Building Products Digest - October 1992

Hatdttd demand e ec olote e

Pricee rise os eupply weohcns

Hotdwad. plywd et urfurdt

Clnnges ean saue rctailcre nonpy

Hartud gr&t mdc aimple

Usin4 yield. test to clech shipnunt

One ontuter to eupplXt ptobleme Hardwmd, for dimension lumber

12 Betnfitt one powerfitl col.es tals

Hardwnd. ualues impress custonwrs

Sjdjng przfer?_?-ce? differ by geogrophicol rcgione

A chart tlnt will ltclp you krww your custontprs' wants

Hurrieone Andreut clomc buildins euoolry line

Marhct goes bonkers, industry resporlds hh'roiraUy

HoHo's 100th anniversory ottraato lorge eroutd

Hot Sprirrys, Gurdon, Ar., roll out th.e southern hospitality

Who will d.o the most to bolcter inductrt'c poeition?

Cand,idates cornmcnt on enuironrnent and, iirnSer issues

Selling profitobly must be inaentiue for oll buyine

An analysis of buying techniques with tltc benefits of each

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PUBLISHER DavH Culler EDITOR Juanlta Lowet ASSOCTATE EDITOR Oavtd Ko€ntg

EDITORS Dwhhl Cunan, Gagg Md(lnn6y, Ken Thtm, Walty Lynch

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EDITORIAT

1 00 years of success

For any organization to last 100 years is quite an achievement. But when a business fraternity with the odd name of The International Concatenated Order of Hoo-Hoo celebrates its centennial from a position of strength, it is nothing less than remarkable.

This is exactly what happened last month as more than 400 Hoo-Hoos and their wives trekked to the tiny fukansas town of Gurdon, where it all began a century ago. They came from four different member countries and dl branches of the lurber and wood products industries.

While the social aspects of the fraternity are important, it is not all fun, frolic and fellowship. Important community projects are achieved and many a wood promotion effort has been realized by the men of Hoo-Hoo.

The nine points of the Hoo-Hoo Code of Ethics are standards any business person in the world could and should observe. Among them:

DAVID CUTLER publisher

To fill with credit the sphere in which we are placed without interferinS with the rights of others.

To establish the spoken word as the basis of the wriuen bond.

To cultivate true friendship and therefore confidence among persons engaged in the lumber business.

To consider our vocation worthy and to be worthy of our vocation...

In a cynical age it is easy to poke fun at this organization and its ritualism. But that misses the point. Hoo-Hoo is composed of friends and friendly people who honestly pursue its lofty goals. We salute them and their achievements and wish them well for the next 100 years.

Hardwood Demand Will Exceed Supply

Hardwood demand is expected to continue to outpace supply in the coming months with prices continuing to escalate.

George Barrett predicts in the Weekly Hardwood Review pricing report that firm to increasing price levels will continue in the coming months due to continuing inventory shortages. Lumber production increased only slighfly during the summer, he explains, making lumber inventories as shallow now zrs anytime in the last year. Rain, snow and winter weather will exacerbate the situation. he advises lumber buyers.

Demand for hardwood continues to escalate with kitchen cabinet sales up l4%o duing the first six months of 1992. Dimension manufacturers are reporting full order files and hardwood flooring shipments are up llqo over 1991 levels, Biurett notes.

Despite housing starts ahead of last year, George A. Christie, F. W. Dodge economist, says, "The potential for a one million unit rate of single family home building (in 1992) is realistic enough, but will be hard to sustain until the economy strengthens. Driving interest rates down is not enough, hecause refinancing existing mortgages has more appeal than taking on new debt."

While the overall demand for lumber has improved across major markets, the transition from a supply to a demand driven market has not occurred, Barrett reports. He estimates lunrber production will fall slightly in tle coming winter months as customary !o push prices up for the next two quarters on many key items. However, with timber prices at record levels timber owners have an incentive to sell. Logs and timber should be available in most regions, making production increases possible.

"While the hardwood industry may have its ups and downs, the outlook is still positive as evidenced by the increased investments being made by many companies within our industry," Barrett concludes. "The biggest challenge remains gening a handle on raw material costs, as the inoeasing cost of logs is governing profitability for the sawmills to a greater extent than ever."

Our new Ultrawood product, Chesapeake's Wood Plus is the best in water repellent technology. Wood Plus is our highest quality pressure treated lumber manufactured to resist checking, splitting, decay and termite attack.

mOfUsAs IlourNaMResornre

'e're the name that naturally comes to mind forCalifomia redwoodand Douglas fir.

The Pacific Lumber Company is the world's largest supplier of high grade redwood and Douglas fir products with the broadest line in all grades.

Whatever your needs, there's a good chance we carry it. And you save in delivery costs because we can satisfy your full requirements in one mixed

Ioad from the mill. Some examples of our line include...

. Kiln-dried bevel sidings, pattems & surfaced stock

Full-sawn, rough, FOHC timbers up to 8x8 in redwood and up to 6x16 in Douglas fir

A complete family of end & edge glued PALCO-l.oc products

Redwood rough and surfaced green lumber, 2x4 through 2xl2,both upper and common grades

The next time you need to place an order for quality lumber, call the "one stop" supplier. Call The Pacific Lumber Company.

We're your Natural Resource.

How to use new hardwood plywood standard

THE Interim Voluntary Standard I for Hardwood and Decorative Plywood (HP-l 1992) with its expanded number of face grades is having a major impact on retail and wholesale hmtber markets.

heviously, four face grades were includpd in the standard. Now with six face grades, retailers and wholesalers will have !o relearn the grades and the applications for which each grade is best suited to effectively service customers. Sarah Griffin Peck, Hardwood Plywood Manufacturers Association, Reston, Va., points out that re-education, not only of the sales staff, but of the customers, will be needed.

The Hardwood Plywood Manufacturers Association developed the current goveming standard for the numufacture of hardwood and decorative plywood to supersede the American National Standard for Hardwood and Decorative Plywood (ANSI/HPMA HP-83). It esrablishes nationally rmognized marketing classifications, quality criteria, t€st methods, definitions and grademarking and product designation practices for plywood produced primarily from hardwoods. Included in the standard are new face, back and core grades which allow for a wider variety of appearance and a section dealing with formaldehyde emissions.

Retailers and wholesalers who order according to this standard will have several advantages over their competition, Peck maintains. By understanding the new grades and or&ring to the spwifications contained in the standard, companies can save money by purchasing only the product really needed. They also can save money for customers by advising them on the suitability of the various grades for specific applications. Recourse also is available should a dispute arise over a shipment not meeting the requirements of the standard.

The interim standard includes four

categories of back grades: 1,2,3 & 4. A table in the standard indicates the characteristics and allowable defects for each of these. New core grades J, K, L & M are also described in easy o understand table format.

In accordance with government regulations mandating that since September all federal agencies should conduct their business in metric as much as feasible, the standard contains both meric and inch-pound specifications.

The standard is intended for voluntary use in rade literature, catalogs, purchasing documents, sales contracts, building co&s and procurement specifications to describe the quality aspects of tte product and the mean$ to determine conformance. Because it is a voluntary standar( purchasers must request their products meet its specifi-

cations. Purchase orders should include the phrase "products in this pufchase order should meet IIPMA hardwood plywood standard HP-l 1992," Peckexplained.

Copies of the Interim Voluntary Stand.ard for Hardwood. and Decorative Ptywood are ovailablc from thc Hardwood Plywood Manufacture n Association, P.O. Box 2789, Reston, Va 2209O - Editor.

Story at a Glance

How to save money using new interim standard to order hardwood and ecoratlve plywood face grades expand from 4 to 6 ,.. new core grades described.

Hardwood Plywood Face Grade Suitability

(According to the Interim Voluntary Standard for Hardwood and Decorative Plywood)

Face Grade Application

AA The very best quality face grade for high end use such as ilchil€ctual Daneling- doors, cabinet6 and fumiturc.

A Where AA is not required but uniformity and few natual characteristics are desired such as in cabinete and fumitue.

B Where uifomity is of less interest and when there i6 a desire to display small natural characteristics

c,D&E

Provide sound surfaces but allow unlinited color variation; Brades C, D & E respectively, allow knots and repaire in increasing size ran*ee. Can be used where a more natual aDpearance is desired.

Appeuance characterbtiG ar€ not standardizrd and are subiect to agreem€nt between the individual buyer and seller, as in fac{ory finlshed wall paneling Panels refened to in the trrde as fumiture grade, paint grade, ehop grade, etc. could fall into Specialty Grade.

An introduction to hardwood grades

By Grge McKlnney Contsibuting Edilor

AVE you ever wondered whether you were getting the grade of hardwood lumber you ordered? Have you ever received a shipment of hardwood that yielded less than you expected? Have you ever asked a salesperson for an explanation of hardwood grades and just ended up confused?

I began grading certain species of hardwood when I was 14, but I wouldn't call myself a hardwood grader. A grader is someone who has attended the National Hardwood Lumber Association's grading school in Memphis, Th., and has worked several years in the field. Few of us have that kind of background.

But you don't have to be a certified hardwood grader to be confident ttrat you've received the correct shipmenl You just need a rudimentary lnowledge of hardwoods, an understanding of yield tests and your own cornmon sense.

At the time you place an order you can take the frst step towards ensuring you get exactly the grade of hardwood you need. Don't allow a wholesaler to mix grades within the same

SrbryataGlarre

Easy to rinderstand method of buying hardwood ... how to order different grades applying a yield test to take the confusion out of grades.

load. If you order more tban one grade of hardwood at tbe same time, ask the supplier to bundle each grade separately. And insist on a sepafate tally for each bundle.

Your supplier may want to ship mixed grades of lumber, usually because it came to him that way. But unless you're well versed in grading, it's difficult to know exactly how much of each grade you receive. If through an error you receive more low grade lumber than the invoice shows, you may never know it. Eliminate the potential for such mistakes by insisting that the grades are separated. It's a request any supplier will respect

The next step comes when you receive the shipment. Check the tally (it should accompany your packing slip) for accuracy. Visually inspect the shipment to make sure it looks like the kind of lumber you want. Turn over several tiers to see that the entire load looks as attractive as the top boards.

At this point a rudimentary lnowledge of hardwood grades will help you determine whether you have a correct shipment. check the widths and lengths to make sure they meet or exceed the minimun requirements for the grade you ordered. (See the sidebar.)

Once you're generally satisfied with the hardwood you've received, the real test begins. As you rework or remanufacture the lumber you've purchased, employ some form of yield test. A yield test is an accurate record of the amount of product you get out

of a particular quantity of hardwood. It can take all of the confusion out of hardwood grades by putting things ino your tenns.

Yield tests can be complex or disanningly simple. A complex yield test is when a manufacnrer, such as a furniture planL records the number of specific parts it can cut from a set anount of bardwood. For exarnple, a plant supervisor may know that 500 board feet of 614 #l cornmon oak will yield approximately 500 chair legs.

