead.

Builders Square, a division of Kmart, headquartered in San Antonio, Tx., projects nine more stores this year and 20 more in the next two years with emphasis on the California market.

Hechinger, Landover, Md., will add two more warehouse stores this year and nine in 1986. Upstate New York, Long Island, New York, Western Pennsylvania, New Jersey, Delaware and South Carolina are potential sites.

The Home Depot, Atlanta, Ga., will concentrate on Detroit with some fill-ins in their existing markets in Atlanta, Florida, New Orleans, La., Houston and Dallas, Tx., Phoenix, Az., and Southern California. Thirteen stores are planned to open by year end with 20 more in 1986.

Homecrafters, Birmingham, Al.,

If you're tallying lumber that has been straightJined or surfaced on four sides, you'll have to make dlowances. The waste involved in milling can be surprisingly high. By regularly tallying the lumber you received and by comparing your results with the dealer's piece tally of the same lumber before milling, you should be able to determine whether you got all you bargained for.

I want to emphasize again that most hardwood dealers are honest. Many of them publish price lists which state that their prices are based upon net footage only. In recent years one distributor has even given away thousands of miniature tally sticks. Most hardwood dealers will welcome your questions and will encourage your desire to know you're getting a fair deal. The hardwood dealers I admire want an honest market place just as much as their customers do.

Always keep in mind that mistakes happen. Be willing to give a dealer the benefit of the doubt. From my own experience managing hardwood operations I know how easy it is to mistakenly leave a unit of lumber off a shipment, or even a few tiers off a unit. Ifyou've been shorted, give your dealer the chance to admit an honest mistake and make it right.

YELLOW POPLAR

(Continued from page 12)

being closed-in. The yellow poplar lumber nailed easily and very few pieces split when nailed.

Two free publications on yellow poplar framing lumber are available for those interested in learning more about this product. One, "Yellow Poplar Framing Lumber" gives some general information about the lumber, its grades and uses. The other, "Grades, Design, Values, And Span Tables For Yellow Poplar Framing Lumber" is more technical and would be of interest to architects, designers, engineers and building code inspectors. A l2-minute, V2' V}JS videotape showing a house framed with yellow poplar dimension lumber is available on a loan basis.

Write to Extension Forest Resources, North Carolina State University, Box 8003, Raleigh, N. C. 27695-8@3 to request the publications.

Hardwood Convention

The International Hardwood Products Association (IHPA) will hold its 3fth annual international convention, March 3-7,1986, at the Waiohai Hotel on Kauai, Hawii.

will develop markets in Salt Lake City, Ut., and Denver, Co., adding two stores in the next few months and one in '86. Mr. How Warehouse, Margate, Fl., has scheduled seven more units for this year and 18 more for '86, moving into Virginia, Missouri, Colorado and Indiana.

Hardwood Floor Use Increases

Use of hardwood floors in new homes has increased from less than l9o to 590 in the past l0 years, according to Bill Smith, who represented his company, Charlotte Hardwood Center, Charlotte, N.C., at the Southern Ideal Home Show in Charlotte in September.

He sees the market in the next few years returning to the figures of 30 years ago when 7090 of the homes used hardwood floors. More and more hardwood floors are installed by d-i-yers, up to 6090 according to Smith.

The IHPA convention is held annually to report the association's activities and further the aims of the forest products industry.

The World of Wood Exhibition will be held in conjunction with the convention.

Pacific Rim Mill Study Tour

The Hardwood Plywood Manufactwers Association, Reston, Va., is continuing with plans for a mill study tour of Japan, Singapore and Indonesia despite cancellation of the 9th Asian Plywood Manufacturers Conference and Malaysia Wood Expo'85.

Sylvia McDonald, tour coordinator, reports the trip will include visits to three mills in the Tokyo area, coordinated through the Japan Plywood Manufacturers Association. In Singapore the group will tour an adhesive mill. Mills in Jakarta, Banjarmarsin, Balikpapan, Samarinda and Jogyakarta will be other stops.

