Building Products Digest - October 1989

When you want the handsome, long-lasting quality of redwood lumber, 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 member of the California Redwood Asso-

ciation and the Redwood Inspection 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

able through our Fort Bragg mill-ol through our extensive distribution network. To find out more, simply call the Fort Bragg mill at7071964-0281.

Serving

Coming in January . o

Our annual Issue.

outhern Pine

talking about its uses characteristics, marketing, grading, current market conditions, and how retailers and wholesalers can profitably buy and sell Southern Pine.

ADVERTISERS: act today to be sure your advertisement is included in this important special issue. Cet your message before our 12.750 readers in l3 Southern states. Deadline for the January Southern Pine Special lssue is December 72. For information, write the address below or call (collect) (714) 852-1990.

Edltor-Publlrher l)avid ('uller

Scnlor Edhor Juanila Lovret

Assoclrlc Edltor l)avid Koenig

Contrlbutln3 Edllors 1)wight ('urran. (ia8,c McKinncy. Kcn Thim

Arl Dhcctor Martha F.mery

Sr.lf Artlst Errc Kruske

Clrculrtlon Lynnette A. Perkins

Building Products Digest is publishcd monthly at 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660, phone (714) 852-1990, by Cutler Publishing. Inc,

ADVERTISING OFFICES

Advertising rates ufnn requesl. lrrom all states east of the Rocky Mountains: Contact Jean Waggoner (iogerty, national sales manacer. lrrom Arizona, Nevada and California: Contact l)avid Cutler. Both mav be reached at (714) 852-1990 or by writing 4500 Campus Dr.. Suite 480, Newport Beach, Ca. 92660.

|rom Washington State. Oregon. ldaho, Wvominc. Monhna. Utah. Colorado. Northern Caliiornia and Canada: Contact Carole tfofm at (206) 714-37'13 or 21819 7?th Place West, F.dmonds, Wa. 98020.

SIJBSCRIPTIONS

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Subscrlption Rrtes: U.S.: $25-one year; $41+wo years; $55-three years; Foreign: one year payable in advance in U.S. funds- Canada or Mexico: air-$42: surface-$37; 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 independentlyoned publication for the reail, wholemle and dktibution levek of the lutnber and horne center markets in 13 Southem smtes.

Cutler Publishing, lnc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. Building Products Digest assumes no liability for materials furnished to it.

Servlng th€ lumbet-& homc ccnier mlrhcts In 13 Southern rtaler

Biggest U.S. Population Gainers

Los Angeles, Ca., will add the most people in the next l0 years, an additional 800,000, while the fastest growth in the next 20 years will be Naples, Fl., which will add 7001r, according to NPn Data estimates.

Metropolitan areas adding the most people in the next l0 years are:

Within the next 20 years, the fastest growth in the South will be in Tx.: Bryan/College Station (up 46%), and Fl.: Naples 000il, Fort Pierce (6106), Fort Myers (570h), Ocala (5106) and West Palm Beach (4806).

Within the next 20 years, the fastest growth in the West will be in Wa.: Olympia (up 5 I %r) and Bremerton (41%r): Ca.: Santa Cruz (45olt), Santa Rosa (43%r), Riverside/San Bernardin o G20lt) and Vallejo/Fairfield/Napa (a0%); Co.: Fort Collins (420fi'. Nv.: Las Yegas (42(\r) and Reno (4006), and Az.: Phoenix (38(lr) and Tucson (36%).

Small Firms Get Paid Last

The smaller the business, the later the payment. The smallest companies have the highest percentage of past-due accounts receivable. Wholesalers and retailers collect receivables the quickest of any business group, according to a study of more than nine million firms by Dun & Bradstreet Corp.

Home lmprovement Pays Twice

Dealers should make sure that customers realize that their dollars bring more than personal satisfaction when they undertake home improvement projects. Industry statistics show most home improvements return money when a house is sold.

For example, GAF Building Material Corp. points out a homeowner can actually get back more dollars than he spent on a new roof at resale. Investment value per dollar spent for 16 popular home improvements as reported by Homeownermagazine are listed below. These figures are for professionally done jobs. Do-it-yourselfers get even more payback.

Roof replacement: $1.06

Deck/patios:........ ..93

Attic conversion:. ..73

IVOODTOTD AtrIRDION DOORS ..INS?XNT VALLS VHEN |UEEDED"

lAccordion doors designed for use where performance is importint for HOMES . OFFICES . CFTUR CHES' RESTARAN?S TNDUSTRY

lCustom-sized room dividers ship within a two weelt. production cycle from the factory, IAccordion doors custom sized to your customer requirements

Custom orders mean profitabln return on inuestmentno inuentory!

KY

\l.l.t:\ lt'lll,l-[ ORK. l\(... Shr*eIrurt. 1.4

L\r'.tY!]1'T[ Y OOD tr ORKS. lN(].. l,afavene. l.A

TDDISON CORPORATION. Jackson. MS '\l)I)ISON CORPOR{TION, Raltish, No

HAsslNCtlR SHol.XSAl,E (1o.. lNO.. Creensboro. N(l

HUTTIG SASH & DOOR (loltlPtNY. Oklahorna (litr. {)K

\DDISoN CORPOR^TloN. (lr*nt ille. SC

DYKE INDUSTRIUS. Mtmuhis.fi

\l)DISON (IORPORITION. Nashrille. TN

KNOXVILLE DoOR & N'lll,l,trORK. Knoxrille. TN

TEXAS DISTRIBtItORS Ol'HOUST0\, Housron. TX

(lTMERON VHOI,US^l.ll. Saco. TX

Ht.TTlC SrISH & DOOR (iOMPA\Y. l'redericksburg. VA

R\\D{)l.PH-lltr\l}l'. ll\(1.. Norfolk. VA

DAVID CUTI,f,R publisher

Don't poop out in mldstream

Itt E THINK it's great that the hardwood inUU dustry has begun in recent years to overcome its ingrained conservatism and really get serious about promoting hardwood and hardwood products, But we worry that the enthusiasm and support for the various promotions will fade before the job gets done. lt has happened too often before in many areas of wood products.

Today, various associations and trade groupst bolstered by individual companies, have created hang tags, videos and designer showcases, placed stories in major consumer magazines, advertised in trade journals and hit the road telling the story by tv and radio. In fact, the new Hardwood Institute campaign using CNN Headline News and Turner Broadcasting System has increased its number of television spots from 168 to l9l

These are exciting programs and they rightly have been well received by clear thinking industry members. But the problem is not today or

next year. Inevitably it comes later when these promotions have not solved every little industry complaint and problem. tJnrealistic expectations often kill campaigns prematurely. Effective campaigns take time and are by nature intangibles. No one can absolutely quantify their results or the lack thereof.

While getting people's attention is both difficult and expensive, no one seriously can claim that advertising and public relations don't work. They do work, but the results don't always satisfy the bean counters. You know promotions work, but you can't always account for every last nickel.

We appeal to those who control the purse strings to be farsighted enough to allow these promotions plenty of time to work. Because when today's campaign concludes they need to follow it with yet another. When the investmenr lessens, results drop, endangering the whole effort. Don't let that happen. lt's too important to every member of the hardwood industry.

9Flardwood to please forthlehard to please

For years our company, the Northland Corporation, has been supplying hardwood to drscriminating buyers - experienced people who know good wood and appreciate it.

We can f urnish practically any domestic or foreign species you may need. You can order the lumber kiln-dried .. rough or planed standard or custom lengths, widths, thicknesses dimension blanks in short, just about any specif ication that it takes to meet your requirements.

Northland Corporation supplies the f inest Appalachian and Northern hardwoods. lf quality is a concern, then turn to Northland Corporation.

lf you're concerned about quality, on-time delivery, and getting exactly what you specify, we'd like to have an opportunity to talk with you. Call our knowledgeable people at (502) 222-1441 or FAX $oD 222-1445.

I

lr-redarProo is the numbcr one Knotty Cedar siding because CedarPro performs. tVith consistent quality from unit to unit. Outstanding decay resistance and dimensional stability. Superior acceptance of stain and paint. And a natural beauty that can last a lifetime when it's treated correctly. Here's how to build yourself a classic.

Do what comes naturally.

CedarPro Siding is precision manufactured from natural Incense Cedar, and needs to "breathe." Even though it has been properly kiln-dried for its intended application, CedarPro Siding will still gain and lose a bit of moisture as it adapts to job-site conditions. For top performance, pre-condition your CedarPro Siding. Stack it evenly, with air space between layers. And allow it to rest on-site in a coveredarea for seven to ten days before you install it.

Once your CedarPro Siding has settled-in, minimize future changes by pre-sealing sides, edges, and ends of each length prior to installation. If you'll be painting the finished installation, use a moisture-resistant sealer.

Allow some room to move.

Changes in humidity will cause all wood products, including CedarPro Siding, to expand and contract. If courses are butted together or improperly nailed, these natural changes can cause cracking or loosening of individual lengths. So be on the safe side. Make sure the subsurface is properly spaced, allow the proper expansion clearance between courses, and don't over-nail

CedarPro Siding.

Finish clean and fast.

CedarPro Incense Cedar Siding readily accepts paint and stain. For a classic job, stain or paint CedarPro Siding before it is installed.

Carefully touch-up butt joints and other exposed ends with sealer and stain. Use a brush to work the finish into tight spaces. Seal-out moisture by caulking the joints around windows and doors with an acrylic or butyl compound.

If your plans cdl for painting after installation, do it as soon as possible to preclude weathering of the wood. If there's a lengthy delay between instdlation and finishing, be sure to clean your CedarPro Siding using a high-pressure waterwasher, and allow it to dry completely before applying the finish. Always be certain to read and follow the manufacturer's directions for applying primer and paint. For a first-place finish, apply a coat of high-quality, oil-based, stain-blocking primer to seal-in the siding's natural extracts. Then, as soon as the primer has dried, finish with a high-quality acrylic latex exterior house paint. A brush application will produce better results than a spray or roller application. For proper adhesion, apply the top coat within two weeks of the first finish coat.

Get into high gear.

Our "Guide to Installation and Finishing" will give you the inside track on getting top performance from CedarPro Siding. For your copy, or to test-drive the complete a CedarPro Incense Cedar Siding (9 Ine. contact vour CedarPro retailer or distributor. Or call our sales office at 2091957 -6360,

Dlstdbutors

NORTHEAST

GEORGE MCQUESTEN CO.

Iron Horse Park

North Billerica, MA 01862

(617) 663-343s

MID,STATE LUMBER CO.

2OO Industrial Parkway

Bmnchburg, NJ 08876

(z0t) 725-49OO

SOUTHEAST

zuRMAN LIJMBER CO.

89@ Henkels Ln.

Annapolis Junction, MD 20701

(3Ot) 792-2234

EARL RAIFORD LUMBER CO.

PO. Box 5498

Asheville, NC 28813

(7O4) 2s3-5667

EPPERSON LUMBER SALES, INC.

PO. Box 1559

Statesville, NC2A677

(7O4) 8734321

WOODFORD PLYWOOD

PO. Box l73l

Albany, GA 31703

(912) 883-4900

Bmnches in Alabama, Geoqgia & Florida

LAKE STATES

EMPIRE WHOLESALE

PO. Box 249

Akrcn. OH 44309

(216) 434-454s

DETRON FOREST PRODUCTS

35135 Glendale

Livonia, MI 48150

(313) s22-06r0

BOEHM.MADISEN

Nl6 W22l0O Jericho Dr.

Waukesha, WI 53186

(4t4) 544-4ffi

I'PPER MID WEST CANION LUMBER CO.

