Building Products Digest - October 1986

markets in 13 Southern states

Sunshine. And a cool breeze off the Pacific. Those are twoof the tools Georgia-Pacific uses to S-dry Common and Rustic gades of redwood atour Ft. Bragg mill in northem Califomia.

But sometimes Mother Nafirre needs a little help. So we also use pre-dryers, dry kilns and other modem facilities to assure consistent quality in our certified, kiln-dried Bee, Clear and Clear all-heart grades.

Plus,were members of the Califomia Redwood Association and the Redwood Inspection Service. So ourgade samp is your assurance of qualityfrom the people whoknow redwood best.

Our Ft. Bragg facility is a full-service Douglas Fir mill, too. And that means one call can get you nvo of the best products Georgia-Pacific-and Mother Naturehave to offer. Call today: 7071964-0281. For redwood quality you can build on.

including both our hardrvood Series and past Hardrvood

Special Issues!

WIDE APPEAL

Selected from years ofour most popular hardwood articlesandfeatures,the information contained in these reprints will appeal to old hands in the business as well as newcomers who need to learn fast.

PLAIN and SIMPLE

Written in everyday, plain, understandable language, these reprints take the mystery out of hardwood and put the understanding in.

EFFECTIVE TRAINING AID

Use them as a training aid, to

DOMESTIC HARDWOODS

Hardwoods of the Pacific Northwest (19 species)

An up-to-date look at Northwest hardwoods (two parts)

A background on alder's popularity (two parts)

The Cinderella tree of the Northwest (West Coast red alder)

Western Maple

Oregoh Myrtle, smooth & tough

Developing California hardwoods (black oak

Northeastern Hardwoods (four parts) (yellow birch, hard maple, black cherry, beech, red oak, soft maple, basswood, ash, white birch, yellow poplar)

A background on walnut

Black walnut

General physical properties of Southern hardwoods (16 species)

Working with hardwoods (16 species)

Hickory's looking good (two parts)

Koa: the Royal Hawaiian hardwood

Buy

Includcs 28 separate reprints!

brush upon facts long forgotten, or just for your own pleasure.

ASIAN-PACIFIC

Malayan Hardwoods (chart) (48 species)

Some Malayan Hardwoods (two parts) (10 species)

A quartet of related Asian Hardwoods (apitong, gurjun, keruing, yang)

The five species of meranti Ramin: a cornmercial light hardwood

Commercial satinwood

The romance of teak (two parts)

SOUTH AMERICAN

Tropical woods from Mexico (cocobolo, goncalo alves, primavera, canalete)

More on tropical woods from Mexico (guanacaste, lingnum vitae, capomo, ebony)

Banak: a mahogany substitute

Cedro: the volatile Latin

The hearyweight and the lightweight 0ignum vitae, balsa)

Two prominent Brazilian hardwoods (rosewood, jacaranda, goncalo alves)

Two varieties of brosimum

each group singly (Dr save rnoney and get all three for only $19.

hrHisher Drvid Cutler

Editor Juanita Lovret

Assistsnt Ediror David l(cnig

Contributirg Edilors

Dwight Curran o Gage McKinney

Art Dircctor Manha Enrry

Stalf Artist Carole Shinn

Circuletion Dorotlna Crcegan

Buildfutg Prodncts Drgest is ptiblished nnrdrly at 4500 Campus Dr.. Suite 4E0. Newpon Beach. Ca. 92660. phone (714) E52-1990. by Cutler Publishing. Irr.

ADI'ERTISING OTTICES

Advenising rares upon request.

From Virginia, North Carolina, South Cgrolina, C'€orgir, Flori& end Alabama: Contact Barrl IIcComb. Phone (714) 852-r990.

From Texas, Louisiana, Mississippi end

Tennessee: Contact Devid Cutlcr. Phone (71.1) E52-1990.

From llhshington State, Orcgon, ldaho, t'l.voming Montana, Utah, Coloredo end Csnada: Conao Carole Hotn. PhorE (206) 34G.0680.

SI.]BSCRIPTIONS

Change of Addrcss-Serd subscripion orders and addrcss clurges o Circulati<n Dep.. Building Producs Digest. 450 Camprs Dr.. suite 48O Newpori Bch. Ca. 96d) lrclu& addrcss label from rccent issE if pcsible. plus new address ard zip code.

Subscription Rstes: U.S.: S2O-one year: S36tuo yean: $5Gthree yean. Foreign: orr year payable in advance in U.S. fundsCanada or Mexico: air-$42: surface-537: South America: air-S5O: surface-S39: Asia: air-$70: surface-S39: Europe: air-S90: surface-$39. Single copies 52: back copies 33 plus shipping & hardling.

BUILDING PRODUCTS DIGF^ST is an irulepetdenlr,<llned ryblication ftr the reail , tholesale atd distibuion laels Sthe lunfur uul hone cenler madtets in 13 &uthem sutes.

Are You Absolutely Sure You Are Buying Your Building Materials Right?

If you have ever asked yourself - Am I Competitive? or Am I absolutely sure I buy my BuildingMaterials and Hardware right? Then you need C.B.S.-Central Builders Supplies Company.

C.B.S. can take the guesswork out of buying. Since 1937, C.B.S. has been helping independent building material dealers remain competitive with mammoth corporation chains. Because C.B.S. is a dealer owned non-profit corporation,all discounts, rebates, datings and advertising funds are all passed directly to the participating members.

C.B.S. Offers You These Advantages

*C.B.S. has been nationally recognized as "The

* C.B.S. is dealer owned Place To Go To Buy Low"*

* C.B.S. has a state-of-the-art internal commun-

* As you buy more the cost to belong goes down- ication system with participating members -not up

* C.B.S. has an in-house Lumber Department

* C.B.S. has a General Building Materials Dept.

* C.B.S. has a program with the Blue Grass Tool

* C.B.S. Rebates are paid to the members in cash

* C.B.S. has an in-house Building Specialties Dept.

* C.B.S. operates as a non-profit company

* C.B.S. members share in the cost to operate comPanY

Heodquurters .lor the Central Builders Supplies Company Allied 215 Broadus Street Building Sturgis, Michigan 49091 Centers Phone: (616) 651-1455

*C.B.S. was featured in the October 1984 edition of the HOME CENTER Magazine

SiNNURFTT VVOOED

-

Green Douglas FirKiln Dried Hemlock

Dimension lumbel studs, post & beams, plank, timbers to 40'. Unitized and paper wrapped.

Sawmills located at Molalla, Tillamook, Toledo and Clackamas, Oregon, with shipping via SP, truck, ocean barge and for export.

Some of our Specialties:

o Mixed specified loadings

o Long dimension

. #1 & better cuttings

. cross &transmission arms

EDITORIAL

M'am, have you seen our new haldwood department?

HEN WE ASK retailers why they don't sell more hardwoods in their store, the response is often a negative liany of lcnv customer interest, costly and slow moving inventory and a staff that knows little of hardwood and cares less.

While these are certainly legitimate concerns, the idea nonetheless carries considerable merit for the retailer who is enlightened enough to realize that selling hardwood to the public is a narural extension of his business. Fotentially it is a very profiable contribution to the bottom line.

Dealers who have established a concerted program to sell hardwoods in their store(s) have used a wide variety of methods to reach success. There is no one certain way, but many have used one or more of the following concepts: play to the d-i-yers natural urge to create by using displays, in-store advertising and exter-

nal advertising; by staging a series of seminars to interest and involve the public; holding urood*.orking fairs for the general public as well as specific publics - shop teachers, students. etc.on an annual or continuing basis; by making the inventory commitnrent to establish the store as the recognized source of supply for hardwoods. Present the firm as the communitv hardwood specialiss and don't let them forget it.

All woods have a magic that does not attach to manmade materials. Hardwoods have even more of this marvelous mystery. While this area of their appeal may be an intangible, make no mistake about its effect upon people. While it is difficult to add romance to tuo-byfours, hardwoods have an aura and glamour that the alert merchant can and should utilize in his store.

It u,on't be easy and it uon't be cheap. but horv many worthwhile things are?

Servtng the lumber & home center markets in l3

Wickes Acquires Homecrafters

Homecrafters Warehouse. Inc. . Birmingham, Al., has been acquired by Wickes-Homecrafters, Inc., a newly formed subsidiary of Wickes Cos., Santa Monica, Ca.

The Wickes Lumber division under the direction of general manager Les Hagen will oversee the operations of WickesHomecrafters. The operation consists of 28 lumber and building materials retailen operating in six southeastern states.

L-P To Buy Kirby In South

Louisiana-Pacific Corp. and Santa Fe Southern Facific Corp. have signed a nonbinding letter of intent for L-P to buy SFSP's wholly-owned subsidiary Kirby

Forest Industries. Inc.. for $315 million.

The agreement is subject to the approval ofboth companies' boards of directors and appropriate governmental agencies. The two parties must also reach accord on a definitive purchase agreement.

Kirby Forest Industries owns about 650,000 acres of timberland in East Texas and Louisiana, plus three complexes that manufacture plywood, lumber and particleboard. Not included in the contemplated sale are 520,000 acres of timberland owned by SFSP in Northern California.

SP Lrmber Alliance Proposed

Marketing would be an important subject to be considered by the Southem Pine

Lumber Alliance, a new organization proposed by the Southern Forest Products Association and the Southern Lumber Manufacturers Association.

If approved by the boards of directors of both associations. the new organization will be a voluntary, informal discussion group. SFPA and SLMA together represent about 75% of all southern pine manufacturers.

Wood Preserverc'Annual

EPA assistant administrator Milton Russell will be a speaker at the American Wood Preservers Institute's annual meeting, Oct. 27-29 at the Hyatt Regency, Washington, D.C. An evaluation of the Consumer Awareness Program will be part of the meeting.

Highest Ouolitg Possiblc ot Compstitive Pricing

erkonsos TURTS l-(800) 482-2352 Notionol TURTS t-(800) 232'2326

Bltl, HRRDING o tlt{DR PSIDDY o ROSS RRSSTUIUSSCN

UJe con fill oll Vour treoted lumbor needs. . . londscope timbers, plguood, oll dimensionol lumber, 4r4 through l2xl2. On 616 ond lorger u,@ hove lengths ronging up to 45 feet. Plus, u,e nou, corrv in stock .60 FDN. [Ue olso hove our oun fleet of trucks to help you solve ong delivery problems Vou mov hove. Rll our mot@riol is TPI grod@ mork@d. [Ue feotur@ the Rl.lJPB quolitv mork on oll our tr@oted moteriol.

lUhen Vou uont thc highest quolity ovoiloble in CCR TVpe C Pressure Treoted lumber, coll

I N c.

America's best window is now better at helping keep your customers wann in January and cool in July.

The reason is Andersen' High-Performance insulating glass

A special transparent coating on the airspace surface of the inner glass pane works 24 hours

16915 O ln5AepCdF

a day, 365 days a year-in all climates and in all seasons, on all sides of a home-to restrict the flow of radiant heat.

That means heat can't readily escape homes in winrcr. Yet this coating doesn't inhibit direct sunlight from the low winter sun, which is converted

into fr€e radiant heat as it strikes obixts such as firniture in a rm.

In summes or High-Ferfcmane insulating glass rcsists the radiant beat gpnerated qrtdoqs as the high€r sun strikes driveways, sfutewalks and so on.

And for climates 6 even building elevatinns where heat gain during mling months is of greater con€rn then heat loss during heating montls, tbere b Andersen High-Ferformance Sun insulating glass.

Ttte only differe,noes ane, one, that tbe special oting isbondcd to the airspace surfae ofthe outer panc-to bctter restrict radiant heat. Ttvq the outer pane is tint€d a wann b'ronze toneso direct sunfight is r€drced-

For more infcmati<n on these re,markabh new windows, ontact your Anderse,n distributor listed on the facing paee.

DISIRIBUTOR NEnn\Ou.

ALABAMA

Birmineham Sash & Door Co.

Birmingham

Phone: (205) 254-3276

Huttig Sash & Door Co.

Dothan

Phone: (205) 793-4477

ARKANSAS

Fischer Lime & Cement Co.

North Little Rock

Phone: (501) 376-2911

LOUISIANA

Davidson Louisiana, Inc.

Alexandria

Phone: (318) 442-1355

Davidson Louisiana, [nc.

Houma

Phone: (504) 879-2313

Davidson Louisiana, Inc.

Kenner

Phone: (504) 466-4558

Davidson Louisiana. Inc.

[,afayette

Phone: (318) 234 6373

Davidson Louisiana. Inc.

Lake Charles

Phone: (318) 439-8393

OKLAHOMA

Huttig Sash & Door Co.

Oklahoma City

Phone: (405) 5247636

Huttig Sash & Door Co.

Tirlsa

Phone: (918) 622 3l3l

TENNESSEE

Wholesale Buildine Products

Nashville

Phone: (615) 259-4222

TEXAS

Davidson Texas.Inc.

Austin

Phone: (512) 444-6701

Huttig Sash & Door Co.

Dallas

Phone: (214) 247-6161

Tiinity Forest lndustries, Inc.

Hunt (Dallas)

Phone: (817) 268-2441

Weyerhaeuser Company

San Antonio

Phone: {512) 661-8415

Yellow popl ar battles for market rccognition

ATCH OUT, dealers, yellow poplar, the long neglected stepchild ofthe hardwood industry is ready to tackle the marketplace.

Propelled by the promotion committee of the Appalachian Hardwood Manufacturers, Inc., poplar has been introduced and increasingly accepted by the furniture producers as a major component in solid wood furniture. The committee is now working on acceptance by distribution yards.