A simple yield test is when a retail lumber dealer lnows that aft€r he defects (cuts out lnots and splits) 500 feet of frst-and-seconds oak it should approxinately fill a particular bin in the store that he lnows from experience holds approximately 500 board feet.

If you're unsure of how to develop your own yield test, ask your supplier. Any salesperson who is proud of the product should have plenty of ideas. It's an opportunity to demonstrate the quality of his merchandise.

The secret to yield tests is to keep accurate records. Use your records to establish a range for what you can expect from a particular quantity of hardwood in the grade you order. Ifa load falls substantially below that range, show your records to your supplier and ask for an adjustment. In most cases you'll get some kind of consideration.

If you want to know more about hardwood grades, any supplier can get you a copy of the grading rules published by the National Hardwood Lumber Association. But I recom-

mend that you don't try t0 be an expert. Use yield tests so that you can talk about hardwood in the terms you know best - in terms of your own product. That way you'll never feel at a disadvantage.

If you ever think you haven't received the product you ordered, tell your supplier immediately. Your supplier will be anxious to make it right. If you have repeated difficulties and can't get satisfaction, you can contact the state agency responsible for weights and measures.

Always assume the best from your hardwood supplier. A mistake in grade (or tally) can result from a simple mix-up of orders or from a tally clerk having a bad day. (I had a few when I was clerking.) Give your supplier a chance to fix an honest mistake. It will give him an opportunity to show how much he appreciates vour business.

Hardwood to the rescue

lltith harvest restrictions, increasU U ing demand both domestic and international, and changing trade agreements with Canada, the outlook for hardwood as dimension lumber has never been better.

An abundance of lower quality hardwoods well suited for structural application and American Lumber standards committee approval of almost a dozen hardwood species combine to make the idea more feasible. AlSC-approved structural grading rule descriptions and allowable design stresses are in place for four lower density hardwood species (red alder, cottonwood, aspen and yellow poplar) and seven higher density hardwood species or species groups

Story at a Glance

Many abundant hardwoods suitable for dimension lumber offer possible solution to availability problems

Forest Products Lab working to make them a profitable option for sawmill operators.

(red maple, mixed maple, beechbirch-hickory, mixed oak, red oak, northem red oak and white oak).

Research has resolved many of the technical problems associated with the manufacture of dimension lumber from hardwoods, notably excessive warp and twist, according to Dave Green, Forest Products Laboratory, Madison, Wi. However, structumlly graded hardwoods are not generally available in the market. The uncertainties of cornpetition with softwood lumber, pricing of hardwood lumber and expected profit margin have discouraged potential producers. The consumer's tendency to stay with familiar products also complicates the economics of producing hardwood dimension.

With the favorable outlook for hardwood dimension lumber, mill owners must examine all variables of economic feasibility. Log and stumpage prices, yields and product values, the costs of processing hardwoods and capital investments for conversion of existing facilities to hardwood production or building a new mill specifically for producing hardwood dimension lumber must be carefully considered.

Research initiated bv the USDA

Forest Products Laboratory is evaluating the yield of machine stress rated and visually graded dimension lumber from red oak logs versus alternative uses for these logs. This infonnation will be available to help sawmill operators select the most profitable alternative for processing hardwood logs.

Retailers, too, must bec-ome infonned on the advantages and disadvantages of hardwood dimension lumber to be able to market the product successfully when it becomes available. Education of consumers will be an imporrant part of a marketing campaign.

10 hardwood benefits that sell

I The value of hardwood can be I measured in dollars as well as aesthetics. "The addition of a hardwood floor to the average bedroom, den, living K)om or dining room can add $3,000 to $5,000 to Oe resale value of tbe home," estimates Bonnie Holmes, executive director of tbe National Wood Flooring Association. "This added value represents the cost of the materials and installation plus an additional 20-30Vo."

mal, rustic, country or contemporary. Designers consider floors, ceilings, woodwork and cabinets of hardwood as unifying factors to tie spaces together and provide visual flowthrough.

/ Hardwoods are an excellent way rtto update a home. Hardwood baseboards, chair rails and ceiling crowns add distinction to an older

in the mid 1600s, this structure still has its original parquet floor. More recently, after 15,000 people went through "The Busy Woman's Dream House" in Conyers, Ga., a simple buffing restored the new look of the hardwood flmn.

4( Hardwood resists damage, but is lleasily repaired if it occurs. Scratches can be sanded out \Pith a fine grade paper and restained with a matching color finish. Extensive damage can be replaced with a matching pattern and stain.

fr]f Hardwood is easy to maintain. / Once or twice a vear hardwood moulding and rim sbbuld be washed with oil soap to restore luster to the finish and protect the wood, experts advise. Hardwood floors clean easilv with a dust mop.

(l Hardwood stands the test of time. (D"It's a natural material that is grown It's not something synthetic that began artificial and will always be artificial. The quality perseveres," says Antonio Torrice, co-director of Living and Learning Environments.

Story at a Glance

How to sell customers on hardwood emphasizing upgrading a home, increasing its worth, durablllty and attractiveness environmentalsoundess.

HARDWOOD cabinets and ffooring give a dealer the advantage of being able to sell quality and lasting value. Hardwoods ate excellent producls for bolh new homes and remodeling projects.

zf Hardwood has excellent insulating .Svalues and is warm to the touch. 'Wood is the warmest of the natural materials," architects explain, "Your eyes perceive the wamrth as well."

I Hardwoods are versatile and blend r,twith anv interior - infonnal. for-

home, lifting it above the ordinary with a custom appeiuance. Hardwood kitchen cabines and built-ins modernize aging homes.

( Hardwood has substance and an r)abilitv to withstand use. Its durability is well proven in the palace of Versailles, near Paris, France. Built

(l

Hardwood is readily available. TMittwork, paneling, flooring and dimension lumber for built-ins are usually in stock. Cabinets are readily ordered. Many items such as hardwood closet organizers can be bought off the shelf.

hardwood today than in 1945 and grows twice as much as it harvests each year.

Stock the siding that sells

A RE YOU selling the siding that Ayour areas buyers prefer? Do you lnow what's important to them when they shop for siding? Preferences differ drastically by region, and knowing your customer's priorities can help you stock the type of siding that will sell best for you.

Story at a Glance

Know what the builders and remodelers in your area demand ... what goes into their buying decisions predictions for vinyl, plywood, hardboard, OSB, cedar, brick and aluminum.

In new construction, hardboard was the siding of choice in the south Atlantic region, though its use has been slipping and is predicted to continue declining. In second place, plywood will dip but not as sharply. Stucco and brick will hold, with OSB and vinyl climbing fast to make up the difference.

Brick will retain its dominating lead in the east south central, followed by hardboard (on the decline), OSB (picking up steam), vinyl (rising), and plywood (dipping slightly). In the west south central, leader hardboard will also decline, while brick will inch up slightly. Plywood will fall, OSB and vinyl will climb.

For repair and remodeling, vinyl boasts nearly half the south Atlantic market and will get even stronger. OSB will be the only other material to make gains. In the east south central, vinyl is equally strong, but receives healthy competition fron plywood, which will progressively lose market share to OSB. In the west south central, vinyl also holds a commanding lead and contenders hardboard and plywood will drop.

Materials also vary by type of house being built, whether it's a new single family start-up, move-up or luxury home.

o Hardboard siding: start-up or move-up

o Cedar: luxury, some move-up

o Plywood: start-up, some moveup

o OSB: start-upormove-up

o Aluminum: start-up, with some move-up

o Vinyl: all types

o Brick luxury,.somemove-up

o Stucco: all types

Finally, builders, remodeling contnactors and architects base their siding buying decisions on various benefits of the product. Match the siding you carry with their intended price and quality level. The following chaft displays the results of a recent phone survey by George Carter & Affiliates. Builders and remodelers in three southem regions were asked to rate the importance of ten factors that could relate to their purchasing decision on siding. Ratings are from I (unimportant) to 10 (very important).

In evaluating the scores, consider 9.Gr is excellent; 8.0-8.9, very good; 7.0-7.9, good; 6.0-6.9, fah, and 5.9 and below, poor.

Informationfor this articlc is compiled from a 1992 three volume "Siding Consumption in Residcntial Structures" survey available from George Carter & Afriliates, 767 Park Ave., Oradell, N.I. 07649.

Hurricane sends industry spinning

IJURRICANE Andrew ravaged

I lsouthern Florida and louisiana in lat€ August, turning homes, lives and an entire building supply industry upside down.

Prices and supplies at local home cent€rs and lumberyards were thrown into a frenzy as demand suddenly rose in anticipation of the oncoming storm and exploded once it had hit. "The market (for plywood) just went bonkers," said Clayton Barns, Willamefie Industries. Plywood prices leapt40Vo to 607o in one week, hitting record highs.

Skyrocketing prices in the face of an emergency enraged local homeowners, government officials and retailers, who accused manufacturers of price gouging, and the Florida attorney general subpoenaed GeorgiaPacific, Louisiana-Pacific, Weyerhaeuser and other fimrs to supply documentation justifying the increases.

Louisiana-Pacific responded that any immediate price increases were the work of wholesalers and retailers, since the wood currently being sold at retail was sold by the manufacturer weeks before. The shortages were worsened by the cornmon practice of just-in-time inventories, which kept

on-hand stocks low; limited production due to environmental restraints, and the need to transport products over a greater disance. In addition, prices had already been slowly rising in preceding weeks due to normal seasonal cycles.

Panic buying extended nationwide. hices rose so fa.st that many sheath-

ing and particlebord producers began quoting 'P-T-S" (Price Time of Shipment) to cover later increases.

In an effort to stem tbe tnemendous inffiases, Home Depot vowed to sell plywood, roofing shingles and polyethylene sbeeting at cost for 30 days in Florida and Louisiana. Unfortunately, tbeir prices attracted profiteen trying o corner tbe market on certain supplies and resell tbem at exorbitant markups. Stores were forced to limit quantities to what one household could rcasonably use, such as no mor€ than 25 sheets of plywood per customer. "We're not going to be able to lose money on these products forever, so we will be managing policies on quantities and costs as we need to" said Home Depot's Lonnie Fogel. Suppliers such as LouisianaPacific, Owens Corning Fiberglas and Celotex also linited price increases on certain products, and GeorgiaPacific returned prices for southern pine sheathing grade plywood to prestorm levels for customers in hurricane-damaged areas. To alleviate the (Please turn to page 24)

Storv at a Glance

Hurricine Andrew storms through Florida and Louislana, ignlting demand and prlces accusatlons of prlce gouglng ... building material suppliers loln relief efforts, dealers work around the clock desplte damages.

