Building Products Digest - October 1994

WATS: 1-800-756-0599

A complete product line from one of the South's most modern mills

We prcduce over 110 million board feet of pnessrrre treated products annually, plus an additional 170 nillion board feet of untreated.

In all, hundreds of wood products...

INCLTJDING:

Radius edge decking, treated plywood, dog eared fencing, lattice, mail box kits, deco-posts and hand rail, balusters, picnic tables, C'othic top fence posb, stair stringers,

patio squares, bench supports for decks, French Crothic and C'othic 1x4 fencing in 4'and 6', landscape timbers.

PLUS: a complete line of Southern Pine dimension lumber in all three grades.

PLUS: enthusiastic service to back up our extensive line of quality products.

PLUS: a company fleet of 165 trucks for quick deliveries coastto-coast.

Beautiful "Arkansas Rustic Wood" in a wide variety of lumber items, all CCA pressure treated.

US^ Alsn Wlctslrom, |5m C.|rFrB tt., Sult

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Editoriol

Colcndat

Soutllern

Pereonols

Neut Ptodtrctc

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Neu Literduw

Clossified

Obituoriec

Ad.Indcs

PUBLEIIER DavU q$r EoffOR ,Xjdih l-ovtrt IISOCI IE EOffOR Dn ! lG.Q corTnBltf|{c ELllOns tx,bil oret\ G{0 l|cl0tmt, w.t Lytdl

IRTOIRECTOR Mat0raErq SI FFIFIET DlemL$vd gmutAn0ilChqwb

St BSCR|PflOilS U.S: *S,ore ysar: $l.two yeaV $S.thee yean Foogit om ygetp? lt qlnq h U.$ trnrk rrb{S7, Card q l$lto; SF. dlr oql|tbe Al r.b. & ;!.br.-st U5-..p6.it o; i6*1r.so *:n anuor, pie *pprp. -Orucg Or iOOneSS SBF-.eil hDc hm runr kr r po.ff, rt rfft rd + cd. flloro pnOOucrSO.-neSibprdbtrdmrrilysiaS00Cr|Fl.Dr.,S..rS0,rt'FrE rdr,Ca9660-,O-0.!q!!0,blqryhdbtiglm-tbd|ttdpsdd*illdpolctlb|'tb oGt*rofegaSa]dCninrbnSwbot-tratr.nteranC'tromceilormNd€bhtltsl'|e|ttstNt6. Ceyuill$lbyCdC.ryt{tE,lq.OosrdonaleconmntryFIbcHrd m,rst'ml be r+rorfror, h any nenrs uilDrl rd!€n pembsbn. Al Rhns Reonfid. Brfig Pnd6 Dtrd .lsrrs m ldly |or nabfib tu r$r€d b I'

TNEilOTT GUT IIIIT.S

The finest historically correct cut nails from Amedcas oHest nail manufacturer. Proven interest and use by firms and individuals involved in restoration and new constnrction projec{s. Great holdrB powerwhee strength is needed. Special blunt end redrrces splittirg on shingles and other wood producls.

. Send for our FREE catalog leaturing a wide variety of Trernont Nails are packaged in easily recognized boxes antique hardware, strap hinges and our comdete line in the most popular sizes. 1 lb. - 5 lb. - 50 lb. bulk of Cut Nails.

. PDO - pretty darn quick delivery (5 days or less) br you and )lour customers. Trernont is your warehouse. Reduce your inventories and we'll carry lour stock.

20 different varieties

o Full range of penny sizes

o Heat treated masonry nails a specialty

On your buslness l€tterhead send for a FREE Sample Nall Klt and Prlco lbt today. Start a whole new prollt cente? lor tomorrow

TREMONT NAII CO.

Looking for Quality, Service and Dependability in your building materials supplier? Ycru found it!

Fibreboard manufactures millwork from lumber supplied by our own sawmills backed by 80,000 acres of prime California timberland owned by Fibreboard for over 90 years. This enables us to control quatity from the forest to the end product and assures you a reliable supply of millwork products well into the future.

Fibreboard's Red Bluff Millwork Plant manufactures some of the finest pine solid and fingerjoint jambs, frames and mouldings available anlwhere.

Service

We offer a firll r:rnge of custom services, includins priming, weather stripping, routing, drilling and packaging to meet your specifications.

Dependabiliq,

Fibreboard's extensive experience, steady performance and attention to detail is reflected in every product we ship. When you place your order with us, you can be confident we will get it right, and you will get it on time.

EDITORIAL

They're baaacck!!!

Several times over the years we've alerted you on this page to get ready for the metric measuring system. Well, here we go again.

Despite the false sttrts of the past, this time it looks for real. Since January, federal agencies involved in construction have begun the use of metdc, complying with a 1990 federal law requiring conversion to metrics in all government construction. The feds' role is a big one: about $35 billion of the $400 billion-a-yeiu construction industry is federal appropriations for construction, grants and aid to states. To date, about $2 billion is already in the works.

Happily, minimal problems were encountered by the British, Australians, South Africans and Canadians when they converted to metrics from the English system we still use. Despite the prophets of doom, those conversions went better tlan anyone expected. Acceptance in Oe four countries has been widespread. As one observer put it, 'T-et's face it" it's a better and easier way to measur€."

KDAT? DEAN!

DAVID CUTLER publisher

Here at home, metric proponents continue to attempt to answer the inevitable questions. Yes, the feds are really serious about fre changeover. No, it won't cct mor€ in the en4 due o savings with a more efficient system. Yes, mce foreip prodrrcs will come inlo the U. S., but we can also export more of our products since they'll now be in metric sizes. No, we won't give up the 2x4. It's not 2"x4" anyway. We can still call ita2x4 if. we like; its dimensions will be in a metric equivalent, rather than inch equivalent. Yes, metric can be used on repair, remodeling and rehab. Feople who have used it say it's no different from using footpound units. Workmen still must install new products in old spaces. Isn't this wbat shins were invented for? And metric has proven to have a big advantage: field measurements can be done faster with fewer errors. The system is simply easier to use once it's learned.

A world witbout balf pints vs. quarts and fractions like 25B2nds and 7/l6ths of a mile somds pretty gmd o us. Try it, you'll like it!

