Building Products Digest - October 1987

Serving the lumber markets in 13 Southern states

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

But sometimes Mother Nature 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 gades.

Plus, we're members of the Califomia Redwood Association and the Redwood Inspection Service. So our gade stamp is your assurance of quality from the people who know redwood best.

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

The Fine$t Solid Wbod Plank

o Six individual panelings, including Natural C)rpress, Feclqf Clpress, Bleached Natural Cypress, Bleached Pecky Cypress, Knotty Yellow Pine and Red Oak"

o All panelings are aftilL 3/+" in thickness.

o Packaged shrink-wrapped for the D.I.Y. retail customer, and bulkboxed for the conkactor trade.

o A full line of matching solid wood moldings is available for each paneling item.

r Attractive retail displ"y racks are avail,able.

These Fine Companies DISTRIBUTE

TANDMARK PRODUCTS NORTHEAST

AMERICAN LUMBER COMPANY INC,

25-45 Borden Avenue

Long Island City, New York I 1 101

17181 784-5151

BRANCHES: Holtsville, New York {5161 758-6900

Chelsea, New York 19141 831-2770

ROBBINSLUMBER

Ghent Road

Searsmont, Maine 04973

12071 342-5221

SOUTHEAST

KLUMBLUMBER

3406 Georgia Pacific Avenue

Mobile, Alabama 36617

t205t 476-4796

SOUTHERN WOOD SPECIALISTS

Old Highway East

HickoryGroves

Starkville, Mississippi 39759

{6011 323-0333

RED MOUNTAIN FORBST PRODUCTS

108 North 28th Street

Birmingham, Alabama 35203

t205t 324-5222

EARLRAIFORD

91 Thompson Street

Ashville, North Carolina 28813

1704l,253-5667

RAWLES-ADEN LUMBER CORP.

Anchor Industrial Park

Petersburg, Virginia 23804

(8001 552-4800

SOUTHIilEST

CAPITALLUMBER

1221 North Avenue "S"

Lubbock, Texas 79415

{800t 692-4288

SLI\UGHTER BROTHERS

1 1050 Plano Road

Dallas, Tbns 75238

t2r4t 341-9000

BRANCHES: Atlanta,Georgia (4041 934-6800

Orlando, Florida t305t 851-0107

WEST

ALL COAST FOREST PRODUCTS

13880 Montevista Avenue

Chinq California 91708-1206

OREPAC BUILDING PRODUCTS

30160 SW OrePac Avenue

Wilsonvi.lle, Oregon 97070

(5031 682-5053

BRANCHES: Thcoma,Washington 1206t 582-9500

Sacramento, California 19161 381-8051

CARIBBEAN ISLANDS

BOCASUPPLY INC.

200 SW2nd Street

Pompano Beach, Florida 33060

t305t 785-7447

Coming in January o o .

Our annual !.S. We'll be talking about its uses charabteristics, marketing, grading, current market conditions, and how retailers and wholesalers can profitably buy and sell Southern Pine.

I novenrrsERS: act today to be sure your advertisement is included in , this important special issue. Cet your message before our 1 2,750 readers in 13 Southern states. Deadline for ' the January Southern Pine Speclal Issue is December 11. For information, write the ad. dress below or call (collect) (714) 852.1990.

Serving 13 Southern states

Publisher David Cutler

Edilor Juanita Lovret

Asslst.Dl Edltor David Koenig

Contrlbutl4 Edlton

DwiSht Curran Gage McKinney

Art Dlrector Manha Emery

Strfi Artlst Parie Petly

Clrtnlrtton Ali- Niclsen

Building Producs Dig€st is puHished monthly at 4500 Campus Dr., Suitc 4E0, Nc*Dort Beach, Ca. 92660, phone (714) t52-1990. by Cutler Publishing. Inc.

ADVERTISING OFFICES

Advenising ratcs upon r€questFrom all slates east of thc Raky Mountains: Contact Jean wattoner Gogerty, national sales manager. From Arizona. Nevada and Califomia: Conucr David Cutler. Both nuy be reached at (714) 852-1990 or by writing 45d) Campus Dr.. Suite ttt0, Newpon Bcach, Ca. 92ffi.

From washington Skte. Oregon, ldaho, wyoming, Montana, Utah. Colomdo. Nonhem Califomia and Canada: Congcr Carol Holm at (206) 71+3773 or 2ltl9 77th Plac. West. Edmonds. Wa. 98020.

SI.]BSCRIPTIONS

Change of Mdrcss-Send subscription orders and addess cnarges o Cimilatin Detr.. Building Prodr.rcs Digcst, 45m Canpus Dr.. stie4&), Navport Beh, Ca.92660 Include adft€ss label fto{n rccen issrc if pcsfule, plr6 rnv addrass and zip code.

Subscription Ratcs: U.S.: $20-one year; $36tv'o years: $5Gfuee pan. Foreign: orrc year payable in advance in U.S. fundsCanada or Mexico: air-$42; surface-$37; Scuth America: air-$6ol surface-$39; Asia: air-f/0; surface-$391 Europe: air-J9O: surface-$39. Shgle copfux 32; back cqies $3 plus shipping & handling.

BUILDING PRODUCTS DIGEST is aa independnlyomed pbdatiot ftr hc reuil, *lwlesle atd di*ibntiot lereb of dv horhr atd honc center nanket in 13 buthem saes

Copyrighl o 1987, Cutler Publishing, lnc. Cover.nd entire conlents are fully protected and musl not be reproduced in any manner without wrilten permission. Building Products Digest assumes no liability for materials furnished to it.

With some suppliers, it's hit or miss.

Even for the vast majority of you who take your purchasing seriously, deciding on an in inventory strategy isn't easy. fust when you think you've found the answer, your carload of pine is late, the truckload isn't ready yet and that new excuse is the last straw. And evervthing seems to go wrong. You lost your best customer. The talley is out of balance. Everything starts costing more. Sometimes it makes you wonder if you ever can get ahead, no matter how hard try. you

Fortunately, there is someone you can turn to for help-Ajayem Lumber Company. Our business is helping dealers get more for their

money. Help you save-or increase your turnover'. And if you like, some new inventory that really

we can even show you ideas in managing your by suggesting practical strategies work.

DAVID CUTLER. publisher

ls it hardwood or hardly wood?

I T has been interesting to watch the recent inI crease in the use of hardwood in products like shelving, paneling, moulding, picture frames, parquet flooring and the like for the d-i-y market. From the initial, halting steps taken by manufacturers just a few years back to today's offerings that match the best in the business, the progress has been remarkable.

But neither manufacturer nor dealer are out of the woods yet. On both sides there are enough potential problems to raise caution flags.

Sometimes who makes the hardwood product is as important to a dealer as the product itself. As hardwood has grown in popularity with the public, suppliers of varying integrity and ability have surfaced. Dealers should take a close look at the manufacturer to see if the product is from a company that has a good industry reputation and a strong background in hardwood.

We've always felt more comfortable buying a hardwood based product from a manufacturer with the words lumber or forest products in its

name, or a firm known for its competence in the wood products business. To us that says something about their industry involvement and, perhaps more important, their understanding of what certain hardwoods can and can't do. Almost an implied assurance that the correct grades were used to make the product.

The product that should never be has also come along with hardwood's increasing popularity with the do-it-yourselfer. Some have been from off-shore firms that are mere packagers with little or no understanding of hardwood and its properties. These firms too often lack the commitment and capability to supply the dealer backup needed. Many excellent products come to us from overseas, but caution is still in order.

Manufacturers, too, must be certain they've done a complete and professional marketing job before selling the dealer. When both dealer and manufacturer do this. we can be assured that hardwood based products will increasingly move off dealer shelves.

LONG AS THERE ARE PEOPLE WHO DEMAND THE FINEST IN HARDWOOD LUMBER, ANDERSON.TULLY WLL CONTINUE TO

Depend on Treesource b have ttre products you need in the quantitjs you rquire, and to delir,er them in a timely rnanner. You can be confident of our product quality because we use only the top. line gradi*g,.bur:r1,,,,1

For

"The Rtght Log For The Rtght Producl" Hffi'sffi

Our quality products start righthere with the log. P&M's Resource Department takes pride in supplying our manufacturing facilities with the raw material they need to produce a premium CedarPro product.

Quality Control is important right from the start. By developing a specializedgrading system for Incense Cedar logs, we deliver our sawmills the right Iog ficr the right product, so our customers receive consistent quality products everytime.

After all, we'rc the CedarPros.

NORTHEAST

GEORGE MCQUESTEN CO.

lron Horse Park

North Billerica, MA 01862

(617) 663-343s

MID.STATE LUMBER CO.

2OO Industrial Parkway

Branchbuq, NJ 08876 (zOL)72549n0

SOUTHEAST

FURMAN LUMBER CO.

8191 Annapolis Junction Rd.

Annapolis Junction, MD 2O701

(3Ot) 792-2234

EARL RAtrORD LUMBER CO.

PO. Box 5498

Asheville, NC 28813

(7O4) 253-5ffi7

EPPERSON LUMBER SALES, INC.

PO. Box 1559

Statesville, NC2ffi77

(7O4) 8734321

r&t LUMBER CO

PO. Box 3267

Huntsville, AL 35810

(zos) s33-9220

WOODFORD PLYWOOD

PO. Box l73l

Albany, GA 31703

(912) 8834900

Branches in Alabama, Georgia & Florida

I.AKE STATES

EMPIRE WHOLESALE

PO. Box 249

Akron, OH 44309

(216) 4344s4s

NORI}IWEST

HUMPHREY LUMBER CO.

PO. Box 99943

lbcoma, WA 98499

(206) 584-6263

T'PPER MID WEST

CANTON LUMBER CO.

PO Box 9328

Minneapolis, MN 5g40-9328

(612) 42s-t40o

WEST

ALL{OAST FOREST PRODUCIS. INC.

PO. Box M

Chinq C.A 91708

(714) 627€5sl

HEDLUND LUMBER & MACHINE STAINING

PO. Box 60O38

Sacrammtq CA 95860

(916) 331€6il

IMPERTAL WHOLESALE

PO. Box 256O5

Salt lake City, UT 85125

(8Ol) 972-s656

CEDAR WEST CORP

P.O. Box 5224 Denver, CO 8O217

(3O3) 294-OO77

Finished hardwood lumber is a hot item

1Fl NE of the hottest new growth \/ cateeories in the home center building products department is finished hardwood lumber.