Florida Gounty Outlaws OSB For Roof Sheathing

In response to the devastation of Hurricane Andrew, the Dade County, Fl., board of commissioners has approved a temporary ban on OSB, composite waferboard and structuml particleboard in roof sheathing.

The ordinance extends until March l,1993.

"We've had people down there since Day One, and all the evidence we've collected suggests the primary cause of structural and building failure was the fasteners and connections, and builders not following proper fastening schedules, as opposed to the panel failure," said Jack Merry, American

Plywood Association.

APA will work closely with building officials over the next several weeks or months to prove that such producs can, did and will perform under extreme conditions and reverse the commission's decision.

While the commission is attempting to prevent future losses, APA sees the decision as having harmful ramifications on the rebuilding effort. "Right now there is a tremendous need for panel products for rebuilding," Merry said. "There are already shortages, and they need OSB."

PAYBAGK: Cox Wood Prsoeling Co., Oangeburg, S.C., otums tho kirdneos shown by ohu etateo del Huniene HuSo W donding a truckbad of 10,000 boad feet of preosure tr€aled lumbor to Eonila raoonstruction efforts. Ihe gill wag coordhded and delitleted by Cox wood ptoducts distdhtor Landun Lumber, Jaclconvillo; Fl.

both our hardurood Series and past Hardwood Special Issues!

urIDE APPEAL

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

PLAIN and SIMPLE

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

EFFECTIVE TRAINING AID

Use them as a training aid, to brush up on facts long forgotten, or just for your own pleasure.

DOMESTIC HARDIil/OODS

Hardwoods of the Pacific Northwest (19 species)

An uptodate 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 Mfile, 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

Includcs 28 separate reprints!

ASIAN.PACIFIC

Malayan Hardwoods (chart) (48 species)

Some Malayan Hardwoods (two parts) (10 species)

A quartet of related Asian Hardwoods (apitong, Surjun, 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, Grpomo, ebony)

Banak: a mahogany substitute

Cedro: the volatile Latin

The heavyweight and the lightweight 0ignum vitae, balsa)

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

Two varieties of brosimum

45OO Campus Drive, suite 48O Newport Beach, Ca. 9266O

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

lDomesticHardwoods Stz

! Southeast Asian Hardwoods $7

tr South American Hardwoods $6

nA[three $19 (thebigbaqgain)

tr Check enclosed

E Cash enclosed

each €iroup singly (Dr save rnoney and get all three for only $19.

E$trWSBRItrFS

Builders Souare ooened a new 200,000 sq. ft., ft+ m[lton headquarters bulldlng and a Butlders Square II pototype sore ln San Antonlo, Tl.: announced plans to relocate three other San Antonlo stores and a Corpus CMstl, Tt., unit; sought approval of a 107,000 sq. ft. store ln Delray Beach, Ft.

Iawe's opened a Harbison, S.C., store; shopped for a Rome, G&., slte; announced relocadon of an Opellka, Al., unit later thls year, a new Owensboro, Ky., store ln 1993 and a Cookevllle, Tn., locaflon under constructlon

Home Depot paid $10 million for land ln Oklahoma City, Ok., to bulld a second unit: continued negotiatlons to buy a Merritt Island, Fl., site; resubmitted plans for a 130,370 sq. ft. Tallahassee, Fl., store and opened a drivetbrough recycling depot in Atlanta, Ga" (See story p. 37)

Plymart opened its 5th north Georgia location in Fonyth County ... Izeds BuiWing Products Inc. sold Florence and Greenville, S.C., Clinton, Kinston and Wilmington, N.C., locations to P elic an Companies .Iac., Conway, S.C., which will operate the units as Pelican's,,.

Cox Lwnber Co., St. Petersburg, Fl., acquired Panning ktmber, Orlando, Fl., adding six sites for a total of 20 Florida stores plus two in the Cayman Islands Square Deal Lumber Co. moved its custom millwork shop into new 11,500 sq. ft. quarters at the Cave City, Ky.,location...

Oakley b,rnber and Supply,Laverne, Ok., added a fenced storage lot across the street from the store ... Southside Building Materials, Springdale, Ar., has moved to

Fremont St. Mtfi a branch ofilce ln Rogers ,,, Yeager's, V8rt Buren, Ar., flnlshed remodellnc lts recently acquired ex-Highes Innber Co. slte tn Ft. Smith

Buildcrs Warehouse Assoc iates, Conway, Ar., purchas d Castlenutt Lumber Co. vards tn Cluksvllle and Parls ,,, rt,odgers Lumber and Supply Co., Hot Springs, Ar., is chan$ng lts name to Hot Springs Lumber & Supply Co. H. E. Keeter Innber Co., Inc., Mountaln Home, Ar., recently purchased by Bob Wedgeworth and John Reese, ls now affiliated with Ace Hardware...

Crow Builders Supply, Inc. closed a Lonoke, Ar., unit, consolidating operations at Carllsle, Ar., with a new branch yard in Hazen, Ar., Ritchie Crow mgr./owner ,,, Ridout Lwnber Co. will build its l0fir retail location in Fayetteville, Ar., with Kenneth Bradle moving there ftom Russellville as mgr. ...

Joe Davidson, Sr. opened Davidson's Cash and Carry Lumber and Hardware in Marvell, Ar. Cedar Creek Wholesale /nc., T\rlsa, Ok., added a new location with railroad access and warehouse space ...

Pe ac htree Door s .lzc., Norcross, Ga., increased patio door production staffing W in g Industries purchased Monarch Mircor Door Co.'s octagon window business, relocating mfg. operations to Greenville, Tx., from Chatsworth, Ca.

Skil Corp.'s Heber Springs, Ar., plant is now certified to the internationally accepted quality assurance standards of the International Organization for Standardization (ISO) CooperTools, Raleigh, N.C.,

recelved an awrrd from the General Semices Admlnistation on the annlversary of Operation Desert Storm recognlzlng outstondlng tool productton durlng themllltary actlon

Stanlcy Tools wu a nomlnee in the annual Maguine Publislwrs of Amcrica advertlslng award competltlon employees from Stine hmber Co.'s foru stores and central offlce, Sulphur, LL., donued $2,(n0 to Hurrlcane Andrew vfctlms Merrifield Consulthg Group, Izc., relocated to Chapel Hlll, N.C. ...

Annlversarles: Vetter, an SilE' Enterprises, Inc., dlv.,l0OttU Cofer Brothers, Tucker, Ga., 73rd: Frierson Building Supply, Jackson, Ms.,3lst; Inwe's, Mt. Alry, N.C., 21st...

Mountain City Lumber Co., National Hardwood Lumber Association, Tennessee Forestry Association and the Multi-Use Association of the Southeast we seeking to intervene in t preservadonist lawsuit challenging the forest plan for tbe Cherokee National Forest inTennessec ...

Madison Wood Preservers, Madison, Va., opened a state of the art treating plant with a series of open houses ... Westwood Forest Pro&rcts has a new warehouse facility in Browns Summit, N.C....

Owens Corning replaced its 25year-old corporate logo with one featuring only the name of the cgmpany ... Goodyear Roofing Systems Div. is joining Insulation Systems Inc., Dallas, Tx., for distribution of roofing systems and irccessory products in that state

Housing starts jumped lOVo in Aug. (latest figs.) to an annual rate of 1,237,000 ... Single family home construction climbed 8.5%; apartments with five or more units leaped 2l.3Vo ... permits declined l.6Vo ... "Our view is that this is primarily in response to interest rate cuts in July," said Leonard Mills, Federal National Mortgage Association.

e DeliverAs Prornised

'Wt.n

you need your products shipped accurately and on time, you can trust New South, Inc. r$[tith a fleet of over 30 trucks, New South Express, Inc. assures that your products will arrive on schedule and in excellent condition. That's why we don't make promises we can't deliver, we deliver as promised.

Owning our own transportation company, enables us to seruice you more efficiently. With New South F,npress,Inc., you'll always find courteous and helpftrl drivers willing to go that extra mile for you. As an added benefit, whenever the market allows, you can also use our trucks for your backhauling needs.

Vorking to provide excellence in product delivery is just one way New South, Inc. provides the building materials for a strong relationship with you.

Call Us TOLL FREE r-800-3465675

IIU$TOilI ORDM$

CALENDAR

OCTOBER

Southern Forcrt Productc Attocletlon - Oc't. 10-13' annual mooting, Ofylsrd Hotel, Nachville, Tn.

JU$T A$K YOUR ITOOD]'OLD DNTilBUMN

Amcrlcen Plylood Acocletlon - Oct. l2-l3r ennual meeting, Opryland Hotcl Nashvillc, Tn.

Lunbcrmcn'r Arcodetlon of Tcxer - Oc{. 15, safety roundtable, Dallas. Ti.

Herdwood lXrirlbutorc Accodrtlon - Oct. l7-lt' annual meeting, Marrio[ Hotcl, Cbicago, Il.

Hrrdwere Wbolccolers Inc. - Oct. 17-20' fall market, lndianapolie, In.

Netlonrl Hrrdwood Lumber Accoclrrtlon - Oct. 17-20, annual convention, Cbicago Maniott Downtown, Chicago, Il.

Natlonal Pertlcleboerd Aesoclrtlon - Oct. lE-21' annual meeting, Denver, Co.

Amerlcan Wood Preserverc Inctltute - Oct, 20-21, treated wood reuse, recycling & disposal workshop, Hyatt Regency O'Hare, Chicago, Il.

Dern Lumber Co. - Oct. 21, pressure treated wood seminar, Gilmer, Tx.

Mld-Amerlce Lumbermens Assocletlon - Oc{. 23-25, market & expo, Shangri-La Resort, Afton, Ok.

IryOO||AOI,D ACCORDION DOOR$ ..INS?ZNT WAI.LS WHEN NEEDED"

lAccordion doors desisned for use where performance is importint for HOIWES . OFFICES . CIIURCHES. RESTAARAN?S .INDUSTRY

lCustom-sized room dividers shipwithin a two week production cycle from the factory lAccordion doors custom sized to your customer requirements

Custom orders tnean profitablc return on inuestmentno inuentory!

Wq}DNOLD DTSTIIBT'TONsSOUTEENT sTATEs

Moore-Handley Inc. -Ocl24A5, winter buying show, Stouffer Resort Hotel, Orlando, Fl.

Our Own/S&T Hardware - Oct,24-26, Nashville Convention Center, Nashville, Tn.

Ace Hardware -Oct.24-27, fall convention, Denver, Co.

Natlonal Sash & Door Jobbers Assoclatlon - Oct.24-2t, annual meeting, Wasbington, D.C.

Soclety ol Amerlcan Foresters - Oct. 25-2E, annual convention, Ricbmond, Va.

North Amerlcan Wholesale Lumber Assoclatlon - OcL 25-31, wood marketing seminar, University of Georgia, Athens, Ga.