"Their customers include important secondary producers in construction and home remodeling industries as well as millwork, door and sash producers and retail yards," according to Emmet Vaughn Jr., co-chairman of the promotion committee. "These wholesale yards share our intense interest in the successful promotion of the more complete utilization of the poplar product."

Vaughn, president of Emmet Vaughn Lumber Co., Knoxville, Tn., and promotion committee co-chairman, Jim C. Hamer of Kenova, W.V., have been the driving force behind the well organized and hard hitting movement to find a strong, viable market for poplar.

Marketing presentations to furniture manufacturers, distributors, cabinet producers, pallet manufacturers and ofi shore markets in both Europe and the Pacific Rim nations are a follow up to earlier efforts to establish yellol poplar as a construction dimension material.

Research into poplar utilization was begun by the Appalachian Hardwood Manufacturers several years ago. Their work at that time resulted in the species being approved for construction use by the American Lumber Standards Committee.

Although the construction market was penetrated and poplar's use in studs, beams and other dimension was approved by various code people, according to Vaughn, there is a home grown problem in that Appalachian mills are not set up to produce studs and many of the people are not equipped to make a commitment to

that market. Although construction is a viable potential market for poplar, the production of material for such use is completely apart from the normal operations of the mills. Few manufacturers have been willing to submit their resources, human and economic, to a market that is even more volatile than the traditional hardwood markets, Vaughn ooints out.

Story at a Glance

Yellow poplar promotion targets distribution yads...apprcved for construction use, but production lags...outstanding working characteristics, abundant resources...ripe for increased acceptance.

The furniture promotion phase of the overall yellow poplar promotion has been highly successful. In comparing it to the oak promotion two decades ago, Vaughn emphasizes that it is "more successful at this stage than we had been with oak."

There are many reasons for yellow poplar (Lirodendron tulipfera), also known as the tulip tree or tulip poplar, to be raised from a "junk tree" classification. A prolific grower, it accounts for as much as 28% of the total hardu,ood stand. Foresters project that this figure will reach30% by the year 2000. Although it grows throughout the eastern hardwood forests, yellow poplar grown in the Appalachian mountain area is often considered to be superior due to ideal growing conditions of rainfall, drainage, seasonal change and rich soil.

Yellcnv poplar is knorvn for its outstand-

HERRII'lGBtOCK, a parquet style originated during the reign of French King Louis XIV can be blended with contemporary or period designs. Dealers can use literature from the National Oak Flooring Manufacturen ksociation to shorv their customers the variety of interior moods posible with the use of hardwood flooring.

Hadwood floorsales climb the walls

By James H. I-ee Managing Director National Oak Flooring Manufacturen Association. Memphis. Tn.

ROBABLY no "commodity" item in the building. products inventory is enjoying more renewed interest and demand today than oak flooring.

Long favored as the premier flooring for luxury residences, it's norv seen regularly in retail stores. offices and other commercial environments. Architects. designers, homebuilden and. most of all. homebuyen are rcdisco'vering the narural beauty of hardwood as the perfect complement to any interior style.

While the warmth and charm of wood are the major reasons for its return to popularity, a contributing factor is the development of new polyurethane and Swedish finishing materials which wear much better than varnish and shellac and greatly reduce the maintenance requirements.

The National Oak Flooring Manufacturers Association. of which most major producers are members, now approves the use of hardwood flooring in kitchens when one of these finishes is applied after the flooring is insalled. This is a practice it did not endorse only a few years ago because ofthe potential for water splash which would spot the older frnishes. Now a home can have a real "country kirchen" with wood floors to complement the beauty of cabinets and other natural materials. It's a trend that building products suppliers can promote to increase their sales.

Still another avenue of increased sales lies in the use of wood flooring, particularly the popular strip style, on walls and ceilings. Applied vertically, horizontally or at an angle. it provides an interesting. decorative effect and an extremely durable. low-maintenance surface. For a horizontal application, the flooring can be nailed directly to the studs. Furring strips nailed to studs are used for vertical or diagonal application or, for masonry

walls. 2x4s are attached to the wall to pro vide a nailing surface.

Where required in commercial buildings. a Class '.A' flame-spread rating can be obtained by application of an intumescent coating. a transparent finish which thickens rapidly into a protective coating in the presence of fire.

Story at a Glance

New finishes make hardwood practical for any room...sales potential still increasing...use on walls and ceilings is a growing trcnd... literatup available to help dealer prcmotions.

But most hardwood flooring, true to its name. ends up as floors - strip, plank. block or parquetry in a rariety of designs. There is. in fact. a renrrn to what is called the "linear look" in wood flooringlong. narrorv strips. usually 2Vr" wideblind-nailed to a suitable subfloor to form a solid surfrce of long+rearing trardu,ood. Such a floor can be installed on concrete slab subfloon as well as those with u'ood joist construction.

Both unfi nished and factory-frnished hardwood flooring is manufactured by members of NOFMA. although not all members make the prefinished kind. Established in 1909. NOFMA has as a primary function the establishment of standards for the production of harduood flooring and inspection of members'output to make sure it conforms with these

(Please turn to page 38)

SIRIP oak flooring laid at an angle to the walls and given a natural light finish has a contemporary feeling. Dealers can recommend oak llooring lor a variety of architectural styles an0 uses.

URNITURE made totallY or in Part F with hardwood is becoming a fast growing new product line in hon.re centers.

The types of furniture long associated with discounters are beginning to creep into the home center inventory. Knockdown, now with a more elegant label of ready-to-assemble (RIA), unfi nished and assembled furniture including antique reproductions are being manufactured especially for the home center market. The number of producers exhibiting at the National Home Center Show is growing steadily with a full six pages of furniture displays listed in the latest show directory.

Independent home centers have been slow to accept furniture in any depth. However, the majority of the chains, especially the warehouse stores, have understood the potential market and beefed up their inventory.

Hechinger's has long had a furniture department of consequence. Lowe's with its emphasis on home decorating also has stocked a considerable amount of furniture. Mr. Goodbuys is considered a pioneer in the field bY some, having experimented with upholstered pieces as well as case goods. Home Depot. Cashways, Home Quarters Warehouse, Handyman, HomeClub and National Lumber are among others who have representative lines of furniture.

"Better living furniture" is the term one store applies to its lines representing four or five manufacturers. "Realwood" is the way another furniture buYer describes his merchandise.

"It's an area of our business that we expect to expand rapidly. The number of lines we carry has doubled in the last couple of years and we feel it will double again in the next two," explained the merchandising vice president at one store.

Hardwood is represented in both domestic and imported furniture. Many ofthe antique reproductions are made from solid hardwood, often oak. Much of the unfinished variety is alder which stains well to resemble a variety of more expensive woods. RIA furniture, usually entertainment centers, computer furniture, audio, tvlvcr cabinets or tv and microwave carts, often is faced with hardwood while the unseen portions are particleboard.

Ready-to-assemble has many advantages for the retailer, including storage. After a sample has been assembled for the floor, the remaining stock can be stacked or shelved in the protective cartons. lrss damage in delivery and storage and lower freight costs are additional advantages.

Today's upscale, mobile customer likes the idea of being able to carry home his choice without waiting weeks for delivery. The challenge of assembling RTA furniture or applying a stain to the unfinished seems to satisfy some creative instinct often thwarted by the professional's life style.

Manufacturers cater to the d-i-y market with well wriften assembly instructions in many cases. Many manufacture furniture exclusively while others such as Belwood are cabinet manufacturers turned furniture makers.

Story at a Glance

Many more home centers now carry hardwood furniture... chains outpace independents in accepting new lines...most of the domestic and imported furniture make extensive use of hardwood...displays requi re minimalfootage.

Houston Simard, president of Belwood, which has offices in MemPhis, Tn., and plants in Ackerman and Tylertown, Ms. , calls the future of ready to assemble furniture "very bright." His company has 88 models, all produced on its cabinet manufacturing lines.

Other domestic manufacturers of affordable, budget furniture include O'Sullivan. Lamar. Mo., Whittier Wood Products, Eugene, Or., which uses only alder in unfinished pieces, and Sauder, Archbold. Oh. American Forest Products, Stockton, Ca., is the largest manufacturer of unfinished furniture in the U.S.

Furniture. like most items in the home center, benefits from being displayed well. Samples should be assembled from the RTA lines. Unfinished furniture should be cross merchandised with materials needed for staining including color samples of the various finishes possible. Vignette displays with decorative items help a customer to visualize how the piece will fit into his home.

If furniture is not a line offered by your store, you should explore the growing concept that the home center customer is ready for it.

"V)urfuturc rcsewood shipment may be used to cooksomeone's dinner"

ARDWOOD from tropical countries is a commodity which most dealers and customers take for granted. But, according toOzzie Bendet a senior consultant to the forest industry with Ekono, Inc., Bellerue, Wa., this may not always be the case.

"We all know the old growth tropical hardwood supply is coming to an end," Bender says, "but when?" Before attempting to answer the question, he puts the world supply in perspective by pointing out that more than 5O% of the total wood harvest each year is used for fuelwood.

Continuing with background material before tackling the question ofcontinuing supply, he points out that an estimated 7 million acres or 42,000 square miles.of

tropical forest is destroyed annually. This is an area about the size of Indiana as compared to the total u'orld tropical forest area of 3.2 billion acres or 5 million square miles, about half again as big as the U.S.A. which covers 3.6 million square miles.

Most of this forest destruction is caused by the rural population clearing the forest for pasture or to plant food crops or the cutting of wood for fuel. "Your future shipment of rosewood paneling may be used to cook somebody's dinner," Bender quips.

In addition to the pressures the forest products industry faces with deforestation, it also faces pressures from environmental groups who want the forests left alone. As an erample, Bender cites an ad which appeared inThe New Yo*Ttmes in January of this year. Aimed at the fast food industry, it claimed that tropical rainforests were being destroyed to provide grazing land ficr beefcattle in Central America. As furtherevidence of the impact environmentalists may have on the hardwood industry he tells of reports of groups picketing furniture stores in Zurich. Switzerland. because the stores were selling furniture made from tropical hardwoods.

Transmigration plans are affecting tropical hardwood supplies. Indonesia proposes to mwe 1.3 million people from Java to less inhabited Kalimantan and other areas by 1989. Resenlement of these farmers will take 890,000 acres of land annually with 80% of it coming from virgin and logged-over forests, Bender poins out.

It has been estimated that the loss of timber from this first transmigration wave will be equivalent to loading out log ships containing 28 million board feet of lumber every day ofthe year.

Future plans call for the transmigration of another 15 million people between 1989 and 1999 with each family receiving an average of 3J acres to farm. This will eliminate 7.2 million acres of forest.

To further emphasize the problem of continued supply. Bender poins out that Indonesia has a linle o,ver 30 years left of cutting old growth or vi4gin forest. India. on the other hand, has D8 million acres of commercial forest of which 63% is managed. At the current rate of deforesation. they have a reserve of 3.7 million acres of industrial plantations. Malaysia has 15 years of forest left and the Philip pines 17.

S:tory at a Glance

Tropical hardwood shortage called inevitable...farming and fuelwood use destroys 27 mi!lion acres annually... resettlement of people cuts into snpply ...use of lesser known species and managed forests recommended.

I-atin Arnerican countries appear better offwith Brazil estimated to have 98 years left; Peru 70 years, Columbia 23, Surinam. over 2,0(X) years. Africa also has a fairly long term supply.

Although the problems are sryere, it is possible to slorv the inwitable, according to Bender. The firs pmitive sep uould be to use morc secondary species or more of the lesser knovn species.

The second remedy would be to go to managed forests or growing a second crop after the first selective cut. Enrichment plantings or the planting of seedlings ofdesirable species in the forest after logging would help to replace the original stands.

This method has economic disadvantages since meranti or lauan akes a minimum of 40 to 60 years to grow to acceptable diameter. With timber concessions in South East Asia only given for 2O-25 years, there is no guarantee that the

TB0PICAL hardwoods such as these may someday not be available to provide hardwood lumber

eonccssion ()pe flrt()r r.ltluld havc ctlttrol o1'thc conccssion at hat'r'cst tirttc attd lhtts be ablr' t() rcc()\Lrr Itis tltvcsltttcnt. Re lirrcstution thlough thc planting ol'inriustrill plantuti()ns ulso is strh.icct ttr inrcstor rcluctuncc.

Scrcral orgattizatiotts arc sccking s()ltl ti()ns t() thc pnrblcnt. Bcntlcr savs. Thc I ntclnational Trol"ricll'l'inrbcr Organiza tion (ll'TO) invtllvcs l2 tinrbcr proclLrcinu nutiorts antl l-l consunrins natit)ns incltrtl ing thc []nitctl Statcs. In adclition to glthcri ng stilt ist ical tnrclc and procluction litttlc:.rrttl Ittut k.'l rIrtclIigcn.',:. il. prrr posc is thrcekrkl: (l) Hvaluutc rttat'kcls lor tropical harclw<locls (scconclan rtr lcsscr knou'n s;lccics). (2) Transtbr firrcst industrl pr.oduction tcchnologt f'nrnr tirubcr consunrins countrics kr tirnbcr producin_u c()untric\. (3) Evuluation ol tlclirrcstlttiort prohlcnrs ancl lirrcsl nlanagcnrent svstelns.

A scconrl ()rglnirati()n intcrcstcd in tinrbcr supplv is an intcrnationul task lirrcc rnaclc up 1r.onr tJNDP. thc \\irrld ['lank unrl thc \\(rrkl Rcsourccs Institutc. irll cntitics u hich harc bccn lttrcking thc tlr-lirrcstution plohlcnr lirr r e ars. The_r havc prcparcrl a plun ol acttort uhiclr nccds i{i5.3 billion tirr f inancing. Hallof the nroner' rlould e onre lionr intcrnutional hlrnk: ltn,l \l\'\ \'l( tl)ll )L'nt J:\i\tJll\'\' il!('n cics anrl hall'fr-onr thc privatc scctor ltnrl g( )\'c f n nlc llt \.

