Building Products Digest - October 1988

When you want the handsome, long-lasting quality of redwood lumbe[ come to Georg ia-Pacif ic. We offer everything from garden grades, rustic sidings and trim to architectural grades of Bee, Clear and Clear all-heart. Our dedication to a Dry Program means more choices for you!

Our Common Program is both S-Dry (190/o or less) and green. We do it naturally on our ocean bluffs with cool breezes off the blue Pacif ic. And as a f inal assurance of quality, G-P is a memberof the California Redwood Asso-

ciation and the Redwood lnspection Service. So look for the grade stamp on our lumber. Get the powerful advantages that only the finest in redwood lumber can provide. Rely on Georgia-Pacific to deliver the Redwood or Douglas Fir you need. Both are available through our Fort Bragg mill-of through our extensive distribution network. To find out more, simply call the Fort Bragg mill ar7071964-0281.

Serving the lumber & home center markets in 13 Southern states

6;$$t:sx ?a5 R

Keep your eyes Jreeled for The ilBEAN TEANI'S

New company logo . . . it will soon be imprinted on our lumber packages!

This logo represents the exceptional quality, service, and integrity that our customers have grown to expect in the past. These same qualities exist today and will into the future. .

The BEAN TEAM can fill all your treated lumber needs landscape timbers, plywood, 4x4 through l2xl2 and all dimension lumber. On 6x6 and larger we have lengths to 45 feet. Plus we carry .60 FDN in stock. Our own fleet of trucks means we can quickly and cost effectively solve any delivery problems you may have. The BEAN TEAM can supply a complete range of treated and untreated Southern Pine products.

Scrvlq 13 Sorthsn strtcs

Plblhbor Drvld Cutlcr

Eallor Jurnltr Lovrct

Arrhtrnt Edltor Drvid Kocnig

Conhlhtlnj Edltorr

DslSht Currsn . Ca8e McKinney

Art Dlroctor Martha Emcry

Strfl Artlrl Crrmcn Wollcrman

Clrculrtlon Lynncnc e. Perkins

Buildiry Products Dfcst is publishcd monthly at 4500 Campus Dr., Suite 480, Ncwport Bcach, Ca. 92660, phonc (714) 852-1990, by Cutlcr Publishing, lnc.

ADVERTISTNG OFFICES

Advertising rates upon request.

F om sll sirtca cast of thc Rocky Mountains: Contact Jean Waggoner Gogeny, national salcs manager. From Arizona, Nevada and California: Contact David Cutler. Both may be reachcd at (714) 852-1990 or by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca. 926ffi.

From washington State, Oregon, Idaho, Wyoming, Montana, Utah, Colorado, Northern California and Canada: Contact Carole Holm at (206) 774-3773 or 21819 77th Place West, Edmonds, Wa. 98020.

STJBSCRIPIIONS

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Qubscrlptlon Rrtes: U.S.: $25-one year; $41+wo years; 955+hree years; Foreign: one year payable in advance in U.S. funds- Canada or Mexico: air-$42: surface-$371 South America: air-$601 surface-$39: Asia: air-$70: surface-$39: Europe: air-$90; surface-$39. Single copies $3; back copies $4.50 plus shipping & handling.

BUILDTNG PRODUCTS DIGEST is an independentlyov,tud publication lor thc rcail, wlolesale and distribwion beb of the lunber and home center rarlcets in 13 bwhem snus.

Copyrighto 1988, Cutler Publishing, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. Building Products Digest assumes no liability for materisls furnished to it.

mlrkci. In 13 southGrn .t!tc.

PNTSSUR[-TRTIIHI PR0III$lB0l'l IIHIS||UIHT||Y|IU

SITEKSUP!

When it comes to building sales with Ne\A, South products, the profits really stack up!That's because quality is the Number 1 prioriW in everything we make, from ourSouthem Pine dimension lumber to our osmoseo pressure-treated products.

Tb ensure top qualiw standards, our people stay deeply involved at all our blarits from the timberland through del ivery. We also offeryou the added convenience of shipping mixed loadsfrom ourbroad inventoryof treated prcducts.

and lool{ng their best.And we can meet Vour demands for a wide range of pressure-treated products, clearly marked with the yellow New South/ osmose 40 Year Limited wananw.

Other " profit-treated " aclvantages include a varieW of programs designed to boost your sales no matter what size your operution may be. We want to be your partner n profits to hel p bu i ld you r busi ness like never before!

So contact us today!And watch your sales stack up with profit-treated New South prides itself on products from the largest producing, packaglng and

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EDITORIAL

DAVID CUTI,ER publlsher

Gramps ls In, funlor ls ottt

A FTER two decades of emphasis on the A youth market, demographics are increasingly identifying older consumers as the hot new market for the 1990s. The so-called mature market is growing rapidly while many younger segments are actually decreasing. By the niidnineties more than twenty percent of the population will be 55 or older.

With per capita income twenty-five percent above the national norm, older consumers account for twenty-five percent of new car purchases and thirty percent of food purchases. Three-fourths of those over 65 own their own homes and eight out of ten are mortgage free. We're talking serious money here.

All companies need to be aware of this important market segment and how they can most effectively serve it. Just as selling the youth markets took a special sensitivity, so too

with the older group. Retailers, for example, need to ensure that suppliers are providing products, packaging and other services needed to compete for seniors' dollars. ln packaging, sometimes it is as elementary as having larger type on the product, an acknowledgement that eyesight wanes as experience grows.

Clerks and cashiers need education so that they have the understanding to properly relate to older customers. Seniors often complain that younger clerks assume that everyone with gray hair must be deaf and probably senile. Like all customers, those over 55 expect to be treated with respect and to have their problems treated with consideration and dispatch.

It will be interesting to see how our industry copes with this major shift in the people part of our business.

October 1988

Hurricane Sideswipes Texas

South Terlrs lumber contpanies experienced the lull dllcl'the storm as a last minute shift in the direction of Hurricane (iilbert rcsulted in a f-raction of the expccted local damage.

Peaking at winds of I 75 mph, the hurricanc swept through the ('aribbean and Mexico toward south Texas in mid-September, killing nrore than 200 and causing many billions of dollars in clamage. Just south of the U.S. border. rt whipped back into Mexico.

Many l'cxans were lbrced to evacuate their homes and flooded local Iumber companies to buy plywood, scaffblding, nails. n-rasking tape. batteries. flashlights, and propane fuel.

Builders Square. (iorpus (lhristi, Tx.. ordered emergcncy shipments of all ol- the above. including five truckloads of ply'woocl

Many yards reported running out of' plywood. which homeowners sought to board up their windows. "After we sold all our plywood and waferboard, people werc buying expe nsive siding and even cabinet faces," said John Gonzales. White Lumber & Supply. Port lsabel, Tx. "We had to evacuate. so we boarded up our windows. But sonteone stole two sheets of our plirwood. I guess they' needcd them more than we did."

At Hughes-Tuggle Lumber ('o., Brorvnsville, Tx., once the plywood was cleared out, the staff began suggesting 1x 12 lumber to board up the windows.

Most dealers closed for a three or fbur day weekend and found themselves backed up the fbllowing week not with overflow business but with backed up paperwork. Groaned the managcr of llandy l)an Hardware. Brownsville. "We lost a whole wcek. "

Structural Panel Decline

Irollowing 1987 production of 27 billion sq. ft., structural panels will dip slightly in demand in 1989-90, then rise to a record 29 billion sq. ft. for 1992. forecasts the American Plywood Association.

The APA reports a 10.-5 billion sq. ft. structural panel growth since 1980. 37%, being nonvencer panels and 6Jolt, plywood.

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Join the hardwood promotion parade

1' HERE'S a lot of hardwood for I sale in a home center from tool handles, salad bowls, butcher blocks, towel racks, furniture and cabinets to flooring and paneling.

There's also a lot of hardwood promotion being done by the Hardwood Manufacturers Association. A $600,000 consumer awareness program is promoting the value of solid hardwood products from the U.S.A.

"The potential for HMA's sales tools in home centers is tremendous," says Susan Regan, HMA marketing communications director. "By making these materials available, we're supporting the sales staff with credible, third party product information.

Hang tags, brochures and video programs designed to help consumers recognize quality solid hardwood have been extended from hardwood furniture to cabinets with solid hardwood doors, drawer fronts and face frames. Two booklets, "The Solid Guide to Hardwood Furniture" and -"The Heart of The Home: A Guide to Solid Hardwoods In Kitchen Cabinets," educate the public in the selection and use of solid hardwoods.

"If people have the knowledge found in the guides, it makes selling quality hardwood products easier," is the comment of a home center salesperson who read both pieces of literature.

Solid hardwoods are a strategic part of the current Better Homes and Gardens National Touring Mall Show. "Come Home to Hardwoods" themes the HMA display emphasizing the benefits of solid hardwood with colorful graphics in free standing displays built of solid cherry, oak, maple and poplar panels.

Those visiting the exhibit can view a solid hardwood video which runs continuously, pick up copies of the two consumer brochures. watch

an informative hardwood presentation and have an opportunity to participate in a "Solid Hardwood Crossword" contest which oflers prizes made of solid oak. Because entrants must provide their name and mailing address, the contest is the source for developing a mailing list of consumers for future promotions.

HMA is coordinating flooring, millwork, furniture, cabinets and other applications of solid hardwood in a $750,000 home being built in Boca Raton, Fl., as part of the cable tv series "State of the Architect." Solid hardwood products are to be featured in at least six of the show's thirteen segments. At present, these are scheduled for late fall showing.

The completed Hardwood House in Pittsburgh, Pa., a showplace of design ideas utilizing hardwoods, has attracted favorable press. It is estimated that one article which appeared in 142 different newspapers reached 6.4 million readers.

Home centers can build on the "hardwood is better" perception of this promotion to sell more solid hardwood products from the U.S.A. They can emphasize the theme in their advertising, using the trademarks, brochures, videos and hang tags as sales aids.

"The campaign is funded by the U.S. lumber industry," Regan emphasizes. " we can offer these sales tools to home centers at minimal cost."

Story at a Glance

Both dealers and wholesalers should be aware of the promotional possibilities in the Hardwood Manufacturers Association's new consumer awareness program.

Hardwood importer maps out business around the world

I IM Summerlin of Sumwood Inc. I may sell imported hardwood from his Palos Verdes Peninsula, Ca., offices, but his is anything but a desk job.

Summerlin's travels have taken him around the globe, searching for new sources of rare, exotic hardwoods and refining relationships with faraway mills and suppliers.

Last year alone, as president of the lntornational flardwood Products Asociation, he logged more thon 100,000 travel milos.

And $ummerlin iejust back from Italy, in time to finisfi preparations for his ompany's l0th onniversary party. The Oct. 17 Cajun-themed event in New Orleans, La., co-sponsored by business associate Robinson Lumber Co., ir being held in conjunction with the National Hardwood Lumber Association's annual

Story at a Glance

convention.

The importer's many journeys are reflected not only in the artifacts that adorn Sumwood's oflices, but in the oflices themselves. Each room is lushly decorated with furnishings, flooring, paneling and mouldings of fine hardwoods imported from a difforent area of the world. One oflice is of Hawaiian koa, others of woods from South America, Southeast Asia and West Africa.

Jim is joined in the business by his wife, Dawn, who serves as vice president, handling the books and running the offices. A common denominstor in their strong personal and professional relationship is their mutual love of Bavel. Together, there arc f-ew potnts on the map they have not visited. The exceptions are Rusgia and the Middle East, sources o much political unrest but little hardwbod.

As company president, Jim is the buyer and the seller, and he considers the jobs done best when they are done by the same person. He knows what they have, what they need, and what the customer wants. "A lot of people will end up with the wrong wood for their needs and they become sour on hardwoods," he explains.

Sumwood has been successful for ten years by meeting those special needs. "lf we don't have something, I try to find out how people can get it. The sale's not the primary thing. If we have helped them, they will call back," Jim says.

Dawn adds: "Jim gives a great

llIERtAIl0tAL Hardwood Products Association presidency was handed to Jim Summerlin, with his wife Dawn, last year at Tucson, Az.. convention.

lmporter Jim Summerlin travels thousands of miles each year in search of new sources. 10il1 anniversary of his firm busl-. ness built on personal attention.

deal of personal atlention. If somebody hears about a new wood, Jim will find out everything he can about it, send out all the information, samples, etc. It's not just a sale with him."