For pressurefieated wood hafs kilndried after teatnent, call Dean Lumber Go.

The gente condilioning of our steam dry kilns yields exceptional godncb sudt as Dean Deck, Dricono fire retafdant feded wood, Outdooro wood, Wolmanizedo Exha" lumber, and teated specialties.

markets in 13 Southem states

Making money

with

EI'ARDWOOI) lumbcr can lire rt IlhcultJrv hoosl to your profits i'md crrlttplcrncnt many' products you currentll' carrr.

I{istoricalll rnore stable in pricing tltzut sol-triood lumbcr. hardwoods combinc good rnarkups u ith a srcater board foot price tcr 1 icld superior protrt dollars.

By Roger Hunsberger

hardwoods

Bccausc of lhc higher inventory intestmcnt. solid rcsclfch and thorough knorvledge ol' tllc spccilics ol' hardu'ood markctin! arc Iour bcst protcction frttm tnaliing expcnslVc crTors.

Iirllori' t.hesc stcps trt reducc lour risks:

DI'.TI'.R\lI\I.- 'tHI', \IARKET - lalk *ith vour salcs stul'f. Arc thcl rcccirirtq

llUlnf r()tl\ rcqUe \l\ lirr ltlrtlr" Ottd I .\rC tlre r rrilling to invcst thcir cncrgics to lcarrt thc

tcc h nical lr\l r-cts ot' hltrd* txrds .'

[)rot'ilc vour tlfcct cu\totncr\. .'\rc thcv d-i -\ er'll\ull)cr\. ('()lltritclrlf s. r-Iltl t:lllCI) .'

\\'hcrc urc t1tcy bur rns '

\\'ho lre \'()ur conlpctitors - otltcr huilding products rctlrilcrs. hotnc cclttcr\. \nccialtl crult luid *ocxJ*orkinc housc:I Bc auluc tliat in sonrc areirs industrial *holcsalcrs capturc significitnt tnarkc t scslncn [\. 'l'akc a crx)d k)ok at \'()ur potcntial cornpctitors. \\'hat spccics are stockcd.) I)ocs tic prtiduct look tie sh I I)o lrrlr hAvc ntlrkcting strcngths or uniquc scrviccs thrt \\ill girc rou an cdgc on tircnt.)

i\nullzc thc salcs potcntial. IIori ntuch clul \'()u expcct to scll.'} Could the spacc hr uscd nrorc prot'itahlr I

If vour rcsclrch convittcc: r'ou hltrduoods ru:c uoiltuhilc. cortsidcr sourcing.

CHOOSI, \'OL R SUPPI,II.-R \\ I'I'H CARIr - IIc should huvc lons \tiutditt! e()ttncctions ri ith thc hurdu ood industrv ttr LII\Ure rrtU fCCCir C .l (()ll\i\(CI)t \tlnfil) \\l' stahlc. quulitr lutnbcr.

ls hc a rucrtrhcr ()l tlic Nlttionltl Illtrtluood I-ulribcr '\ssociation.) NIIL..\ rcqulates thc grlrding ot' hrtrd*orttls. traitts gnrdcrs at t1lcir \lclriphis. 'l-n.. schtxtl. luhitnrtc\ qultlitV disputcs rutd clut hc an itr\.alulrhlc rcsourcc for r ou.

\lll-,\ clui guidc vou irtto thc rnrdltt!. srzrnq und tcnninologv unique to tltc hrrdurxrd industn. Iror crlunplc: lxS irt hlrd*rxrds is I'ull llrtisltcd Incasurc. not tttlnttrtltl sizc. 'l'hc1' scll a rarictl of training puhlicrttions and videos as rr cll as colorful inlbrrnutioniil hrocliurL'\ tlrat ri ill irttcrcst )()ur customcrs artd panrpltlcts usct'ul in vour " grtcn" mlrrkcting cl'frtrts.

Sirtcc thc cstthlishcd llru ol'hlud*trrds ls through tightlr dct'ined rcsiottal ttct* urks. it is r ital to l'ind a ntulti-sourcctl. \crvrcc Oncntcd sLrpplicr. (lhcck clrcl'ullr

Arc tlic nrinirrium ordcr quruttitic's rculisticl Will tltcy' allow 1'ttu to tnix spccics attd thicknesses t.o make price brezrks? Will they fill special orders prornpdy?

October 1994

A trip to investigate distribution facilities is mandatory. The operation should be neat and orderly with tight qualrty control. While there, affange to meet with the main mill reps.

Ask questions. Do they use predriers to increase stability? Do they end coat or use baffles to reduce radial checking and end splitting? Do they dry their own stock or contract it out? Generally, in-house drying meuurs better quality.

Do they mill a full range of thicknesses - 414, 514,614,814, l0l4 and lX4 - for all their species? Will they help fain your yard and sales staff? Do they have a field force that can give sales support or are they telemarketing oriented? Are promotional items available? Will they share special advertising costs needed to launch your new product line?

DEPTII OF LINE - Product mix is vital. Start with a naffow line of basic species - leave the exotics to the specialty stores and mail order craft houses. Red oak, maple or birch and cherry make a good starting point. You may wish to add black walnut or Honduras mahogany as demand justifies. Seek the advice of your supply rep who can counsel on what others are carrying and perhaps work out a smaller initial order responsive to your needs.

Laminated lumber and panels, once shunned, have become a force in the marketplace as the availability of wide lumber declines. Two types are sold: continuous length and end laminated (boards assembled from small pieces of lumber). Of the two, the continuous length is preferred as it finishes without annoying cross lines to intemrpt the grain effect and surface beauty. If you venture into hardwood panels, monitor inventory closely. They are very expensive.

Be sure to stock enough inventory in each size panel, especially if they contain unusual colors or grains, to make a project feasible. Specify an adequate number in each shipment with a return option on unsold merchandise after a suitable time.

DECIDE MARKETING DE.

TAILS - The proper display is importanl The rich, pleasing look of hardwoods draws the customer's eye with an attractive offering generating traffic as well as providing sufficient grain and color variety to make selecting the right lumber easy.

Look at your stock and displays

through your customer's eyes. Is the display inviting? Convenient to select from? Well stocked? Would you buy from it?