First to recognize this trend three years ago was American Hardwood Industries. Titusville. Pa. (a division of Hammermill Paper Co. until this May when acquired by Weyerhaeuser Co.).

American's program consists primarily of hardwood boards available in six species: oak, poplar, maple, cherry, walnut and ash. Boards come cut to size in six widths (2" , 3" , 4" , 6", 8" and 12") and four lengths (3', 4', 5' and 6'), are surfaced four sides (S4S) and free of most common defects, namely, knots, mineral stain, end checking, splits and wane.

Under the brand name "Redi-ToUse," American began marketing its program in 1984 to the top 100 home center segment. Since then, American's customer list has grown to include Home Depot, Builders Square, Lowe's, Payless Cashway and Grossman's, to name a few.

Key to American's success has been a flexible ordering program which allows customers to buy any combination of species without any minimum order requirement. Plus, stocking customers are given display racks which hold up to 160 boards in the aforementioned sizes.

Now a Weyerhaeuser Company, American Hardwood Industries is hoping to solidily its leadership position in the dimensional hardwood board market.

"Prior to the Redi-To-Use concept being available in home centers, the average home woodworker wanting to buy finished hardwood boards would be sent to the specialty hardwood store," explained Bill Simmonds, vice president of Weyerhaeuser's Repair and Remodel Group.

"Hardwood boards found in most specialty hardwood outlets are typically surfaced two sides instead of four. They also contain more defects

and are generally more expensive than our Redi-To-Use boards."

"What we see in the Redi-To-Use concept is an opportunity for home centers to earn higher than average margins from an elite class of d-iyer," Simmonds explained. "The cross merchandising sales potential these customers represent with products like stain, hand tools, power tools and sandpaper is enormous. Just as important, our research shows they're less sensitive to price than most d-i-yers."

Arnold Curtis, president of Weyerhaeuser's Northwest Hardwoods Group (who, together with Simmonds' Repair and Remodel Group, shares the management responsibility of American) talked about their planned expansion:

"We plan to increase our present production capacity by several times over the next l2 months to support an aggressive national marketing program to be introduced this fall. Additionally, we intend to regionalize our distribution to maintain our reputation for shipping orders complete and to the customer within l0 working days."

"Our many years of experience producing hardwoods can only enhance the Redi-To-Use program," added Curtis, "especially when combined with the high caliber of employees we inherited with the American acquisition. Our future in this business is indeed promising."

Story at a Glance

Home center d-i-y customers buying lots of finished hardwood boards. higher than average margins...tremendous potential for add on sdles... aggressive marketing programs avaalable.

We'rg talking hardwoods.;

UARDWOODS. The chairmen of Fl the boards. Expect some to be expensive. Expect quality. Expect commitment from the men who work with them. In general, hardwood people are backed bY Years of experience and usually take pride in their business. Here a panel of such experts speak out for this magazine on the current state ofthe hardwood industry and how dealers can best market the product.

Q: How are hardwoods currentlY selling?

G.T. Frost, Jr., President, Frost Hardwood Lumber Co., San Diego, Ca.: As the American dollar falls in the international marketplace, the bargain is in U.S. products. And right now we're seeing an unprecedented demand for domestic hardwoods. Oak, both red and white, and to some degree, as oak becomes higher and higher priced, birch and maPle.

Doug Bolton, general manager, Redi-To-Use Hardwoods (a Weyerhaeuser Co.), Titusville, Pa.: Hardwood usage is way up. There's currently a strong export market at the same time as a strong domestic market. The kitchen cabinet manufacturers, for example, are busy as heck. Usually there is an excess of supply during the summer. Not this year. Prices never went down. Now winter is coming, when the kilns turn slower and the logs are harder to get, but the demand will stay just as strong. Prices will continue to rise.

Q: Who's buying?

Pat Philen, sales representative, Linden Lumber Co., Linden, Al.: All markets are extremely strong, everywhere. Usually it's just domestic or export, rarely both. lt's nationwide, the Pacific Rim countries, and also into Europe.

Richard Landry, president, Richard Landry Lumber Sales, Alexandria, La.: The export demand is mostly coming from Taiwan, Japan, Korea that's a hot bed. Also from Europe, such as ltaly. We ship them lumber, they manufacture furniture parts and ship them back.

Q: What products are these hardwoods being used for?

Audrey Osborn, director of sales, Roy O. Martin Lumber Co., Inc., Alexandria, La.: Furniture in general is doing well, along with kitchen cabinets and mouldings in general.

Walter M. Fields' Jr., cunent President, National Hardwood Lumber Association and Walter FielG Lumber Co., lnc., MemPhis, Tn.: Hardwood flooring has picked uP a lot. It's slowly getting back to where it was years and years ago, in the Precarpeting days.

Rob Kincaid, vice President, American Hardwood Co., Los Angeles, Ca.: We are into the custom end of the business as well as harder to find items. Our philosophY has been to find out what the customer wants and make a dollar doing it.

Q: Are there any hardwoods that aren't moving?

Osborn: Over here, even the usual slow movers, such as hackberry and gum, are picking uP.

Pat Phllcn

G. T. Frost Jr.

Landry: A few species are not doing so well. Elms, gums, cottonwood and willow are all depressed. They're not grainy, so possibly people want the "look" of hardwood.

Q: Are dealers doing a good job of selling hardwood?

Landry: They're doing an excellent job. Most of these guys have been selling hardwood all thsir lives, just like me. They know what they're doing and are moving it pretty well.

Kincaid: No. They must understand hardwoods. They should have at least one person on their staff with some expertise in hardwoods. Typically what they're doing is sitting it out there for the customers to grab it. It's a high ticket item with high ticket margins, and they're counting on the customers to know its value. Try suggestive selling.

Frost: The enlightened retailer recognizes that hardwood lumber has a broad scope ofquality, depending on where it's grown, how well it's manufactured, and a number of other factors. Many times you can take red oak from one area and red oak from another and really you end up with apples and oranges.

Some retailers think the lowest priced product is what the customer wants and that's what they're going to sell him. The typical retailer may not understand the philosophy that quality will demand a fair price. He goes for the Home Depot, deep discount approach. If they would offer value at a fair price, they really would better help the customer.

Story at a Glance

Hardwood men discuss the current market. who's buying what, what sells and what doesn't. are dealers doing a good job with hardwood... how long will the good times last?

Q: Are dealers getting any help?

Fields: The NHLA is starting an extensive promotional program, beginning at our October Washington, D.C., convention, geared toward designers and architects. This should really help the distribution yards and millwork houses.

Q: How long will the present strong business last?

Q: What advice could you offer to help them to improve their sales?

Rob Kincaid

Q: But is there anything they could change?

Bolton: The hardwood market is still too much for the superior craftsman. We're pushing to broaden hardwoods for the part-time expert. But the do-it-yourselfer who wants to make a cabinet in his garage needs a much higher quality board. The craftsman might have a planer; the d-i-yer might only have a skill saw in the garage. So he needs straight, flat boards more dimensionally to size.

Philen: Find out what the end use of the product is. Don't just sell the lumber by the grade, NHLA No. 1 or No. 2 grade or whatever. F-ind out what the customers are using it for and what type would give them the best yield. Oftentimes they would be better off using something else.

Bolton: Sell projects. Give consumers an idea what to do with hardwoods. When a customer walks by, he shouldn't see a bunch of boards but a bookshelf.

Fields: It's so strong now, domestically and foreign, that I see it as continuing through the balance of this year and well into the next.

Frost: As long as the product's not priced out of the market. We're seeing many competitive productsmedium density fiberboard, melamine overlays and so onto solid hardwoods. They can take the place of hardwood lumber if, say, red oak is priced to a point where the manufacturer feels he can'tjustify the use.

Kincaid: I see it continuing for the next six to eight months. But then I'm an optimist.

Walter M. Fields, Jr.

I T'S NO SECRET that afluent

I young people - yuppiesare demanding the best in life and have the money to support their taste.

Solid hardwood plank or Paneling in a home is becoming a sign of success to this group, like a Porsche or a wine cellar. Retailers who recognize this trend can target buy-it-yourself and do-it-yourself markets by developing a hardwood inventory aimed at shoppers with status symbol tastes and incomes to match.

Landmark Lumber Inc., Clearwater, Fl., a manufacturer who believes in the potential of solid wood paneling, is catering to this market with pre-packaged, cleaned, sanded and finished, ready-to-install products. Using slogans such as "The real thing," "Enhance the beauty ofyour home," "Accent a wall this weekend," "Solid wood Paneling will last a lifetime," "Nothing else can compare with solid wood Paneling," they are aiming at those who

Ways to develop a hardwood paneling profit center

wood planking "ready to put on a cart and roll out." are another part of Allison's philosophy. To support his theory, he packages 3/4 inch tongue and groove paneling in shrink wraP with labels carrying complete d-i-y instructions. Stocking moulding finished to match the panelings is a "must," Allison emphasizes.

He recommends that dealers make installation service available for "the person who is all thumbs." For this customer as well as contractor customers, he packages paneling in cartons with enough material to cover 63 sq. ft.

seek instant social position and prestige.

Robert E. Allison lll, president of Landmark. advises retailers that these customers want to see what the wall will look like. To achieve this, he recommends color brochures filled with application pictures as point of purchase literature and advertisements showing the product in action.

Prominent displays with hard-

Story at a Glance

Suggestions for attrac'ting YuP pies to the joys of owning solid hardwood plank or Paneling .. tips from a trio of manufac' turers for dealers on how to sell more hardwood Paneling. .. slogans that have worked.

"There are plenty of benefits for the retailer who stocks solid hardwood panels," says La Verne Ard. general manager of Marsh Lumber Co.. Pamplico, S.C. "Although he has to tie up a lot of moneY in inventory, the panels are high profit items."

He suggests cypress, which can be used inside or outside, as a good retail product. The company manufactures panels in a wide range of species, mainly for the architectural market.

"Hardwood panels sell themselves." says Debbie Koeser, a sales representative at sheoga, Hardwood Flooring and Paneling Inc., Burlon. Oh. She backs her statement bY emphasizing the importance of displays. Using hardwood panels of various species, unfinished or with different stains, in a vignette or on a walladjacent to the hardwood paneling section can point up the beautY of the wood. she explains. Chain samples (small pieces of various wood species connected by a chain) also are good sales aids, helPing to point out quality and insulation value, Koeser adds.

PACKAGEI! PAt{ELlllG is combined with matching moulding in a display that emphasizes literature. finish sam0les and informative

labeling. Such displays build solid hardwood paneling's image as a do-it-yourself product.

