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

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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 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.

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

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