NEW LITERATURE

Blueprint Encyclopedias

Three volumes on "Building Trades Blueprint Reading" (Fundamentals: $11.95; Residential and Light Commercial Construction: $14.95; and General and Heavy Construction: $15.95) are available from American Technical Publishers, 12235 S. Laramie Ave., Alsip, Il. 60658.

Roofing Assistance

A 68-p. single-ply roofsystem construction manual is free from Evanite Pernraelas, Inc., Box E, Corvallis, Or.97339.

So. Pine Marketing Movie

"Marketing Marathon," an l8-minute VHS video tape on the Southem Forest Products Association's five-year marketing plan is $10 (or loaned free for one week) from Richard Wallace, SFPA, P.O. Box 52468. New Orleans, La.10152.

All The Trimmings

A free plastic trim catalog is available from Bogert Plastics, Inc., P.O. Box 798, Doylestown, Pa. 18901.

Ceiling lt Up

A booklet discussing ceiling insulation is free from Manville Service Center, 160l 23rd St., Denver, Co. 80216.

Plywood Use Guide

A free l2-p. guide to sanded plywood grades and apptcations is available from the American Plywood Association, P.O. Box 11700, Tacoma, Wa. 9841 1.

ln And Out Doors

A 24p.catalog of exterior and interior wood panel doors is free from Morgan Products Ltd.. P.O. Box?-446, Oshkosh, wi. 54903.

Easy Handling

"Five Easy Steps to Materials Management Efficiency" is free from Hyster Co., P.O. Box 847, Danville, Il. 61832.

Lights On High

Skylights, roof windows and accessories are featured in a free 8-p., full color booklet from Wasco Products lnc., P.O. Box 351, Sanford, Me. 0tl073.

Decorative Coverings

FOR PROMPT SERVICE

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

Unplugged Gun

A 4-p. brochure on cordless caulking guns is free from AEG Power Tool Corp., One Winnenden Rd., Norwich, Ct. 06360.

Annual Rooling Guide

The 7th edition of the "Commercial, Industrial and lnstitutional Roofing Materials Guide" is $85 from the National Roofing Contractors Association, 860 Bryn Mawr Ave., Chicago, Il. 60631.

Perfect Pipe Coupling

Four free brochures on pipe coupling are offered by Bertrem Products, Inc., 15253 E. Skelly Dr., Tulsa, Ok. 74116.

Bay Window Outfook

An angle-bay window flyer is free from KSI Building Products, Inc., MacArthur Ave., Cobleskill, N.Y. 12043.

Prefinished Floor Molding

Information on prefinished floor moldings is free from Hartco Flooring, P.O. Box 1001, Oneida, Tn. 37841.

An 8-p. bulletin of coating, wallcovering and floorcovering products is free from Sherwin-Williams, 1375 Euclid Ave., Cleveland. Oh. 441 15.

Asbestos Facts

"What You Should Know About Asbestos in Buildings" is free from the Safe Buildings Alliance, Metropolitan Square, Suite laD, 655 lsth St., N.W., Washington, D.C.2ffi5.

How-To Do lt All

A 32-p. brochure of d-i-y homeimprovement tips is free from the Savogran Co., P.O. Boxl3O, Norwood, Ma. OM2.

Elegant Fixtures

A l2-p. decorative bath faucet catalog is free from the Chicago Faucet Co., 2l(X) S. Nuclear Dr., Des Plaines, l|. 6m18.

Energy Savers

An 84-p. catalog of solar and energy products is $3 from Solar Componens 88 Pine St., Manchester, N.H. 03103.

Folding Door Folder

A free full+olor woven wood folding door brochure is available from Elkhart Door, Inc., bx 2177, Elkhart, ln.46515.

More Building For Less 3

"A Guide to Getting the Most From Your Construction Dollar" is a free 8-p. brochure from Armco Building Systems, I l0 Boggs Lane, Suite 400, P.O. Box 465422, Cincinnati, Oh. 45245.

Classified Advertising

,ii:.$-1flrs,a:lFfr:iL$,'{i.Fii}F.r+}',.11s!