In a rcccnt blieling to thc Intcrnatiortitl Harrlr.roorl Protlucts Association on thc tlopical harclri'ood suppll. l3cndcr rccortt nrcnrlerl that thc) unclcrtakc fittancing ol'it suf \ c\ to ilsscss the nuttrbcr tll'veltrs tt1' rcrrlrining cr-rt ol virgin tirrcst irt thc cottrttrics suppll ing the 1,.S. lrtarket with tn)p icul harclriootls. Hc also suggcstcd supp()rting gcnctic ir.upRrvcmcnts ol spccics such as Honduran tnahoganv. luuan runtl nreranti as wcll as thc possibilitics of grow rng nrahoguny lnd otlre r dcsirlrblc tri'pi.lrl :pcrir'r itt Plrttlltliott:.

As scllcrs ol'tropical hlrclwtxxls. rctlil or * holcsulc. rle alers ulso shoulcl bc ir\\arc that thc sLrpplv is ttot cntllcss antl r:ivc support to altv llx)velltent r"'hich *'ill insrrrc a continuc(l supplv lbr corrtrnercial t-lsc.

(Ektnto, lrtt. i.s tLtt irttt'natiotutl (otttp(ttt\' ttf t rn.sttltirt.q ert.qirteL'r.r .spct iuIi-.ittg irt Iltc .litrc.tI tttttI (tI(rg ' ittrIu.:u ic.s. Ctttrtptttt.t

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Four acrcs of oak under rcof

ARDWOOD has always been a symbol of quality and beauty, especially in architectural applications. Biltmore House near Asheville. N.C.. is an outstanding example of hardwood use.

One hundred years ago, George Vanderbilt, riding through the hills of North Carolina, came upon a view so exhilarating he was inspired to build a magnificent home as both a tribute and a complement to the site. Today, over 500,000 visitors a year are witness to his achievement at Biltmore House and Gardens.

George Vanderbilt engaged two masters to assist him in his dream, architect Richard Morris Hunt and landscape designer Frederick Law Olmsted. Hundreds of skilled laborers and artisans worked steadily for five years to build the 250-room house. During this time, Hunt and Vanderbilt traveled throushout

Europe choosing art treasures for the home. Rooms were designed to display the collection: additional artwork was commissioned to complement the home.

Story at a Glance

100 year old North Carolina mansion has four acres of oak floors...oak, ebony and walnut paneling emphasizes handcarved hardwood mantels... enough fine hardwood for 140 average houses used in the 250 rooms.

The collection. which includes Flemish tapestries; engravings by'Durer: paintings by Sargent, Whistler. and Renoir: and a chess table once owned by Napoleon Bonaparte, has played a valuable role in the preservation of art. The ceiling painting in the library is the most important work by Fellegrini still in existence. Most of the artist's works were

destroyed during the last war in Europe. Quality always took precedence over expense. Oak, ebony, and walnut paneling. Silk. damask, and leather walls. Mantels of marble,jasper ware, and carved hardu,ood. Arched, stenciled, and coffered ceilings. And throughout it all. nearly four acres of oak floors. On the main floors. these are laid in intricate herringbone patterns. Even the simplest servants' quarters in the basement and on the fourth floor enjoy the oak strip flooring usually res€rved for the formal areas offine homes.

All together, Biltmore House holds enough fine hardwood floors for more than 140 average-sized houses.

The grounds. a masterful blend of formality and naturalism. are among Olmsted's best preserved u,orks. 'lMay's visitor can stand in the carefully designd. precisely planted lalian garden and look out over forests and mountains. In the walled garden, staff gardeners use seasonal flonen to form decoratirr tapestries. Traditional gardens florv easily into romantic woodlands.

But George tvhnderbilt was not content for the home to be simply an object of beauty. He intended it to be part of a thriving. productive estate. Eroded farmland was turned into rich fields. His vast holdings in Pisgah Forest were harvested and managed under the first American experiments in practical forestry. and ttre commercial dairy at Biltmore pioneered the imprwenrent of dairying in the South. liJday. Biltrnore House sards in tribute to the beauty ofnature and the progressive vision of one man. The vision is 100 yean old. The view is more breathraking than ever.

HABDw00D legacy contained within Biltmore House in Asheville, N.C., is admired and appreciated by more than 500,000 visitors each year.

ARDWOOD sales can be improved with quality merchandising and promotions as proven by the developing number of specialty hardwood retailers.

Home centers and lumber dealers who want to expand their hardwood sales can profit by adopting some of the methods used by these stores which deal exclusively in domestic and exotic hardwoods. Role models include Paxton Lumber Co.'s Beautiful Woods, found in several states; McFeely's Hardwoods and Lumber, Lynchburg, Va.; Charlotte Hardwood Center. Inc.. Charlotte. N.C.; Greenville Hardwood Center, Greenville, S.C.; Atlanta Hardwood Center, Atlanta, Ga. ; Woodcrafters, Fortland, Or., and the franchised Austin Hardwoods throughout the United States.

Managers and owners of these stores agree on one thing. Customers need and want lots ofhelp and expert advice when they shop for the often unfamiliar and costly hardwoods. "We're not a rack type business," says Steve Penberthy, ownerof Woodcrafters. "Because we're a small specialty type business, we can take the time to ask people what they need the materials for."

Rule No. 1: Provide knowledgeable people to help customers buying hardwood. Have an adequate number of employees so that service can be one on one. Encourage salespeople to spend time with customers.

Rule No. 2: Make it easy for the customer to find and identify the various species.

Beautiful Woods uses large, readable white name tags jutting out from the vertical stacks to identify each species. Charlotte Hardwood Center, Inc. labels each bin. Regardless ofhow it is done, each species must be identified, preferably with an explanation of its uses. Veneers should be stored flat in labeled drawers.

Rule No. 3: Inspire increased purchases of hardwoods by promoting their beauty and what can be done with them.

McFeely Hardwoods and Luryrber, Lynchburg, Va.. maintains a picture board where customers display photographs of furniture and other projects they have completed using hardwood purchased from the store. Iabeled hardwood samples can be hung on the walls like art to show offtheir beauty. Flooring can be presented on the wall as well as on the floor. Sample books ofwood squares can be assembled.

10 rules to help you sell morc hadwood

Rule No. 4: Promote interest and skill in cabinet and furniture making and woodworking projects with seminars, classes, demonstrations and fairs in addition to working with organizations such as the Woodcarvers and Woodworkers Guild.

Beautiful Woods has presented demonstrations by well known wood carvers. McFeely's offers seminars on specific skills such as dovetailing. Charlotte Hardwood Centers hosts meetings of the local woodworking association.

Rule No. 5: Provide all the materials necessary to complete a project including quality tools, finishes and hardware, housing them in the area where the hardwoods are located.

Most hardwood specialry stores display samples of the woods with various finishes along with shelves of finishing materials. High quality industrial or professional woodworking tools are sold by most stores. Small toy parts such as wheels are stocked by at least one store for customers who enjoy toy making.

Rule No. 6: Have woodworking instruction manuals, gift woodworking books, pamphlets and patterns available for sale as well as browsing for ideas. Again these should be part ofthe hardwood department.

Jim Ray, owner/manager at McFeely's, says that a large portion ofthe projects done with materials purchased at his store

Story at a Glance

Ways to develop hardwood sales...cultivate customers... display well identified, clearly priced woods...cross merchandise finishing materials and tools...use hardwood specialist image to attract business.

are given away as gifts. Thus people like to look for ideas as well as instructions.

Rule No. TzHave all material clearly priced.

Beautiful Woods prices by the piece instead of board foot. Greenville Hardwood Center, which maintains a warehouse atmosphere for its cabinetmakers and serious woodworking customers, hands out printed price lists. However it is done, the message is that since hardwood is expensive, there should be no surprises for the customer at the cash register.

Rule No. 8: Merchandise to a variety ofskill levels including beginners and advanced woodworkers as well as professionals.

Odds and ends sold by the piece from a table or bins may be just fine for one customer, although hardwood to build a trestle table, panel a wall or do a floor may be needed by others. Keep in mind that as the beginner gains confidence, he will want more variety. Also professional customers will need large quantities of material for cabinets, floors and paneling.

Rule No. 9: Stock a wide variety of species and types ofhardwood including veneer, paneling, flooring and hardwood plywood that aren't available elsewhere.

A store's reputation for having or being able to get good quality hardwoods which other don't have will bring in customers. David Mashburn, part owner and manager of the Charloffe, Greenville and Atlanta Hardwood Centers, stresses the aesthetics of the wood to justiff the price for his customers. Most hardwood specialty stores offer milling capabilities for special orders or dressing rough hardwood lumber.

Rule No. l0: Promote your image as a hardwood specialist with catalogs, advertisements in woodworking publications and promotions as well as with a well organized hardwood department staffed by knowing, caring people.

D$trWSBR[trtrS

At press time there v!'as no Intenntiottal Tratle Assot'icttiort decision cln the petition for aI7 % duty on lumber shipped f-rom Canada to the U.S. ...if the verdict due Oct. 9 sets a softwood duty. it will be etfective until the final ITA determination Dec. 23...

Builders Square has acquired 16 Mr. Hovt Wureltouie units from Sen. ice Merchandise Co. including Greenacres City, Davie, Coconut Creek, Tampa and Melbourne. Fl., Augusta, Ga., Virginia Beach and Hampton, Va., as well as yet to be opened stores in Lakeland and Largo. Fl. ...

Honte Depot plans additional stores in Cobb, Ga.; Newport Richel'. North Palm Beach. Fl.I E. New Orleans. La.: Katy Freeway and East FreewaY in Houston. Tx.. and Carrollton and N.W. Highway in Dallas/Ft. Worth...

Hec'hinger will open a Greenville. S.C.. store this month with stores under construction in Fredericksburg, Va., and Fayetteville, N.C., and plans for a Roanoke, Va.. unit...McCol' s Building Suppll,Center No. 70 has opened in San Marcos. Tx. ...

Frtst Coast Building Supplv Co,p., Great Bridge, Va.. has acquirel ltntber Ciry,, in Great Bridge and Western Branch. Va.. for an undisclosed sum. .Pa ,*less Cashv,a\s Ittc. has clpened a store in Fort Smith, Ar., and a Furrow unit in Florence. Ky. ...

Lov,e's Compctnies /nc. opened a new store in Eustis, Fl. and celebrated the remodeling of stores in Myrtle Beach. S.C., and Gulfport, Ms.

ica. Ca., the new subsidiary of 28 stores in six southeastern states will operate as W cke s - Honte cra.fi e rs, Inc. under the Wickes bunber div....(See complete story on p. 7)

.S('()l/-\"s $'hich is opening new stores in Boynton Beach and Largo. Fl.. this month has both a new sen'ice center and a store in Orlando: six stores including units in Daytona Beach and Riviera Beach have been closed. .a new Scot4"s Hardv.arehas opened in Lake Placid...

Simco Wood Presen'ing, Inc. has a new treating plant in Conrmerce. Ga.. Guy' Daniels Jr. sales mgr. ...Southeast Wood Treating, fuc. , has added tlre retardant treatment at is plants in Louisville and Jasper, Al. ...

Horne Depot in St. Petersburg, Fl., which was forced to evacuate and close tbr 12 hours when a chemical fire threatened the area estimates it lost about YO.000 in business...Ilorne Lumber Co.,Hazard. Ky., estimates loss of a l0.Un sq. ft. woodworking shop in a recent fire at $300,000...

Willamene hnlusties lrc. is acquiring leases for 313.000 acres of timberland in No. La. and Ar. from Kiewit Continental lnc. ..Anderson-Tul ly Co. , Memphis. Tn., received a 1986 Conservation Achievement Award fronr the Mississippi Wildlife Federulion...

Shermon-Parker ltunber Co., Vinita. Ok.. is now Benneil Lumber and Hudv,are with new owners Bob and Sanrmy Bennett. ..Richntond ltnber Or., Charles Ciry. Va.. is moving into a recently opened industrial park...

and dry l.rln...Fred D. Jarnes ltunber Co. is a new Edntond. Ok.. wholesaler. in addition to James. staffen include Bill Champ and JetT Listen...

PoulQtthey Lunber Co. is the new nanre for Sintms-Moore bmber Co.. McAlester, Ok.. Paul Cathey, orvner/ mgr. .E T. Doolel' Luntber, Ment-phis. Tn.. is puning an addition onto an existing building at their yard...

Buie Forest Products is a new San Antonio, Tx.. wholesaler. specializing in cedar, redwood, yellow pine, spruce and Douglas fir; Bob Buie, owner.. .Mid-States Wholesale ltmber. Inc., in Oklahoma City. Ok., has closed and a new co.. Mid-States Wolesale htmber Co. has opened. Bill Smith, pres.

Hom e c ntfte rs Wttre ho us e, Birmingham, Al.. has been acquired by Wickes Companies,lnc., Santa Mon-

PBS Lumber ManuJizcturing Inc., Alexandria. La., is adding a sawmill

Wing Indusrries is expanding its Greenville, Tx.. mfg. facility by 35,000 sq. ft. ..Displar Data Corp., Hunt Valley. Md., has been acquired by Convergent Tbchnologies...C & ^S Door Corp., Christiansburg. Va.. has acquired K & S Louver & Door Manufocturing, Elkton. Va.