AALES of readv-to-finish and ID readv-to-urrem-ble solid hardwood fuiniture by home centers are expected to be bolstered bY a consumer oriented marketing campaign called The Hardwood Solution.

Backed by over 100 solid hardwood furniture manufacturers and the Hardwood Manufacturers Association, the marketing communications effort centers on a hang tag attached to or included with a purchase of solid hardwood furniture. Two publications, The Hardwood Solution and The Solid Guide to Hardwood Furniture, as well as newspaper articles and editorial coverage in home magazines are designed to bolster interest in solid hardwood furniture.

By providing marketing support for retailers of solid U.S. hardwood furniture, the program aims to stimulate sales. A 1986 Quest Consumer Survey showed that 90% of

Home centers included in hardwood furniture marketing campaign

the American public already prefers furniture made of solid hardwoods. With more discretionary income, many young families are able to afford the value and quality of hardwood. Others are realizing that by applying the sweat equity of do-it-

Story at a Glance

How to penetrate ready-to- finish & ready-to-assemble solid hardwood lurniture market . . . use of hang tags, literature, videos to boost home center sales. dealers can capitalize on consumer desire for solid hardwood value.

yourself, they can afford to purchase solid hardwood ready-to'finish or ready-to-assemble furniture instead of man-made materials or imports. The Solid Guide to Hardwood Furniture can be purchased for distribution to customers. The HMA also has a sales education video and a consumer point of sale video available for retailers.

Companies that s€rve the home center market. such as Harris of Pendleton, Whittier Wood Products, Taylor Woodcraft, Athol Table Manufacturing, S&S Wood & Things, John Boos and Co., Union City Chair, Delta Design and ApPalachian Chair are included among the manufacturers participating in The Hardwood Solution Program.

In addition to the hang tags, literature, videos and print campaign, the Hardwood Manufacturers Association is sponsoring the Hardwood House as a showcase for hardwood furniture, flooring, paneling, cabinetry and other products. Dan Driz, a nationally known furniture designer, is coordinating the project and acting as a spokesman for the HMA.

Companies contributing to the Hardwood House include Coastal Lumber Co., Harris-Tarkett, Kentucky Wood Floors, Walter H. Weaber Sons, Inc., W. M. Cramer Lumber Co. and Fitzpatrick & Weller, Inc.

Ll AWAII. The land of lush tropi- If cal beauty and color. Exotic. enchanting, elusive. The land of koa.

Koa is Hawaii's finest native hardwood, growing solely on the main island of Hawaii. Yet its lofty value has always been parallelled by increasing scarcity. It grows best in areas that can be - and have been - converted into ideal grazing land. The koa forests which have not yet been cleared to develop pastures are primarily hlled with old trees in the rather inaccessible areas above 4,000 feet elevation, on the slopes of Mauna Loa, Mauna Kea, and Hualaiai

As a result, the full potential of koa has often gone unrealized. Even before the days ofprotective conservationists, the Hawaiian kings of long ago would restrict the valuable wood for their own uses. And the current problems of age and scarcity have contributed to koa's shaky supply reputation.

But now at least one sawmill is operating around the difficulties in the koa forests. Sumwood. Inc.. a Palos Verdes Peninsula (Los Angeles), Ca., importer, has joined forces with this mill as a reliable source for koa, guaranteeing a steady, continuous supply for years. Sawing at its current pace of about 40,000 board feet per month, the source has secured enough standing koa to last about 15 years.

Seldom before has a company been able to offer a complete package of koa items from stock, and Sumwood is taking full advantage of the opportunity by providing a wide variety of products. Koa lumber, paneling, plywood. flooring (both strip and parquet), and even complementary mouldings, including baseboard, panel moulding, cove. casing, crown and quarter round profiles, are available.

Sumwood president J.R. "Jim" Summerlin, who is also the current president of the International Hardwood Products Association, has coordinated with the suppliers in Hawaii to make his offerings ready from inventory for immediate shipments.

One look at a slice of koa instantly delivers its greatest sales feature. The rich, beautiful heartwood ranges from a pale blonde to a reddish and even deep chocolate brown. It is commonly figured by light and dark banding of the growth rings and a

Beautiful Hawaiian hardwood now readily available

wavy, interlocking grain pattern. An attractive curly or "fiddleback" figure often results.

Its other features physically and mechanically rank similar to black walnut. Technically, it closely matches walnut's strength, hardness, density, stability, uniformity of shrinkage and easy seasoning; in fact, koa is much less prone to degrade in seasoning than black walnut. Straight-grained koa machines easily, although more figured wood may be somewhat difficult to shape or plane.

As with walnut, koa has traditionally been devoted to uses such as furniture, cabinetry, boardroom and office interiors, architectural woodwork and wood specialty items.

Most koa trees have fluted, often crooked main stems which branch into massive, widely spreading limbs. Due to their age and state of decay, these trees commonly suffer from butt and crotch rot.

Since most of the standing koa is in old, decaying trees, experts estimate that at least half of this resource will die and rot away before it can be harvested. In light of a lack of programs to remove, regenerate and sustain the forests, heavy movements for preservation of the native forests, especially on public lands, have prevailed.

But now, with enterprising forces

Story at a Glance

Hawaii's finest native hardwood boasts strengths of walnut and unmatched beauty of its own... koa's potential ready for development

like Sumwood providing a dependable supply of koa, the market is wide open. This is one beauty you'll be seeing a lot more of. Like a piece of fine jewelry, koa grows in value with age.

t0UEtY K(lA is being used as wall paneling and moulding in this house shown under construction. Note the varied applications to emphasize the beauty of the grain and the wood's unioue coloration.

NtrWSBRItrFS

Builders Square has opened the first of three new warehouse stores in the metro Atlanta, Ga., area, home turf of pioneer Home Depot

HomeClub will open two 100,000 sq. ft.f warehouse units in El Paso, Tx., before the end of the year. both with almost 10,000 sq. ft. of nursery space

Home Depot opened a new store in Port RicheY, Fl., with construction underway on another new unit in Douglasville, Ga.: a Knoxville. Tn.. store is due to open before the end ofthe year...

Wiener Enterprises Int'., Harahan, La., plans to open two additional home inrprovement centers before the end of the year for its recently acquired Builderoma subsidiary . . the Allv'oods store in San Angelo, Tx., is now a Westlake Hardware...

Lox'e's opened a new store in South Montgomery. Al.. and reopened remodeled Southport. N.C., and Petersburg, Va.. stores as well as a relocated Charlotte. N.C.. store and closed a Norman, Ok.. unit. in Rock Hill, S.C., Lowe's will expand an existing store and build a new unit: an existing Monroe. N.C.. store will be expanded with new stores slated for Gastonia. N{onroe. Concord and Lake Norman. N.C....

Scotty's has new units in Starke, Panama City, Tampa. Inverness. Pensacola. Altamonte Springs and Bradenton, Fl., and Mobile. Al., with a Pembroke Pines. Fl., store due to open Nov. 5; Ciainesville and Leesburg, Fl., units are in the planningstage...

W'est Building I'laterials, Lakeland. Fl.. has added an IXL Automatic Kitchen Design System to its customer service plan Handy Dan. Denton. Tx.. and ll4oore's Raleigh. N.C.. have closed . . . Buildings formerlt' occupied by' three Li ndsle.v'stores in Palm Beach County, Fl.. have been sofd by Lindsley' Inc.

Co.x Luntber Co.. New Port Richey'. Fl.. has expanded its Brooksville. Fl.. location with a 1.5 million renovation of the existing retail store and the addition of a new pre-ltung door plant: the-v- also plan a new facilitv in Cr1'stal River. Fl.

l'orktowne /nc. has acquired a 175.000 sq. ft. distribution center in York. Pa.. to serve customers east of the N'lississippi River . Heil-Quaker Corp., Orlando. Fl.. will replace the Whirlpool name with Tempstar on its heating and cooling products

Pre/erred ,l[illwork, 1nc.. will open a new 55,000 sq. ft. millwork facility in Butler, Mo.. for hardwood millwork/moulding using Weinig equipment. Tim Bull. president, in charge.

Louisia na - Paci./'ic Corp. will build a new Waferwood plant in Jackson County'. Ga... Willamette Induslries has opened a second line of medium density fiberboard production at its Malvern. Ar., operation. making it the largest MDF plant in the world.

Klean-.Strip, a Div. of W.,V. Barr & Co., Inc., Memphis. Tn., has acquired a line of paint removers from KWIK... Giles & Kendall, Huntsville, Al.. has acquired Aromatic Cedar Products Int'., Gainesville, Mo., no pricerevealed...

Building Products Digest

USG Indus(ries, lnc. plans to purchase DAP Inc., from Beecham Group PLC, Landon, England . UC Industries, Inc. has opened a distribution center in Anniston. Al. . Masonite Corp. has purchased INT4MASA (medium density fiberboard), Barcelona, Spain, for an undisclosedamount...

Bruce Hardwood Floors. a div. of Triangle Pacific Corp.. Dallas. Tx., has acquired a 200,000 sq. ft. n"lanufacturing building on 50 acres in Port Gibson. Ms.

Eastex Forest Products, Houston. Tx., will have a new treating plant with a 60 ft. double door tube operational in mid Nov. or Dec. with plans to build a kiln at a later date: Rod Didier. treated productsmgr....

Red Mountain Forest Products has opened a new distribution warehouse in Birmingham. Al.. Charles Pitts. mgr., Barbara Loftis, sales . . . Lea.f River Foresl Products, Inc., New Augusta, Ms., celebrated producing its 500.000.000th b.f. of southern pine dimension lumber last month...

GAF has started Wood Line shingle production at its Dallas, Tx.. plant. the Bird lnc. plant, Bardstown. Ky'.. has become an exclusive manufacturer and marketer of Trocal vinl'l rvindou' and door profiles under license from Dvnmir ,\'obel, JG Troisdorf. WestCiernran!...

Trus Joist willdouble a Natchitoches. La.. plant's capacit-v- in a S8.5 nr illion expansion Geo rgia - Pac' iJ'it'. Atlanta, Ga., has acquired i\{adison. Ga., timberlands. a pl-""wood plant and chip-n-saw mill from l'is.v Board Inc.. a subsidiart of Pratt Holdings Pt-r'. Llrl.. Australia

Housi ngstarts in August (latest figs.) dropped l.5tl' to an annual rate of 1.582.000 . . . multifamil-'" starts were up 6.ltl'; single family starts dropped 4.5'\' .. bldg. permits fell 0.1'7, . . starts in the south fell 0.9olr . .