Vlrgfnla Bulldlng Materlal Assoclatlon - OcL 27, engineered wood systems seminars, Williamsburg; (b. 2t, Charlottesville, Va.

Archltectural Woodwork Instltute - Oct. 28-31, annual meeting, loews Anatole, Dallas, Tx.

NOVEMBER

Natlonal Bulldlng Materlal Dlstrlbutors Assoclatlon - Nov. 13, annual convention & exhibit, Marriott's World Center, Orlando. Fl.

Lumbermen's Club of Memphls - Nov. 2, loggers luncheon; Nov.6, ladies luncheon, Racquet Club, Memphis, Tn.

Natlonal Forest Products Assoclatlon - Nov. t-11, annual meeting, San Diego, Ca.

Vlnyl Wlndow & Door Instltute - Nov. 9-10, business meeting, Westin Hotel O'Hare, Chicago, Il.

Vlnyl Sldlng Instltute - Nov. 10-11, business meeting, Westin Hotel O'Hare, Chicago, Il.

Smlth Hardware Co. - Nov. 13-14, show, Carglina Tobacqo Warehouse, Gpldsboro, N.C.

DYIG INDUSIilES, M.nplt1 TT{

ADDITON C('nP., N.dnjilb. rN

lOOrMrr.E DOOn & MI.LWORK l&wltb. TN

D^|.tJ\SWrclIS ll,IhleTr(

IllrTIlG SASH & DOOR. CO., Fndcrlctrborg, VA

nAI'DOtElBlrllDY, INC., I{ortolk VA

Arbor Day Instltute - Nov. 16, Building with Trees workshop, Orlando. Fl.

'Wallace Hardware - Nov. 19-20, fall market, Grand Hotel & Convention Center, Pigeon Forge, Tn.

National Decoratlng Products Show - Nov.20''22, McComtick Place North, Chicago, Il.

Mlsslsslppl Bullding Materlal Dealers Assoclatlon's convention committee headed by James Burnett, Mid-South Lumber & Supply, Vicksburg, met in Carthage on Sept. 23. 'I},e Ramada Inn Convention Center, Tupelo, has been selected for the 1993 annual convention and building products Eade show March 18-20.

The insurance committee will meet with chairman Clark Howell. Howell Building Supply, Carthage, Oct. 2l at the MBMDAoffice.

Lumbermen's Assoclation of Texas held a fall board and committee meeting in Midland Sepr 18-19.

Allynn Howe, National Lumber & Building Materials Dealers Association lobbyist was a special guest at a legislative dinner.

A safety roundtable will be held in Dallas on Oct 15; winter board meeting in Austin Jan. 29-30.

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

I)ealers Assoclatlon is taking reseryations for a German conshuction study tour combined with skiing in Innsbruck, Austria, Jan. 29-Feb. 7.

Munich and Innsbruck as well as tours of Salzbrng, Neuschwanstein Castle, Oberarnmergau, Venice, Italy, and St. Moritz, Switzerland, are included on the itinerary.

The Construc'tlon Suppllers' Assoclatlon, because it continues to receive phone calls from members about lumber improperly graded or with an improper grade stamp, is reminding members that Georgia has a law preventing lumber not graded by a recognized grading agency ftom being sold as graded lumber.

The law states that dimension lumber sold in Georgia with any marking indicating a grade must be graded by a grading agency licensed by the American Lumber Standards Committee. Dimension lumber

Kentucky Lumber & Butldlng Material Dealers Assoclatlon is in the midst of a drive for new members.

Gerald Scott, Fugate Lumber, Madisonville. is chairman of the contest which offers a vacation for two in Nashville, Tn., the Great Smoky Mountains, California, Florida, Lake Geneva, Las Vegas, Hilton Head Island, New Orleans or Hawaii to all who sign up five new members between Oct. I and Dec. 31 and free lodging at the Drawbridge Inn, Ft. Mitchell, during the lan.2O-21 KLBMDA convention for ttiose recruiting three new members.

Loulsiana Building Materlal l)ealers Assoclatlon coordinated aid to dealers in the state who suffered losses in Hurricane Andrew. Dealer members from the northern area not hit by the storm, other federated associations and the National Lumber and Building Material Dealers Association offered help as well, Bruce A. Cole, managing director, reported.

Oklahoma Young Lumbermen will meet at Shangri-La, Grand Lake, Afton, Ok., on Oct.23 in conjunction with the Mld-America Lumbermens fall seller's market and expo Oct.24-25. The Oklahoma State Committee and the MLA board of directors will meet there on the same day.

Florlda Lumber & Bulldlng Materlal

SOUTHERN ASSOCIATION Redwood Oedar

may be sold with a stamp if the stamp does not indicate a grade. The law applies only to dimension lumber, not boards or timbers.

CSA recommends members encountering a problem call the association which will refer tle problem to the Dept. of Agriculture.

Oklahoma Lumbermen's Asmclatlon is holding district meetings this month.

District 4 will meet at the Ramada Inn, Enid. Oct. 13 and Districts 5 and 6 will meet at the Saddleback Inn, Oklahoma City, Oct.20.

Districts I and 2 met at the Tulsa Grand Hotel Oct. l. District 3 met Oct. 8 in Krebs.

Dealer to dealer problem solving discussions are held from 5 to 6:30 p.m., followed by an associate member hosted bar and dinner at 7:30.

You can save yourself time and trouble by using our inventory and our expeiise as direct mill specialists. Let's work together. We're redwood and cedar experts. Chances are we have what you want, in stock, ready for immediate delivery. Let us find your hard to fill requirements.

BENEFACTOR and keynote speaker (1) Louishna-Pacif ic ciairman and pmsidenl l'larry Medo, HooHoo chairman of the board Jeff Loth. Medo donated $,SO,OOO to organization, guaranteeing ils growth lo $100,000 in five years (see stoty). (2) Bill Bar, Ted Mathews, Bemie Baber. (3) Betty & Jhnmy Jones. (4) Al

Crixell, JB & Chris Goff. (5) Bob Smith. Hammie Ahlo, Frank Robertioir. (6) Andv & Babara Blackrwll, Ed & Noma Gavbilo. i7) Bulh Beach, Ted Malhervs, Joe Bowman, Sani Wilzel. (8) Kds Wales, Emie Wales. (9) Rich. Randy, Bill & Dave Lenles. (10) Leodard & Harrielle Craig. (11) Maiy Lou & Ron

Loveness, Jo Ann & Gil Hannigan. (12) Joe Breeden. (13) Abe Willis, ArnoH Lylv. (14) David & ChbrylJones. (15) Gene Zaffi, Fred Schefiler. (16) Clitf Smoot- (171Crah & BeN Gaffney, YimA & Sue Yamaila.'(lS)bes citl, Bob Johnson. (19) Members from westsrn stales. (20) Eddib Foley, Bob Lamb.

Hoo-Hoo's hundredth anntversary

THE FLAGS and the narional I anthemsof fourcountries marked the opening of the centennial convention of The International Concatenated Order of Hoo-Hoo as members from alound the world gathered to celebrate the founding of

the oldest industrial fraternity in the world.

Held in Hot Springs National Park at the aging Arlington Hotel, the location was but an hour and a half ftom Gurdon, Ar., the tiny town where the order was founded in 1892.

On the day when the more than 4O0 members and their families bussed to Hoo-Hoo headquar0ers, the townspeople of Gurdon produced an impressive sanpling of southern hospitality. The local high school band, complete with cheerleaders, led Hoo-Hoo members

down the blocked off main street. Locals cheered while the fraternity marched from the Hoo-Hoo museum to the monument marking the group's founding spot

Harry Merlo, chairman and president of Louisiana-Pacific, was the featured convention speaker. A 42 year mernber of the fraternlty, he spoke of the progress of the wood products industry in the last 100 years, its contibutions to the country and its proud environmental record.

In a personal reminiscence, Medo told how his mother had taught him never to wast€ anything, a lesson he has applied in business as IouisianaPacific now gets an economic return from what others either don't use or under-utilize. He said products made from aspen and other so-called weed trees and from waste paper will be increasingly important in the future, along with more wood fiber from tree plantations.

Merlo stunned the capacity crowd with a $50,000 donation of LouisianaPacific stock to a foundation for HooHoo. He said that if it did not double to $100,000 in five years, he would personally make up the difference.

Officers for the frst year of the

second century are: chairman of the board Jeff Lottr, president Dave Blasen, lst v.p. Manny Litvin, 2nd v.p. Eddie Z. Hunt, sec.-treas. Bernie Barber. Directors: jurisdiction 1, Jerry Riveq jurisdiction 2, Bob Carper; jurisdiction 3, Fred Scheffler; jurisdiction 4, Gerry Ryan; jurisdiction 5, Jan Evert Hennans; jurisdiction 6, Ed Gavotto; jurisdiction 7, Frank Aranza, Jr.; jurisdiction 8, Roy.ce Munderloh; jurisdiction 9, Pat Story. Seer of the House of Ancients is Ernie Wales.

Next year's convention will be held

in Sioux Falls, S.D., in September. This year's convention was held September 9-12.

Story at a Glance

Lumbermen's fraternity visits founding site for its centennial convention ... 400-plus particapate from four nations ... Louisiana-Pacific donates $50,000.

Hoover Treated Wood Products announces that a NATIONAL EVALUATION REPORT (NER-4571 has been issued by the National Evaluation Service of the Council of American Building Officials to confirm that PYRO-GUARD Fire Retardant Treated Lumber and Plywood meets requirements of the BOCA, UBC, and SBCCI model building codes.

PYRO-GUARD has a degradation-free track record, a So-year projected useful life, and is the FIFSI Fire Retardant Treated Wood with:

a fhird Party Klln Monltorlng In addltlon to U.L. follow-up servlce

a FRf labor and malerlals replocement cott warrdnly

I Code Compllance Reporl with evaluafion of elevoted ]emperoture slrength tesltng

ior roof appllcatlons

I Hlgh ]emperature strength test results

r llew York State Smoke foxiclty test results

* NER rcports are subject to re-examination, rcvisions and possible closing of file.

For Technlcol Informotlon Coll r-800-TEc-wooD

TRENffi }IOCDPRO{XJ TS

Thomson, GA r Pine Bluff, AR o Milford, VA (7061 s95-1264 (5011 247-3511 18041 633-5021

WARM WELCOME for Hoo-Hoo from the (1) sdroolchildren of Gurdon, Ar. (2) Flags of nalions represented lead the parade, in Hot Springs, Ar. (3) Past presidents gather al lhe monument mafiing site of founding. (4) Dennis Denning, E.Z. Hunl, Al Meier, George Olsen.

Presidential Election: 1 992

Who's the best for our industry?

Ctrngress 3o affirm tbe priority of the species on the endangered list urd the spocific measurcs o be taken in any r€.oovery plan. These acs should not rest with the rubber stamp of a bu€aucrat."