P.O. Box 9328

Minneapolis, MN 55rt4G9328

(612) 425-t4co

WEST

ATL{OAST FOREST PRODUCTS. INC.

PO. Box M

Chino. CA 91708

(7r4) 627-85s1

AIL{OAST FOREST PRODUCIS, INC.

End of Railrcad Ave.

PO. Box 9

Clwerdale. CA 95425-OOO9

(7O7) 8944281

CEDAR WEST CORP

P.O. Box5224

Dmver, CO @217

(303) 294-9101

HARDWOOD SHORTAGES: myth or reality?

.|tHE REASONS may change, but I rumors that there is a hardwood shortage persist. Gypsy moths, poor forestry management, exports and preservationists share the blame in attempts to explain high prices and spot shortages.

There's not much basis for any of the rumors according to some hardwood experts. James L. Gundy, executive vice president of the Appalachian Hardwood Manufacturers Inc.. says that the U.S. has a greater volume of hardwood trees than at any time in the last 50 years and is growing twice as much as is being harvested annually.

"Growth is assured in the mountains through natural regeneration," he explains. "With management of these stands in Appalachia, prime species will provide future generations with ample supplies of superior red and white oak, ash, maple, walnut, cherry, poplar, beech and birch. "

The U.S. Department of Agriculture reports that about I 1.5 billion board feet of hardwood lumber was produced last year, up from I l. I billion in 1987 and l0 billion in 1986. Growth, on the other hand, has been estimated at more than 25 billion board feet each year since 1985 and is escalating each year.

Lumbermen point out that hardwoods in the mountains grow back

Story at a Glance

Experts

naturally when the forest floor is exposed to light and moisture as old growths of mature trees are removed. As many as 50 to 60 thousand shoots per acre come out in the year following a harvest. Those new seedlings that are not eaten or damaged by wildlife are thinned after further growth. Dominant species then take over and the weaker or less shade tolerant trees recede or die out.

According to Robert Joslin, deputy director, timber management staff, USDA Forest Service, "The nation's appetite for forest products is increasing, and for the most part the U.S. is self-reliant in supplying them."

Citing as an example the one billion board feet of hardwood lumber, about 10% of the U.S. hardwood lumber production, used in kitchen cabinet manufacturing each year, he explained that net growth of all hardwood growing stock is nearly double removals. "However." he added. "for larger sized sawtimber of preferred species, such as white oak, sweetgum, yellow birch, hard maple, walnut and black cherry, removals have been close to or above net annual growth in recent decades."

Several other hardwood species such as aspen, soft maple and yellow poplar are very abundant and present an excellent opportunity for increased utilization, Joslin points out.

According to Gundy, the most pressing problem is the resource base. "Obstructionists would stop all tree harvesting. Organizations making a serious effort to limit harvesting include The Wilderness Society, F'riends of the Earth, The Sierra Club, The Audubon Society and regional activist groups that espouse

dispel fears of hardwood shortages annual growth is double annual use private ownership thwarts preseruationists.. research dis. oovers ways to stretch supply.

It's hardwood quality, not price, that sells

lly Doughs R. Bolton (ieneral Manager Weyerhaeuser ChoiceWood

OI)A\''S rctailers ilre torn betwccn I corporate strategies and consumer wants. While giant retailers are waging a price war, their consumers are seeking more quality lor their dollar. In other words, a better value not just the lowest price. Nowhere is this more true than in the hardwood do-it-yourself retail board and moulding market.

ln a study made in 1987 by Virginia Polytechnic lnstitute and State [Jniversity, Blackburg, Va., the retail hardwood market was predicted to grow l44tYt over five years. Actual experience is showing this number to be conservative. Red oak is the leading species, lollowed by yellow

poplar, hard maple and mahogany. Weyerhaeuser's hardwood sales are 42tt/r red oak, 28(h poplar, l2(l, hard maple. 101l, mahogany,8(Xr cherry, ash, alder, walnut. A major conclusion of the research study was that consumers purchase hardwood based on quality rather than price. although this has not been the nature ol the sales effort throughout the years.

The retail market for hardwood has gone through a major evolution over the past several years. At first, random width. random length lumber was purchased in truckload quantities. This lumber, hardly ever advertised, was stored

in the back of an outside lumber shed. The hardwood was graded by National llardwood Lumber Association (NllLA) rules, which were designed in 1897 by hardwood producers. The cutting rule method certainly was not designed with the retail customer in mind. In an attempt to increase sales and make it easier to stock hardwoods. the retailers switched to a series ol fixed width, random length boards.

The grade was still a product of NIILA rules. Split, cup, warp, sidebend, honeycomb, mineral, moisture problems and poor surfacing were allowable because the consumer would simply cut around them. The retailers were narrowly defining their market to consumers who owned sophisticated woodworking equipment. F'urthermore, they assumed the woodworker found enjoyment working around these defects rather than creating their projects. The savvy woodworker was realizing that the lowest priced hardwood board wasn't such a great value when he threw hallof it away, couldn't get the cuts he needed, used tons ofsandpaper or had his "work of art" split or warp after completion.

Some retailers decided to upgradebut to what? The concept of "clear one face" fixed width hardwood came into play. At the same time retailers moved the boards out of the shed and leaned them up against a wall in the back ofthe store. Soon they found a tangled mess of boards because consumers were very selective when purchasing hardwood.

lf there were l0 boards of the same size displayed, the consumer would look at all l0 and purchase the best one. Through this process all of the delect boards, or just ugly ones, would remain in the rack. Suddenly all the boards on display were of poor quality. At

llAfilll|l()ll0 board wood species ranked by respondents according to mean sales importance (1 : not all important; 5 : extremely important)

point, many retailers discontinued hardwoods due to quality image. They simply were trying to buy price and sell quality. The consumer went elsewhere.

In 1984 a small company in Titusville. Pa.. called Redi-To-Use Hardwoods had a radical idea. Sell retailers a defect lree piece ol hardwood. They provided a free hardwood merchandiser along with point of purchase literature for the consumer. The store didn't have to hold inventory in the back, since they could buy exactly what they needed by the piece, not truckload. Delivery was direct to the store, freeing up distribution center space and middleman markups.

Story at a Glance

How and why the sales of hardwood boards have changed over the years. .d-Fy customers react positively to a higher priced and higher quality hardwood product.

The merchandiser was attractive and shopable. The hardwood had gone from the back of an outside shed to the front of the store displaying a quality image in retailing. An interesting phenomenon occurred. Retail sales skyrocketed even with high retail price and more important high retailer margins. The stores found that hardwood could be an impulse purchase. Not only that, but the hardwood project purchase was accompanied by tools, stains, brushes, sandpaper, bits, lasteners, etc.

The list of retailers stocking the clear hardwood program is impressive. Builders Square, Home Depot, Lowe's, Channel, Grossman's and Home Quarters, to name just a few. Along with these major chains, thousands of independents sell the product.

Of course not everyone has learned the lesson from this evolutionary history. Many cling to substandard products at low invoice prices.

Retailers stocking the clear hardwood don't mind their competition's attitude. The clear product is selling at three to four times higher volume with great margins. And at their stores, the consumer is king.

SAIES increase estimates for hardwood boards in 1992. Northoost North C.

PEBCEI{T of resoondents who sold hardwood boards.

Hardwood for remodeling

EMODELING expenditures reached more than $100 billion last year with kitchens leading the way as the most remodeled room in a house.

Story at a Glance

Dealers should suggest solld hardwoods for kltchen remodellng...beautlful, durable woods please customera. give store a share of growing market.

Although hardwood can be used extensively in remodeling any part of a home, kitchen cabinets, counters

and flooring needs can be well satisfied by tough, yet handsome, hardwoods. The Hardwood Manufacturers Association proved this in the 1989 Nashville ( Tn. ) Designer's Show House.

Working with an award winning kitchen designer, they used quantities of hardwood to update the kitchen of a 62 year old home. Solid oak countertops were installed with cherry cabinets. Strip oak flooring was used underfoot and basswood shutters on the windows.

Hardwood can be recommended for the kitchen with confidence today, both the designer and HMA stressed. Solid oak countertops are treated with a special finish that repels everything from glass rings to nail polish remover. Oak strip flooring has a protective finish that resists spills and everyday soil. Hardwood cabinets are both practical and beautiful.

8ASSW000 shutters lilter sunlight into the kitchen and require only routine dusting.

S0tl0 CIIERRY cabinels and drawers are linished with a handwiped stain to give the room a light and airy feel.

S0ll0 oak strip floors are linished with a tough polyurethane treatment that makes them comfortable underfoot and easv to maintain, while enhancing the wood grain.

C0UI|IEIT0PS-are solid oak manufaclured with an application of Durakryl 102 to improve the durability characleristics of the wood. The new finish protects solid hardwood countertops from spills and everyday mishaps.

A hardwood flooring inventory solution

A PECIAL ORDER. That's the ! who wants to compete with specialists in his area without the

solution flor a dealer the hardwood floor problems of maintaining large inventories.

The hardwood floor market is worth pursuing. Hardwood as the flooring of choice is rapidly coming out of the slump that followed the peak year of 1955. Sales figures have doubled since 1982 with indications that they will be even stronger in the '90s.

Improved products and increased consumer awareness of quality are driving the demand for hardwood floors in both new construction and remodeling. The narrowing of the price gap between carpeting and hardwood floors which last the life of the house is a contributing factor.

Retailers who want to commit to the hardwood floor business without maintaining large inventories can take advantage of special order programs offered by manufacturers and distributors. Customers make their selection from in depth displays and the dealer delivers with the support of his distributor.

This enables the dealer to offer strip, plank and parquet styles in a variety of colors, finishes and price points. Customers responding to advertisements for low end products will often upgrade to higher end flooring when they are able to see and compare all the products.

In discussing home centers involved with special orders for flooring, Jerry Sporich, d-i-y product manager at Bruce Hardwood Floors in Dallas, Tx., commented, "There's a trend with our more mobile society to want to see a larger range of products. They see products at commercial installations, friend's houses and vacation spots and they're interested in having them in their own homes. More and more home centers and building product retailers are seeing this and asking to get involved in merchandising that will enable them to take advantage of what's happening at the consumer level."

With next day or almost next day delivery possible for the majority of his sales, the dealer can stock an adequate inventory of carry-home, do-it-yourself flooring plus adhesives, tools and accessories including cleaners and maintenance products. These will satisfy the customers who want their purchase immediately as well as those needing support items.

Story at a Glance

Special ordering enables dealers to offer a full range of hardwood flooring without large inventories Better customer seruice claimed with more efficient space utilization.

CUSI0MERS want to see a wide selection of hardwood flooring patterns and colors when shopping for their home. Special ordering can help a dealer to meet their expectations readily.

Are hardwood dimension exports hurting the domestic market?

f RE exports of hardwood dimen-

sion products hurring the domestic market? Are they creating shortages and inflating prices?

Negative thinkers in the industry love to blame increasing exports for the woes of their businesses, but it's not so, says Steven V. Losser, executive director of the National Dimension Manufacturers Association, Marietta, Ga. Losser and his association members are working hard to build exports by attending European trade fairs and participating in Hardwood Export Trade Council activities.

Dimension products are gaining popularity abroad because it costs much less to ship dimension products than rough lumber and logs, Losser explains. Dimension buyers also have to dispose of less waste,

sometimes no waste, from dimension products.

Statistics show that their work is paying off. In 1988 hardwood dimension exports increased 510/o to $79.7 million. This figure includes exports of various dimension products such as cut-to-size blanks, solid and laminated squares, flooring, edge-glued panels, machined furniture parts and kitchen cabinet doors and parts. Also specialtyitems like musicalinstrument parts and picture frames. All are part of a $ I billion total hardwood product export figure.