Summerlin's background includes overseeing wood projects in the Philippines for ten Years, two years in Hawaii, and managerial posi' tions with venerable hardwood im' porter Robert S. Osgood, Inc., Los Angeles, Ca. After five Years with Osgood, he decided to go out on his own.

Sumwood carries 88 different species and grades of rare hardwoods. Two special softwoods afe also stocked, a pine from MalaYsia and one from South America, onlY because they are unusually clear and available in wide widths and long lengths.

The company has five emPloYees, including John Buchanan, who runs the yard in Long Beach, Ca. It houses about 600,000 board feet of wood, and a detailed comPuter system provides a print out of the day's entire inventory each morning.

About 800/o of Sumwood's business is sold from inventorY, 200/o direct. Ten years ago, the figures were reversed. Into the early 1980s, as interest rates were peaking, companies tried to keep their own inventories as low as possible. Sumwood's inventory grew.

"People are now buying in smaller quantities," Summerlin says. "They're more cautious. Before, it was very cornmon to buy a truck load. Now that's rare. Our business has developed in line with this. Others don't want to take a risk and expect to get their wood right away. Direct imports can take six months. (ln ordering,) sometimes I guess right, some times I guess wrong, but over the years I've come out on top."

Still, there are more wholesalers around now than there were in 1978. Sumwood's customer list numbers 175. The company also does a small amount of foreign exporting, shipping woods to Pacific Rim countries such as Hong Kong, Japan and Taiwan.

He usually communicates with faraway suppliers by telex or fax machines. He explains, "The Phone presents troubles with time zone differences and inevitably, the person who answers on the other side will not speak English. Besides, I like to have things in writing."

Yet a majority of Sumwood's business is done on a phone call. "Everything's verbal, often nothing is written," he says. "But we rarely have problems. You can trust people in the lumber business."

In fact, one of Sumwood's recognized keys to success is keeping the company small and personal. He sells only to wholesalersno manufacturers - realizing he can't be everything to everybody.

And he is always on the look out

for new woods. His term as 19871988 president of the IHPA afforded perfect opportunities. Summerlin led delegations to South America, Southeast Asia and West Africa. There he would meet government officials (such as the King of Ghana) and native mill owners and suppliers.

Most others would label the recent jaunt to South America as the most successful of the trips, since it resulted in many new sales with eager locals. But Summerlin considers the trip to Africa more productive, in the long run. "ln its 33 years, IHPA to my knowledge had never sent a delegation to West Africa before. Hopefully, we broke some new ground. We met some new suPPliers and at least got People thinking about trading with Africa," he says.

Sumwood's next ten Years may hold some surprises. Summerlin foresees two factors possibly changing the hardwood business. "Overall rapid modernization of all countries in the world will produce more customers and more comPetition to reach those new markets. Especially in China, as its standard of living rises, more competition will vie to reach this one billion People," he predicts.

Restrictions may also play a role. He says, "A lot of the harvested hardwood forests are being replaced with fast growing softwoods. In addition, there will be more pressure against harvesting the remaining tropical hardwoods. This will restrict cutting ofcertain trees and in certain areas and cause the price to climb higher and higher."

But the hardwood globetrotter will still be around. Somewhere.

AFRIGAI{ delegation visits Sumwood's offices: (l-r) Dr. 0. Firempong, Summerlin, Dr. 0seiTutu Poku (son of the King of Ghana), Tony Nurumah Brobbey.

l1{ll(ll{Eslll{ Ambassador to the U.S. Soedarman, and (l-r) his wife, Summerlin, past IHPA president Hany Buckley, IHPA executive v.p. Wendy Baer.

FflEl{CH wood association Gllieial Denis Spire welcomes Summerlin to fhe group"s headquarters in Paris. l

Finding

new ways to sell hardwood mouldin

and ability to accept stain. They assure d-i-yers that hardwood moulding is no more diflicult to install than softwood moulding. They try to ease the customer's anxiety about working with a high price, luxury item.

They point out that they have both solid oak and poplar mouldings available with pre-cut corners to make installation easier. Oak and mahogany are staples.

In addition to profile displays, they showcase various mouldings which have been built up to achieve a custom woodwork look. By studying these sample boards, a do-ityourselfshopper can see how he can combine crown with other moulding to create a dramatic ceiling trim or use a selection of patterns to create variations in chair rail or base.

LIARDWOOD moulding has the I I potential to be a strong do-ityourself product.

Inspired by the ongoing renaissance in high quality custom woodwork, many d-i-y craftsmen are looking to hardwood moulding for its beauty, durability, fine grain and ability to accept stain. Oak and mahogany products are the most widely known and accepted, but other species including birch, walnut, koa and teak are in demand.

Story at a Glance

How dealers encourage d{-yers to buy hardwood mouldings... possible approaches methods that work for both chains and independents.

A dealer who has the space to stock a selection of profrles and the inclination to work with the do-ityourself customer can find hardwood moulding a real money maker. The d-i-yer will need more guidance and service than a contractor customer, but many dealers find that this extra attention pays off in related sales and devoted customers.

Two lumber dealers in Alexandria, Va., take different approaches to hardwood moulding. Smitty's Lumberteria handles a token inventory of oak shoe moulding because the store doesn't have the space for the stock necessary to promote hardwood moulding. Having decided that they can not be hardwood moulding specialists, they readily suggest that the customers try W.A. Smoot & Co., a lumber dealer who has established the reputation of being an excellent hardwood moulding source.

Smoot, which made a decision several years ago to specialize in mouldings, carries nearly 400 different profiles and sizes in hardwood and softwood species. They have free take-home literature for customers showing all the available profiles. They also maintain full displays. Shoppers are encouraged to examine, handle and touch the samples.

Karen O'Donnell, sales manager, and John O'Donnell, marketing manager, a husband arLd wife team, work with the do-it-yourselfer who wants to use hardwood moulding. They aim, Karen O'Donnell explains, "to eliminate fear." They do this by stressing the superior qualities of hardwood moulding including its beauty, resistance to dents

lf the shopper wants to have the mouldings installed by a professional, the displays and information available from the staff help to convince him that hardwood is the best choice. Whether the sale is to the consumer or a contractor, Smoot's finds that the service approach works.

Solid support from a manufacturer or distributor of hardwood mouldings can be an asset to a dealer. Lawton Lumber Co., Greenville, S.C., backs its dealers with what sales manager Buster Williams calls a "dog and pony show," a presentation at the store to show application techniques, uses and finishes. They also provide display boards.

Lawton produces 130 diflerent patterns, all in virola, a type of mahogany which they process in their facility on the Amazon River in Brazil before bringing to Creenville for milling. Williams calls the product "commodity moulding" because they mass produce thousands of feet at a price competitive with fir or pine moulding.

"lt stains well and complements oak, cherry and mahogany," Williams points out.

The price has appeal for both the do-it-yourselfer and builder trade in chains such as Lowe's and Wickes or independents like Frank Ulmer Lumber Co., he explains.

Hardwood moulding is not an impulse item, but its profit margin makes it worth a dealer's effort to build the reputation of being a hardwood moulding specialist.

Let your distributor helP you sell more hardwood

tt N 3,.L h.3Lio'ii'"ilill woods. D-i-yers are afraid of them' We can't waste space on anYthing that doesn't move."

If this sounds like you or Your lumber buyer talking, it's time that you take another look at the hardwood programs and Products now available. You may find some changes.

First, do-it-yourselfers are beginning to feel comfortable with hardwood. They've learned that although it may cost more than softwood, it provides the quality, luxurious appearance they want in their home as well as years of service. From furniture to moulding, kitchen cabinets to flooring, hardwood is becoming a prestige product.

With a little guidance, a do-ityourselfer feels confident in selecting hardwood for bookshelves, storage units, panels, or trim which he is adding to his home. ManY d-iyers are becoming hobby craftsmen, building toy boxes, storage chests, magazine racks, bars and tables. Anticipating these to be heirlooms of tomorrow, they want to use fine woodhardwood.

Story at a Glance

How a dealer can sell hardwood without a large inventory. ways to special order. .promotion tips.

cept special orders for small quantities of hardwood. Some hardwood distributors will process special orders.

A typical distributor catering to the needs of a dealer stocks or has readily available a selection of popular species. He is able to provide two day service and accommodate what thi dealer needs. He'll pick and ship small orders or prepare a large unit order. He may offer Pick-up service to a dealer with a small order.

The dealer interested in emPhasizing hardwoods can take a cue from the specialty stores that sell nothing but hardwoods, woodworking tools, supplies and instruction books. Prominent displays of hardwood samples, cross merchandising of tools and supplies and a well stocked literature section will let customers know the store is into hardwoods' Distributors usually can provide samples for displays and current price lists for ordering.

Take home literature is available and important. WeYerhaeuser, for example, has an elegant brochure for its ChoiceWood. Quality oozes from the handsome Pamphlet which stresses the value of hardwood while making it more familiar to the reader.

Pictures, sketches, advice and a glossary are blended with the final page offering free working drawings of hardwood Projects. Prepared bY Ian Kirby, an internationally recognized designer, the designs are simple enough for a beginner to follow. Most people who see the brochure find it hard to resist the lure of hardwood.

woodshop teacher or experienced woodworker, can strengthen interest and hone ability. One store climaxes a series of classes with a fair to display items made. Another has a Christmas bazaar with his customers selling and taking orders for hardwood craft items which they make.

Most hardwood manufacturers and distributors are aware of the changes evolving in consumer interest in hardwood. Many building material distribution centers or customer service centers are willing to ac-

Literature such as this will helP a dealer to interest his customers in hardwoods. Special in-store Programs also will nudge a customer-'s interest in hardwood. Classes taught bv a skilled instructor, usuallY a

One dealer contacts the shopclasses in the local high school and special orders materials the students need. He posts flyers about the adult education classes and sPonsors a competition for the best item made in the classes. He gives gift certificates as prizes and displays the winning projects. This always brings him newspaper publicity.

Finishing techniques go hand in hand with using hardwood. ManY dealers have finishing clinics and cross merchandise stains with hardwood. Hardware and tools also are natural partners for hardwood projects.

Ifyou aren't encouraging Your di-y customers to use hardwood, you're missing out on some sales.

Script for a hardwood flooring sale

lJ ARDWOOD FLOORING sales I lcontinue to multiply faster than those of sheet vinyl, vinyl tile, ceramic tile, carpet and area rugs, offering home centers and lumber dealers a growth market.

The $600 million wood flooring market in the United States is projected to double by 1995. The majority of the growth is predicted in laminated floating floors. Prefinished, laminated products for floating installation are primarily manufactured for the do-it-yourself market.

Although new product developments have made hardwood floors a do-it-yourself product, many homeowners hesitate to tackle the job. They like the luxurious, natural appearance of hardwood flooring, but they perceive the product to be expensive, difficult to install and tedious to maintain. In short, a luxury for the well-to-do.

Dealers frequently hear the following doubts from customers, but by countering the objections with the benefrts of hardwood flooring, they usually can make the sale. The dialogue below illustrates many of the benefits hardwood flooring has for the do-it-yourselfer.

Customer: We'want to do the work ourselves, not hire a professional.

Salesman: With the new developments in hardwood flooring, installation has been simplified for a do-it-yourselfer. We have a brochure that gives the easy-to-do steps required. You can look it over and see just how the project is done. We also have video tape instructions that you can borrow.

Customer: I don't have the

special tools needed for laying a hardwood floor.

Salesman: You don't need any special tools with the hardwood flooring manufactured especially for do-it-yourselfers. A chalk line, a square, a crowbar, a hammer and a hand or power saw plus a couple of wood blocks and wedges are all that you'll be using. You don't even have to use nails, just some adhesive.

Story at a Glance

Answers to customer's doubts about hardwood flooring. .. what you should say to stress benefits. how videos and literature apply to presentations.

Customer: The floor will get lots of hard use. The kids spill stuff.

Salesman: Laminated hardwood is extremely durable. The polyurethane that coats these pre-finished flooring products has been proven in abrasion tests to wear twice as long as other finishes. In the Taber Abrasion test, an industry standard, hardwood flooring with a polyurethane surface withstood testing equaling 20 years of normal household use without showing wear. The polyurethane finish also resists spills.

