Building Products Digest - October 1991

Prcsclatlve breakthru

EPA, AWPA okay CSI product

Hlgh, hlgher, hlghcr.t

Gondolas change direction

Cyprces b a hardwood?

Answers to customer queries

What'c the bee]?

Boycotts don't save trees

7ap Into new dollarx

Lucrative business accounts

I O2-year-old Vlrglnla dealer glamorlzea rtore

Employees work nights, add millwork, deck, design house

Housewrap makeg conttactor customera look good

Film-type covering insulates, saves on heating and cooling

What hardwood deaierc want Jrom supptlerg

Quality, ontime delivery, secure packaging top the list

tanuJacturers change d-i-y hardwood presentation

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avai|ab|e.Sing|ecopies.S3;backissues-s4.50whenavai|ab|e,p|usshipping' tected and must nol be rerroduced in any manner without written permission. All Rights Reserved. Building Products Digest assumes n0 liability lor materials furnished to it.

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EDITORIAL

Tlme for the grip and grin

EALL BEGINS a round of uade shows and exI hibits that lasts until next spring. Unfortunately, the patience exhibitors and showgoers have with each other is of far shorter duration.

Exhibitors say dealers don't buy enough; they "walk past the booth at 60 mph;" spend too linle time in the hall; fail to acknowledge the services of faithful vendors; are ill prepared to treat the show as a business venue; act as if they are on vacation; and generally skim over a number of business basics, including a simple thank you.

Dealers can be equally harsh on exhibitors: displays charitably described as underwhelming; bored salespeople (if that's the correct term for them) half asleep in their chairs; company people too busy to talk to the interested dealer; uninformed booth personnel who seemingly know less about their products than the average housewife;

companies who display, but can't take an order even when the persistent dealer tries to buy something.

While plenty of exceptions are around to counter these gripes, what the complainers say on each side of the question is unfortunately all too true. When, for example, both sides say the other "fails to support the show," therc is much truth in the statement.

Despite all the advances in electronic buying via computers and the myriad new ways information is disseminated, we just can't believe that the exhibiticins and shows we know and sometimes love will ever fade away.

People-to-people contact is just too important in making things happen in business. However, we need all the people involved to work harder to keep the shows the asset they should be.

1-soo-LJJlfi

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

markctr ln l3 Southcm .t.tc.

DAVID CUTLER publlsher

Broker: Louie Buschbacher, Jacques Voelzke, Jr., Ken Zyvoloski, Office Manager: Carla Renick

New wood preservative satisfies EPA demands

A new wood preseruative said to be environmentally safe has been okayed for use in the U.S.

Registered with the EPA in June, ammoniacal copper quat (ACQ) has been accepted by the American Wood Preserver's Association. Accepted as an inorganic wood preservative system by the AWPA P-4 committee during the annual technical committee meetings in Clearwater Beach, Fl., Sept. 8-13, ACQ will be added to AWPA Standard P-5 (waterborne preservatives) as ACQ-Type A and ACQ-Type B. Comprised of copper oxide and quaternary ammonium, ACQ is canied in aqueous ammonia.

The AWPA has set retention levels of.25 lbs. per cu. ft. above ground and .40 lbs. per cu. ft. with ground contacr, the same as for CCA.

Following AWPA procedures, ACQ will be presented to the general membership at the May 1992 annual meeting, with inclusion in AWPA

publications probably occuring in 1993, according to John Hall, AWPA executive director.

ACQ has been used in Scandinavia for two years and in Japan for a little over a year. Its use in the U.S. has been limited to technical trials. The product has a history of more than nine years ofextensive and exhaustive testing, according to a spokesman for CSI, Charlotte, N.C. CSI will make and market ACQ in the U.S. under a brand name still to be determined.

The product has many advantages, Jim Saur, vice president of marketing, explains, and penetates a wider range of softwood species than CCA. Lumber treated with it has a brown color and is easily painted or stained. A competitive warranty will be offered by CSI when marketing begins, Saur says.

The treating process will remain essentially the same as the process using CCA. Treaters will be able to use

existing equipment with slight modification, although all traces of previously used chemicals will have to be purged to avoid cross-contamination. Treaters who use the product will not be subject to current EPA listing.

CSI has completed a comprehensive marketing study to determine the areas where the new product will debut. Saur estimates products treated with it will be available for the 1992 spring buying season.

The cost to consumers is expected to be l0-25Vo higher than the average CCA treated wood price, but CS['s research claims that consumers and specifiers are willing to pay more for an environmentally acceptable product.

Reaction in the pressure treating community is mixed. ACQ is not unknown to most of the chemical companies and treaters. A large chemical supplier says they tested it in their lab and found it lacking. Some express reluctance to accept a product with such a short history, while others balk at the higher cost. However, all agree that an environmentally acceptable preservative is a step in the right direction to answer increasing EPA regulatory pressures.

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It pays to know how your hardwood is measured

By Gage McKinney

CINCE some suppliers are now t)shipping hardwoods based on "block tally" while others are using the conventional "piece tally," it's more imporlant than ever for you to understand exactly how the lumber you buy is being measured.

A piece tally, the industry standard, measur€s each individual board. Lumber clerks use a special yardJong ruler (called a tally stick) to calculate the board footage in each board as they put a shipment together. This tally is usually given to the customer with the bill of lading so that he can see exactly how many boards were shipped and how many feet are in each one.

A block tally approximates the results of a piece tally. In making a block tally a clerk estimates the average length and width of a bundle of lumber. He calculates the average footage in a tier, and multiplies that number by the number of tiers in the bundle.

The high labor costs associated with hardwoods, and a very competitive market, have caused some suppliers to ship bundles or containers using block tallies. Often they include copies of their calculations with the shipment. A friend of mine, an experienced hardwood lumberman, told me that when he block tallies bundles with uniform lengths, he expects to come within3Vo to 5Vo of a piece ally. (He uses block tallies for inventory puposes only, and always delivers lumber to his customers based on a piece tally.)

Several years ago a prominent manufacturer of alder and western maple advertised that their block tallies were within lEa accnracy of a stock tally. The claim was based on several years of testing at their mill. It was also limited to two species-alder and westem maple-which are manufactured in relatively uniform widths and packaged in bundles of a single length.

Tallying other species of hardwood is more complicated. A variety of

widths and lengths makes it more difficult for a clerk to estimate the footage of lumber in an average tier. When block tallying random length bundles, a deviation of 1Vo to l0Vo is likely. If a clerk misjudges the lengths, then a block tally could be off by even more. At the price of hardwoods that could translate into a sizable difference in dollars.

Whether you are buying hardwoods by block tally or piece tally, good busi. ness practice requires that you inspect every load of hardwood you receive. The first step is to block tally the load yourself, and you might ny a method that I have found useful. Using a tally stick, calculate the footage in four or five tiers of lumber, and then multiply the average by the number of tiers in the load. If your results don't approximate the supplier's figures, make a note on the supplier's copy of the bill of lading.

Next, piece tally the load yourself. It's the only sure way of knowing that no errors have been made and that you're getting all that hardwood that you ordered.

If you don't have a tally stick, you can order one from Frank R. Buck & Company of Fairfield, Il., for less than $30. (See New Literatare pageforfree catalog.) In recent years several hardwood suppliers have given tally sticls to their customers. If you don't know how to use a tally stick, any hardwood salesperson can teach you in a few minutes. When I was on the road selling hardwoods, I used to love the chance to loosen my tie, roll up my sleeves, and help a customer tally some hardwood.

Every tally will vary because there is always an element of judgement involved, but your piece tally should be within a small percentage of the supplier's. If it isn't, an error has been made and you may be entitled to an adjusunent.

If you're tallying lumber that has

been snaight-lined or surfaced on four sides, you'll have to make allowances. The waste involved in milling can be surprising. But by regularly tallying the lumber you receive and keeping records, you will know exactly what to expect in a milled shipment.

If you don't think you have the time to tally incoming shipments, then you might consider tallying every third shipment or random shipments. Unless you have a piece tally, though, you can't be sure how much hardwood you've received. I have tallied every piece of hardwood ['ve ever bought, and ['m convinced it's worth the time and effort.

If you discover a discrepancy in a tally, keep in mind that mistakes happen. From my own experience managing hardwood operations, I know how easy it is to mistakenly leave a bundle off a shipment, or even a few tiers off a bundle. If you've been shorted, your hardwood supplier will be anxious to make things right. tf your supplier isn't responsive, however, and you can't get satisfaction any other way, contact the state agency responsible for weights and measures.

SlorvataGlane

Advant-ages and disadvantages of piece tally and block tally ways to verify accuracy . . . how to handle discrcpancies.

HARDW00D lumberyard employees learn hardwood measuring from Bob Sabistina (far right), National Hardwood Lumber Association instructor.

IJOME improvement product disI lplays today have come a long way since the standard pegboards and shelves.

"There's been a big change," says one national fixture manufacturer. "Dealers used to be told by a limited number of manufacturers how they need to display their products. The opposite is true today. Dealers can dictate how they want to display, and we try to accommodate them."

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Ston Plrnnlng Swlco

Thc Nrtiond Lunbcr & Bulldlng Mrtcrlal Dealcr Arsocisdon hu inr,oduccd a ncw Storr rnd Yrrd Dcvclopncnt Prognn ihncd at hclplng inda' pcndcnt lumb6 dealcrr bccomc norcconpctidvc.

Scrvicer rengc fum dcrigning rack systems for rero-fit ap plications to providing comprchensive sie andysis, fcasibility studies and dcsigning complete material handling systcms for new yard opcrations.

S:toruataGlane

RefixtuTing begins with an image .types of displays and racks now available how to position and select the proper fixtures.

act specifications. A few even offer Computer Aided Design services to help dealers lay out their new displays. Many home improvement product manufacturers also offer product specific displays which increasingly are emphasizing maximum product displayed in a minimum amount of squarc footage. Displays are often eyecatching, portable and able to act as an extra salesman, with informative headers, samples and "take home" litelarure.

Drawbacks for these include devoting too much space to a product and the disjointed look that may result from too many one-of-a-kind displays.

Refixturing a store begins with determining the store's image. Will you present the naditional "gondola store" or a "stock them high to watch them buy" home center? With the success of some of the giants, many stores are scrambling to tie into the home center image. But it's more than stocking everything on self service racks. You must be able to turn a profit on high volume and low margins, and you'll need an ample square footage, high roof facility to accommodate this.

National rack and fixture companies have signed on to plovide a full range of products. "Whe0rer it be racking for sheet goods, pallet storage of roofing, cement and insulation, cantilever racks for lumber storage, rack supported buildings or storc fixturcs to attractively display shelf goods, we will provide it all," said Gary Donnelly, NLBMDA executive vice prcsident.

Gary D. Storbakken, a 25year veteran of marketing, advertising and storc planning in the building material industry, will direct the new program, based out of Michigan Lumber & Building Materials Association headquarters in Lansing.

long. You want to create an easy flow layout to get people through the store and even into the comers quickly.

Aisle sizes can be determined by considering what is to be stocked. Will it be hand-carried to the checkout or toted in a shopping cart? Do you need forklift access?

Racking and fixture companies are constantly introducing entirely new systems and variations on industry standards such as cantilever racks, pallet racks, cantilever rack buildings, door frames, A frames, half-A-frames, bins and specialty racks, some custom designed and accessorized to your ex-

To position the fixtures, look at an overhead view plan of the facility. Where are the structural members? Where are the roll up and entry doors? Make an intersection of lines across doors and between members to create natural traffic patterns. This allows you to identify where the racks do not be-

In actually selecting the best types of fixtures, one fixture representative recommends research, "There's a wealth of information out there." he says. "First ask your affiliated co-op." The majors all have helpful suggestions and sources for fixtures. Next. visit other stores both similar in size and location and different in size and location.