The top l0 markets for U.S, hardwood products in 1988 were Japan, Canada, West Germany, Taiwan, the United Kingdom, Italy, Belgium, Mexico, Spain and The Netherlands.

To those who protest that these dimension products come back to

What ls Hardwood Dlmension? Who Buys lt?

Hardwood dimension encompasses a wide assortment of machined parts ranging from edge-glued panels and cut-to-size blanks to fully machined component parts for use by furniture, cabinet and other wood product manufacturers. Wood turnings of all shapes and sizes can be made to specifications.

Most hardwood dimension goes to a manufacturer to become part of another product. A small part is used as architectural millwork, interior trim and moulding, flooring, stair case parts, fireplace mantels and such. This market is expected to continue to increase as the home improvement market become more important.

The furniture industry is the hardwood dimension market's largest customer. Cabinet manu-

Story at a Glance

Defenders clalm exports stablllze supply, prop up domestic prlces and modulate buelness cycles. the only negatlve: temporary spot shortages exports contlnue rlslng.

the U.S. in finished products, NDMA points out that imports of furniture into the U.S. in 1988 rose only l%r while exports of American furniture climbed 350/o for the second consecutive time. However, they concede that the trade gap in furniture remained high at more than $3 billion. Wood furniture accounted for 57o/o of the total import. Imports from Taiwan declined while those from Canada, Mexico and Thailand increased.

facturers, decorative wood manulacturers and architectural millwork houses are other important customers.

Very little hardwood dimension is sold to the d-i-yer. Weyerhaeuser with the ChoiceWood program is the first company to actively pursue this market segment. They are packaging classic and premium hardwood with knots, checks, skip and warp removed. Labeled 10006 usable, the hardwood has no waste or scrap and is blemish free and dimensionally stable.

The line offers S4S, precision cut in six widths and five lengths as well as accurately milled mouldings and shelf edges. Project plans for the home woodworker are part of the marketing package.

Losser maintains that exports have a stabilizing effect on the dimension market, preventing an oversupply. "Exports help in rounding out production cycles," he explains, "avoiding ups and downs, creating steadiness."

When asked what would happen if the exports of hardwood dimension ceased, he pointed out that without exports, there would be a severe oversupply of hardwood dimension. This would lower domestic prices, he said, resulting in producers going out of business. "The cost of overhead keeps increasing," Losser said. "Machinery expenses and costs of employee benefits such as health insurance keep going up."

The only negative to exports, Losser maintains, is some spot shortages, primarily in ash, cherry, red oak and certain other select species, but this is only temporary and offset by the many advantages of hardwood dimension exports.

Hardwood Report Gard

I LTHOUGH many hardwood

A sales hinge on the wood's varying appearances, different hardwoods are physically best suited for different projects. And dealers stocking a selection of hardwoods should be able to tell customers which wood best serves their particular use.

The accompanying Report Card grades l0 of the top domestic hardwoods, permitting easy location of a wood strong in a desired category.

The chart's strength category pertains to the wood's compressive strength endwise. Stiffness is critical in determining the strength of a long

Story at a Glance

How to sell the hardwood with the right properties for the right job . . .chart highlights the best and worst qualities of 10 popular domestic hardwoods.

column. Hardness values measure scuff resistance and the ability to withstand nicks and scars.

Good grades in shock resistance refer to the ability to endure heavier

suddenly-applied loads, while high marks in bending are necessary for traverse bending.

A good rating in shrinkage denotes a small volumetric loss in the wood during seasoning. Durability tracks the natural ability to resist decay when in contact with the ground or in indoor situations of high moisture condensation.

The other categories rate how well each hardwood works on machines, resists splitting from nails and screws, holds fasteners, and glues.

lijltllEl_es

Grossnwn ls is selling thc 50 store. Roan<lkc, Va., basccl Moorc's chain to a tl.S. subsidiary of' I larrisons <Q Gntsliald PL(. London. I:ngland, l<lr approxintately $ll5 nrillion: Norman I)arrer, exec. v.p. ancl gcn. mgr., will stay on as l)rcs. ol' Moorc's and the holding c<t., IIurcross Ittmfu,r antl lluildin!4 .luppl.v...

^lco//yis openccl lbur rcvantpccl stores in T'unrpa llay, lil., thc llrst in a chainwiclc updating (sec p. 38 for story) I-qlit.vt'tte Woodllorks, Lafayctte, 1"a., has purchasecl a new locatiolt in llaton I{ouge. I-a....

Ilomt, Depot will open a new store in Joncsboro. ( ia.. nexl. sunrnrer . Mt'llpinir openecl a new home centcr in l'urlland Mall, Lexington, Ky.

Lowe's, which relocated stores in Wilson and Sparta, N.('.. and Aiken, (ia., and opcnecl a seconcl store irr Wilmington, N.(.., is building a store in Herrderson. N,C., with plans to add a new store in High Point, N.C. . .

bour I'land.r.'1)ar stores in llirmingham, Al., and four Hottscworks Do-lt-Yoursclf ('enters in New Orleans, La., are being closed by parent co. Cltonnal Home Centers Inc. . .

Foxvt,orth-Galbraith Building Materials Center, McKinney, Tx., reopened its store destroyed by high winds and rain in Sept., 1988 , . The Lunrber Mart, (iuymon, Ok., suffered heavy damage when,a moulding bin caught fire...

Monurch Mill und Ltutrfu'r ('o. and Kutt/irtun Ittnrhcr ('o.. I-ittlc llock, Ar., havc becn mergecl by thcir <rwncr, Ilall liquitit's, with Monarclr opcrations ntoving to thc Kaufhran site wherc llob Wutkirts is in charge

Annivcrsarics: /-ox'r'ls. Morristown, 'l'n., 20thl /-outls, Wilnrington, N.('., 2.5th: I'cQNI ('ulur Pntducts.20th...

/1. (ixtsst, ortd Sott.s I.turtbcr.1,unl. lhe cllclcst continuously opcratcd busincss in Mason. Tx.. is now clesignated a historical sitc by ir 7?rrzr.s llistorirul Murker.

lJurne.s I lardw'ood. ('rossctt. A r.. an alllliate ol' I'. I:. IJunres Lumbar ('o. group, has purchasecl thc [:,. Sotulltcirrter ('o.. sawnrill fircilities in Sonclheinrer. [-a., fronr Jerrv Ostadal

Gcorgiu-Put'ilic has a new Atlanta Millwork and Specialty (lenter location in Norcross, (ia. Diamorrcl ltill has broken ground lbr a new 68,000 sq. 11. distribLrtion center in (ireensboro,N.('....

Allen & ,4llen Co.. San Antonio, T'x.. has opened a showroom on Avenida Periferico in the Pedregal districl ol' Mexrco City. Mexico, to serve builders in that area . .

Muxey-lSossherdt Lumbcr Co., Duluth, Ga., has acquired Willc'o Builditrg Materials Distributors with locations in Columbia. S.C.. and Atlanta, (ia., where they will nrove headquarters.

Bulldlng Productc Dlgeot

.Sclnll l'brast Industrias, I louston. 'l'x., has opcncd an Austin, l'x., ollicc with l)avicl lligh in chargc

Alumo l:orcst Pnnlucts. Sttn Antorrio. 'l'x.. has opened rcgional salcs olllccs in llouston, l'x., hcaded by Mikc Walker and l)on ('orolla. and Oklahoma ('ity, ok., with ('on Ilice

('oastul I.utnber (ir.. Weldon, N.('., .ioincd Oparution Wutch, a., statc sponsorecl plan to eradicate nrirrijuana . Lao/ Rivcr Forcsl Prorlucts. llattiesburg, Ms., plcdgcd $ 10,000 to thc Jones ('ounty Juni<lr ('ollegc l;oundation...

l'hc lnrcsl l'rodtrcts Lahora' lory. Madison. Wi.. has a new tclcphonc nutnber: (608)2ll92(X). . (iokl lJortd Ruildins Products. ('harlotte, N.(1., will begin an $8 nrillion plant nrodernization at its Shoals. Inc.. wallboard facility. .. Ov'cns-Cot'ning Fibcrglas ('rr7r. has acquired f ihtrglos ('antutlu I'or $2()0 million

!Jg11gv Livillg lrtc. has acquired a plant ncar ('harlottesville, Va., to produce wooden trusses . . . UNR tlorttt, Products has closed its Paris, ll., facility and opened a ncw lircility in Ruston, La....

O:;l lA v,ood dust compliance stundards of 5 milligrams per cubic fbot for both hardwoods ancl sofiwoods are now in effect with 1992 as the date for technological compliance with air handling equipntent . .

Housing starts for Aug. (latest ligs.) fell 5'X' to a seasonally adjusted rale of 1.35 million units single family homes were off 2.50h .. . total building permits grew 3.5(1, with single fanrily honre permits rising 1.30h

Wood preservers sentenced in counterfeit gradestamp case

1n ULMINATING over three !r years of investigation and legal work, Judge Charles Simpson sentenced Vince Escue, Harvel Escue, Alvin Escue and the Escue Wood Preserving Co. (EWP) on a charge of trademark infringement on July 7, 1989, in Louisville, Ky.

All four defendants (three individuals and the corporation) had earlier pleaded guilty to one felony count of trademark infringement based on their misuse of a Timber Products Inspection, Inc. (TP) gradestamp, according to C. Cleve Gambill, the First Assistant United States Attorney for the Western District of Kentucky.

The three individual defendants were sentenced to probation for a period of three years. As a special

condition of probation, they are required to actually serve 90 days in a federal facility. In addition, all four defendants were required to forfeit $25,000 (a total of $100,000) to the United States through the U.S. Attorney's Office Asset Forfeiture Fund.

Story at a Glance

Kentucky wood preserving company officials jailed for misusing gradestamps... thousands of feet of lumber with counterfeit marks sold. Timber Products Inspection's role in the case.

Timber Products Inspection, Inc. of Conyers, Ga., and Portland, Or., reportedly is the third largest U.S. agency approved by the American Lumber Standard Committee (ALSC) to gradestamp lumber and to provide gradestamping supervisory services to manufacturers. According to Lon J. Sibert, vice president of the Lumber Division for Timber Products, they were informed of a strange stamp in Illinois in May, 1986. An intensive field investigation in that state, as well as Indiana and Kentucky, culminated with the discovery of incriminating evidence of EWP's involvement in

(Please turn to page 38)

You've Got A Choice With

HARDWOOD

Flooring . Paneling . Ceilings

We'll meet your needs witlr a wide variely of specles to select lrottt irrcludittg:

CALENDAR

OCTOBER

Rlggsbee Hrrdwrre & lndustrlal Supply Co.Oct. t5, fall market. llouston. Tx.

Southern Forest Products AssociatlonOct. t5'17, annual meeting, Marriott Rivercenter, San Antonio' Tx.

Netlonrl Hardware ConventionOct. l5-18, co-sponsored by American llarclware Manul'acturers Association & National Wholesale llardware Association, Marriott llotel at ('opley Place, lloston, Ma.

l,umbermen's Club of MemphisOct. l6' Logger's Lunch, Racquet ('lub. Memphis, Tn.; Oct. l6-21, Wood Products Week.

0klahoma l,umbermen's meeting, Lawton, Ok. AssociationOct. 17. district

Virginia Building Material Associalion seminars, Williamsburg, Va.Oct. 18, credit

Mid-America Lumbermens AssociationOct. t9, executive committee meetingt Oct. 20, board of directors meeting. Kansas ('ity, Mo.

North American Wholesale l,umber AssociationOct.2228, wood marketing seminar, University of (ieorgiaAthens, (ia.