Many high dollar add-on sales can result when the savvy merchant places quality tools and accessories, solid brass hardware, abrasives, glues and fine finishes in proximity to the lumber, possibly as endcap displays.

Look for promotional ideas. Check with your tool vendors to see if they will offer a coupon for a product discount tied to a specified dollar amount purchase of hardwoods.

TRAIN YOUR SALES PER.

SONNEL - As important as correct product mix and proper display are, knowledgeable personnel are vital.

Skilled, infomred sales personnel are the pillars of any successful marketing program and this is especially true for hardwood lumber. To sell effectively, they must be proficient in the characteristics and use of the lumber and lmow the best tools and t€chniques to use in completing a fine quality project.

An invaluable technical resource often can be found right in your yard. Probably many of your yard crew are woodworkers with a wealth of expertise. It has been found that customers often return to a store for additional purchases after visiting with an enthusiastic yard employee.

Focus your training on asking questions and listening to the customer's needs. How will the lumber be used? Is srength a factor? Is the thickness sufficient?

Will the wood be carved? Black walnut works exEemely well, as does maple. If mahogany is being considered, recommend Honduras, never Philippine, which splinters too easily. Is a mirror finish desirable? Tightly grained woods such as birch and maple produce better results than bold grained varieties such as red oak or ash which need to have the grain filled before fi nishing.

Does the customer have the right tools? Ifhe doesn't, be sure you have them available with someone ready to explain their merits and uses.

Emphasize that the sbarpness and edge holding qualities of superior grade steel saws, bits and hand tools are well worth the extra expense especially if many projects are planned. (I personally prefer Sheffield steel although there are other less expensive and quite good quality steel tools available.) Consider stocking inter-

esting tools such as the pull saw long used by Japanese craftsmen to produce a fine, smooth edge with minimum effort.

Point-of-purchase videos attract great attention and help to make many sales. Consider creating a hardwood library ofbooks and videos.

Some of the larger suppliers offer very successful hardwood marketing prognms. They include displays, bythe-piece inventories and even readyto-finish parts that require little machining by the customer.

However, I recommend creating your own unique format, one that will set your business apart. Ultimately, what will succeed in your business depends on your customer profile.

Hardwood lumber is a premium product. When a person is creating a project of heirloom quality, he often gives his wood selection the same time and detail he would devote to purchas-

Story at a Glance

How to make money selling hardwood ... determinlng the markEt ... selecting a supplier ... deciding what to stock, how to promote, advertise and display ... training your sales people.

ing fine furniture. Your hardwood customer will usually spare no expense to obtain a great result.

In addition, extra high profit sales result when associated products are suggested by the sales person. Experienced customers will recognize and respect the effort, and the novice will greatly appreciate any advice that will eliminate the frustration and wasted expense associated with making an unwise choice.

Educate yourself and your personnel, sell hardwood with upscale techniques, and offer quality tools, hardware and finishing supplies !o increase the value of your sales.

Your success will ring at the registef.

Hunsberger has worked as a sales and systems maruger for regional and national wholesalers. In addition, he has had his own shop where he worked cts a cotnmercial Jinisher and antique reproduction cr$tsman - Editor.

II'ARDWOOD plywood can offer II contractor and remodeler customers an affordable alternative to solid hrdwood for paneling and cabinetry.

Depending on the veneer sPecies and grade selected, almost any solid hardwood color and grain panern can be achieved with finishing ranging from good to superlative.

Hardwood plywood panels are veneer marched in a variety patterns: book match - resembles opened pages of a book, with oPPosite Patterns identical; slip match - progressive pieces of veneer are joined side

The hardwood alternative

by side, snme sides up, to create a grain pattern more mifqm tban book march; whole-piece - a single panel of continuous grain veneer; pleesiry match - matched for color, but not necessarily grain characteristics; unmatched - no color, pattern or grain uniformity, usually used for panel backs; mismetch or random match - a casual, unmatched effect

Veneer cuts produce mique visual effects. In a rotary cut, the log is turned against a blade which follows the annulr growth rings o p,rofuce a long srip of veneerwith abold variegated grain. This method is used to cut 8G90% of all venes.

In plain or flat slioed v€ne6, slicing is done parallel !o a line though the center of a half log or flirch positioned beart side down against the slioe/s guide plate. A vuiegated figure similar to sawn lumber is produced.

Half-round slicing places log segments off center for a cut slightly across the annual gowth rings. Often

Arcmatic Cedar Ligbt red with streeks of ligbt Krdy withcAernroral chlnctarfutica rcscDt.

used on red md whle oal, tt modides the charrcteristics of ro6y and plain slied veneers.

Story at a Glance

Ways hadwood plyrood can be used as an altemfre lbr solld hardwood ... Yenccl pattems ... cutdng, flnlshlng optlons.

Rift cut s cmb grain, aclieved by cutting perpenOiqlrty to medullry rays, cm be dme mly on oak lladwood plywood ounes in fou grades: A-l (boot or slip matched, rotary or plain sliced); B-2 Growth cbarrceristics on f@, no op€n r€as, color and grain ulatOed); C-3 (nina repairs on face), and D-3 (natural growth daracteristbs on he).

Use the chart to show your custornefs how th spocies c<rnpdE.

Aromlb codrr ir kA nnCnidld.

Astl Palc hown heartwood and nculy white saowood. Straigb, nodctrtcly qcn gnin Ftillnogeddtpucutrrl lm

Birctr Ught trown, red hcartwood, nearlY whine san'od.

Gherry Ligbt reddish brown with tfn vellow saowmd.

Plain gnin dcn orly c wrvy. Vcry sd. T.tor triDr i! dl lrm-

Oe strright grain with rthy finich Fmiftc to e riltluncr.

Dakua Golden to dark reddish brown. Unifcm gnin, oftcn wrvy. Pdrr.d6rd$orrclt.

Hickory Tan to brown hcartwoo4 white smwmdModcretc. Blc.chcr rclL hlrcd moir nr|imrwldr*lnr

Honduras Mahogany Reddish hown. Finc to nr.dium straiglr graiu Finiftr rdl Gouellylrird nalirrm to drt-

Kaudamu Reddish hown heartwod, slightly lichter colored saDwood StrriCh. Finirhcr wdl.