Finally, contact the fixture companies themselves. "We are constantly calling on dealers so we run into everything," he adds. "We have a lot of information available just for the asking. All you need is the initial idea."

Answers to a customer's questions about eypress

Q: ts cypress a softwood or hardwood?

A: Cyptess is technically a softwood, but it is graded as a hardwood according to the National Hardwood Lumber Association's rules. Although it has needlelike leaves typical of softwoods, cypress loses its needles during the autumn and winter.

Q: wnere does cypress grow?

A: Cypress grows in the swamp areas of the Southeast from the Carolinas to Florida and along the Gulf of Mexico into Texas. Because it is found in remote, swampy areas, some of the harvesting is done with helicopters.

Q: Is cypress the same as tidewater red cypress?

A: Cyptess is the common name for baldcypress (Taxodium distichum) but it is also known as southem cypress, red cypress, yellow cypress, white cypress and, commercially, tidewater red cypress and gulf cypress. Red cypress is often used to describe the coastal cypress and yellow cypress to designate inland grown.

Q: ls cypress a new lumber product? I've never heard of iL

A: Cypt"ss has been used for thousands of years, according to historians. Ancient Egyptians crafted murnmy cases of cypress and medieval craftsmen used cypress for carved cathedral doors. Because it became difficult to harvest, little was available a few years ago, but modern methods now assure a steady, plentiful supply.

Q: wtr"o can cypress be used?

A: Cypress is a versatile wood with many uses. It comes rough sawn or smooth in a variety of siding patterns and takes nearly every surface treatment available. The wood is ideal for fences and other outdoor uses as well as siding, millwork and paneling.

Q: tr cypness durable?

A: Cypress has a natural pleservative oil known as cypressene which gives the heartwood resistance to insects and decay. With a suitable surface

StoryataGlarre

Information that can help you sell cypress . . product benefits, handling tips, free libraturc, information sources.

treatment, cyprcss generally has superior durability, holding paint well and resisting weather.

Q: Ooes cypress have any special characteristics?

A: Cyptess has a rich color ranging from off-white to deep red and a handsome grain which makes it a natural for interior paneling. Pecky cypress, which has unique three dimensional markings, has an especially atfiactive rustic appearance. Used with a protective coating, cypress acquires a beautiful natural finish.

Q: l. cypr"ss difficult to work?

A: Cyptess when well seasoned (dry) has little tendency to warp, twist or cup and has good nail holding ability. Because it is sold in random lengths of 6 to 16 feet and widths of 4 to 12 inches, cypress requires fewer cuts and joints at the job site.

Q: noes cypress have to be special ordered?

A: Cypresr is readily available, but special patterns or characteristics can be ordered.

Q: wtrere can I get more information about cypress?

A: " Cypress: The Distinction You Deserve," published by the Southern Cypress Manufacturers Association, 2831 Airways Blvd., Suite 205, Memphis, Tn.38132, (901) 3462222, tells you more about the wood with photos to demonstrate its use. The association of cypress manufacturers and dealers is available to answer questions or work with special needs.

PECKY cypress which omes in different tex. tures is handsome in interior paneling.

A new perspective on tropical hardwood use

By J. Scott Wilber Trcpical Forest Foundation

ffi .'ilfr H:,'*":

or a member of a construction, architectural or design firm, supplying or recommending tropical wood products, you may have to address consumer concerns about these products and how their use may or may not contribute to the destruction of tropical forests.

Consumers demand good answers. Environmental groups have initiated campaigns publicizing the negative impacts of commercial forestry, calling for boycotts of ropical wood products. Although most of these campaigns are well-meaning and draw attention to the unsustainable nature of current harvesting practices in the tropics, it is unlikely that they will curb deforestation. Such campaigns do not encourage tropical countries to conserve and properly manage their forests. They point out a problem, but offer no solutions...only a penalty.

Contrary to popular belief, developing countries are making impressive strides toward improved management of tropical timber resources. Boycotts tend to depress the value of hardwoods and the forests that contain them. Commercial forestry must compete with other forms of land use. If there are no economic benefits to be

gained from the utilization of forest resources, tropical forests are likely to be cut down, bumed and permanently converted to agricultural or livestock production, yielding exactly the opposite result intended by the boycott.

There are legitimate reasons for not imposing constraints on the trade of tropical wood products, but they should not be used as an excuse for inaction. Less than l7o of all tropical forestry is being managed on a sustainable basis. Rather than campaign against commercial forestry and the use of tropical wood products, those concerned about the fate of tropical forests should insist that nopical wood products originate from well-managed sources and campaign for the adoption of better practices and policies that will achieve this goal.

Currently, most commercial logging in the tropics does not adhere to a sustainability standard with the harvesting generally exceeding growth. Even if it did, measuring sustainability only in terms of timber resources and the growth in timber volume is too limiting. To be considered truly sustainable, forestry must balance timber management with non-timber resources,

The International Tropical Timber Organization (ITIO) has established

BOYCOTT8 ot mpbal hdwmd Foduct do lldo b serro bFlb ludr ar hce, mpo'b 0p Troplcal Foregl Foundellon whlch promoles gugtalned use.

the year 2000 as a target for all timber in intemational trade to originate from sustainably managed souro$. In support of this goal, the Tropical Forcst Foundation C[FF), a non-profit educational organization, is launching a proggam to seek out and rccognizc exemplary achievements in the sustainable use of forest resources in the producing countries. By focusing on positive developments, the TFF aspires to counter the misconception that sustainable forest management is beyond achievement. Generally, the problem is not devising sustainable utilization systems, but making them work under the socioeconomic and political conditions prevailing in the ropical countries.

While the primary focus of the TFF program is to recognize those doing successful work in tropical forest management, the underlying intent is to inform consumers and producers alike of the principles and benefits of sustainable forest management. Ideally, projects and programs recognized will serve as models for others.

Campaigning against c€rtain practices and particular products does not necessarily lead to better practices or alternative uses of tropical forests. The tropical countries need positive feedback. Those who disnibute and use tropical wood products have to become more aware of the issues surrounding tropical deforestation and actively involve themselves in the search for solutions.

For more information about the use of tropical woods and sustainable forest management programs write : Tropical Forest Foundation, 1421 Pince St., Ste. 230, Alexardia, Va. 22314: or call (703) 836-7088 --editor.

Sitory ataGhne

Ways to help customers develop posltlve attitudes towards troplcal hardwood use . . reasons boycotts fall to achleve conservation or better forest management which organizations encourage sustained yield.

mercial ac hts =

EOR the building products supplier, f commercial accounts present an opportunity to expand business without adding new personnel or inventory.

Using an existing operation and suppliers, basic items such as lumber, plywood and many specialty products can be marketed successfully to commercial customers in an existing service area. As with any new market, planning is the key to success.

This is best done in a round table fashion with management, sales and senior yard personnel. @on't overlook the yard people who often know the most about what is used in manufacturing operations such as fumiture, fixtures and cabinetmaking.) Performing goal setting and set-up as a group is important to foster a team spirit and the 'tan do" attitude which impresses customers.

Examine the store's product line to determine items appealing to manufacturers. For example, large quantities of pine lumber are used in many sub-framing applications for commercial fixtures. Next define the size of the accounts wanted. Often the quantities a dealer is able to handle will determine to whom he sells. Profitability is higher in smaller quantities and a firm may find a niche in this category.

Using a newer salesperson who is excited about new markets is often the best way to gather and disseminate information to the rest of the sales force. Avoid the "scatter shot" approach to field work where everyone drives around town to seek out new accounts. This wastes time and money and the poor results discourage the group.

A search for names by Standard Industrial Classification (SIC) code and sales volume in manufacturing

and corporate directories at the library can produce a quality list quickly. Other studies are industry specific directories and association listings. Don't overlook librarians as a resource. Skilled in searching out needs, they are often highly enthusiastic helpers. An outside market developer is another option.

Once the specific accounts are identified, distribute them a few at a time, no more than l0 to each salesperson to contact in addition to his existing accounts. This lowers the cost of contacts and eases salespeople into the change. If compensation is tied to new, profitable sales, the astute will see a good oppornmity for income and run with it.

StqyataGlane

How to get and keep commercial customers . . . determining products to sell, potential customer base, account size . cold calling techniques, service suggestions.

Keep presentation materials simple: a list of products relevant to manufacturing, a general list of product categories handled and a company brochure. A single sheet detailing the company's history, stability and unique qualities is an excellent intnoduction on a cold call.

The key to servicing commercial accounts is knowledge and asking questions obtains it. I".eaming the specific applications products will be used for and the end use of the finished

goods leads to a problem solving approach which ultimately helps develop a loyal supplier/customer relationship.

Upgraded quality and profitability often result when a salesman's expertise demonstrates that better materials actually save the customer money by more efficient use of their facilities. Often price is secondary to a dependable supply of quality materials. Using a program approach can set the supplier apart from the competition and implies a commifinent to a lasting relationship. Asking questions and exchanging ideas can unearth additional products and services which can be supplied. Referrals to other customers are a byproduct of the give and take of a mature relationship. These are usually high quality with the source name opening doors. Be certain salespeople ask for them.

A follow up thank you letter, note or FAX after each meeting is a must. Mention areas of interest discussed and new products or services subsequently thought of. Always follow written correspondence with a call the next week. Don't neglect follow-up contacts. Their absence is perhaps the single greatest cause of customer attrition.

After the process has matured, management needs to examine which types of customers are the most profitable and encourage development of these. Surprising changes can occur in profitability of firms attuned to the commercial market. With a flexible attitude and a hard won reputation for fine service, a new customer base can begin to flourish and contribute profits to a business.

Hunsberger is a market development consubant with ,4SR Industries, M inneapolis, Mn.-editor.

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1889 gets a new look

THE PROFESSIONAL contractor trade had been the main target of W. T. Galliher & Bro. Inc., a 1O2-yearold, independent lumber yard in Springfieltt, Va., for riany years, ulrt tne changing market prompted a decision that the servbes they offered would also be aftractive to the do-it-yourself market, Georgi Garner, purchasing and administrative supervisor, explains. Setting out to entice the d-i-y portion of the market, they embarked on a total remodeling of the facility. Renovations began in February, 1991, on both the offices and showroom with an effort to incorporate as many products sold in the store as possible into the

prcject. (1) Areas that were serviceable, but dull with little eye appeal were tom out and replaced (2) with elegant applications showing otf building materials and (3) rooms such as this handsome library which displays the exceptional custom millwork available from the Galliher mill while serving as a lending library of informative materials for customers. (4) The sales counter in the showroom was functional before the renovation, but now (5) it is luxurious, displaying columns and flexible moulding on its curved front. (6) The entrance to the office reception area, which can be viewed from the showroom, displays more building materials. (7) The once

very odinary showroom is now full of interest including (8) this intriguing back corner area combining a pressure treated deck with a tool display. (9) An exterior wall shows off a variety of sidings, stone, millwork trims, doors and installed windows. In the short time since completion, the showroom has been well received by both contractor and do-it-yourself customers. The new design concept encourages homeowners to shop at Gallihe/s. Contractor customers appreciate the attractive displays when they visit the contactor office. In addition, they now often send undecided customers to the convenient showroom for helo.