Customer: I don't have a lot of time to keep hardwood looking nice.

Salesman: Laminated, prefinished hardwood floors are easy to maintain with dustmopping or vacuuming. Spills wipe up with a damp cloth. If the floor gets extremely dirty, you can clean it with a damp cloth and a little mild detergent.

Customer: Hardwood flooring won't work. The room is in the basement.

Salesman: Laminated hardwood flooring can be installed below level with a few precautions. For below level use manufactuers recommend a six mil polyethylene film barrier be put down first. If you follow the manufacturer's instructions for below level installation, there should be no problems.

Customer: We can't use hardwood flooring. Our existing floor is a concrete slab or vinyl flooring or wood.

Salesmen: Laminated, prefinished flooring can be applied over almost any dry, sound, level surface including existing wood, vinyl or concrete floors. Manufacturers recommend using a poly film barrier or a foam padding in some installations.

Customer: Our budget is limited. Won't hardwood flooring cost a lot?

Salesman: Because hardwood flooringlastssolong and can be easily installed by the homeowner, it is really a good buy. Now that the need for a professional installer has been eliminated with products designed for do-it-yourself installation, hardwood fits into most budgets.

Customer: Will hardwood flooring go with our decor? We like modern or casual or country or antiques.

Salesman: There is a type. of hardwood flooring for every decor. Parquet and strip, alternate or random plank products allow you to select the look that blends with your furnishings. You have a choice of woods including dark, medium and light oak and light tone beech and ash. There's also a choice of smooth or textured surface.

Customer: With the kids using the floor for play, won't it be cold and noisy?

Salesman: On the contrary, you'll find that prefinished, laminated hardwood provides a floor with improved resiliency, sound insulation and improved moisture protection.

Handing the customer product literature detailing the installation process and a catalog showing colored room settings with various types of hardwood flooring is a convincing conclusion to this sales presentation for prefinished, laminated hardwood flooring.

HARDWOOD TECHNOLOGYT sci fi or realitl/?

lal NCREASED yield through a

I combination of internal imaging with advanced technology including CAT scanning, computerized image analysis, lasers and robotic systems." Hardly the language of a lumberman. but this Buck Rogers type of conversation may be common among hardwood Processors some day.

Research being done at several universities sponsored by the U.S. Department of Agriculture in cooperation with the U.S. Forest Service indicates that more advanced wood use technology could enhance U.S. competitiveness in world markets. This, of course, would eventually have a direct effect on those who sell hardwood, both wholesaler and retailer. and the consumer.

Forestry professor HenrY A. Huber, Ph.d., at Michigan State University, East Lansing, Mi., is supervising a project with the ultimate goal of creating an automated lumber processing system (ALPS). The system which is made up of manY parts is expected to make a major impact on the wood Processing industry.

ALPS could significantly increase wood yield through a combination of internal imaging of logs with advanced technology such as CAT scanning, computerized image analysis of boards, lasers and other robotic systems. The technology development is presently being applied to eastern hardwoods. Demand for hardwoods, according to the U.S. Forest Service, will triple by 2030. "ALPS could increase the yield of useful wood parts at least 15.90/0," Huber says.

With ALPS, sawmill logs are scanned by computerized axial tomography scans (CAT scan) to locate internal defects. The com-

puter hgures out how to maximize yield by positioning the logs as they are processed into boards.

After the boards are dried, a camera scans each board and an image analyzer determines its outside dimensions and locates defects. The computer uses the data to calculate the best cutting pattern for each board and directs a high Powered laser to make the cuts.

A computer graphics Program provides a technician with a cutting bill for each board, showing where the cuts will be made on the board and the use rate for that particular board. The technician can decide to allow certain defects in pieces that won't reduce their quality.

ALPS can fine tune the cutting process and eliminate sawdust, a plus under current OSHA demands. Other advantages of lasers over conventional saws are elimination of saw wearing and the ability to make "cookie cuts" that normally would require slow moving jig saws.

Laser is an acronym for light amPlifrcation stimulated emission of radiation. Industrial applications have developed rapidly in the past eight years, although the cost of$200,000 and up for high powered laser equipment makes it a major investment.

ALPS, being considered for the furniture industry at present, may require several more years of development before it will be economical for large quantity processing of high grade lumber. Scientists working on

S,tory at a Glane

Ways aclvanced technology can increase hardwood yield... space age &vices maPr imPact on hardwood prccessing...

it are providing information to produce a turnkey system which can be plugged into industry.

Microwave or radio frequency (RF) drying of hardwood, however, is a technique of today. The technology has been in use for redrYing in the plywood industry for several years.

RF drying uses an alternating electric field which agitates or vibrates the water molecules in the wood causing them to turn into steam that rises out of the wood. Only the moisture is affected by the process. There are no splits, warping or discoloration.

Pacific Power, Portland, Or., cooperated with the Oregon State University Forest Research Laboratory in initiating RF drying. Weyerhaeuser, Boise Cascade and Willamette Industries are using it at present. According to David Rogoway, vice president of marketing, American Plywood Association, RF drying offers the industry an opportunity to improve quality and reduce production costs.

The principle, which is similar to a household microwave oven, will be used to dry green, pre-cut dimension red oak in the hrst commercial drying of hardwood by RF. While it normally takes 100-140 days to dry a load of red oak in a conventional kiln, the RF oven will do the job in 72 to 100 hours. The cost ofthe RF oven is approximately $500,000 compared to a commercial-size conventional kiln's $50,000-$70,000 price tag.

The tests which will be made in an RF oven manufactured by Dimension Drying Inc., Bluefield, Va., will be under the supervision of the Niagara Mohawk Power Corp. and Syracuse University's Institute for Energy Research.

L\llI fi,\il,i/S l3,Litl lIEIPS

'l'lrc llonr l)cyil <tpenc<J a 92.(XX) sq. Ii. storc in ('cnror (iate l)laza, Surasota. l;1.: purchasecl sites in (ioodlettsvillc and llellevuc, Tn., and announccd luturc locati<tns in Margatc and Melbournc, ljl.l Roswell ancl Savannah. (ia.: Spartanburg, S.('., ancl I louston, Tx.

Itct'hingcr ('o. is buying 47 <tlthe -5tl southern div. Ilradlees dept. stores, including stores in Mount Vernon, [-incolnia. l;air- fax City, llurke, Rcston ancl Woodbricfge, Va. ... lJuildcrs .lquarc has a new store in Alexandria.Va....

Grinuns' Building \tpply ('cntcr is marking 6 months of operation in a new Tollesboro, Ky., store and is remodeling a Colcl Springs, Ky.. unit ... Palumbo ilnd Citizens have rnerged as Pa lumbo-,Sodler l-um ber. & Ma nu,/at'turing Co. in Lexington, Ky....

Lone's will begin construction next year on a 20,000 sq. ft. store in Brevard, N.C., to open in 1990; a new 40,000 sq. ft. relocation store is near completion in Boone, N.C.; a future Mooresville, N.C., unit in Westfield Center has been announced.

_ lnternational Paper Co., Long Bell Div., and Pa.yless Cashways will both close retail outlets in Little Rock, Ar.. this fall

LVestlake Hardware has closed stores_in Miramar, Cutler Ridge qnd Kendall, F1.... Furraw-'s, Lexington, Ky., is closing.

\c'ol/r,is will opcn a 50.(XX) sq. li. rcplaccntcnt storc in ('ocoa. l;1., this lirll, utilizing a lbrmer .lclli'rson-Wurtl unit .SmithI lu.qgu rd I ttnthcr ('o., l.g)(1.*,,r., Ky., has acquirccl llonu,. Lurnbcr (ir., I\41,un, Sterling, an<J Rrown t& Iippcr.xtrt Paris and Winchestcr, all in Ky. . . lligqinhothonrlJurtlatt ltmhcr ( o. is new in llereford.Tx....

llilson l"umbcr ('o., l\{smphir, Tn., has added a new resaw fcrr cutting bevel siding and other cypress products.

omy. .. Evergreen Paci./'it', Tampa, [r1., has Ieft the wholesale business to concentrate on trading commodities and selling sheetrock. .

Templa-liastax. I)iboll. Tx.. has been renamed Tarnplc-lnlund fbrest Pnxlucts ('orp. (see p. 33 Irrr story) . Merger of lltelsh l,brcst Pnxlucts, Memphis, Tn., inlo Anterican Paci/it' Pa neling has been completed. (see story on p. 36) ...

Trus .loist ('orp. has changed its name to 'l',1 International, Inc. with two operating divs.: Trus .loist (itrp. and Design Master ( oryr.; Boise, ld., Ilq. will be relocated to new offices in Dec. in Boise.

Ttrl l.owr-v Lumbt,r ,S'ale.s is a new wholesaler in Prattville, Al. . Ncn, Rivcr f;orest Products Distribution & Reload Center is new in Pulaski, Va., Morris l)awson, owner.

('rockrolt Lumber Co., Memphis, Tn., has changed its name to Colco Fine l4oods & Tools . Pelican Lumber and Export, Inc'., is being opened in Lake Charles, La., by Davio Nixon.

Coastal Lumber Co.. Weldon. N.C., has finished a $4 million expansion of its f-lopwood, Pa., hardwood facility.

Black Lumber Co. Inc.. Thomasville, N.C., is operating from a temporary building following a recent fire...

American Wood Products, Bossier, La., is liquidating inventory and closing due to a slow econ-

Yult' .Sacurit.v lnc., Charlotte, N.C., has acquired lngersoll Locks Lkl., a British firm Brookline Industries, Inc. and Cipco, both Cfhicago, il., and H. Soss & (b., Los Angeles, Ca..

Heil-Quoker Corp. has closed its Johnson City, Tn., plant, moving production to the Lewisburg, Tn., facility . . United States Stove has acquired Miracle Heat, Inc., Gladestone, Mi.; mfg. will be relocated to the United ,States Sloue plants in Chattanooga, Tn., and Bridgeport, At..

The Stanley Works has filed suit against Cooper Industries, Int'., citing trademark infringement, unfair competition and other violations.

Housing starts in Aug. (latest figs.) eased 3.30/o ta a seasonally adjusted annual rate of 1.44 million units...a 16.90/o drop in multi-family units fueled the drop . . . single family home starts were up 2.1%.. . permits were up l.9oln.

Lansdale New Scotty's Chief

Daryl L. Lansdale has been elected president of Scotty's, Winter Haven, Fl., replacing Dennis Stults in a management shakeup triggered by its top shareholder increasing its holdings from 29.20/o to 42.70/0.

Chairman James W. Sweet, the 4l-year veteran of the company his father founded in 1924, has retired, and Stults, president since 1985, has left to pursue other interests. Stults, who joined the firm in 1968, is credited with changing the companY name to Scotty's in 1968 and developing the orange-and-green logo.

The new management team includes chairman Scott Linder, a Scotty's director; Lansdale, formerly president and ceo ofLone Star Hardware, San Antonio, Tx., and executive vice president of marketing Robert L. Swanson, formerly of Lowe's.

Top shareholder GB-lnno-Bm (GIB), the leading retailer in Belgium, has been acquiring stock in Scotty's since 1979. It reportedly has been displeased with Scotty's falling prohts in recent years, desPite a turnaround so far in 1988.

GIB's Diego du Monceau and Ron Rashkow were elected to Scotty's board of directors to fill the vacancies created by the departure of Sweet and Stults.

Hardwood Floor Boosts Sales

Cassity Jones Lumber & Home Improvement, Longview, Tx., has increased its floor covering sales including hardwood by 2000/o in the past five years.

"l've watched this store's floor covering sales go from $10,000 to over $200,000 per month in just ltve years," said Randy Drane, floor covering manager.

Making a strong move toward decorator sales and items like hardwood flooring, carrying brand name products, a capable sales staff, versatile payment plans and an excellent installation service contribute to the increased sales, according to Drane.

stances where fire retardant treated plywood used in roof applications has experienced strength loss greater than would be expected from the treating process.

Exposure to high heat is thought to be a constant in all instances although improper control of the treating or drying process. improper installation of the material or high humidity due to inadequate ventilation may be at fault. There has been no clear determination as to the type of fire retardant chemical that may or may not be the cause of the problem.