Lauan Golden to reddish brown. Non-distinct. Vcryopcngnil. Ccocnfy striDcd !o Ddirm nd d[ttopr.

Maple Cream to ligtrt brown tinged with red. Srdgbt-gnircd ; somrims ford hiphlv fierncd.

Finirhcsvay mdly. Trbr ceins vcrv rclL

Red Oak Pinkish cast with white sapwood. Vcry prononccd, corsc gnin mlLn Blc&hcr vo[,udmcin mdium ro drt D.tnl tooca.

Walnut Ridr brown. Highly figurativc. Unsurpesd rnirhint- StriD.d b dckwood toocr.

WhiteOak Ught hown to greyish tinged heartwood, shades of ochre in the

Clce pronounced coarse grain pattem.

Finishes in same range as red oak Light tones are easily achievcd because ol absenco o[ Drn&sn cast.

HARDWOOD pMflood is a bes epemive but attradive mdedlllor cabinets and paneliq.

Mfl.ifJ',T:I}:#NT#J:T species for cabinets, according to industry gurus. What does this trend mean to retailers?

"The industry has had oak for years and now people are ready for something fresher with a cleaner look," explained certified kirchen cabinet designer Connie Edwards. Still the most displayed hardwood species at the latest Kitchen/Bath Industry Show. oak accounted for 40Vo with maple close behind at 30Vo, followed by cherry atll%o.

Oak accounted for over 66Vo of.the market share of all wood cabinet doors, maple for l4%o and cherry for 77o in the latest Kitchen & Bath Business magazine report. However, Edwards, marketing design rnnager, Timberlake Cabinet Co., Winchester, Va., said complete shifts in consumer preference sometimes take decades. It may be years before maple actually takes the lead on the retail sales floor.

A return to daker woods is being predicted among color forecasters. Edwards noted this is already evident in furniture and paddle fans. "Many of the darker finishes, especially cherry, were featured on cabinets for rooms such as home theaters, vanities and wet bars," according to a Cab ine tM al<c r magazine s urve y.

Despite this initial interest in dark colors, natural tones are more popular with the Southwest trend in interior design. "There is a continued resurgence in the importance of ethnic origins and all things naorral and earthbound, when choosing cabinets, as opposed to things synthetic and glossy," said Edwards.

Medium finishes accounted for 32Vo of the wood cabinets at the recent kitchen/bath show, followed by light and pickled/whitewashed, each at207o, and dark atl97o.

Story at a Glance

How a retailer can handle changing preferences in hardwood species for cabinets.

Will maple take oak's top spot?

hardware, knobs and pulls are just like a piece of jewelry that compliments a dress or coat."

Popular hardware options include brass, pewter, iron, brass antiqued with color and even rusted hardware. "The trend is away from a slick, hygienic, sterile look to a more detailed environment. "

Consumers are interested in personalizing their kitchens with hardware suited to their individual tastes. Details such as moulding and curved end panels on counters also allow such customizing. Customer taste usually dictates door styles. "The availability of hidden hinges and a full overlay which allows a much smoother sophisticated look is influencing choices," Edwards noted.

Cabinet accessories are another way a customer can personalize his choices for a kitchen. Edwards advised, "Showrooms must have accessories on display in order to sell them. People don't miss what they can't s@."

Popular accessories include cutlery dividers, Lazy Susans, roll-out trays and sink tiltout trays. The variety of accessories offered has increased dramatically compared to what was offered

20 years ago, Edwards said. They are slowly being added to manufacturers' lines in response to an increase in consumer demand. Retailers should be aware of what is new and include them in their cabinet displays.

When something new is introduced, whether it be a teal-colored cabinet" cathedral door styles, a sink tilt-out tray or pewter hardware, it takes a while to become a trend, Edwards explained. "Trends have a slow start, a broad peak and a slow decline."

What about cabinet hardware trends? "They are all over the boar(" according o Edwards. "Decorative

R0PEB Brothers Lumber Co., Fredericksburg, Va., displays Timberlake wood cabinets in medium lone finish.

Ways to improve architectural millwork sales

DACK in the boom years of the IJ'70s and'80s, moulding was a simple sale for most retailers with customers usually content to buy ranch or colonial profiles while the truly adventurous bought chair rail or crown moulding.

Today is another story. Architects, designers, builders and consumers have discovered the beauty, creativity, adaptability and luxury of moulding.

Story at a Glance

How to work with manufacturers in marketing fine hardwood mouldings ... suggestions for display boards, literature, participating in model home programs selling builders on the value of mouldings.

They are seeking and finding ways to personalize and add both real and perceived value to their projects by using a vast assortment of moulding.

Standard lumberyard mouldings can't create the desired effect. Everyone is looking to duplicate the character, grace and elegance of the large, well defined mouldings found in homes built round the tum of the century. Moulding styles are expanding to satisfy tastes ranging frmr contemporary to eclectic.

Decorative hardwood mouldings are popular with consumers. They offer the warmth and beauty of real wood combined with excellent machining and finishing characteristics. To help dealers cope with the task of providing their customers with value intrinsic products while gaining

a high margin for the stoe, decorative hardwood mouldin g manufacturers are creating special merchandising prograrns.

Programs offered vary although most are based on attractive consumer-oriented display boards offering a multitude of handsome spocialty mouldings with graphic suggestions for their use. Because the displayed mouldings are readily available through specialty building material distribulors, the retailer needs o stock only the most popular p'rofiles, yet he can offer a wide assorErcnt in a timely manner with little or no investment in floor spaoe or inventmy dollars.

To further help the retailer maximize the dollar potential of moulding, many manufacturers offer informative, idea-generating literature for their customers and help them to educate their sales staff to creatively upsell nouldings.

In addition, these marketing progrirms illustrate for the dealer how decorative mouldings can be nateted at the builder level. Farticipating in model home programs and sponsoring clinics or programs can demonstraE the valw of rchitectural millwork to builders and convince them decorative mmlding can help o transform a strndard home into a custom show place with exceptional reurn on investmenl

ATTRACTIVE dtsobv boar& sudr as tis can attracl, der and rid'agcnrets m tre ccraC ol uocadfim tldl mqi&ro qri$as€s. h aG tion i6 boiig an eflicieni inerdrandiser, the board €naH6 a dailer to slod( frs fdc sime he can nadlly order whd lis qdms needs from a mouldm dstbdor. Ilanuhcluss sudr as $Jtrile firpr. rtt*r cretod tis display, are olledng numerous prognms designed lo help a rdailer incrsase sahs ol adrledural mcuHrB.

