Building Products Digest - October 1990

ildinq Products

markets in 13 Southern states

Anowood. warp or sprit

lt won't bow crook' cup' twist'

Special bracing. blocking and engineering are not required. Arrowood cuts, nails and installs as easily as lumber

Arrowood costs less Technologies

Fibreboard

PUBl,lSilEn Oavid Cutler E|llT|ln Juanita Lovret ISS0CIATE E0lT(}fi David Koenig

E0|T0RS Dwight Curran, Gage McKinney, Ken Thim, Wally Lynch

0|8ECT0R Martha Emery SftFt IRTIST Ginger Johnson ClnCUUTl|ll{ Tracy Payne

Lowe's Southeast Expansion

Lowe's will break ground for a Burlington, N.C., store this month after securing a special use permit for the site. The 70,000 sq. ft. store, expected to open in the spring, will be the second Lowe's unit in Burlington.

A Chester, Va., store will be converted to a contractor sales location when a replacement unit is completed in the spring. Chesterfield, Dinwiddie County and the TriCity area will be served by both stores.

A 100,000 sq. ft. store is ready for opening in Charlotte, N.C. Replacement units have been opened in Watkinsville and Thomson, Ga., and Sumter, S.C.

Contractor yards in the Atlanta, Ga., area have been consolidated with College Park and Smyrna closed and operations moved to the Doraville unit.

Panelized Homes On The Rise

Despite declines in manufactured homes, factorybuilt housing is rising with the steady growth of modular and panelized houses, according to a Frost & Sullivan report.

Factory-built housing is forecast to climb from 1989's $13.8 billion to over $20.94 billion in 1995. Factory-built as opposed to site-built homes will rise from 32.80/o of all homes constructed in the U,S. to 370/o by 1995.

In 1989 61,000 modules were produced, totalling $3.47 billion, and are expected to hit 121,000 at $9.24 billion in 1995. Panelized houses, which basically are enormous kits, totalled nearly 126,000 units at $4.4 billion in 1989 and are headed for $7.44 billion by 1995.

Big growth is predicted for manufacturer-builders who manufacture mainly for their own consumption and especially panelizing specialists, who sell their products to builder-dealers or individuals.

Other predictions include more use of plastics and automated techniques such as those being used successfully in Sweden and Japan. "It is not impossible that imported housing will follow the same growth pattern as imported cars, and for many of the same reasons," the report said.

Dellnquencies Rate Falls

Delinquency rates on mortgages in the first quarter of 1990 fell to 4.410/0, their lowest level in more than a decade, reports the Mortgage Bankers Association of America.

The first quarter rate was also down sharply from the 1989 fourth quarter rate of 4.960/0. The sharpest drop was in loan payments 30 days late.

Home Prices Rise

The, national median price of an existing home is expected to reach $97,000 this year, according to the National Association of Realtors, about 40lo higher than 1989. For new homes, the nationat median price is expected to increase to $125,200, over 40/o more than last year.

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Dld you remember that 2+.2=4?

llt E LIKE to think our periodic articles on lU business basics are among the most valuable features we present. Some stick their noses up at this, figuring that as industry veterans they are somehow beyond all this elementary stuff. We think that's a mistake.

An article in this issue's special section on hardwood deals with the a-b-c's of how to figure hardwood board measurement. It is written by longtime contributing editor Gage McKinney. For someone unfamiliar with the process, it's solid gold.

Even if these calculations are old stuff to you, we still urg,e you to review your basics whenever the opportunity is presented. You are likely to learn that some things are not quite as you recall. Points have somehow been forgotten. Unless we are blessed with a never failing memory,

time takes its toll on what we think we have in our heads.

Whether you're talking merchandising, marketing, sales, management or wood products, a learning and re-learning of the basics in all phases of business is time well spent. While two plus two still equals fiour, some truths occasionally change or are modified by the rapid pace of development in our frenzied business world.

When a commerical enterprise fails and the post mortem begins, someone will point out sooner or later that fundamental operating and management rules had been ignored or given short shrift.

For those enamored with complexity, high tech and sophistication, we suggest a brief return to the school house. It may be the best investment of time you can make.

By Gage McKinney

AOFTWOOD lunrber is sawn to D dinl.nrional sizes - I x 12, 2 x 4, and so forthwhich ntakes nreasuring pine or fir or redwood relatively easy. Hardwoods, on the other hand, are sawn in standard thicknesses but in randonr widths and lengths. This is so the ntanufacturer can get as nruch lunrber as possible out of each log.

This "randonr" quality of hardwood lunrber ntakes its nteasurenrent conrplicated and, to sonre consun'lers, even nrystifying. "What's a board foot?," custonrers have asked nre. "What are the hieroglyphics on that stick?" "What are you charging nre for?"

All good questions. And nrost hardwood dealers do their best to answer thenr and dispel any confusion. So if you're not sure how the lunrber you buy is being nteasured, or exactly what you're paying for, ask questions.

The answer to most questions is an explanation of the "board foot." It's a cubic unit of measure equal to 144 cubic inches, or l" x 12" x 72". It's also a unit based on rough sawn

Speaking board feet

(unplaned) lunrber. Even when hardwood luntber is planed, it is still nreasured as if it were rough fronr the sawnrill, so a board slightly more than 3/4" thick is sold as l" stock. The way to think ol this is that it takes l" to net 3/4" (actually 25/32" in nrany cases).

The easiest way to figure board footage is to calculate the nunrber of square feet on the surface ofa board, and then nrultiply that by the nuntber of rough inches thick. Here's the fornrula:

Thickness x Width (inches) x Length (feet), divided by l2 : Surlace Footage

Surface Footage x thickness in Rough Inches

: lloard Footage

l'or exanrple: l"x12"xl':Iboardfoot

2" x6" x l' : I board foot And further: l"x8"x6':4boardfeet

2" x 6" x l2' : 12 board feet

Using this forntula and a tape nreasure you can calculate footage as quickly as a hardwood clerk. Your hardwood supplier will use a tally stick, a flexible yardstick of hickory, to nrake the sanre calculation, but the results should be the sanre.

Ifthis still seenrs conrplicated you can take conrfort that sonre hardwood dealers also sell hardwoods by the lineal foot. This stock will be surfaced on four sides (S4S) so the price will include sonre premiunr for nrachining. Many users, including furniture plants and other nranufacturing concerns, feel it's worth the extra price.

Hardwoods less than l " thickl/2" and 3/8" are conrnron thicknessesare sold by the square foot and at a price less than the cost of l" nraterial. Occasionally exotic woods, which are often sold in billets as well as snrall chunks and unusual sizes, are sold by weight, a practice that dates back to the days when British fi rnrs donrinated intported lunrber.

If you're still wondering about tally sticks, I can tell you from nty own experience that they are extremely accurate. When I was ntanaging a hardwood distribution yard in Los Angeles, Ca., we were visited by

inspectors fronr the state department of weights and nteasures. They were suspicious of our standard hardwood tally sticks.

The inspectors had us nreasure a unit of hardwood with a tally stick, which took 30 nrinutes or so. They then spent the rest of the day renreasuring the sanre unit using tape nleasures and a pocket calculator. (We loaned thenr an experienced lunrber handler or it would have taken even longer.) They rounded their figures to the nearest quarter inch! When all their calculations were finally done, their tally was alnrost identical to ours.

Story at a Glane

Valuable primer for mastering hardwood measurements. formula for calculating board feet. basics of getting what you pay for.

For consunrers paying retail prices a dealer ntay, depending on contpany policy, round the nteasurentent off to the nearest half-foot. For a wholesale customer buying only a board or two to fill a specific order, the tally will be rounded off to the nearest foot. Wholesale custonters can expect their luntber to be tallied in strict accord with the rules of the National Hardwood Lunrber Association. Your hardwood supplier can acquaint you with these rules.

In whatever fornr you buy hardwoods, you should always understand how they are tallied. As the buyer you have every right to know, and your hardwood supplier will want to nrake sure you do.

McKinney is a contributing editor who has considerable knowledge of hardwoods -editor.

Hardwood dimension lumber: a softwood shortages answer?

Ll IGHER prices, shortages, empty yardsthese I I specters haunt the wood products industry as it sees more and more trees and harvests locked up with environmental rulings and laws.

However, if the threatened shortage of softwood structural lumber becomes reality, there are readily available hardwood species suitable for use as economically competitive dimensional lumber products.

Recent research has resolved many of the technical problems of manufacturing dimension lumber from hardwoods. A saw, dry and rip (SDR) process developed by the Forest Products Laboratory, Madison, Wi., eliminates the excessive warp and twist usually associated with the drying of hardwood structural lumber.

In addition, the American Lumber Standards Committee has approved structural grading rule descriptions and allowable design stresses for four lower density hardwood species (red alder, cottonwood, aspen and yellow poplar) and several higher density hardwood species or species groups (red maple, mixed maple, beech-birchhickory, mixed oak, red oak, northern red oak and white oak).

Simply put, the SDR process has three steps: (1) parallel cuts of wide board flitches; (2) drying the flitches; (3) ripping out dimension material in the sizes needed. The process, according to Robert R. Maeglin, one of the developers, produces hardwood lumber that is "straighter and more stable." Another advantage of working with hardwood dimension is the lack of splinters, he adds.

The process could make hardwood structural lumber a standard commodity and relieve the pressure on the diminishing softwood resources in the west. Eastern states already grow a good supply of low to medium density hardwoods suitable for structural lumber. These species, including yellow poplar, aspen, eastern cottonwood, sycamore, red alder, black gum, paper birch, black willow, basswood, soft maple, sweet gum and black cottonwood, are common in many states.

Supplies of lower quality hardwoods not suitable for high value products such as furniture or cabinets are abundant. Processed with the SDR method, these lower quality hardwoods closely resemble the western soft-

Story at a Glance

Research develops successful method for milling hardwood dimension... characteris. tics and working qualities called equalto softwoods. abundant supplies could solve softwood supply crisis.

woods and southern pine in characteristics. Their working properties and densities make them equally suitable for structural lumber.

Despite the promising research and approved grading rules, structurally graded hardwoods are not readily available in the market at present. Production has been discouraged by the economic considerations of educating consumers to the product, competition with softwood lumber, pricing and profit margins.

Mill owners will be examining all variables of economic feasibility such as log and stumpage prices, yields and product values, the costs of processing hardwoods and capital investments for conversion of existing facilities to hardwood production or building a new mill specifically for producing hardwood dimension lumber.

The Forest Products Laboratory is conducting research to evaluate the yield of machine stress rated and visually graded dimension lumber from red oak logs versus alternative uses for these logs. This information will be available to help mills select the most profitable alternative for processing hardwood logs.

YE[[0W poplar dimension lumber has been used successfully in home building.