ARCHITECTURAL REPRESENTATIVE

Experienced architectural woodworker lor position of Architectural Reoresentative,California. Must have complete knowledge of blueprint reading, detailing and methods ot fabrication ol all types of Architectural Woodwork. Duties to include inspection of woodwork products to determine comOliance with Institute's standards, contacttng architectural prolession, planning and presenting programs tor architecis, spec writers and designers relative to Architectural Woodwork. Conlact Bernard B. Barber. Jr.. Executive Secretary, Woodwork Institute of Calitornia, P.O. Box 11428, Fresno, Ca. 93773. Tel. No. 209-233-9035.

HARDWOOD PEOPLE

A 70 page history of the Pacific Coast hardwood lumber industry. It preserves stories of the hardwood giants of the past: Capt. Robert Dollar, Bob Osgood, Roy Barto, Paul Penberthy, Leroy Stanton. Sr.. Donald F. White. l0 pages of historic photos.

Limited edition. $12 special offer includes postage and handling. Order from author: Gage McKinney, P.O. Box6772, San Jose, Ca. 95150. Publication endorsed by the Los Angeles Hardwood Lumberman's Club.

TWenty-five (25) words for $19. Each additional word 650. phone number counts as one word. Address counts as six words. Headlines& centered copy ea. line: $5. Box numbers and special borders: $5 ea. col. inch rate: $40. Names of advenisers using a box number cannot be released. Address all replies to box number shown in ad in care of Building products Digest, 45fi) Campus Dr., Suite 4E0, Newport Beach, Ca. 92660. Make checks payable to Cutler Publishing, lnc. Mail copy to above address or call (714) 852-190. Deadline for copy is the l5th of the month. PAYMENT MUST AccoMPANY copy unless you have established credit with us.

CREOSOTE and CCA posrs, lumber, barn poles and piling, and other treated forest products. Baxley Creosoting Co., Inc., p.O. Box 458, Baxley, Ga. 31513; (9t2) 367e6.

ESTABLISHED lumber co., fast growing area, 40 miles So. Houston. Good buildings, equipment. Owner wishes to retire. K. L. Giese. Angleton, Tx.77515 (4CD\ &19-7771

Your Opportunity

ELECTRIC CONTRACTING COMPANY

$10.5 million sales, income to owner over $l million, 165 employees, excellent growth and profit opportunity in Austin and San Antonio, Tx., price $3.5 million. Call Mike Ramahi, ABM (512) 69448/'3.

GLASS MFG. CO. & GLASS WHOLESALE DISTRIBUTOR

$7 million sales, $1.5 million income to owners, 85 employees, outstanding growth and profit performance. Price $5 million cash. Call Mike Ramahi, ABM (512) 69448r'.3.

For quicker and better sale or purchase of a solid business, call the results comp:rny: ALL BUSINESS MARKE"IING, INC. 4103 Parkdale San Antonio, Tx.78229 (5r2) 694-0843

FLORIDA GULF COAST LUMBER COMPANY FOR SALE

Profitable contractor/retail yard with $3.5 million minimum sales potential. Explosive growth area. P.O. Box 20974, Sarasota, Fl. 33583.

CHEAP! Approximately 50,000 sq. ft. warehouse, overhead craneways, and rail siding, inside office. Near the state port, interstate highways. Savannah , Ga. (912\ 2364815.

MARION PRESSURE TREATING CO.

Creosoted fence posts, timbers, barn poles and piling. Truckloads only. Marion Pressure Treating Plant, P.O. Box 217, Marion, La. 71260. (.3t8l 292-4511.

Hardwood Special lssue

Hardwood floors are back & selling

ARI)\\'OOl) t--L(X)RS harc returned to str Ie alter a hii.rtrrs of -1() r'cars, nrorc or less. ()nce tlre sy'rnbol o1' lururious and l'ashionable liring as uell as practicality, they' becarne passe uhen carpeting was first appr.ored as part o1'tlre t'ederal honrc mortgage packa_ue.