Research underway by the U.S. Forest Products Laboratory and manufacturers offire retardant wood products is expected to provide definitive answers by the middle of next year.

Several plywood manufacturers have discontinued selling fire retardant plywood and lumber. NLBMDA recommends that dealers be cautious in purchasing fire retardant plywood and lumber. They suggest that dealers obtain in print the supplier's full assurance that the fire retardant products meet all appropriate standards.

FRT Plywood Precautions

Retailers are being cautioned by the National Lumber & Building Material Dealers Association of in-

ffIilfi 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!

DUTE GITY

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CALENDAR

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OCTOBER

Building Materirl Merchants AssociationOct. 6, top managcnrcnt/bookkccpcr scnrinars. n ugusta. (ia.; Oct. I l, Savannah. (ia.; Ocl. t2. llrunswick, (i4.. Oct. 13, Albany, ( ia.

National Kitchen & Bath WeekOct. 7-16. sponsored by National Kitchcn & llath Association.

American Hardware Manufacturers AssociationOct. 912, national harclwarc convcntion, Scattle Sheraton and Wcstin llotcls, Seattle. Wa.

Soulhern forest Products AssociationOct. l0-12, joint annual meeting with American I'lywood Association, Omni I lotel. ('harleston. S.('.

Wood Protection WorkshopOct. ll-13, National Clarion Ilotel, Arlington. Va.

l,umbermen's Club of MemphisOct. 13, luncheon, Racquet Club, Memphis, Tn.

National Lumber & Building Material Dealers AssociationOct. l3-16. annual convention, Wyndham llotel, Palm Springs, ('a.

S&T Wholesale HardwareOct. l5-16, market. Commonwealth Convention ('enter, Louisville, Ky.

Ace HardwareOct. l5-18, fall convention & exhibiton, C'onvention Center, New Orleans, La.

National Hardwood Lumber AssociationOct. l7-19. annual meeting, New Orleans, La.

North American Wholesale Lumber AssociationOct. 18, regional meeting, Marriott Executive Park, Charlotte, N.C.

Allied Building Stores, Inc.Oct. 20, convention, Arlington. Tx.

Building Material Merchants AssociationOct. 23-25, product knowledge seminar, Austell, Ga.l Oct. 26, selling skills seminar; Oct. 27, executive committee meeting.

Lumbermen's Club of MemphisOct. 24, luncheon, Racquet Club, Memphis, Tn.l Oct. 24-29, Wood Products Weekl Oct. 29, Woodchopper's Ball.

Forest Industries Tour of ChinaOct. 25-Nov. 10, organized by Roman Associates.

Kentucky Lumber & Building Material Dealers AssociationOct. 26-27, fall board meeting, Natural Bridge State Park, Ky.

National Building Material Distributors AssociationOct. 29-Nov. l, annual meeting, Hyatt Regency, New Orleans, La.

American Wood Preservers BureauOct. 31, annual meeting, Walt Disney World Resort, Contemporary Hotel, Orlando. Fl.

American Wood Preservers Institute/Society of American Wood PreserversOct. 31-Nov. 2, joint annual meeting, Walt Disney World Resort, Contemporary Hotel, Orlando, Fl.

NOVEMBER

National Decorating Products Association - Nov. 4-6, annual show & convention, McCormick Place No., Chicago, Il.

Building Material Merchants Association Nov. 9, nominating committee meeting, Austell, Ga.; Nov. 10, advanced lumber/plywood seminar.

NHLA Exec. To Take Office

The National Hardwood Lumber Association's new executive manager, Ernest J. Stebbins, will succeed S. Carroll "Bill" White on Nov. l, I 988.

is in timber buying, sawmill management and hardwood lumber sales.

He received a bachelor of science degree in forestry from Purdue University and a masters of science in forest economics from Virginia Tech.

Also on Nov. 1, Robert E. Garst will replace Stebbins as assistant manager. He has a bachelor of science degree in forestrY from Virginia Polytechnic Institute and State University, and an M.B.A. from the University of Alabama, Tuscaloosa. He also had a long career with the U.S. Army in a number of responsible positions.

"ln the short run, we will not make any changes. No people will be moved in or out," said Chulos. "ln the longer run, we may bring the company more in line with our existing businesses."

Northwest Hardwoods now has eight manufacturing facilities (Arizona, Pennsylvania, three in Wisconsin, and three in Washington) and offices in Wisconsin, Federal Way and Portland.

Dealerc Benefit From G-P Ads

NHLA assistant manager since January 1984, Stebbins previouslY worked for Koppers Co., forest products division, and U.S. GYPsum Co., wood fiber division. His background

NW Hardwoods Buys Hamlen

Northwest Hardwoods, Federal Way, Wa., a subsidiary of Weyerhaeuser Co., has purchased J.H. Hamlen & Son, Little Rock, Ar. The sale for an undisclosed amount includes Hamlen & Son's facilities (a hardwood sawmill and custom dry kiln complex) and about 8,000 acres of timberlands, according to Northwest Hardwoods general manager Cliff Chulos, Portland, Or.

Inspire homeowners and increase do-it-yourself projects is the aim of a consumer ad program appearing in over 20 major publications this fall. Dealers too will benefit from the color advertisements featuring decorating and refurbishing projects using Georgia Pacific roofing, siding, paneling and moulding products.

A coupon or a toll free number offering how-to videos and booklets with a $3 rebate coupon redeemable at any home center carrying Georgia-Pacific building products is included in each ad.

On the coldest night ol the year, fire destroyed Adams Building Supplies, reducing the mmpany's inventory and computer system to ashes. With a phone call to ProfitMaster, a customer support analyst was dispatched to hand deliver a new system the next day. The analyst stayed on-site day and night until Adams was up and running.

"As soon as ProfitMaster delivered the new system, we were able to reslore our accounls receivable and inventory records," explained a relieved Branan. "Using merc+landise from our se@nd location, we reopened in three days. lt was like we closed for the weekend. That's all."

Ernest J. Stebbins

t'Proftittvtastef s sapport staff tuas ahuays tbere utben ue needed questions ansuered or additional training, When disaster struck, tbey respond.ed irnmediately to saue our business,"

Teamwork is a at maior

TEAMWORK is a currently I fashionable enthusiasm of business gurus who treat the concept as a new revelation. Harvard Business School loves it.

But at the Curt Bean Lumber Co. in Glenwood, Arkansas (pop. 1402), it is old hat. They've been practicing the concept successfully for years. In fact, they recently made their slogan "The Bean Team" an integral part of their marketing eflorts.

The teamwork concept extends throughout the Bean organization and has as its goal the best possible care for their customers. Its implementation is common sense, not rigid structure. A recent 8 a.m. gathering in the hallway of the sales department consisted of a handfulof people from sales, production and forestry. A few minutes of seemingly casual conversation ensued, resulting in another problem solved by Bean Team teamwork.

The company is one of the largest independently-owned southern pine manufacturers in the United States. Bean Lumber Co. has a sawmill on the 160 acre site in Glenwood. It shares the property with its sister company Curt Bean Lumber Co. which has a treating plant at Glenwood and another treating plant and sawmill at nearby Amity, Arkansas. A related firm is C. Bean Lumber Transportation Co,, a trucking firm that serves the two lumber companies. Between the companies, they own numerous acres of timberlands. But as Curt's son Tim Bean, the v.p. of marketing, says, "customers needn't bother with the distinctions between the firms, just pick up the phone and let us try and solve your problems."

Bean Lumber and Curt Bean Lumber produce annually more than 150 million board feet of pine

lumber, while Curt Bean Lumber Co. produces in excess of 100 million feet of treated lumber

Founder Curt Bean is a large, soft spoken man who knows whereof he speaks when it comes to the sawmill business. "There isn't a job I haven't done in the mill," he notes.

He is also a very hardworking man. Nowadays as president and chairman of the board of the companies, he has cut his work schedule to "only" l0 hours a day, six days a week (including most holidays) from the previous 12 hours a day. Some observers say it was closer to 24 than 12.

As a hobby, Bean operates a 1500 acre cattle ranch that runs some 700 head. "l find it relaxing," Curt says. "There isn't a problem you can't solve, thinking about it at the ranch."

Deer hunting in Colorado three or so days a year is his real recreation. His zest for it is obvious as he tells stories of good times hunting with friends and family.

Tim Bean shares his father's hard working traits. In addition to his sales, marketing and management responsibilities, he also took it upon himself recently to work until midnight for several days loading trucks in the yard. It seemed vacations and strong business had put the yard crew in a pinch. In the best Bean Team tradition, Tim simply rolled up his sleeves at five o'clock at night and put in another shift making sure customers got what they wanted when they wanted it. Tim has worked in all aspects of the business except logging.

The company stocks lumber in 1"x4" through 1"x8" in 8' to 16'; 2"x4" through 2"x12" in nos. 1, 2 and 3, 8'through 20'. In no. l, they carry 8' through 16' in 4"x4" and

lElt lElt't sales and maileting people (l-d Harris Kimbell, Linda Priddy, Tim Bean, Brenda Baker and Charlie Horlon, The outdoor deck adjacenl lo the sales dept. is made of, you guessed it, trealed lumber.

CHIPS galore as the busy Amity mill pumps out southern pine lumber from the modern olant.

Photos by Building Products Digest

AI0P a charge of lumber as it moves slowly into the big treating cylinder.

mark firm

Bean remarks, "if you need posts, for example, we'll flrnd them and ship 'em to you." Their marketing area is everything east of the Rockies.

LeRoy Bean, Curt's first cousin, also got an early start in the business, beginning at 16 working for Bean Brothers Logging Contractors in California. Because of LeRoy's age, his father sometimes had to aocompany him as he operated the trucks, graders and other equipment.

By 1967 he had become a logging contractor in Colorado. He remained there until moving back to Arkansas in 1968. He became a partner with Curt and Buddy Bean in buying the present mill in Amity, in 1976. In 1984 he joined Curt as a partner in buying the Bean Lumber Co. mill in Glenwood. LeRoy is vice president of forestry for Bean Lumber Co., and is the contract supervisor of woods operations, overseeing acquisition, cutting and handling of all timber.

An avid sports fan who especially loves football, basketball and softball, LeRoy owns a number of collector cars, including a beautifully restored 1955 Ford T-Bird that is one of his favorites.

4"x6" as well as 1"x6" 6'dog eared picket fencing. In plywood, they have CDX and CCX (FDN) in l/2", 5/8", and 3/4". CDX is stocked in .40 treated.

Specialties include balusters, step stringers, lattice, 6"x6" timbers and 5"x5" timbers 8' through 26'. Kiln dried products are 2"x4" through 2"x12" from 8'through 20'in nos. I and 2, .60 FDN. They can also run center match and special decking patterns.

"We're customer oriented." Tim

S,tory at a Glane

One of the largest U.S. southern pine lumber companies, Gurt Bean Lumber has meshed its teamwork concept into its marketing efforts.. orientation to customers is outstanding.

In the next six months, Tim Bean expects to be adding new treated products produced in cooperation with their chemical suppliers. About 800/o of Curt Bean Lumber's output is treated. The treating cylinder at the Amity plant is 6' x 84'and takes a 2l,500 board foot charge. The Glenwood cylinder is 6'6" x 66' and handles a 17,000 board foot charge.

The Glenwood treating plant has its own quality control staff on each of the three daily shifts. One man's sole duty is to take core samples to ensure that all of the product meets or exceeds the standards of the American Wood Preservers Bureau and the American Wood Preservers Association. Timber Products Inspection also regularly checks production. AWPB, in addition to plant checks, also does quality testing in the flield following delivery. Tim Bean is active in both the AWPB and the AWPA serving on the AWPB board of governors.

The trucking end of the business, founded about a year ago, has its own authority from the Interstate Commerce Commission and cur-

(Please turn to page 26)

HEAD of all forestry operations is Leroy Bean, shown with eight big logs ready for the mill.

Fl,ltlKlllc aerial photo of 160 acre Glenwood plant are (left) Tim Bean and Curt 8ean, the founding father of one ol the largest independently owned southern pine manulacturers in the united states.