BEFORE the store was renrodeled, customers selected their windows from (10) the standard free standing displays. (1 1)Actual window settings enhanced with innovative moulding applications now allow customers to visualize how the windows will look in their own homes. (12) Even the window treatments are now displays. (13) Unimaginative displays had littte appeal for d-i-yers, but now (14) the inside of the showroom's exterior wall is a redwood house with subtle displays focusing on lumber, ceiling tile, ladders and 6tner OuilOing products. (15) The amount of space devoted to windows

and doors has been expanded with the new creative displays. ('16) This was the back corner of the old showroom. The wall and the shipping department located behind it were moved to be replaced with (17) a striking kitchen/bath disptay featuring upgraOes in coun-ter tops, faucets'and other kitchen and bath hardware. ('18) This bath display demonstrates the criteria used throughout lhe remodeling of attractively highlighting as many products as possible in a limited amount of space. Most of the planning, designing and construction for the new look was done bv the Galliher & Bro. employees working at riight

They are proud of the results and take pride in sh0wing customers the building materials applications while explaining their benefits and guiding their selections. Moving the shippping department and yard superintendent's office gave the showroom use of additional footage, but no actual enlarging was done. An increased advertising program is making the Springfield area moie'awlre of Gallihe/J and creating repeat as well as new business. Because the store is located in a remote area, many potential customers were unaware of its existence, Garner said.

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Builderama, Savannah, Cia., filed Chapter | | bankruptcy and closed five of its six storcs (sce story p. 38)...Carrsc*'av l.unrber Co., Fort Lauderdale, Fl., was rated the top colr"lponcnt manufacturer in the state and lOth in the nation by Autontatecl Buildcr tnagaztne...

Construction of a Hontc Dcnot in Euless, Tx., received preliininary city council approval...a Jan. '92 opening is schcdulecl for a Honte Depot in Whitc Rock Marketplace, Dallas, Tx....new stores in Casselberry and Altamontc Springs, Fl., replacc' an Altarrtontc Matl Depot due to close Feb....an Alexandria, Ya., Homc Depot is set to open at the end of l 993.. ..

Lowe's opened a relocated store in Burlington, N.C., with a Thanksgiving opening set for a unit under construction in Rocky Mount, N.C....existing Lov'e's stores in Chester, Va.; Mount Pleasant. S.C.; Tupelo, Ms., and Monroe, N.C., will be replaced with larger facilities; the present Chester location will becorne a contractor yard ...Lowe's, Murfreesboro, N.C., was enlarged by 50Vo; Lov'e 's, LaGrange, Al., remerchandised...

HonteQuarters Warehouse Inc. paid $2.25 rnillion for a site in Hickory Ridge Commons (Memphis), Tn., and held a grand opening for a Fayetteville, N.C., store.. .Builders Square, which expects to open a store alongside its K-Mart sister div, Pace Warehouse in Chantilly, Va., shuttered North Palm Beach, Coconut Creek and Davie, Fl., stores as "part of a relo cation program to close smaller, lower volume units and construct larger ones"...

Buffalo Lumber is the new name for Home Lumber Co., Buffalo, Ok., Doug Compton, mgr....Marlow Lumber Co., Marlow, Ok.. is

bcing rcdccoratcd. ..Arhey Lumber, Enid, Ok., is adding a 60x150 ft. addition. .. Kittg Luntber, Keystone Heights, Fl., has cut to Tuesday, Friday and Saturday opcnings...

Cenlron Luinber, Decatur, Al., now owned by Ra,r^sc// Itutds lrtc., Alexandra City, Al., has been renanred Decatur Russell Building Supplt', the company's fifth storc.. .'fhc Source and Craftw'ood Cabinet Co. movcd its retail store, warehouse and office to l.,orton, Va., from nearby Springfield...

Chambers Lumber Co.. Gainesvillc, Fl., closed after 79 years ...Wickes Luntbe r Co. closed its Hardeeville, S.C., location.

Sanco Luntber, Crove, Ok., is open for business and plans to rebuild the main office and store destroyed by fire Aug. 14. ..Central Lunrber Co., Inc., Baton Rouge, l-a., escaped serious datnage in an Aug. 23 fire

The Paty Co., Piney Flats, Tn., introduced a new service guarantee program called "The Proof'... nonprofit Greert Cross Certificatiort Co. and Home Depot joined in a program to identify and evaluate environmental malketing clairns on building material and home improvement product labels and packaging...

Anniversaries'. Hiegel Luntber & Hardware, Conway, Ar., 8lst; Elral' Kocke Service, lrc., Donaldsonville, La., 75th; Beebee Lumber, Amarillo, Tx., 65th; Seale-Amerson Lumber Co., Amarillo, Tx., 42ad...

Zickgraf Enterprises, Inc., including Zickgraf Hardwood Co., Nantahala Lumber Co. and Franklin Machine Co. has been acquired by Bodi Bodenheimer. (see story p. 38).

Building Products Digest

Curtner-Di.ron Lunrbcr Co. is the new namc for fornter CurtnerParke r Luntber Co., Menrphis, Tn.; Gary Dixon is rnanaging partncr...

Harold Grishanr has closed Nonh 'l'ans Lunfuer Co., Richardson, Tx., and joined Phillips Lumber Co., Murphy, Tx....

MacMillan Blocdel has establishcd joint marketing programs with Olvmltic/Pittsburgh Paint & G/ass, Hayes Ccdar Products and Northtvest Cedar Products, targeting the soutlreast for accelerated ccdar and enginccred wood salcs...

Scholl Forest Industries, Houston, Tx., opened an export div. at its Corpus Christi, Tx., office... Trini tt H a rdw'ood Distributors, Dallas. Tx., was narncd as Mit*vax Cct. l)ura Scal Distributor of the Ycar...

Southern Forest Products Association plans a meeting this fall with Southe rn Lumber Manufacturers Association, Southern Pine Inspectiort Bureau and American Wood Preservers Burea,r Inanagement to seek a solution to the deadlock in forrnation of a pressure treating industry consensus overview group....

Hunte r-M e lnor Corp., Metnphis. Tn.. divided its operations into two new corporations: Hunter Fan Co. of Memphis and Melnor Indust ri e s, I ttc., Mooachie, N.J.... USG Corp. expects to complete the sale of its DAP 1nc. subsidiary to Wassall PLC, London, England, for $90 rnillion by the end of the third quarter...

IMPO Glaztile has become a div. of TileCera, 1nc., Clarksville, Tn., and a subsidiary of Siam Centent Co.. Ltd.. Thailand.

Versyss Inc., Norcross, Ga., moved to 600 Morgan Falls Rd., Falls Point, Suite 260, Atlanta, Ga. 303s0...

We Stand Tall Behind Our Products

First, New South, Inc. maintains a solid which assures us a long-term supply of manufacturing is supported by quality the production of superior products. And, our lifetime limited warranty, your Meeting your needs for quality products, superior service, is what New South, At New South, lnc., we stand tall material of a strong

Iou can have great faith in New products because vre control their (803) 3474284

South,Inc.'s untreated and treated lumber production step-by-step from start to finish. base of Southern Yellow Pine producers, qualrty raw materials. Then, computerized control personnel dedicated to ensuring with our pressure treating process and sales are sure to grow and grow! delivered effrciently, on time, and with Inc. has committed its development to. behind our producfs - the building relationship with you.

OusTOilI 0RDm$

OCTOBER

Mld-Amerlca Lumbermens Assoclatlon - Oct. 9, security seminsr, Little Rock, Ar.

Archltectural Woodwork lrutltute - Oct. 9.11' annual meeting, Opryland Hotel, Nashville, Tn.

Lumbermen's Club ol Memphls - Oct. 10, luncheon meeting, Racquet Club, Memphis, Tn.

Southern Bullders Exhlbltion & Conlerence - Oct. 10'12, Astrodomain. Houston, Tx.

Arkansas Young Lumberrnen - Oct. 12-13, meeting, Eureka Springs, Ar.

lnterGLASSmetal/Feneslratlon World '91 - Oct. l7'19, George R. Brown Convention Center, Houston, Tx.

Natlonal Lumber & Building Msterlal Dealers AssociationOcL 17-20, annual meeting, Gault House, l.ouisville, Ky.

Ace Hardware Corp. - Oct 18-21' fall convention & exhibit, Convention Center, New Orleans, La.

Hardware V[holesalers, Inc. - OcL 19-21' market, Indianapolis, In.

Natlonsl Forest Products Association - Oct. 20-23' annual meeting, Ottawa, Ontario, Canada.

Lumbermen's Club of Memphis - Oct. 2l' [.ogger's Lunch, Memphis, Tn.; Oct. 2f-26, Wood Products Week

Hardwood Plywood Manufacturers Associatlon - Oct.23-25' conference, Opryland Hotel, Nashville, Tn.

I Accordion doors designed for use where performance is important for HOIIIES . OFFICES . CIIUR CHES . RESTAURANTS .INDUSTRY

I Custom-sized room dividers ship within a two week production cycle from the factory

I Accordion doors custom sized to your customer requirements

Custom orders nlean profitable return on inaestmentno inuentory!

Mid-America Lumbermeru Association - Oct.24-25, board of directors meeting, Kansas City, Mo.

National Building Material Distributors Association - Oct. Xi-29, annual convention, loews Anatole Hotel, Dallas, Tx, Carolinas-Tennessee Building Material Association - Oct 30, seminar on improving margins, Charlotte, N.C.

Joint Treating Industry Conference - Oct.30.Nov. I' Camelback Inn, Scottsdale, Az.

NOVEMBER

Lumbermen's Club of Memphis - Nov. 7, luncheon meeting, Racquet Club, Memphis, Tn.

North American Wholesale Lumber Association - Nov. 7'9, seclor meeting, Westin Peachtree Plaza, Atlanta, Ga.

Building Material Merchants Association - Nov. 9, outside sales seminar, Atlanta, Ga.

National Hardwood Lumber Association - Nov. 11-12, lumber predryer workshop, NHLA Educational Bldg., Memphis, Tn' Batimat - Nov. 12-19, international building exhibition, Porte de Versailles Exhibition Center, Paris, France.

National Wood Flooring Association - Nov. 13'14, wood flooring school, Tampa, Fl.

Forest Products Rexarch Society - Nov. 13'15, environmental forum, Vancouver, B.C., Canada.

Kentucky Lumber & Building Material Dealers AssociationNov. 14, sales seminar, Holiday Inn, Elizabethtown, Ky.

Kitchen Cabinet Manufacturers Association - Nov. 18'20, management conference/exposition, Holiday Inn Four Seasons, Greensboro, N.C,

American Lumber Standards Committee - Nov. 20, meeting, Atlanta, Ga.

Wallace PRO Hardware Co. - Nov. 20-21, fall market, Grand Hotel Convention Center, Pigeon Forge, Tn.

IryOOD]'OLD ACCORDION NOOR$ ..INS??NT WALLS WHEN NEEDED"

SOUTHERN ASSOCIATION

Yirginla Building Material Association education committee, headed by chairman Tim Tobin, has announced a fall and winter seminar schedule.

Dates include Oct. 30, Williamsburg, and Oct. 31, Charlottesville, "Underground Storage Tanks," featuring a speaker from the Water Control board; Nov. ll-13, Richmond, "Residential Framing Lumber Estimating," Bill Darling; Nov. 19, Williamsburg, and Nov. 20, Charlottesville, "Wood Products Knowledge Seminar," David Mason, Southern Forest Products Association, and Gary Schweizer, TrusJoist Corp; Dec. 2-4, Richmond, "Retail Building Material Management," Craig J. Stearn, Armstrong World Industries; Dec, ll, northern Virginia location to be announced, "The Building Code," Division of Building Regulations speaker.