Bruce Hardwood Floors. Dallas. Tx., is acquiring Ozark Mountain Timber Prcducrs, Irtc. in West Plains, Mo. Armstrong WorM Industries, 1nc. will build a sheet flooring material plant in Stillwater, Ok....American Ha rdnare Slppl1' has acquired Speer Hardv,are Co., Fort Smith. Ar.. and extended its market into Ok. ...

Housing starts ror€ A4% inAugust to a seasonally adjusted annual rate of 1.82 million units...single family homes starts were up 3%...multifamily unis drop@ 4.3 %...the south accounted for only 0.3% of the lncrease...

(Please tunt to Ttage 38)

Hardwood Plywood Mfrs. Tour

A hardwood plywood and veneer mill study tour including the third Forestry and Woodworking Indonesia '86 is planned by the Hardwood Plywood Manufacturers Association for Oct. 19 to Nov. 13, following their annual fall meeting at the Marriott Biltmore in Santa Barbara, Ca., Oct. 14-17.

Simpson Display Wins Honor

Displays of Simpson Timber Co.'s Private Collection mahogany doors were judged best in show at the National Sash and Door Jobbers Association's annual trade show.

Each door in the 20' x 20' exhibit was displayed in an individual setting with its name on a white awning above it. Graph-

ics included the Simpson Mastermark identification on the center panel.

Hardwood I ndustry Changes

Demand for more specialization is one ofthe biggest changes in the hardwood industry in the past 50 years, according to a veteran hardwood man.

Robert S. Cockroft, owner ofSouthern Star in McKenzie, Tn., has been in the hardwood business since the end of World War IL His firm, originated by Clyde, Roscoe and Robert H. Smith in 1915. is the oldest continuously operating industrial firm in its area, Carroll County.

Customers now want "a separation of grades, packaging, kiln drying and sur-

facing," Cockroft says. "Today users seem to want more of one grade of lumber. And the demand is greater than in the past for separation of lengths. Many customers ask for only one or two lengths in a shipment, rather than five or six lengths, as in earlier years."

Other changes noted by Cockroft include the increasing importance of computers in hardwood lumber manufacturing as well as for sales and inventories. Utilization of the entire hardwood tree is another new development.

"The whole tree is now used by the mill or merchandised. Chips go to cardboard and paper manufacturers. Bark goes into mulch for nurseries and architectural landscaping. Sawdust and other refuse is used as fuel by some mills. Most mills use sawdust or sell it." Cockroft explains.

Whether it's kiln-dried or including our new distribution yard in Marion, North Carolina, Georgia-Pacific can give you the consistent qualiry and dependable delivery your business needs.

, make Georgia-Pacific your source for quality hardwoods. Everything from red oak to poplar. Hard maple to cheny. Even cypress.

With a dozen production facilities tlroughout the hardwood belt,

To find out more about Georgia-Pacific hardwood lumber, or to place an order, call: (404)52r-55r7,

Fon llnnowooD$ Alvumnnn, Atw l[AY, TITE NAI,TE TO KIIOW IS GEORGIA-PACIFIC.

Western Softwoods, Mouldings & Millwork Agricufturaf Wood ProduGts, Pl5nuood, Particleboard

CALENDAR

iis$h\.$s\t\lf s\.i.i*:i.:.:$,r}\l$ss!$$$

OCTOBER

\ational l,umber & Building )Iaterial lhalers AssmiatimOct. 9-12,annual convention & exhibit. Westin Cro*n Center Hotel. Kansas Ciq'. Mo.

Ntid-South Suppll'Co.Oct. lO dinner & open house. lrxington. Ky

American Hardr'rare Suppll' Co.Oct. 12-14. fall market. Memphis. Tn.

Southern Foresl hoducts AssftiationOct. l4-lT,annual nreeting. Innisbrook Reson. Thrpon Springs. Fl.

Lumbermen's Association of TexasOct. l$17, basic estimating coune. Corpus Christi Jx.

LUMBER:

MILLWORK:

Paul Anderson. Robert Glatt, divisionmgr., JimHaas.

Richard H. Mills (sacramenrol

G.W "Thck" Baker tetpaso)

Rosie Lopez

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

,,,,riiiiil,,,iilli1,,,,,iliiii

BERGER & @MPANY

aCo,

Lumbermen's Association of TexasOct. 17, structural paneling seminar. Corpus Christi. Tx.

Ace Hard*are CorpOct. l&21, fall conl€ntion & exhibit. Creorgia World Congress Center. Atlanta. Ga.

American Architectural l\lanufacturers AssociationOct. l!L23. 50th annual meeting. Caesar's Falace. [-as Vegas. Nr.

National Forest Products til'eekOct. 19-25, sponsored b1 the National Forest Producs Association.

National Hardwood llmber AssociationOct.2O22, annual convention. Queen Elizabeth Hotel. Montreal. Quebec. Canada.

International Hardwood hoducts AssociationOct. 2l-2S international timber processing & *'oodu'orking exhibition. Jakana. lndonesia.

National Sash & Door Jobbers AssociationOct. 25-29, annual meeting. Marrion Hotel. New Orleans. l:.

National Hardware ConventionOct. 2G29, co-sponsored by American Hardware Manufacnrrers Association & National Wholesale Hardware Association. Hilton Hamiian Wlage. Honolulu. Hi.

ta Conagra companyl Jry'a

rs Alr TNTERNATToNAL alJ

@MMODITIES TRADING

ORGAT{IZATION WTTH 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.

American Wmd heservers lrrsitute -ot1.2729, annual nreeting. Hyan Regencl. Washington. DC.

Mississippi Forestr;- AssociationOct. 29-30, annual meeting. Ramada. Jackon. Ms.

NOVEMBER

North Amerkan Wholesale llmber AssociationNor'.2-Er u'ood marketing seminal University of Geoqgia. Athens. Ga.

l,umbermen's Association of TexasNor'.6, computer workshop. Irving. Tx.

National Building Material Distributors AssociationNov. &ll, national convention. Hyan Regency, Chicago. Il.

National Forrst Pmducts AssociationNor'.912, annual nreering. New Orleans. [:.

Natirmal Housenarrs Manufrturers Associatkn - Nov.}Ll, international housewares exposition. McCormick Place. Chicago. Il.

IGntucky Inmber & BuiHingMaterial DeahnAssciatimNor'. ll-lil, annual convention. Executive Inn West. l.ouisville. Ky.

Natirxral Decoralirg hoducts AssaiatinNor'. 2L'23, annual convention & shorv. Cenantes Convention Center. St. louis. Mo.

llmbermen's Association of TcxasNov.2426, basic esrimating course. Houston. Tx.

DECEMBER

How to sell proiects, not prcducts

By Susan J. Black Merchandising Manager Norton Consumer Products Division Norton Company

OUR BEST customer is your present customer is an old marketing adage with much truth. If you stop and think about it, who but the customers already in your center offers you the most potential for additional sales and profits?

Supermarkets, for example, long ago recognized that their sales could be maximized without increasing square footage. They hang small racks of dips in front of snack foods, display higher-priced salad dressings on shelves above produce, and even merchandise baking utensils with cake mixes.

There's no reason why lumber and home centers can't emulate these pros by using the same principle of selling a project, rather than a product, through cross-merchandising.

Let's look at an examDle. You've pur-

chased pressure treated decking at an excellent price and plan to run a "special." Before you advertise, however, think project, not product. What other items do do-it-yourselfers need to build a deck? Sandpaper for one, both discs for power sanding the deck and sheets for

Story at a Glance

Sell more to each customer... maximize square footage with cross merchandising devices... sell projects, not individual products...teach your staff that add on sales build volume and profit.

smoothing rails before the stain is applied. Other necessities are anchor bolts, galvanized nails, rust-proofed hinges and handles. By cross-merchandising through signage, samples or minidisplays, you can remind customers of these other products that you carry.

What does this cross-merchandising strategy accomplish? First, you're more likely to capture additional sales that might have gone to another store. Many customers don't have a complete shopping list when they open your door. They're focusing only on the major elements of their project. By reminding customers that they'll need other supplies to complete their project, you're providing a service.

(Please turn to page 2 1)

ailtgoolAl.l.-woc|D

Gustclm Gut Gedan Timbens

name of the species and todal's price. I'd like to see signing that reads:

Home Center Merchant

BILL FISHMAN

Bill Fishman & Affiliates

'l 1650 lberia Place

San Diego, Ca.92128

I 'VE WORKED around lumber for the I oast 26 vears of mv life. I're touched it. *riiten about it. dispiayed it. and watched millions of board feet pass through the doors of the dealers I've worked with over the years. But as a do-it-yourselfer. I still feel there is nothing I know less about than lumber.

Maybe I'm a breed unto myself. Maybe not. Maybe there are others out there as confused as I am about what to use wherewhen it comes to lumber. I cannot shop for lumber in a self-selection store. I need help. I need someone with superior knowledge to

crAssrFrEDs

Call (714) 852-1990

tell me exactll what to buv for m1'panicular project. That's '*hr I feel abandoned uhen I u'ander through a ty'pical chain home center. There it is-all the lumber I'll erer need. Clean. Available. Competitirell priced. But I feel very unsure about maliing the selection ml self.

Whlli through anv home center and vou'll find all their hardgoods departments fairll' well signed. The merchandise signing and the packaging describe the qualitl. the features and the uses of the items. Not so in the lumber department.

I don't recall ever seeing signing that tells me the difference between the 77c stud and the # I construction grade or where I should consider using either of them. Other than on paneling. signing in the lumber section of the store is non-existent.

If there are readers out there that can direct me to a lumberyard or home center that does a good job of signing its lumber. please direct me to it. I'd like to write about it. Good signing requires more than just the

.from the forest of Northern California Clear. All-Heart

.T" REDWOOD

Where texture. uarmth. and beauq are lmponant:

lnterior uall paneling

Exterior siding

Wainscoting

. Exterior & InteriorTiim & Soffits

Deluxe Shelving

Classic Outdoor Furnirure

Hot Tub Construction

IOO'? DECAY RESISTANT. E.{SYTO FINISH

l" Reduood (hice)

l" Red*ood (Price)

The size of the sign is unimponant. Keep it small. With most items-the merchandise is the message. With lumber. this q'pe of information in a self-sele,ct store can sure help more the inrenton through the front register.

Actualll I prefer to select material mr'self-especialll. at the home center nearest mv office. During ml last trip there I asked for fbxture One Eleren. The kid behind (he counter replied. "We doni sell fabricl"

gEEffi$l0OtmttBun W

"*

Sale

FE8O48-8 (wllh set screws) PORTABLE WINCH WITH SET SCREWS Sale Price 7 for $100

STRAP A$SEUBLY .49'7124 T5

27' x 131" 5(Xl0 lb. cap. Sale Price 5 for $1(X)

27' x 131" - 10,(Xl0 lb. cap. Sale Price 4 for $lfl!

F/ FE8o48-l Y STANDARD STRAP ASSEMBLY - FE12345L 27'x 4" YELLOW - 15,000lb. cap. Sale Price 6lor $lfl)

WELD ON WINCH

Price 8 for $lfi)

How to Sell Projects

(Cotttinued J'rom page l9)

In addition, they're more likely to buy those other items at your center (even if they're not on sale) for the convenience of finding everything in one location. Through aggressive cross-merchandising of accessory items, which are usually high-margin sales, you can build volume and profit from existing traffic.

Perhaps most important, you've created good will. Today's do-ityourselfers want and welcome education. Whenever you make it easier for them to do a professional job you're building customer loyalty and repeat business.

Interested in other examples of how cross-merchandising can work for you?

Consider these:

Unfinished Furniture. Numerous do-ityourseiErs cion-t reah-ze that unfinished furniture, no matter what grade of wood it is, most often needs sanding to smooth surfaces and for surface preparation prior to paint or stain application. Nor do they know that sanding between coats is advised for a better finish. So, signage or samples of sandpaper along with reminders of your stain product line can lead to additional sales.

Paint. Customers have to wait for paint to66lfrixed, thus providing you with the opportunity to remind them of sandpaper, masking tape, brushes, drop cloths and other necessities.

Power Tools. Make add-on sales in this department bfadvising your customers to stock up on sanding belts and discs, bits, blades and similar accessories. And don't overlook safety equipment. Dust masks and eye goggles are important protective items for your customers, and profitable products for you.

Cutting Tools. People buying new axes. cuEers, TnE'?iTppers forget the blades won't stay sharp forever. Let your display speak ofmaintenance to sell sharpening stones, lubricating agents and the like.

Plumbing and Metalwork. Pipes aren't everything. Plumbing projects also need soldering equipment and sanding papers specially designed for deburring, rust removal and proper preparation of metal for soldering. You can also cross-merchandise many of these products if you sell metal railing.

Drywall Construction. Make it easy ror@ewayprofessionals do by displaying special open mesh sandpaper along with adhesive compounds and tapes.

Get your cross-sales going by viewing all ofyour merchandise from a project standpoint. Think of every possible accessory item needed for the various projects and make a list. Next, for each department, take an inventory of the available space on the floor, shelves, existing display racks. Don't forget the ceiling. Then decide what combination of signage, samples and product displays will work best in the available space.

You may want to develop a graphic format or theme, such as a cartoon character. A checklist approach to cross-merchandising is always easy and appropriate. You may also wish to extend cross-selling into your advertising.

And don't forget training your sales

staff. Even ifyou operate a self-service center, every employee should understand why it pays to sell the project. You might even consider offering your people an incentive for coming up with new crossmerchandising ideas.

Buy carefully. Some manufacturers make yourjob easier through good packaging that helps the do-it-yourselfer in product selection. Norton Consumer Products, for example, has job-specific packaging for its sandpaper line that contains the right sandpaper for a particular job and is labeled for that specific sanding project, such as wood sanding or metal sanding. It also has space-savifig displays for is sanding products, including a compact sanding belt merchandiser.