\frllren you begrin b ofbr your customens betler slrydighVioof u,lndo , values, immediate anilability and easier installation with APC Roof-Ughts, you can elpect your s\ylight sales to reach naru highs.

With Roof-Ught you'll find that there's no slrylighVroof window that is easier to sell. Or protides better profrt margins. Or comes with be,tter merchandising support. Including our highvisibility display that requires only six square feet of floor space: national ads to pre-sellvour orofe*sional custom- pre-sellyour profe*sional ers. Roof-Lights are conveniently packaged complete in one carton and are immediately available in all sizes from our convenient warehouses.

Roof-Ughts offer the advantage of installation from inside or from the roof. Thry feature a separate extruded aluminum curb that allows allwaterproofing and mastic work before installation of the glazing assembly. Installation is fast, easy, clean , ',,

and secure which means no call-bacK and happy '

customers.

Start making more rnoney. More often! Call I I (800) 222-O2Ol today for complete information i" I about Roof-Lights anh our frai display program.

Yott've Got A Choice With HARDWOOD

. Flooring . Paneling . Ceilings

We'll meet your needs with a wide variety of species lo selecl lroln ittcluding:

OCTOBER

North American Wholesale Lumber AssocietionOct. t'9. Southern sector meeting. Westin Peachtree Plaza. Atlanta. Ga.

Lumbermen's Association of TexesOct. 10. insurance/ risk managemenl seminar. lrving. Tx.

S&T Wholesale HardwareOct. l0-ll. market. Louisville. Ky.

National Building Material Distributors AssociationOct. 10-13, annual meeting. Caesar's Palace. Las Vegas. Nv.

DIY '8?Oct. ll-13. Novotel Exhibition Center. W. Lon' don. England.

Architectural Woodwork Institute()ct. 12-14, annual show & convention, Hyatt Grand Cypress Resort, Orlando, Ft.

North American Wholesale Lumber AssocirtionOct. 13. regional meeting. llyatt Richmond. Richmond. Va.

Lumbermen's Association of TexasOct. 14-16. basic estimating seminar. San '\ntonio. Tx.

Lumbermen's Club of MemphisOct. 15. luncheon. Ramada Hotel. trlemphis. Tn.

National Lumber & Building Meteriel Deelers AssociationOct. l5-lE. annual convenlion. lrlarriott Coplel' Place. Boston. \la.

American Hardware Manufacturers AssocietionOct. lt21. national hardware convenlion. Sheraton Centre. Toronto. Ontario. Canada.

National Hardwood Lumber AssocietionOct. l9-21' annual convention, Washington Hilton, Washington, D.C.

Internationel Hardwood Products AssocietionOct.2f -23, board & mid-year meeting, Washington, D.C.

Southern Forest Products AssocietionOcl. 2l-23, annual meeting, The Houstonian, Houston, Tx.

Florida Lumber & Building Mrterid Deders AssocletionOct. 22, District l2 luncheon meetinS, Ocala, Fl.

Acr Hardwere Corp.Oct. 23-26, fall oonvention, Reno Convention Center, Reno, Nv.

Lumbermen's Club of MemphisOct. 25-31, Wood Prod' ucts Week, Memphis, Tn.

FAMOWOOD is the PR0FESSI0NAI'S Att PURP0SE PLASTIC

Boat builders, furnilure makers, cabinet makers, elc. have found it the one sure answer to correcting wood defects, filling wood cracks, gouges, covering counlersunk 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, and will not gum up sander. Walerproof and weatherproof when properly aVplied. -1

Availalle in 16 matciing wood colots and white.

Forest Products Research SocietyOct. 2t-30, wood pro' tection conference, Hyatt Regency, Memphis, Tn.

Woodworking WorldOct. 30-Nov. I, Charlotte Civic Center. Charlotte. N.C.

NOVEMBER

North Americen Wholesele Lumber AssocietionNov. I' wood marketing seminar, University of Georyia, Athens, Ga.

Florida Lumber & Building Mrterirl Deders AssocirtbnNov. 1-2, & 12, security seminars, Orlando, Fl.

Lumbermen's Associetion of TexesNov. 4-5. basic estimating seminar. Flagship lnn, Arlington. Tx.

Southern Pressure Treaters AssocietionNov. lt-20' fall meeting, Ritz Carlton, Atlanta, Ga.

Lumbermen's Club of MemphisNov. 19, luncheon. Ramada Inn, Memphis, Tn.

National Decorating Products AssociationNov. 20'22, annual show, McCormick Place, Chicago, ll.

DW

Home Center Merchant

BILL FISHMAN

Bill

Fisiman & Affiliates

11650 lberia Place

San Diego, Ca.9212t

I N fHe EARLY days of Hollywood I musicals, when money was needed to help pay for "mom's operation," the Mickey Rooney type would turn to the Judy Garland type and say, "Let's have a show." In fantasy it worked. The show was a quick cure to raise moneY. In retailing, advertising is the

uJont the highest quolitg ovoiloble in CCR TVpe

apparent quick cure. I recently attended a management meeting where it was decided to allocate an additional ad budget for a one-store promotion in an attempt to raise the sales volume. This is not always the best solution. I dug up a column written in l98l to highlight my view:

Advertising is the most exPensive and often least productive cure for a sick store. I've been witness, and sometimes party, to increasing an ad budget in the

Bulldlng Products Digest attempt to bring the volume and margins up to a store's projections. Alone, an increased ad budget never worked!

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

During my days as director of sales promotion for a home center chain in the midwest. the fifth slore we opened in town missed our first year's goals substantially. A task force moved in to uncover the problems. We found the manag,er was a closed-minded,ironfisted, do-il-my-way personality and the rest of the store's management team was ineffective. There was much employee

Treot ec) lumber, coll c u RT,Ps,;!!y**rfttflf,f^s.9r, I Nc.

Frkonsos TURTS l-(800) 489-2352 Notionol IURTS l{800) 2t2-2r26

Eltt HRRDIIIG o LINDR PRIDDT o iOSS iRSilUSS€]|

[Ue con fill oll Vour treoted lumber needs.. . londscope timbers, plywood, oll dimensionol lumber, 4r4 through l2rl2. On 616 ond forgor u;e hove lengths ronging up to 45 feet. Plus, ure nou, corrv in stock .60 FDN. tlJe olso hove our ouJn fleet of trucks to help yon solve ony delvery problems r/ou moy hove. Rl our moteriol is TPI grode morked. [Ue feoture the RIUPB quolity

C Pressvre

dissension. Customers felt uncomfortable shopping in the store. The out-ofstocks were at two or three times that of the other stores in the chain. Also, we were not as competitively priced as the market area demanded.

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

Our campaign brought back many customers who had previously committed themselves never to shop there again. They shook the manager's hand, and then proceeded to seek out the promised changes. They couldn't find 'em. Instead they faced the same disgruntled sales staff, the same poor housekeeping and merchandising and the same non-competitive prices. Many said goodbye forever. This time we added a credibility gap to our other illnesses.

The store eventually made it. It's now doing very nicely, thank you. But it took the third time around for us to realize that it takes more than words. It takes action, in-store merchandising and instore action.

Here are a few of the functions pulled from the in-store merchandiser's action check list:

. maintain an in-stock condition

Create visual displays that take the customer through logical price steps

Mass display products in conjunction with promotions

create dual displays to cross-reference specific product categories

. Create promotional signing during a sales promotion event

Maintain the inventory of d-i-y instructions and books

Communicate promotional pricing and inventory location to store personnel including part timers.

o Sign the displays

o Supervise store-wide housekeeping

Rotate aged stock

. Schedule clinics and demonstrators

. Communicate price changes to selling force

. Remove expired signing

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

o Police the price stickers ro be assured that all pricing within the same product, same model number is identical

. Shop competition

TOPICS

erecutlYc vlce preeldent

NEW SERIES of seminars for members of LAT will begin this month with an insurance and risk management workshop for owners and managers.

Jack McMahan, president of Insurance Management Services, Inc., will be the speaker at the 8 a.m. to 4 p.m. session on Oct. l0 at The Harvey Hotel, at the Dallas-Fort Worth Airport, Irving. Members will pay $175 with the fee for non-members set at $200.

Those attending will have the opportunity to stay overnight and attend a football game between the Dallas Cowboys and the Philadelphia Eagles at Texas Stadium on Oct. ll. A limited number of tickets are available through the LAT oflice for those attending the seminar.

Larry S. Willmann will be the instructor for basic estimating seminars Oct. l4l6 at the San Antonio Rodeway Atrium Inn and Nov. 4-6 at the Arlington Flagship Inn. The 20 hour course will teach

the new employee or beginning estimator blueprint reading, construction details, quantity estimating and actual material takeoffs. Fees are $l75 for members and $200 for non-members.

Willmann is coordinator of the TSTI Estimating Program and chairman of Energy Efficient Building Systems at TSTI in Waco. A graduate of Texas A & M and TSTI. he has more than 15 years experience in the field.

Redwood '87 seminars will be held Dec. 2 at Wyndham Creenspoint, Houstonl Dec. 3. Rodeway Atrium Inn, San Antonio, and Dec. 4, DFW Airport Harvey Hotel, lrving. Sponsored by the California Redwood Association and LAT, the morning sessions will acquaint owners. managers and key sales staff with the diverse properties and immense sales potential of redwood. Fees are t50 per person for members and $75 for non-members.

The association has a growing, tape loan library. In addition to an LAT Credit Conference cassette, there are I I 3/4" VHS video tapes available for borrowing at no charge.

I f lS WITH special pleasure that we I dedicate this month's column to the Arkansas and Oklahoma lumber dealers who will be in leadership positions in the Mid-America Lumbermens Association for 1987-1988.

President is Truman Hall. Arkmo. Little Rock, Ar. First vice president is Grady Ollie, Jr., Geo. Ollie's Lunrber Co., Pocola, Ok.

Dealer directors representing Arkansas will be Ben Mayo, Mayo Building Supply Inc., Bentonvillet David Churchman, Moore & Cone Lumber Co., Inc., Newport; Bill Mayfield, Reynolds Builders Supply, Smackover; Tom

Bryant, Bryant Bros./North Arkansas Cash Lumber Co., Batesville.

David Heien, Marlow Lumber Co., Inc., Marlow; Bob Margason, Union Building Materials, Inc., Broken Arrow: Bob Henkle, Grand Country Homeworks, Grovel and Richard Ryerson, Starr Lumber Co., Alva, will be representing Oklahoma.