Non harduood is back, mole lolely and just as lir.able as in tlic past. Ilut thc beautilul nli sllles ol' parquet. plank and strip arc ncu' to the currcrtt llcneratiort ol baby boonrers. It's up to thc clcaler to tcll tlicrrr lhe *hvs and hous ol bLrling hardr,vood llooring.

\\'ell trained :alcsnren, pretcrabll ()nes \\ho harc taken training and bccn clualitied as hardu'oocl erperts, st ri k ing clisplar s a nd i n lbrnr at ive aclrertising are ncccssar) to back up thc intercst createcl b1- the c1'e catching collsumer acls ancl nragazinc articles.

'I-he clealer rvho can ntake clesires bcconrc realilt has nracle a salc.

Hardrioocl wholesalcrs and rnanutacturers are bchind the dealcrs uith rcsources for training enrplovccs, preparing displays and proriding cducational rrraterials t'or custorners. flelp is there lirr thc asking.

\lanr dealcrs liarc lound it hclpful

Story at a Glance

Ways to profit from popularity of hardwood f loors. . strip and plank are favorites. install. ation can be d-i-y with new products...trained sales-

to prepare sinrple instructions lbr in stalling as "lake horrres" lirr thosc consiclering hard* ood lloorins. Another brochure oll carc included *ith thc purchase can add lo customer conlldcnce.

In rr.rar.rl itrcas the plank and strip lloors are gairring on the parquets because decoralors f'ee l thel blcnd bettcr r',ith the contenrporary country or \\cstern dccorating themcs. Parquets will al*ays be in dernand lbr lhose *ho *ant thc traditional, so it is adrisablc to have all styles displa,"-cd ancl available.

\\'ith preiinished products, produets that can bc installed over cone rete slabs or eristine tilc tloors ri it h nrastic as uell as the traditional nail in place, finish on tlie .job-sitc hardwood 11oor products, the clcaler r-ar) ofl'cr a choice to suit cverr purchaser, honreo\\'nef or contraclOr.

i$N\N\tl-.\\Nll*\Siitili$.\-!$.\ijl$fiiit:liTi:,:tti$$:tiil:i,:lti!ii!:!iti:i

Edward Forrest Chumney Jr.,of Amelia, Va., co-owner of Smith & Chumney Lumber Co., in Chesterfield County, died Aug. 16, 1985.He was 59.

A native of Amelia, he had served in the U.S. Army in World War II and operated E. F. Chumney Jr. Tiucking for 30 years before entering the lumber business.

He is survived by his widow, Mildred, three daughters, two step-

Huttig Marks 100th Year

Huttig Sash and Door Co. received a special commemorative wood sculpture from Simpson Door Co. in recognition of its lmth anniversary.

One of the largest millwork distribution chains in the entire United States, the subsidiary of Crane Co. owns and operates 38 facilities in 15 states. Most of its operations are located in the southeast. The company is headquartered in St. Louis, Mo., where it was founded.

Stuart P. Wells, president of Huttig, accepted the 30 inch long wood plane hand-fashioned from Philippine mahogany from Hank Ricklefs, general sales manager for Simpson Door Co., and W. C. Westbrook, Simpson sales representative in the southeast. Huttig and Simpson have worked together for over 50 years.

Bigger Hardware Show in 1986

Plans for an expanded restructured Hardware Industry Week and National Hardware Show in 1986 were unveiled to those attending the 1985 show.

A record breaking crowd of 77,685 was present at the August show in Chicago. Over 925 new and improved products were shown in the New Products Exposition. More than 1700 participated in the seminars offered.

Current planning for the 1986 show calls for expansion into the 534,m0 sq. ft. of exhibit space under construction at McCormick Place. This

sons, two sisters, two brothers, four grandchildren, six step-glandchildren and three step great-grandchildren.

James Thomas Butler. chairman of the Butler Lumber Co., Chase City, Va., died July 27,1985, at the age of 68.

Mr. Butler founded the company in 1915 and served as president and chairman of the board until he retired in 1982. He was also founder of Homecraft Corp., a business that sold prepackaged homes.

Mr. Butler is survived bv his widow, Dorothy, four children, five grandchildren, a brother and a sister.