Sales inventory contrrol and advertising seminars are planned for January and February. Dates, locations and speakers will be announced.

Florida Lumber & Building Material Dealers Association installed R. Tom Joyner III, president of Joyner Lumber Co., Lakeland, as the 58th president during the Awards Breakfast Sept. 16 at the annual convention. (Complete convention report with photos in the Nov. issue of the Digest.)

FLBMDA services corporation board of directors met Oct. 3. Golf toumament for the FLBMDA's Give Kids The World philanthropy was played at Heathrow Country Club, Oct. 7.

Lumberments Association of Texas has free signs that meet retailer requirements for posting that it is unlawful to sell or deliver spray paint and/or glue to persons under 19 years of age. Members may obtain them while stocks last by calling (800) 749-5862.

golf and tennis tournaments, receptions at Louisville and Churchill Downs and the president's dinner which concludes the meeting.

Oklahorna Lumbermen's Association will return to Westem Hills Resort, Fort Gibson Reservoir, Ok., for is 1992 summer conference, June 5-7.

More than 215 people attended this yeafs conference at the same location.

Kentucky Lumber & Buitding Material Dealers Association is sending out registration forms for a sales training seminar Nov. 14,9 a.m.-4 p.m. at the Holiday Inn, Elizabethtown.

Guy Fowler, author of the "Lumber & Building Material Reference Manual," will be the instructor.

Mid-America Lumbermens Association had 74 members on its west coast mill tour covering Oregon in late September.

Check out our Calendar on page I8 for information on upcoming conventions, meetings and trade shows in your region.

Mississippi Building Material Dealers Associationts convention committee headed by Julia Banks met in Jackson last month planning the 66th annual convention and building products trade show. Feb. 1315 are reserved at the Royal D'Iberville Hotel. Biloxi.

The association moved its offices to ll7 S. Van Buren St., Carthage, on Sept. 27.The new mailing address is P.O. Box 474, Carthage, Ms. 39051. Telephone: (610)267-ss22.

Building Material Merchants Association has moved to l5l Ellis St., Suite 515, Atlanta, Ga. 30303. Telephone: (4Q41 653-0178.

BMMA has scheduled a fall conference/shopping spree for Nov. 12-13 at the Tenace Garden Inn. Atlanta.

Several LAT members have been elected as officers of the Texas Construction Industry Council: Walter Foxworth, Foxworth Galbraith Lumber, Dallas, pres.; Linda Sparks, West End Lumber, Houston, v.p.; Barbara Douglas, LAT, Austin, sec.; James Agnew, Stripling Blake Lumber, Austin, treas. Allan Ritter, Ritter Lumber, Nederland, and Nicky Heam, Contractors Sup ply, Houston, are continuing as directors.

Oklahoma Young Lumberments steering committee met in Oklahoma City Sept. 26 to plan for the fourth annual winter educational.

Two days of activities including industrial tours and educational workshops are scheduled. Gary Smith, Smith & Sons, Anadarko, and Doug Walker, Crescent Lumber Co., Crescent, arc soliciting input from members.

National Lumber & Building Material Dealers Association will hold its 75th annual convention in Louisville, Ky., Oct. l7-19 at the Galt House.

Educational seminars and workshops will focus on helping the dealer to better compete, be managerially effrcient and understand federal regulations affecting the industry. Bill Lee, Lee Resources; Dan Goldy, Mike Dunn and Al Walker are speakers.

Special events will include the annual

Carolinas-Tennessee Building Material Association is evaluating the possibility of applying for a group storm wat€r permit for members. Although lumber and building material dealers are exempt, the association interprets the regulation to affect any company manufacturing trusses or millwork or servicing its own tnrcks.

Housewraps Are Energy SaYerg

Increased emphasis on energy efliciency makes it important for a dealer to be able to offer a builder construction products with proven energy saving records.

Housewraps applied during construction are among the most efficient air infiltration barriers available. Reducing drafts and the penetration of outside air, they work with insulation to provide year around comfort and energy savings. ln addition to providing an air and water resistant seal, the products reduce the chance ofwall and insulation damage from condensation build-up by allowing moisture vapor to pass through. Housewraps can be used with stone or stucco as well as wood or vinyl siding.

Builders report that housewrap products are easy to apply and provide an added advantage in protecting the interior from wind and rain during construction.

Housewraps work in both cold and warm climates. Homeowners report savings in winter heating bills and summer air conditioning costs. Utility savings equal to a payback for the material in less than a year have been experienced by homeowners in some areas.

Air infiltration barrier wraps also work well with remodeling or residing to improve the efliciency and function ofa honre. The product should be part ofevery sale to a remodeler or residing contractor. Some housewraps can be applied over old, loose or cracked siding, eliminating the expense of removing old siding.

Environmental Defenses On Tap

The Alliance Coalitions Task Group video and publications library is available for loan to members of the Alliance or affiliated organizations.

Video tapes and books ranging from the Northern Spotted Owl issue to Wetlands to mill operations and grassroots organizing and lobbying can be borrowed by contacting Tara Palya Q}D 463-2732.

WRAPPII{G a house with a housewrap provides energy savings. The product should be recommended to builders, remodelers and residers.

wi*l;lH :,'#l,:,isl ff T": editors asked dealers across the counbry, they received similar answers, regardless ofthe region.

Dealers, whether they buy from a manufacturer, wholesaler or distribution yard, want a win/win relationship. "I want to get a quality product at a reasonable price so I can give my customers good quality at a fair price" was the consensus.

Dealers also agreed that they want their hardwood to meet National Hardwood Lumber Association grades. 'This is the only way we can be sure our customers get proper yield," explained one dealer.

"I don't want to have to call in a NHLA inspector," another added. "This is a losing situation for us and the seller." [f there's a problem, he and fellow dealers expect immediate corrective action by the supplier.

Hardwood Distributor's Association members aim to provide professionally trained sales representatives capable of working with customers and advising them on the many facets of the woodworking and lumber business, explained HDA spokesman

Charles F. Wilson, Wilson Lumber

Dealers demand quality in hardwood

Co., Memphis, Tn. "Is this important to you?" our editors asked dealers.

Most agreed that they prefened the supplier or his representative to visit their operation. They welcome personal attention and feel it helps the supplier to meet their needs.

Most dealers buy from manufacturers, wholesalers and distributors, selecting.the supplier according to the immediate need.

SitoryataGIatre

Criteria for selecting hardwood supplier quality outranks price . on-time delivery, secure packaging important...NHLAmembers preferred.

One dealer commented that it was easier to deal with a small, family company, adding "they usually have quality products."Another noted large distribution yards have the advantage of more products.

"I look for NHLA members. They go by the rules, know what you want and give it to you. The lowest price is not always the best."

"For special needs I go with the menu and call a company that can routinely fill them rather than someone who can't."

Questions about shipping got strong rcactions from dealers.

"On-time is very important."

"Packages that blow-up and come apart in piggyback containers are my

(Please turn ro page 36)

Home Depot has formed a southeast division based in the Tampa, Fl., regional office, with Bruce Berg as president.

Berg, who was promoted from senior vice president-merchlndising for the southern region, heads a staff including vice presidents-operations Lynn Martineau, Tampa, and Larry Bucksbarg, Atlanta; vice presidentsmerchandising Bryant Scott, Tampa, and Jesse Behnke, Atlanta. Martineau moves from Atlanta; Scott from western division, Fullerton, Ca., and

MCI Adds 3 Forest Groups

The Hardwood Forest Foundation, Temperate Forest Foundation and Evergreen Foundation have signed an agreement with MCI Telecommunications Corp. that will allow their members to donate 2% of then monthly long distance telephone charges to the environmental programs of the three foundations.

"We are pleased that MCI wants to do business with three foundations that support the principles of forestry as a science and people as an essential element of the environmental equation." said Hardwood Forest Foundation executive vice president Emest J. Stebbins, who also has the same title at the National Hardwood Lumber Association.

The Hardwood Forest Foundation, Memphis, Tn., publishes information for both professionals and the public, and awards grants and scholanhips to individuals and institutions that further hardwood forestry research and education.The Evergreen Foundation, Roseburg, Or., publishes Evergreen magazine, which addresses environ-

Bucksbarg from regional manager in l.ouisiam and Alabama.

Specific stor€ assignments for the rpw division's operations and merchandising vice presidents will be determined. The division expects to have rpproximately 89 storcs by the end of the year.

A northeast division based in Plainfield, N.J., also was fonned. hesident and c.o.o. Arthur M. Blank explained that the move was prompted by the success of the western division which watl crcated in December 1990.

Thc U.S. Coalition for Fair Lumber Imports and U.S. trade officials are protcsting thc move by Canada, but no official action has aken placc.

Increased lumber prices could not be dircctly linlad to the announcement. Futures were selling well, but with the construction season ending no big buys were being made. Lorenzo Merrill, forest products analyst for Lehman Brothers, expects that by late fall lumber will be trading at the $150$160 range.

Natlonal Show Goes South

mental issues in the old growth forest region of the Pacific Northwest. The Temperate Forest Foundation, Portland, Or., conducts research and films documentaries on the interactions between people and the environment in sustainable ecosystems.

Canada Drops Softwood Tax

As of Oct. 4, Canada stopped collecting its self-imposed tax on softwood lumberexports to the U.S.

Put into effect in Dec. 1986, the ax followed U.S. threats to impose a countervailing duty as a result of investigations finding timber supplied to Canadian mills was in effect being subsidized, giving them an unfair advantage over U.S. mills.

Mike Apsey, president of the Council of Forest Industries of British Columbia, said that since the agrcement was signed, "timber costs and other charges have increased dramatically for our producers." Canada's share of the U.S. lumber market has dropped from a hrghof 33Vo in 1985 to26Vo.

Dates through 1997 including Dallas, Tx., and Atlanta, Ga., venues have been announced by the National Home Center Show.

"Expansion at both the Dallas Convention Center and the Georgia World Congress Center enables us to once again rotate the show," said John Berry, vice p'resident and director. The show has been in Chicago, Il., for the last six years. Prior shows alternated between Dallas, Atlanta, New Orleans, [:., and Chicago.

Chicago's McCormick Place will host March 8-10,1992 and March 2l23, 1993 shows with March 6-8,'94 and March 12-14,'95 set for Dallas and March 17-19,'96 and March 2-4, '97, Atlanta.

Enviro Groups Suffering

Revenues have fallen by as much as 50% for many of the country's leading environmental groups, including Conservation International, Greenpeace U.S.A., the Sierra Club, the wildlife Federation and the Wilderness Society, reports Outside Magazine.

For Special Needs in Treated Wood

Urgent delivery? Tough-to-find items? Sales promotion?

Pattern lumber? FDN, FRTW, TSO, KDAT? Reman? Wolmanized@, Dricono, Wolmanized@ Extaru, Dean Deck?

Celotex Reorganlzation Drags

The Celotex Corp., Tampa, Fl., which with its subsidiary Carey Canada Inc. filed for reorganization under Chapter I I in the fall of 1990, expects to file its plan of reorganization in February 1992.

The original filing date of February l99l was extended after the company request€d more time for the complex procedurc, according to Ken Schweikhart, director of marketing communications. "At present we are negotiating our plan of reorganization with committees appointed by the U.S. assistant !ust@," he said.

Atlanta Split On Recession

Despite the closing of Atlanta, Ga., Builders Square units, most businesses in the area feel the impact of the recession has not been too severe.