With architects, designers, builders and consumers creating greater demand for fine decorative hardwood trim, service-oriented retailers are using the perks offered by architectural millwsk mensfxsturers to reap many benefits. An atEactive display bodd, infsmatirre, idea-generating lit€raure and an educated sales force plus a little effct and ingenuity re all i1 rekes to make decorative hardwood noulding one of the most sought after and profitable lines a retailer can offer.

EMBOSSED mouldings sudr as this example from While River Hardwoods can greatly increase sales and profils for retailers. Bolh consumer and builder cuslomers are db:covering lhat hardwood mouldings add elegance and perceived value to homc.

Air Force Selling pneumatic tools

and nails

1f, LTHOUGH pneumatic tools are &l best suited for professional applications, the drive is on by rumufacturers to get "framing nailers" stocked in more home centers. Becoming familiar with the different types of nailen and nails can help in deciding which products to stockand how to sell them.

Due to the cost of the equipment and amount of set-up time required, pneumatic tools are usually not the best choice for smaller jobs. Nail guns are ideal for applications requiring a lot of repetitive nailing, such as building walls and decks, nailing off plywoo4 wide open nailing or nailing overhead.

A framing nailer is classified as any gun that shoots 6d to 16d (2" to 3-114" long ) nails. They come in two different configurations - stick (or srip) nailers and coil nailers. Stick nailers are most cofltmon, and applications include framing, subflooring, sidewall sheathing, siding, deck construction and roof decks. Large coil nailers that can shoot up to a 3-112" nail are starting to catch on with framers. Yet coil nailers were not originally designed for franing housing but for industrial applications, including constructing pallets, boxes and crates. Coil nailers hold a single coil that contains up to 500 nails and typically have large air chambers with ample power to drive nails ino hardwood. The large coils mean less time loading, but they make for a heavier, bulkier tool. Additionally, the coils don't fit well in nail bags, and if dropped, the wire collation will likely bend and tangle. For stick nailers, there are round-head and clipped-head nails. Clipped-head (also lnown as D-head) nails have part of their heads cut off so they will pack in more snugly together.

Although there reportedly is little scientific evidence that clipped-head nails perforn vs6s then round-head nails, building inspectors in some areas do not allow clipped-bead neils on shear panels (plywood sheathing nailed to engineering specifications for added protection, such as for earthquakes).

Perhaps the most obvious difference between a collated framing nail and a hand nail is the shank dianreter. A standard l6d collated nail has a

Story at a Glance

Which air nailers to carty .., types of tools ... comparison of nails.

.131" diemeter, often specified by generic nail distribulofs as a "framing" nail to distinguish it from a lighter "decking" nail of the seme length with a .l2A'shank. The aver-

age hand-driven 16d cornmon nail bas a.l6?'-thick shank.

Most all collated franing nails ue coate( usually with vinyl. The friction of driving the nail heats the vinyl coating, which helps lubricate the nail. As the vinyl sets, it forms a bond that locks into the wood fibers. Since the bond is only temporary (the coating strengo may last only a few days in wet wood), spiral-shank nails or ring-shenk nails should be suggested if holding power really matters, such as preventing squeaks in floor sheathing or in exterior uses where the wmd expands and mtr&B with changes in moistne oonMt and t€mp€raffie. Spiral-shank nails wi0stmd shock loads better and are the best choice for subflooring.

Rust-p'roof reils are also availablg with essentially three types of galv& nized nail @atings: elecrogalvmizrd, mechanically galvanized and hotdipped galvanized. Most basic are electrogalvmized nqils. Their galvanized plating is famed by dipftng tb nails ia an elecuolyte solution with a block of zinc. Tbe zinc dissolves in the electrolyte and is attnrcted to be steel nails, forming a very thin (.0002") coating. Electnogdvanized nails can be recognized by tbeir shiny, chrome-like finish. Sometimes a bright yellow dichromate sealer is added over he zinc plating o gira Oe nail slightly more gotoction.

Mechanically galvanized nails have a dull gray, mottled amefiare. Tbe coating is rylied by plrcing tbe aails in a tumbler with zinc powd€r and small glass beads, which pound Oe zinc onto the surface of the nails. They are slightly more expensive tban eborogalvanized nai\ but the coating is thicker (.0005") and p,rovidas considerably more rust protection. Heavyduty medani<zlly galmnized neils ue also offered with a.(XI2l" thickmting.

Hot-dipped galvanized nails are famed by dipping in molten zinc. Althougb the coating thiclness is about the same as heavyduty mechmically galvanize( the zinc coating purptrtedly adheres beuer to the steel nail. Nevertbeless, the mting is lumpy and hot-dipped neils xp difficult 30 collate and rcportedly jam easier in gtms.

Finally, galvanized nails should comply with ASTM standards.

Don't let FIRE do this to your store

By Donald Rung Vice President Co4>orate Field Services Lumber Insurance Companies

fN A TIME of fierce competition

Iand eroded profit margins, a lumber and building products retailer can not afford the disruption, sales loss, potential customer loss and uninsurable expenses ofa serious fre loss.

While fire potential .ut1'11qtally be eliminated, a consistent and aggressive prevention and conEol program can substantially decrease the likelihood of a devastating loss.

PREVENTIVE MEASURES

Smoking - While more businesses are implementing a "smoke free" policy, many still allow employees and/or customers to smoke on the premises. If you don't allow smoking, "no smoking" signs should be posted in both public and employee-

WmCameron &Co.

'Serving The lndustry Since 1868,,

..ADVANTAGE PROGRAMO'

Our popular Advantage Program for Door Units, Building Insulation, Residential Roofing, and other products selected by you has been designed exclusively to save your business time and increase your sales and profits.

only areas. Provide butt cans at points of customer entry. Management/supervisory personnel should remain vigilant and periodically inspect out-of-the-way places, where

Story at a Glance

How to avoid fire losses ... prevention and control measures that cut the odds.

employees might be tempted to sneak a cigarette.