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 board, they will set association policy, plan new programs, format new

erEilip vlce pedd.!il

Lumbermen'c Asoocladon of Terac P.O. Ad 5546, Arda, Tr. 7tt6! (tll) a7t'rr9a

October 1987

cclucationul acti\ ities. dcvelop lcgislativc goals. ullocatc rrssociation luncls lnd dcul r.r.ith nunrcrous olher itcnts and sublects thrrl bcncllt all lrssociatiorr ntcntbcrs. \ ll nre nr bcrs w ho r.r ou lcl lik c to har c thc insurrrncc lruslees rrr the bolrd ol tlit.'.1,,T. rlllriritl:rtl ttettt ()f tul)i( itfc inr rlccl to tl<t so in rvriting or in l)crson. 'I hc trustccs *ill ntcet \loncla1 Oct l6 lunri the boulci ol iiirectors on -l ucsdal-. ( )ct. Ii. ( irll thc rrssociation ollicc f or atl<iitionll intbrnration. \ or-rr thoughts on \\ ll.lt \\c liren t cloirrg tlrut rle sitould, rur.trl on \\ hirt \\c lrC tloing thlrt we slroulcln't lfc entltLlsiasticlllr solicitcd. Plclrsc let us hcar liont vou so \\,e can clo an c\ cn bctlcrjob lirr r,ou ancl I'our husiness.

In lidclition to slilLrting thc..\rkilnsas rrnd ( )klrrhonrrr nrenrbcrs of thc l9ll7-ll8 boarcl. rve \\ilnt to thlnk [)or lc Roach. [:. ('. I]rirton.t ( o...loncsboro, itnd Joitn "\likc" Kenncdr.1 II. l{ogcrs I.untbcr ( o.. Inc. \{c.,\lcster. * lrosc tcrnts us rlirectors hurc crpirctl. I hesc trio reprcscnta(l \ oLr ricll trncl consistentlV support their inclustrl's tracic lrssociutiOn $itlt total clcrlication.

I()P GRADES went t0 the winning team from Leaf R ver Forest Products, New Augusta, Ms., at a recent grading contest tn Waynesboro Ms. sponsored by Timber ProdLrcts Inspecti0n and l-100d Indrrstries Timber Products' Howard T Powell (in baseball cap) awards (lefl to right) Ricky Ba ling Clinton Van Gundy and Joe Brown Jr

Coming next month... C'onrpletc coveragc of thc Florida Lunrbcr and Iluilding \latcrial l)ealer's annual bu]-- ing shon rrntl eon\ ention. inclLrclinrr lots of' l)hotos.

Wstch for these Exciting Issues in Cotning Nlonths

elecudce vlce preoldeot

November: Western Woods Special Issue

December: Business Forecast Special Issue

January: Southern Pine Special Issue

February: Cedar Special Issue

March: Redwood Special Issue

\/ oun oLA staff, with the hospi- I tality of Weyerhaeuser, has arranged a mill tour of southeastern Oklahoma and southwestern Arkansas operations for the later part of this month.

Similar to the 1986 mill tou., this year's tour will leave Oklahoma City on October 2l and work its way towards southeastern Oklahoma picking uP guests at various points along the way. After touring various Weyerhaeuser operations, the tour will return to Oklahoma City on Oct. 23.

Limited to 35 persons on a first paid reservation basis, the tour costs $70 for OLA members and $100 for non-members. In the past this popular excursion has enjoyed maximum attendance with a waiting list.

At the District 3 woodshed session held in McAlester, Ed Phillips, Buford

White Lumber Co.. Shawnee, shared an interesting way to eliminate a lot of the effort involved with complying with the immigration laws.

These laws require every new hire to prove he is a U.S. Citizen or legal resident with the burden for this recordkeeping on the emPloYer.

Ed pointed out that his firm now requires job applicans to submit applications through the local branch of the Oklahoma State Unemployment Security Commission. The benefit is that the employer qtn concentrate on hiring the right applicant, letting the commission screen and c€rtify the applicants.

The commission has Procedures to certify that everyone applyinS, for benefits complies with the new law. After rhe employer notifies the Unemployment Commission that one of their applicants has been hired, he is sent a ctrtificate for his files which states that the new employee complies with the immigration law.

SOUTHEASTERN SCENE a-,"*

association news in Alabama, Florida, Georgia, Kentucky, Louisiana' Mississippi, the Carolinas, Tennessee and Virginia.

Virginia Building Materirl Association is launching its fall seminar schedule this month with an advertising and promotion seminar from 9:30 a.m. to 4:30 p.m. on Oct. 6 at the Manassas Holiday lnn, Manassas. lt will be repeated on Oct. 7 at the Holiday Inn Airport, Richmond, and Oct. 8 at the Holiday Inn Portsmouth-Waterfront, Portsmouth. Don Belt, vice president of sales, American Hardware Co., will instruct all three sessions.

A residential framing lumber estimating seminar stressing basic estimating will be held Nov. 2-4 from 8:30 a.m. to 5 p.m. in Charlottesville. Bill Darling will be the instructor.

A P&P speed estimating seminar, an advance seminar flor those who have successfully completed the basic estimating seminar, is scheduled for Nov. 5 and

6, also in Charlottesville with Darling in charge.

A three day Armstrong retail management seminar will be held Jan. l2-14 in Charlottesville. Jim Pence will teach a managing for financial results seminar on Feb. 10, 9 a.m. to 4 p.m. in Charlottesville.

More than 225 dealers, associates, friends and families participated in the summer management conference, in Virginia Beach, Aug. l3-16.

Louisiene Building Meteriel Deelers's summer conference in Destin, Fl., was attended by 100 people. A variety of business and social events were well received at the July 23-26 meeting.

I\ESPITE horror stories in the l/national press about future shortages of hardwoods, a timber study of 12 southern states shows sufficient hardwood inventories here for years to come.

Projections arrived at by the U.S. Forest Service with the use of advance computer modeling techniques indicate that the southern forest products industry can maintain its economic position and expand both its domestic and international markets. Economic and biological considerations as well as other varying factors were weighed by the agency to reach a base-case timber inventory projection.

The industry's belief that southern forests are among the best in the world was confirmed. Hardwoods have increased 53% since 1952 despite major increases in harvest levels.

Virginia, North and South Carolina, Georgia, Florida, Alabama, Mississippi, Louisiana, Arkansas, Texas, Tennessee and Oklahoma were included in the study which began in 1984. Hardwood growth per acre in these areas has increased substantially since 1952, although the study indicates a 190/o decrease by the year 2000 to be followed by a gradual recovery.

These decreases are not unexpected given projected declines in hardwood acreage due to urban expansion and the conversion oflow quality hardwood sites to pine production. By the year 2030, hardwood acreage is anticipated to have decreased by 18.5 million acres including mixed stands.

However, an assessment of the southern timber situation study by the American Forest Council, Washington, D.C., concludes that with the continuation of current forest management trends, no region-wide timber supply problems for the south are seen. Supplies are expected to remain adequate although some localized shortages may occur, particularly for quality hardwood sawtimber. The hardwood dealer can expect the south to meet future wood demands at reasonable prices. The southern forest products industry is expected to remain strong and to increase its competitive position in world markets.

No shortage of Southern hardwood

Trends in Inverrtory, Growth, ond Removols

depend on.ogl quatity.

PERS NALS

Stan Hithersay has been appointed retail management training mgr. at Scotty's, Winter Haven, Fl. Tyler Colyer is now mgr. o[the Bainbridge, Ga., store, while new mgrs. in Fl. include Ed Moore, Pembroke Pines: Les McGonigal, Invernesst Scott Page, Cape Coral; , Dennis Porter, Delray Beach, and Doug Rogers, Wauchula.

Linda Adams is now asst. mgr. of Scotty's, Jacksonville, Fl. Other new Fl. asst. mgrs. include Scott Barr, Seminolet Chris Burroughs, Marathon; Jim Bishop, Tamaract Bill Clark, Pembroke Pines; Connie Clark, Punta Gorda; Thompson Ferrell, Cocoa; Hank Gifford, Stuart; Tim Graham, Lakeland; Rick Harveson, St. Petersburg; Jim Holmes, Fort Pierce; Richard Leis, Mandarin; John Lothridge, Fernandina Beach; Greg Metzger, Fort Myers: Rick Mc{lellan, Venice; Frsnk Nahill, Sanford; Gary Powell, Eustist Fred Rossie, New Smyrna Beacht Sandy Sands, Big Pine Key; Bob Tempesco, Brandenton; Debbie Vincent, Sarasota; Loren Van Roekel, Tampa, and Jeff Ward, Brandon.

Rod Didier has been named treated products mgr. ofthe new Eastex Forest Products treating plant, Houston, Tx.

Bernard Marcus, c.e.o. and chairman ol the board, Home Depot, Atlanta, Ga., served as dinner chairman for a City of Hope banquet honoring Donald W. Davis, chairman of the board and c.e.o., Stanley Works.

Jane Key has been promoted to personnel/office mgr. at General Sentry Hardware Co., Greensboro, N.C.

Bud Mikelonis is now v.p. of Frank Paxton Lumber Co., Kansas City, Mo.

William P. "Bill" Morton, pres., Home Lumber Co., Hazard, Ky., has been nominated as 2nd v.p. of the National Lumber & Building Material Dealers Association.

Bill Richardson is new to sales at Cavenham Forest Industries, McComb, Ms.

Lee Mauberret, field rep, Louisiana Building Material Dealers Association, has resigned.

Mac lvey, lvey Lumber Co. Inc., Mansfield, La., is recuperating after surgery.

John R. Strinka has been named product mgr. for distribution products at W.R. Bonsal Co., Charlotte, N.C.

Richard L. Lambden has been promoted to chairman of the board at GS Roofing Products Co., lrving, Tx. Donald F. Smith is now pres. and c.e.o.

Boyd Hawthorne, Peninsula Supply Co., Inc., Newport News, Va., is recuperating after a triple by-pass operation following a heart attack.

LET'S HEAR FROM YOU!

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

Building Products Dhed

Chuck Knox has joined the sales team at Steel City Lumber, Birmingham. Al. Malcolm Delando Raynor, Home Quarters Warehouse, Winston-Salem. N.C.. married Sandra Dirne Chisholm on Aug. 8, 1987.

Ron Hughston and Dan Tidwell have been named regional market mgrs. for the wholesale/hardware div. of Phifer Wire Products, Inc.. Tuscaloosa. Al.