Teak plentiful despite distorted claims of preservationists

By Charles D. Dean Jr. President Dean Hardwoods, Inc. Wilmington, N.C.

;1 ADICAL preservationists, who

Jl prefer to call themselves environmentalists, are a threat to those who depend on logging, sawmilling, manufacturing and the sale of tropical timbers for a livelihood.

A case in point: they have singled out teak as an endangered species and have begun a crusade to discourage its use. They are making false claims that teak is threatened by commercial exploitation and not being properly preserved on a sustainable basis.

In Myanmar (formerly known as Burma), where the world's best quality and largest reserves of the precious wood are found, the teak growing area covers 66,000 sq. miles, roughly equivalent to the entire land mass of the six New England states combined. The second major source of teak is lndonesia. About half of the U.S. teak imports are of Myanmar origin. Indonesia accounts for nearly 400/o with the small balance coming from scattered plantations of mostly Burma teak taken

by early traders in seedling form to a dozen or so South and Central American, African and island nations.

In 1875, the Burma Selection Syslem was established. A relatively simple, but effective forest management technique, this selects for extraction mature trees of a specified diameter within a certain area on a grid map of the country. Only those trees are harvested. Each particular area on the grid map is logged at 30 year intervals. Since it takes 90 years for a teak tree to reach full maturity,

Story at a Glane

Teak expert debunks clalms of commerclal exploltatlon, cltlng responslble harvest technlques for Burma teak. both natural stands and plantations have more trees today than 20 years ago. sustalned yield forest management practiced.

growing roughly one foot in diameter during each 30 year period, the system achieves the continuous extraction of only mature trees. In addition to this perpetuation of naturally grown teak, there is another government program under which plantations of teak are continuously and systematically planted at the rate of about 30,000 acres per annum.

Monitoring has been enhanced during the last decade by sophisticated data collection and analysis made possible by aerial and satellite photographs and computers through the technical and financial assistance of the United Nations Development Program.

Twenty years ago, there were 44.94 million teak trees in naturally growing stands in what was then called Burma. Today that number has grown to 56.68 million, a260/o increase in both numbers and cubic volume since the continuous extraction of only the mature trees provides a constant average content per tree. Even more impressive, there has been an almost three-fold increase in numbers of teak trees on government managed plantations, from 67.39 million trees in 1970 to 191.78 million today. So, according to a recent publication from that

lUTH0fl Charles Dean Jr. (right) with his son Matthew and teak supplier Seree Tan-

chookial in Northwest Thailand near Burma border. the

country, "The 130 year technical experiences of the Forest Department indicate that no environmental impacts will be felt and Burma's [sic] forests will be managed forever."

Turning to Indonesia, plantations of teak seedlings were planted more than a century ago during Dutch colonization. As the mature trees in these plantations have been harvested in recent years, new seedlings have been planted, in keeping with the policies of sustained yield forest management. This policy of harvesting no more timber than is being replenished with new growth is being

U ARDWOOD floors are "in" for fl homes. Flip through any consumer home magazine, check out any model home or interior design studio, ask anyone who is building or remodeling homes. Hardwood is back.

Consumers want hardwood, but how does a home center or lumber dealer get them to buy it from him instead of the guy down the street, especially the one with a "flooring" store?

First, one dealer emphasizes, let shoppers know you have hardwood. Advertise in the yellow pages, the newspaper and circulars. Distribute literature. Display banners and color photos of hardwood applications. Maintain knockout displays. Participate in trade shows and events such as the Parade of Homes.

Establish the concept that you have everyday savings and in-stock merchandise, stresses a manager. He maintains a flooring aisle of approximately 7,000 sq. ft. emphasized with a huge display and a 25 ft. rack of products. A second dealer who also stocks lots ofproduct adds, "There's just something about a big pile of wood that punches the customer's buttons. That bulk on the floor lets them feel confident that we're serious about hardwood flooring."

Almost every dealer agrees impressive displays attract customers. One store constructed an elevated display in a high trallic area. Another uses spotlights to highlight the beauty of various hardwoods on display.

One independent creates exciting visuals using hardwood. Mini rooms set up throughout the store display various products including hardwood flooring. Strip and plank floors are

carried on with an almost religious fervor to ensure that Indonesia's claim of "forests forever" is no mere slogan. The fifth most populous nation on earth, the government long ago established and continues to keep as a top priority the wise utilization of its natural resources. It does so with a totally integrated and sophisticated forestry program which is a model for the world.

It is hard to characterize as anything but ill informed and irresponsible the radical preservationists' campaign to discourage the importation and use of teak. They

should be promoting the use of teak and other properly protected rain forest timber around the world. During a recent Smithsonian Institution Conference on tropical forestry, it was made clear that if the merchantability of timber is denied, and thus its economic value, a logical result is the conversion of the land by its inhabitants to a more valuable economic use such as farm or grazing land.

To preserve our precious timber resources, we must use them - but wisely.

Hardwood flooring promotions that work

shown in kitchen, office, dining room and living room settings. All emphasize the versatility of hardwood flooring.

"The displays help the customer visualize the product as it might look in their home," explains the store manager. "This helps our sales quite a bit, especially on big ticket items. It boosts add-on sales, too. Someone comes in to buy cabinets and decides that he has to have a hardwood floor to go with them."

Confident sales people equipped to sell hardwood flooring aggressively are claimed as secret weapons by many dealers. One store maintains a training program for all its employees plus one expert to handle unusual situations. Another conducts an ongoing training program for its hardwood flooring sales staff.

Consumer education is stressed as another constant necessary for successful hardwood flooring sales. One store has frequent hardwood flooring clinics, advertising them in the newspaper as well as asking the editor for a news story, both giving the dates and details. This store also participates in the local Parade of Homes and other community projects.

A small home center chain features hardwood flooring periodically on its weekly home improvement radio talk show. They invite a guest

host who is one of their suppliers to discuss product selection and installation.

A decorator asked to hold a seminar discussing the possibilities of hardwood flooring in home design was popular at a suburban store. This was followed by a d-i-y installation clinic the next week.

Dealers are divided on the question of installation. Some sell a high percentage of their hardwood flooring to contractors and remodelers and don't want to become involved in installation. Others regularly hold d-i-y installation clinics. Some loan out installation videos and a few offer free use of installation tools. Some recommend installers while others only maintain a list.

Show it. Tell it. Sell it. Dealers who move a lot of hardwood flooring agree that by following these precepts consistently they can sell more hardwood flooring than the guy down the street.

Story at a Glance

A collection of tips from dealers who sell lots of hardwood flooring .. .advertising, power displays, knowledgeable salesmen, consumer education .. ideas to give you an edge.

kitchen & bath displays Gooking up effective

Story at a Glance

Reclpe for kltchen and bath prolect selllng ... ldeag to create vlgnettes and full dlsplays that wlll attract attentlon and help make sales.

LINEUP of bath vanities or a catalog of kitchen cabinetry is usually not enough to excite many customers into a major remodeling. But designing a classy, detailed display might.

Here's the recipe for heating up kitchen and bath sales:

Mk All lngredientsShowcase

the whole project, not just the cabinets. Do-it-yourselfers spend much more on related items than they do on cabinets in an average bath remodeling, and a nearly equal amount in redoing the kitchen, according to the National Kitchen & Bath Association.

Highlight appliances, fixtures, fittings, floor and wall coverings, and window materials. You'll attract customers to the display and sell a bigger ticket project.

Add Spice - Adding decorative accessories to the display helps customers better imagine that this kitchen or bath could be theirs. Add towels, plants, even a bar of soap to your bath scene. Glasses, bowls, cans and a rolling pin can help spice up the kitchen.

Heat - Making the vignette's lighting brighter than that of the rest of the store willdraw attention to the area. Different lights can warm up the scene or make it look more realistic. Tungsten halogen bulbs can provide special accents within the display itself.

Sa? - Change your displays every so often, perhaps once every six months. After a while your once exciting showcases will begin to look stale, especially to regular customers and as styles change.

Let Stand - Obviously, the splashier, more spacious productions will attract more attention. But the average retailer is dogged by severe space constraints. Effective displays, though, can be constructed in limited space.

Set vignettes into sections of rack storage systems. Build a second story display, which can be seen clearly from below if the display is shallow and the aisle wide. Intersperse full displays with smaller vignettes. Utilize compact sample displays offered by many manufacturers.

Full displays show the public that you are an expert in kitchens and baths. When they're ready to remodel, they'll think of you.

ICCESS0RIES from spice racks t0 wax fruit can help out in the kitchen display.

BACK projecting light through a window adds a warm, realistic touch to this bath scene.

Ohhh, my aching back

ACK INJURIES are the most frequent and costly of work related injuries, especially in a lumber yard or home center.

About 250/o of all Workers Compensation claims are back related and account for between 350/o and 400h of all Workers Comp costs.

Story at a Glance

Ways to cut insurance claims for back injuries... hiring and training methods. preventive exercise and belts. . . posters and reminders can reinforce good lifting habits.

Prevention of back injuries and subsequent insurance claims should begin at the time of hiring. Employees should be made aware through the use of a job description of the specific duties and requirements of the position including the amount of lifting involved. The job application should require information about any physical condition affecting the performance of the duties outlined in the job description. In addition, pre-employment medical examinations should be used to determine if the applicant is physically qualified for the position.

The second phase of back injury prevention begins with orientation to the job. Employees must be trained in all functions of the job including potential hazards such as lifting. The personnel department after completing the responsibility of proper selection should continue to train and counsel employees with safety in mind.

Material handling techniques should include instruction in proper

lifting. Posters illustrating proper methods should be displayed in the lunch room, by the time clock and near the job site. Company newsletters or bulletins should periodically carry information about correct lifting habits. Employees should be observed regularly in the practice of proper lifting techniques. If necessary, lifting training sessions should be scheduled with an emphasis on eliminating strains and sprains.

Some companies reinforce lifting training by providing all employees required to do lifting with special back belts or vests. These devices support the back and lessen the possibility of back strain. Stretching exercises done as a group with a leader before beginning work also lessen the possibility of back injuries.

Available statistics on back injuries support the concern of lumberyard and home center managers. Males between the ages of 25 and 34 have 33% of the reported back injuries. The most common causes are sudden body movement or motion, a too bulky object, or frequent lifting on the day of the injury.

In evaluating the potential for back injuries in an operation, insurance companies use a list of l0 factors. A manager can also use them to judge conditions at his company. Items considered are maximum weight of objects lifted, size and configuration, frequency of the lift, height and distance of the lift, number of workers involved, age and length of employment of workers, comparison of workers' wages to Workers Compensation rates, extent of material handling devices in use, lift training provided and availability of light duty work.

Diligence is required to reduce or eliminate back injury claims, but it is possible to do so. Establishing policies and maintaining control and supervision from the time of pre-hiring interviews is important.