Mid-America l,umbermens AssociationOct. 23-24' estimating school, Tulsal Oct. 26-27, Oklahoma City, Ok'

Virginia Building Material AssociationOct. 25' credit seminars, Lynchburg, Va.

,'tli"t"?Hg--S

Kentucky Lumber & Building Material Dealers AssociationOct. 25-26, iall board meeting, Opryland llotel, Nashville, Tn.

National Lumber & Building Material Dealers AssociationOct. 25-28, convention, Opryland Hotel, Nashville' Tn.

Ace HardwrreOct. 27-30, convention, Georgia World Congress Center, Atlanta, Ga.

National Building Material Distributors Association - Oct. 28-30, annual convention & exhibit, Opryland Hotel, Nashville, Tn.

National Hrrdwood Lumber AssociationOct. 30-Nov. 1, annual convention, Adams Mark Hotel, St. Louis, Mo.

NOVEMBER

Environmental Resource CenterNov. 6, underground storage tank seminar, Tampa, Fl.

Tarkett Inc.Nov. 6-8, hardwood flooring school, Johnson City, Tn.

Timber Security SymposiumNov. 7-8, Stouffer Hotel, Nashville, Tn.

Southern Pressure Treaters AssociationNov. 7-10, fall meeting, Maison Dupuy Hotel, New Orleans, La.

American Wood Preservers BureauNov. 8-10, joint conference with American Wood Preservers Institute, Society of American Wood Preservers. National Timber Piling Council and Southern Pressure Treaters Association, Westin Canal Place, New Orleans, La.

Building Material Merchants AssociationNov. 12-15' management conlerence, The Cloister at Sea lsland, Ga.

National Forest Products AssociationNov. l2-15, annual meeting, Camelback Inn, Scottsdale, Az.

Virginia Building Material AssociationNov. 15, credit seminars, Manassas, Va.

l90l Maruln Clrcle - Sulte B. Seabrook, Texac

HAR0W000 displays organized and maintained by the Lumbermen's Club of Memphis attract and educate travelers and residents in Memphis, Tn. lll Located outside the Crowne Room at Memohis International Airport, this display focuses on the color, grain

and natural beauty ol hardwood and softwood species native to the region. l2l Mud lsland (Mississippi River Museum and Park) visitors can compare and contrast hardwood species and learn the eco-system ol the Mississippi and its tributaries to the hard-

wood production which makes Memphis the Hardwood Capital of the World. l3l & lal This exhibit at the Agricenter International, a center for agricultural studies and development, emphasizes wood's value both as a crop and a product enhancing daily life.

IIOMORE FREE IU]ICH.

It's your lumber, and guess who's making a meal of it. Wood-boring insects and wood-rotting fungi have invited themselves for a snack.

Spoil their appetites with TIM-BOR,@ the EPA-registered wood preservative from U.S. Borax.

TIM-BOR is applied by pressure treatment or dip-diffusion. It's non-corrosive to most metals, doesn t affect painting or gluing, and doesn t change the appearance of wood. It's also odorless and is not harmful to humans and animals.

Before unwelcome visitors show up for lunch,let TIM-BOR cancel their reservations. Before you build, ask for TIM-BOR treated wood. For more information write to U.S. Borax, Technical Department, 3075 Wilshire Blvd., Los Angeles, CA 90010.

Fine lbxtured/ Kiln Dried

NAVA.PINE

Premium Quality

Lumber

Half Pak HIL.

NAVA-PAK

Handi-cut/ Home Ctr. Brds.

Half Pak PLL. and PW.

ome Center erchant

BILL FISHMAN

Bill Fishman & Atliliates

11650 lberia Place

San Diego, Ca.92128

? lll: phonc docsn't ring at .15.(XX)

I icct so I usc nry flying time to cutch up on reading trade publications and mail. llcre ore sonre notcs I scratched en route to nnd from the National llardwarc Show.

AtjTOMnTl:l) MISTAKLS

The lctter came lirst class nrail. The cnvelope was correctly addresscd to me. Thc inside address on the letter was also correcl. The salutation. however, rcad: "l)ear Mr. I'hilips."

I wonder how many thousands of computer generated letters greeting the rcader with somcone else's name were mliled?

TOP l5 IIOME ('l:NTl:R ('llAlNS

('lnin Store .4sc listed the toP l5 llome ('enters for this year. Their combined volume exceeded $16 billion within 2,299 store units.

Seven of'these chains again ntade the list of the 100 top tJ.S. retailers: Lowe's. llonre l)epot, Payless ('ashways, lluilders Square, Wickes, (irossnran itnd I lechinger.

(lOMPLlTtrR PR(X;RAM LIP(;RAI)l:S

I'm a Lotus freak! l)uring the past five years I have beconre lirirly proficient creating spreadsheets and graphs on nly original Lotus la program. Often I think of purchasing updates and add-ins but the vision of 400* pages of instruction manuals keeps me lrom mailing the order form. (But Icontinue to save all the catalogs. )

BN R COI)ED LUMI]ER

ilancock Lumber of Casco, Me., is now supplying (through their wholesaler) Pergament Home Centers, the 40 store eastern chain. with bar coded pine shelving. The UPC stickers are applied at the mills after their high speed cuts. The

problem ol'bcing too sticky or not sticky cnough appcilrs to havc bccn solvccl.

('l.l:AR YOtIR l)l:SK:

Rcg. $1,(X)0/Salc $395

When we discussed the curriculum lilr our upconting two-day scntinars, Joe Sanrulin included ir segment on orderly wrlrk cnvironmcnt. Joc has produccd a vidc<l tapc showing how to ntaintain a clear dcsk. This wcck hc mailcd mc two articlcs about JclTery Maycr, the consultlnt who contntands $|,(Xn a dly for showing cxccutivcs how to kccp their dcsk clear.

gu1$.j95 two-day session will include work organization and dcsk clearing. Attcndccs will rcccive a copy of'Joe's tape.

llRUTAt_ll'Y

lleard ollen at the show werc tales of the cold brutality of the investment bankers in ending the tenure ol home center executives who lall out of' lavor with the investors.

I'}LNSIONS nNl) l'ROl:ll' Sl IARIN(;

Tax law changes require that c// pension and prollt sharing plans have to be updated or amended in 1989. Shearson Lehman llutton is promoting a service for review and update plans without "professional costs."

SOME INNOVATIVtT Stlow lT[MS

('inchy - Rope tie down, one-size-fitsall bungie cord replacement.

Ilampton LockerCombination lock with compartment... in designer colors.

(irip and StripWire stripper from Ideal.

Paint StickIrrom Power-lrlo Products.

Ilulb Changerl:xtension pole bulb changer from Mr. Longarm Inc.

TorpedoLED torpedo level lrom Zircon International.

Exacut Knife System - [leavy duty trimming knife from ltisco.

Systems Lok - Security for portable items from Patrick Manufacturing.

Weyefiaeuser To Close 12 DCs

Weyerhaeuser will close l2 forest product distribution centers as part of a company wide refocusing to improve performance.

Asheville. N.C.. Houston. Tx.. Orlando and Tampa, l.'1., and Los Angeles (Hill St.), Ca., Weyerhaeuser Customer Service Centers are among those identified for sale. Target date for completing the sale is the end of the year. In the meantime, the facilities will continue to operate.

Big W will continue to own and operate distribution outlets in most major markets and continue availability of products to all markets either directly or through other distributors, a spokesman said.

National Forest Products Week

National Forest Products Week will be observed Oct. 15-21 this year to acknowledge the contributions that forest products and the forest products industry have made to this country.

Reflecting the industry's commitment to America's future, the theme will be "Managing the Future of America's Forests." A kit is available from the American Forest Foundation and the American Forest Council to help individual companies tell the public the story of the industry's environmental sensitivity, its land stewardship, economic vitality and the convenience forest products bring to everyday life.

An advertising campaign will appear on television as well as in publications such as National Geographic and Omni.

Joint Treating Industry Meet

A joint pressure treating industry conference of five associations has been slated for Nov. 7-10 in New Orleans, La.

The Southern Pressure Treaters Association and the National Timber Piling Council will meet separately on Nov. 7 at the Maison Dupuy Hotel, and then join the American Wood Preservers Bureau, American Wood Preservers Institute and the Society of American Wood Preservers for sessions at the Westin Canal Place Nov. 8-10.

Flr! Rrwdrnt Trar.d Urood frc Ono rh'd Wai*. Wt n fut{t#ttl, Hbh

Wstch for these Exciting Issues in Coming IUIonths

November: Western Woods Special lssue

December: Business Forecast Special lssue

SOUTHERN ASSOCIATION

Okhhoma l,umbermen's Assoclrtlon will hold its final 1989 district meeting Oct. l7 with l)istricts 5 and 6 at Lawton.

l)ealer to dealer discussions will starl at 4:30 p.m., lollowed by a reception. dinner and a program fealuring new motor carrier regulations. Representatives lrom the Oklahoma State Troopers will discuss maintaining driver files and the inspection program.

January: Southern Pine Special Issue

February: Cedar Special Issue

March: Redwood Special Issue

April: Pressure Treated Special lssue

OLA associate members sponsoring receptions at the regional meetings include Ray Albright Steel Products, Inc., Cedar Creek Lumber Co.. Inc.. Cedar Creek Wholesale, Inc., Colley & Co., Inc., Marvin P. Curtis Lumber, I)ean Lumber Co., Equitable Plan Services, Inc., Georgia-Pacific Corp., Handi Sak, Inc., Hardware Wholesalers, Inc., Indiana Lumbermens Mutual Insurance Co.. KCS Lumber Co.. LaGere & Walkingstick Insurance Agency, Mohawk Rock & Sand Co.. Inc.. Rich-Mix Products, Inc., Rounds & Porter Co. and Weyerhaeuser Co.

Kentucky Lumber & Building Material Dealers Association will open its fall and winter education program schedule with a product knowledge session, Nov. 27-30.

Other sessions scheduled are a three day residential framing lumber estimating seminar and a two day speed estimating seminar, Feb. l9-23, and a "Know Your Lumber" seminar in cooperation with the Western Wood Products Association on a pending date.

Virginia Building M aterial Association's education committee has organized a schedule of continuing education seminars for the fall and winter months.

Ronald Helms, CCE, Roper Brothers Lumber Co., will open the series with "Credit Management and the Virginia Mechanics Lien Law" Oct. l8 in Manassas, Oct. 25 in Charlottesville and Nov. l5 in Williamsburg.

" Drugs-Employers R ights and Duties" will be the topic for Patrick O'Hare, chairman and counselor for the Administration Justice Program, Nov. 14 in Charlottesville. Frank Surface, Sesco Co., will speak on "Employer's and Employee's Rights or How to Hire

and lrire Legally" Nov. 2l in ('harlottesville.

Other seminars: a three day residential lraming estimating seminar with Bill I)arling, Jan. l5-17, Charlottesvillel a two day speed estimating seminar, Bill I)arling, Jan. l8-19, (lharlottesville, and a "llow To Set Up Ads - How To Get Co-op Reimbursement" seminar, I)ick Parmuth, Parmuth Advertising, leader, Jan. 2-1, Manassas; Jan. 24, Williamsburg.

Armstrong's building material management seminar, Craig Stern, manager of marketing and customer training and development, Armstrong World lndustries Inc., Feb. 6, 7, 8, Charlottesville; "Around Customers E,verybody Sells," Bill Sharp, F'eb. 12, Manassas; l:eb. 13, Richmond: an OSI{A and VOSHA rules and regulations seminar, Michael Rogers, director of consultation and training, Virginia dept. of labor and industry, F'eb. 20, Manassast F'eb. 2l , Richmondl store, yard and warehouse planning and merchandising, Tom Robinson. March 6. Charlottesville.