8lG Freiohtliner qets loaded with treated lumber at Glenwoori, Ar., plant. Note stylized B looo on side of lumber. lt is being added to all sh'ipped lumber. Driver of this truck is Albert L. "Buster" Cook, Jr.

ilEW company logo is indicated by Tim Bean, marketing manager, and Linda Priddy, national accounts sales manager. Housekeeping and layout at the Glenwood facility areimpeccable.The Bean logo was designed by untreated sales and merchandising manager Harris Kimbell.

ARKANSAS a OI{LAHOMA

BOB JOHN .ratlw vloc arcddcnt

local businessman that he was charging incorrect finance charges on his monthly invoices. Luckily, we were able to help him correct his problem before he really got into hot water. Sometimes we have

the information readily available, sometimes we don't.

What I'm getting at is the resouroes that are available within the lumber industry when help or guidancc is needed with a particular problem. Some associations try to play "Mr. Know lt All" and try to bluff their way throug,h, rather than ask someone who has the answers. We know that if we don't know the answers out there, it may take us a few phone calls to reach the right individual. But ifyou have the persistence, and are willing to say "l need your help," help is available and usually free of charge. No longer is "free" advice worth exactly what you pay for it.

MLA on the continuous basis asks for help in many areas and always, not just sometimes, help is there. Western Wood Products, National, lumber dealers, the U.S. Forest Service and many others too numerous to name have come to our rescue when we needed information and didn't have any idea where we could get the correct answer.

The other thing that I have found really intriguing is that none of these organizations has ever asked me if I was a member not one. lf you are anyway associated with the lumber industry and they have an answer for you, or know where the answer might be found, it comes without question.

MLA was founded with the premise that if we could give members and individuals in the lumber industry a forum from which to share their ideas, views and opinions, the industry as a whole could benefit. An idea that works in Nebraska will probably work in Oklahoma, Arkansas, Kansas or Missouri if there is a way for that idea to be shared and MLA is that way.

So when you have a problem, a question or need advice, start callingthe answer is out there. And if you don't know where to start, call us on our toll free hotline.

r";: ;:"3,,'?1"''"'?" ol"',:':Ifix" I dealer who hadjust been told by another

executlve vlce precldenl

I neellzfD something the other I dav. The OLA retailers and associate memblrs to whom I have talked in the last 12 months fall into two distinct groups.

The first hasn't made any money in the last several years. If they haven't closed their doors, they have probably thought about it. The second group tells a different story of prosperity and good things happening to their businesses.

How can this be? How can our members be polarized at opposite ends of the prosperity scale? It's not a regional phenomenon. Some enjoying the greatest success sit amidst those at the opposite end. Yet, these firms are not prospering at the expense of their neighbors (as in a price war). So, what do these guys know that the rest don't.

These individuals know business is changing every day. They know that price is the weakest way to close a sale. They know they have to find and fill a need nobody else is covering. They make things happen.

They know the money hasn't left Oklahoma. It's just gone underground. They have looked at the Owned Real Estate (foreclosed properties) list with all the homes over $100,000 sold. They get out and see the crews building custom homes.

They know that in one month this summer the average cost of an Oklahoma City house jumped $6,800 and that the 2.000 homes sold each month in Oklahoma City are enough to handle the properties HUD, Fannie Mae, et al, dump back into the market each month. They know the odds are 100% in favor of purchasers repairing or remodeling. They know the same is true for their town. They know R&R demand in the next 18 months could create shortages and higher prices.

They know that more than 900/o of the $90 million spent to build Remington Park went to Oklahoma businesses. With this knowledge and the ability to "see through" the recession, these people have trouble keeping pace with their business.

TOPICS

WINSTON DEPEW executlve

vice presldent

backflow device inspector and tester, he will teach the information necessary for salespeople to aid customers in pur-

A SEntf,S of seminars is scheduled by chasing of the plumbing needs. frllnf for October and November. Both classes will be held in the build-

An electrical wiring workshop on Oct. ing construction technology building on 6 in Waco will kick off the series. Other the Texas State Technical Institute camworkshops on this subject will be held pus. A two day basic estimating class will Oct. 20 and Nov. 3, both in Waco. In- be held at the same location on Oct. l3 structor will be Jerry Stewart, a master and 14, Oct.27 and 28 and Nov. 10 and electrician with 25 years of experience ll. Larry Willman, a 17 year industry and over five years of teaching back- veteran who has taught estimating skills ground. The one day course is designed for l0 years, will conduct the class. to improve the sales performance of all Three one day credit seminars will be people involved in retailing by teaching taught by Janey Sowell, who is well them to help their customers buy the known in credit management. The hrst proper products for their wiring needs. session will be at the Holiday Inn, DFW

Plumbing workshops are scheduled Airport S., Irving, on Nov. 3. Others will for Oct. 'l and 2l and Nov. 4 with John be Nov. 4, Holiday Inn Centre, Odessa, Pratt. A master plumber and certified and Nov. 5, Holiday Inn, Laredo.

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Lumbermen's Assoclatlon of Texas P.O. Bor 5546, Aurtln, Tr.78753 (5f2) lrz'lUn

SOUTHEASTERN SCENE

ao."r,* assoctadon neuc In Alabama, Ftorlda, Georgla, Kentucky, l,oulclana, Mlecleelppl, the Carollnar, Tenness€e and Vlrglnla.

Kentucky Lumber & BulldtrU Mrterld Deders Assoclrtlon's 1989 mnvention is in its final planning stages.

Ken Lawson, Thriftway, Inc., Owensboro, chairs the committee arranging the Jan. I l-12 meeting at the Hyatt Regency in Louisville.

Bill Sharp will speak on the opening afternoon. Table top displays are scheduled.

Loulslanr Bulldlng Mrterld Derlers Assoclrtlon has scheduled its annual convention for March 9-12 in New Orleans.

The association held meetings throughout the state with an informative

HAZCOM presentation. Marerials including two publications from the U.S. Department of Labor are available from the LBDMA oflice on HAZCOM which became effective Aug. I in retail industries.

Mlsslsslppl Bulldlng Meterlel Deelers Assoclrtlon, Inc. has named Jannette Breedlove, Breedlove Lumber Co., Charleston, as chairman of the 1989 convention and building products trade show, March 22-25 at the Coliseum Ramada Inn, Jackson.

The committee includes Bill Reynolds, Charles Patterson. Kenneth Bre-

land, Dave Glenn, Harry Carter, Frank Bridges, Julia Box, Nancy lrby and Wesley Rushing. They will meet for the first time on Oct. 8 at the Coliseum Ramada Inn.

Brochures will be mailed this month to past and prospective exhibitors. The Empire Room will accommodate 75 booths with 55 already committed to vendors.

Vlrglnle Bulldlry Mrterhl Associrtlon will sponsor two seminars on the topic "Around Lumber Yards & Home Centers Everybody Sells" this month.

The first session will be Oct. 18 at the Holiday Inn, Manassas. The second on Oct. 19 will be held at the Sheraton Airport Inn in Richmond.

Bill Sharp, well known industry sales trainer, will conduct both sessions. They are planned to help all sales and management personnel learn how to turn lookers into buyers.

Bulldlng Materhl Merchrnts Assoclatlon's LOCS convention witl be held at King andPri,nceHotel, St. Simons Island, Ga., Nov. l0-13. Program for the annual event will center around roundtable topics.

The annual buying show for Georgia and Alabama retail lumber dealers will be held at the Georgia International Trade Center, College Park, Ga., lan.6-7. More than 40,000 sq. ft. of exhibit space will be occupied by exhibitors from all over the country, according to Donna Keen at BMMA headquarters, Austell, Ca. Over $10,000 in prizes will be given away.

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

OPERANNG OPPORTUNITIES

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

f Hene are about 25,000 retail comI panies across the country primarily engaged in the sale of lumber, building materials and other miscellaneous categories. Something less than 400 of these companies, corporations and proprietorships generate over $10,000,000 each in annual sales.

This column is for anyone who wants to be in business when the 2lst century dawns, but especially those 24,600 retailers seeking to generate profits and join the volume levels of the largest 400.

Examine under used and/or idle assets. The major oflenders are unused land for development and under used buildings, land and equipment as well as excess inventory used in operations. These are all committed dollars that don't contribute to profits and, in most cases, detract or take money out.

ldle land is taxed by the government and eliminates the corporate opportunity to make 100/o pre-tax annually by giving the same dollars to Merrill Lynch, etc.

Land and buildings utilized daily in the business should come under fire. There are many examples of people doing $750,000 to $2,000,000 per month with less than 2 acres. A common denominator is turnover; six times is par, but the varsity will hit ten and twelve.

Fork lifts and trucks for most operators are the most expensive equipment investments. Doable performance for a 2-l /2 ton truck annually is $2,000,000 in deliveries. Each fork lift should handle twice that annually.

Test the profitability of what your company is doing. A typical $5,000,000 sales volume is 600/o retail and 400/o contractor. This is really two different businesses under one roof. Typical experience shows a loss on the contractor side

and a profit of up to 1 50/o on the consumer side.

Other profit culprits are production shops and service shops. lfeach were an independent business, would you be in it? There are obvious alternatives to inhouse shops. Why do anything that isn't profitable?

People and their proficiency. The lacilities and inventories of all but 400 retailers in our industry could and would be bought up by a financial syndicate tomorrow il and it's a big il, they were confident they had people proficient enough to protect their investment. The difference in any company is the caliber of the people and the proficiency of their skills.

In a lifetime in this business, no company that was in trouble and came to us for help has been able to show us an operations manual or a business plan. Such companies are tantamount to a football team without a play book and a game plan.

For successful companies, we've written to basics. ll your company has some of the holes described above, we've written to survival and thrival. Our industry is basically averaging a prelaxof 2o/o on sales, so if you are average, you can generate for every dollar of misspending or mis-use of assets a benefit of $50 in sales volume growth. F'or you, the 1990s might be next year.

Arkansas Lumber

(Continued from page 21 )

rently has 40 trucks in operation with 25 more on order. The lumber company has eight trucks of its own. A new Union Pacific spur has been added at Glenwood in addition to a service tie with Missouri Pacific RR. Scott Russell is the general manager of C. Bean Lumber Transport at Amity.

The truck company, like so many of the activities at Bean. was an outgrowth of their desire to improve customer service. Concerned about slow shipments during parts of the year usually spring Tim decided to establish their own trucking company. This relieves them of the uncertainties of relying on outside haulers.

Customers now are assured of prompt shipment. Service is available to virtually all of the contiguous 48 states. The improved service also enables Bean to supply large national accounts such as the big home center chains that demand prompt shipment due to their limited space for inventory. As Linda Priddy puts it, "when prices are the same, quality and service are all we have to offer, therefore the trucking company naturally followed as we strived to improve service."

Working for Tim Bean in the sales area are Harris Kimbell, the untreated sales and merchandising manager, and Linda Priddy, national accounts and treated sales manager. Kimbell has a strong lumber background having worked for Weyerhaeuser Co., and Anthony Timberlands. Linda had been in sales for Weyerhaeuser for 13 years before

Bulldlng productr Dlgcrt

joining Curt Bean 5 years ago. Working with Priddy and Kimbell are (lharlie llorton and llrenda Baker. both seasoned and knowledgeable lumber pros.

The (ilenwood plant is one of the most recent in the state and was built by (ieorgia-Pacific in 1972. A modern production mill, it boasts such leading edge technology as computers, scanners and laser lines for edges. Iloth the Glenwood and Amity mill are state of the art. It takes 40 truck loads ofsouthern pine logs to run one eight hour shift at Glenwood. These mills depend upon the expert and opportunistic buying of the timber department. This department is spear-headed by LeRoy Bean.

Curt Bean comes by the lumber business naturally. His farher was engaged in sawmilling on and off from the 1930s. At 12, Curt was helping his father, skidding logs in Colorado. He worked at every job in the business. By 1959, Curt and his father were operating a small portable mill. Over the years, Curt became involved in various mills and in 1976 bought the Amity mill from his uncle. Growth continued and in 1984 he was able to buy the former Georgia-Pacific mill in Glenwood. On his birthday, January l, 1987, he started the treating plant there.

Curt Bean claims he has no master plan for his further successes, but whatever the goal, "we aren't there yet," he says with a sparkle in his eye. Short term plans include inventorying lumber this summer and fall if prices remain low, hoping for a spring 1989 increase. "l've always speculated on the lumber business," he observes with a smile.