Rules for Safe Lifting

(l) Size up the load

(2) Secure good looting

(3) Place feet a comfortable distance apart

(4) Take a firm grip of object

(5) Keep back straight

(6) Lift with the leg muscles

(7) Obtain assistance in lifting heavy or bulky objects

(8) When two or more persons are carrying a heavy or bulky object, both, if possible, should lace the direction of travel and use prearranged signals to lilt or lower load.

/A RAND OPENINGS! Grand 1l Re-openings! llome lmprovement Fairs! Why are some jammed with people spending freely, while others have sparse attendance?

Atmosphere, activities, attractions and advertising make the difference, explains Bill Cuzardo Sr., president of Market Builders, Kerrville, Tx., who has been staging events of this kind for over l0 years. "Something for the entire lamily and something happening every hour of the day."

Story at a Glane

Grand opening guru shares success formula... people want bargains, product demonstrations, door prizes and entertainment, in that order. advertising, excitement and good buys mean financial success.

a combination of mail and newspapers for circular penetration. In addition to bargains, advertising lists events including times for prizes, demos, gifts, shows and celebrity appearances.

Radio advertising is carefully evaluated not only by considering the surveys and interviews with station personnel but also by listening to available stations and demo tapes from each. Guzardo recommends seeking a professional voice that doesn't advertise for other local businesses. Using a highly visible spokesman will give commercials more authority, he adds.

Guzardo is quick to point out that advertising the right products at the right price is not enough. You have to have the merchandise in stock and take good care of the customers. "Hug 'em when they come in and kiss 'em when they leave," he laughs, adding, "Preparing the staff is something the dealer should not overlook."

who also appeals to the entire family, such as a sports star. Pictures to be autographed are printed with a phrase such as "Look who I met at XYZ Lumber's Grand Opening."

"You spend some money here," Guzardo cautions. "A good entertainer takes $500 a day plus travel and a sports celebrity, $500-$2500, depending on how popular he is."

Knowing the size of the market, Guzardo can estimate how many people will register for door prizes. The entry blanks, which ask questions about future projects and needs, become effective survey tools. Door prize winners are announced over the PA during the day as well as on the remote broadcast to build interest.

He cites a survey of four different markets to determine attendance. "The results were the same each time so I feel comfortable using them. People rate value first, information (product demonstrations) second, door prizes third and entertainment fourth."

Using these guidelines, Guzardo has developed a strategy combining advertising, demonstrations, prize drawings, entertainment, freebies, celebrity appearances, music, remote radio broadcasts and food.

Advertising is a triple thrust: an eight page, four color tabloid on Wednesday or Thursday for a Saturday opening; a color newspaper ad on Friday; radio from Wednesday. After evaluating the available newspaper, he selects either 1000/o mail or

Discussing what to advertise, Guzardo says, "We have all been taught to advertise a recognizable bargain on page one of any circular. However, you have only one grand opening, so buy some business with loss leaders, including building products, on the cover."

"A dealer should alert his suppliers and tell, not ask, them what he expects including a better price, coop funds, preferably 100%, a demonstration of how to install the product and products for door prizes, specifying what he needs."

A l5 to 20 minute entertainment act appealing to the entire family, such as a ventriloquist or a ntagician, usually performs about five times a day at an event planned by Guzardo. "Professionalism is the key," he says.

His guest celebrity is someone

Having a local group, preferably a high school organization, sell cokes and hot dogs works best, Guzardo believes. The store buys the food and the group collects the profit. An organization using it as a fund raiser generates a lot of enthusiasm, incentive for people to attend, public service announcements and publicity.

"lt's a big letdown to drive up to a grand opening, park, open your door and hear nothing," Guzardo comments. "At my grand openings, live product demonstrations are in full swing (often on the parking lot). Music is lively, interrupted with exciting announcements. Banners and flags are flying. Balloons are bobbing 75 ft. above the store and from endcaps. Everyone including the staff is having fun and showing it."

Guzardo depends on local disc jockeys for music customers will like. "ln most cases, they're willing to record 120 minutes of No. I hits," he says. But, he warns, don't play the music over the store's PA. To intermix announcements, the system must have separate volume controls for music inside and outside as well

Why some work

DOOR PRIZES! OIVEAWAYS!

as for the MC announcing door prizes and demonstrations

The MC or announcer keeps the excitement high, informing customers about prizes, demos, five minute specials, free gifts and entertainment. "Select an energetic personality," Guzardo advises. "Usually you can hire a local disc jockey, but he has to be able to shuck and jive."

The same applies to remote broadcasts, he emphasizes, adding you must provide the station with plenty of background material about both the event and the store to help them sell it on the air.

Organizing a successful major promotion involves hundreds of small details, takes a lot of time, knowledge and enthusiasm. Helping dealers with these promotions is something Guzardo enjoys.

Theories ln Action

Phillips Building Supply, Laurel. Ms.. used Bill Guzardo's recommendations for their Grand Opening with rewarding results.

"Normal Saturday traffic is about $8,000 to $10,000," said Jamie Morris, president, "but on grand opening day we did almost $38,000."

Former Ole Miss and New Orleans Saints' quarterback Archie Manning signed over 100 photos plus assorted hats and sports gear between ll a.m. and I p.m.

Prizes, including two color tvs, two vcrs and a children's playground set, were given away every l0 minutes between l0 a.m. and 4:30 p.m. Free T-shirts with the Phillips logo were given to the first 100 customers. The first 100 women entering the store in the afternoon received free houseplants. Free balloons and hats were available for the kids all day. Additional publicity was generated for the store by the mayor of Laurel presenting Archie Manning with the key to the city and proclaiming the day as oflicial Archie Manning Day. The local newspaper used pictures of the events and crowds attendins the grand opening.

CELEIRITY to sign autographs, full shelves and attractive displays are important parts of a grand opening celebration. The same goes for grand re-openings.

lJttihh'r.s /'^rTrrlrr launchccl its llrst storc in l.ongvicw, '1 x., ancl rcudiccl a ('lirrkcsvillc. l'n.. sitc lirr a lutc Nov. opcning (scc p. l9 l'ttr strrry). llortrcQuurt(r.\ ollcnctl ir sccontl storc in I)cnbigh. \1.. irnd two in ll<lston, Mu..

1-olrlr is brcaking grouncl lirr a llurlington. N.('., storc and staging lr llurrl ol'granil opcnings attd rcopcnings (scc p..5 lor strrry) llonta I)aytt. irr thc planning stagc firr l)ccatur, (ia., and .lacksonvillc, I"1.. units. opcnccl lr rcplircc'rrrr'nt st()rc in Tampa, l;1.,...

We.st lJtrildirrc Mut(riuls is closing its Anclerson and ('harleston. S.(1., stores .\ltttllcnt-t,cr t& .Sltoetrrulicr Luntbcr has an Oct. ll grand opening scheduled fcrr a new Port Charlottc, Ijl., store ... I-ced.s lluildinc Pnxltrcts Irtt'., which acquired 37 units fiont Wickc,s hunhcr. will Ilq. in Atlanta, Cia., (see story p l9). .

Huqhcs Luntbcr (b., Shawnee, Ok., destroyed bv tire in July, relocatecl to a tbrnter supermarket bLrilcling with plans to erect an additional 10,000 sq. ft. of storage.

Co,r Lurnhcr (b. plans t0 construct a store and a mlg. area in Punta Gorda, Fl., &'nttvls is expanding its Kissimmee, l'r1., store by 4}tilt.

Greg Pannell opened a Do-lt Center store in Clenpool. Ok., Fort M.vers Lumber and Supply, Fort Myers, Fl., has a new truss plant and 5 additional acres of storage space ... Manning

.\triltltrt(,- l)lul'r' opcnctl ;r New llrirLrnlcls. l'r.. storc lrt lr lirrnrcr ll itkt.; Ltrtttlu,r' sitc llt'tlrirtg,r Itlts put plirrts lirr lr ('hirrkrttcsr,illc. \'1r.. storc o11 lroltl.

l:ilgcn's llrrilcling ( crrtcrs hrrs ircrluirctl l)ttrt I. .\trpplic.s, ir two unit opcrirtion birsecl in llucls<ln, l'1.... .5r'o//.r''l. New 1)ort Itichcy, l'1., krst ovcr 54()(),(X)() in nrcrchanrlisc in an lU nronth pcriocl to tl!o thicvcs who huvc bccn ilrrcslcd . . . I.ott't"s ('ttrrtltunic.s has bccn nantccl its it c()dcf'cndant in thrcc lcgal actions lllccl in Irloricla and Maryland involvirrg thc salc of allcgcdly clcl'cctivc I'irc rcturclant plywoocl.

Srrritt.t,'.s Lurrtbcrtcriu, ;\lexittttlriit. \ ir.. is plrrticipitting in ir joint venturc to open .lt'r'r'i.Siar' units in thc Soviet Llnion Ileu.scrrtts llurtln'urc openecl a new store in Ilarrisonburg. Va.

,1dd i tt gt on - IJeo nta n Lu nr hcr (' o. /lr'., Norlolk, \'a., is consoliclating its Waco, Va.. tircility with its South Norf'olk opcrltion... Do.vla Lturtber ('o., Roanclke, Va., has lrled ('hapter I I bankruptcy.

Uttil.t, Fore.st Protlur'ts, Yuba City, Ca., opened a branch in Farmers (Dallas), Tx. . . . .4ustell For(,st Produt'ts, Reform, Al., opened an office in Centreville" Al.. Jeanette Randolph mgr. Mc'Co1' Lutnber Co., (ireensboro, N.C., is liquidating the business.

Euilding

lltrltlu'rrtttritl- lllrlu'rt /rtr . lcltscd rr .l l .l l-10 st1. li. urrrchorrsc in ( lt;ttlottc. N.( .. Ilt'trrirtgtttrt \rttrtlt, /rrt.. \lillcrr. ( iir.. hus bccn rrc'tlttirctf li'orn l.l'.1.. ('ttr1t. l'1y .lh'tul Irrtltrstrit,s. lrtc., lrlizrrbctlrv illc. I'1.

l)irtttt't't ('ttttt n'lc ttl .lttttrit tt, Ittt.. lrt'ttl lJ<'tt:t'r' lI tst, lrtt'. lirrnrcd lr .ioirtt vcltlurc llurtncrslrilr rvitlt l)iottt't'r lrctlriring tr 5()'I irttcrcst irt lJt'tt:t'r's Nlitlkrthiln, l'r.. ccllcl"ll rrrlg. lircilitv ,\'tttitrrtttl l)ttrtr ltrtltrstrits lras rttovctl irtto l rtcw l(X).(X)0 st;. li. lircilitr rn I:ort \\'orth. 'l x. lJill'txnl l lttorirrq. Nlcntplris. I'n., hlrs lrctl rr ircrl lr lilrgcr wirrchousc. .