If you do allow smoking, clearly identify and strictly enforce approved smoking areas and areas where smoking is not allowed. Provide appropri-

ate containers for smoking material disposal in approved smoking areas and at entrances to no smoking areas.

Heating Systems - When cold weather arrives, the tendency is to automatically turn up the thermostat without making sure heating devices including suspended unit heaters have adequate clearance from combustible materials. Heating chimneys, chimney connectors and vents should be examined regulady to ensure they are in sound condition with adequate clearance from combustibles.

Electrical - Most elecrical fres in retail building material operations are attributable to temporary, inappropriate or damaged wiring. Extension

(Please turn to page 29)

Locations:

GUARAIITEED SALE OF PRODUCTS

PURCIIASED FROM USI

Our Territory Manager will save you time by inventorying our stock, switching out slow moving items, and keeping you up to date with the latest displays and promotional offers.

BOOST YOUR PRODUCT SALES AND ENCOURAGE YOUR CUSTOMERS TO RETURN TO A BUSINESS

TIIEY CAN COUNT ON. \fe will help you with do-it-yourself clinics, truckload sales, and by providing you an ample supply of literature and samples. We will acquaint your staff with the features and benefits of our product line.

MANAGE YOUR INVEIYTORY AI\ID INCREASE YOUR PROFITS. We will provide you with warehouse fill-ins to help you manage your inventory and increase your profits.

ALBUQTJERQUE

(8@) 771-7688

ATI]INTA

(404) 355-9219

AUSTIN

{512) 448-2385

BALTIMORE

(800) 277-4455

BOSTON

(800) 225-2803

CHARI,OTTE

Qo4) 392-8366

CIIICAGO Qog) 496-2510

CINCINNATI

(80o) 342-L802

DAIIIIS

(8@) 725-9535

DETROIT

(800) 544-1878

TORTWORTH @00) 299-0698

GI,.ENDAI.E

(80D) 729-7663

IIAruJNGEN

(8OO) 725-9599

TIAUPPAUGE

(616D 348-1700

HOIIIS (o18)74A4$8

HOUSTON

(800) 725-9644

INDIANAFOIIS

617) 784-5012

LT.]BBOCK (800D 725-962

MESA 602) 962-9146

ODESSA (9rr 335-5053

SAI\ANGELO (800) 725-9688

SANANTOMO (8@) 725-9766

SANTAFE (505) 988-8077

TUCSON (602) 523-2955

TYLER (800) 725-9566

VATERAI,JRY

(800) 966-0556

IVITITE RIVER JT.JNCIION (80o) 877-422t

F o xw orth - G alb r ait h, Dall as, Tx.. has remodeled 11 retail units following the protype design used at Mt. Pleasant, Tx., and renamed them Foxw o rth - G alb r aith B uil ding Project Centers

Madill Lumber. Madill. Ok., plans to change its name to Madill Lumber Do-it Center after a renovation is completed Homestead Lumber & Supply, Mena, Ar., is preparing to sell or liquidate with owner Reynolds Gardner planning to retire ... Ashdown Building Materials, Ashdown, Ar., has been acquired and reopened by Bobby Young, also the owner of DeQueen Building Materials, De Queen, Ar.

Hechinger plans to oPen four Mexico City stores, starting fall 1995, using a 90,000 sq. ft. format combining features of both their Home Project Centers and Home Decor stores

Causeway Lumber Co., Bonita Springs, Fl., remained open following a middle-of-the-night office and showroom fire which fire authorities traced to a wiring short ... Bob Gettelfinger has closed Mister Hardware Do-it Center, Clarksville, Ky., after 28 years; Edwardsville and Shelbyville, Ky., Mister Hardware locations owned by his brothers remain open

Lowe's Cos. converted its Mills B Lane Ave. store in Savannah, Ga., to a builder/contractor Yard and opened a third distribution center in North Vernon, In., to serve midwestern locations

Carolina Builders Corp. has closed its Rocky Mount, N.C., store, opening a new store in nearby Wilson, N.C., with mgr. Glen Blackwell transferring ... Thom.as

R. Hopson-Broker Inc. will move its Norcross, Ga., operations t0 a new contractor yard nearing com-

pletion in Lawrenceville, Ga. ...

Scotty's is close to completing expansion of its south Indian River County, Fl., store by 30,000 sq. ft.... Employees of Soutlt States 1nc., Shreveport, La.. purchased the company through an employee stock ownership plan Orgill Bros. will open a 400,000 sq. ft. warehouse in Tifton, Ga. O dell Hardv'are, Greensboro, N.C., plans to expand its warehouse...

sq. ft. warehouse and 117 acre concrete storage yard

MacMillan Bloedel plans to build MocMillan Guadiana near Durango, Mexico Willamette Industries' plywood plant, Dodson. La.. received JAS certification from tJae Japanese Ministry of Agriculure Norbord expects to complete expansion of its Tupelo, Ms., plant in 1995

Resinart East, Inc. is building a new 14,800 sq. ft. warehouse and office in Arden, N.C. Temtex Products, Nashville, Tn., a subsidiary of Temtex Industries, Inc., Dallas, Tx., changed its name to kmco Fireplace Products

S

- Cocst is closing two Fort Smith, Ar., facilities and moving into a 1M,000 sq. ft. site which they plan to expand by 93,000 sq. ft. in Sept. 1995 to accommodate Sp eer H ardware and other subsidiaries

Anniversaries: Vaughan & Sols, San Antonio, Tx,, 10lst Teague Lumber Co., Ft. Worth, Tx., 50th ... Lumberman's Wholesale Distributors, Inc., Nashville, Tn.,2-5th

The Coolition for Fair Lumber Imports filed a challenge to the constitutionality of the U.S.Canada Free Trade Agreement's dispute settlement system used to reverse previous findings on Canadian lumber subsidies

Alamo Forest Products, San Antonio, Tx., opened a distribution center in Abilene. Tx.. Lester Lackey, sales mgr. and Joe Poole, operations mgr. Timber Products Sales Co. is looking at the possibility of openin_e an El Paso. Tx.. reload center