Selling Skills Videotape

A new videotaped training course on selling skills and customer relations for retail hardware/home center employees wi[ be available from the National Retail Hardware Association and Home Center Institute.

The program will include nine videotaped training modules, and a combined study guide and workbook. Featuring Bill Sharp, a leading sales trainer, it is designed for individual study or group training.

iiiliiiilF.i{si*1ffi Advertiser's Index

will allow the closing of McCormick Place West and make a new show layout possible.

"The new layout will enable buyers to cover more ground, do more business, make more contacts and take in more new ideas and new product op portunities," according to William P. Farrell, executive director of the American Hardware Manufacturers Association which sponsors and conducts the show.

Injury Accident Costs Up 6%

A workday lost because of injury within the building materials industry is estimated to cost $17,579, a 60/o increase over the figure reportd last year, according to DuPont. This figure is based on data from the National Safety Council and a performance review from more than 400 companies.

In 1983, 1.9 million disabling injuries cost industry approximarely $33.4 billion, according to DuPont. Of this amount, $15.6 billion was direct medical and insurance costs, with an equal amount going for management time and productivity losses. Costs associated with accident-related equipment damage accounted for another $2.2 billion.

DuPont projects that the actual cost per injury could be considerably higher than this estimate.

Given the estimated 3.2090 profit margin of the building materials industry, DuPont estimates that the sales necessary to offset one lost workday case would be $539,344.

Aiyem lmbcr Corp............................. t

Arimnr Prcift $'bod fttsenfury................21

Beil hmbcr Co., Grr.........................,. t7

Eergcr & Co..... ................Jt

Berrty Mrnufrtrfu4 Cr..........,.............43

nevhs Co.. lm.. J.H.............................24

Bowie Sim Pfl4G........................Cortr trl

Gtsy l,umber Co., Som..........................43

Ihldine.......... 3

Deen hmber Co..................................1)

Dfunood ffbod hoduc1s......................... 7

Duke (Ity Lrmbt' Co............................. tt

Edcr hmb.r Cr., lnc., Roy O...................O

CnAir-Pecific C.orp ....C-orrr I

G;hn (hl l,tlmber & MIlg......................4,

Gny Scel Print.....................................Js

Jord$ Rdwood LumDcrCo., l,cc Roy........9

Linden frmbcr Co................................ tt

l,ouiiene-Prcifr Corp....................Cortr IY

MG Buildirg Mr16irb.....................Cowr Il

Mrry's River hmber Cr.........................{9

Nrvrjo Fortsl ltoducts 1ndus8is...............36

P&M Cdrr ltoduds............................. 19

Prubd hmbcr Co............................,...41

Perfmnere Cqlir4s.........................bn

hodrrl Sclcs Co ,.............. 4

Pulttrslta Fortst lhoducls...................... Jf

Rezortrt Hrdpood 1m........................ 6

Timber h,oducls lspcctm......................2t

The three decade deck

All treatedwood isnt treated the same.

Some treated wood can treat youbad

It looks fke treatedwood But next thing you know, it rots oul And your orstomer blames you.

So don't take ctrances.

Stock onlv Louisiarn-Pacific treatedwood

Everypiece is guaranteed for thirty years. kr wntng.

Whichmeans if L-P teated wood suffers sbmctural darnage from decay or termites

witltin thirty years, we'll replace iL No maybes. No double talk Nofmling.

fuid that goes forhnnberin frrll contact with the grotnr4 tm. A'railable from seven plants. Don't just count on us for quality, count on us for dependable supply, tm. Tirday we're pru ducing Louisiana-Pacific treated today.

frer. Youlllke

A persorul guarantee.

When you buy anAnrerlanrnade louisiarn-Pacific prodrct ftetreatedwoo4 weopect you to CIAect the besf Not just quality. But a conrpetitive price. A vtishctory business relationship. And service thathaves you completety satisfied

The 12,000 rnen and wornen of Louisiarn-Pacific jdn me in giving yotrorpersonal gurantee. Wewill perforrn If we don't, letuskrow, please.

Sincerety, d//u*trbz/4

Chairman and President