.lrrtlt'rsort- |ttllt ( ir.. l\'lcrnlthis, l'n.. lilcrl suitc to prcvcnt clisclosLrrc ol' cortlldcrttill inlornrati<rn to lttdrrstriul I',qtritr lhcilit' l.tl. (l.lr.l'.) l-l Jolla, ('1.. which hls ol'l'crccl shirrcholdcrs as nruch as S 1.50.(XX) pcr sharc lbr thcir stock. .

Thc X'utiortul Kitt'ltan t8 &ttlr ,1.s.sttt'iu I itttr is c<tnclucting train ing classcs lbr rctailcrs including llttntL' I)t1tot itnd llct'ltincar ('cdur .\ltuka und .\ihinqlt' Rttrcuu nrcntbcrs proclucecl alntost -1.-5 million sqLrares and shinglcs last t'car, a 60(ll incrcasc I'rom r 98u.

('ott.slrttcliott drop 7'1, this ycur Ilill Infbrntation

contracts will says Mac(irawService s Clo.

r\ f'reeze on payulents to asbestos victirrs fionr thc flnancially ailing fuIurtville /ru/.r/ was extencled into early Sept. by a U.S. I)istrict .iudge 1o conrplete reorganization of the trllst .

Housing starts l'ell l.1oh in August (latest figs.) to an adjusted annual rate of l, I27,000. l506 below last year single family starts dipped 3.20h; multi-flamily rose 2.90h. . . building permits were off 4.3olt .. starts in the south were down l0.1oh

Runaway Train Hits Yard

A 16 year old who found a rail- As the train careened through the road switchman's keys thought it yard, it shattered a guard tower next would be fun to open the track to the sales office. When the strucswitch to see what happened. ture fell on top of the train, guard

What happened was a two engine Chebo Espinosa suffered minor intrain pulling 70 cars and traveling 50 juries. His l2 year old son had only mph was diverted offthe main line at scratches. The two train engineers I a.m. and into the Eastex Forest survived the wild ride unhurt. Products yard in Houston, Tx. Despite the battering, Eastex

The train quickly derailed and, Forest Products was up and running propelled by tons of momentum, within 24 hours. With true Texas smashed through the sales office, de- grit, Shiel did business from a pay stroying the building and its con- phone in the yard, while others tents, cutting the foundation slab in searched the ruins for sales records. half. The force carried the train Since the accounting department in another 50 yards into the 18 acre another building was not affected, yard, digging an eight inch trench in only one day's records were lost. the asphalt paving. With customers' help and digging

Desks of owner Bobby Shiel and (literally) virtually all the day's sales executives Rod Didier, Dan transactions were reconstructed. Anderson and Max Welch were Eastex Forest Products didn't miss a directly in the train's path. lf the day of shipping. Iune 24 accident had been during Southern Pacific Railroad moved the day, all would have been killed. the train before the day was over.

Didier, who has since left the Two portable buildings were on site company to become contractor sales the next day with a temporary buildmanager at Furrow's in Clear Lake ing in place on the second day. Total City, Tx., had pictures of his loss to Eastex Forest Products was daughter and son on his desk. The put at $1.5 million by Shiel. son's picture rode through the crash The courts are currently deciding on the front of the lead locomotive, what will be done if anything to the but the daughter's photo was never juvenile who caused the crash. found.

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ll0T lvlUCH was left 0l sales office at Eastex Forest Products after a runawav train derailed.

CALENDAR

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Top & Botom Adhesive Spreader

FAMOWOOD

is the PR0FESS|0tlA['S Att PURP0SE PLASTIC

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

Can be used under Fiber Glass!

Ready to use right out of the can, Famowood applies like putty-sticks like glue; dries quickly: won't shrink, quickly; and will not gum up sander. Waterproof and weatherproof when properly applied. 4Q

Availatle in l6 matching wood colors and white.

OCTOBER

Nrtionrl Sash & DoorJobbers Associalion - Oct. l3-17, annual convention, Orlando, l:1.

Resourcc Informrtlon SyslemsOct. 2l-23, forest products industry seminar, Cambridge, Ma.

Southern Forest Products AssociationOct 2l-23. annual meeting, Sheraton Music City, Nashville, Tn.

Netiongf Hrrdwood Lumber Associrtion - Oct. 2l-24, annual convention, Royal York llotel, Toronto, Ontario, Canada.

Nationrl Forest Products WeckOct. 2l-27.

Virginia Building Material Association - Oct. 23, display seminars, Richmondl Oct. 24, Manassas, Va.

Forest Industry Sales Seminar - Oct. 23-24, sponsored by Virginia Polytechnic Institute & State University, Airport Hilton Hotel, Atlanta, Ga.

Kentucky Lumber & Building Material Dealers Association - Oct. 25-26, eolf & board meeting, Lake Barkley, Ky.

North American Wholesale Lumber AssociationOct. 28Nov. 3, wood marketing senrinar, University of Georgia, Athens, Ga.

Lumbermen's Club of Memphis Oct. 29, Loggers Luncheon, Racquet Club; Oct. 29-Nov.3, Wood Products Weekl Nov. 3, Woodchopper's Ball, Memphis Country Club, Memphis, Tn.

National Wood Window & Door Association - Oct. 31, bar coding seminar; Nov. I, millwork industry seminar, Chicago, ll.

NOVEMBER

National l,umber & Building Material Dealcrs AssociationNov. l-4, annual convention, lJroadmoor, Colorado Springs, Co.

Kitchen Cabinet Manufacturers AssociationNov. 4-7. management conference & expo, Hartford, Ct.

Joint Pressure TrcatersNov. 6-9, joint annual meeting of American Wood Preservers Institute, American Wood Preservers Bureau, Southern Pressure Treaters Association & National Timber Piling Council, Ritz Carlton Buckhead, Atlanta, Ga.

Asphalt Roofing Manufacturers AssociationNov. 7, roofing code seminar, Orlando, Fl.

Virginia Building Material AssociationNov. 7, motivational seminars, Richmond; Nov. 8, Manassas, Va.

Home Center Industry Presidents Council ConferenceNov. 7-9, Chicago, Il

Lumbermcn's Club of MemphisNov. 8, luncheon meeting, Racquet Club, Memphis, Tn.

Hannover FairNov. 8-14, Hannover, West Germany.

National Decorating Products Show Nov. 9-l I, Indianapolis, In.

National Building Material Distributors AssociationNov. 10-13, annual meeting, Washington Hilton & Towers, Washington, D.C.

National Forest Products AssociationNov. ll-14, annual meeting, Seattle, Wa.

National Exposition of Remodeling, Renovation & RestorationNov. 14-16, McCormick Place, Chicago, ll.

First Builders Express Unit

Builders Express launched its first store in Longview, Tx., with a grand opening Sept. 20.

Renovation of a location for the second store in Clarkesville. Tn.. is underway with an opening targeted for the end of November.

The company intends to carve a market niche in geographic areas with populations of 125,000 to 175,000 people. Sean Lee, president and ceo, refers to these markets as second-tier population centers.

Stores will encompass at least 60,000 sq. ft. of retail space to make them larger than most home improvement stores in areas of that size. They will inventory about 18,000 stock keeping units in building materials, lumber, hardware, flooring, plumbing, electrical fixtures and supplies, paint, wall coverings, furniture and lawn and garden products.

Jud E. Walford is executive vice president and coo. Frank Denny is chairman of the board.

New Name For Fonner Wickes

Leed's Building Products is the new name for Wickes Lumber Co. stores sold to Kenneth L. Miron and an investment group lead by Peter J. Solomon Co. Ltd.

Name changes will be phased in between now and January 1, according to the management. "With 37 facilities and 1989 revenues of $160 million, the new company will be a leading building products supplier in the southeast," Miron, who will be president and ceo, said. "We will concentrate on serving the professional contractor and on attracting commercial and light industrial customers."

The company plans to emphasize millwork products, such as kitchen cabinets, doors and windows and sub-components such as roof trusses and panels, he added. The 32 lumber centers and five support facilities retain the same management and staffs under the new ownership.

Home Cabinet Demand To Grow

Total denrand for kitchen and vanity cabinets is expected to be 49 nrillion units in 1990.

\Ab reily put our sdespeot

At least once a week, all our salespeople at Willamette leave their offices and head for the mill.

They inspect inventory to make sure the stock is being rotated. They pass along market information so the people in the mill knowwhat products to make. They discuss new products. And ttrey check on your orders.

But their trip isn't limited to just one mill. They're also familiar with the products and capabilities of all Willamette lumber and plywood mills. Because they've gone through them, too.

That means, if you ever have a special order, our salespeople know immediately which mill to call. They don't have to "get back to you" with answers to your routine questions, because they knowfrom firsthand experience what's happening.

In fact, it's almost like talking directly to the mill yourseH. This not only saves time, but makes sure your orders are handled in the most professional manner possible.

So find outwhatWillamette can do for you. Call our salespeople and start asking questions. They'll be happy to tell you what they know. And if they offerto putyou through the mill, well....enjoythe tour.

0wiuamette Industries, Inc.

Lumber & Plywood Divisions

Western Lumber and Plywood

Albany, 0R (503) 92&777t

Southern Ilmber and Plywood

Ruston, fA (318) 25*6258

Atlantic Plywood

Rock Hill, SC (803) 32&3844

SOUTHERN ASSOCTATTON

Vlrglnh Buildlng Mrterirl Associrtlon's education committee, l:reddie Siewers. chairman. has announced its fall and winter seminar schedule.

First session will be "llow to Set Up a Drug Program," featuring Jean Noble, Roper Brothers Lumber ('o., as speaker, Oct. 9. Manassas. and Oct. ll, Richmond.

Jeff ljelty, PASIIS director, will present "l)isplay Techniques ljor lncreased Profits" Oct. 2l in Richmond, Oct. 24, Manassas.

Nov. 7 is the date for "Motivating Your [:mployees" presented by l)ick llelm. (ilaize & llrother, in Richmond with a second session in Manassas Nov. 8.

"Advanced Credit & Collections" presented by Ronald Helms, CCE, Roper llrothers Lumber Co., is scheduled for Nov. 27, Lexington Ramada Inn, Lexington; Nov. 28, Manassas, and Nov. 29, ljort Magruder Inn, Williamsburg.

Jim Pence will present "Advanced

ljinancial Management" I)ec. ll in Charlottesville. Advertising and employee theft will be topics lor two January seminars. Selling and customer service have been selected lor l;ebruary.

All Richmond seminars will be held at the Sheraton Airport lnn, Manassas seminars at the Manassas Quality lnn.