Addressing public lands, "The millions of acres that constitute this nation's public lands must continue to provide for a number of uses. We are comnitted to the multiple use of our public lands. ... public lands sbould not be arbitrarily locked up and put off limits to responsible uses."

"They (Democrats) use junk science to foster hysteria instead of reason, demanding rigid conrols, more taxes and less resource production."

wllo*y#or;lrf ff "??:iiTi

do or not do for the lumber and building products industry? It's a topic of debate wherever industry representatives gather.

REPT]BLICANS

The 1992 Republican platform stresses the party is "the home of the famrer, rancher and forested' with the party opposing "bureaucratic harassment of famr, ranch and timber families under statutes regarding endangered species and wetlands."

"Prior to the implementation of a recovery plan for a species declared to be endangered, we will require the

Bush says environmental laws should be changed to "make people more important than owls." He bas vowed not to sign an extension of the Endangered Species Act unless it is rewritten to give more emphasis to economic priorities and timber harvesting. Timber workers have been assured he will insist on raising the

Storv at a Glance

How t6e Republican and Democratc party platforms could affect the lurnber and bullding products Industry ...what the two candidates say about envlronmental lssues and tlmber harvesting.

timber harvests on federal land, now limit€d by lawsuits aimed at protecting the environment.

DEI\{OCRATS

Clinton has told the timber industry that he can inprove its economy while upholding his commitment to protecting the environmenu "You can be pro-growth and pro-environment."

He says he will call for a Pacific Northwest forest summit of business, labor and government officials to arrive at a solution. His plan includes discouraging exports of raw logs, encouraging better forest management and lumber processing techniques, promoting exports of timber products

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Office Manager: Garla Renick

and creating tax incentives for the start up of new companies and the purchase of manufacbring equipment.

The Clinton/Gore plan on protecting our environment details "Preserve places of natural beauty and ecological importance - such as our national parks, wilderness areas, old growth forest and wetlands ... shatter the false choice between environmental protection and economic growth by creating a market based environmental protection sEategy that regards conservation and 'green'business practices while penalizing polluters.

The plan promises to "preserve ancient forests for their scientific and ecological importance make the 'no net loss' wetlands pledge a reality ... rededicate the agencies that manage our national parks and wilderness to a true conservation ethic."

The Democratic Party Platform reiterates protecting old growth forests.

CSI Wins Advertising Award

Chemical Specialties, Inc. (CSI), producers of UlEaWood, received a Grand Award in the Hanley-Wood, Inc. Keystone Awards for a direct campaign developed by Daniel & Cusic Advertising and Marketing.

The Chadotte, N.C., wood preserving company targeted retailers, professional builders and do-it-yourself homeowners with sales and informative marketing pieces, training tools and merchandising materials on UltraWoo{ a pressure treated wood water repellent.

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o Slender shank and blunt diamond ooint Diamond pattern head blends with wood texture. Small head diameter permits face nailing and blind nailing e Annular ring threads oreclude nail head popping and cupping of siding boards. AlSl Grade 304 nickel/chromium alloy.

SWANEZE tllood Screws

. Self-counter sinking bugle and trim heads r Seuare drive recess eliminates driver bit cam-out r Sharp point for quick penetration with minimal pressure r Self-tapping coarse threads. Coated with non-stick, dry lubricating film r Solid nickel/ chrome stainless steel for superior corrosion resistance.6 lengths: l" through 3"

For additional data and dealer information:

Industry's eye on the hurricane

(continued from pagc I 4)

nationwide panic buying, G-P also froze p,rices on southern pine sheathing grade plywood across tbe country through September, although tbey feared that even with plans running at capacity, they might not be able to meet expocted demand.

The costliest stonn in U.S. hisory forced millions to evacuate as winds up to 160 mph sruck Florida Aug. 23 andZy'', killing 15 and causing $15 to $20 billion in damages, then turned on the Louisiana coastline Aug. 26. Overnight literally hundreds of thousands suddenly found tbemselves homeless, and many retail stores stayed open 24 hours a day to help. Yards remained open despite losing roofs, sheds, inventory and elecrical power, and dannge to the homes of owners and employees.

Jeff Cardinale, C:rdinal Lumber & Supply, Patterson, La., was so busy trying to make sure his customers had some sort of shelter that two weeks later he still hadn't had a chance to

look at damages to his own roof, sheds and materials.

Home Depot suffered extensive damage to its Perrine, Kendall and three-day-old Cutla Ridge, Fl., yards and was forced to close them.

Builders Square lost irs Kendall store and Scotty's its Homestead, Fl., unit, although it stayed open, selling materials out of a 32,000 sq. ft. tent in the parking lot.

Many independents also suffered serious daruge, and Florida Lumber & Building Material Dealers Association organized a caravan of 24 truckloads of donated supplies from retailers, wholesalers and manufacturers around tle counry.

Other companies made personal donations to the the relief effort. Georgia-Pacific made cash donations plus 20 trailer loads of sfuctural panels, lumber and roofing felt to damaged areas, including two tractor trailer trucks of supplies to repair the homes of Dade County, Fl., fire and rescue workers. Employees also organized canned food drives.

Weyerhaeuser made casb donations plus an eight truckload convoy of building materials. Hill-Behan Lumber Co., Harahan, La., donated five truckloads of sbingles, insulation, wallboard and framing lumber worth about $20,000 to local victims. Other major contributors included Boise Cascade, Champion International, Hunt Plywood Co., lnuisianaPacific. Riverwood International, Union Camp Corp., Willamette Industries and Cox Wmd Preserving.

The industry quickly moved into the damaged sit€s to assess the performance of lumber products and wmdframed struc0res under recmd winds, driving rain and stormy seas. Officials of the Southern Forest Products Association, Western Wood Products Association, American Plywood Association and National Association of Home Builders charted damage and offered advice for rebuilding.

The silver lining might be an economic boost to the recession-battered states. In 1989, Hurricane Hugo led to the injection of $300 to $400 million in new dollars for construction in South Carolina. Hurricane Andrew hit even harder.

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

A few re.usons why the ProfltMaster Polnt Of Sde System h.ur set the computer lnclustry on lts ear.

The anatomy of buying

By Wally Lynch P.A.I.D. Associates

RUYING is a six letter, two syllable word, but its Esialphsity ends there. Most dictionaries provide at least six definitions of the verb "buy." For our purposes, think of it as assembling product for effecting resale. The classic general retailer divides buying and selling into two separate functions: purchasing and marketing. This focuses on the need to assemble product only if you have a plan to sell it.

After World War II, Sears Roebuck rode sophisticated buying processes and pent up demand to record sales growth year after year into the mid-1960s. The testing, design, auditing and buying departments created a dominance of private label product lines at a known cost. They took the purchasing process into their vendors'boardrooms, purchasing production material, labor and overhead.

S\ory at a Glane

How to turn buying into sales ... recommendations that will bolster the bottom line and keep inventory fresh and alive ... handling GMROI, seasonal buys, pricing and advertising.

This worked until the cost of managing the effort hit a point of diminishing return and became prohibitive in a changing environment. The Kresge Co. (Kmart) and Sam Walton (Wal-Mart) were going in the opposite direction. Brand nanes, well bought from suppliers'showrooms, with emphasis on a plan to sell was their modus operandi. They left product development, production, quality and availability in the hands of suppliers while they concentrated on the pass through or selling plan.

Sears reduced cost of goods sold to optimize gross margins. Wal-Mart and Kmart reduced selling prices, but maintained profits by reducing operating expenses. Reported results showed Sears'expenses as much as l07o of sales higher than their competitors. This triggered changes at Sears to reduce costs of doing business.

The "marts" too have changed. They now have private labels and may be close to "known cost" :urangements with some suppliers. In our industry, Home Depot" Payless, et al., are front runners of the "pass through economically" plan to sell.

The moral of the story is don't be a big buyer, but a big seller. The rest will follow. There is no wav to be an

Kennetb Bredley, a88t. mgr., Ridout Lumbcr Co., Russellville, Ar., will transfer !o the now Fayotteville, Ar., store 85 mg,r.

John Prul Hrmmergchmldt, former MidAmcrica Lumbcrmens Association pres., is retiring from Congress afteq26 years at the end of his current term.

Rey Llnvllle, owner, LinviUe Builders & Supply, Nashville, tu., has been placed on tbe Organ Recipient Waiting List at Arkansas Baptist Hospital, Little Rock, Ar., for a possible kidney transplant.

Tommy Worren, owner/mgr., W.R. Building Center, England, Ar., has been named lst pres. of tbe newly formed England Indushial Development Corp.

Steve Bryant is celebrating one year as mgr. of Vernon l,ewis Lumber Co., Collinsville, Ok.

Anne W. Pate has been named v.p. and treas. at Roper Bros. Lumber Co., Petersburg, Va.

Murrey Prrcurl, 72, Booker & Co., Inc., has retired aftcr 50 yoars in the industry, the last 3l with Booker & Co. Deve Prett and Dele Dehlln aEsume his responsibilities.

Bob O'Qulnn bas been promoted to corporate communications mgr. for Cottcr & Co., succeeding Jobn Sulllvln, who is retiring. Gary D. Drrke is now director of inventory msnagement & systems.

Relph E. Jeckcon has been promoted to exec. v.p.-operations at Cooper Industries, Houston, Tx., according to pres./ceo H. John Rllcy, Jr.

Jamec R. Hewell, founder, chaimran and ceo, Peachtree Doors & Windows, Norcross, Ga., plans to retire July l, turning over chief executive duties to c.o.o. C.B. Jennlngs.

Jeanette Randolph is now sales mgr. for Olon Belcher Lumber Co., Brent, Al., reports Bnent Belcher.

Lou Muporo ic thc now v.p.-ralcr & mktt. for Ralpb Wilcon Plartics, Tomple, Tx. Blll DlGretrno ir now nationrl salcr & mttg. mgr., and Donnlo Lucu, ralcs & mttg. mgr.-dircct acct8,

I*Ann Fenion bas been namod plywood salee mgr. for Willametto Inductries' planto in Moncune, N.C., and Cbcster, S.C. Tony Bebcr ie new to plywood s8les.

Crndrce Hobbs has boen nancd wood beating ralcs mgr. at Wcyerhaeuser Wood Productr, Plymoutb, N.C., reports 8cn. mgr. JcflOut0en.