This is what can happen to CCA lumber not protected against the weather... lt won't rot, but it can

WARP. SPLITandCUP

It can even twist out of shape so much that it pulls nails up. Surely you've seen itonce perfect wood that has lost every bit of its beauty to the destructive effects of the weather.

Lumbermen's Assocladcn of Texas

TOPICS

I N eLL professions continuing education

I is vital to a company and its employee growth. New innovations in business and building products, new employees to train, constantly changing tax laws and legislation all call for continuing education in today's businesses.

If you require further assistance with your

company's education programs or would like to schedule a specific seminar in your area or for your company's employees. please call the office with your needs.

Fall seminars scheduled by LAT include basic estimating with Larry S. Willmann. coordinator of the TSTI estimating program and chairman ofenergy efficient building systems at TSTI in Waco. as instructor. The Oct. l5J7 seminar will be held at h Quinta Rqale. Comus Christi.

Building Products Digest

A second session of the 20 hour (2 7: da) s) couse for ne* employees or beginning estimator in blueprint reading. construction details. quantitl estimating ard acoal maerial takeoffs is scheduled for Nor'. 24-26 at the Holiday Inn Crown Plaza in Houston.

Bruce Cordova. an American Plywood Association field rep for three years. will conduct an APA structural panel seminar on Oct. 17 at the h Quinta Rqale. Corpus Christi. A Triad computer uorkshop will be offered b1 Scott Hanson oftheir staffon Nov. 6 at the Holiday Inn DFW Airpon South in lrving.

A credit seminar u ill be taught by Roben Bass. attornel'. u ith a speaker from the National Instirute of Credit. the education arm of the National Association of Credit Managers. on Dec. 4 at the LAT office in Austin.

Enrollment is limited for each seminar. Registration is being handled by the LAT office. Registration at the door will be accepted onh if space and materials are arailable.

Oklahoma Lumbermen's Aesociatlon

OKLAHOMA NOTES

tF Hg Marriott Hotel of Oklahoma City

I has been chosen as the headquaners hotel for Spring Mart '87, OLA s 4lst annual convention and building producs exposition. March20-22.

The announcement was made by convention chairmen Gerry Weltzheimer, Leonhardt Lumber Co., Oklahoma City, and James Lovell, Prague Lumber Co.. Enid. All functions except the materials exhibition will be held at the hotel. The exhibit site will asain be

the International Trade Center on the Oklahoma City Fairgrounds.

A tour of the Weyerhaeuser Co.'s plans and *.oodlands is scheduled for Oct. 2l-23. according to OLA president Larry Smith. The trip will cover Weyerhaeuser's operations in Oklahoma and southwest Arkansas including lumber and plyu,ood mills. paper plants. a gypsum plant and wood treating plant.

"Those who were pan of the 1984 mill tour were very impressed." Smith said. "Manl of us have been selling wood products and other buildine materials for vears. but have never

observed the harvesting. manufacturing and finishing processes. This tour offers us all a unique educational experience."

District meetings are undertal u'ith meetings of I and I in Tulsa and 3 in McAlester completed. Senator Charles Ford was guest speaker in Tulsa and Wayne Plummer. public affain manager for Weyerhaeuser of Oklahoma. spoke in McAlester. District 4 u'ill meet Oct. 14 at the Park Inn Motel in Wooduard at 6:30 p.m. Distria 5 will meet Oct. 15 and District 6 on Nor'. 13. both at to be announced locations.

Future Dates

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

GAYLON STACY execudve vlce presldent

ARKANSAS a OKLAHOMA

qecutive vice preident

I f f S with special pleasure that we use I this month's colunm to introduce the lumber dealers who will represent the lumber dealers of Arkansas and Oklahoma on the MLA Board of Directors for 1986-87.

Elected to the executive committee are Truman Hall, Lyman Lamb Co., Little Rock, Ar. , first vice president; Grady Ollie, Jr., Geo. Ollie's Lumber Co., Focola, Ok., second vice president.

Dealer directors representing Arkansas will be Ben Mayo, Mayo Building Supply Inc., Bentonville; 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.. McAlester; Bob Henkle, Grand Country Homeworks, Grove; Richard

Ryerson, Starr Lumber Co., Alva, and Bill Roach, Roach Lumber Co., Oklahoma City, will represent Oklahoma.

Dealer 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.

Wayne Meyer, Meyer Lumber Co., Merriam. Ks.. is the newly elected association president for 1986-87.

These lumber dealers have all agreed to serve on the board to help the industry as best they can. They all are independent dealers who have the same concerns about our industry as you do and who want to share their experiences and expertise with all those associated with MLA and the industry. As members of the boand, they will set association poliry, plan new programs, format new education activities, develop legislative goals, allocate association funds and deal with numerous

other items and subjecs that benefit all association members.

In saluting these members of the 1986-87 executive committee and board, we also want to salute those individuals who consistently support their industry's trade association.

Our reputation is sealed on euery Gan of Gray Seal Paint.

We back our products with factory{rained personnel and a strong product warranty, lf You have a special application or problem, call our chemists on our toll{ree 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 iust too much work to use anything else.

For Inlormalion contact:

R€0ional Manag8r: Jerry Powell,918-366-9621, Bixby, 0K T6illloryilanage]s: DannyBontempi, 405-721-7469, 0klahoma Cily, 0K, Roe M00re, 501-565-6346, Little Rock, AR, Jery Kellat 501'565-2833, Little Rock, AR, Vance Cary, 316-263-4470, Wichita, KS. Prcmotlon Managel: lMike Platt, 1-800-626-6402 Louisville. KY.

SOUTHEASTERN SCENE

Virginia Building Nlaterial Association is introducing a series of fall and winter seminars arranged by the education committee headed by John Spencer.

Pete Walker of MW Manufacturers will

present "How To Increase Millwork Sales Through Increased Product Knowledge" on Oct. 28. 29 and 30 in Roanoke. Manassas and Norfolk. The class will take a half day. John Baldwin. Armstrong World Industries.

Building Products Digest

will conduct Armstrong's Retail Management Seminar in Charlonesville Nov. D-14. Priorto this a beginners estimating class will be offerod b1'Ben Dale. Cox Wood Preserving, in Charlonesville. Nov. ll-12.

A retail employee lumber seminar will be conducted I Harry J. Anton of the Western Wood Products Association in Norfolk. Richmond and Manassas on Dec. 2. 3 and 4. This will be a half day session.

A seminar on theft and securir;* of shipping and receiving docks. store. lard and office including compr.rter u'ill be presented by a parcl including an arson exp€rt. an FBI man and a former undercover agent in three yet to be determined locations at a furure date. Planning also is being completed for an advanced estimating seminar to be given in December.

Although the summer managernent conference Aug. 14-17 in Virginia Beach was threatened by Hurricane Charlie. over 200 dealer and associate members and their families attended. During business sessions, a change was voted in the f-laws crcating the ofTice of associate vice president. This officer will serr't as a direct line from the associate rnemben to the executive committee and the board of directors. The first associate vice president will be elected at the 1987 convention. The board of directors also selected the Myrtle Beach Sheraton as the site of the 1990 conrention.

Kentuckl' Lumber Dealers Association has issued a tentative schedule ofeducational programs beginning Dec. ll with a rctail lumber seminar to be presented by the Western Wood Producs Association in L-ouiwille. Other proposed dates include a marketing structura.l panels seminar on Jan. 12 in Morchead: Jan. 13. Covington: Jan. 14. Elizabethtovn. andJan. 15. Faducah.

Rudy Jones will be the instructor for an estimatingseminar to be giraenon a to bedetermined date in March in l-exington. according to Billy Thompson. executive vice prcsident.

The Executive Inn V€s1 in t ouisville will be the site of the annual KLBMDA convention. Nov. ll-13.

Building Materid Merchants' Association of Georgia & Alabama is prcsenting a new employee basic training program. Oct. 19-21. Nov. lGl8 and Dec. K-16.

Erv Goodroe, executir'e vicc president of the association. will serve as the insmrcror for tlre sessions which will be offered at the BMMA Training Center. 2840 hrk St.. Austell. Ga. Seminar housing will be provided at the l-a Quinta Motor Inn.

The object of the seminar is to prwide ongoing basic product knovledge and sales training for new sales people. Developed by dealers, the program is designed to make a brand new hire with no product knorvledge productive immediately. The seminar is sponsored by the BMMA education comminee cochaired by Barron Harbin and Wayne Rodgers.

cou"nnn Atabama, Frorida, Georgia, Kentucky, Louisiana, Mississippi, the Carolinas, Tennessee and Virginia.

PERS NAtS

Charles Gee is now co-mgr. of 84 Lumber, Columbia, SC. Shawn Mueller is co-mgr. of the Plainview, Tx., store.

Kyle Martin Canady, Lowe's, WinstonSalem, NC., married Jennifer Ann Byrd July 26, 1986. Robert ke Black' [,owe's, Greensboro. NC.. married Elizab€th Ann Redman Aug. 9. Georgia Barnhill Decker, Lowe's, Fayetteville, N.C., married Randall Scott Williams Aug. 23.

I-aura M. Austin is the new v.p. and treas. of BiWood Flooring, Memphis, Tn.

Don Knutson has joined the trading staff of Ward Products, Texarkana, Tx., according to W.C. Ward, pres.

David Boerger is now with Intemational Pine Moulding Corp., El Paso, Tx.

Thomas W. Hamilton is new to Chicago Faucet Co., Des Plaines, Il, as Ar., La. and Ms. reg. sales mgr.

George E. Mangarelli, treas. and corporate controller, Morgan Products Ltd., Oshkosh, Wi., has been elected a v.p. of the co.

Don Park has joined Manville Corp., West Monroe, La., as director of energy resources, according to W.I. "Bill" Morrow, v.p. and gen. mgr.

Joe Kaufman, founder and co-owner, Kaufman Lumber Co.. Little Rock, Ar., has retired after 24years with the co., selling his remaining shares to co-ownen Bob and JimWatkins.

Andy Neckowitz has been promoted to senior v.p. of the housewares div. of Spartus Corp., Chicago, Il, according to Robert Mariani, pres.

Sue Regan has joined the Hardwood Manufacturers Association, Memphis, Tn., as director of marketing communications.

Dennis Meloche has been named national sales mgr. for Majestic Tool Corp., Baltimore, Md., according to Gary Cohen, v.p.

I-oren Van Roekel has been promoted to asst. mgr. of Scotty's, Thmpa, Fl. Other new asst. mgrs.: George Kouloungis, Naples; Bob McArthur, Plant City; Arnold Skuza, Carrollwood; Ken Duvall, Palm Beach Gardens; Gary Black, Jacksonville, and Lloyd Barrett, Lauderhill , Fl.

Richard G. Reiten has been named v.p. and gen. mgr. of the manufacturing group for Morgan Products Ltd., Oshkosh, Wi., according to George T. Brophy, pres. and c.e.o. Also promoted: N. Miller to group v.p. and controller; Delmer E. Orren to Oshkosh operations v.p.

Mike Thomas is the new mgr. of Scotty's, Lakeland, Fl.

Dick Alvarez has been promoted to mgr. of Scotty's, Dunedin, Fl. Other Fl. new mgrs. include Brad Foreman, St. Johns Bluff Rd., Jacksonville; Mylon Fulford, Panama City; Art Maccaro, Margate; Bill Macheras, U.S. 19 No., Clearwater; Ray Mason, E. Altamonte Dr., Altamonte Springs, and I-amar Mike, Greenacres.

Larry Williams has been named Tx., Ok., Ks. , La., Ms. and western Tn. field rep for Simpson Panel Products, Shelton, Wa.

Blake Bammer is the new asst. mgr. at Scotty's, Valdosta, Ga. New asst. mgrs. in Fl. include Chris Baswell, Altamonte Springs; Richard Black, Wauchula; Robert Borden. West hlm Beach; Mark Boyd, Gandy Blvd., Tampa; Tom Burry, Bayonet Point; Daryl Catalino, Colonial Dr., Orlando; Bobby Colvin, Snran;Phil Devore, Pinellas Park; Chuck Harris, Apalachee Pkwy., Tallahassee; David List, No. Orange Blossom Trail, Orlando; Herb McKinney, Silver Star Rd., Orlando; James Roberts, Greenacres, and Dick Stalcup, Delray Beach.

Ted W. Michelsen, mgr. of marketing engineering services, Manville Corp., Denver, Co., is now chairman of the built-up roofing committee of the Asphalt Roofing Manufacturers Association. Other new committee chairmen: F.M. "Ric" Durand, Georgia-Pacific Corp., residential roofing committee; Kenneth Grzybowski, Celotex Corp., research committee; Brian M. Hayden, GeorgiaPacific, manufacturing committee, and Gerald A. Schubert, Nord Bitumi U.S., Inc., modified bitumen committee.

Roger E. kterson, exec. v.p., Ace Hardware Corp., Oak Brook, Il., has been elected pres. to succeed l-awrence R. Gavin, who retires Dec. 31, 1986, after 37 years with the co.

J. L. Huss is now pres. of Briggs Plumbingware, Inc., Thmpa, Fl. , and elected a v.p. of its parent co., J.P. Industries, Ann Arbor, Mi., according to Dr. John karouthakis, J.P. Industries chairman and pres. Donald P. McArdle is the new Briggs v.p.

Ben J. Lancashire is the new pres. oflnland Container Corp., a subsidiary of TempleInland Inc.. Diboll. Tx. He succeeds C.G. Ames, who remains c.e.o. and replaces as Inland chairman Clifford J. Grum, parent co. pres. and c.e.o. who plans to retire in July, 1987.