At the conclusion of the recent summer management conference, August l5l8 were announced as l99l dates.

l,ouisiana Building Material Dealers Associrtion reporls that Mike Commarasano, coordinator ol the Louisiana commercial drivers license program, has informed them that the Louisiana Office of Motor Vehicles has postponed the issuing of these licenses because of technical difficulties. LBI)MA will keep members informed on the status of the program.

Florldr l,umber and Bulldln3 Mrterlrl Derlers Assoclrllon added Jack Regnvall and Joe Holland to its staff as co-directors of technical services.

They will work closely with wood related and construction oriented organizations to promote wood construction and develop wood promotion programs to educate the consumer in product usage. They also will be responsible for the development of technical educational programs for the l"LltMDA membership.

Both have had many years olexperience in the wood products industry.

Kentucky l,umber and Building

Mrterhl Dealers Associrlion is alerting members lo new fire codes effective in Kentucky in September. More stringent sprinkler system and smoke alarm codes are now in effect with codes being reviewed to implement the accessibility and adaptability of buildings to accommodate the disabled in response to the new l;ederal Disability Act. Proposed codes will require apartment buildings of two or more stories to be sprinklered.

Changes also have been made by the Public Protection Cabinet in implementing HB 100 and HB 76. Contractors will be required to sign affidavits certifying that they are in compliance with Work-

ers Compensation, unemployment compensation and other related payments prior to being issued a building permit in cities with building permit programs in place. The affidavit is believed to be good for the life of the company. The cabinet also has identified a National Assessment Test which local governments must give for electrical contractors. Tests that have been in use must now be approved by the Electrical Advisory Committee. After initial certification, new contractors must meet the standards of the new tests.

must be restored to them upon their return from military duty; employees taking part in military training can not be fired, demoted or denied promotion or benefitsl earned vacations must be granted in addition to any leave for military training.

Rights granted to the employer include knowing the employee's military training schedule as far in advance as possible and the right to deny pay or special work rescheduling arrangements for periods of reserve duty.

A full time ombudsman is available at the Department of Defense (800-3364590) during business hours, Monday through Friday.

Check out our Calendar on page I8 lbr in/brmation on upcoming conventions, meetings and trade shows in your region.

Lumbermen's Association of Texas is alerting its members to citations recently issued to hardware and lumber businesses in Fort Worth for spray paint and glue sales violations.

In addition to issuing citations to store owners, the Fort Worth police narcotics squad arrested several sales clerks for selling spray paint and/or glue to minors (anyone under l8 years ofage). Failure to have proper signs stating that sale of spray paint and glue to minors is illegal also qualified as an inlraction ol the law.

illSSlSSlPPl Lumber Manufacturers Association mid year meeting/conventi0n in Biloxi, Ms., had over 500 participating in a trade sh0w and business session with Harvey Cockrill, Hood Industries, Inc., receiving the Membership Award. Among those attending: Peggy & Bill Thomas, Shuqualak Lumber Co., Shuqualak, Ms., chairman ol the Southern Pine Inspection Bureau, and Ken Drummonds, Copiah County Mfg. Co., Hazlehurst.

Carolinas-Tennessec Building Material Association is reminding its members of the specific rights spelled out by lederal law for employees who are members of the Guard or Reserve.

Details ol the responsibilities are found in Chapter 43, Part lll, Title 38, U.S. Code. Some of the general provisions: Guard and Reserve members must be allowed to attend military training, either mandatory or voluntary; jobs

Sacramento. Ca.

Ponderore Plnc, Sugar Plnc, 9-P-F, Whlte-Flr, Douglar Flr, Ccdar

James A. Haas, gen. mgr.

Richard H. Mills. Melissa Morinelli

llouldlngc, illllworl, Cut Stoch, Plyu.rood, Lumber, Partlcleboard

Sales Agents for:

Duramold Wood Products, El Paso, Tx. W&W Moulding Co., Loomis, Ca.

P.O. Bor 255546, Sacramento, Ca. 95E65

US Wats (800'1624-5319 Ca Wats (800't321-1278 (9161972-7282 FAX 916-972-7290

ls Our Service Really Good?

(iood service starts at the top. And chief executives can discover if they are in touch with their customers, according to Tlrc Completc Guide to Customer Servic'e, by asking themselves:

l. l)o I observe how service is being delivered and do I take action to correct any problems'l

2. How many days in the last l2 months have I actually spent working as a customer-contacting employee?

3. How many hours in the last year have I actually spent speaking with our customers?

San Francisco, Ca.

Mahogany, Merantl, Kerulng, Ramln, Nyatoh

Franklin O. Billings

Mouldlngc, Mlllwork, Plywood, Industrlal Hardsood, Truck Decklng, Imported Hardwood/Softwood Lumber

EXPOBTING: Softwood Cut Stock, Hardwood Lunber & Dlmension, Softwood & Hardwood Specialty ltems

1050 Sansome St., Ste. 300, San Francisco, Ca. 94lll (415)391.6700 FAx 4r5-98r-4r30

Omaha. Ne.

Candace Briggs, mgr.

Dave Kipp, Jackie Scoles

S.P.F. Dimenslon, F/L Dimension, Hem.Fir Dimension, CCA Treated Lumber, Cedar Siding Products

Southern Plywood, Western Plyurood

One Central Park Plaza, Ste. 200N, Mail Drop 27, Omaha, Ne. 68102 (4021978-4525 FAX 402-978-4s26 (800)535-7898

4. l)o I know the reasons some customers are unhappy with our service? I)o I know how much it would cost to right each major source of dissatislaction?

5. l)o I know exactly how many customers are dissatisfied with our service and how much it would cost to handle their dissatisfaction ?

6. l)o I know how many of our dissatisfied customers switch to competitors and how much profit we lose due to this?

Insulation, Gypsum Use Rises

Demand for insulation will grow 2.1% per year through 1994 to 6.2 billion pounds and gypsum demand, 3.60/o per year through 1994 to 33 billion tons.

Renovation and remodeling, nonbuilding construction and industrial and agricultural applications will pick up the slack from decreasing building construction, according to The Freedonia Group.

Persistance Pays Big

Patience may be the most underrated sales tool. According to a recent survey:

o 20/o of sales were closed on the first call.

o 3% on the second,

. 4o/o on the third.

. l0o/o on the fourth, and

o 8l% on the fifrh call.

I UnU bit of England in Tacoma, Wa., lhis demonslration house uses the American Plywood Association's Code Plus slructural system. This requires walls, roof and lloors buill with oremium structural products, applied according to APA specificalion, to exceed model building code minimums. The house was featured in a recent issue of Country Living.

PERS NALS

Steve Day and Chris Counts have been added to the sales team at Lee Roy Jordan Redwood Lumber Co., Dallas, Tx., according to Tony Hare.

Kent Blanchard, Tamko Asphalt Products, has been appointed chairman of the Asphalt Roofing Manulacturers Association's residential roofing committee. Other chairmen: Drew Bachman, Koppers, built-up roofing committeel Jim Perry, Consolidated Fiber Glass Products, modified bitumen; Don Shaw, Georgia-Pacific, research, and John Hardy, Bird Roofing, manufacturing.

John Grace and Tom Hardy are manning the new Farmers Branch (Dallas), Tx., oflice of Unity Forest Products, Yuba City, Ca.

Elmar Brock, recently retired from Trinity Forest Products, Hurst, Tx., is traveling on the West Coast visiting family.

Pat McPhee has been named mktg. mgr. for Hyster distributor Stuart & Stevenson Material Handling, Dallas, Tx.

Richard G. Bailey is now director of sales at CooperTools, Raleigh, N.C., reports Dave Christmas, v.p./director of sales.

Mark Trinka has joined Procter & Gamble Cellulose, Memphis, Tn., as a lumber sales rep, says lumber sales mgr. Peter Albano.

Barry L. Valentine is a new sales rep for General Sentry Hardware Co., Greensboro, N.C.

C.T. Howlett Jr., v.p. - government affairs, Georgia-Pacific Corp., Atlanta, Ga., has been elected chairman of the Coalition for Fair Lumber Imports, succeeding Stanley S. Dennison, who has retired.

Terry Van Balen is new to oriented strand board sales at Empire Wholesale Lumber, Tampa, Fl.

Mark Barford is now director of forest resources for the Southeastern Lumber Manufacturers Association, succeeding Chris Barneycastle, now the exec. v.p. of the Arkansas Forestry Association.

Gerald Lang is new to sales at Tolleson Lumber Co., Perry, Ga.

Alvin Toffler, world renowned futurist and author, will be the keynote speaker for the l99l National Home Center Show March 24-26 in Chicago, Il.

Kathy Cliff is now public relations nrgr. for the National Honre Center Show.

Joe Davis, senior quality supervisor, Southern Pine Inspection Bureau, Pensacola. Fl.. celebrated his 25th anniversary with the group. New supervisors: Russell Birdsong, La. and Tx., and Scott Gutshall, Ga.

Joe Garrison has been named mgr. of Hennessey Lumber Co., Hennessey, Ok., replacing Bob Waltz, who has moved to Tn.

Doug Brooks is now handling MDF sales to Ky. for Noranda Forest Sales. H. Kemper Covington is servicing S.C., N.C., Ga., Al., Va. and Tn. J. Parks Morgan, pres., Morgan Lumber Co., Marshville, N.C., and Leland O'Brien, v.p., Taylor Ramsey, Lynchburg, Va., are representing their companies on the American Wood Preservers Institute board of directors.

Bob Ridley, Klumb Lumber Co., Houston, Tx., has retired after 24 years in the business.

Dave Walsh is a new sales rep and consultant at Calvert Manufacturing Inc., Longwood, Fl., reports Larrie Kitchen.

David Brewster has left Georgia-Pacific, Atlanta, Ga., to become director of field services at the American Plywood Association, Tacoma, Wa.

Michael W. Van Wyngarden is now national account executive for The Celotex Corp., Tampa, Fl., according to James A. Culbertson, v.p., national accounts.

Larry Ghidoni has joined the sales force at Alpine Cedar Co., Lutz, Fl. James Lavendar has left Hechinger's to join Wickes Lumber as v.p. and gen. merchandise mgr. He replaces Lee Pawluk, now c.o.o. of Leeds Building Products. Doraville. Ga.

Harlon Seats is new to West Building Materials, Atlanta, Ga., as v.p.-operations.

Roy Holmes is mgr. of the new Tyler, Tx., office of G.A. Grier Sales, Montreal, Quebec, Canada.

Peter Gold, former chairman of Price Pfister, has been added to the board of directors of Home Depot, Atlanta, Ga.

Kathy Lynn Shumate, Lowe's, North Wilkesboro, N.C., was recognized as Employee of the Quarter for the second quarter.

Rick Shelton, Lowe's, Bossier, La., is competing with Connie Skidmore, Maryville, Tn.; Bill Smith, Warner Robins. Ga.. and 48 other Lowe's mgrs. for a shot at $2 million. Prizes at a company-sponsored Myrtle Beach, S.C., golf tournament include $1 million for the mgr. and $l million for his staff for a hole-in-one on a designated hole.