Furman Lumber Co. opened a new distribution yard in Denton. N.C., Eddie Ayers, mgr. Building Products Plus Co. and American Pole & Timber will build a lumber kiln and pole handling facility on a leased South Houston, Tx., site with a 12,000

Vermont American Tool Co.. Lincolnton, N.C., has meshed marketin_q and sales with 7"/re Credo Co., Woodburn, Or. ... Stanlev Door Svstems is sponsoring a Spanish-speaking do-it-yourselftv program

Weyerhaeuser Co. donated 100.000 seedlings to residents of Oklahoma and Arkansas to celebrate 25 years of operation in the area and 501 acres in southwestern Arkansas to the U.S. Fish and Wildlife Sen-ice for the 50lst U.S. natioial wildlife refuge

Porter Points, Louisville, Ky., installed a new color system and added an industrial products line Specialt,t' G/ass Products lsd., Vancouver, B.C., Canada, opened a production facility near Brunswick, Ga.

Caradon Better- Bilt, Smyrna, Tn., has acquired lzbanon Aluminum Products Co. (Le-AI-Co). Lebanon, Tn. ... Suntuf,Inc., has new corporate offices in Livingston, N.J. Alumax Aluminum Corp., Norcross, Ga., acquired a Union City, Ga., extrusions plant from General Extrusions, Inc. ...

Housing starts in Aug. (latest figs.) rose Z.lVc to an annualized rate of 1.442,0ffi units single family starts drop@ 2.7Vc ...multis with 2 to 4 units rose 3.lVc: those with 5 plus units, 33Vc building permits inched up lVc starts in the southern states climbed l4Vo.

Strlinless SteelScrews RIH

Swaneze

For cedar and redwood decks

Fences o Stairs & Railings o House

Trim o Outdoor

Furniture o Boat

Repair o Piers & Docks o Window

Boxes & Planters

. Lattice

Lengths: 1" through 4"

No Staining! IVo Sfreaking!

o Self-counter sinking bugle or trim heads

Square drive recess eliminates driver bit cam-out . "Beaver Bite" point for quick penetration o Selftapping coarse threads. Coated with non-stick, dry lubricating film o Solid nickel/chrome stainless steel for superior corrosion resistance.

For additional data and dealer information:

CALENDAR

Listings are ofien submixed months in advatre. Always vcrify dates od locations with sponsor beforc n&,ing plaas to attctd.

OCTOBER

Amerlcan Ptywood Assodedon -Oct 9-10, annual mecting/Info Fair, Hyatt Regency Hill Country Resort, SaD Antooio, Tx.

Natlonal Wood Florlng Aseoclrfbn - Oct" ll-13, wood flooring scbool, Tampa, Fl.

Wood Mouldlng & Mlllwork hoduccrs Assoclrtbn - Oct fa p'roduction & technology seminar, Greensboto, N.C.

Florlda Lumber & Buildlng Meterlrl Ihrlers Assoc{rtlon()c{. l3-f6, golf extravaganza, Kiawab Islan4 S.C.

Door & Hardware Insd0rte - ()c,t" ls-lt, annual coovention & trade sbow, Miami Beacb, Fl.

Southern Forest Products Assoclatlon - Oct. lS-lt, rnnual meeting, Radisson Hotel, Savannab, Ga.

Cotter & Co. - Oct 15-19, fall martet, Cervantes Convention Center, St l-ouis, Mo.

Nadonal gulldlng Mrterlrl lllsilrlbutm Asoctedoo -Od. fG It, annual convention, l:s Vegas Hilon, I-as Vegas, Nv.

Natlonal Hardwood Lrrmbcr Assocledon - OcL 1G19, annual convention, Buena Vista Palace, Orlando, Fl.

Bulldlng Component Menufecture.rs Conlenencc - ocl. 19-21, Commonwealth Convention Center, louiwiUe Ky.

Hardware VYholesalers Inc. - Oc't 22Q5, malket lndianapolis, In.

Kentucky Lumber & Bulldlng Metertl lhehrs Assodrtlon(H-X;, bord meeting, N*ural Bridge State Padq Slade, Ky.

Mld-Amertca Lumbermens Assocledon - Nov. 3, boud meeting; Nov.4{, fall fun fling, Branson, Mo.

Natlonal l)ecoretlng Produc'ts Show - Oc't- 2&'3{1, McComfck Place North, Chicago, tr.

Ace Hardwere - oc't. 2&31. exhibition, New Orleam, L:"

House-Hasson Hardware - Oct 29311, show, Millb Auditorium, Ga0inburg, Tn.

Netlonel Sesh & Door Jobbers Assocl,rdon - Oc't- 29Nov. 2, annual convention, MarrioE World Center, Orlando, FL

Lumbermen's Club of Memphls - (H" 31, loggcrs luncheon Racquet Club, Memphis, Tn.; Nov.4, ladies luncheon.

NOVEMBER

North Amerlcen YYholcsalc Lumbcr Assoc'lrtlon - l{ov. l'2, sector meeting, Wynft,ey Hotcl, Birmingbam, AL

Trensfor 94 - Nov. l-2, wood, pulP & PaPer transPortatbn conference & exhibition, Atlanta, Ga-

Polnt-of-Purchase Advertlslng Insaltutc - Nov. l-3, market, McComrick Place, Chicago, tl.

Constructec '94 - Nov. 2-5, intemational trade fair, Hannover Fairgrounds" Hannover, Germany.

Amerlcen Lumber Steuderd Commlttec - Nov. 4, annual meeting, Quality Hotel Four Seasons,-Albuquerque, N.M.

Sustalnable Consinrctlon Conference - Nov. G9, Tampa, Fl.

Peak Auctloneerlng - Nov. 12-13, building materials auction, Nashville. Tn.

Natlonal Hardwood Lumber Assoclrtlon - Nov. 14, advanced drying course, NHLA Hq., Memphis, Tn.

Natlonal Wood tr'looring Association - Nov. 15'17, sood flooring school, Fort Lauderdale, Fl. Wallace Hardware Co. - Nov. 17-18, market, Pigeon Forgc, Tn.