At the summer management conference in Virginia Beach, president Freeman Spencer presented Joe Lofurno representing George T. McLean Co., Portsmouth, with a 50 year plaque. William Kelley, Winter Corp., was named a VBMA honorary member by the board of directors.

August 16-19 has been selected for the 1990 summer management conference.

Louisiana Building Materia! Dealers Association has named JerrY Negrotto, Lumber Products Co., Metairie. and David Stine, Stine Lumber Co., Sulphur, to the board of directors.

M id-America Lumbermen's Association's Arkansas and Oklahoma members will be represented on the board of directors for 1989-90 by Bill Mayfield, Reynolds Builders Supply, Smackover, Ar., 3rd v.p., and Robert Henkle, Grand Country Homeworks, Grove, Ok., 4th v.p.

Dealer directors representing Arkan(Please turn to page 38)

OPERANNG OPPORTUNITIES

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

I T USED to be the sticks you bought ! became more valuable the longer you had them in your inventory.

Maybe that will be true again someday, but it's doubtful. It will always be hard to make money with unsold lumber, no matter when you have it.

A carload of cedar that will fill de-

Hardwood Shortages

(Continued from page 9)

non-use ofour forest resources," he said.

The Appalachian association lists the education of the public, legislators and consumers about the resource, how much exists, who owns it, and what management techniques best insure its continued health and welfare as its most important task.

The issue of the red-cockaded woodpecker appears to have minimal impact on hardwood timber production and supply at present, according to Elizabeth M. Pease, director of communications at the National Hardwood Lumber Association in Memphis, Tn. She explains this bird does not nest in hardwood trees and most of the land in the southeast is privately held. However, she qualifies her statement by adding that if the woodpecker were to be listed as an endangered species there could conceivably be a problem for the hardwood industry. In order to maintain nests, which require pine cover, many hardwood trees would have to be eliminated, thus upsetting the natural ecology of the forest.

The latest Resources Planning Act Assessment projects domestic hardwood sawtimber consumption growing over a third by 2030 with total consumption of hardwoods increasing nearly two-thirds. Hardwood lumber prices are projected to

mand for the next three years is a profit disaster regardless of its value appreciation. Being a big buyer without big sales is nuts, whether you own the wood outright or not. Inventory is a problem when you don't have it and a profit destroyer when you have too much.

There are numerous examples of inventory concern turned to action.

Honda Motors in Japan is supposedly now turning its inventory 150 times a year. They take inventory during every

shift, ask for and get deliveries of raw materials l0 to l2 times daily.

A major chain in this country asks for (and gets within l% of its unit orders) delivery of mattresses within 30 working hours of order placement with 90 day dating.

A dinette manufacturer produces 10,000 SKU's and turns its inventory l0 times a year.

The growth experienced by structured wholesalers for the past several years indicates the same awareness on the part of many building materials dealers.

You can't sell anything for more than a customer will give you lor it. lt doesn't matter how much you have in stock or what you perceive its value to be.

Any idiot can buy, but it takes a merchant to sell. Inventory problems don't occur with the products and items that are counted and evaluated each week, or at other review periods, but with the stuffthat you don't need. We all know the culprits. The ptan to sell never existed, didn't work, or was not triggered.

rise at an average annual rate (net of inflation) of just over l0lo per year. The increases will probably be largest for high quality sawtimber of preferred species and products made from this timber. Hardwood inventories will continue to grow in the north, the report says, but are projected to gradually decline in the south after the year 2000 due to maturing of stands and shifts to softwood types.

In an effort to use smalldiameter, low quality hardwoods, research has developed waferboard. This uses smaller diameter trees as well as soft hardwoods such as aspen. Lab research studies show that wood composites combining wood fibers with plastic mesh have potential application in products such as kitchen cabinets, Joslin pointed out. This combination produces a material that can be molded. It is considered strong and resistant to dents and adverse effects of cleaning fluids. Other studies indicate that lower grades of hardwood lumber can be used successfully in kitchen cabinet manufacturing.

In summary, it appears that hardwood is plentiful although spot shortages may appear due to weather restricting cutting or unusually high demand for certain species. Education of the public and utilization of lower quality species will help to keep supplies plentiful in the years to come.

Some of us go off to trade shows without our computers and ask what's new instead of what sells. Then we buy what we think we remember we need instead of what the customers tell us they want. Everyone has special order goods as old as the company.

Nineteen hammers, six deep, is another "no gooder" everyone has. The point is that when what we have doesn't move, we aren't geared to get it out of the system. We ignore it and re-order what sells until we choke on what customers don't take from us.

If you buy the theory that 2006 of your items do 80% ofyour business, and you should, then recognize something. Your problems are going to be with 8006 of your items.

lgnoring a cause never cured a lault. A nonexistent, inept, or unimplemented plan never managed or reduced inventories.

N.G. Building Code Ghanges

Effective June l, 1990, all treated wood products sold in North Carolina will have to be dried to 1906 or below moisture content.

The proposal adopted by the North Carolina Building Code Council in early September also specifies that indelible ink quality marking stamps for treated lumber must be placed at least two feet from either end of the piece. Plastic and metal tags or similar labels are not acceptable.

Why har

By Patrlck Pearson I lardwood Manulacturers Association

n ROI'lTl Hardwood specialty F products like mouldings and millwork have the potentialto be big money makers for home centers and lumber dealers.

Up to now, d-i-yers, builders and architects have sometimes shied away lrom hardwood millwork on mid-level building and remodeling projects because of cost. Of course, cost is relative to value and today the consumer appears willing to spend a few extra cents per linear foot if he or she thinks there is some benefit.

Very little attention has been paid to promoting solid hardwood specialty projects. Despite the fact that the four major product lines (boards, panels, moulding, flooring) are estimated to represent nearly $l billion in annual retail sales, they have been ignored. Regardless, the solid hardwood specialty products segment of the market is growing dramatically.

Now. however. the Hardwood Manufacturers Association has developed a promotion program for specialty products much like the successful campaigns it created and now manages for the solid hardwood furniture and kitchen cabinet industries. HMA's campaign to enhance consumer awareness of solid hardwood furniture, cabinetry and now millwork, involves a 3/4 million dollar investment by the hardwood lumber industry. This investment pays for the development of timely marketing communications and point-of-purchase support for manufacturers and dealers. The furniture and cabinet campaigns are built around the "Solid Hardwood From

ood millwork has profit potential

the USA" trademark. It appears on hang tags, in brochures, on television commercials and other promotional items.

A similar type of logo is being created for solid hardwood specialty products. The identification mark will aim to create instant recognition with a preception of quality on behalf of consumers.

Story at a Glance

New marketing promotion fuels big dollar hardwood millwork sales. logo, sales brochures, point of purchase materials and publicity available to build consumer awareness.

So far, the new solid hardwood millwork program includes the following marketing tools:

Research - HMA doesn't profess to know all the "ins and outs" of the millwork trade. So, we have begun our program with research. A

survey is currently being distributed to millwork operations to determine promotional needs and wants of their hardwood customers.

Sales brochure - The need for hardwood millwork sales literature is immediate. A brochure for the d-i-y market will be available late this month. Associations like the Architectural Woodwork Institute are already producing effective sales literature for the high end custom market, but this brochure will fill the void of hardwood millwork literature that talks directly to the average home remodeler and builder.

Bar codingOne of the hottest issues in retailing right now is the bar coding of lumber. HMA's membership realizes that bar coding is inevitable and that we should do all we can to make the evolution a smooth one. HMA has some ideas for easing the economic and logistical fears of bar coding hardwood lumber on all distribution levels. We will make those ideas public after discussing them with the National Forest Products Association Bar Coding Task Force and reviewing the group's new

standards manual (due this fall).

Point-of-purchase materialsHMA plans to develop other support materials for the retailer, including a "seasonal" hardwood aisle-ender, where free hardwood millwork project brochures can be displayed.

PublicityHMA specializes in consumer publicity. Thanks to our involvement in home remodeling and construction projects, HMA has generated publicity in Country Living, Family Circle and l00l Home ldeas, just to name a few home furnishings magazines. Several editors have already contacted us for ideas on small-scale home remodeling projects featuring hardwoods. HMA plans to create solid hardwood millwork applications to showcase the product's natural beauty and durability, and then publicize them.

HAB0W000 millwork gains favor as customers put more emphasis on quality. New promotion will help dealers reach high end market.

PERSONALS

Stan Hlgglnbothrm has joined Maylair, Lafayette, La., as residentiitl products sales mgr.

Mel Galllon is now responsible for plywood product management at Alamo l:orest Products, San Antonio, Tx. Virgll Dalley is new to administra' tion, according to Melvin Allen.

Richard Brown is the new gen. mgr. of truss works for Williams llrothers Lumber (iroup, Atlanta, Ga. Steven Schaffer is gen. mgr. of sash & door works.

Charles Creswell .Ir., director of mktg., Flartmann-Sanders Co., Atlanta, (ia., has been elected to the board oldirectors of the Architectural Woodwork Institute, along with Jeff Blankenship, Columbus Cabinet Co., Columbus, Ga.; Tom DeBruyne, Wood Dimensions. Tallahassee, 1"1., and Wayne Shortt, Ruffin & Payne, Richmond, Va. Re-elected to the board: Joseph Gatti, Frederick Schill & Co., Pompano Beach, Fl., and Steve Maksinchak, Metropolitan Millwork. Lorton. Va

Tom Sanders, Sanco Lumber, (irove, Ok.. has been elected to the board of directors of the local Chamber of Commerce.

Mike Easterling is the new v.p. of sales & mktg. at l-lood Industries, Beaumont, Ms. Bobby Griffin and Ken Robinson are new to plywood sales.

(ilenn Woodruff is a new sitlcs rcp at lthil'er Wire Products. Tuscaloosa, Al. Art Rrmey has bcen nomcd Prcs. ol' l)onncr Mouldings & Millwork, ('hil1'rnu,ig, Vl., and ljort Worth. Tx., according to l,arry Drvis. Carl McConnell is now nittional sales mgr. (ireg Brown. asst. mgr.. llome l)epot. llouston. Tx., is cngaged to marry Martha Weisenborn l)ec. -1 l. 1989.

Arthur Burke is ncw to llonlc Quartcrs Warehouse, Virginia lleach. Va., as nrerchundiser ol'paint, dccor & storaSc.

Sandy Hunsucker. insurancc trust secretary, Lumbermcns Association of Texas. Austin. Tx.. married Don Weynand July 29, 1989 and honeYnrooned in the llahamas.

(iary W. Miller has been promoted to v.p./gen. mgr. of [)evoe & Raynolds ('o., Louisville, Ky.

Tom Rockwood has been named gen. mgr. ol('oastal Lumber ('o.'s lilorida div.. llavana, 1jl.

.Iohnny Simpson is now co-mgr. of 84 Lumber, North Tampa, [rl.

1,. C. Ferris has been named mgr. of (iangwer Lumber Co., (iuthrie, Ok.

Wes Mc(ilothlin, Bixby Lumber, Ilixby, Ok.. was selected as Merchant of the Year by the local Chamber of Commerce.

Duncan Dickey is now mgr. of Sequoia Supply. Greensboro, N.C.

Russell'fhompson hus becn transl'errcd lo ljoxworth-(ialbrtith l-unrbcr ('o.. l)unras. 'I'x.. its mgr.. rcpllcing l,onnle l'ox. who hits rcsignccl.