David P. Gayeski has been appointed public relations mgr. for Thoro System Products, Inc.. Miami. Fl.

Michael Norman has been appointed southwest reg. mgr. for Ispo, Inc., Dallas, Tx.

Larry P. Kunz has been named c.o.o. and pres. of Payless Cashways Inc., Kansas Ciry, Mo., succeeding David Stanley, who remains chairman and c.e.o.

James Driscoll has been named mgr. of 84 Lumber Co., Smyrna, Ga.

Sharon Renee Collis, Lowe's, Greensboro. N.C., married Kenneth Arthur Torok' Aug.2.

Lynn Thomas and Sybil Rawl have been selected as employees of the month at Lowe's. Laurens, S.C.

William E. "Bill" Harris has joined The Home Depot, Inc. , Atlanta, Ga., as senior v.p., corp. development, according to Arthur M. Blank, pres. and c.o.o.

Brian Casey is the new show mgr. for the National Housewares Manufacturers Association's International Housewares Exposition, according to Thomas K. Manning, NHMA pres.

Brian Getty is new to Minwax Co., as WV., Va., N.C. and Tn. district mgr.

Duane Hayes has been promoted to national sales mgr. for DG Mouldings, Marion, Va. John Briggs is now national marketing mgr.; David Martin, national marketing services mgr., and William P. Wallace and Timothy Vbllentine are now representing the co.

Dale Montgomery, Buford White Lumber Co., Shawnee, Ok., was recently named Employee of the Year.

Joe Venable is the new mgr. of T.H. Rogers Lumber Co., Cherokee, Ok.

Jim Cavanaugh is now gen. mgr. of Hopc Lumber Co., Tulsa, Ok. Don "Gus" Gustafson is mgr. of the Pryor, Ok. , yard, succeeding Wayne Cheatwood, who has retired.

Steve Baker, plywood rep, Kirby Forest Industries, lnc., Houston, Tx., has been on a So. Ca. business trip.

C.J. McGinnis has joined the sales team at Doors, Inc., Baton Rouge, La., according to J.H. Benton, pres. Neal Roberts is now plant mgr.

Calvin Cartrette is new to sales at Greenleaf Wood Products, Valdosta, Ga.

Greg Sutton will handle sales at the new Ti.rlsa, Ok., branch of Waldron Forest Products, Sacramento, Ca.

Jeff Perry is mgr. of the new Payless Cashways in Fort Smith, Ar. Bill Schmidt is asst. mgr.

Richard G. Natale, So. div. panel products sales mgr. , Louisiana-Pacific Corp., Conroe, Tx., is back from a So. Ca. business triP.

Tony Phillips and Randy Massey are new at Gulf Coast Forest Products, Pensacola, Fl.

Phillip Sawyer has been named director of manufacturing for Windsor Door, with facilities in Knoxville. Ar., and Little Rock. Ar. Dennis Owens is now division sales mgr.

hte Moss is new to the lawn and garden dept. at Mungus-Fungus Forest Products, Climax, Nv., according to Hugh Mungus and Freddy Fungus.

NEW PR DUCTS and selected sales oids

Amber Colorcd Hadwood Flooc

An anrber cokrred hnish ha-s bcen addetl to thc Chickasaw orefinished wood flurr hnc'I Memphis Hardwcxxl Flooring Co.

Outdoorsy Doors

A new cxterior sash door ofpine or frr which helps beautify backyard retreats is now available from Morgan Products Ltd. With the sintulated appearancc of

Frcnch dtxrrs. it is available with insulated glass for greater energy cf f-rcienc-r'.

Also available is an entrance trinr package. which consists of transom. with truc divided lites. and fluted pilasters.

Like its companion finishes. the reddish bnnvn consiss ofa penetrating seal that is baked into tlre uod ard protected b a hot meh uax top coating.

Microwave Oven Carts

Tuo neu' microu'ave oven carts have bccn designed as conrplcte nricrouave curking centers bl Bush Industries.

Fircsafe Office Files

Wood-covered fireoroof flles in both traditional and contemporary styles are new from FireKing Intemational, Inc.

Both regular and lateral flles are availablc. along with an executive lateral creocnzl.

Standard wood coverings include oak. mahogany. walnut and other woods.

The files. which nreet or exceed industry standards. urdergo rigorous fire and impacr tcsL\.

Brass Bath

A new solid brass pressure balance tub and shower unit has been introduced b1' Sepco Industries. Inc.

Yesterycars Series units feature '/-turn washerless ceramic disc valves.

Porcelain trinr is available in seven dccorative colors. The set is available in 12 finishes.

The conrpact carts feature a vertical shapc that takes up a minimum of kitchen space. They accommodate any standardsized microwave on the top shelf. at eye level and out of the reach of youn-e children.

Directll' underneath is an adjustableheight condinrent shelf. Belo*'. a uaistlevel counter provides a work area for frxxl preparation. u,hile the lorver part-s of the cabinet are for stora-ee.

The ready-to-assenrble carts come u ith rounded edges. softly-shaped tops. oak finish. wood door handles u ith brass plate accents and matching hooded casters.

Wiring Display Board

A new electrical products display board to educate counter people and to help promote d-i-y sales has been introduced by General Switch Corp.

The modular steel panels are corrosion protected with a zinclaluminum coating, offering strength, durability, light weight and minimal reflected glare.

The heavily ribbed doors are 68 " high, mounted on sliding tracks with non-jump, non-jam glides. Sheds have full wraparound corner panels, plastic roof washers, and an interlocking door and doorjamb system. Those with double doors have a double width entrv ramo. Wall panels are 70 " high. wiih gabie roof styling.

Eighteen models in up to 9 different sizes from 6 ft. x 5 ft. to l0 ft. x 13 ft. are available.

Riveting Innovation

Depicting in detail hcnv a residential wiring system is put together, the display features a line of electrical equipment required for a service entrance installation, circuit breaker panel, wall outlets, receptacles, etc., all wired together.

The framed, full-color board measures 23" x23".

Oak Hadwarc Mounts

Nanrral oak wood mounts for displaying door hardware products have been offered by Schlage Lock Co. for their Designers' Express line.

The six most popular sizes of steel and aluminum rivets have been organized into a single convenient, compact unit by Farker Manufacturins Co.

Framing Connector Sampler

A steel connector display constructed with the connectors tlrcmselves is new liom Simpson Strong{ie Co.

In addition, a qunera ready merchandisins ad slick booklet is available.

Shed Panels

Kits to assemble garden sheds, carports and shelving made from rust-proof color bonded steel are new from Treco Storage Systems Pty. of Australia.

With its self-hinged top, the Rivet Pak also provides d-i-yers with a container for keeping rivets separated and organized by size and rype of metal.

The package contains 50 rivets l/8 " x 118",40 rivets l/8 " x 114", and 30 rivets U8" x318". Half are aluminum. half steel.

Finger Framer, for framing up sheds, greenhouses, carports and other strucnrres with 2 x 4s, features six finger-like tabs which are easily bent by hand and nailing slots and nail-guiding tabs to direct correct placement of 8d or lOd nails.

The point of purchase display contains a four-color backcard, pop card, display basket. brochures. and room for two product cases below the basket.

Pocket Door Kit

A complete fiarne kit for insalling pocket doors is new from L.E. Johnson Producs. Inc.

The kit contains all hardware including an adjustable header, pre-measured for standard door sizes, a jump-proof box design track and trirycle design hangers. Self-adjusting anchors allorv floor settling without affecting header and track alisnment.

FREE READER SERVICE

For more information on New Products write Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca.9266O. Please mention issue date and page number so we can process your request faster! Many thanks!

New Heights With Hemlock

Two new hemlock stepladden are available from Bauer Corp. The ladders feanrre a gentle irrcline angle. splinter resisrarrce ard a high strengthto-weight ratio. alloving thicker cross sections for strength without increasing orerall u'right.

FAMOWOOD

is the PR0FESSI0NAI'S Att PURP(|SE PIASTIC

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

Can be used under Fiber Glass!

Ready to use right out of the can, Famowood applies like putty-sticks like glue; dries quickly; won't shrink; quickly; and will not gum up sander. Waterproof and weatherproof when properly applied. t4

Available in 16 matching wood colors and white.

milfi ENGELMANN SPRUCE

One of the strongest of the light weight woods, Engelmann Spruce's straight grain and resistance to splitting make it extremely suitable for light framing. Light toned, it surface sands to a silken sheen, and takes enamels, stain, varnish or natural finishes. Well suited for gluing. Relatively few knots. Try our SPRUCE boards and D

The fus model features 3-point sfiep braces. frtll l-l/16 " x 3-5/8 " nils and reads. a massire ll gauge hir4p ard tnrdunod horizontal back cross pieces.

The secord rnodel tras ttrose featwes plus a molded cupolynrcr top. new U-style hrnge and strap. wide metal argle braces on ch tread end, protective wood treatment. slip resistant treads and rubber-shod safety shoes.

FREE READER SERVICE

For more information on New Products write Building Producs Digest. 4500 Campus Dr.. Suite 480. Newport Beach. Ca 9266O. Please mention issue date and page number so we can process your reouest faster! Manv thanksl

Noise Deadening Fencing

An attractive. durable fence system offering noise reduction capabilities is new from Rep/Air Co.

\hcuum-fornred frorn an extnded slte€{ of $€afrcntile polynrr. Accent Rigisol hnels prwide fi.rll screen priwcy. soud dispeni<m. climb resistance, lorp maintenance. high impact strength. light weight. extended Iife span and easy installation with sardard hardware and tools. Each 48 " x72" panel weighs 13.5 lbs.

Drive For A Change

A new quick change, four-in-one screwdriver has been introduced by Vaco Products Co.

Minder sensors attach directly to the cold and hot pipes to monitor actual hot water usage and prevent frequent burner ignition resulting from short term usages.

Snapping directly onto the thermostat and using an ordinary electrical wall outlet as power source, the unit advances the

which is a replacement for carbon tetrachloride, it is available in pint, quart, gallon, 5-gallon and 55-gallon containers.

Color Mark Up

Marking crayons which may be used on oily, slick, wet, cold and dry surfaces have been introduced to The Irwin Co.'s line of measuring and hand tools.

Each non-toxic and waterproof hexagon crayon measures 4Vz" in length. Offered in red, yelloq blue, green, black and white, they come packaged in boxes of 12 per color.

The tool features four different interchangeable blades: a # I Phillips, n PhIlips, ,/r0 " slotted and 7+ " slotted.

A large, blue finished handle is fully fluted with chamfered edges for fatiguefree driving. A metal insert holds the chrome plated, hex machined shaft firmly in the handle.

Hot Water Miser

An energy saving product for home sas-fired water heaters is new from ConIervation Control, Inc.

Reported to save an average of25% in water heater gas consumption, the Heat

thermostat dial to a higher setting when hot water demands are high or to a lower setting when demand is low or nil.

Don't See Spots

A non-flammable cleaner and spot remover for fabrics and russ which dries rapidly and leaves no residie is new from Klean-Strip.

The cleaning solvent dissolves tar, grease, oil and wax. It also cleans and degreases metal, electric motors, tools, autoparts and other items.

Containing l, l, l:Trichloroethane,

The crayons are said to be ideal for marking lumber, concrete, cardboard, ceramics and metal.

"We're so proud ... we put

Spotlight On Crime

A home security switch that turns on lights at the sound ofglass breaking or a door being forced open is new from Intermatic.

FREE READER SERVICE

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

High Rollers

A new high wheel cart is available in two models from Kelley Manufacturing Co.

Designed for optimum balance, easy rolling and long life, the cart features heavy duty ball bearing spoke wheels of rust resistant steel.

Plugging into any standard outlet, the switch has an automatic timing circuit which varies the time lights stay on after sound is detected. A sound control allorvs persons to adjust the unit's sensitivity.

Porcelain Touch Ups

A custom repair kit for damages to porcelain tubs, sinks, refrigerators, ranges, washers and dryers with a color-matched finish is new from KIT Industries.

Close The Gap

Crack-Fil, a pourable crack and joint sealer, has been introduced by Garon Products.

Pouring easily into pavement cracks and expansion joints to seal them insantly against the entrance ofwater and frost, the rubberized sealer remains pliable even in the most extreme temperatures, expanding and contracting indefinitely.

Weatherproofed wood panels hold loads up to 300 lbs. on the smaller model and 400 lbs. on the larger model. The front panel. which is taller than tlrc rest to allorv wide loads to rcst against it. can be removed by sliding it up-out of a heavy steel channel groo/e.

FullOf Hot Air

Two new nozzles have been added to the line of accessories for Thermostrip heat guns from Emhart Home Products. A concentrator nozzle direcs hot air from the gun to a smaller area than the standand nozzle will, allorving more precise operations and irrcreasing the uorking temperature.

Porc-A-Fix kits include 15cc of readyto-use touch-up material, a brush-top applicator, special garnet paper and full instructions.

The sealer repoftedly requires no heating or mixing and seals in minutes with a final set in 24 hours. It can be used even when surfaces are wet.

A shrink nozde wraps hot air frlrn the gun around shrink tubes and plumbing joints. Its curved tip keeps the heat concentrated enabling quick wraps.

Other accessories for the line include glass protection and soldering nozzles, and a paint and varnish scraper set.

Jimmy Dill BillFisher Jack Jones

Jimmy Kent Bob Lindsey

Van Marcus Van Marcus lll Charles Marlow

Steve Mathey Bob McCary

Doug Mc€ary Jake O'neal BillStewart

Customers OK New Packaging

Dealer surveys have shown that the Weyerhaeuser Co.'s package redesign last year has been successful with both d-i-y and contractor customers.