Modestly, Curt credits much of his good fortune to "The Good Lord, good key people and loyal employees; and lots of hardwork," he adds. The biggest change he's seen in his 30 years in business is the decline of handwork. Automation is the key to productivity, he says.

"l'm grateful," he says with obvious sincerity, "to the loyal people who have helped our business achieve what we have."

Judging from past performances you can bet that The Bean Team will enjoy further successes as they work the formula that has served them and their customers so well over the years.

E[EUEli company pick ups used in the Bean ooerations at their two mills in Glenwood and Amity, Ar.

l}l;d, i.3 1,1r i *,r 'l: Yi .ih..t

SIXIEEIl lraclors stand ready lo roll. Throughout the Bean organization the commilment t0 modernize and have the equipment needed is evident.

PERSONALS

Ron Denton is the new lumber purchasing mgr. at Rounds & Porter Co., Dallas, Tx.

Mike Patneaude, Pat Rrgan, Marty Sandlin and Brian Taylor are new to the trading staffof Empire Wholesale Lumber Co., Tampa, Fl.

Brian Wofford has joined the lumber sales team at Union Camp Corp., Chapman, Al.

Charles Rogers has been named gen. mgr. of Foxworth-Galbraith Lumber Co., Pecos, Tx. Dale Brown has been transferred to Las Cruces, N.M., as N.M./West Tx. district mgr., and Robert Bean succeeds him as mgr. in Junction. Tx.

M. Scott Whiddon is now gen. mgr. of east coast sales & operations at Causeway Lumber Co., Fort Lauderdale, Fl. In Bonita Springs, Fl., Lawrencp E. Peeno is gen. mgr. of west coast operations; Bud Hess, sales mgr., west coast operations; Dana Ray, millwork dept. director, and Chris Ashby, contractor sales. Krmal Kanafrni will manage the Boca Raton, Fl., yard and Deryl Craig is director of Fort Lauderdale's builders' hardware dept.

Frank Robertson has been promoted to v.p. of marketing for the wood preserving div. of Osmose Wood Preserving, Griffrn, Ga., according to Paul A. Goydan, corporate v.p. Thomas A. Marr is now v.p. of engineering & technical services.

Rick Walton, senior sales rep, Weyerhaeuser, Houston, Tx., is celebrating his 20th anniversary with the company.

David H. Dolben has been appointed v.p./c.a.o. at Temple-Inland Inc., Diboll, Tx., according to Rlchard Warner, treas.

James W. Inglis has been promoted to exec. v.p., merchandising, at Home Depot, Atlanta, Ga., according to Arthur M. Blank, pres. and c.o.o. New senior v.p.s are Bruce Berg, Dennis Ryan and Bill Hamlin.

Debbie lvye, ProfitMaster Computer Systems, Austin, Tx., married Roy Alvarado on Sept. 9, 1988.

Darrell Levorne Reed, Builders Supply Co., Hattiesburg, Ms., married Gerald Darlene McCarty on Aug. 20. 1988.

Don Yollmer has been named co-mgr. of 84 Lumber, Palmetto, Fl.

John F. Hollfelder, v.p. of sales, Stanley Hardware, has retired after 38 years with the co., according to Richard G. Martin, pres. and gen. mgr. Robert A. Baird succeeds him. Frederick K. Raab replaces Walter P. Spoerlein as Southeast consumer product reg. mgr., Atlanta, Ga.

John Barnett, Central Wood Preserving, Slaughter, La., is home recuperating following triple bypass surgery.

Donna Faye Burnett, Lowe's, Southern Pines, N.C., married Christopher Stephen Davis July 23, 1988. Evon LeeAnn Steininger, Lowe's, Hickory, N.C., married Curt Edwin Honsaker Aug.20, 1988.

Jim Winters has been named gen. mgr. of Foxworth-Galbraith Lumber Co.'s Borger, Tx., operations.

James L. Collins has joined Diamond Lumber, Dallas, Tx., as senior v.p. and general merchandise mgr. Tom Hardy is now v.p., purchasing, and Wayne Nalls, v.p., mktg.

Frank Catalani has been appointed Ar., La., Ok., Ms. and Tx. sales rep for A.H. Hoffman, Inc.

Ronnie Martin has been named mgr. of the new Lowe's in South Boston, Va. Dan Thompson is retail sales mgr.; Steve Lowery, contractor mgr.; Kathy Bowes, credit/office mgr., and Tom Barricks, warehouse mgr.

Jack Michaux is now account mgr. in Ga., Al. and Fl. for Risk Management Group's Insurance Management Services, Greenville, S.C. Michael Black is now agency operations mgr.; Elizabeth Abbott, customer service rep.; Melody Adams, account exec, Risk Management Services.

Richard H. Ferguson, James River Building Supply, Sandston, Va., has been elected president of the Independent Builder's Supply Association's board of directors.

Sterling Montgomery, KemPsville Building Materials, Inc., Virginia Beach, Va., has been presented the Independent Builder's Supply Association's A.L. Perry Memorial Award.

David S. Mdlung II, McClung's, Inc., Salem, Va., and his wife, Gail, are celebrating the birth of grandson Robert Baker Ferguson, 8 lb. 14 oz., born Aug.7, 1988.

Harry A. Merlo, chairman of the board and pres., Louisiana-Pacific Corp., Portland. Or.. has been honored with the Merit Award by the California Park & Recreation Society

Fred "Hokey" Hokason is the new Houston, Tx., terminal mgr. for Southern Gulf Trucking, Inc., Shreveport, La., according to Neil Haynes.

Tim Bean, Bean Lumber Co., Glenwood. Ar.. and his wife. Sandra. are the proud parents of 7 lb.4 oz. Nikita Sheri Bean, born Sept. 13, 1988.

Winston Depew, exec. v.p., Lumbermen's Association of Texas. Austin. Tx.. has been named treas. of the Texas Construction Industry Council. Other oflicers: Janey Sowell, Republic Gypsum, Dallas, pres.; Ruben Ake, Diamond Ready Mix, Austin, v.p.; Glen Duncan, Brick Institute of Texas, Austin, sec., and AIec Beck, Stripling Blake Lumber Co., Austin, chairman of the board.

Bob Smith has been named gen. mgr. of Foxworth-Galbraith Lumber Co., Waco. Tx.

Ed Lauffer is managing the new 84 Lumber Co., in Sevierville, Tn. Mike Arnold is co-mgr.

Patricia Lennerton, Lowe's, Jacksonville, N.C., has been elected Employee of the Month. Elected Employee of the Quarter in North Wilkesboro, N.C., were Lisa Carroll, Florence White and Mike Faw.

David Nixon has formed Pelican Lumber & Export Inc., Lake Charles, La.

John Prince, Georgia-Pacifrc Corp., Atlanta, Ga., has retired after 40 years in the business.

Craig Hall and Bill Gilmer have joined Ken Knight Lumber Sales, St. Simons Island, Ga.

Dave Engimann is new to sales at Boca Supply, Inc., Pompano Beach, Fl.

Clif Jones has joined Georgia-Pacific Corp., Atlanta, Ga.

Tony Vivaldi is now Florida reg. mgr. for The Home Depot, Atlanta, Ga.

Michael Brooks is the new sales mgr. at Palmetto Wholesale, Columbia, S.C.

Coby Subert and Preston Newton are new traders at Lumber Technology Corp., St. Simons Island, Ga.

John Boanas has been promoted to exec. v.p. of international operations at Formica Corp. He was also elected a director, filling the seat vacated by the late Gordon D. Sterling.

R.L. "Bud" Wallace, pres. and c.e.o., Centex American Gypsum Co., Albuquerque, N.M., has been elected chairman of the board of the Gypsum Association.

Hugh Mungus and Freddy Fungus, Mungus-Fungus Forest Products, Climax. Nv.. hosted the Christmas meeting of the National Procrastinators Society last month at their yard.

Skyllght 9aler Toolr

A skylight merchandising program, including a sales floor display, literature, ad slicks, promotional brochures and redesigned packaging, has been launched by Crestline.

NEW P DUCTS

and selected soles oids

trimming head with easy changing of heavy duty l 30 gauge cord; high rpm gearing; patented beveled cutting head assembly, and oval cutting, lines.

Not Kld Gloves

New double stitched, split cowhide work gloves are now available from MHT Products.

The rugged gloves are sized to fit even large hands, and a special stretch/pull expandable stitch at the wrist helps provide a comfortable fit.

Accessory To A Mower

A new lawnmower attachment from SKS, Inc., trims or edges while the lawn is being mowed.

SideKick gets its power directly from the mower, without compromising the performance of either tool.

Features include height and angle of cutting adjustment; dual cord

Step Lightly

Multi-bulb outdoor, walkway, driveway and garden lights have been introduced by Geisha Corp.

Three styles are offered:

Step-lites, round concrete stepping stones with a circle of light embedded in the stone;

Stik-lites, small glowing wands of light to enhance outdoor landscaping by accenting shrubs and special plants and creating dramatic effects, and Mark'r-lites, small dome lights especially effective along driveways, sidewalks and patios.

Each six-bulb commercial grade light is powered by a 24-volt power supply, said to operate up to 20 lights for pennies a day. Each bulb has a two year guarantee.

They are designed to use when operating heat tools, but they can also be used as all-purpose work gloves.

The display showcases three skylight models: fixed/ventilating and operating/ventilating glass models and a domed polycarbonate model.

The packaging has a new fullcolor label with a l0" square photo of installed skylights and illustrations of the installation. Six-page brochures accompany each skylight.

The standing seam skylights feature a low profile design, are reportedly easy to install and leak-proof when installed to specifications, require no curb, have natural drainage channels, fit standard U.S. roof framing, and are easily mullable and stackable.

Hardwood And Ceramic Floors

A new merchandising system for hardwood and ceramic tile floor coverings combining the effectiveness of a tiered, shelf display with the flexibility of a modular design is now available from Multiplex.

Each module is constructed with a sturdy, tubular steel frame. The modular design permits adjustment of both spacing and slope of the plated wire shelves.

from rotting or becoming slippery. Comfort-Tred is an interlocking anti-skid, anti-mildew tile constructed of heavy'duty PVC. It snaps together to provide a safe, new appearing deck.

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!

The Firing Line

A new line of high quality fireplace accessories is now available from Lloyd F. Pugh Imports.

Phone Calls On Hold

A hand-set telephone holder that frees hands for other tasks has been introduced by Red Line Supply.

Screened headers can advertise either the hardwood or ceramic tile product line.

Two models are offered: a singlecolumn unit with 12 shelves and a capacity of l8 shelves, and a doublecolumn version with 24 shelves and a capacity of 36.

Decked For Protection

A new decking tile from R.A. Morrison Industries keeps decks

The Royal Hearth Product Line includes hreplace hearth and facing marble, tool sets, cast iron grates, screens, brass wood basket, brass butane lighter, steel tongs and a black steel popcorn popper.

Animated Bifolds

Four new bifold door stYles featuring licensed Walt Disney and Peanuts characters have been introduced by Wing Industries.

The solid wood and glass doors feature full-louver bottom panels constructed of solid ponderosa pine, and stained or etched glass top panels that have been temPered for safety.

One design features SnooPY and Woodstock, while three Picture Mickev Mouse and Minnie Mouse.

The specialty bifolds are in the test mark-et stage in selected areas of the country, but are available bY special request in other areas.

Made of unbreakable plastic, the Tele-Holder is simply snapped in place to install or remove.

It is designed to fit most of the I billion standard round hand-set phones in the U.S. today.

It's Electric

A unique electrical products display featuring a three-dimensional cut-away of a load center is new from Siemens Energy & Automation, Inc.

The 2' x 4' display fits a standard 4'gondola.

It promotes I-T-E circuit breakers, enclosed switches and a new load center with the industry's first split neutral for easy wiring by the do-it-yourselfer.

For Thc Blrdr

Unique bird houses and bird feeders have been designed by Gull Lake Products Co.

Each bird house and feeder comes individually boxed, assembled and ready to hang.