Ron Woodie, store mgr., Lowe's, Boone, N.C., and Don Winfield, Mobile, Al., also are participating in the golf tournament.

Dale Morrow, Morrow-Gill Lumber Co., Sand Springs, Ok., was recently honored as the city's Hometown Hero.

Charlie Netterville, Fred Netterville Lumber Co., Woodville, Ms., and Jonathan Martin, Roy O. Martin Lumber Co., Alexandria, La., served on the planning committee for the Hardwood Manufacturers Association's Oct. 3-5 Production University & Lumber Production Expo.

E.J. Langley, Anthony Forest Products Co., El Dorado, Ar., has been named lumber sales mgr. to succeed Richard Lawrence, who retires Oct. 31. Conrad Ashley is new to the co. as asst. mgr.

Leonard Craig, Craig Lumber Sales, Houston, Tx., has retired after 55 years in the lumber industry.

Rod Didier has joined Furrow Building Material Co., Clear Lake City, Tx., as contractor sales mgr. He had been with Eastex Forest Products, Houston, Tx.

James Schaffer has been named exec. v.p. and c.o.o. of Builders Square, San Antonio, Tx.

Don Peavy is new to sales at Triangle Trading, Atlanta, Ga.

John Bradberry has been appointed c.f.o. at Kwik-Way Corp., Mount Pleasant, Tx., reports pres. Cliff Snedeker.

John Ramsey, pres., Diamond Hill Plywood Co., Darlington, S.C., has been selected for membership in the Home Center Leadership Council. Diamond Hill field salesperson Pat Webber replaces Darlene Johnson in Knoxville. Tn.. and Jim Trebour is new to Richmond, Va.

Elmer Miles is now v.p.-merchandising at Blue Grass Hardware & Tool, Inc., Louisville, Ky. Ronald J. Feller is v.p.-mktg., according to pres. Charles E. Redmon.

Artie Choak and Rudy Begah are covering the sales counter during noon hour at Mungus-Fungus Forest Products, according to owners Hugh Mungus and Freddy Fungus.

(Please turn to page j8)

Tree Guard

A reusable plastic cushion to protect trees lronr string trinrnrers and lawn nrowers is new lronr Seaberry Landscape.

NEW PR DUCTS

and selected soles oids

Hardwood Plank Au Natural

A new natural prefinish is now offered on Chickasaw Colony Plank oak flooring from Memphis Hardwood Flooring Co., in addition to the previously available amber and antique finishes.

The flooring features 3". 4" and 6" wide, 3/4" thick select grade

The device uses an infra-red system to read the tape as a measurement is taken. transmitting the information to a large liquid crystal display. lt has a 0 to 12 ft. range.

Speedy D-l-Y Stonewall

A do-it-yourself, decorative retaining wall using fiber-filled nylon clips instead of mortar to hold concrete units together has been introduced by StoneWall Landscape Systems.

Though made of high strength, high density concrete, the hollowcore units reportedly are lighter and easier to handle than timbers. They are said to resist erosion and cracking

boards laid in an alternating pattern. Side edges are beveled 3/32" before sanding to emphasize the pattern, and boards are side and end matched.

The flooring is available without pegs or with factory-installed 3/4" diameter walnut pegs.

Drastic Measures

Accumeasure from International Consumer Brands combines the utility of a steel tape measure with the accuracy of a digital liquid crystal display.

and not to warp or decay.

Modules look like natural stone, cost less and come in a variety of earth tones. Straight, stepped or curved walls can be built around patio, pools, driveways or gardens.

Constructed fronr high density polyethylene, Tree Pro-tector gets its cushioning action fronr its unique shape with rounded edges.

Scan ltl

Bar code scanning is now available on point-of-sale systems from Enterprise Computer Systems.

Utilizing hardware from industry leader Symbol Technologies, the fully integrated system utilizes the latest in scanning technology to improve accuracy and speed at customer checkout, during inventory, checking receipts and taking physical inventories.

Concealed Connectors

New deck railing ties from Simpson Strong-Tie Co. help fasten wood railings to posts, with no nail or screw heads visible on the railing

FREE READER SERVICE

For more information on New Products write Building Products Dgest, 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!

surlace.

Concealed connectors provide a clear, smooth surface unbroken by nails or other fasteners, eliminating nail popping, rusting and the need for countersinking.

Safe Brush Cleaner

Reportedly the first nonflammable, non-polluting paint brush cleaner has been introduced by Savogran Co.

CleanSafer is low in volatile organic content and contains no harsh solvents. It is also said not to evaporate, nraking it reusable.

ldeally nrerchandised in the paint departnrent, it reportedly nrakes nraintenance of wood decks, fencing and siding laster and easier.

Saw Scales

Digital measuring devices have been designed by Accurate Technology to increase the productivity of wood planers, sanders, routers and SAWS.

Step-Saving Gypsonite

Gypsonite gypsum fiberboard from Furman Lumber utilizes a twostep joint compound system to eliminate the need for both taping and a third finishing step.

A base compound bonds the boards together and a finish compound provides a smooth surface for finishing. The final product reportedly is more impact resistant than traditional wallboard, with strong nail and screw holding properties and fire and sound resistance.

Offered in pint containers, it restores all types of bristle brushes, removing both oil-based and latex paints.

Deck Sprayer

A new poly deck sprayer for applying non-pigmented stains, preservatives and sealers has been introduced by H.D. Hudson Manufacturing Co.

The 1.3 gallon sprayer features a brass, flat-fan nozzle for smooth ap-

ProScale's digital lco readout provides greater accuracy and a quicker way to set up machines. The sliding scale, readhead and display are mounted to measure the distances between the material and the blades, cutters or sander. Any change in measurement from a preset point will be displayed as a plus or minus readine.

Water Repellent Lumber

UltraWood water repellent treated lumber is now available from Willamette Industries.

Guaranteed for 50 years, UltraWood repels water and resists ternrite attack, rot and decay.

Redwood Headlines

Two new eye-catching signs advertising redwood are now available from the California Redwood Association.

A colorful red and blue neon sign promotes "Redwood Decks & Fences." Suitable for in-store or in-window display, the 19" x 35" sign can stand on a table top or hang from a ceiling on a chain, which is included.

A colorful banner proclaiming "Redwood The Natural Choice" is ideal for in-store use, on a storefront or at trade shows. The red-and-black message is printed on a 33" x 96" grommeted yellow polyester/ reinforced vinyl panel.

Unlike conventional brushed-on products, the water repellent is added during the treating process to penetrate to the heart of the lumber, protecting the entire piece even after sawing, planing, drilling, painting or staining.

and extension instant on/off

Temporary Wlndow Govcregc

Attractive temporary window coverings have been introduced by Sashades. Inc.

ethane to offer six times the insulating qualities of wood.

Panels ol'a space-age thermoplaslic compound molded from actual oak door casings simulate the grain and construction features of wood. Stiles. rails and nroulding enhance the authentic appearance.

Featured Floorlng

Hardwood flooring with feature strips is new from Bruce Hardwood Floors.

Used instead of makeshift sheets or blankets over windows or patio doors, Sashades use a special nonwoven material that is non-transparent yet lets in daylight.

Each 50" wide by 27' long roll includes enough material to cover six to eight average windows and convenient double-sided installation tape.

Entre Nous In Entry New

The Newport entry door from Peachtree combines the look and feel of wood with a core of polyur-

dThe door is built to fit Peachtree's weatherproof franre system, which f'eatures conrpression weatherstripping and a rubber bottom sweep. Added security is provided by a steel reinforcenrent plate at the strike ianrb.

D-l-Y Garage Opener

A three-piece screw drive garage door opener has been designed for the d-i-yer by Genie.

The systenr is layered with interlocking joints so one end easily fits into another, allowing for easy alignnrent and quiet operation.

D-i-y models with rentote controffers include a premiunr 1/2 hp, fully accessorized system with wallnrounted consolel deluxe | /2 hp nrodel, and l/3 hp systenr.

With fe3t+lre strips. floors can be designed with one-of-a-kind corner treatments, center inset patterns or color highlights to complement a home's decor. Floors and strips are completely finished in the factory and installed straight from the carton.

Three product categories are available.

UERSATILE V-Groove siding lrom 0regon Strand Eoard features tongue and groove milling s0 panel ends don't have t0 meet 0n a slud and end joints don'l require spacing or end clips.

QUAIITY SOUTHERN YEttOW PINE

Speciolty ltems:

6/4 x 5 #3 Shop & Btr.* 8'24' V1MPA Grode Rules. Jomb & Heod Stock

6/4x Rondom\Mdth Mldg. & Btr.* B' - 24' VT^lvPA Grode Rules, Moulding Stock.

Moisture content = 12% slow, low temperoture drying.

Blank Film

A new window film that reflects the sun and cuts glare and air conditioning costs while providing a totally transparent view is new from Madico.

The scratch-resistant, light gray Neutralux film also screens out harmful ultraviolet rays which can fade drapes, carpets and upholstery.

ln -Ground Preservation

Below Ground wood preservative from DAP protects wood fence posts and poles from rot, decay, mold, mildew and termites.

plications. It can be laminated with wood veneers, high and low pressure laminates, paper foils and laminates, and can be cut, drilled, routed, beveled and precision machined.

Stem Search

The Stemfinder computer-driven sales display for faucet repair parts has been introduced by Galaxy.

Special software allows a customer or salesperson to easily identify replacement parts by measuring the old stem with a built-in template and using the telephone-style key pad to have the computer search its memory.

beauty of fine architectural detail with the charm of lush year-round gardening in a precisely engineered window system.

The preservative is suggested for all wood used in the ground including cut ends of pressure treated wood.

The paintable product comes in one gallon cans.

Anti - Insect Particleboard

Termite resistant Duraflake TR, a western fir particleboard specially treated to resist the harmful effects of termites and other wood destroying insects, has been introduced by Willamette Industries.

Special chemicals proven to control termites are added to the manufacturing process, making the board insect resistant. The product is appropriate in tropical climates, such as Florida and Hawaii.

Duraflake TR can be used in a variety of interior woodworking ap-

The computer pictures the replacement stem and lists all suitable replacement parts and their display locations.

Available are various sizes of displays, accommodating different numbers of parts and kits.

Roof Edging

Dura-Edge, a roof edge flashing with an asphalt composition and granulated surface to blend with roofing materials in texture and color, has been introduced by Ridge Manufacturing Co.

The system is crafted from solid wood, with each wood framing member permanently sealed in vinyl for weather protection and ease of maintenance.

Rich oak veneer seat board and premium hardware are standard on all models.

Introducing a New Product?

Please send details to New Products Editor, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660.