In fact, Lonnie Fogel, Home Depot spokesperson, said they had seen extensive growth with first quarter increases of 33Vo in eamings and 35Vo n sales from the same 1990 period.

Commenting on the closure of Builders Square (brought about, some say, by Home Depot competition), he said it "can't do anything but help."

Home Depot considers itself recession resistant because more people do their own repairs in slack times, Fogel explained. Although he would not comment on speciflrc sites, he did not deny that the company is looking for additional locations in the Atlanta area,

Salespeople In Short Supply

Retailers face a labor shortage in this decade. As critical as the labor shortage will be in other industries, retailing, especially in the position of sales associate, will be the hardest hit, says'The Retailing Issues Letter,

Currently, inexperienced high school and college students and women fill sales positions. The interested, engaged and experienced professional salesperson is a vanishing breed, reports the newsletter. Salespeople need to relate to the most lucrative patron, the 35-55 year old customer, yet most employees in this age group are buyers or managers, if they're in retailing at all. Retail selling is not considered a serious career choice for many.

The lack of a jgspeetable career

track for sales associates compounds this dilemma. If sales associates want to make more money or be promoted, their only option is to go into management. Unfortunately, many of the best salespeople, the ones with an inner drive who love to sell, are going against their strengths as managers, the report points out.

The cure recommended is ongoing employee education training for both sales associates and managers with emphasis on personal gain. Innovation, communication, bonding with customers as well as listening, being flexible and practicing new skills must be part of any sales training, the newsletter concludes.

Ghains Discuss ltlerchandising

More than a dozen top-ranked home center chains will participate in Meet The Merchants on March 7 prior to the official opening of the 1992 National Home Center Show in Chicago.

Retailers will have an opportunity to tell their merchandising sio.y to att

audience of top executives from manufacturing firms exhibiting in the show. Retailers signed up for presentations included Handy Andy's, Lowe's, Pergament, The Home Depot, Grossman's, Wickes Lumber, Rickel, Moore's, Wolohan Lumber, Channel, Scotty's, Lanoga Corp., Seigle's Home & Building Centers, StambaughThompson, National Home Centers, Inc., Pelican Building Centers and Hechinger.

Give Customers The Shakes

Sociologists have long talked about bonding, but now sales trainers are recommending it to retail salespeople.

Greeting a customer with a handshake, introducing yourself and learning the customer's name immediately is being taught in some sales training classes.

Customers reportedly respond well, treat salespeople with a different attitude, are less likely to say they are just looking and remember salespeople on return visits.

PINE FIR REDWOOD. OAK. RADIATA. MIRANTI SOLID. FINGERJOINT. VENEER. EDGE.GLUE. PRIME DOMESTIC AND IMPORTED WOODS

PERS NALS

Rrndell G. Puckett has relocated to Alamo Lumber Co., West Columbia, Tx., as branch mgr, Mlke Pestore has been promoted to v.p./gen. merchandise mgr. for Home Quarlcrs Warchouse, Virginia Beach, Va.

Cbrrles Sievens is the new sales mgr. at Curtis Lumber & Plywood, Alexandria. Va.

Csrroll T. Tolar is now senior v.p.-envircnmental affairs for Georgia-Pacilic Corp., Atlanta, Ga.

Ihan T. Ferber, Home Depot, Decatur, Ga., married Tonl Marie Eder recentlY.

J. Howard ttJody" Luck, Manassas Lumber Corp., Manassas, Va., will be named pres. of the National Lumber & Building Matcrial Dealers Association.

Frederlck Todd Smlth, mgr., f.owe's, Fort Oglethorpe, Ga., wed Angela Rene Berry Aug. 17, 1991.

Jcrry Bcl Flower, King Lumber, Keystone Heights, Fl., has retired, with owner S. J. IOng now operating the business.

Brhn W. Smlth has joined lowe's Cos., North Wilkesboro, N.C., as replenisher of the merchandising dept. Thomes VY. "VY6" Wlshon is now slorc mgr. in Salisbury, N.C.

Gery Denton has joincd the lumber sales tsam at Willarnette Industries, Ruston, La. Blll Carter is now in plywood sales, with Mlke Baslryer relocating o Albany, Or., hq. Martln Keaton, div. pres., McEwen Lumber Co., High Point, N.C. , is home until January recuperating aftcr back surgery.

Tom Hartley, exec. director, Virginia Building Material Association, was named to the Hinton Football Hall of Fame.

Hugh Belt has rejoined Dataline as chairman of the board.

Bulldlng Productr Dlgcrt

Fnnccr KIry is new to inside sales at Furmrn Llmber's Atlanlr, Oa., distributiqr ccntcr, reporls prcs./cco Berry Kronlc}. Owcn Rry and Ron IGnmn u! now in calcs at the Memphis, Tn.. DC.

Edrol M. "Ed" Brker has been appointed corporate v.p.-mktg. for Diamond Hill Plywood Co., Darlington, S.C. Ronrtd L. "Ronnle" Cdcutt is now mgr. of the Darlington DC.

Donrld McKennr, v.p. of human resources, Home Depot, Atlanta, Ca., recently participated in Texas A&M University's Center for Retailing Studies symposium.

Sem Meeks is now pres. and ceo of Taylor Brothen Lumber Co., Lynchburg, Va. Rob Taylor Jr. is exec. v.p. and Robert Taylor Sr., chairman of the board.

Frsnk E. Kc has been promoted to v.p.mfg. at Ceco Door Products.

Jake Goss is new to American Woodmark Corp., Winchester, Va., as v.p.-sales & mktg. Connle Edwards is mktg. design & training mgr.

Bettye Marcloch has been promoted to v.p.{perations and Jlm Albrltton v.p.sales & mktg. for Hitachi Power Tools U.S.A., Norcross, Ca.

Wlnslow Ballew III has been named byproducts specialist for Coastal Lumber Co., Weldon, N.C., responsible for sales of chips, bark and sawdust for their 25 mfg. plants.

ESiSIS:

Bob Buie, Buie Forest Products, San Antonio, Tx., and his wife, Phyllis, are the proud parents of 5 lb., ll oz. Jessica Marie, born Sept. 15, 1991. Mom & dad doing fine.

C.W. Foster is now director of engineering and Patricia Szall compensation specialist at Riverwood International, West Monroe. La.

Rodney Barnes has joined the outside sales team at Westwood Forest Products, Inc., Greensboro, N.C. Mike Rummage is new to telephone sales for N.C., S.C. and Va.

Craig Doehner has joined Goldston's Building Supply, Walie Forest, N.C.

Robert L. Strickland, chairman, [,owe's Cos., North Wilkesboro, N.C., has been elected chairman of the board of trustees at the University of North Carolina at Chapel Hill.

Mark Sylvain is now gen. mgr. of Great Southern Wood Preserving Co.'s Sumter, Fl., plant. Mark Callender is new to sales.

Rita C. Adams is now mgr.-general accounting dept. for Lowe's Cos., North Wilkesboro, N.C. Other promotions: Alton 'Butch" Absher Jr., now mgr,development center, corp. information services; Paula S. McNeil, technical administrator, and Thomas M. (Mike" Harless and Paul R. "Rick" Hager Jr., senior project mgrs.

Steve Early and Nancy Smith have joined Madison Wood Preservers, Madison. Va.

Daryl Larudale, pres. and ceo, Scotty's, Winter Haven, Fl., has been named the City of Hope's 1992 honoree.

Homer L. Keadle, Keadle Lumber Enterprises, Inc., Thomaston, Ga., has been elected chairman of the Southeastern Lumber Manufacturers Association, Forest Park, Ga., succeeding David L. \ililliams. lst vice chairman is Ben W. 'Chip" Ingram III, Charles Ingram Lumber Co., Effingham, S.C.; 2nd vice chairman Darrell M. "Buddytt Bean, Hatfield Lumber Co., Hatfield, Ar., and treas. Fred Stimpson, Gulf Lumber Co., Mobile, Al. New directors: Grover Allgood, McShan Lumber Co., McShan, Al.; Robert W. Pollard Jr., Pollard Lumber Co., Appling, Ga.; Ed Doss, Paul Davis, Inc., Amite, La.; Charles H. Thomas III, Shuqualak Lumber Co., Shuqualak, Ms.; Barbara B. Perry, Bennett Box & Pallet Co., Ahoskie, N.C.; Russell Blanchard, Edwards Lumber Co., Orangeburg, S.C., and T. Nelson Flippo, Flippo Lumber Corp., Doswell, Va. Dyer Nead is now handling charitable cases at Mungus-Fungus Forest Products, Climax, Nv., according to owners Hugh Mungus and Freddy Fungus.

"Which lumber company shall I call? The one that gets the order right but is never on time , . , or the one that's on time but screws up the order ? "

Building Productr Dlgcrt

Sunbeh Material Handling Go.

NEW PR DUCTS

and selected soles oids

Solld Platformg

A wide range of hardwood platform trucks is now available from Dura hoducts.

Features include varnished deck made from kiln dried northem hardwoods, hardwood or steel frame, and tilt or non-tilt set-ups.

Bulldlng Productr Dlgcrt

Brush Bunch

The rcw 3M NewStroke Snap-Off Paint Brush, which costs less than a conventional quality brush, is designed to paint as a "bettef'grade brush but can be discarded after one use.

Brushes come in five sizes: 1". lll2, 2,2-112" and 3". The first ttuee sizes come in multipacks of frve snapoff brushes, the laner in packs of three. Prescorcd at the handle, each brush can

Mammoth Mouldings

Large decorative wood ceiling mouldings for commercial and residential applications where ceilings are in excess of l0 ft. are now available from Ornamental Mouldings Ltd.

Most are "assemblies," multimember mouldings which are partially preassembled to minimize installation time. The mouldings capture the classic detail of massive omate plaster mouldings, while offering the warmth and workability of natural wood.

All mouldings and components come in white hardwoods and red oak where specified. Special orders of exotic hardwoods are also available.

Service Software

RealWorld Service Manager, an entry-level accounting package, allows small service-oriented businesses to efficiently manage operations, supervise technician scheduling and production, and Eack customer information.

The software system can generate work orders, dispatch technicians, update accounts and inventory, print invoices, provide service histories, track incomplete work orders, track inspection information, track billable hours, print labels for parts, report repair history, print daily activity rcpofts and price parts.

Superstructure options include one or two removable pipe handles, one or two removable steel slatted pipe handles, and two or four rcmovable hardwood stakes.

Smooth Woodworking

Three new woodworking lubricants from Sandaro Industries form thin. exEemely durable coatings on table saw tops, saw blades and router bearings to reduce heat and friction, improving tool life and performance.

Top-Cote for table saw tops and Dri-Cote for saw blades as well as drill and router bits come in 2 and ll.5 oz.

easily be snapped away from the rest of the pack as needed.

The brush is made with high quality laminate materials, providing resilient, non-shedding bristles. Instead of a plastic or wood handle or a metal femrle, handles are made from recycled paper and paperboard, making them sturdy yet lightweight.

Brushes reportedly provide smooth, even, one{oat coverage with all kinds of paint, stains and vamishes on interior and exterior surface.

A NewSroke Paint Roller, designed to release 33Vo more paint than ordinary rollers and take just one minute to clean for repeated uses, is also available.

Bull Nose Base Corners

A new line of bull nose baseboard corners has been designed by Elke lnternational with extra material on the ends so they sit flat and nails go directly into the studs.

Paintable and stainable, they can be installed with nails, staples, screws or any general construction adhesive.

aerosol spray cans, 5 and l0 oz. pump spray bottles, and gallon jugs. Bearing Lubricant is available in2 oz. bottles.