('hrrlle .f ames is ntlw cxcc. v.p. ltnd c.o.o. lt l:[-M l]uilding Products, Orllndo. ljl.

llernurd Krltrer hls bccn appointccl intcrint chairntan itnd c.e.o. ol- l)iam<lnd l-untbcr. l)allas. 1'x.

l)onald Whlpple has becn nanred pres. ilnd c.c.o. of' lluildcrlma. Sitvannah, ( ia.

Alvr Rcese ('ox .f r.. ol)erltions n1gr.. lluildcranra. (;ilstonia. N.( ., nrarried Cusrndrr Renee lldge Aug' l2' I 989.

Mark R. Baker has joincd Scotty's, Wintcr lllvcn, l;1.. ls v.p., mktg.. hardlincs & scasonal. l'rcs. l)rryl 1,. l,ansdale has been clectcd to the board ol'dircctors.

Anthony Stephens has bccn sclccted l:mployee of the Month itt Lowe's Villa Rica. (ia.. distribution centcr. ('harles William,lohnson. [-owe's, l{onrc. (ia.. ntarricd Victoria l.ynn l'airchild Aug. 26. 1989.

Bill, 'thelma, (ierald and Martha Thompson, Kentucky l.unrber & lluilding Material l)ealers Association, Lebanon, Ky.. will attend the National Lumber & Iluilding Material l)ealers Associalion annual convention with KLl]MI)A mcmbers Donald and Judy Clucas, ( olc Lumber C'o.. Paducah; Bob and BettY Powell. Powell Lumber ('o.' Sebree; Terry and Pam Barnes, IndePendence Lumber ('o., lndePendence; Ken Jr. and Sue l,awson' ThriftwaY. lnc.. Owensboro, and Herb and Nancy Works, lloone-Kenton Lumber, F-rlanger.

Nolan Ben Johnson hus been named pres. of Chapnran ('hemical ('o.' Menrphis, Tn. Mike H. Freeman is now v.p., sales & mktg.: Mike H. West, v.p.. development & technical services. and Ronald A. .lames Sr., treas.

llob Hogan. warehouse supervisor. (ieorgia-Pacific, San Antonio, Tx., recently celebrated [15 -10th anniversary with (i-P. Retiring lrom the co. are .f ohn Beall, oPerations mgr., Tyler. Tx.. after l2 years: DorothY Birks. administrative supervisor. Tulsa, Ok., alter 20+ yearsl Jim Lyle, sales mgr., ShrevePort. La., after nearly 30 years, and Charlie Milton, sawyer, (ireensboro. N.('., alter I I years.

Dyer Nead is the new charity coordinator at Mungus-Fungus Forest Products, Climax, Nv., according to owners Hugh Mungus and FreddY Fungus.

includittg both our hardrvood Series and past Hardrvood Special Issues!

WIDE APPEAL

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

Written

Use them as a training aid,

DOMESTIC HARDWOODS

Hardwoods of the Pacific Northwest (19 species)

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

A background on alder's popularity (two parts)

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

Western Maple

Oregon Myrtle, smooth & tough

Developing California hardwoods (black oak)

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

A background on walnut

Black walnut

General physical properties of Southern hardwoods (16 species)

Working with hardwoods (16 species)

Hickory's looking good (two parts)

Koa: the Royal Hawaiian hardwood

Buy each group

PLAIN and SIMPLE

understandable language, these and put the understanding in.

EFFECTIVE TRAINING AID

to brush up on facts long forgotten, or just for your own pleasure.

ASIAN-PACIFIC

Malayan Hardwoods (chart) (48 species)

Some Malayan Hardwoods (two parts) (10 species

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

The five species of meranti

Ramin: a commercial light hardwood

Commercial satinwood

The romance of teak (two parts)

SOUTH AMERICAN

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

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

Banak: a mahogany substitute

Cedro: the volatile Latin

The heavyweight and the lightweight 0ignum vitae, balsa)

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

Two varieties of brosimum

45OO Campus Drive, suite 48O

Newport Beach, Ca. 9266O

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

D Domestic Hardwoods $lZ

E Southeast Asian Hardwoods $7

I South American Hardwoods g6

trAllthree $19 (thebigbaqgain)

or save rnoney and get all three for only $19.

Includes 28 separate reprints!

Name Address

I Check enclosed f, Cash enclosed

singly

D-l-Y Greenhouret

I)o-it-yourself greenhouse kits are new from San Antonio Tent & Awning Co.

Ready to assemble kits include revolutionary new filtering fabric

NEW PR DUCTS

and selected soles oids

Round Top Hardwood Cablnete

llardwood cabinetry combining clean lines with gently rounded corners on all front edges of doors and drawers is now available fronr Rutt ('ustom Kitchens.

Accented by walnut inlays, the book-matched cherry veneers are offered in a choice of hand finishes.

Check Out Back Up

A new system using pressure-sensitive electronic article surveillance labels to both price and protect merchandise has been introduced by Monarch Marking Systems.

Waterproof Wood

Wood*Plus, pressure treated wood said to be termite-proof, rot-proof, water repellent and backed by a 50-year guarantee, is now being distributed by Chesapeake Wood Treating.

Reportedly, a special pressure treatment process dramatically reduces the amount of water absorbed by the wood, causing it to expand, crack and warp. Annual applications of brush-on water repellents are eliminated.

Panels Plus

A 4' x 9' oriented strand board panel said to go up faster and with greater stability than traditional 4' x 8' panels has been introduced by Blandin Wood Products Co.

with a zippered door and grommetted bottom for staking, snaptogether pvc pipe frames and staking pegs.

Six models in three different designs are available.

8-Panel Oak Entry

An eight-panel oak door has been added to Bennett lndustries' line of exterior hardwood doors.

The Cambridge door and matching sidelites are constructed of American red oak. Sidelites are highlighted by decorative leaded glass, triple-glazed insulated panels with multi-faceted bevels which produce diamond-like prismatic effects. The

The system includes label printers, labels, hard tags, product marking devices, point-of'-sale equipment and monitors to be stationed at exits to alert personnel when unpaid-for merchandise is carried from the store.

Often 4' x 8'panels require patching and splicing when used for wall sheathing, while the new extended length creates one smooth surface. And, unlike with 4' x 8' panels, the grainand strength - ofthe 4' x 9' panel runs across the panel's short direction.

panels are firmly anchored by sturdy zinc or brass caming.

The cores of the stiles and rails of the doors are made of mahogany strips glued and machine joined, reportedly resulting in a stronger, virtually split-proof door.

Hardwood Walkway

A new series of 12" x 12" finished parquet flooring tiles been introduced by Tarkett.

prehas

Sonic Spans

A hand-held ultrasonic instrument which uses sound waves to measure spans up to 100 ft. between solid objects has been developed by Fisco Products Ltd.

Said to measure to greater than 99.5% accuracy, the Pulsar distance measuring and estimating computer features digital LCD display, fullfunction calculator, multiple measuring mode, pre-determined distance alert, ability to bypass solid objects, and computer linking to most modems and desktop computers.

Shower Kits

The OakWeld Collection features the traditional mosaic pattern in two species: merbau and parawood. Malaysian merbau comes in a natural finish, while parawood is available in a honey, polar white or natural finish.

The collection includes tiles and matching stair nosing, reducers and quarter rounds.

Arbor Day

The Aristocrat Arbor, a 7-ft. tall durable garden accessory made from pvc, is new from Bufftech.

FREE READER SERVICE

For more information on New Products w:ite Building Products Drgest, 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!

Post Preserver

An underground post protection system of an EPA-approved liquid wood preservative and a low maintenance preservative delivery system is new from the Postgard Co. Said to at least double the life of wood posts, the product combats fungus rot and insect rot by continuously supplying preservatives directly to the core of the fencepost at its base.

Swanstone shower wall panels are now offered in a wide variety of soft natural solid and dramatic aggregate colors from The Swan Corp.

Packaged in l-, 2- and 3-panel

kits, the sheets may be easily cut or combined for installation in almost any shower area.

Sand Tool

A multi-purpose, foam-based sanding drum is new from Sandmaster.

The drum sander includes replaceable sanding belts and reportedly can be fitted to any electric hand drill.

Complete with 4x4 style posts, the 5-ft. wide, 3-ft. deep arbor is available with attached seats.

Other vinyllawn products include gazebos, picnic tables, trellises, sign posts and mail box posts.

It is installed without special tools by securing an applicator cup with a fiber wick to the fencepost base with a supplied steel spike. A filler tube with closeable cap is then attached with staples up the side of the post. Eight ounces of PostPreserver are poured in the filler tube initially, again in 90 days, and once every two years after that.

Deck Helpert

Two new l)eck-Tie connectors from Simpson Strong-Tie fasten wood boards together securely. with' out nails visible on the deck surface, When used together, the connec' tors reportedly offer quick and easy installation in tying deck boards to joists and provide greater uplift protection than toenailing. Nail popping, rusting and the need for countersinking are said to be eliminated'

Meagure For Mlleg

Measuring tape that's as tough as steel and as durable as nYlonbecause it's made from bothis now available from Lufkin.

A Llttle Alarmlng

A do-it-yourself mini'securitY alarm system requiring no wiring or extensive installation is new from John M. Sala.

The small, simple alarm attaches to doors and windows, working on magnetic contact. when its magnetic field is broken. the alarm emits a loud. piercing sound.

Redwood Grade Merltg B*

l]-Plus redwood from the Pacific Lumber Co. is said to cost far less than comparable grades of other species or other architectural redwood grades, but often provides the same appearance once applied as siding or interior paneling.

With its nearly knotless appearance. B-(irade is recommended for luxury decks and other outdoor living applications.

Manufactured from fine textured old growth timber, it is certified kiln dried to Redwood Inspection Service standards, and virtually pre-shrunk for the best possible performance.

Gutter Covers

Snap-on gutter covers to Prevent cloggiirg aie new from NoveltY Manufacturing Co.

Easy-Clip rigid gutter covers come in 3 ft. sections, attached to standard K gutters by a pair of snapon clips. The covers are made entirelv of iust-free aluminum, the mesh edged with protective striPs.

Square Off

The original Swanson SPeed square is now available in a sPacesaving counter display, each carton packed with 20 squares and 20 "Blue Books" for roof and stairway layout.

The l /2" -wide taPe features a strong, flexible steel core coated with nylon, resulting in a virtually unbieakable tape which is reportedly rust, corrosion and wear resistant.

Available in 100' and 200' lengths, the tapes have easy-to-read black and red markings on a bright yellow base. They are marked in feet and inches in eighth of an inch increments; the engineer's versions down to tenths of an inch with a blank space before zero.

Stay Sharp

Whetstones, providing a fast, easY way to keep woodworking tools sharp, are now available from Diamond Machining Technology.

The 6" whetstone comes in a redwood case with non-skid rubber feet, with a choice of fine, coarse or extracoarse surflace.

An 8" model includes mounting tabs to secure it to a workbench.

B-Plus can be specified "Heart B" (all pieces contain only the reddish heartwood for maximum durabilitY and uniform color) or "B Grade" (pieces will contain a combination of heartwood and cream-colored saPwood). Shipments contain both vertical and flat grain lumber.

The redwood comes in full thickness dimensions, and run to pattern. ln dimension lumber, nominal l" is 3/4" net l-l/4" is l-l/16" net; 2" is l-l/2" net, and 4x4s are 3-l/2" x 3-1/2" net.

All redwood architectural grades reportedly offer dimensional stability, light weight, excellent finish retenfon, high flame resistance and insulation values, and little or no nitch or resins.

Sealant Shooter

A new foam sealant applicator gun providing fast, one-hand operation, greater control and more accurate placement of expanding urethane foam is new from Grace Construction Products.