Hammer Helper

Nail Pro, a small plastic nail holder that adheres to the side of a hammer to start the nail with one hand and one swing of the hammer, is new from Heritage Marketing Group.

Eliminating the use of metal edging and separate starter course installations, the product offers a durable, maintenance-free surface and selfseal adhesive line.

Garden Viewing

Mohr garden windows from Maple Bros. combine the distinct

Reportedly hammer, the nail, standard penny.

designed to fit every device holds any size or finish, up to a 16

Hlgh Glaer Heat

A Designer Series of saunas featuring details such as rounded, half-round and angled windows with tinted glass is available from Finnleo.

rrufi {, I I

Made of Nordic white spruce with benches of splinterfree African white abachi, the spas have elegant extras including contoured, angled benches, recessed interior lighting, doweled joints, and a wide variety of door and window options.

Adirondack Out Back

An attractive, comfortable line ol traditional American style Adirondack furniture comes ready-to-assemble with easy, illustrated, step-by-step directions from Far East American.

white with three coats of lacquer, chairs feature contoured seals, backs and arms. and are foldable for stora8,e.

FREE READER SERVICE

For more lnformatlon on New Products wrlte Bulldlng Products Dtgest, 4500 Campus Dr., Sulte 480, Newport Beach, Ca.92660. Please mentlon lssue date and page number so we can process your request faster! Many thanks!

No More Tangles

Super Clips have been designed by Rowland Products International to eliminate the inconvenience, mess and danger of tangled cords. They feature a plastic block made of tough polypropylene and a flexible bead strap of thermoplastic polyurethane.

Seven different clips, in sizes from l" to 6", are available in eight colors each to secure ropes, electric cables, home appliances, etc.

FAX: 503-684-7906 1 -800-LJB-LMBR (552-5627) In 0regon 503-620-5847 8858 S,W. Center Ct., Tigard, 0R97223

P,0. Box 23955, Tigard, Oregon 97223

Specializing in Western Softwood Boards & Clears

For all of your finish lumber, from one-half of a truckload to a trainload, just dial... 1-800-LJB-LMBR FAX (503) 684-7906

Broker: Louie Buschbacher, Jacques Voelzke, Jr., Ty Bacon

Office Manager: Carla Renick

f,l

The Cricket Club chair, loveseat and stainless steel hardware and solid Asian tables utilize oak, painted

Annual Forest Products Week

Wood product dealers are being urged to celebrate National Forest Products Week, Oct. 2l-27, with community events and media tours.

The theme is "Wise Use of America's Forests." The American Forest Foundation of the American Forest Council, 1250 Connecticut Ave., N.W., Suite 320, Washington, D.C. 20036, has a free kit available.

This package includes sample news releases, stories and a governor's proclamation draft as well as ideas for ads, several informative brochures and an order form for additional materials.

National Forest Products Week aims to remind people of the importance of the forest and its products in everyday life. It also calls attention to the growing need for productive and healthy forests to meet the increasing demand for wood products in both the U.S. and the world. In America alone, the average person

Dricon Treated Plywood Test

Tests of five-year old condominium roofs in Florida showed Dricon fire retardant treated plywood remained as strong as adjacent untreated plywood.

In an on site version of ASTM test D-I761 developed by Hickson Corp., Atlanta, Ga., strength measurements were taken of 320 samples from roofs built in 1985. The strength values for the treated sheathing slightly exceeded those of

Another Way To Sell Decks

Lumber dealers considering branching out into custom wood patio deck installations can acquire a ready made design, construction and marketing package by afliliating with Archadeck, an operation of U.S. Structures, Inc., Richmond, Va.

Designed to served homeowner, home builder and commercial clients, the franchise stresses high grade materials, fine craftsmanship and meticulous care. Affiliates are able to offer a wide range of designs to suit a variety of sites as well as special built-in features and add-on accessories. All are designed to be built from pressure treated southern pine with optional woods available.

WSAUSA 4 AMARICAS I'0RASTS=[

uses wood and paper products equivalent to what can be produced from one 100 ft. tree each year.

The forest products industry ranks among the top 10 employers in 40 of the 50 states, directly employing some 1.4 million people with an annual payroll of around $31 billion. This counts only those people directly involved in the industry, not the many thousands more who indirectly make their living from forest management and forest products.

Land of DINEH Reputation by Product PONDEROSA PINE

Fine Textured/ Kiln Dried

NAVA-PINE

Premium Quality

Lumber Half Pak HlL.

NAVA-PAK

the untreated sheathing.

"There has been a good deal of concern over heat degradation in FRT roof sheathing," said James Black of Dricon, "but these results again confirm our claims for Dricon FRT plywood." Hickson Corp., owner of the Dricon trademark, has claimed that there has not been a single failure of Dricon material due to heat degradation in any application over the product's l0-year history.

Handi-cut/ Home Ctr. Brds. Half Pak PT.L. and PW.

Premium Mldgs. and Millwork

Bundled/Unitized/ Py/.

Archadeck provides marketing tools, an accounting system, design review and training for both salesmen and construction crews. Special sales, marketing, administration and construction training is given at the Richmond headquarters. A full complement of manuals, video tapes, marketing materials, sales tools, forms and software is available.

At present Archadeck operates east of the Mississippi with 3l locations in 15 states as well as a Japanese office. Lemco, a subsidiary of Mellco, a Perry, Ga., pressure treated lumber manufacturer, owns 400/o of the Archadeck stock.

Dean Setg Fllght Record

Longtime pilot and former Air Force flight instructor Steve Dean, general manager of Dean Lumber Co., Gilmer, Tx., set a world speed record July 26 for a flight from Gilmer to Oshkosh, Wi.

"lt wasn't a hard record to sel," admits Steve. "since no record existed. ln fact, it's possible that no one has ever flown from Gilmer to Oshkosh before."

That did not dampen the enthusiasm of the 30 Cilmerites, including the reigning International Possum Queen, who saw him off nor bother the local newspaper covering the sendoff nor make embroidered "World Record Flight 1990" ballcaps less significant.

Steve flew to Oshkosh in his Beech Bonanza to attend the 1990 International Experimental Aircraft Association Fly-ln Convention, an event which annually attracts thousands of pilots. He was accompanied by passenger Huck DeVenzio from Hickson Corp., supplier of Wolman preservative and Dricon fire retardant for Dean's pressure-treated wood.

Steve soloed while still in high school and spent 20 years in the Air Force, totaling active, active reserve and inactive reserve duties. He figures he's logged about 6500 hours as a pilot, 2500 of those in jets.

Steve's record time from Gilmer to Oshkosh was just under seven hours. He says he could have made it quicker, but he stopped in lllinois to refuel, eat lunch, make a few phone calls and take a short nap.

nEC0nD SETTER Steve Dean, Dean Lumber Co., with Beech Bonanza plane upon arrival

at Oshkosh, Wi.. airfield,

A LTHOUGH NOT a true cedar, a Asouth-of-rhe-border namesake wood is developing an identity all its own. Unlike our domestic softwood cedar, Spanish cedar is a hardwood, but with that pleasant, familiar scent.

The trees can be found from Mexico to the West Indies and in all of the Latin American countries except Chile. Spanish cedar is also known as cedro, South American cedar, Brazilian cedar, Peruvian cedar, British Guiana cedar and like names, according to its country of origin.

The trees grow in mixed forests, where all commercial timber is harvested and later separated at the mill. Since railroads are rare in the dense South American forests, wood is carried to the mills and plants by huge trucks with capacities up to 50 tons. The manufactured product is then trucked to the closest port, where it is loaded onto cargo ships for transport via the Panama Canal to a West Coast destination.

Spanish cedar's heartwood, when freshly cut, is pinkish to reddish brown, darkening to a red or deep reddish brown after exposure. The color is said to vary with location, with the driest harvest sites producing the darker, prized wood. The grain is generally straight, although some interlocking does occur. The hardwood also displays a medium to high lustre, determined by the depth of the wood's colorl the darker the wood, the higher the lustre.

The wood is similar to Central American mahogany in most properties, trailing only in the areas of smoothness, hardness and compression perpendicular to the grain. It has moderately good bending properties; is strong for its weight; dries rapidly with only slight warping, checking

South of the border

cedar is a hardwood

and splitting; works easily and well with hand or machine tools; holds nails; screws well, and glues satisfactorily.

This type of cedar is quite durable, resisting both fungus and termites, but is susceptible to attack by the powder post beetle. Another problem is distortion or collapse, which often can be avoided by kiln drying with a low temperature schedule.

Story at a Glance

Cedar from Latin America is a hardwood retains scent of domestic softwood namesake boasts rich color and physical attributes similar to mahogany. commercial use expanding. The wood's distinguished scent comes from its volatile oil, which may ooze out and appear on the surface as a sticky resin. The gum-like substance can stain materials in close

contact and may cause boards to stick together. Kiln drying the unsurfaced stock followed by heating at 200"F will bring the oils and gums to the surface where they can be removed by planing. If left unattended, the exudation can present problems later in staining and polishing.

Importers believe Spanish cedar from Nicaragua, Costa Rica and the Amazon area has more exudation than does wood from Mexico. Belize and Guatemala, making the latter wood preferred.

Actually, the genus Cedrelagrows in about 20 different commercial species. The most prevalent of these are'. Cedrela odorata, found in the high meadows of the Amazon forests, Cedrela ongust|folia, common in the humid forests of the coastal regions, and Cedrela y'sst'/q which grows in inland jungles.

Traditionally, the hardwood has been used so often for cigar boxes, it is sometimes called cigar box cedar. Other products include furniture, cabinets, paneling, high-class joinery, flooring, house construction, boat building, skins of racing boats, canoe decks, organ sound boards, clothing chests, lead pencils, and sliced veneers for paneling.

NEWLITERATURE

Wall Rurh

Infornration on Marlite Brand products, including Displawall nrerchandising walls, sanitary walls, fire-rated walls and decorative walls in planks, panels and tanrbours, is available fronr lnrleld Enterprises, I I3 | W. Collins Ave., Orange, Ca.92667. (714) 639-2901.

Ingurance Info

"Three lmportant Obligations in Your Property Insurance Policy" is free from Lumbermen's Underwriting Alliance, 2501 N. Military Trail. Boca Raton, t'1.33431.

Wood Blble

The WoodBook for 1990, a 354-p. product reference for the building industry, is $20 from Hatton-Brown Publishers, (800) 669-5613.

Mouldlng Menu

A newly revised moulding, flooring accessories and cabinet stock catalog is free from Hardwood Dimension Co., Box 40895, Memphis, Tn. 38174.

Builders' Bulletins

Two new "Builders Tips" leaflets, on building a squeak-free floor system and finishing siding, are free from American Plywood Association, Box I1700, Tacoma, Wa.984ll.