Blll. Welch is the new mgr. of Lowe's, Sparta, N.C.. succeeding Robcrt L. Cenon, who has retired after 23 yedrs with the cbain. Phll G. Stevens. KinSsport, N.C., was named area gen. mgr. of the year, and Llnwood Mann is new to Eales at Sanford. N.C. At Nortb Wilkesboro, N.C., Hq., new operations specialists are Lerry Melton, outdoor living; Trece Clonch, gardening products, and Greg Forester, hardware. New divisional mdsg. mgrs.: Ray D. Benfleld, building commodities; Steve M. Eller, lumber/plywood & promotional wood products; Mark D. Hulfman, plumbing products; Robert Jolnes, paint & sundries: John L. Kesberger, consumer electronics; Mark A. Kaufiban, hardware & tools;

Mark P. Koch, millwork; Mlchael K. Menser, home decor products; Wade Sanders, outdoor hardlines; Rlck H. Shores, major appliances & kitchen cabinets; Erlc D. Sowder, nursery & gardening products, and J. David Steed, electrical, lighting, heating & cooling.

Jo Ellen Rlchardson, Lowe's, North Wilkesboro, N.C., married Andrew G. Helms Sept. 26, 1992. Daryl Trevor Hammond, Harrisonburg, Va., married Wendy Diane Carter Aug. 15; Jerry Edward Privette, North Wilkesboro, wed Janet Carolyn Bowers July 4, and Jamey Alan Johnson, North Wilkesboro DC, married Tammy Ann Blankenshlp June27.

Tom Lockwood is now national accounts sales mgr. for Klean-Strip, Memphis, Tn.

Peter Klrby has been promoted to forest resources mgr. for Boise Cascade's southem operations, De Ridder, La.

Ed Galt is the new head buyer for Southeast Wood Treating, Jasper, Al., reports Guice Slawson, Sr.

Joe Brummet, Georgia-Pacific, Lexington, Ky., has retired.

Steve Pearce, Domtar Decorative Panels, has been elected pres. of the American Laminators Association, succeeding Tom Wegman, Stevens Laminated Products.

Wayne E. Wiggleton has been named lumber & building materials director for Distribution America, reports pres. Ronald A. Pink. Harlan W. Hummel is now division mgr.-forest prodgcts; John W. Plassmeyer, dept. mgr.-forest products, and Ronald D. Stein, retail sales director.

Dan Schmldt has joined Thomas Lumber, Cumming, Ga., selling moulding grade lumber.

Anne Jyna is handling first aid at Mungus-Fungus Forest Products, Climax, Nv., report owners H u g h Mungus and Freddy Fungus.

Depot'96 Olympics Sponsor

Home Depot has signed on as an official sponsor of the 1996 Olympic sunmer games in Atlanta Ga.

Their $40 million initiation fee gives the chain the right to use the Olympic rings, logos and mascots in its advertising and promotion. The figure represents a sizable jump from the $3.6 million Home Depot spent on advertising in 1991.

Home Depot founders Bernie Marcus and Arthur Blank made tle announcement dudng a closed-circuit television broadcast to thefu 35,000 employees from a rousing sunrise celebration at one of the Atlanca stores' parking lot attended by 160 workers.

95th NHLA Convention Former California Governor

George Deukmejian and Dana Fitzpatrick, first vice chainnan of the National Forest Products Association, will address the 95th annual National Hardwood Lumber Association convention in Chicago, Oct 17-20.

Deukmejian will focus on increasing regulations facing the forest products industry and the effect of environmental litigation on private lands. Fitzpatrick will review what the forest products coilrmunity is doing to pfotect timber supplies from urneasonable

regulations.

New directors and a second vice president will be elected. President Henry C. Fulcher Jr., Sitco Lumber Co., will complete his two year term during the convention. Board members leaving office include Wallace A. Buchanan, Buchanan Hardwoods; Joseph W. Mathias, Frank Miller Lumber Co.; James T. Powell, Jr., Canton Hardwood Co.; Gerald Slavney, Thompson-Katz Lumber Co.; Erunet P. "Buck" Vaughn, Jr., Emmet Vaughn Lumber Co.

He's q conlrcctor who demcnds lhe uncommon peilotmqnce ol Dlckson Spltt-Prool Sldlng Nclls.

The DicksonNeverust9 withsmooth orLock RingrM shcnk, delivers three times the rust protection ol ordinqry golvonized noils. Or choose Dickson's stainless steel noils. .unmatched dulqbility lor ledwood, cedar ond other high-ocidwoods.

With Dickson noils, you get eqsydriving, tight-holding performonce. Plus the confidence ol knowing you've done the job just once ond lor good. No rust streoking. No coll-bqcks. For tree sqmples

qndmoredetqils,

,SlF*

NEW P ODUCTS

and selected soles oids

The new anchor feaoues a patented Hi-Lo Plus thrcad design rhafliterally taps the threads into concrete. Its unique bi-level shape results in less torque needed for installation as well as increased pull-out values.

Anchors Away

The New Tapcon, an improved version of the popular Tapcon concrete anchor from ITW Buildex, provides a stnonger hold and easier, quicker installation.

Convenient Cornerbeads

A new system of ABS plastic cornerbeads and accessories from Pla{or Inc. offers an easy, cost effective me0od of installing curved stairways, arched doorways and windows, and rounded corners.

Developed as an alternative to metal cornerbeads, it uses Cycolac

A two-stage thread fomr malces tbe shanlc larga and stronger and provides both greater torsion strength and a 10% increase in shear perfomrarrce.

Made of carbon stedt and coated for extended corrosion resislance, the anchors come in hex head or Phillios flat head, in lengths of l-114" to S"'in eitber 3/16" or ll4" dianeters.

Wlder Wood Patch Varlety

FI:X \Vood Parch from Darworth is now available in two new colors to march a wider range of wod sutfacs.

The new Red Oak and Whire Pine extend the line o 12 poducts.

Wrap Tough

A breathable housewrap system that sops air and moisture infiltration yet permits water vapor to pass tbrougb is new from Abitibi-Price.

hoWrap consists of rolls of a durable cross-laminated polyethylene film to complercly cover the ext€rior sheathing of a new bome, plus a spe-

resin from GE Plastics for impact resistance and design flexibility. The corrosion resistant cornerbeads are easier to cut and handle Oan shariledged metal beads and reduce mite:rmg.

Available are five compatible bullnose corner caps and an inverted three-way soft corner cap.

cial sealing tape applied to overlaps and door and window edges. The resulting barrier totally shields homes against air infiltration, allowing insulation to achieve and main0ain its full rated R-value.

An exclusive design innovationrows of minuscule microperforationseliminates harmful condensation build-up by allowing interior moisture vapor to mitigate, yet it does not decrease the effectiveness of the wrap as a durable air and water vapor.

Carrying a lifetime warranty against UV and thermal degradation, the mnslucent 3-mil thick film comes in 200'rolls, either 9' or 4-ll2' wide, for stapling or nailing to exterior sheathing. Its high tensile strength and superior resistance to tears and punctures helps in the event of rough onsite handling.

Fungus Fighting Roofing

New Heritage FRS laminated shingles from Tamko Roofing Products are coated with a combination of ceramic and special copper oxide granules to inhibit fungus in wafln, humid climates.

The slow-release copper oxide granules embedded in the shingles are reportedly more effective in preventing rooftop discoloration than the zinc oxide used on some roofing products. Shingles come in two weights and tbree colors: Weathered Wood, Rustic Cedar and Birchwood.

Hardware For The Holidays

The Stanley Holiday Gift Center combines special value-added gift items and combination packs from four Stanley divisions into a single, powerful promotion.

The display contains eight gift sets from Stanley Door Systems, S[anley Fastening Systems, Sfanley Hardware and Stanley Tools, plus end cap head-

FREE ADDITIONAL INFORMATION

on any product in this section is available by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660- Ot call (7 1 4) 852-1990 or FAX 7 14-852-023 1 Requests will be fonvarded to the manufacturer. Please list product(s), issue and page number:

ers, pallet headers, ceiling danglers and store banners.

Included are combination tool box and saw, tape rule combo, socket set" screwdriver set; electric stapler/nailer repair kit, cord-free glue gun home repair kit, Steel Plank closet organizer with shoe rack, and garage door opener.

Oak Entry Ensemble

The Diamond Oaks familY, an elesant series of interior and exterior doors in fine oak. has been introduced by Morgan.

The family of doors concept enables builders, architects or homeowners to unify the look of all doorways in a house, providing design continuity from room to room and entfance to entrance.

Diamond Oaks features a triple insulated beveled glass entrance door with matching sidelights in a traditional diamond pattern accented by polished brass caming; two exterior doors; a nineJight sash and a fourpanel oak door (both with marching sidelights); a four-panel passage door; a bi-fold door, and a ten-light French door.

Garage Door Inserts

The Decor-Light steel garage door window frame and decorative insert system has been introduced by Frantz.

Frames accept both single pane and ll2" insulated glass and are UV protected for fade resistrnce.

Wide World Of Windows

A full selection of windows and doors in wood, vinyl and aluminum clad options backed by a lifetime warranty are now available from Weathervane Window Co.

Offered are bow, bay, casement, awning, slider, radius and elliptical topped, as well as special units in both nominal and custom sizes. Exterior doors come in sliding and French designs.

A wide varietv of mullion and energy efficient gdss options are available. All window units include stateof-the-art design, weatherstripping and hardware.

The unique frame holds the glass securely in place and is double sealed asainst wind and rain. Available in a vlriety of designs, the optional inserts can be easily removed for cleaning witlout having to disassemble the ftame.

We demand a lot from our rackin$ systent.tt

Greg Fowler Gen. Mgr., B&C Home Center Grass Vallev. CA

"Our products need to be highly visible and accessible, and we required a product separating system that reduced material moving and damage. That's why we selected National Stbre Fixturis. From planning to product selection, to turn-key installation, they made sure we were l00olo satisfied," said B&C General Manager Greg Fowler. National Store Fixtures products are the prefened heavy-duty, custom made racks for lumber and building materials home centers nationwide.

For more information, or your free products binder, call National Store Fixtures toll-free at l-800-638-7941.

Flre Rated Floorlng

N.q.F.R. Homasore, a recycled fiberboard impregnated with fire r€tardant ingredients to provide a Clasi A-flame spread rated structural panel for use in floor and wall svstems, is new ftom Homasote Co.

lUatiOnal 5950 Symphony Woods Rd StOfe Columbia, MO21o/'4 Fxtunes

The tackable, strong, weather resistant panel offers constant insulation against air, moisture and noise penetration an{pqotection from termites, rot and fungi.

1.8(Xr.6!18.11941

l0malrrrDtqmtco. [in MD41G992-7225)

ffi.r

lf Burldrng Materrals rs your busrness, get to know BpA, a leader rn the freld. We offer a diversrfted money makrng hne of products

Relatively lightweight and easy to handle, it may be ar tached to conventional framing. Panels can be cut,- shaped and made to follow moderate bends without crackine or splintering.

Sporty Handles

Sportslock from WeslockNational incorporates a knob that looks like a sports ball.

Reportedly the first lockset offered as a novelty gift item, it is a sturdy, fully functioning lockset made from steel and brass.

Complete lrne includes regular. coarse thread. plated, dr|ll pornts. pan heads, etc

BRAND NEW!