Billy Thompson. KentuckY Lumber & Building Material Dealers Association, Lebanon, KY., will attend the National Lumber & Building Material Dealers Association annual @nvention, along with fellow Kentuckians Richard and Jeen Bolrnd, BolandMaloney, Louisville: Don and JudY Clucas. Cole Lumber Co., Paducah, and Williem P. and Betty Morton, Home Lumber, Mt. Sterling.

C. Brock McCloskey is the new v.p. of employee relations at CooperTools, Raleigh, N.C., according to Jerry H. Godwin, v.p. and gen. mgr.

Joseph E. Jenks, salesman, AEG Power Tool Corp., Atlanta, Ga., was awarded the title "King of Carbide" and an expense-paid trip for two to Europe. Steve Keplen, Miami, Fl., has been honored with a trip to Germany for the weeklong AEG Okto' berfest.

Tandy Bowen, formerly with Bowen Lumber Sales, Arlington, Tx.. has joined the sales staff of Colonial Cedar Co.. Kent. Wa.

Ken Mexwell has joined ProfitMaster Computer Systems, Inc., Austin, Tx., as sales rep for Ga., S.C., N.C., Fl., Tn. and W.V.

Jeck A. Kelly, Weyerhaeuser Co., has been promoted to residential construction market mgr. Jeck McDowrll succeeds him as Eastern region marketing mgr.

Gregory A. Weeks is new to sales at Century Lumber Sales, Inc., Winnfield, La.

Charles Bradford Laurens. Lowe's. Lynchburg, Va., married Donna Raynelle Thompson on Aug. 15, I 987.

Craig Jonathan Davis, asst. mgr., Moore's Building Supply, Lexington, N.C., married Angele Michelle Koonts on Aug. 15, 1987.

Richard F. Doss has been appointed Atlanta, Ga., district sales rep covering Ga. and S.E. Tn. for Azrock Floors Products, San Antonio, Tx. Travis Hall is now heading Gulf South Forest Products' new Mobile. Al.. office.

Bill Langford and George Schumacher are new to Ajayem Lumber, Tampa, Fl.

Tommy Mrxwell, contract sales mgr., Bruce Hardwood Floon. Dallas, Tx., has been elected to the board ofdirectors for the National Wood Flooring Association.

Oliver Bess, Jr., has been named pres. of the Southeastern Lumber Manufacturers Association.

Elizabeth Willis has been appointed distribution products sales rep for the building products div. of W. R. Bonsal Co. in No. Ga. and SW N.C. New distribution producls territory sales mgrs. are Bredley R. Boles, S.C.: Larry L. Glidewell, Al.. and Thomas W. Devis, Ga.

Micheel Viden is now v.p., building products transportation, for GeorgiaPacific Corp., Atlanta, Ca. Devid Fleiner is director of wood products sales.

Steve E. Dore has joined the yard crew at Mungus-Fungus Forest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.

including both

our

hardwood Series and past Hardwood Special Issues!

WIDE APPEAL

Selected from years ofour most popular hardwood articles and features, the information contained in these reprints will appeal to old hands in the business as well as newcomerJwho need t6-learn fast.

PLAIN and SIMPLE

Written in everyday, plain, understandable language, these reprints take the mystery out of hardwobd . . . and put the under"stariding in.

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

Oregon Myrtle, smooth 6e 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 (t6 species)

Working with hardwoods (16 species)

Hickory's looking good (two parts)

Koa: the Royal Hawaiian hardwood

Buy each group singly (Dr save rn()ney and get all three for only $19. Includcs 28 separate reprints!

EFFECTIVE DRAINING AID

brush up on 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 commercial 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 heavyweight and the lightweight 0ignum vitae, balsa)

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

Two varieties of brosimum

45OO Campus Drive, suite 48O

Newport Beach, Ca. 9266O

Please send me the hardwood reprints checked below. I understand that if I am not satisfied completely I can return them for a complete refund. I'm looking forward to reading them!

nDomesticHardwoods $tZ

n Southeast Asian Hardwoods g7

I South American Hardwoods g6

trAllthree $19 (thebigbaqgain)

n Check enclosed

E Cash enclosed

Name

Address

NEW PR DUCTS and

selected soles oids

Portable Patio Goodies

Folding wood patio table, bench and stool kits are new from Zircon lnternational.

Made of durable treated pine, the furniture can be unfolded by one person and set up in seconds and refolded for storage just as quickly. other natural woods are also available.

Wood tops, legs and supports are attractively integrated for safety and sturdiness. The pieces can be stained or painted.

Tables come in 4 ft. and 6 ft. sizes packaged in KD kit form. Each kit contains a table and two benches, with stools offered separately as an accessory.

T&GPlywoodFlooring

Sturdi-l-Floor plywood flooring now comes in a tongue-and-groove

A special auto-feed fuel hopper feeds the fuel to the burn ring at a pre-set rate. The clean-burning unit also has a built-in ash pan for easy cleaning.

Heavy Duty Hardwood

An all natural, dark walnut colored hardwood featuring a beautiful grain pattern and considered one of ihe most dense and rot-resistant of woods is now being imported from South America by Greenheart Associates.

design lbr rapid installation from Temple-Eastex Inc.

Available in 4 ft. x 8 ft. sheets in thicknesses of 19/32" and 23/32", it provides a flat. strong floor in compliance with APA performance standards.

Fire At Home

A multi-fuel stove designed to burn either standard wood pellets or pelletized plant forage products is now available from Nordic Stove.

A wide, one-piece etched glass door allows viewing of the flames, with door trim ring and stove top available in gloss black or I l other colors. Hopper extensions are offered so a three-day fuel supply can be loaded in the hopper at one time. Possible fuel sources include almond hulls, sugar beet pulp, cotton gin residue, wheat straw, etc. A different burn ring accommodates 10006 shelled corn or stoker coal. and a special grate permits burning of lump coal or regular logs.

The extreme density and weight of Brazilian Pau Lope, from the family Tabebuia, is said to prevent splitting, splintering and warping, making it ideal for outdoor uses, such as decking or outdoor furniture. It is also said to be highlY fire and vandal resistant.

The chemical-free wood supposedly derives its unique qualities from the hardships it endures in hot Brazilian forests, infested with fungus and destructive insects.

Siding In Style

A new siding is available in a variety of groove widths and depths from Coastal Lumber Co.

Manufactured of southern Yellow pine, the quality rough-sawn or scratch sanded Magnolia Siding is designed for exterior or inlerior applications. All grades are said to meet or exceed industry standards.

FREE READER SERVICE

For more information on New Products wite Building P.oducb Dgest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 9260. Please mention issue date and Page number so we can process Your request faster! Many thanks!

Double Duty Connectors

The first sheetmetal connector to incorporate the toe nailing technique with a joist hanger support to drive a number of the nails in double, instead of single, shear is new from Simpson Strong-Tie.

The connector directs common l0d or l6d nails through diestamped slots at an angle so that penetration is not only through the joist but through the header as well. The load is now transferred to two shear points on each nail.

Double-shear nailing reportedly speeds up installation time, increases

The wallcoverings are untrimmed and come in widths of 36". The average roll is 55 yards.

Protected Paneling

A predecorated hardboard panel with a moisture and stain resistant melamine finish, Stylebord is now oflered by Georgia-Pacific Corp.

Ghristmas Garoling Candle

A musical Christmas candle is now offered by MultiNational Marketine Associates.

the connectors' load values, requires fewer nails, provides more holding power, doubles the overuplift resistance and overturn stiffness. and. at the angle at which the nails are driven, allows framers to get a good swing.

Wide Wallcovering Collection

Vinyl, expanded vinyl antf fabric wallcoverings with odor-neutralizing and anti-static properties are among the innovations from Sincol of America.

The odor-neutralizing coverings are made from reprocessed natural raw materials that are mixed with vinyl. They are said to be ideal for areas where clean-smelling air is of the essence. Four other styles are said to have very little static electricity, so dust has difliculty adhering to the material.

Patterns include deeply dimensional geometrics, metallics, wood prints and stone designs, which include a number of ceramics designs with actual chips adhered to the wallcovering.

Available in flat or scored 4 ft. x 8 ft. panels, it comes in popular swirls, marbles, flecks or floral patterns. The scored paneling offers a ceramic tile look with easier installation. maintenance and cost.

End-Stamped Studs

Commencement Bay Studs from Simpson Timber Co. will now carry end branding on each stud for easier recognition.

The brand end identity is being added to the precision end trimmed

The snowman-shaped wax candle contains a built-in Nicad batterypowered musical device that plays "Jingle Bells" and three other Christmas carols whenever the candle is lit. When the candle is blown out, the music stops until it is lit agaln.

A Santa version is also available.

Permeable Primer

A primer that "breathes" to let water vapor escape through wood without blistering, cracking and peeling the covering is new from Zinsser.

studs in response to requests from wholesalers and retail dealers.

The studs are milled from the finest hemlock and Douelas fir harvested from the forests ofthe Northwest.

A water-based (latex) acrylic formula, Bulls Eye l-2-3 also performs all the functions of a primer-sealer: sealing the pores of the wood, blocking out stains and adhering firmly to the surface.

A water-based top coat that also forms a vapor-permeable filmnot an oil-based paint - is suggested for use over the primer.

Window & Door Decor

Easily applied hardwood mouldings for doors and removable hardwood grilles for windows are now available from Rasmussen Millwork.

The solid maple grilles are designed to assemble and finish easily, without cutting. They can be made to fit virtually any size or shape door or window - including sliding patio doors.

length with black polypropylene bristles with 3" trim for fine to medium sweeping on smooth floors. The blocks are sturdy, lacquer-coated hardwood with two hole locations so handle positions can be switched to reduce bristle wear.

Cedar Nest Eggs

Aromatic red cedar sweater eggs designed to protect and freshen all storage areas have been introduced by Good Stuf.

Grilles are applied to windows with special stainless steel fasteners, which employ spring action to hold the grilles firmly in place. A gentle tug removes it for easy glass cleanlng.

Door mouldings come with a preapplied permanent adhesive strip; corners are held securely together with lock fasteners that snap into pre-cut slots.

The Brush Off

Eight new floor, garage and street brooms have been introduced by Ames Lawn & Garden Tools.