Designed to enhance sales at the retail level, the new packaging has a red and orange graphic interpretation of a growth ring pattern as seen in the cross section of a log. Weyerhaeuser's logo is incorporated into the design to encourage stronger brand identification.

NEW PACKAGING design introduced by

last

has

Bob White, vice president of West Cash 'N Carry, a chain of 63 warehouse and showroom stores in the southeast, says "When you have an aisle 72' long, it's packaging that differentiates one product from another in a customer's mind."

Charles Carter, president of Carter Building & Supply, Jackson and Atlanta, Ga., said "Packaging does influence a customer's decision. My customers connote Weyerhaeuser with quality so their eyes are drawn to the name as well as the design."

In conjunction with the new packaging, a nail merchandising system was launched. The system offers a "creative in-store display which can be custom designed to meet store specifications," says Lou Imhof, director of purchasing for the

You've Got A Choice With

HFlooring . Paneling . Ceilings

We'll meet your needs with a wide variety of species to select from including:

Solid 3/4", Random Width 3", 4",5",6" Pre-Sanded. End Matched . Tongue-and-Groove . Quality Planks

Weyerhaeuser Co.

year

proven successful with retailers, d-i-yers and contractors alike. Ron Hanis and Jim Nelson (left to right) oversee shipping of lumber in the innovative orange, red and white packaging at Weyerhaeuser's Cottage Grove, 0r., lumber mill.

Weyerhaeuser Building Products Group.

SALES AWARD for Handy Dan Home Dwelopment Cente[ San Antonio, Tx., is accepted by (center right) Don Whipple, v.p., general merchandising manager, and (center left) John Thornton, hardware buyer, from Harvey Edwards (far left) and Frank McConagle (far right) of Alto Marketing, Inc. The award was for exceeding $100,000 of WD-40 sales in a single year

OPERANNG OPPORTUNITIES

WALLY LYNCH Paid Associates PO. Box 741623 Dallas. Tx.75243

HE ESTIMATES run from 20to37 million functional illiterates in this country. The huge difference in the guesstimates is generally attributedto theforeign speaking people who have yet to learn English. While there are several classifications of illiterary, there is general agreement that most native English speaking illiterates have completed the l0th grade or reached 16 as required by law in most states.

Illiteracy in the work force is often identified as 20% Some of these people are now working within this industry. Sadly, the majority have completed their formal education.

Compare this, if you will, with the .'job literary" at your company. You attend conventions consistently. sign up for seminars and workshops. read trade magazines. maybe this column and others like it. You also make sure that some of your middle management people do the same in part or totally.

But. man, you say, it's expensive! But it's worth it. The speaken are really entertaining and at the same time they give you a lesson.

Now think back on your own formal education. Some college educators allow class par-

Second Quarter Starts Up 4o/o

Construction of new housing units in the second quarter of 1986 rose 4% above the same period of 1985.

"Lower mortgage rates are reshaping housing demand toward a larger proportion of single-fami-ly homes in 1986," said George A. Christie, vice president and

ticipation where a srudent only sia in class and listens to lectures. It's called auditing a class. A basic course in economics. advertising. marketing. retailing might meet 4 houn ueekly for 16 weeks. Studens take no examinations. nol unlike workshops and seminan.

Educaton think so linle of this that they give no credit toward a degree or diploma for 64 houn ofjust listening. Since there has been no test of the student's proficiency. comprehension and understanding of the lecture material is unknown. The listener's functional ability with the subject ouside of academia is another unknown.

If you think the educaton are wrong in this posture. ask yourself a few questions. What was the subject ofthe last seminar and/or workshop you anended? What did you learn? What did you do with the information that you could take to the bank? Why did you anend?

You won't like the answers. but are you do. ing the same thing to the hourly paid people in your organization'l You have monthly sales clinics put on by supplien. Everyone also goes through indoctrination training as well as O.J.T. (on the job training).

Fine. but let's examine this "job literacy program." [rt's see what sort of bread you're casting on the wateB. Indoctrination certainly is a necessity and proficiency can be quickly determined through various means. A monthly

chief economist for F. W. Dodge. "The latest quarter's total of 518,059 housing starts consisted of 62% one-family units, up significantly from last year's 54%."

The Los Angeles-Long Beach, Ca., area led the nation with 19,241 new units. Washington, D.C. ranked second with 13J36 units.

OUALITY

supplier's sales clinic is probably 80% ptoduct knowledge and2O% customized sales technique. If you have 100 supplien. it will take almost eight years to generate total prduct knowledge. They probably will never learn anything but specialized selling.

Your main number one business is "sales." Everything spent. every acrivity undertaken is for one purpose onlyto generate sales.

How many ofyour hourly paid people have been seriously and effectively trained ard tesed in just plain old sales? On fte jr$ training is only as good as the trainer and the trainee is a product of his training. Hor do you like "Job Literacy U" at yourcompany?

Wlrcn it's all said ard dorr. the bricks. mortar and merchandise are the same - people make the difference. More serious yet is lack of growth opportunity the job illiterate must endure- Those u'orth their salt will rKwe on.

How costly is this? Plenty! Look at any 12 month perid in your company's operation. Count the numberof people no lorgerwith the organization. Add the rnonthly salary of each. This is what it generally costs to hire replacements.

Norv nuke your best esinnte on tnr loq il should take people to become'Job literate." That number of months times the monthly salary equals the coet to train a rnv emplcryee. usually the time it takes for his contribution to exceed compensation. Add these frgures and divide by tuo (halfofthe people uere fired ard the other half quit for lack of growth opportunity). These training and recruiting costs are lost when employees leave.

Auomobile dealen figure it coss S.20.ffi to adequately train a car salesman. ls a car rnore complicated than building materials? Can pu affond to lose people because you do rrct pru vide grorvth opportuniry thmugh training?

Questions? Write or call for more information.

Other top l0 housing areas \ €re Ailanta. Ga.. 13,578 units; Riverside-San Bernardino. Ca.. 13,081 unis; Phoenix, Az., 12,496 units; Chicago, Il., 10,040 units; San Diego, Ca., 8,94 units; Thmpa-St. Petersburg-Clearwater. Fl., 8,646 unis; Minneapolis-St. hul, Mn., 7.950 unis: Dallas. Tx.. 7,877 unis.

frcm ths Land of thc ilauaio

Superior Products at Compethive Prices

THOROUGHLY KILN DRIED PONDEFOSA PINE LUMBEF, MOULDING AND MILLWOR<. NAVAPAK HANDI€UT REMANUFACruRED PRODUCTS, CUTSTOCK AND HOME CENTEF BOAFDS. DIRECT SAES OFFICE: JOE SHIPMAN, MffCH BOONE 15o5J777-2291

NAVAJO FOHEST PRODUCTS INDUSTRIES Box 1280 Navajo, New Mexico 87324 !SOS)777-2211

Yellow Poplar

(Continued from page 9)

ing working characteristics. The Appalachian Hardwood Manufacturers claim thht in any application where white pine may be used, poplar has significant advantages in working properties, finishing, drying and cost. It dries with less problems, has no stain problems and less degrade. Knife life is longer with poplar which also takes all tins, stains and coatings as well as any species and betterthan

New Hardwood Export Gouncil

The Hardwood Export Trade Council is a new group composed ofvarious hardwood trade associations which have joined resources and efforts to promote American hardwood products to overseas markets.

Activities are coordinated by the International Trade Division of the National Forest Products Association. Distribution of the 3l page pictorial catalog "Hardwoods of the USA," listing over 30 commercially available American hardwood species, is one ofthe council's projects. The publication has been translated into several foreign languages including

most, according to the association. Fuzzing problems and color aberrations have been solved. Compared to white pine, yellow poplar is harder, stronger and heavier.

Historically, poplar was used as long as 500 years ago. Federal, Shaker and Early American furniture still in existence today demonstrates its early use as a furniture wood. Poplar also has been used as core stock in furniture manufrcturing for years and often by millwork houses for mouldings, windorv casings, doors and decora-

Italian, German, Spanish, Korean, Mandarin Chinese and Japanese.

David Anderson, Anderson Wood Products Co., Inc., Louisville, Ky.; Steven lnsser, executive director, National Dimension Manuftcnrrers fusociation, Atlana, Ga.; Larry Frye, president, Fine Hardwood/American Walnut Association, Indianapolis, In.; Jack Koss, Capital Machine Co., Indianapolis, In., and Heini Rutz, director, European Operations, Hardwood Export Trade Council, Hamburg, West Germany, represented the council at the l0th Interbimall/Sasmil Woodworking Fair in Milan, Italy, last spring. More than 42,000 people from lM countries attended the show. HETC

tive architectural woodwork. However, its use has never come close to equaling its availability.

Given the strong yellow poplar resources, its proven value for use in both construction and fumiture and the push to make distribution yards, cabinet producers, pallet manufacturers and offshore markets aware of itsassets, it seems likely that poplar will become a popular commerical species. Vaughn predics that "Foplar will indeed be a money tree and we will be as happy to have that species in our inventory as we have been with oak."

representatives manned a booth where they distributed nearly 2000 copies of "Hardwoods of the USA' and conducted an educational seminar for hardwood buyers and users.

The council plans to exhibit at other major international woodworking and furniture supply fairs to be held in Birmingham, England; Seoul, South Korea, and Cologne, West Germany.

NAWLA Cancels Dallas Meet

North American Wholesale Lumber Association has canceled its Dallas. Tx.. regional meeting set for Nov. 12,1986.

CASCADE STUDSTnI.

STUDS

NEW LITERATURE

Hardwood Plywood

"Where to Buy Hardwood Plywood and Veneer." a 4l-p. directory is $5 from the Hardwood Plywood Manufacturers Association. PO. Box 2789. Reston. Ya.22O9O.

Wood Stain Selection

A color card for 12 exterior wood stains is free from Finnaren & Haley. lnc..232O Haverford Ave., Ardmore, Pa. 19003.

Redwood ldeas

A l2-p. redwood home idea book is free from the California Redwood Association. 591 Redwood Highway. Suite 3100. Mill Valley. Ca.94941.

Lattice Help

"How To Work With Lattice" is 75C from Wood Moulding & Millwork Producers Association, P.O. Box 2578, Fonland, Or. 10163.

Stop The Leak

A d-i-y guide to finding and repairing roof leaks is free from Tuff-Kote Co.. Inc.. 210 Seminary Ave.. Woodstock. Il. 60098.

Boiler Maker

A 4-p. residential heating boiler guide is free from Columbia Boiler Co. of Pottstown. Box G. Pottstown. Pa. 19464.

Color Matching

A 4-p. computer color matching system brochure is free from Colorgen, Inc.. 43 Manning Rd., Billerica, Ma.0l82l.

Topless Kitchen

Kitchen skylight information is free from Wasco Products Inc.. P.O. Box 351, Sanford. Me.04C173.

Japanese Steel Products

An l8-p. catalog ofnew Japanese steel pnrducs is free from NKK America, lnc.,444 S. Flower St., Suite 2430, Los Angeles, Ca. 90017.

Insulation lllustrated

"Save on Home Heating and Cooling Costs: Insulate Your Anic Now" is 45c plus a stamped. self-addressed business size envelope from Mineral Insulation Manufacturers Association. 382 Springfield Ave.. Summit. N.J. OEOI.

Hardwood Video

An informative and educational video on hardwood including milling is available free from Audrey Osborn. Roy O. Martin Lumber Co. Inc.. P.O. Box lll0. Alexandria. La. 71309. (800) 342417 or (3t8\ 445-rCR.

Hardwood Plywood Paneling

.'Hardwood and Decorative Pl1'r.r'ood Paneling." a 4-p. booklet. is free from the Hardwood Plywood Manufacturers Association. P.O. Box 2789. Reston. Ya.22@O.

Glue Uses

"Eighty Ways to Use Elmer's Stix-All" is 55 for 100 copies from Borden. Inc.. P.O. Box 16il0. Columbus. Oh. 43215.

FillYourself In

A 4-p. "Perlite Loose Fill Insularion" brochure is free from Perlite Institute. Inc.. 6268 Jericho Tumpike. Commack. N.Y. llz5.

Valve Talk

A 4-p. guide on lov maintenarrce washerless valves is free from Speakman Co.. P.O. Box l9l. Wilmington. De. 19899.

Hardwood Floor Finishes

The revised 8-p. "Harduood Flooring Finishing/Refinishing Manual" is 50c from the Oak Flooring Insrirute. 8O4 Sterick Building. Memphis. Tn. 38103.

lnk On Zinc

"Direaorl' of Zinc hins." a ,lGp. guide. is free from Zinc Institute lnc..292 Madison Are.. Neu York. N.Y. 10017.

AlderAid

'Alder Makes It." a l2-p. book on western alder. is S1.50 plus postage from Weslern Harduood Association. 1099 S.W. Columbia. Suite 300. Fortland. Or.9l20l.

Pipe Works Worl6ook

An 8-p. steel pipe ad related rn'ices bmklet is free from L.B. Foster Co.. 415 Holiday Dr.. Pinsburgh. Fa. 15220.

Shelf Bracket Sheet

A 2-p. ualnut grain shelfbracket data sheet is free from Stanlq Hardware. P.O. Box iltr New Britain. Ct.06050.

Tile Tales

An 8-p. terra cotla tile catalql is free from Ludowici Celadon Co.. 4757 Tile Plant Rd.. New Lexington Oh. 411&.

Outdoorc Electrically

A l6-p. outdoor weatherproof electrical products catalog is free from Midland-Ross Corp.. P.O. Box M& PinsburBh. h. 15230.