Now avarlable In fast sellino 'l# and 5# packages for the retail and contractor trades

BPA I)RYWALL SCBEWS -

hrqh - prof tt

* BPA BUCKETS Giant profiis. tl/sr packaees

Color coded contractor buckets ol drvwall screws sells lrke wrldtire to the gypsuh trades. * BPA PI{EUMATIC NAILS

Fils most popular tools. Framrng/Sheathrng Narts. wire welded and plastic framing sticks. corJ roof rng narls all on one shrpment * 8PA C{]IL R()(IFING NAII.S

From 7 / 8" thru 1-3 / 4" Shrpped directly rom regtonat warenouses.

Call or lax lot immediate inlormation.

Designs include a baseball, basketball, football and soccer ball in authentic colors. Its patented design provides an easier grip for children.

It reportedly fits any interior bedroom door, available in both a passage or dummy pull function. To change knobs, the Sportslock lnob of your choice snaps on or off. Knobs are also sold separately.

Thermoplastic Roof Panels

New thermoplastic roof panels from Eiger Building Products resemble handsplit cedar shakes but can be

ter. The product also contains tiny abrasives that actually scratch the old finish to help the new finish form a mechanical lock with the old one. The scratches

Fine Textured/ Kiln Dried

insralled in one-third less time.

Injection molded of Noryl resin, each 20" x 40" panel incorporates 13 molded-in "shakes." Deep-grained textudng and a thick vertical profile give the panels the appearance of rough hewn cedar.

Eigershake panels weigb 80lbs. per square compared to 800 to 1,000 lbs. for slate, barrel and cement tile. This eliminates the need for additional trusses to hold up the roof and reduces wear on the building. In addition, tley have increased hydrolytic stability, resist fungus and mildew, won't rot, withstand temperatures over 190', and maintain mechanical integrity even after repeated heat-and-freeze thaw cycles.

Panels fasten with nails, screws or pneumatic staples and are easy to cut on site with standard saws. A patented intedock system keeps them from moving during installation and locks them together with no seams visible.

Redwood Deck Planner

A Redwood Design-a-Deck Kit from the California Redwood Association allows consumers to create plans customized for their homes and yards.

'Ihe kit includes 2O-page instruction manual, construction tips, three sheets of working drawings, materials list and special punch-out shapes to help visualize the project.

Liquid Sanding

Water based NoSand from KleanStrip makes surface preparation before painting fast and easy by cleaning and deglossing to help new paint and varnish bond to old finishes.

Eliminating the need for sanding, it temporarily creates a slightly tacky surface to help new finishes bond bet-

remain until the new finish is applied, so work need not be rushed.

Available in 32 oz. containers, NoSand works on wood or metal, indoors or outdoors, with all paints, varnish, lacquer and polyurethane.

Utility Knife Holster

The Professional leatherutility knife holster from Stanley Tools features a "quick draw" design that eliminates interference with the blade slide button on retractable utility knives.

Made of top grain leather for long life, the holsterhas a professional quality appearance, and an extra large pocket

NAVA-PINE

Premium Quality

Lumber

Half Pak PlL.

NAVA.PAK Handicut/ Home Ctr. Brds. Half Pak PT.L. and PW.

to

Flower Box Brackets

Deck Hands from Home'n Garden secure flower boxes on top of deck railings.

Made of tough, recyclable plastic, the braces fit snugly around the bottom ends ofthe flowerbox.

fit all Stanley utility knives and long belt slots to accommodate tool belts up to 2" wide.

Safer Snare

The Better Mousetrap from Tiny Intruder Corp. prevents painful accidents during baiting and setting because tbe off-band holds the levers securely open from behind.

The same mechanism permis foolproof ejection of dead mice without fear of bacterial or parasitic contamination.

The trap suffocates its prey in 15 s@onds, witbout brealcing the skin of the animal. Since fluids are not loosed onto the impermeable trap, it can be rinsed, shaken dry and re-baited.

Victorian Vinyl Siding

A new vinyl siding resembling the narrow, 3" wide wood clapboards of Victorian architecture has been introduced by Rollex Corp.

Triple-3" Designer Collection panels are a substantial 44 mils thick to hold their sbape with a smooth matte finish resembling freshly painted wood. Each panel simulates three overlapping clapboards, a contour wbich makes the original panel more rigid and easier to handle and install.

The siding comes in seven clearthrough @lors, which hide scratches,

unlike vinyl siding that merely has a color layer bonded to plain vinyl.

Foam Filler

Spray N'Fill, a self contained, reusable, two-component polyurethane spray foam kit ideal for filling, sealing and insulating large cracks and voids, is new from lnsta-Foam hoducts.

It can be used indoors or out to soundproof and insulate metal ducts, pipes, spas, squeaky floon and vehicles. It comes ready to use; no mixing is required.

The kit covers 12 sq. ft., I in. thick with an aged R-value of 5.1, reducing heat loss. The foam cures within minutes.

It is easy to apply with one or two hands and includcs four dispcnsing nozzles. The dispcnscr makcs changing nozzles fast and easy, and thc foam flow can be metered by a rotating thumb whcel control.

Wondcr Bclt

An indusnial qualitv workbelt designed specificaily for the do-ityourselfer with greater comfort but lowercost is offered by DuraStren Corp.

BuddyBelt utilizes lightweight, nonabrasive nylon Anso-tex, said not to rot ormildew. Auniquesnap-intool holder increases comfort and ease of use. The fully adjustable web belt fits waist sizes up to 49" and comes with a quick-release buckle. Optional attachments include a tool holder pouch that

holds up to l0 tools, plus two 6" deep pockets; a small and a large all purpose utility pouch; large looped hammer holder; tape and pencil holder, and tool and nail combination pouch.

Shower Mat

A bath and shower mat made from 3M's pressure sensitive Safety-Walk, a unique type of vinyl featuring a nonskid surface, is new from MartinsonNicholls.

Comfortable to the skin and pleasing to the eye, Safety Bath cleans the same as the tub and is said to outlast

traditional mats inwear and durability. All vinyl construction limits the growth of odor causing germs and bacteria.

Orange Safety Fence

Multi-purpose fencing from Outwater PlaSticilndustries datures a high strength-to-weight ratio and exceptional sag resistance.

Colored bright orange for higb visibility, the fencing is manufactured using a new extruding and stretching process to offer strength, light weight and ease of installation.

The mat comes in white or clear. It is installed by peeling back the liner and pressing the mat firmly onto a clean, dry surface. Available in standard sizes of L2" x24" and l2u x 30", it also can be custom fit to adapt to any size tub and incorporates a notch for drainage.

Curved Glass Blocks

Allbend 22" cuned glass blocks from Glashaus feature gently rounded faces and tapercd sidewalls.

Two pieces can be combined to create beautiful 45" angles.

A safe$ fence made of durable PolYmers comes in 4' x lfi)'rolls. A diamond-shaped construction safety fence in rieid pic in 4' x 5A rofls Provides addel stieneth. Both are non-toxic and non-corrosi-ve and contain no jagged edges.

NEWLITERATURE

Sanded Plyrrood Portfollo

A l6-p. sandcd plywood product guido is $l from Arnerican Plywood Arsociation, Box ll7(X), Tacoma, Wa. 98411; (206) 565-66m.

Alumlnum Composlte Panels

A brochure on Reynobond aluminum composite arcbitechral pads is fipo from Reynolds Metah Co., Box 27003, Richmon4 Va. 23261; (804) 355-5519.

Envi ronmentally Sound Pallets

Helper For Hardwood Flooring

Thc 4-p. "ComplainUCbocklirt" tro help solvc hardwood flooring problems is available from National Wood Flooring Acsociation. 233 Old Meraurcc Station Rd., Manchcster, Mo. 63O21; (8OO) 4224556,

Asphalt Roofing Answers

Tbe l6-p. "Homeowner's Guide to Quality Aephalt Roofing" ie free from Aspbalt Roofing Manufacturers Association, 6000 Executive Blvd., Ste. 201, Rockville, Md. 20852; (301 )23 l-9050.

Furniture Finishing

An updated edition of Furniture Finishing i6 $8.99 from Sunset Books, 80 Willow Rd., Menlo Park, Ca. 94025: (8OO)227 -7 346; in Ca., (800)321 -037 2.

Hyster History

"History of the Hyster Company" is free from Hyster, Box 847, Danville, Il. 61834; (800)221-ll9l.

Kitchen Remodeling Kit

Sman Solutbns to Problcm Kitchens, a 36-p. aid to determining the need for remodeling, is $2 from Maytag Co:, Newton, Ia. 50208; (515) 791-8518.

Laminated Decking

An 8-p. Lock-Deck laminated decking booklet is free from Potlatcb, Box 1017, Lewiston, Id. 83501; (208) 199-1838.

"Wood Pallets: Tbe Green Cboice" is free from National Wooden Pallet & Container Association, 1800 N. Kent St., Ste. 9ll, Arlington, Ya.222A9; Q03)5277667.

Hardwood Floor Board

The Signature Sampler, an 18"x20" temlrered bardwood board showcasing samples of plank and ship flooring in three species and five colors, is available from Harris-Tarkett, Box 300, Johnson City, Tn. 37605; (615) 928-3122.

Five On The Floor

A five volume wood flooring library, each binder profiling a different product line witb specification and construction information plus actual wood samples, is available from Hartco, 900 S. Gay St., Knoxville, Tn. 37902: (615) 5U-2O7 l.

Canada.

ln. ..

labor and eliminating weather damaged lumber .Properly handling and storing LVL, PSL, and lJoist 'lncreasing storage capacity and product access .Better iustomer service throigh eificieni yard organization

Advertising

Twenty-five (25) words for $2 I Each additional word 700. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. linel $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready, $55 if we 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 480, 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 you have established credit with us.

EXPERIENCED TUMBER TRADER

We are Hardwood and Softwood loo and lumber wholesalers wilh otfices in Cinada and the United States. We are seekino sincere, experienced lumber traders whd have a view towards the long lerm.

Woft from your part of tre county, ol lrom our oflices in the Toronto area

This is an excellent opoortunitv wilh a well-established company.'

We enjoy an outstanding finanoal and marketing reputation.

For mmplete details, please plnne or write Bob Wilson in stricl confidence.

Butto tT YouRsEtF Al{D sAvE MoilEY.

LUMBERYARD RADIOS

WE'LLDYEFORYOU!

Get an edge on your competition with *Cedar

Tone" dyed CCA products. We produce "Cedar

Tone" dyed CCA Fencing, Balustets, Roofing

Shakes, Lattice, Decking, Landscape Timbere, ot Whatever.

Sevanneh Wood Preserving Co., Inc. l-800-847-9663 ; Fax l-9 12-236-2338.

WIIAT IS HOO-HOO?