Floor brushes are 18" and 24" in

Garage brushes, also 18" and 24" wide, use brown polypropylene bristles with 4" trim to sweep heavier materials on patios and driveways. Poly street brooms, 14" and 16" in length, use five rows of heavy-fill flexible brown polypropylene with 6l/4" trim for heavy duty clean-up. The 14" and 16" models in natural African bass fiber are also for more powerful sweeping

Distance In An Instant

A new electronic measuring device from ETEC is held against a wall and, with the push of a button, instantly displays the distance to the opposite wall in feet and inches. Powered by a 9 volt battery, Measure Mate determines linear distances from 2 to 35 ft.

Lathed of genuirrc Ozark red cedar, six eggs are packaged in an egg carton with a full color label. One or two eggs in a drawer, bag or box reportedly will keep moths away from sweaters, furs and other woolen items. Their beautiful wood grain also makes them handsome decorative items.

To renew the active odor, the eggs can be lightly sanded wilh very fine sandpaper.

Hides Under Goverings

A repapering primer that hides old wallpaper and promotes adhesion has been introduced by Zinsser.

Sheildz, a white pigmented, water-based pre-wallcovering primer, avoids stripping of the old paper, prevents pattern from showing through and promotes adherence by the new paper.

No sizing step is needed and reportedly any type wallcovering can be applied over lhe coating with any adhesive. without bubbles, seam splits, edge curling or gapping at top or bottom. Walls dry ready for paper hanging in two hours.

Stained Glass Enclosures

Leaded stained glass enclosures for showers and tubs are new from Efron America.

Features include tempered safety glass and strong brilliant hues said not to fade or peel.

Working On Scale

An adjustable kitchen scale which can be reset to zero is now available from M.D. Products.

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!

Tiled In The Rough

Extruded Olde Towne quarry and brick tiles from Summitville provide a rugged surface for indoor and outdoor installations.

3-D Snip Display

Two sizes of Wiss snips tool centers are available from CooperTools.

Able to weigh from l/2 oz. to 4 lbs. in U.S. and metric, the scale stands 5" high x 5-3/4" across.

Grout With Color

Acid resistant colored floor grout is now available in 20 designerapproved colors from USG.

Offered in such colors as English Rose, French Blue and Expresso, the grout was developed for grouting joints between glazed or unglazed floor tile, split brick and quarry tile.

The l/2" thick quarry and l" brick tiles come in a smoothorwire cut surface in sizes 3-7 /8" x 8" and 8" x 8". Sizes 3-518" x 7-7/8" and 7 -7 /8" x 7 -7 /8" and dove tail back may be special ordered.

The eight colors in the line are available in plain or flashed color ranges which include ironspot and fire flashed blends.

Both feature a header illustration that is specially processed and molded so that the contours and features of the snips stand out with threedimensional impact.

f Ouallty Ork mouUlng!

*' Veneered Product!

l1 Acrc

Co'rccn'/atto'r Yerd

|,000,OO0 8d. Ft. Dry Storagte

1O C.r Rtll Spw

| 5O,OOO 8d. Ft. Dchumldlflcetlon Dry Ki,ns

Surtacc & st'alghtllne ilpplng availabtc ftf-t - 'A' s s4#

BOX828,ROUTE1 ircNTELrO,Wssg4g

Westenr Red Cedar ls a natufal.

Natutatry dnrable. Naturaly beantlful.

Naturaly populac

And, profitable, naturafiy!

milfi ASPEN

This fine and uniform-textured hardwood contains no resin, has good toughness and exceptional stiffness for its light weight, shows a high resistance to splitting in nailing, and is soft and easy to work with either hand or machine tools. Aspen has good gluing.and paint-holding qualities. Stability is one of its outstanding qualities.

Try our WP-4 "Panel Grade" ASPEN!

Treating To A Picnic

A five-piece outdoor dining set constructed from pressure-treated select grade pine is new from Calder Manufacturing Co.

Shipped partially assembled in KD form, the set includes a 58" oval umbrella table and four slat arm chairs.

The Wolmanized lumber carries a lifetime guarantee against rot and attack by insects. Also available are chair pads, umbrellas and benches.

Grout Without Grime

Unsanded wall grout specially formulated to resist the growth of most prevalent types of fqngus_ and mildew is now available from Summitville Tiles Inc. Recommended for narrow joints when using porous bodied tile, the grout contains an ecologically safe ingredient that inhibits common types of mold and mildew known to stain and discolor conventionally grouted tile.

Independent tests are said to have concluded that the grout prevents mold, mildew and fungusgrowth in moist and humid areas, even after years of service. Offered in seven decorator colors. it is available in l0 lb. and 25 lb. bags.

Kiln Dried CYPRESS

QOo 7e0-01e4

C.B.S.'s Electronic Show

Central Builders Supplies Co., the 520 member building material buying group, recently completed its second all "electronic" A-Line Network buying show.

C.B.S., the pioneer of electronic/ instant communication in the building materials industry, converted its "physical" fall show to the communication network format two years ago when its membership indicated it was becoming "showed-todeath." The A-Line Show follows the same guidelines as an attended show in that it operates during a specihc two day period and all orders must be placed through the C.B.S. A-Line computer. At the close of each show day orders are Federal Expressed to the appropriate vendors to insure a prompt handling and timely shipping.

C.B.S. realized a 300/o increase in the number of orders placed over last year's performance with the most significant gains coming in the commodity products area. Because of the broad based support of the show, 82.5% of the C.B.S. membership placed multiple orders during the two day program, the dollar

volume has exceeded all previous C.B.S. fall shows.

C.B.S., recognizing the need for better communication with its membership, began positioning itself to develop an internal communication system, the A-Line Network, in 1980. C.B.S. had to wait until 1984 to implement the program because the basic technology for an economical network was not available.

The A-Line Network (the name derived from the Allied Building

Center trademark available for use by the membership) has been on the fast track since. Via the A-Line Network members can converse with the C.B.S. office as well as other ALine users. In addition to the conversation aspect, members can dial up the C.B.S. A-Line computer to access the C.B.S. catalog, daily specials and monthly specials. The A-Line is popular with C.B.S. vendors as well, with several having purchased compatible equipment in an effort to be on-line with C.B.S.

SIX wood oroducts association reoresentatives were oresent at a combined wood industry exhibit. (l-r) Jess Fitzpatrick, National Dimension Manufacturers Association; Larry R. Frye, Fine Hardwoods/American Walnut Association; James L. Gundy, Appalachian Hardwood Manufacturers Association; E. T. "Bill" Altman, Hardwood Ply-

wood Manufacturers Association; Edward C. Cone, Jr., Southeastern Lumber Manufacturers Association; and S. Carroll "Bill" White, National Hardwood Lumber Associalion. The Woodworking Machinery & Furniture Supply Fair was held this year in Anaheim, Ca., June 16-18.

NEW LITERATURE

Power Tools Of The Trade

A 24-p. pneumatic power tool catalog is free from Nitto Kohki U.S.A.. Inc., 808-C N. Central Ave., Wood Dale, ll. 601 91

See Saw Sales

A saw blade and related products catalog is free from American Saw & Mfe. Co., by callins (800) 628-3030.

Silent Walking Floors

"The Mystery of the Squeaky F-loor," a brochure on a new floor system, is free from Trus Joist Corp., Box 60. Boise. ld.83707.

Look Into Sunrooms

A 4-p. screen room booklet is free from Alcan Building Products, Box 1100. Warren. Oh. 44482.

Pine Span Tables

The l2-p. "Southern Pine Maximum Spans for Floor Joists with Heavy Live Loads" is flree from Southern Forest Products Association, Box 52468, New Orleans, La.70152.

Gardening By Ear

A multi-volume series of audio-cassette garden guides may be ordered from Garden Way Publishing, Schoolhouse Rd., Pownal, Vr. 05261, or (800) 4415700.

Blueprint For Success

"How to Become a Master Sales Builder," a hardcover guide to multiplying sales, is $20 from Personal Selling Power, Box 5467, Falmouth Dr., Fredericksburg, Ya. 22403.

Save Your Energy

"A Guide to Superior Energy Efficiency in Homes" is 650 plus a stamped, self-addressed envelope from the Mineral lnsulation Manufacturers Association, 1420 King St., Alexandria, Ya. 22314.

Hardwood Plywood Reports

Two 22-p. annual statistical reports, on the total U.S. supply of stock panel hardwood plywood and on prefinished wall paneling, are $250 each for nonparticipating Hardwood Plywood Manufacturers Association members and $1000 each to non-members from HPMA, Box 2789, Reston, Va. 22090.

Calling On The West

West Coast lumber mill buyer's guide is free from the West Coast Lumber Inspection Bureau, Box 23145, Portland, Or.97223.

Gement & Plaster Pamphlet

Masonry & cement and drywall & plaster catalogs are flree from Hyde Tools, by calling (800) USA-HYDE.

Preserve Us

A preservative and fire-retardant treatment buyer's guide is free from Western Wood Preservers Institute, 5830 Oberlin Dr., San Diego, Ca. 92121.

Bright & Gontemporary

A 4-p. art deco lighting brochure is free from Aamsco Mfg., Box l5ll9, Jersey City, N.J. 07305.

A Side Of Redwood

A 6-p. redwood siding brochure is free from Simpson Timber Co., Box I 169. Arcata. Ca. 95521.

Weatherlng Hardware

A weather products catalog, is free from Stanley Hardware, 195 Lake St., New Britain, Ct. 06050.

Georgia-Paciflc Vldeos

Five different S-min. continuous loop how-to videotapes for do-it-yourselfers are available from Georgia-Pacific, 133 Peachtree St., N.8., Atlanta, Ga. 30303.

Parquet Attendant

A solid red oak, tongue-and-groove parquet tile stuffer is free from PermaGrain Products, by calling (800) 5485000.

lmproving Orderplcklng

A guide to making orderpicking more productive is free from The Raymond Corp., by calling (800) 235-7200.

Veneer ShoppirU

An expanded 58-p. hardwood plywood and veneer buyer's guide is free from the Hardwood Plywood Manufacturers Association, Box 2789. Reston. Ya.22090.

Directions To The Roof

"A Homeowners Guide to Quality Roofing" is 500 from Asphalt Rooling Manufacturers Association. Box 3248. Grand Central Station, New York, N.Y. 10163.

Rust Reversal

Converting rust to a non-rusting, paintable protective banier is described in a free bulletin from Rust-Oleum Corp., I I Hawthom Pkwy., Vernon Hills. Il. 60061.

FOR PROMPT SERVICE

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

The Sales Flool

A hardwood flooring sales training package including two videotapes, five retail sales guides and two installer's handbooks, is available from Bruce Hardwood Floors, 16803 Dallas Pkwy., Dallas, Tx. 75248.