FREE READER SERVICE

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

Constructed of 318" outdoor plywood, each house is cut in the shape of a native American bird and painted in the appropriate colors of the species. Two easily removed screws in the bottom allow for easy clean out of abandoned nests.

Off The Wall Sleeper

A convertible wall bed from Sico Inc. lowers to reveal a full size boxspring and mattress and returns to its

Sulldlng

out-of-the-way positionwith fi ngertip pressure.

The wall bed may be built into a drywall recess or is available with a companion modular cabinet and shelfsystem to provide extra storage space.

A patented "Power Pak" minimizes effort to lower and raise the bedwhether a twin, double or queen size.

100o/o Satisfaction on Quality - Weyerhaeuser guarantees hardwood panels that consistently meet your expectations for quality and grade. Hardwood panels are available in:

. Species - Poplar, Gum and Mixed Hardwoods

. Plys - 3, 4, 5, and 9 plys available

Grad€s - Range from BB to CD

Panel sizes - 4x8, 4x4, 2x4 and oth€r special cut sizes

Pan€l thickness's - 3/8", 112",518",314" 718" and lhicker panels are available for your sp€cial needs.

Whether it's sanded for furniture stock, cabinets, DIY projects or rough for frame stock or reels, we'll meet your expectations.

100o/o Satisfaction on Shipments - Weyerhaeuser guarantees that we'll ship from our mills on time. No excuses. Not iust full loads of hardwoods, but mixed lbads of hardwood panels with SYP plywood, dimension and even treated. Not onlv truckloads but car and barge loads with "just in time"delivery.

100o/o Satisfaction on Service - Weverhaeuser Sales CenterHot Springs has 28 experienced Customer Fiepresentatives dedicated to being your First Choice supplier. Let's talk about your needs. With Weyerhaeuser "you write the contract".

To find out more about Weyerhaeuser ,1\

The bed's "face" may be paneled, papered or painted, or is available in finishes to match the cabinet and shelf svstems.

Log Sidlng

Real pine log siding with stacked criss-crossing log corners designed for easy installation over a conventional frame house has been introduced by Modulog.

t-a0t-zi2-zztio tin-iiiiiirsaii

1-800-643-1 515 (Nationwide)

The authentic siding is said to provide improved energy efficiency, noise level reduction, and the look of a real log cabin.

French Quarter Guisine

Kitchen cabinetry invoking the warm, casual ambiance of country French styling has been introduced by Rutt Custom Kitchens.

Features include spacious range and countertop areas, arched glass mullions, matching arches in the customized range hood, and a number of built-in convenience accessories.

Offered in a selection of grained oak, knotty pine or painted hardwoods, the French Quarters cabinetry is hand-finished in a process involving as many as l3 steps.

Forcible Fencing

Maintenance-free fencing manufactured from durable vinyl PVC has been developed by Bufftech.

The fencing is said not to chip, rust, peel, fade or ever need painting.

VOLUI\YTARY INDUSTRY QUALITY CONTROL BY CERTIFICATION OF QUALIFIED INSPECTION AGENCIES

PVC reportedly offers impact, strength, consistent color and weathering ProPerties.

Available are a wide variety of fence shapes and styles, including Victorian, Vicount, Baron, Monarch, Royal, Imperial and Country Manor designs.

Roofing Work Force

The Complete Roof Repair Kit, a collection of reportedly everything the do-it-yourselfer will need to reirair chimney flashing, roof valleys, shingles.and_shingle iabs, has been introduced by National Varnish Co.

The kit includes one gallon of roof cement, one pair of work gloves, a roll of roofing membrane, one hand trowel and easy-to-understand instructions.

It can be used in wet or dry conditions and does not contain asbestos. The product features a one year limited warranty.

An inspector carefully removes a core sample liom wood that has been pressure-treated under the AWPB quality-conbol Program.

At AWPB's laboratory, all tests and evaluations are performed by highly qualified personnel.

Plcklng Up Floor Salcr

A light weight, durable carry board for hardwood flooring samples is available from BiWood Flooring.

and corrosion, effortless door track operation, wipe-clean frames and a slanted bottom track that directs water and soap back into the tub.

The six styles are: Duet, a modern two-tone metal in silver and gold; Cut-Crystal, a bevel-cut glass pattern which reflects light; Ribbon Reflections, uniting black and mirrored stripes: Flemish Lace, with a new lace design; Muted Marble, featuring deep swirls of white for a marble look, and Floral F'ancies. with a soft floral border for a delicate look.

Pregerved In All Placer

A brush-on wood preservative specially formulated to protect end cuts, saw cuts and drilled holes is new from Osmose.

Radon Water Test Klt

A kit for detecting the odorless, tasteless gas radon in home water supplies is now offered by Radon Testing Corp. of America.

Weighing only four lbs., the display features 3" x 12" Master Plank samples in all five colors: natural, antique, pecan brown, white and dove gray.

Beauty ln The Bath

Six new styles of designer bathtub doors have been introduced by Kinkead.

Although Green Endcoat was designed for use on CCA pressure treated wood, it can also be used on untreated wood.

The preservative is said to protect hidden spaces in wood construction which can trap and hold moisture in decking, fencing, wood projects and permanent wood foundations.

HEART PINE FLOORING

A tradition you can stand on Old Heart Pine- From the heart of the South, ancient timbers have been reclaimed and thoughtfully re-milled for YOUR FLOORS.

New Heart Pine - From virgin pine we select the highest quality heart pine which has an enduring patina as seen in the re-milled old material. Kiln dried. Write Tiresias, lnc.

P.O. Box 1464 Orangeburg, SC 291 16 or call today, (8O3) S94"8479

The testing package includes a special plastic sample bottle, flexible faucet filling hose and pre-paid mailing box. The cost includes postage and handling of the sample to and from the company's laboratory, a computer-generated analysis and lab report.

Charcoal canister tests for air sampling are also available,

Mark On Wood

An industrial quality carpenter's pencilfrom the MarkalCo. comes in a-flat lead design in soft, medium and hard lead grades.

It is said to make clean, accurate marks on wood and other surfaces. . Ttr. company also offers custor4 lmpnntrng servtces.

Communicating At Home

A wide selection of residential intercom systems providing the security of controlled door entry and voice communication with any or all areas of the home is now available from Talk-A-Phone Co.

Uses include listening in on other rooms, identifying visitors without opening the door, or communicating between one, some or all of the other stations.

The system accommodates between two and l6 stations. Each unit may be flush mounted or surface mounted.

The doors feature glass panels tempered for safety, frames made of anodized aluminum to prevent rust

New Name For Temple-Eastex

Temple-Inland Forest Products Corp. is the new name for TemPleEasGx. Diboll, Tx., a subsidiary of Temple-Inland, Inc.

The new name "in no way affects the day to day operations of the company, or those who suPervise its operations,o' according to Joe C' Denman Jr., chairman, President and ceo. "Identifying more closely with our parent company will project a clearer image to our customers and the other publics we serve."

Temple-Eastex was created in 1973 when Time Inc' acquired Temple Industries and merged it with Eastex Inc. The company retained its identity when Time sPun off its forest products oPerations to form Temple-Inland Inc. in 1983.

Wood Dust Ruling In Limbo

Resolution of the wood dust standard conflict will probably not occur before the middle of 1989 with OSHA evaluating testimony and evidence received from the industry during the public hearings.

Although the hearings concluded Aug. 15, a final decision has been delayed by an Administrative Law Judge decree that the public record remain open until Nov. 14. OSHA has appealed this ruling, asking for a Nov. 1 deadline for publishing hnal rules.

The proposed OSHA workPlace exposure limits for wood dust of 5

milligrams/cubic meter for softwood and I milligram/cubic meter for hardwoods is being challenged bY forest industry groups. They advocate 5 milligrams/cubic meter for both hardwoods and softwoods. Regardless of the final OSHA Proposal, industry is expected to challenge it in court.

Wholesaling By The Book

The 1988-1989 edition of the North American Wholesale Lumber Association Membership Directory, providing a wealth of product and company information for those involved in the buying and selling of lumber and related forest products, is now available.

Divided into four membershiP sections (wholesaler, wholesalerprocessor, mill and service supplier), the book is $10 from NAWLA, 2340 S. Arlington Heights Rd., Ste. 680, Arlington Heights, Il. 60005.

Honre Center Show Deadllne

The deadline for entering next year's National Home Center Show's Innovator Awards competition is Oct. 28, 1988.

At the March 12-15,1989 show in Chicago, Il., nine prizes will be awarded in three categories: new or improved product, new in-store product presentation, and combined category.

(9r5)584-3423

P.O.

El

Fax(915)584'0464

MAZE STORMGUARD HARDBOARD SIDING

NAILS are specially designed for the job: strong high carbon steel shanks to eliminate bending small and well formed heads set flush without puckering the siding surface Stormguard Protected: Double hot-diPPed zinc-coated for maximum rust and corrosion resistance. Available with Plain or Screw-Down shanks for extra holding power.

Manufacturers of Quality Pine Moulding for over 35-Years

o MOULDING: iolid linealfingerjointcut'to-length

o JAMBS: solidveneerfingerjoint

o carton pack moulding

o unitized for forklift unloading

Michou Lopez o David Boerger

Box 12157

Paso. Tx.79912

DRIVE THRU TWO THTcKwESSES OF HARDBOARD WITHOUT BEND'NGI

Deflnlng A Hlgh Achlevement Retaller

"Sustained performance above the median for all public retailers in terms of sales growth, profit growth, and after tax profit return on total assets" defines high achievement retailing.

High achievement retailers, distinguished by their ability to generate real sales growth and engineer high productivity, share several important characteristics, notes Management Horizons,which has conducted three retailer surveysr beginning in 1980,

Power in the retailing community rests with those companies responsive to environmental challenges. High achievement retailers have above average clarity in projecting a market position to consumers. They focus the marketing variables to create dominance within defined target markets,

Specialized mass merchandisers like Home Depot and Hechinger excel in product market dominance, according to the report. They project a clear and precise product statement to consumers with an assortment sufliciently deep to dominate the market for certain product classifications.

The managements of these retailers maintain a hands on entrepreneurial approach to business. An individual who is the driving force behind the company's success, who has a vision for the company, and whose personal satisfaction is tied to the company's performance is found in many high achievement retailers. Bernard Marcus, founder, chairman and ceo of Home Depot, exemplifies the professional managers who have personally seen to the success of their businesses.

High achievement retailers tend to be the "captains" of their distribution channels, controlling the conditions under which they do business with suppliers. These companies become powerful players because of an ability to deliver market share and/or through ownership of the source of supply.

Technology represents a major commitment and a continuing investment for high achievement companies. Increased efliciency in communications often results in higher productivity as people, space and inventory are more effectively managed.

Highachievementcompanies are high value retailers where value is defined as more for less. Such companies are compelling competitors because they greatly exaggerate the value equation. High value retailers are found primarily in off-price, rationalized specialty, specialized mass and broadline mass merchandisers.

The study has found the number of companies achieving high performance has been less than 200/o of total public retail companies in any year studied.

Chinese Launch Oak Into Space

After researching a number of materials, the Chinese chose to construct their satellite re-entry heat shields of oak, according to Aviation Week & Space Technologt.

The Chinese People's Liberation Army used oak in its nine recoverable military reconnaissance/Earth resources satellites after discovering "that for this type of spacecraft, a thick layer of oak worked well to char and dissipate the heat associated with re-entry," according to the journal.

"We're so proud...weput our name on Every

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Advertising

LUMBER PLACEMENN NATIONVT'IDE: I place professionals in the lumber industry. I respect your need for the right job in the right geographical location at the right compensaiion. Fee paid. Strictest confidence. (800) 54559OO _ 24 HOUR MESSAGE CENTER.

Mike Owen, VP Lumber Division, ProCounsel. My desk phone is (214) 385-9076.

Twenty-five (25) words for $21. Each additional word 700. Phone number counts as oie word. Address counts as six words. Headlines and centered copy ea. line: $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready' $50 ifwe set the type. Names of advertisers using a Address replies to box number shown in ad in care of SuilOit g products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ce. 92650. Make checks payable to cutler Publishing, 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'

NEW: two 22AL Weinig moulders, one R93l grinder, lateral chain feeder, heads, rooessory package, Mereen Johnson 312 gang rip

neYer installed - Package Price. *Montgomery Max-Hog - new; *Diehl D8 moulder - frequency set; *Mattison 226 moulder12" - jointers; *Weinig Profimat 22N - excellent; *Stetson Ross XL moulder with hopper - 1983; *Weinig 930 grinder - rebuilt; *Cemco vertical l0 spindle borer - new; *Weinig P22N-2, Profimat moulder - new; *Weinig 929 grindernew. Call Brian or Steve (714) 26t -8895. F AX 7 14/261-869'1.