On January 21,1892, at nine minutes past 3:00 p.m., six men wete stranded by a delayed ttain in Gurdon, Ar. There and then the enthusiastic gtoup of six devised the Concatenated Otder of Hoo-Hoo, now the oldest industrial fraternal organization in the wotld.

More than 95,0O0 individuals in four countries from all aspects of the forest products industry have joined Hoo-Hoo clube ovet the years. Their aims ate fellowship and promotion of the lunber industry.

If you are interested in membership or leatning more about Hoo-Hoo in your local area. send the infotmation below to: HooHoo lnternational, P.O. Box I18, Gutdon, At.71743. Or FAX 501-353-4151.

Name Industry Affiliation

Phone (Office)

Phone (Home)

Address city -

State- Zip -

WE BIIY surplus, salvage, buy back, odd lot, & misc. building materials and flooting. Call John Kenl (9M) 384-0057 or FAX 904-389-6614, in Jacksonville, Fl.

The Anatomy of Buylng

(Continued from page 25)

effective buyer without an effoctive selling plan. Ruh lBuy with a plan o sell! Rulc 2 - Rer€ad Rule L

There are five identifiable types of buying in general practice in the retail field:

Known Coofi The purchase of production capacity and raw material to minimize cost of goods at the facory. Agreement on profit percentaget, accounting pracries and surplus profit disbibution set cmtracurally.

Yolumc Uscm: Major reail cbains, buying groups and structur€d wholesalers buy in quantities sufficient to hing volume discounts.

Prlvetc Labcl: The product is generally the sane or a sligbtly modified version of the supplier's item.

Open Market Purcbasing by non-affiliated or snall relailer.

Leased Dcpertmcnt: For a percentage of sales (generally occupancy cost plus a profit), a renter of space sells wares not within the owner's ability to provide to customers.

There are numerous reasons to buy, most similar to these:

Demsnd Exlsts: People need and will buy the products.

Product Llne Needs: About 20% of all items in a product line do 80% ofall your business. The next lSVo of sales require an additional 45% of all items available. Selection and assorunent are critical to growth and profits. Don't chase the last 57o of sales.

Budget, Proflts and Landed Costs: You've got to be able to pay for what you buy when due and make money,

tbus budgets and buys must focus on hndod costs.

Avrlhblllty, QulW rnd Tcchnology: If ytrt can't ger it when you need it, you can't sell it. If it doesn't slay sold, you've got problems. If it isn't Oe ctneirt stateof-the-art, you've finished socond best before tbe race hes been run.

A plan to sell is the essence of effective buying. Considering these points will help you implement a marketing plan at your stqe:

Prescntrtlon: Where and how arc you going O stock and display wbat you've bought? What will it cost? What point of purchase signage is rceded?

Posltlonlng: Where do tbe items fit price and quality wise in your product line?

Culture: How will your company bandle pass tbrough of the merrchandise? What will make it move?

Rolllng Average Costs: Commodities and seasonal items are subject to variable landed costs. Measuring and/or anticipating tbese allow you to nunage tbem.

GMROI: Gross Margin Return On Investment is a simple ratio btween average invested cost and gross realized margin dollars. Understand and measure this ratio. It's the basis for most of the outlandish selling prices you compete againsl A $l gross margin realized on 100 items sold over a weekend can be extremely profitable, particularly if they were received on Thursday and are gone by Monday. In essence, you sold the merchandise before you had a day for it. Do that 365 days a year and youll leam GMROI for life.

Seasonal Buys: Measure the number of selling days in last year's season. If it's 20 days long, every day is SVo of the season. If you run out of merchandise before the end of

(Continued on next page)

In lz,aa Than 2O Minatea The ..BAND.ADE''

Seuenl fuys arcrmulatlon of bandlng, normolly rqulres a speriorl frp to the |orrrdfrU.

Employe lnte the funger arld uork to hwsler to dumpster or truck. A leut mlnuta whanunpcklngunlts, raults ln thls omryt, aslly stord uahnble courp, ahdy stard In o stel drum tor dbposo,l qtd sle.

The Anatomy of Buying

(Continued from page 36)

the season, great. If you have 50Vo of. your purchases with 257o of the seiNon left take some mark downs.

Reordering: If you're computerize( automate your purchase orders. Seasonal and commodity buys have to be managed manually.

Pricing: Think psychological price pointing, not gross margin or make up percentage. What's competitive? What's price sensitive? (See "Anatomy of Pricing," p. 32, March t992.\

Advertising: How are you going to tell the customer about the great buying job you have done? Direct mail, cable tv, newspaper, radio, television, billboards, bus placard" erc.?

Marketing has four major components - product line, presentation (display), pricing and advertising. It all starts with product. If the product is "new" to the market place, it's dicey. If it's old, it got that way because the customers bought it. Buying is simple, but it isn't easy and it surely isn't just an act of puchasing.

Recycling Center For D-i-yers

Home Depot and Mindis Recycling will open a Recycling Depot in November in the parking lot of the Duluth, Ga-, HomeDepor

The center will be capable of diverting more than I million pounds of

$-Wheel Drive Spyders The Portable All-Terrain Forklift

recyclable material per month from area landfills, company officials say. Materials such as aluminum siding, copper pipe and electrical wire discarded from home projects will be accepted as well as newspapers, plastic and glass. Customers will receive cash.

"We will be watching this project very closely to monitor its effectiveness and determine whether we should develop Recycling Depots at other locations," said Arthur Blank, Home Depot pres. and c.o.o.

Gomplain, Gomplain, Complain

Home improvement companies received more complaints last year and settled fewer disputes with consumers than any otherbusinesses, according to the Better Business Bureau.

Fund For Injured Flake Brothers

Richard and Randy Flake, sons of Nowell Flake, sales manager for Shuqualak Lumber Co., Shuqualak, Ms., received broken necks and are paralyzed as a result of two separate accidents within 30 days of each other.

A fund has been set up at the MerchantandFarmers Bank, P.O. Box 31, Macon, Ms. 39361, to aid the family in this tragedy. Contributions may be sent to the bank made payable to the Randy and Richard Flake Fund, account number 085

.New stability and safety systems

.Light-weight, better weight distribution (some models weighing only 3500 lbs.)

.3000-5000 lb. tift capacity

.Extend-A-Fork reaches across truck

New counterweight-system allows picking up longer, wider loads

.Engine and wheel motor options

o2-\A/heel and 4-\A/heel drive models available

Obltuarles

Wllllem lhermarr' Jr.,40, a vice prcoident and part owner of Southern Lunber Co., Jackson, Ms., died Sept. 9,1992, in Jrckson.

A native of Forest, Ms., Mr. Deaman had been with Southern Lumber about l0 years.

John Pcdler,60, senior account manager for Weyerhaeuser's Hot Springs, Ar., Sales Center, was killed in a car accident in Hot Springs Sept. n,1992.

Mr. Pedlar joined Weyerhaeuser in

sdeq ig 19i5, moving o Hot Springs in 1977.

Jlmmy M. Grrner, 53, sales nanager of Olon Belcher Lumber Co., Brent, Al., died July 6,1992 in Brcnt"

Born in Gurdon, Ar., he spent 15 yea$ at Mid-States Wood Prreservers, Simsboro, La., before joining Olon Belcber in 1990.

Jan Mahaffcy, 30, comptroller for Atlantic Trading, Bimringhan, Al., died in a car accident in Binninghant Sept- ll, 1992.

A native of California, Mrs. Mahaffey joined Atlantic Trading in 1987.

P&M Joins George G. Brown & Co.

George C. Brown Cedar Co. has been formed by Geneva Corp., Greensboro, N.C., and P&M Consuner ProducB, Inc., Stockton, Ca.

Based in Greensboro, the new oompany, forned Aug.24, combines Geneva's Aromatic Cedar products division currently operating as George C. Brown & Co. with all P&M Consumer Aromatic Cedar operations and P&M's plank paneling and incense cedar moulding products. Over the next two months all sales, production and administrative functions will be consolidated at the George C. Brown plant in Greensboro. P&M's production e4uipment will be relocated there with key manufacturing management and hourly personnel. George C. Brown Cedar Co. will retain a reload location in Liule Rock, Ar., to serve as

Dean Lumber's Fall Seminar

DeanLumberCo., Gilmer, Tx., will host its annual Pressure Treated Wood SeminarOcr 21.

Activities will begin at 9 a.m., accuding to president Steve Dean. Customers, suppliers and associates will hear a Wolnan presentation by Pam Mitchell, Hickson national accounts manager, and a Dricon presentation and live burn demonstration by Scott Hoffman, Hickson Dricon products rumager. A tour of sawmill and reating facilities will be conducted.

Following a catfish fry, guests will participate in a skeet shooting contest with prizes for both beginners and non-beginners.

Pro bass fishing, open cockpit hi-

a consolidation yard for aromatic codar resource purchased in Arkansas and Missouri.

Janes Becher will be chairman and ceo. Brown's president David Kruse and P&M's national sales manager Mark Fish and regional sales manager Randy Klatt will bold the sane positions in the new company.

The company will produce traditional tongue and groove planks, Cedarsran oriented strand board, veneer panels and trim moulding under the CedarPro, Osage and Super Cedar brand names as well as P&M's Cedarberry Hill line of specialty cedar storage items, wainscot kits, boards, veneer and lumber items for retail and industrial use, shavings for kennel bedding and garden mulch and distillation of cedar oil.

have been sent !o members by Emest J. Stebbins, executive manager, along witb a letter urging tbem to concact local media early in October lo anange for their use and present copies of the Forest Resource Fact Book !o editors, news and p,fogram directors. National Hardwood Day publicity includes an invitation for the public to contact the association for a free copy of the book.

Advertiser's Index

plane rides, golf scramble and log cabin nature trails activities will be available on the day before and the day after the seminar. Guests will be housed at the Gilner Inn.

National Hardwood Day Dates

&t 23, the Friday of National Forest Products Week, will be National HardwoodDay.

Peclfic

Phinip"

NcwSouth 23 at Wremr Handling Cover III

whenllprytobe it$oWsup?

A Georgia-Pacific redwood tree-and more.

It'll be one of the prettiest and mostversatile woods in the world: smooth, straight, richly colored.

It'll be Green Redwood, DouglasFiror Hem Fir: a renewable resource that lends its natural beauty to any setting.

It'll be rustic redwood siding, sappy corilnons, or garden grade lumbeq kiln dried, air dried, milled with precision at G-P's Ft.Bragg mill. And it will be professiondly graded by RIS rules.

And its beauty will end up enhancing a deck, a

fence, a house-and your bottom line.

For your redwood cnstorners, droose the redwood that has werything going for it: looks, promise, and a fine hmily n une. Choose G-P redwood. A member of the Cdifornia Redwood Association.

For more information, call the Ft. Bragg mill, (707) 964-0281, or the G-P Distribution Center nearest you.