Advertising

WITH THE JOB MARKET EXPANDING

Companies are finding it harder to frnd qualified employees. Employee prospects are finding that our recruiting service often exposes them to the best jobs and maximizes their income.

LUMBER & PLYWOOD BUYERS & SALESMEN: Several jobs with 3-5 years experience, purchasing or sales with direct mill experience. Excellent salaries and fringe packages. Relocation & fee paid. All inquiries strictly confidential. Maugans & Associates, P.O. Box 36802, Birmingham, Al. 35236. Q0s) 987-7582.

Recruiting for the forest products industry.

Trwenty-five (25) words for $19. Each additional word 650. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $5. Box numbers and special borders: $5 ea. Col. inch rate: $40 camera ready, M5 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 Building Products Digest, 4500 Campus Dr., Suite tl80r l{ervport Beadt, Ca. 92660, Make checks payable to Cutler Rrblishing, Inc. Mail copy to above address or call (714) 852-1990. Deadline for copy is the l5th of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

INTERESTED IN WEST COAST CEDAR & REDWOOD ITEMS?

For sidings call Leonard Newman or Doug Willis. For spa and sauna items contact Phil Heim or Doug Willis. Call Product Sales Co. (714) 998-8680. Please see our ad on page 4.

IMPORT VINYL FLOORING

6 fV only, 20 ft. containers (15,600 yards). Under $1.00 per sq. yard, most U.S. locations. AII lirst quality, drop shipmenis oossible.

Shaw Wholesale Company (50t) 767-6464

P.O. Box 2474,Hot Springs, Ar. 71914

lET'S TAII( FACIS

SOFTWOOD & hardwood transportation via truck or rail (UP, SP, ATSF) from Long Beach, California. Call Louie Escobedo, Chozen Trucking (213) 833-3974.

FOR SALE: Mini computer and software tailored for lumber yards. A proven system. Good deal. Call Steve Black (713) 672-6679.

t.AcT #,t

Cascade Empire is looking tor a few special people who already successfully trade Forest Products as otfice wholesalers and have the facts to back up previous experience.

tACt #2:

We have a few facts of our own. lf you trade $150,000 Gross Trading Margin a! Cascade, your income would be $55,000. lf that gross was$250,000, your income would be $100,000. In addition, wehave benefits which include life, health and dental insurance, disability insurance, 401-k savings program, business expenses paid and incentive travel trips for our top producers.

FACT #3:

We try to keep it simple. You trade-you earn. You must be experienced in order to respond to this ad, you must have a proven record of top production, integrity and be a team player. We're looking for a perfect maich-your skills and our needs.

Our main office is in Portland, Oregon, with a branch in Newport Beach, Calilornia.

FACT #I:

We're serious and we hope you are. Reply to me personally and let's talk facts-including the possibility of adding you to the Cascade team.

Ray B. Haroldson President

If you har',1 ever asked !'ourself - Ant I Cornpetitive? or.4nt Iabsolutel.v'sure I bu.t nt.r Building Moterials and Hardw'are right? Then 1ou need C.B.S.-Cc'ntral Builders Supplre. Company'.

C.B.S. can take the guessuork out of buring. Since 193?, C.B.S. has L,een hc'lping in.ien,-'ndent buildinl; material dealers remain competiti\ e rr ith mammoth .orpr)ralion .haut. Because C.B.S. is a dealer ouned non-profit corporation, all discounts. rebate:. datings and advertising funds are all passed directly to the participating menrber:,

*C.B.S. has ireen nationallr recognized a; "The * C'B S, ir dc'aler tr\\irc'J

Place To Cc To Bu.t Lctv"*

* C'.8 S har a .tatc-trl-ihr'-.1r-. lnllrr.r. .L'rllrll.lrr-

* As 5ou bur more the cost to belong goes dorrn raation \).tcrn \\rth partr;rpalrng rnenrbc:.

-not up

* C'.B.S. Rcbatc" arc. palJ l.r ihc rlrcnri.a:'.:r,.1.:'

* C.B.S. has;.n in-house Lumber Dcprrtnrcnt * ('.B.S. ha. an ln-hou.L'BurlJrng S;c.r.i,l:c. l)c:'t

* C.B.S. has a Creneral Building \latcrials Dept. * ( 8.5. ()fL'riilc\ 3..r Irtril-lrtrlri.onllJrl\

f C.B.S. has I program with the Blue Crars-[ttol r (.B.S. nrc'nri.r-r..h.trc in:hc co'l 11r qrpcrJlc' Comoanr'

*C.B.S. was featured in the February, 1987 edition of Building Products Digest

Kentucky firm shows hardwood at its best

lJ ARDWOOD often shows off its I I best qualities in architectural woodwork as clearly indicated in projects completed by Louisville Lumber & Millwork Co., Inc.

The 50-year-old Louisville, Ky., company specializes in custom millwork although it stocks 27 species of top grade, kiln dried hardwood, including exotics, for their trade, mainly cabinet shop customers, and manufactures moulding for home centers including Lowe's. The company recently received an Architectural Woodwork Institute award of excellence for architectural woodwork in the Kentucky Home Mutual Life Insurance Co. building in downtown Louisville.

Founded by Henry E. Brewer, the company is family owned and operated. His. sons, C. Eugene Brewer and Gerald F. Brewer, are president

and vice president/treasurer, respectively. Mike Brewer, sales and marketing, is the third generation to be active in the business.

Story at a Glance

Kentucky Lumber & Millwork Co., Inc., wins awards for outstanding architectural millwork ... inventoribs over 27 species of hardwood manufactures moulding for home centers.

Although the company began its life in a converted horse stable, it now occupies a modern plant near the Louisville airport. A staffof 45 is capable with the aid of the latest equipment of producing virtually any item of millwork imaginable with meticulous attention to detail. From estimates to installation, the company prides itself on being "dedicated to providing the best: the best product and service available," said C. E. Brewer.

Projects completed by the firm range from fine residences, churches, schools, hospitals and commercial buildings to restorations. The interior of the Newport and Nantucket Clipper Ships which operated along the Atlantic Coast are examples of their work as is the old State Capital restoration in Frankfort, Ky. The General Jackson Show Boat at Opryland sports a beautiful handrail produced by Louisville Lumber & Millwork. Regardless of whether it is a mansion in California or the clubhouse at Churchill Downs, Louisville, the company presents hardwood at its best.

TWO SPECIALLY DESIGNED NAILS FOR . log Homes o landscape Timbers . Whercver sturdy spikes arc rcquircd Vindd," //-rtrHOT.DIPPED GALVANIZED SLENDER SHANK (GutterSplbs)

entry door by Louisville Lumber and Millwork, Co., Inc. Wood is clear butternut.

Obituaries

il+1";,?;lw'iitf.:,fs,!s.1

Roy T. Hoke, Roy T. Hoke Lumber Co., Stillwater, Ok., died Sept. l, 1987, in Stillwater. He was 91.

Born in Quay, Ok., he began his own lumber company in the early 1920s. Locally, he had served as president of the Stillwater Chamber of Commerce and on the governor's economic commission.

Mr. Hoke is survived by two daughters, eight grandchildren, and eight great-grandchildren.

David M. Fleming, Jr., founder of Fleming Lumber Co., Cleveland, Natl. Forest Products Week

President Ronald Reagan has declared Oct. l9-23 as National Forest Products Week 1987, marking the industry's annual opportunity to promote good forest management and illustrate to consumers the link between the products they use each day and our forest resources.

Traffic Assn. Ghanges Name

Forest Products Traffic Association will be the new name of the Southern Hardwood Traffic Association, Memphis, Tn.

The over-75-year-old association will also include for the first time firms exclusively involved in softwood products. All components of the industry from shippers and wholesalers to retailers dealing in all

Ms., died Aug. 15, 1987, in Cleveland. He was 75.

Born in Houlk, Ms., he entered the lumber industry in the 1950s when he started Fleming Lumber Co., serving as president and manager.

Mr. Fleming is survived by his widow, Margaret, a daughter, and two grandsons.

Curtis Odell Walker, a principal of Woodard-Walker Lumber Co., Taylor, La., died Aug. 17, 1987, after a brief illness. He was 82.

He served as president from 1965-66 of the Southern Pine Association (now the Southern Forest Products Association).

Mr. Walker is survived by his widow, Rosalee, two daughters, two brothers, eight grandchildren and five great-grandchildren.

A promotional media kit, also touting the importanc.j of a healthy forestry sector, includes releases, background information, a lumber retailer's contest, and a special edition of the American Forest Council's magazine Green America, andis available by calling John Kaufman at Q02) 463-2467.

types of forest products will be added to the current roll of 125 members in 28 states and Canada.

Association officers are Thomas J. Welsh, Welsh Forest Products, Memphis, president; S. L. lngram, Robbins, Inc., Cincinnati, Oh., lst vice president; H. E. "Gene" Parker. Curtner-Parker Lumber Co., Memphis, treasurer, and Rick Jackett, executive vice president.

Buildlng Products Digest

Everybody Shops At Lowe's

Lowe's prides itself on satisfying its customers. but the word is out. If you're a snake, don't shop at Lowe's.

A security guard at Lowe's in Hernando, Ms., discovered a l0-ft. python in a section ofracks near the store's parking area and shot it to death.

The reptile was later identified as Rocky, a golden reticulated python which, about two weeks before the July 29 killing, had escaped from its home more than three miles from Lowe's.

"He was a very gentle, playful snake," recalled owner Chris Milka. "He'd never bitten anyone in the five years I'd owned him."

i1:i:i:irii:iiii*ii.r.iliir-trit$r..i$ffi

Merchandisers of Hardwood, Southern Yellow Pine, and Treated Products.

For the first time, you con count on o full ronge of Koo products qvoiloble in stock on o continuo'us bosis from our West Coost inventory. Reody for immediote shipment.

Koo Panellng: 25 sq. fi. per bo>c 3'-5' long including some 18' -24', Disploy pockoges ovoiloble - Koq PlVvtood:114' ond 314' x 4' x 8' both lumber core ond veneer core ovoiloble. Koo Floorlng: both

Dozzling

more rore.

Ihe Royol Horchrood of Howoii will confinue in dependoble supply. Our sources hove enough stonding Koo to lost 15 yeors.

With Koo's ovoilobility now osured, you con offer this high profit hordwood to your customers knowing thotyou con eosily supply their firture needs for fhis unusuol ond beouliful Howoiion wood.