Lift Additions

Standard operator restraints on lift trucks are discussed in a free brochure from Caterpillar, Box 739, Berea, Oh. 44017.

Log Home Finishes

A 20-p. booklet on exterior and interior wood finishes for log home structures is free from Akzo Coatings, (800) 8337288.

Sunroom Plans

A sunroom addition information kit is available from Crestline. Box 8007. Wausau, Wi. 54402.

Floorlng Sales Package

A prefinished flooring sales kit, including price comparison sheet, display catalog sheet, catalog, floor care folders, ad slicks, carrying case and samples of the wax, steel wool, polishing cloth and flooring strip, is available through Memphis Hardwood Flooring Co., l55l N. Thomas St., Memphis, Tn. 38107.

Decorator's Helper

"Tomorrow's Heirlooms Today," a booklet on decorating & furniture selection, is free for a stamped, self-addressed envelope lrom Particleboard/Medium Density Fiberboard Insrirure, 18928 Premiere Ct., Gaithersburg, Md. 20879.

Hardwood Entrances

A standard 22-p. catalog and a smaller, pocket-sized catalog of Mastermark handcrafted stile & rail wood panel doors are free from Simpson Door Co., (206) 495-329r.

Hardwoodr To Go

A brochure on donrestic and export hardwood lumber products is lree fronr Tree Products Hardwoods. Inc.. lJox 280, Lake Oswego. Or. 97034.

Sherwood Lumber Blo

An 8-p. profile ol lunrber wholesaler Sherwood Lumber Corp. is free by calling (800) 645-6226,

Roof Ald

A 6-p. roof nraintenance products brochure is free from Kool Seal. (800) 32t-0572.

Steel Door Guide

A 4-p. selection guide to steel entry doors. door lites and sidelites is free from Castlegate, (800) 835-0364

Behind Bars

"Do's & Don'ts of Bar Coding," a guide to setting up a scanning system, is lree from Monarch Marking Systems, (800) 543-6650.

Season's Greetings

A full color, ll2-p. catalog ol over 20,000 dilferent Christmas itenrs is available from Kurt S. Adler, Inc./ Santa's World, I 107 Broadway, New York, N.Y. 10010.

Wood Machinery Directory

The 184-p. Wood Machinery Manulacturers of America buyer's guide & directory is free from WMMA, 1900 Arch St., Philadelphia, Pa. 19103.

Timber Products

FOR PROMPT SERVICE

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

A series of booklets on Plum Creek Timber Co. plywood, mdf and exports is free from Box 160, Columbia Falls, Mt. 59912.

Column Writings

An architectural columns catalog is free from Outwater Plastic/lndustries. (800) 543-3217.

i,?!.ti:it:'ii$J,!it:li:i.'riltiq;i1ii.+iiiiiiriiriiiii:;i.,ii ii11i'iil:;iiliiii:iiii:ii iii:iirii;:ii:

MAUGANS AND ASSOCIATES

P.O. Box 36802 Birmingham, AL 35236 Laoo-426-4172 205-587-7382

CONFIDENTIAL INOUIRIESFEE PAID

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. (714) 9988680. Please see our ad on page 4.

,.t2,, * ONLY Manufacturer of Acorn Oak@Brand S4S Sanded Hardwood Boards

* Quality Oak Mouldings

* Veneered Products

Glued Panels/FingerJointed Products Turnings

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; $6. 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 Buildine Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Make checks payable to Cutler Publishing, Inc. Mail mpy 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.

"Recruitingfor the Forest Products Industry"

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

Help your customer add an outdoor room

ONSUMERS are expected to probably looking for an inexpensive sun room, a game room, a party spen residential additions and alterations. sent home. but many of your customers are

"Add a deck" is usually the best advice you can give them for adding the most square feet of living space at the most economical cost. Compared to adding a room, a deck is an excellent buy. lt is the most economical way to add extra living space and extra value.

There is no living space more readily adaptable to serving a multitude of changing family needs. All in the course of a single day a deck can serve as a breakfast room, an exercise room, a reading room, a

Story at a Glane

Ways you can help your cus. tomer add space to a cramped house al budget prlces and get your share of the S4t0 bllllon remodellng market.

The popularity of decks is confirmed by Qualilied Remodeler Magazine which rates decks as one of the top five improvements that can be made in remodeling a home. In addition to better living benefits, the homeowner receives an estimated 800/o return on the investment, according to their figures.

0ECI(S such as these can add living space and a new look to an older home. Simpson Timber Co. in their new TooDeck redwood product line is marketing the most popular redwood decking grades and lumber sizes air seasoned, graded for decking use and available in 2 lt. increments ranging lrom 8-20 ft.

A deck project often allows a dealer to sell more than decking. Larger windows, French doors, wooden sliders, patio doors, railings, trellis, fencing and building materials such as hardware, nails, stain, paint and tools are needed to complete each project. Finishing touches including outdoor furniture, planters, garden containers, grass, plants and flowers are additional sales.

Dealers with deck design software packages can custom design a deck to fit each customer's special needs, providing plans and material lists. Those without computer design centers can help their customers modify existing deck plans if necessary.

Dealers also can recommend contractors to build decks, provide installation service or assist the do-ityourselfer. All are an incentive for a customer to buy materials.

In many areas there's plenty of time to complete a deck before winter. If not, it's not too early to plan for next spring.

includinB both our hardwood Series and past Hardwood Special Issues!

WIDE

Selected from most popular hardwood articles and information contained in these reprints will hands in the business as well as newcomers who need PLAIN

APPEAL years ofour features, the appeal to old to learn fast.

and SIMPLE

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

EFFECTIVE TRAINING AID

DOMESTIC HARDI)yOODS

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 oakr

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

A background on walnut

Black walnut

General physical properties of Southern hardwoods (16 species)

Working with hardwoods (16 species)

Hickory's looking good (two parts)

Koa: the Royal Hawaiian hardwood

Buy each g:roup singly ()r save money and get all three for onlv $19.

Includes 28 separate reprints!

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 hear.yweight and the lightweight 0ignum vitae, balsa)

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

Two varieties of brosimum

45OO Campus Drive, suite 48O

Nervport Beach, Ca. 9266O

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

E Domestic Hardwoods $12

I Southeast Asian Hardwoods $7

tr South American Hardwoods $6

tr All three $19 (the bigbaqgain)

tr Check enclosed

Address

I Cash enclosed

Obltuarles

Joc Montslbano, president of Montalbano Lumber Co., Houston, Tx., died Sept. 4, 1990, in Houston. He was 83.

A lifelong native of Houston, he joined the family business at age 15, succeeding his father as president in 1947.

Mr. Montalbano is survived by his widow, Sadie, three sons. l0 grandchildren and four great-grandchildren.

Personals

(Continued Jrom page 2-S)

R. Don Yount has joined lliWood lnternational, Memphis, Tn., according to llob Brown, pres.

Phil Ward is the new asst. controller at Ilriggs Industries, Tampa, Fl.

Jerry Wilson has been named v.p. & senior merchandise mgr., wood products, for Wickes Lumber. Pat Sill is now v.p. & merchandise mgr. lor building products and Bob Rowatt, v.p. of central replenishment.

Sonny Sutherland, southeastern district mgr., has left the National Forest Products Association, Edwin R. Tharpe, North Wilkesboro, N.C., has been promoted to director of inventory count & analysis. Dennis Huggins is new to contractor sales promotions and Robert L. Whiddon, mgr., federal taxation.

Wade Mclnnis and Janet Craft, computer information systems, Lowe's, North Wilkesboro, N.C., have been honored by the company for their recruitment efforts. Tam Hutchinson and Joyce Norman received awards for cost-saving ideas.

Tom Kosiba has left Hickson Corp., Atlanta. Ga.. to re-enter the dinnerware business in the Chicago, ll., area.

SP Loses Big Export Buyer

Southern pine export sales may be a casualty of the Middle East crisis.

About a third of the June southern pine exports went to lraq. Since the first of the year that country has been the industry's second largest customer, buying 120/o or nearly 22 million board feet of southern pine lumber.

BUil0l|S publicizing the environmental benefits of treated wood are available from the American Wood Preservers Institute, 1945 Old Gallows Rd., No. 550, Vienna, Va.22182, for 26C each plus postage.

Envlronmental Tv Interactlon

What is said to be the first environmental television program linked to its viewers via computer, Network Earth, made its debut on Turner Broadcasting System Aug. 12.

10 lnventory Gontrol Tlps

(1) Don't make theft too easy. Lock up anything easily pilfered.

(2) Use a gate guard. The big retailers have been using greeters for years. They are there not only to say "hello," but to check in packages and make sure returned goods aren't picked up on the way in the store.

(3) Check in any returned goods and require proofofpurchase. If no original invoice is available, hand write a return slip and research further. And get a reason why the items were returned.

(4) Label bulk merchandise bins, use bin labels in the store. Can your salesmen and loaders tell the difference in grades of plywood?

(5) Look for recurring discrepancies. If you are always short in a particular product and not in others, make a point to find out why.

(6) Do cycle counts. Specifically on high volume and/or high cost items. These have the greatest effect on total valuation.

(7) Keep it neat. tt is easier to count and see errors in a well kept store. Pilferage is discouraged by having almost everything in its place.

(t) Keep your receiving timely. Enter goods received as soon as possible to keep from selling into negative quantities, This keeps quantities current and average cost calculations correct.

(9) Research all adjustments. Make sure any time an adjustment occurs, there is a good reason. Document as they occur.

(10)Put some trust in the quantity on hand your system reports. Those numbers were entered for a reason, and if the count is incorrect, find out why.

These suggestions were compiled by Dave Waddell, Southern Solution Center manager, Dataline Corp., Atlanta. Ga.

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Allgeier Computer Corp..........Cover III

Arizona Pacific Wood Preserving........ 19

Bean Lumber Co.. Curt .........7

Berdex lnternational., .,,,,,...24

Beverly Manufacturing .., ...,. l8

Bowie Sims Prange. ............6

Cal-Tex Lumber Co. ... . ,... .2E

Curtner-Parker Lumber Co. ............32

Equipment Remarketing ..... l8

Fibreboard Corp.,. .. Cover II, 3

Glen Oak Lumber & Milling ...........35

Hardwood Flooring & Paneling .. ... .32

Heritage Windows. Cover lV

Hickson Corp... Cover I

Jordan Redwood Lumber Co., Lee Roy ..22

LJB Lumber Sales... ......30

MarketBuilders, lnc...., ......17

Navqio Forest Products Industries. .31

Product Sales Co., ..,.,.4

Rounds&PorterCo...... .....,23

The Merchant Magazine .......37

Willamette Industries .......20-21

Woodfold-Marco Manufacturing Inc, ..... 5

New fmerrrentWrndom mth a, fimhf II*t't $.

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