Tastefully Organized

A collection of hand-finished, fabric-covered designer storage organizers is new from I Was Framed.

The stackable boxes may be mixed and matched to hold shoes, jewelry, belts, bags, hats, sweaters, blouses, scarves, linens and sleepwear. Each piece is made of durable chipboard and requires no installation or tools.

The durable, lightweight metal gun attaches to a Polycel sealant can. The tool's unique design eliminates hoses, reduces waste and incorporates a positive shutoffthat eliminates foam drip. It has a narrow barrel for easy handling in tight places.

Rounded Blocks

A finishing touch for glass block walls and dividers has been introduced by Pittsburgh Corning Corp. Featuring a finished surface on one edge, the 8-in. sq. EndBlock allows the finishing of a wall or partition without the use of opaque wood, masonry, metallic framework or other dissimilar materials.

Matching desk top and vanity accessories, datebooks, picture frames and wastebaskets are also offered.

CFC-Free Foam Spray

Two new rigid polyurethane foam spray systems containing no chlorofluorocarbons have been introduced to the U.S. by Resina Chemie B.V. of The Netherlands.

Designed especially for the insulation of basements, floors, walls and ceilings, the products offer low water vapor permeability and shrink resistance and contain a flame retardant.

The first type of system has a cream time of 3.5 seconds and a tack-free time of l3 seconds, while the second has a cream time of 4 to 4.5 seconds and a tack-free time of l8 seconds.

Patch In A Pinch

A kit to repair hollow wall damage, leaving a flush surface for painting or papering, has been introduced by Marshalltown Trowel Co.

The Patch It! kit contains special adhesive-treated, flexible boards which are attached to the inside of the wall and shaped and formed to fill the hole prior to application of a repair compound. Also included are complete instructions and sandpaper.

DISCOVER WHAT'S, NEW LUMBUS

TREATMENT,S AVAILABLE oN .25 AND .40

. WATER REPELLENT TREATMENT AVAILABLE

KILN DRIED AFTER TREATMENT AVAILABLE

o ALL LUMBER IS GRADE MARKED AND 1\ INSPECTED

Now You See, Now You Don't

A revolutionary new electronic window that switches instantaneously from clear to translucent has been developed by Taliq Corp.

Varilite Vision Panels are made by laminating liquid crystal film between two sheets of glass.

A flip of a switch offers privacy without darkness, eliminating the need for blinds and curtains.

PreFab Carport

Porta Carport, a prefabricated shelter for cars, boats, recreational vehicles or stored goods, is new from Carport Distributors.

The roof is fabricated from enameled steel and offered

CURTNER-PARKER TUMBERCOMPANY

in various colors. Standard sizes are 12' x 2 I' and 20' x 2l', and custom orders are also available.

Options include steel sides for constructing a storage building, screened sides for a summer enclosure. or transparent. woven plastic sides and roof for a greenhouse.

Oulck, Clean, Mean Palnt

Tufl'n Easy spray paint from l)AP lnc. combines the durability of enamel paint with the easy clean up of latex paint.

The tough, scratch-resistant paint can be used for both interior or exterior projects.

Clean up is easy with water within l0 minutes of application. lsopropyl alcohol should be used after that time, or paint remover after an hour.

British Kitchen lmport

High fashion Supersinks are now available in the U'S. from Spring Ram American of England.

The sinks are manufactured from Asterite, a revolutionary new material said to resist heat, staining, scratch-

ing and chipping. -The I l-l/2.2 and 2-1/2 bowl kits come complete with all hookups and are available in eight colors.

The paint comes in 12 oz. cans in l4 high-gloss colors, plus a flat white, primer gray and clear acrylic.

BERDEX INTERNATIONAL, INC.

be your inventory for Wholesale,..so gou can mo,ke a proJit

We have a large inventory of: Redwood Plywood r Large Timbers

.

1"&2" Finish . BevelSiding

. Most l" Patterns . Moulding

. Thin Paneling e 1" & 2 " Rough Dry Redwood and Cedar Lattice Panels

2"x8" and4"x8" InStock

Special Sizes Available

DALLAS, TX.

l-1ll Ilrr rtt.rrrk S1

[).tll.r:, lr. l-r]15

(211) 357-73'17

Texas WATS 1-(800) 142:3396

AUSTIN, TX.

J l(X) E. (,rinz.rlt:'

,\rrstin, I:,. l8l(rl

(512) 38s-533,1

Texas WATS 1-(800) 252-3199

NEWLITERATURE

Hardwood Grade Gulde

"The lllustrated (iuide to Ilardwood (irades," an l8-min. VllS training video, is available from the National llardwood Lumber Association, Box 34518. Memphis, Tn. .'|8184.

Trlm Team

Trim Carpentrv Tu'hnitlucs, a 196'p. softcover book. and lnstallins Trim with ('rait! Savagc, a 60-min. VllS or lleta video, are $17.95 for the book, $29.95 for the video or $39.95 for both from The Taunton Press, by calling (800) 243-'t252.

Brickwork Book

Backyaxl Brickwork: How to Build Walls. Paths, Palios & Barbecues is $17.95 hardcover and $12.95 paperback, plus $2.50 ea. shipping from Storey/ Garden Way Publishing, Schoolhouse Rd.. Pownal. vt. 05261.

Tilt-Up Roofs

"Roofing Specifications for Tilt-LJp Construction," an 8-p. manual lor specialized plywood panel roof deck buildings, is free from (iAt', l-16l Alps Rd., Wayne, N.J. 07470.

SLMA Roll Call

The annual Southeastern Lumber Manufacturers Association membership directory is lree for the lst copy, $2 ea. thereafter from the SLMA, Box 1788, l:orest Park. Ga. 3005L

Hardwood Floor Refinishing

The l2-p. booklet "How to Finish Wood Floors Old or New" is lree from F-abulon Products, Box I 505, Buffalo. N.Y. 14240.

How To Throw Snow

A snowthrower brochure is free from Snapper, Box 7l'1 , McDonough, Ga. 30253.

Pick A Light

A skylight selection/design guide is free from Plasticrafts, by calling (800) 52 l -4004.

Hardwood Floor Carda

Two different 8-l/2" x Il" hardwood flooring sample cards are available lrom Rowi t.lSA. by calling (800) 872-7694.

Flre Retardant Report

A USI)A l;orest Service report on "(-hoosing & Applying l"ire-RetardantTreated Plywood & Lumber for Roof l)esigns" (No. liPL-GTR-62) is free from the l;orest Products Laboratory, One (iifford Pinchot [)r., Madison, Wi. 53 705.

Scroll Saw Artwork

Scroll Saw frelwork Pauerns, a 256-p. softcover book, is $12.95 from Sterling Publishing Co., 187 Park Ave. So., New York. N.Y. 10016.

German Workshop

lnformation on solid wood workbenches and tool cabinets is available from Anke, D-7940 Riedlingen/Wurtt, P.O. Box 143, West (iermany.

Watch Your Side

A ll-l/2-min. videotape on d-i-y installation ol vinyl siding is $15 from Gold Bond Building Products, 2001 Rexford Rd., Charlotte, N.C. 2821l.

All About Millwork

Advant'ed Millwork Training Program. 75-p. relerence binder and 20-min. VHS video produced by the National Lumber & Building Material Dealers Association, is $97.50 plus $5 shipping from Kentucky Lumber & Building Material [)ealers Association, Box 665, Lebanon, Ky.40033.

FOR PROMPT SERVICE

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

Hardwood Cablnetry

An 8-min. video on solid hardwood kitchen cabinetry is $10 from the Hardwood Manufacturers Association, 4240 (ireensburg Pike. Ste. 103, Pittsburgh, Pa.15221.

Lumber Lesson

"llow to Bring Lumber Profits to Your Bottom Line," a videotape of a recent National Home Center Show seminar, is $29.95 plus $3 shipping lrom North American Wholesale Lumber Association, 2340 S. Arlington Fleights Rd., Arlington Heights, Il. 60005.

Fix-lt Five

I.'ive new 40 to 60-min. how-to videotapes (Thrce Season Porch, Finishing a Basement, Home Decoraling, Lawn Care and Ceilinss) are $9.99 ea. from Hometime, 6213 Bury Dr., Eden Prairie, Mn. 55344.

Safe Storage

"l"ire Salety: Flammable & Combustible Liquid Container Storage," an American lron & Steel Institute report, is available lrom Tin Mill Products Producers. I133 l5th St. Nw, Washington, D.C. 20005.

Floored With Hardwoods

A l2-p. hardwood flooring catalog is free from Memphis Hardwood Flooring Co.. l55l N. Thomas St., Memphis, Tn. 38 l 07.

Words of Windows

A l6-p. vinyl window selection guide is free lrom the Vinyl Window & Door Institute, 355 Lexington Ave., New York, N.Y. 10017.

Engine Answers

An 8-p. tool motor troubleshooting guide (Bulletin D5T) is free from Lincoln Electric, by calling (800) 336-l I 10.

Cookout Catalog

A l6-p. barbecue grill accessories catalog is free from Thermos Co., Rte. 75, Freeport. Il. 61032.

Classified Advertising

You've Got Nothing To Lose By Talking To Me

MAUGANS AND ASSOCIATES

kaoo-426-4r72

Weneedpple uilro can see ihe forcst for tlre trees.

Air pllution. Acid rain. Gypy mottr infatation. Global warming. The problems affecting America's forests impact us all. Ve need people who undentand the value of protecting existing forests and planting new acreage. To find out more, write Global Rel.eaf, American Forestry Asociation, P.0. Box 2000, Dept GRl, Vashington, DC 20013.

GIEbAL QEgLEAF rc

You can mala aworld of difference.

:;iiiiiii:i;i::r:ill:iiii:l;iiiil;:t'fiiiilliL;iii;ifr:*li*;.t*iiii:itiiliiillliiiliL:j:i:tii:i.:i:iiiifi',,.,.;,t

Twenty-five (25) words for $21. Each additional word 700. phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line; g6. Box numbers and special borders: $6 ea. col. inch rate: $45 camera ready, $55 ifwe set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of Building Products Digest, 4500 campus Dr- suite 4E0, Newport Beach, Ca. 92660. 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.

FOR SALE: Independent retail building material lumberyard. Located Central Kentucky. 3,000 sq. ft. sales room & office. Over 12,000 sq. ft. ofwarehouse space. Established 1912. Sales average $1,100,000 per year. Business going well. Owner wants to retire. Write Box 84, c/o Building Products Digesr, 4500 Campus Dr., Suite 480. Newport Beach. Ca. 92660.

TEXAS HILL COUNTRY

Modern hardware and lumber yard, approximately $2 million in sales. Lease or purchase ofland available. (512) 895-1998.

FOR SALE: Independent retail building material, truss manufacturer and hardware store. Located Western Kentucky. 4,800 sq. ft. in store, 8,000 in warehouse & lumber storage. Owner wants to retire. Long established business. Write Box 83, c/o Building Products Digest.

INTERESTED IN WEST COAST CEDAR & REDWOOD ITEMS?

For sidings call Doug Willis. For spa and sauna items contact Phil Heim or Doug Willis. Call Product Sales Co. 014) 9988680. Please see our ad on page 4.

"We're so proud ... we put our name on Every

"Recruitingfor the Forest Products Industrv"

The musical hardwoods

n IRDS do it. Bees do it. F.ven exED cavated trees do it'

They all can make music. F'or centuries, certain hardwoods have been reserved for use in the manufacture of musical instruments. Some are selected for the wood's distinct sounding qualities, others for their beauty, strength or resistance to wear.