FREE READER SERVICE

For more information on New Products write Building Products Digest, 45OO Campus Dr., Suite 480, Newport Beach, Ca.92660. Please mention issue date and page number so we can process your request fasterl Many thanks!

hazardous or carcinogenic chemicals. When properly applied, it can faciliate the subsequent removal of the carpet and/or cushion. Its pure latex formula dries transparent and tacky. . It comes in gallon and 5 gallon slzes.

Waste Away

The Green Keeper composter from Eco Atlantic speeds decomposition of yard waste, providing a rich mulch that can be reused around the vard or garden.

doors and drawer fronts, mortise and tenon construction, all-wood drawers with dovetailed joints, exha-wide front frames, wood hanging mils, exclusive Cushion-Tec drawer guides and

Golden Arches

The new Curvtech drvwall curved arch system from Outwaier Plastic/Industries helps create perfect drywall arches in doorways, window and wall returns and arched passageways.

Made of lightweight l/2" polyurethane covered with drywall paper, arches come with comer bead alreadv applied. After the arch is fastened iir place, drywall is butted to it, taped and finished. No special framing or drywall techniques are required.

Flawless interior or exterior arches reportedly can be installed in about l0 minutes, at half the usual cost.

Arches are available in two- or four-piece sets. Window and wall returns come 4" or 6-114" deep. Arch passages are stocked for use up to 8" deep, or for applications 8" to 12" deep. The depth of any arch can be expanded on request.

Floorcovering Adhesive

A new pressure sensitive floorcovering adhesive specially formulated for the insallation of broadloom car?et to pad and padding to most subfloor surfaces is new from Advanced Adhesive Technology.

AAT-335 Double Glue-Down AdHesive is said to be odorless, nonflammable, solvent-free and without

Designed to help divert residential yard wastes, including leaves, grass clippings and prunings away from landf,rlls, the composter features large clear plastic top for easy loading and solar heating, large 315 liter capacity, special vents which act as a solar motor by providing constant air flow, front panel which lifts off for easy turning and unloading, and regulated air flow to maintain optimum moisturc and temperature.

Assembly requires no tools or metal hardware.

fumiture-quality finish,

Other features include l2-1f2" &ep wall cabinets, full-depth base cabinet shelves, flush cabinet bottoms, durable laminate interiors and fullv concealed hinges.

Laminated Longstrip

The American Collection, a new line of longsrip prefinished laminated flooring in five species and 12 colors, has been unveiled by Hanis-Tarkett.

The U.S. produced flooring is a five-ply product, rather than the threeply longstrip made in Sweden, and the core is a hardwood rather than soft pine. Boards measure 7-112" wideby 7' ll-ln" long by ll2" thick

Species are red oak, white oak, maple, ash and merbau, Colors range from warm, natural hues to whites to rich browns.

With its precise tongue-and-groove construction, the product can be permanently installed over most subfloors using a floating installation system requiring no nails or adhesives or using standard glue-down installation.

Choice Cabinetry

Two series of hardwood kitchen and bath cabinets have been innoduced by Bruce Cabinets. Series 100 comes in a selection of door styles constructed of solid oak, solid cherry and laminate, with a choice of protective and decorative stain colorations, door and drawer hardware, special storage cabinets and all-wood and chrome-plated accessories. Series 200 offers the above plus all-wood end panels.

Standard are raised panel solid oak

Bulldlng Productr Dlgcrt

Handy Mearurcmcntt

The new I /4" Powerlock tape rule from Stanley Tools is slim, trim and small enough to fit inside a pocket and even around a large pipe.

The tape rule is ideal for measuring the circumference and diameter of a cylinder, since it has a diameter scale in 64ths of an inch increments up to 3 ft. on the back side of a protected blade that withstands abrasion and resists rust.

justable transom kit and divided light rectangular transom head. Dentil moulding is offered as a trim option.

open. The hoop also acts as a handle so the bag can be hung and used for laundry or recyclable cans or bottles.

Introduclng r New Produc,t?

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

Tough Handled Tools

The strong, lightweight case adds durability and carrying ease.

Entry Trim

Entrance trim for Nicolai wood entrance doors can be combined into l9 different designs.

The entrance trim consists of adjustable, primed pilasters, mullions and top shelf. The basic trim is combined with any of eight different head options.

The line includes a sunburst head, elliptical transom head, two elliptical interior casing styles, adjustable ram's head, adjustable frieze board head, adjustable pediment head, ad-

Entrance trim and decorative heads can accommodate single doors, single doors with one or two sidelights or double doors.

Bag Hoop

The Handy-Hoop, a two-piece polyethylene hoop designed to keep plastic bags open for easier clean up, has been introduced bv Petro Extrusion Technologies.

Six new tools have been added to Structron's line of professional grade, extra-strong fiberglasshandled digging and cutting tools.

stays

Now offered are a spading fork, grain scoop, posthole digger and three shears and loppers.

A snap on ring

attached and ensures the hoop the bag remains

Custom Curves

Made-To-Fit-Mouldings from Outwater Plastic/lndustries provide a curved millwork look and onepiece construction without lamination defects or section splicing connections.

tions in lengths up to 12 ft., they can achieve perfect radiuses, column covers, arches and window headers. The durable polymer materialis flexible to ensure an exact fit.

They come in virtually every standard wood moulding pattern, can be quickly fastened with nails and glue, painted, stained, and cut, sanded and shaped with typical woodworking equipment.

Land of

Manufactured to exact specifica-

The Insulator ll

The Versi-Foam System I portable polyurethane foam insulation dispensing kit has been redesigned by RHH Foam Systems.

The kit dispenses a full cu. ft. of foam with an R-value of 7 per inch. It features a positive activation system which eliminates valve torquing, preventing off-ratio foam, and a slim-tip mixing/dispensing nozzle which permits operation in narrow and limited access areas. A carrying strap allows the user to operate the kit with one hand.

Styles include casings, brick moulds, bases, quarter rounds, base caps. back bands, crowns, drip caps, rosettes, flat stocks, 90" base moulding, round corner blocks, plant ons, jamb stocks, coves, chair rails and styles to match Orac Decor polyurethane cornice and panel mouldings.

Reputation by Product PONDEROSA PINE

Fine Textured/ Kiln Dried

NAVA-PINE

Premium Quality

Lumber

Half Pak HIL.

NAVA.PAK

Handi-cut/ Home Ctr. Brds.

Half Pak PLL. and PlV.

NAVATRIM

Premium Mldgs. and Millwork

Ornamental lron Fencing

Ornamental iron fencing in three styles and five heights is now available from Leslie-Locke.

The Columbia style features clean, simple lines that accentuate a broad range of architectural styles. The Classic has spearpoint tips on vertical members offering an elegant picket look. The Classic Deluxe has triple horizontal rails with alternating long and short spearpointed pickets.

Messless Caulk

Tub & Tile Caulk has been added to W.J. Dennis & Co.'s Home Care Helpers line.

Designed to offer an instant waterproof barrier to bathtub seams and kitchen tiles, the caulk is simply peeled and pressed into place without tools. It reportedly dries fast without splitting or cracking. The unused portion remains fresh and flexible when replaced in the plastic inner wrap.

Two size rolls in either white or almond are available.

Bundled/Unitized/

Fast Selllng Floorlng

New 6' x 9' and 9' x 12' precut remnant roll collections from Colmar Industries allow consumers to quickly and easily select pre-cut, individually wrapped vinyl flooring for faster turns.

Made of virtually unbrenkable plastic, the device fits over exterior hose bibs and can be keyed to any number of combinations.

Water Lock

A low cost locking device which allows multi-housing managers to control use of exterior faucets is new from Waterguard.

Safe Strippers

Two new environmentally safe, no mess paint stripping products have been introduced by Innovative Solvents.

Maxi-Strip, a convenient, impregnated cloth, is uncurled from the can, cut into strips and smoothed on painted surfaces. lt is said to remove most coatings within l5 minutes.

Inno-Strip comes in half gallon

HOW TO GET THE BEST DEAL ON RED CEDAR SPLIT RAIK

The best deal isn't necessarily the one that's the cheapest; it's the one that makes you the.most money.

lf you want to have the happiest customers, the fastest turns, the nicest margin, and the best return on your split rail investment,

Then you need to find a mill that is really fussy about its quali$, prices fairly, ships on time, provides good ules support and guarantees every stick they sell.

ldaho Cedar Sales in Troy, ldaho, is that mill.'We are the best deal bmause we do what it takes to make sure you make the most money.

Call Mik Jacobs 0t Bob Smilh today at: (20S)835-2161'andget in'iin'oirr

and quart cans to provide a third more surface coverage than traditional strippers.

Skid-Free Surface

A new decking and flooring panel with a unique skid-resistant surface has been developed by Medalist/ M&S.

The Polytexture LS panel has a slightly textured polyethylene overlay bonded to an exterior plywood substrate. The panel is ideal for mezzanine decks, portable stage floors, patio decks, swimming pool decks, marina docks and other areas requiring skid resistance.

Sidinq Nails-

o No Staining

o No Streaking

Hlgh$t qualliy nalls for cedar, redwood snd other flne wood malerials, r Slender shank and blunt diamond point . Diamond pattern head blends with wood texture o Small head diameter oermits face nailing and blind nailing o Annular ring threads oreclude nail head popping and cupping of siding boards . AlSl Grade 304 nickel/chromium alloy.

SWANEZE

Self-counter sinking bugle and trim heads r Square drive recess eliminates driver bit cam-out Sharp point for quick penetration with minimal oressure

Self-tapping coarse threads . Coated with non-stick, dry lubricating film o Solid nickel/ chrome stainless steel for suoerior corrosion resistance o 6 lengths: 1" through 3"

For additional data and dealer information:

Rainbow Shutters

The new Town & Country plastic louvered shutter from Reynolds Metals Co. offers low maintenance in a wide variety of colors.

Because of their one-piece molded plastic construction, shutters reportedly won't absorb moisture, swell or warp like wood.

In Lcca Than 2O Minutec The ..BAND-ADE''

Thtna Thic. . .to. . .Thig

TIME SAVER MONEY MAKER

Seoercl fuys ocanmulatlon of bandlng normolly requlres o spafuI trip to the landfrIl.

Employees lwte the donga o,nd work to tmnsfer to dumpster or truck. A few mlnutes when unpcking units, results in this comprct, aslly stored oohtoble soop, alrady stored in a steel drum tor dlsposr,I and sle.

The "Band-Adc"-Eary Jo Bay-CuJly Jo bc slthost.

THE "BAND.ADE''

lndlan Country, Inc., Alrport Road Depoolt, NY 13754 6O7-467-38Of

Fire Blocks

They are available in 14" widths and 35" to 80" lengths.

Wallpaper Tower

A free standing tower from Howard Fixtures displays 64 patterns of wallpaper in only 42 sq. in. of floor space.

A new glass block frame from Glashaus, Inc. has been UL approved for 45-minute protected openings in one hour-rated gypsumboard walls.

With capacities of I 3, 500 to 15,500 lbs., the SpaceSaver 135l55XL trucks offer easy on/off access, convenient location of controls, easy-to-read instruments and a contoured, foam-cushioned, adjustable seat.

The 94" high merchandiser stores 1,536 single rolls of 20-1/2" stock. It comes in 32 or 48 pattern units.

Sturdy construction allows the tower to be moved with a pallet jack while filled with wallpaper to facilitate rearranging store layouts.

Reportedly, all glass blocks previously tested achieved this fire rating only when installed in masonry walls.