Paint Primer

FOR PROMPT SERVICE

on all New Literature stories write directly to the name and address shown in each item. Please mention that you saw it in Building Producb D1gest, Many thanks!

A lGp. booklet of painting tips is 5Oc from Fuller-O'Brien Paints. 450 E. Grand Ave.. South San Francisco. Ca.94080.

Framing lburself

.'How To Make Picture Frames" is 6Oc from Wood Moulding & Millwork Producen Association, P.O. Box 2528, Portland, Or. 10163.

Classified Advertising

EXECUTM SEARCH for lumber and building products industry only. Retail, wholesale mfg. nationwide. Inquiries/resumes in confidence. 60 years combined experience/contacts. PO. Box 401663. Dallas. Tx. 752N. (214) 248-6010.

Twenty-five (25) words for $19. Each additional word 659. Phone number counts as one word. Addreis counts as six words. Headlines and centered copy ea. line: $5' Box numbers and special borders: $5 ea. Col. inch rate: $40 camera ready, $45 if we set the type' Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of Builiing pmducts Digest, 45ffi Carnpus Dr., Suite 480, l6port Beach, Ca. 92660. Make checks fayable to cutler hrblishing, Inc. Mail copy to above address or call (714) 852-1990. Deadline io, .opy is rhe l5th of rhe month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

REPRESENTAT[VE needed to market a superior wood sealer and stain in nine southeastern states. Sealer, PO. Box 549, Maggie Valley, N.C. 28751.

LOCAL MANUFACTURER needs self starter to sell lumber and related products in the Gulf Coast area. Salary commensurate with ability. All replies confidential. Reply Box 66 c/o Building Products Digest.

DECK fastening clips. Steel eliminates rot causing wood-to-wood contact. Fast installation. Write Box 63, c/o Building Producs Digest.

HARDWOOD SERIES

Place

REPRINTS of hardwood articles from The Merchant Magazine. Excellent for reference or training. Domestic Hardwoods. $12: Southeast Asian Hardwoods. $7: South American Hardwoods. $6; all three, $19. Send your check today including name and address to Hardwood Reprints c/o The Merchant Magazine. 4500 Campus Dr., suite 480, Newport Beach. Ca.92660.

FLORIDACOASTAL lumber andbuilding supply yard for sale. Well established, profitable business in growing communify. Excellent growth oppomrnity. Write Box 68, c/o Building Products Digest.

HARDWOOD oddities. Looking to carry unusual fine wood items at small shop. Send brochures/ pnrduct descriptions to Box 67, c/o Building Products Digest.

FOR SALE/LEASE. Metal Products manufacturing facility, includes equipment, office, warehouse. Greater Charlotte, N.C. area. Write Box 64, c/o Building Products Disest.

DISTRIBUTORS of furniture wanted. New, fine wood desk/chair/table manufacturer seeks national distribution. Invest in the best. Write Box 65, c/o Building Products Digest.

HOMECENTER

Texas lc-ation. Not much profit now, but big potential when economy improves. Full service lumber yard. home center, paint, garden shop. Installation services offered. Price negotiable. Write Box 70, c/o Building Products Digest for details.

Distributoni: a vital link in the haldwood chain

HE MIDDLEMAN or link between the lumber vard. the home center and the hardu,ood irdustry mill is a simplified description of the job performed by the members of the Hardu,ood Distributor's Association.

The 70 members of the HDA in the United Sates and Canada take possession of hardu,ood frrom the sawmills, store it in a distribution warehouse or yard, establish its quality and then distribute it to their customers in quantities as large or small as buyers need. Distributon'ability to respond promptly to any size order, taking responsibility for the quality of the hardwood, benefits the customer who is

sometimes unfamiliar with the intricacies of ally and grade. By utilizing a distributor, a lumber yard, home center or other

Story at a Glance

HDA comprised of hardwood distributors...problems such as f inancial issues, operational prcblems arc addessed...newslettet annual convention link members throughout U.S. and Canada.

hardu,ood user can nnintain less imentory and have less morry tied up in uood. The mill ovner. tm. beneFlts frorn sales to a distributor. By selling large amouns of wood to one person who is a "good pay." he can cut his billing and collections.

Members of the Hardwood Distributor's Association deal primarily in hardwood although some handle plywood. MDF. particlorood and softuoods. Sorne also operate dry kilns and offer hardu,ood related services.

Most disnibuton deal with a nriety of hardu,oods. both dornestic and imported. Some specialize in the exotic woods. In

addition to stocking a number of species, they inventory a variety ofthicknesses to meet the specialized needs of customers such as cabinet makers, custom furniture companies and manufacturers of musical instruments.

Orn Gudmundson, president of Northland Corp., LaGrange, Ky., association president, estimates that members of the association sell in excess of 400 million board feet of hardwood each year. Another source familiar with hardwood distribution estimates that distribution yards sell well over a billion feet of hardwood lumber a year, accounting for about 2O% of all hardwood lumber produced, about $500 million.

The association is based on the common interest of hardwood and represents

its members in problems unique to the product. The group is diversified in interests with members representing small companies doing less than $l million a year in business as well as the chains with numerous warehouses.

Membership in the group is open to any distributor. Applications for joining are available from the secretary/treasurer who also acts as membership chairman, Arthur Poletz, Schaller Hardwoods, Foplar Bluff. Mo. There is no association office or executive director. Members handle the operation ofthe organization.

Dealing with problems is a major function. Research into the use of net tally as opposed to green mill tally is an ongoing project. The organization also deals with

legislation as necessary although it no longer retains a lobbyist. Financial issues are a function as are operational problems. The resources of the association are used each year to have a CPA compile a privileged financial report of the industry.

The association produces a newsletter sent out to members. An annual convention is held each year in conjunction with the National Hardwood Lumber Association. The Hardwood Distributor's Association meeting is held the weekend prior to the NHLA meeting in the same location to facilitate cost and travel for those attending both meetings. Most members belong to both associations as well as one or several wholesale hardwood groups.

Seven trade association are involved. They include the National Dimension Manufacturers Association, Appalachian Hardwood Manufacturers Association, Fine Hardwoods/American Walnut Association, Hardwood Manufacturers Association, Hardwood Plywood Manufacturers Association, National Hardwood Lumber Association and the Southeastern Lumber Manufacturers Association.

Southern Hardwood Video

Hardwood is the subject ofan educational video commissioned by the Roy O. Martin Lumber Co., Inc., Alexandria. La. Included in the professionally scripted and filmed production is the operation of their two-year-old double band sawmill in Lemoyne, La., which features the latest computerized technical and engineering features.

Audrey Osborn, sales manager, (800) 342:7217 may be contacted for a free copy ofthe video.

Scotty's Millionth Door

Scotty's millwork facility, Winter Haven, Fl., recently produced its one millionth door. The plant also manufactures vanity cabinets and rooftrusses.

Within 3 minutes, one operator can trim an entire packageof hardwood or softwoodlumber,to length.

Imagine!

Currently utilized to:

r Precision End Trim r Double End Trim r Pencil Trim

o Convert Discounted Lensths into Prime Movers

Crosscut - Efficiently. lnixpensively and Precisely

r Manufacture: Pallet Stock, Fencinq, Trusses. Ties. Bedframes. Shelving and Stickers-

Equipment operating, or scheduled for operation, in:

United States: Minnesota, Michigan, Maryland, New York, New Jersey, Ohio, Illinois, Missouri, Kentucky, Virginia, North Carolina, South Carolina, Arkansas, Georgia, Florida, Alabama, California.

Canada: British Columbia, Alberta, Ontario, Quebec.

For o detailed information

Sam Rashid

Dach. contoct:

Manufactured under license from Stihl, W Germany, by:

D-5374 Hellenthal, Blumenthal

Postfach 26

West Germany Q4821 820 TLX: 833668 HOLI D+

57'HE F.SHK.HF MANUAL CROSSCUT STATION

57IHT HF.12I PORTAELE CROSSCUT SAW

SNHE ES.1?I PRECISION CROSSCUT STATION

Obituaries

Minor Crenshaw, sales manager for Leaf River Forest Products Inc., New Augusta, Ms., died Aug. 16, 1986, in Hattiesburg, Ms., after a lengthy illness. He was 61.

A past president of the Mississippi Lumber Manufacturers Association and former employee of the Southern Pine Inspection Bureau and Southern Forest Products Association, he was a member of the SFPA marketing committee at the time of his death.

Mr. Crenshaw is survived by his widow. Katherine, two daughters, two brothers. and one sister.

News Briefs

(Corttinuctl 1rcm Jtagc 16)

Morrison Services,lnc. , Shelby, N.C., has merged with Elliott Technologies as a wholly-owned subsidiary...

Custom Building Products is building a new facility near Atlanta, Ga. ...Briggs West Plumbingware, Colton, Ca., is now the western operating unit of Briggs Plumbingware, 1nc., Thmpa, Fl. VT Industies, Bryan and Houston, Tk., is celebrating its 30th anniversary ...Campbell Hausfeld is 150 years old this year...

Nuway Distibrzrors observed its l0 years in Atlanta, Ga., with "Dealer Appreciation Night" for over 300...

Paul L. Harang, owner of Brazoria Lumber Yard. Brazoria, Tx.. died Sept. l. 1986. in Bay City. Tx. He was 52.

A lifetime resident of Brazoria. he served as a director of the Lumbermen's Association of To<as, past president of the Bay City Lumbermen's Association. former mayor of Brazoria. and on the city council for l8 years.

Mr. Harang is survived by his widow. Benita. mother. a brother. son. daushter. and two grandchildren.

Monroe H. lbigt, senior vice president ofSteves & Sons. San Antonio. Tx.. died Aug. 28. 1986. in that city. He was 66.

A native of Texas. Mr. Voiet was an employee and officer in the Ste*ves Companies for 39 years.

He is survived by his widorv. [.ouise. a daughter and two grandsons.

Coington bunber Co., Corrington, Tn., is operating from a trailer follorving a $l million fire on June 10... Scor6"s has relocated employees of its lOth St. store in Ocala. Fl.. to other stores in the chain following a fire in late June; a replacement store will be opened later this year...

Scotty's Inc., with sales of $453,444,000, ranked l8th in Florida's top 50 companies, rising from 2lst place in 1985. ..Strunk htmber, Key West, Fl., was a sponsor for the city's summer art program...

The Interior Insulating Window Insfiarc and the 50 year oldAmerican Archit e ctural Manufacture rc As sociationhave merged...

Total hardtyood erpons during the first half of 1986 were valued atSn4

natrick "Tfun" McClelland, manager of Wickes Lumber Co., Goldsboro, NC., died in a car accident near Kinston, NC., on Aug. 4. 1986. He was 28.

He rryas transferred to Goldsboro from Albany. Ga.. two years ago. His wife and two others also died in the three car collision.

Mr. McClelland is survived by a brother. a son. and a daughter.

Russell hocler, former president and chairman ofthe board ofBelknap Inc.. Louisville, Ky., died Aug. 26, 1986. He was 83.

Born in Auburn, Ky., Mr. Procter joined Belknap Bluegrass Hardware Co. in 1925 as an order clerk. He was named president in 1955 and chairman in lt)69.

Mr. Procter is survived by one daughter. two sisters, and four grandchildren.

million. ..BiWood Flooring has contributed $5,000 tothe National llbod Fl oo ri n g As soci at i on's educational program...

National Seat andthe Four Oaks Seat Dit. of Moldex International, /nc. , Four Oals, NC., hare merged... Williams Hand Tool,Inc. , Norcross, Ga.. has sold its WlcanTool Subsidiaryto Dearby'Corp, Chicago, Il, for an undisclosed amount...

HARDVT'OOD FLOORING

(Continued from page 10)

established grades and regulations. The NOFMA trademark on the back of each flooring strip is an assurance to the retailer, contractor or builder, and building orvner that quality flooring has been used in its construction.

To aid retailers in their promotion of hardwood floors the NOFMA has several publications of interest to consumers, including the do'it-yourself customer, and builders and other professionals. They include: "Hardwood Floors are for Real and for a Lifetime" and a condensed version of this 8-page color brochure

designed as an envelope enclosure. "Hardurcod Floors for'lbday and Tomorrow;" "The Wood Floor Care Guide," which has been extremely popular with homeownen; "The Hardwood Flooring Installation Manual" and the "Hardu,ood Flooring Finishing/Refinishing Manual," both eight pages with detailed instructions; "Hardwood Floors, Walls and Ceilings," a 4-page color folder with grade descriptions and photographs, installation and finishing specifications and other technical data.

Sample copies and a price list with quantity discounts are awilable by writing the National Oak Flooring Manufacturers Association, 804 Sterick Bldg., 8 N. Third St., Memphis, Tn. 38103.

of

Sellfng fo thc rxEST2

Plus Alaska and Hawall

lf you sell into the West, orany part of it, we can hel p you get ac ross you r message.

The.Merchant Magazine covers all 13 Western states. Founded in 1922, it has been the listened to voice of the industry in the West for more than six decades. Our longevity also proves we can get an advertiser's message to the important trade factors better than any other medium. And at the right price.

Our paid circulation is nearly 5,000; a remarkable vote of confidence as these industry influentials also receive at least four or five free magazines monthly. The Merchant's paidcirculation tells you

clearly which magazine Westemers red.

The Merchant's unique blend of news, merchandising and marketing information, salted with personal newsand notes and seasoned to the Westemers' taste reaches an audience of home centers, home improvement centers and lumber dealers as well as the wholesalers, distributors and jobbers that back them up. The Merchant, incidentally, is the sister publication of Building Products Digest.

You can count on reaching the market in the West through The Merchant Maga. zine. Call today, you'llbe glad you did.