SATISIFIED WITH YOUR CUSTOMER & MILL BASE?

DO OTHER TRADERS HAVE THE BE,ST CUSTOMERS AND MILLS?

DO HOUSE ACCOUNTS RESTRICT YOUR SN LES AND PROF'ITS?

Our client. a well rated and respected Southeastern office wholesaler with heavy SYP base is searching for 2 or 3 traders with experience in West Coast specialty products (industrials, boards, finish, sidings, cedar, cutstock, moulding). Their wEST coAST cUSToMER AND MILL BASE IS WIDE OPEN TO BE DEVE.LOPED by the traders selected. Superior commission program, incentives, expenses and working conditions. Ample capital structure. Company is totally committed to wholesale distribution. YOU'VE GOT NOTHING TO LOSE BY TALKINC TO MT: ABOUT THIS OPPORTI.JNITYI I-800-4264172.

' THE MILLWORK NET\ilORK"r'r'r

It's irll irlxrtrl PE()I'LE-tln' ri4ht 1x'r'strr. itr thc |ight lxrsititn, irl lhe I'ight tiIuc. fJst'ottr ll7 r,rirrs in the tnillrvtlt'k inrlustv lo Irent'()rk lbrj vott. Wt' 1r'ovitlt' trrlrlitleririirl prrrli'ssionerl sealch rtu<l plircetlent serl'ices lbr individuirls irn<l comp:ttries trittiollvitle. b,,

JJ'U & ]ooo,,iotno

I-tJ(X)-91)!)-04:lO (:l.l ltr'.) (ltr7) 772-0120

Placc your ad now!

Call (714) 549-E393

REMAN PLANT. DRY KILN, TREATING FACILITY

Total lumber processing capabilities available at this location. A very unique three (3) phase processing plant.

l) Completely equipped remanufacturing facility including building, paved lots for loading and unloading, all necessary equipment to do the job.

2) Unique custom dry-kiln, very eflicient and effective for hardwood or softwood.

3) A complete C.C.A. Rentokil treating plant including all instrumentation equipment' cylinder, track, and building.

Impossible to list all equipment in these facilities. Call or fax to United Plywoods & Lumber, Inc. at (205) 925-'160'l: Fax No. (205) 925-7601 Ext. 32Attention: Greg Woodfin.

CENTRAL BUILDERS SUPPLIES COMPANY

POSITION AVAILABLE

TITLE: DIRECTOR - MARKETING

CoMPANY: CENTML BUILDERS SUPPLIES COMPANY (C.B.S.) lS A 50 YEAR OLD INDEPENDENT RETAIL BUILDING MATERIAL DEALER OWNED BUYING GROUP ORGANIZATION. MEMBERS CURRENTLY TOTAL 525 REPRESENTING 44 STATES. CONTINUED GROWTH IS PARAMOUNT IN COMPANY'S FUTURE PLANS.

LOCATION: STURGIS, MICHIGAN

ORGANIZATION: THIS POSITION REPORTS DIRECTLY TO THE GENERAL MANAGER' RESPONSIBILITIES: EVALUATE, DEVELOP AND ACTIVELY SOLICIT POTENTIAL CANDIDATES FOR MEMBERSHIP THROUGHOUT THE CONTINENTAL U.S. CONDUCT ANO MAINTAIN ADMINISTRATIVE DUTIES ALLIED TO THE POSITION. OPERATE WITHIN C.B.S. TRADITION AND POtICIES. WILLING TO WORK TO GET THE JOB DONE.

POSITION OUALIFICATIONS: EXPERIENCED IN SALES AND MARKETING OF MEMBER OWNED BUYING GROUPS PREFERRED. A GOOD TRACK RECORD WITH GOOD WORK HABITS - A SELFSTARTING, AGGRESSIVE INDIVIDUAL. WILLINGNESS TO TRAVEL.

EDUCATION: FORMALLY EDUCATED. STRONG MARKETING BACKGROUND PREFERBED. COMPENSATION: OPEN. EXPENSES AND PERFORMANCE BONUS. RELOCATION ALLOWANCE. CONTACT: IF YOU QUALIFY OR KNOW OF A CANDIDATE WHO MAY QUALIFY FOR THIS POSITION AND WANT TO BECOME A PART OF A GROWING, AMBITIOUS COMPANY WITH GOALS OF ACHIEVING A BILLION DOLLARS IN ANNUAL SALES, CONTACT:

BRET POBANZ

GENERAL MANAGER & SECRETARY

CENTRAL BUILDERS SUPPLIES COMPANY

P.O. BOX 2002

STURGIS, MICHIGAN 49091 (616) 651-1455

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"Recruitingfor the Forest Products IndustrY"

Am PrclllcrTrbh trrgc

Welsh Forest Products, Memphis, Tn., has been fused into American Pacific Paneling, Memphis, to complete the merger of four com' panies begun last year.

Thomas J. Welsh, Welsh president, becomes vice chairman of American Pacific, joining Stephen Chiang, c.e.o.; Pat Bennett, chairman, and John Baker, pres.

Fun l|crchlndldng Payr Off

Merchandising tactics employed at Stew Leonard's, the world's largest dairy store in Norwdk, Ct., are equally applicable to home centers and lumber yard operations any where in the country.

The one-store frrm, which has been the subject of numerous magazine articles and television features, operates on four basic principles.

Satisfy the customer: "Make them want to come instead of feeling that they have to, and always make them leave happy" is a company rule. Carved in a 6,000 lb. rock outside the store is the policy: "Rule Number One: The Customer is Always Right. Rule Number Two: If

American Pacific was formed in late 1987 by the consolidation of Plywood Imports Inc., Tropical Woods lnc. and American Timber Inc.

Their plywood paneling manufacturing and import opcration has a manufacturing facility in Holly Springs, Ms., including three laminating lines, a wet print line and a cut-to-size operstion.

The Customer Is Ever Wrong, ReRead Rule Number One,"

Teamwork gets it done is another basic principle. Management etches team spirit and entrepreneuridism into its employees. It pays more than the prevailing wage, sends many of its employees to Dale Carnegie courses, and instills a sense of ownership in all of its workers.

Excellence makes it better is an operational guideline. The company averages more than 100 responses in its suggestion box each day. The suggestions and criticisms are daily distributed to all managers and also placed on lunchroom tables for the employees to review. In addition,

lltuUllil domonstratlons not only increase salos, but also gonerato llmr tnlflc and teach employees about lho product. A kit avallable from Dow Chemlcal at (800) 2582436 glves d6talls tor puttlng on an in-store domonstratlon.

each employee is required to submit one idea for store improvement per month.

Every effort is made to make shopping fun for its customers. The store is designed to be a shopping experience. Employees dressed in animal costumes roam the store. Animated mechanical animals provide singing entertainment. Customers can expect the unexpected as part of the store's special events.

Purchasing your own building materials can be a tricky

sure you are buying your building

has helped independents remain prici-compeiitive with

big chains for more than 50 years.

Obttuarles

James l. Wlmsrtt. 83. founder and chairman of the board of Wimsatt Brothers Inc., Louisville, Ky.. died Aug. 20, 1988, in Louisville.

Born in Springfield, Ky., Mr. Wimsatt was a practicing lawyer in l936 when he and his brothers opened a retail company in Detroit, Mi. lt evolved into a wholesale firm by 1937, and he moved a segment of the business to Louisville in the early 1940s.

The company added a branch in Lexington, Ky., and an afliliate in Tennessee. He retired in | 984.

Mr. Wimsatt is survived by his widow. Rodman, two sons. two sisters, three brothers, nine grandchildren, and l3 great-grandchildren.

quartered and the motor carrier rope furnished by the dealer to the identification number. customer are as much a product as

The Federal Highway Administration, which is administering the new standards, defines a commercial motor vehicle as "any self-propelled or towed vehicle used on highways in interstate commerce to transport property or passengers." The ruling applies to all vehicles in this category.

Solvlng Insurance Rlddler

Dealers who assist customers by tying materials to a vehicle or furnishing them with ropes and/or flagi should be sure their insurance covers any loss which may occur.

lnterstate Truck lD Requlred

Commercial vehicles crossing state lines must now be marked on both sides with the name or trade name of the motor carrier operating the vehicle, the city or community and state in which the carrier is head-

lf the dealer carries product liability insurance, an insurance industry spokeman says, he has coverage for any loss which may oocur once the customer has left his premises with the building materials, rope or flag. If the dealer does not carry product liability insurance and only carries premises liability insurance, he has no coverage for any loss once the customer has left the premises.

The rationale is that the flag and

lhe building materials which were purchased. Product liability coverage comes into effect when the material is delivered to the customer and leaves the store or yard.

Product liability insurance also provides coverage if the material breaks loose while the purchaser is traveling on a highway and other motorists or persons are damaged by the loose material. Any damage to the customer's car is also covered by product liability insurance.

However, if the customer's car is damaged on the premises while the materials are being tied on, the damage is covered by premises liability.

Advertiser's Index

Berger & Co. ... ......37

City Lumber Co. ... .....18

Elder Wood Preserving Co. ..............6

Georgia-PacificCorp. .. ...CoverI

Glen Oak Lumber & Milllns ...........34

Jordan Redwood Lumber Co., Lee Roy ..37

Mary's River Lumber Co. ... ..,.......22

Maze Nails ...........33

Navqio Forests Products Industries .....23

New South Forest Industries ............5

Nova Lumber

In a world of constant change, it's nice to know there's a company you can depend upon to be the same day in and dav out. Dean Lumber Company has been doing it right for fifty years, and company founder John Ed Dean is still actively involved in all facets of the operation. If you are in business for the long haul, then you probably should call Dean Lumber Company.

S0 Yc*ut onJ Qo*t St*^6

Company trucks and rail shipments

. TPl, SPIB, AWPB, UL quality programs

We treat lumber, timbers, plywood

We stock 4 million feet

We welcome TSO

Distribution from Rockies to East Coast Dallas distribution center and rail vard

Denn

0ilnhrll'0orrparU.

Box 610 Gilmer, Texas 75644

LUUBERNUUBEn 1.214-843-5538

NATTONALWATS 1.800-523-9957

TEXAS WATS 1-EOO.44r-8552

FAX r.214.843.3123

Good-lookinq Vbod Sells ltseTf.

Given the choice of clean or moldy wood, your customenwill prefer the brighterwood every trme. For their good money, moldy wood just doesn t stack up. Frestrly CCA pressure-trcat€d lumber is highiy susceptible to blackmold. Especiallywhen ifs treated norvforspring delivery. But ififs treatedwith imprwed strength Moldex", it always stays clean and bright. Request flrom your suppliers Moldex-treated wood thdt displays the Good-Looking Wood label on each bundle. That way, the wood you order for treatment today will amve next spring free of mold.

For more ffirmation about The Good-l-ooking Wood, call 1-800-421-8661, Toll Free. Or write us at CSI, One Woodlawn Green,ClT",T,). rr?: l$

Thecood-lookingVbod* 6r

Pressure-Treated Lumber

+OLreptillSite. Chipmill, Sawmill, Chip&Canter. Twin80'Cylinders. SteamKilns &Co-Gen. PlaningMill&Reman' 12AcreRailYard'

"Manufacturer of Steam Kiln Dried Southern Pine"

For the first time, you con count on o full ronge of Koo products qvoiloble in stock on o continuous bosis from our West Coost inventory, Reody for immediote shipment, Koq Ponellng: 25 sq, ft, per box 3'-5' long including some 18' -24". Disploy pockoges

ovoiloble - Koo Plyrttood:114" ond 314" x 4' x 8' both lumber core ond veneer core ovoiloble. Koq Floorlng: both

more rore, The Royol Hordwood of Howoii will continue in dependoble supply, Our sources hove enough stonding Koo to lost 15 yeors,

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