Using the new hollow metal frame, fire-rated installations may incorporate the standard Weck block or the 3" Thinline block.

The Latest In Lifts

Heavy duty lift trucks with high operator comfort and ease of control have been introduced bv Hvster Co.

Other features include choice of gasoline, LPG or diesel engine; wide Vista masts for excellent forward visibility; hydrostatic steering axle, and one-piece hood for quick, easy access to the engine compartment.

Oversized Roller Kit

An extra large 18" refillable paint roller frame, cover and 18" roller tray have been packaged into one kit by Kiefer Brushes.

All items in the 18" Big Boy Kit are rust proof and may be used with latex water-based paints, finishes and sealers.

The industrial roller frame of high impact plastic and plated steel will accept a standard or jumbo size cover.

SAVER

Home llepot Tacldea Nurrry

Now that Builder's Square has admined defeat in Atlanta, Ga., is Honre Depot taking on Pike Nurseries, the city's largest lawn and garden rctailer?

"I would never discount Home Depot as a category buster," commented retail consulant Neil Thall.

He believes the Depot has set its sights on the nursery with desigrs on a much grcater share of the area's landscaping business and is looking for an autumn rc-run of full page newspaper ads comparing Depot prices with Pike's.

Home Depot has enlarged garden centers at most Atlana storcs with out-

A Manager'g Secret Weapon

Good sales people aren't hired, they are developed by managers who hire good people and help them develop selling skills and knowledge. Although sales managers should identify what motivates individual employees, they cannot motivate them. Salespeople must motivate themselves. Managers can only provide training, skills and knowledge. One sales trainer says, "You can light a fire under a snail, but you

Acquisitions

Services

Positions Wanted

Help Wanted Business Opportunities

door spacc averaging 20,000 sq. ft. and indoor space 10,000 sq. ft. but they insist that they are only rcsponding to aggressive advertising by Pike. "lt would be naive to say therc's no room to steal some business away from Pike," says Jesse Behnke, southern vice president of marketing. "Realistically, I don't think well ever run a good nursery out of business...little grcen goods centen are far morc susceptible to what we'rc doing."

Pike prcsident Pete Pike says he has no intention of entering a price or marketing war with Home Depot, concludes the report in the Atlanta Business Chronicle,

won't get a motivated snail. You'll get escargot."

Good training can have a positive effect on confidence levels. lt contributes to higher self-esteem, creating more job satisfaction and improved job performance. Knowledge is empowering.

Effective training can reduce turnover among employees. lt also improves communication among sales associates, sales managers and store management and increases

Bulldlng Productr Dlgert teamwork.

Before training, employees should be asked specific questions to locus their attention and help the sales manager to tailor training to the needs of the group. They should be askOd if they want to learn, what they specifically want help in. why they want it and how they'll use it.

Home Genter Show

Home center/home improvement center and lumber & building material dealers comprised 6306 of the retailer attendees at the l99l National Home Center Show. according to a recently released audience survey.

Nearly a third of all retailers attending were from firms with more than five stores. Firms with annual sales of more than $l million were represented by 6601, ofthe attendees, with 3806 coming from firms topping the $10 million sales mark.

The 1992 National Home Center Show will be held March 8-10 at McCormick Place, Chicago, Il. Attendance information is available by calling $00) 642-7469.

Home lmprovement Changes

If home improvemeht were a seesaw, the professional contractor would be on the downside with the do-it-yourselfer up.

Census Bureau data from last year shows a 6.20/o decline to $37.3 billion in additions and remodels done by professionals, a 7.90/o drop to $18.1 billion in professional replacements like kitchens and a 20.20/o increase to $51.3 billion in maintenance and repairs done by homeowners.

The $106.7 billion home improvement industry is undergoing renovations, reports The New York Times. Retail stores across the country are courting do-it-yourselfers, building 100,000 sq. ft. megastores with user-friendly tools and materials, all to help fledgling hobbyists become fearless builders.

"People used to believe only a professional could do tiling or install track lighting," Bernie Marcus, Home Depot chief executive, says. "That's utter nonsense."

Home improvement store strategies differ. Home Depot concentrates on items for which it can be

the dominant supplier. It walked away from a profitable $80 million unfinished furniture business because it could not be the leader, according to The Times. Although half of its customers are women, it refuses to stock non-repair items that might appeal to them. "We could be the biggest pantyhose seller in America, but we don't want to weaken the link in shoppers' minds between Home Depot and do-ityourself projects, " Marcus explains.

Some stores, in contrast, display housewares, mirrors and houseplants prominently, hoping to attract women. Some chase buy-it-yourselfers who hire installers but select products themselves. Others copy Home Depot in holding clinics and retraining salespeople in hopes of making do-it-yourself home improvement less intimidating, the newspaper says.

Manufacturers also are courting the do-it-yourselfer, making products easier to use. Shrink-wrapped packages of presized paneling or wainscotting with matching mould-

ARE YOU CUTTING

NOW - YOU DON'T HAVE TO BUY INDENTED WOOD. SPECIFY THE HENRICH GREEN RUBBER BAND, CREATED SPECIFICALLY FOR THE NEEDS OF THE MOULDING INDUSTRY.

ing, cartons that fit into the family car for transport, elaborate installation instructions and how-to videos all aim at selling the homeowner on doing his own work.

Heated Competition In Roofing

U.S. demand for roofing products is forecast to climb 2.60/o over the next five years to 221 million squares. In value, the market will expand less than 5% per year to $9.7 billion, as price competition within roofing product categories and between different materials continues to restrain dollar gains, predicted a Freedonia Group study.

Single-ply membrane-based elastomeric and modified bitumen roofing products will rise steadily, at the expense of built-up roofing, which is being disproportionately affected by the decline in new ofl'ice building.

Though the largest category, asphalt shingles, and asphalt roll roofing will hold their own, they will experience competition from roof tile, with the advent of less expensive tiles. Cedar shingle and shake use will decline.

POPULAR WOODWORKING

A full-color magazine, published bimonthly for over lo years. Features clearly written and illustrated projects for home & shop, plus incisive reviews of books and videos, tool and equipment test reports and much more.

PROFIT from the BEST

r tf0% discount from cover price means profits at no risk because magazines are fully returnable (5(Pl6 discount on non-returnable magazines).

I Increased customer traffic boosts supply sales for you. Full-size (21" x32'l plans for woodworking projects in every issue guarantee interest from your customers.

CONTACT US FOR A LIST OF MILLS USING HENRICH BANDS.

WE HAVE AUTOMATIC EOUIPMENT FOR REBUNDLING.

' Free display rack with your first order.

NEWLITERATURE

Kentucky Manulacturcrs

"secondary Wood Manufacturers of Kentucky" is $10 plus $2.50 shipping from Center for Economic Development, I l3 McCreary Hall, Eastern Kentucky University, Richmond, Ky. 40475.

Kltchen Ald

A "Kitchen Design Porlfolio," featuring individual product literature sheets, is available from Bruce Cabinets, 16E03 Dallas Parkway, Dallas, Tx. 75248.

Locks

& Latches

FOR PROMPT SERVICE

on all New Llterature stories write dlrectly to the name and address shown In each ltem. Please mention that you saw it ln Bulldlng Products Dgest, Many thanks!

Palnter's Tools

A catalog of putty knives, scrapers, utility and linoleum knives, and other painting and wallcovering ools is free from Goodell, (800) 542-396.

Lumber Accessories

A 32-p. catalog, of lumber yard supplies, including markers, tally sheets, rules, tapes, stencils, safety products, hooks and other tools, is available from Frank R. Buck & Co., 157, Fairfield, Il. 62E37.

Quallty Controllers

A l2E-p. buyer's guide to Timber Products Inspection subscribers, their prcducs and services is free to wood products manufacturers and distributors from TP, Box 20455, Portland, Or. 97 220.

Exterior Wood Tips

"Exterior Wood in the South: Selection, Applications & Finishes," tips for minimizing moisture problems when selecting and finishing outdoor wood, is available from the Forest Products l,aboratory, I Gifford Pinchot Dr,, Madison, Wi. 53705.

Selling Skills

"SellSmart," a two-part program including five training videos and "take-with" booklets on basic selling skills plus a series of videos and booklets on certain home center products, is available from Masco, 21001 Van Bom Rd., Taylor, Mi.48180.

A l2-p. Segal security hardware cata' log is free from The New England Lock & Hardware Co., Box 544, Norwalk, Ct. 06856.

Floor Medlc

'"the Wood Floor Care Guide," a l6-p. manual for finishing hardwood flooring, is $l from Oak Flmring Institute, Box 3009, Memphis, Tn. 38173.

Qulck Rack

Information on the new Storack fast set-up rack system is free lrom Frick-Gal' lagher Mfg. Co., Box 788, Lancaster, Oh. 43130.

Upscale Fittings

A catalog of d'Elegance decorator fittings for kitchens, baths, lavatories and wet bars is free from Speakman, Box l9l, Wilmington, De. 19899.

AToZOfSYP

"Southern Pine Lumber: Facts for Retailen," a training package including 35min. video and binder of publications and sales tools, is $35 from Southern Pine Marketing Council, Box 52468, New Orleans. la. 70152.

Fireplace File

An 8-p. brochure on nearly 20 different models of factory-built, premium wood buming and gas fireplaces is free from Superior Fireplace Co., 4325 Artesia Ave., Fullerton. Ca.92633.

Wood Floor Care

"How to Take Care of Your Mannington Wood Floor" is free from Mannington Wood Floors, 1327 Lincoln Dr., High Point, N.C. 27260.

Shelf Help

A

I 2-p. industrial shelving, accessories and mezzanine systems booklet is free from Frick-Gallagher Mlg. Co., Box 788. Lancaster. Oh. 43130.

Advertising

LUMBER BUYER wanted. Contacts and fieight experience necessary. National company with good benefits. Send resume with salary requirements to 2570 Devon Ave., Des Plaines, n.60018.

PROFESSIONAL TRADERS

with expertise and a good reputation in specialty lumber products are needed at Cascade Empire Corporation. Our growing company, with current annual sales of $145 million, wishes to double its size within the next five years. If you're interested in a future with a forward thinking company, please respond to Ray B. Haroldson, president, (800) 767-8371. AII responses will be held in strictest confidence.

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 Building Products Digest, 4500 Campus Dr., Suite 4g0, Newport Beach, Ca. 92660. Make checks payable to Cutler publishing, Inc. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 20th of the month. PAYMENT MUST AccoMPANY coPY unless vou have esrablished credir with us.

WANTED TO BUY

All types of building materials, hardware. closeouts. overruns. irregulars and buy backs.

CALL COLLECT:

Spencer Parker or Bubba Morgan 2nds in Building Materials, Inc. Phone: 615.E9-E203

Fax: 615-t9!l-4429

CLOSE OUT: Astr, Poplar, Maple. 1x2, 1x3, 1x4, 1x6, 1x8, 1x12-3', 4', 5',6',

FOR SALE: Family lumberyard and hardware store. Business has been in this location since 1956. 13,000 square foot sales room plus three warehouses. Covers entire city block in a large Central Florida community of 27,000 population. For more information call Gene Gregory at (407) 322-0500.

FOR SALE

Hard to find items, long lengths, custom timbers, special patterns. Clear cedar to 4x12, clear & clear hrt. redwood to 4xl2 and 6x8, C & Btr Doug fir to 4x12. Call Product Sales Co. (714) 998-8680. Please see our ad on page 4.

FOR SALE: Independent retail building material and hardware store. Located in western North Carolina. In business for 2l years. 6500' in store, 19,000'in warehouse and lumber storage. Owner wants to retire. Write to Box 85, c/o Building hoducts Digest.