For woodwind instruments, the best wood is usually African blackwood, replacing the traditional, no longer accessible cocuswood. The straight-grained, dark purple-brownalmost blackwood is ideal for oboes. flutes and clarinets and for the chanters of bagpiPes.

In addition to giving a good tone, blackwood has perfectly suited working properties: it can be turned and bored to provide a smooth finish, it is hard enough to be taPPed for the screw-threads of the metal pillars of the keys, and its movement is verY slight.

Another wood seeminglY created for musical uses is brazilwood. lt is specially prized for but one use: as violin and cello bows. The hardwood is remarkably resilient, featuring just the right combination of weight, flexibility and strength. Snakewood has also been used, but is said to produce inferior bows.

Wavy-grained sycamore is the traditional wood for the violins themselves. Other string instruments are

o TPl, SPIB, AWPB, UL quality programs

I Lumber, timber & plywood treating

o TSO available . 4 million ft, in stock

o Distribution from Rockies to East Coast

o Dallas distribution center and rail yard

o Company trucks & rail shipments

a 40 acre mill site aTwin 80' cylinders

o Chipmill, sawmill, chip & canter

o 12 acre rail yard o Planing mill & reman,

a Steam kilns & co-gen, "l"laulQ^-rrrra .l SU*^ K;l^

often built of black cherry or nraple, which displays high resistance to abrasion.

Hickory and the closely related species pecan are commonly used for drum sticks. Their high bending and crushing strength, high shock resis' tance and rating among the strongest of U.S. hardwoods make them suit' able for such striking purposes. l)rum sticks have also been nranufactured from exotic snakewood, lancewood (one of the world's heaviest woods), and hornbeant (which is extremely resistant to splitting).

A most musically versatile wood is ebony. Traditionally the standard for the black keys ofkeyboard instruments, the hardwood is also used for the fittings, fingerboards and pegs of violins, for organ stops, castanets, parts of bagpipes and other musical instruments. Ebony is exceptionally dense, heavy, hard, strong, stiff, shock resistant and takes an excellent finish.

Yet the high cost of ebonY has

Story at a Glance

Hardwoods are used for a wide range of musical instruments ... note-able woods maY feature high strength, durabilitY or resonance.

necessitated manufacturers dying other woods black as substitutes for piano and organ keYs and violin, guitar, piano and mandolin fingerboards. ('ommon stand-ins include maracaibo boxwood. holly and Pear.

Piano keys are also made from basswood and European limel piano actions lrom Japanese, rock and soft nraplel organ sounding boards from obeche and South Anrerican cedar, and cases, legs and other Parts from calantas, sen. mahogany, mansonia. taun and llrazilian and [{onduras rosewoods.

Proximity to local hardwoods is often a consideration for instrument builders. In Hawaii, the stunning native hardwood koa is used for the state's world famous ukuleles, while in Africa, the resonant properties of West African cordia make it the natural choice for traditional drums. In Central and South Anlerica and parts of Africa, the keys of marinrbas (primitive xylophones) are nrade from Honduras rosewood or the more accessible Brazilian tulipwood or nracacauba.

Other hardwoods used lor various instrument parts include amboYna, Australian cedar. beech, Yellow birch. boxwood, coachwood, red ivorywood, Indian laurel, kiri, jacaranda pardo, mutenYe, nreranti. merbau, Andaman padauk, Paldao, Indian rosewood, sapele, sePetir, silver ash. utile and walnut.

Death Of A Home Center Chain

Twenty one, the magical age for many, is a symbol of disaster for Handy Dan, San Antonio, Tx., as the home center chain begins liquidation.

The timetable below records its cycle of success and failure.

Oct. 14, 1968: first Handy Dan Home Center opened by George Hanzi and a group of investors in San Antonio. Second store opened two weeks later.

Dec. 1968: Daylin Corp., a California company, buys Handy Dan and announces expansion into Houston.

May 1974: With stores in Dallas, Houston, Austin, Waco, Corpus Christi, Lubbock and Amarillo, Handy Dan plans to build third and fourth stores in San Antonio.

Nov. 1976: 100,000 sq. ft. distribution center opens in San Antonio.

March 1979: W. R. Grace Co. buys Handy Dan.

Sept. 1979: Fifth San Antonio Handy Dan opens.

May 1980: Sixth San Antonio Handy Dan opens.

Sept. 1980: Seventh San Antonio Handy Dan opens.

May 1981: David Saks is named president of the Handy Dan southwest/southeast div.

March 1982: Saks becomes president of Handy Dan central region.

May 1982: Ninth San Antonio Handy Dan opens.

Feb. 1983: Handy Dan and Handy City Inc. (also W. R. Grace) merge.

Oct. 1984: Handy Dan stays open Sundays, testing Texas "blue law."

Feb. 1985: Handy Dan is sued by Texas attorney general for over collection of sales tax.

Nov. 1986: W. R. Grace sells Handy Dan to Channel Home Centers Inc. in a leveraged buyout.

Jan. 1987: Channel Home Center announces it is considering closure of the San Antonio DC.

June 1987: San Antonio warehouse closes.

July 1987: Pat Brooker Rd. store in San Antonio closes.

April 1989: Channel Home Centers announces Handy Dan regional administration office in San Antonio will close in two months.

June 1989: Channel Home Centers puts Handy Dan on market.

Aug. 1989: Liquidation.

Texans Lose Competitor

Texas home centers sharing market area with the 40 remaining Handy Dan Home Centers are anticipating an increase in business when they close permanently this fall.

Foxworth-Galbraith Building Materials Center, McCoys Building Supply Center and Payless Cashways Building Materials stores stand to gain with one less competitor.

Clint Dixon, assistant manager of Payless Cashways in Waco, Tx., said, "With the economy the way it is, people are shopping around a little more. I'm sure it will give us an opportunity to increase market share, but how much I can't really say."

The Handy Dan in Waco reportedly had sales of more than $45,000 on one day alone, but Dixon said it was not affecting his business. "l got a parking lot full of people," he commented.

Channel Home Centers Inc., Whippany, N.J., acquired about 100 Handy Dan Home Centers in a leveraged buyout in 1986. Since then they have closed or sold approximately 60 units. The stores being closed are the last of the chain.

\\\[f Installing the ProfitMaster point of sale system is like having Superman behind your check-out counter. All of a sudden he knows exactly what's in inventory. He can "package sell" a redwood deck as a unit and easily capture all the component stock information. He eliminates the need to batch enter the day's invoices. And he serves your customers with increased speed and accuracy. You know, a lot of computer companies talk about a good pointof.sale system. But ProfitMaster delivers. Ask us. \Jile'll give you an

9cotty'r Megahrckr Remodcl

Scotty's Inc. is going to spend about a million dollars to redesign stores and increase inventory mix.

The number of products for sale in each store will more than double, according to Daryl L. Lansdale, the new president of Scotty's. Product inventory will jump from I 1,000 items to at least 25,000.

Lansdale said Scotty's is not trying to be another Home [)epot, but wants to offer consumers a choice. "We're going to do about $600 million in sales in Florida this year," he said. "We must be doing something right."

Updating costs are estimated at about $500,000 to $l million per

Personals

(Continucd frcm page 26)

Scott M. Nicholson is now Stanley llardware's No. l;1. sales rep.

l,arry Kenny has been named mktg./ sales mgr. lor Weyerhaeuser's New Bern. N.C.. sawmill and Jacksonville, N.C., plywood plant.

Ben Hathcock. Flathcock Lumber ('o., I)othan, Al., recently comPleted a Building Material Merchants Association training course.

W. J. "Bill" Booth Jr., Apex Lumber Co., Apex, N.C., has been elected chairman of the Southeastern Lumber Manufacturers Association, Forest Park, Ga. Other new ofTicers: lst vice chairman David L. Williams, Louisiana Southern l:orest Products, Opelousas, La.l 2nd vice chairman Homer t,. Keadle, Keadle Lumber Enterprises, Thomaston, Ga.l treas. Ben W. "Chip" lngram lll, Charles Ingram Lumber Co., Efiingham, S.C., and directors

Dwight Harrigan, Harrigan Lumber Co., Monroeville, Al.; George W. Varn. Varn Wood Products Co., Hoboken, Ga.l L. J. Johnson, l-'ranklin Timber Co., Bude, Ms.l Jim Gray, Wade Wood, Wade, N.C., and Cary E. Upchurch, Upchurch, Inc., Walterboro, S.C.

Mark Horne has joined the National Hardwood Lumber Association, Memphis, Tn., succeeding Joe Snyder as director of the inspection school.

Wayne Sides is the new co-mgr. of 84 Lumber Co., Doraville, Ca.

Donald W. Adams, pres.. American Stove Products, Memphis, Tn., has been elected chairman of the American Hardware Manufacturers Association.

store. In addition to adding air conditioning, new departments such as bath and kitchen remodeling centers are planned for remodeled stores. I)rive through lumber yards will be installed at some units,

l{e added that he's aiming to make Scotty's a $t billion company in the state. lt's too soon, he said, to say whether any locations will be closed, but the company will look at opening stores.

ln addition to the Brandon stores, two stores in Tampa and one in Tarpon Springs are being remodeled.

Counterfeltere Jalled

(('ttrrtitrucd .lrotrr pugc I 7 )

the unauthorized possession and use of TP gradestamps, as well as the creation and use of counterfeit TP gradestamps. A written corporate admission and stamp creation records were obtained on May 14, 1986. Subsequently, TP cancelled its AWPB Quality Marking Contract with Escue Wood Preserving Co.

TP made a concerted effort to locate and correct substandard lumber in four states, alerted the FBI to the violation of the Federal Trademark Act, and participated in an FBI search and seizure at the EWP facility in Millwood, Ky.

"The counterfeit stamps were used at least from 1985 to 1986," Sibert said. Lumber found bearing the counterfeit marks was signifi-

Southem Assochtion News

(Continued from page 22)

sas will be David Churchman, Moore & Cone Lumber Co., Newport; John A. Davis, Whit Davis Lumber Co., Jacksonvillet Ben Mayo, Mayo Building Supply, Bentonvillel Don Thompson, Barton's. Pine Bluff.

Oklahoma will be represented by Henry Bockus, Gordon White Lumber Co., Oklahoma City; David Heien, Marlow Lumber Co., Marlow; Richart Ryerson, W. W. Starr Lumber Co., Alva, and Jim Walker. Walker Lumber & Ace Hardware Co., Snyder.

Dealer trustees for the group insurance programs for both states are Jerry Caldwell, Caldwell Lumber Co., Wynne, Ar., and Dan Parrish, The Lumber Shed, Oklahoma City, Ok.

cantly below grade. lt is estimated that between 500.000 and 3,000,000 board feet of lumber was fraudulantly gradestamped. "The mqiority of the illegally stamped material appeared to have been sold to an innocent purchaser, and was discovered in locations in lllinois, Indiana and Kentucky," Sibert added.

Sibert praised Scott Cox, the Assistant United States Attorney in Louisville, and Gary Perkins, of the F'Bl. for their dedicated efforts to bring this case to justice. "TP has successfully used the 1984 Trademark Act numerous times since 1986, primarily in the Southeast, but also in the Southwest regions of the USA," said Sibert.

He added "TP's aggressive pursuit of any trademark infringement, and our successful prosecutional track record, coupled with the criminal aspect of the fraudulant acts and the potential fior treble damages, should be strong deterrents to those who contemplate the unauthorized use of either the Timber Products lnspection (TP) trademark or any American Lumber Standards Committee agency logo."

Selllng tofihc wEsr2

Plus Alaska and Hawaii

lf you sell into the West, orany part of it, we can help you get across your message.

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

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

clearly which magazine Westerners read.

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

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

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