RETAIL BUILDING MATERIALS COMPANY

Profitablc business with $3.4 million in sales and sfiong sales growth. l,ocated in a bcautiful North Arkansas Ozark retirement community ranlied l5th in the nation for quality of life and affordability.

Contacl Steve Blumreich, I -800-64355 16.

LEGEND has it during Mark Twain's young years as a newspaper editor, he received a letter from a subscriber who had found a spider in his paper. The superstitious reader asked if it was an omen. Twain replied: "Finding a spider in your paper is neither good luck nor bad. The spider was merely looking over our paper to see which merchant was not advertising so that he could go to that store, spin his web across the door and lead a life of undisturbed peace ever afterward."

'fHE HIGH quality and prestige asI sociated with hardwood products make them a natural choice for homeowners ready to do their own home improvements and upgrades. However, until recently, the random width and length recognized as standard size in the hardwood industry and the high cost of the product have limited d-i-y sales.

About l0 years ago, a survey revealed that X)Vo of the home craftsmen would buy hardwood panels for their woodworking projects if they were standard sized. More specifically, they asked for both lumber and edge glued panels, knife planed to 314" and clear from defects on at least one face,

Weyerhaeuser, Canfield Forest Products and Glen Oak Lumber and Milling were among the companies responding to these requests. Merchandising programs including display racks, point of purchase materials and co-op advertising programs were developed for retailers.

The problem of inconvenient sizes had been answered, but consumers were still concemed with the need for special tools to properly mill a high cost raw material. The prospect of a bad cut reducing an expensive board to firewood was not easily accepted. Manufacturers solved these fears by offering products such as turned chair and table legs and precut table tops which require little if any machining.

Adding value to the hardwood offers manufacturers a way to differenti-

Hardwood madret responds to d-i-Vdemands

ate prducts. Once the lumber is dried, the obvious way to differentiate and add value is through additional milling to create products more attractive to the final customer. This allows both manufacturcrs and retailers to realize profit margins unlike those in the commodity markets.

Only the most progressive hardwood manufacturcrs have entered the do-it-yourself market. Different skills are needed to market hardwoods to consumers. Several leading d-i-y hardwood manufacturen hired people with strong merchandising backgrounds to ease their entry into the market.

That the hardwood industry has recognized d-i-y as a potentially lucrative new market and a diverse set of manufacturers has entered the field should be good news for retailers. Larger retailers can benefit from the merchandising programs offered by the firms already established in the di-y hardwood market. Smaller retailers may be served by manufacturers well versed in hardwoods, but new to d-i-y markets. The elaborate display racks and point of purchase materials of-

Dealers demand quality

(Continued from Page 2l )

pet peeve. They are hard to unload and checking the block tally to the manifest and comparing the unit to the inventory list takes forever."

"If all suppliers are asking the same price, packaging and careful marking of the bundles is the deciding factor for me."

"Are you able to utilize computer ordering?" Although only a few distibutors offer the service, dealers who can access their systems like to browse the species and bundle descriptions. Then using the bundle numbers, they place their order with no human contact.

SiforyataGlane'

Hardwood man utactu rerg llll requertr for ltandard 3lzo!.. . value added product! Incrcase sales potentlal . . programs facllltate rctalle/r commltment.

fered by larger manufacturers may be unnecessary or inappropriate in their stores. Wholesaler processors and buying groups have also recognized the increasing demand for hardwood products and made them available to their customers.

Retailers who stock do-it-yourself hardwoods communicate to their customers a commitment to offer the high value products homeowners want today when building, remodeling or doing home woodworking projects.

Stephen Salbbury, an associate of The heland Grcup, forcslry consultan s in Augusta, Me., prcparcd this report following a Sept. 5 Hardwood D-I-Y Symposium -+ditor.

Without exception, dealers called were emphatic on the need for consistent quality, which they described as high grade lumber with consistent color and texture, conforming to NHLA rules. The ability to fill special needs rated high as did the availability of straight or mixed loads. Fast service with material delivered on time in good condition and careful packaging got affirmative responses. Consistent supply and business ethics were mentioned as expectations.

These are the expectations of the dealers, but do the suppliers meet them? The best response to this question came from the lumber buyer for a well established retailer. "All our suppliers are good ...we've had 50 years to filter out the bad guys."

including both our hardvrrood Series and past Hardrvood Special Issues!

WIDE APPEAL

Selected from years ofour

in these reprints will appeal to old newcomers who need to learn fast.

most popular hardwood articles and features, the information contained hands in the business as well as

PLAIN ANd SIMPLE understandable language, these and put the understanding in.

EFFECTIVE TRAINING AID

Use them as a training aid, to brush

DOMESTIC HARDWOODS

Hardwoods of the Pacific Northwest (19 species)

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

A background on alder's popularity (two parts)

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

Western Maple

Oregon Myrtle, smooth €,, tough

Developing California hardwoods (black oak)

Northeastern Hardwoods (four parts) (yellow birch, hard maple, black 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

Includ"es 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 heavyweight and the lightweight 0ignum vitae, balsa)

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

Two varieties of brosimum

45OO Campus Drive, suite 48O

Neurport Beach, Ca. 9266O

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

nDomesticHardwoods $12

n Southeast Asian Hardwoods $z

E SouthAmerican Hardwoods g6

n,q.ilthree $19 (thebigbaqgain)

tr Check enclosed

n Cash enclosed

each group singly or save rn()ney and get all three for only $19

WARNING NO UNATTENDED CHILDREN BEYOND THIS SIGN

Beware Of Chlldren

Children lcft unattended in a storc or yard can lcad to falling mcrchandise, serious injuries and premiscs liability claims.

Dealers should take special care to prevent such accidents by arranging inventory and fixtures in a safe manner, by warning of known dangers with conspicuous, clear signs, and by blocking off clearly dangerous areas from youngsters.

The Mid-Anrcrica Lumbcrmens

Bullderama Down To 1 Unlt

Builderama, Savannah, Ga., has declared Chapter I I bankruptcy and closed five of its six stores after negotiations for sale of the chain collapsed.

Don Whipple, who led the attempted buyout with a Charlotte, N.C., investor group, resigned as president and chief executive ofhcer. Gary Springer, now chief operating officer and general manger, assumes his duties.

"We'rr reducing to concentrate on the one store that we own," explained Springer. The company-owned Savannah location will remain open, with leased sites in Savannah, Summerville and Charleston, S.C., and two in Augusia, Ga., closed. Wiener Enterprises, Inc., Harahan, La., is the parent company.

Gulf War Supplier Honorcd

Buie Forest Products, San Antonio, Tx., was recognized by the Defense Construction Supply Center for its outstanding supply support during Operation Desert Storm.

The wholesaler received a certificate of appreciation and Personal thanks from United States Air Force brigadier general and commander' Richard A. Browning. "Your patriotism and self sacrifice allowed us to provide these needed supplies to our forces at a most crucial juncture in the operations," he said.

"[t is easy to measur€ the value of

Association, (8l6) 931-2102, is offering these three different warning signs at 100 each plus 500 shipping.

weight and less costly than steel and of more consistent quality than bamboo. Hose reels molded from polypropylene do not rust or deteriorate from exposure to water. Plastic scoop shovels are lighter weight, more durable, less costly and resistant to snow and manure.

Wheelbarrow trays made of high density polyethylene have better weatherability than those made of steel with toughness and impact strength as good as their metal counterparts. There are particular benefits to concrete users. Leftover concrete pops off easily,

your efforts in terms of reduced delivery days," Browning added. "However, the savings in terms of human life are immeasurable and vastly more important. It is heartwarming to know that when your country needed you, your response was swift and unwavering."

Zlckgraf Companles Sold

Bodi Bodenheimer has purchased Zickgnf Enterprises, Inc., parent company of flooring manufacturer Zickgraf Hardwood Co., Franklin, N.C., retailer Nantahala Lumber Co., Franklin and Haysville, N.C., and Franklin Machine Co.

Bodenheimer, a retircd bank president, joined Zickgraf as president and chief executive officer in January.

Phstic lmproves Some Tools

Despite dealer and consumer misconceptions, cost reduction is not the primary reason behind the replacement of wood or metal lawn and garden tools with an ever increasing number of plastic models.

Plastics meet the demand for better corrosion resistance, durability, low cost, and better appearance, according to Ken Spear at Ames Lawn & Garden Tools.

Polypropylene rakes

Bcan Lumber Co., Curi BGM Equlpment Sales .........................-......2 I

Bowie Sims Prange.......--..............................2E

Brungart Equipmenl

Chesapeake Wood Treating Co....................24

Curtner-Dixon Lumber Co..... -----.......,...24

Dean Lumber Co..

Deep South Equ|pment.................................21

Hardwood Floorlng & Pane|ing..................35

Hardwood Reprints ..........--.-------.........37

Henrich Packaging

Hickson Corp.................------.----...Cover I

Hmver Trcated Wood Products.....................5

Houston Woodtech, Inc................................20

Idaho Cedar Sales ..............-.........................3()

Indian Country, Inc. .................-----..........31

Jordan Redwood Lumber Co., Lee Roy........7

LJB Lumber Sa|es.............-.............................6

Navajo Forest Products Industries...............29

New South Fortst Industries........'................17

Pacifi c Lumber Co. .........................................4

Phillips Machinery.......-----------...........2 I

Popular Woodworking (EGW Publishing Co.)..........-....................33

Product Sales Co.

River City Moulding...

Southern Cypress Manufacturers Association .....--....Cover IV

Stewarl & Stevenson Material Handling.....2l

Sunbelt Material Hand|ing............................25

Swan Secure Products ..................................3{)

The Merchant Maga2ine..............-...Cover III

Woodfold-Marco Wrenn Handling Manufacturing, Inc.........18

Avold InluryTo Chlldren DO }.|oT LEAVE CHILDREN UNATTENDED IN STORE

Selllng tofrhc wEsr2

Plus Alaska and Hawaii

lf you sell into the West, or any part of it, we can help you get across yourmessage.

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

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

clearly which magazine Westerners read.

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

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

The Dlstlncflon You Deserve

Superior performance. Consistent quality. An unmistakable look. Clpress.

One of the most natunlly versatile building materials, cypress has no equals when it comes to siding and fencing, paneling, trim and millwork. Clpress has gain character

like no other and it's easily insalled and readily finished. Long known for its exceptional durability, cypress is available now in a wide variety of dimensions and pattems.

Artisans have been making history with cypress for thousands of years. Qpress was the choice of kings, and that golden legacy can be yours today.

Acdve Members

Southern Clpress Manrfacturers Assocladon

l.W. Black Lumber Company 501/857-)576

Coastal Lumber Company 9 l9 / 57G421 |

Corbitt Clpress Company %4/797 -2676

Georgia-Pacific Corporation 404/ 521 -55 | I Griffis Lumber Company 904/772-996, Mackey's Ferry Sawmill 919/79)-2950

Marsh Plywood Corporation 807/ 497-51 l I

Assochte Members

Bames Lumber Sales, lnc. 912/7U-875

Fforida Qpress Wood Prod. lnc. c)04/791-9752

Gaiennie Lumber Company )18/948-J066

McEwen Lumber Company 919/ 472-lc){fr

Rex Lumber Company 617/2$-ffi55

Richard tandry Lumber *les 718/ 4424453

The Mann and Parker Lumber Co. 717/2J5-48)4

Wifliams Lumber Company of NC 919/442-2136

Mlson Lumber Company, lnc. 901/27 4-ffi7