Oklahoma Lumbermens Assoclallon, after 4O years as an independent state group, was officially accepted into the Natlonal Lumber & Building Material Dealers Assoclatlon Sept. 22 during the annual convention in Hawaii. (Convention pictures and highlighe will appear in Nov. issue.)

Lumbermen's Assoclatlon of Texas is working with the Texas Forestry Assoclatlon on two programs.

"Doing Business in Mexico" will be presented 1-4 p.m. Oct. 13 at the Marriott Riverwalk, San Antonio, as part of the Texas Forestry Association's convention.

A forest resoruce tour of East Texas is being organized by TFA executive vice president Ron Hufford for Oct. 25-27. The tour will include field tips to various associate members' facilities, including a seedling orchard and wood product manufacturing plants. Environmental issues discussions are planned as well as several luncbes and receptions. Tour participants will be lodged at Camp Cho-Yeh near Livingston.

The annual LAT Expo April 6-9 in San Antonio will follow the theme LAT-O. a takeoff on the Texas lottery, according to executive vice president Barbara Douglas.

Mlssisslppi Building

Material

Dealers Assoclation's board of directors previewed Treasure Bay Resort Hotel,

SOUTHERN ASSOCIATION

Biloxi, scene of the 1995 convention and trade show, at a recent meeting attended by 26 members.

Ken Morris, convention committee chairman, announced 19 booths already reserved for the March 16-18 annual. The association membership contest offering free annual dues for the winner will end March I with the prize awarded at the convention.

Kentucky Lumber & Buildlng Material Dealers Assoclation's board of directors will meet OcL26 at Natural Bridge State Park, Slade.

The association is organizing the second annual Tri-State Golf Outing with Illinois Lumber & Material Dealers Association and Indiana Lumber & Builders' Supply Association. Sponsored by suppliers, the Oct. 13 event includes golf at Sultan's Run, Jasper, In., and a free dinner. Kentucky golfers, winners last

year, will be defending their title and the traveling hophy.

Florida Lumber & Building Material Dealers Aseociation

Buying Show Photos pages 30-31

Carollnas-Tennessee Bulldlng Materlal Association held sales haining workshops Sept. 7 in Jackson, Tn.; Sept. 13, Asheville, N.C., and Sept. 28, Fayetteville, N.C. Instructor Jim Enter briefed participants on "Building the Best Sales Team in the Indushy."

Mld-America Lumbermens Assoclation will meet in Branson, Mo., Nov. 4-6 for the third annual Fall Fun Fling otherwise known as the Branson Boot-Scootin' Bonanza.

NEW SOUTH lNC., Conway, S.C,, opened Cuslomer Appreciation Day Sept. 9 with a tour of lhe new corporale oflice and (1) plant area (2) Mike Arnett (right) shows fence panel producls. Deeo sea fishino and oolf occuoied the rest of thd day: (3) Ihomai Mendei, Ricky Stroup. (4) Pam & Mike Tester. (5) Colin Peterson. Ken Goodwin, Dennis Rubin, Terrv Buffkin. (6) Debbie Sand, Ken Edwards, Chuck Clark, Winston Black, Amy Thompson,

(7) Plato Williams, AI Heberer, Chester Abee, Matt Williams, Kieth Errico (8) Philip Vaughn, William Young, Carolyn Mills, Hollis Eruin (9) Mike Connor, Lisa Babon, Jim Bryant (10) Lewis Rast, Bobby Smith, Andy Bowden, Doug Ashley (11) Jerry Nonis, John Blade, Debbie Winburn. (12) Zollie Deeryberry, David Cox, Jack Coward, John Waddell, Gary Parsons. (13) Gene Parker, Ronnie Thomas, Jimmy McElheny, Wes York, David Haddock. (14)

Mackey S'ngleton. Johr Thompson. George Flanders, Charles Young. (15) Carolyn Mrlls Ed Cone, Carla Snavely, Mike Arnetl (15) Charlie & Regina Williams, Brian Mulvaney, Bob Smilh. (17) Alan Meeks, Howard Stiener, Kim Labdell (18) Dick Peccie, Wayne Hill, Mark Moosa, Harold Stowe. (19) Harold Stowe, Ben Phil[ps Ken Sexton (20) trlan Layman, Tom Gilbert, Rick Hanis (21) Chris Finlayson, Critt Gore, Ed Nonis.

f-z -.1FoU(4 ozor-lErFJr|nFnF = FN =oFnc.r)v oczoFrtY!-1 c.r)F] E! r..'lfn FFl+{o = fn frl z z\-.{zo FN n Ez {oFt-ip

rEqIt;{e+Fg€l g r t I HE ii l f ] + i f tF g + i i irg $ 1H l l r: ; r r E i EEE f €6t;{lsdF::7=#F; ?!? 1=t 1il€ i € i+iiia. i: tii ;: i i e.i a T?,vil iL+ 1F.f € r;9I I ga ={333 33# ; A ?= , e i + i 5d i i; il i; € i i il ";5a i:i,[?a 3+;*?c 1i giiil? +?i*i Iutgif iF i eE F€ r Ffit6 *i i + riif iiiillitgFg !? 7

*1?lig$ I IFF fg; i! +F ? [; g T +13; FA *E l-lFr{f-{6 EEF zoc.r)(t)Fl o o -1F oFTIf-l t-'lF|nzo|nFl o o -1 eF f ? lp i * E t e 7 = 3;i?tE i€ri;F1 aifi i; f I i; il11'

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FEiililgeicrsi

Fire Safety

( Continued Irom page I 5 ) cords should not be used in lieu of pennanent wiring. All flexible electrical cords should be examined regularly for signs of wear or damage. If block heaters are used on vehicles or forklifts, care should be taken to ensure the mrperage rating of the cord is sufficient for tle block heater's demands. Lighting or wiring damaged by forklifts should be repaired as soon as possible. Fluorescent lights should be scrutinized for signs offailing ballasts and ballasts or fixtures replaced.

Housekeeping -Train employees to clean as they go. Provisions should be made for scrap, waste and debris disposal.

Flammable Liquids and GasesGasoline or other flammable liquids should be kept in approved safety containers in areas free from excessive heat or open flame. Spare and empty propane tanks should be stored away from heat and open flane in a location protected from potential vehicle or forklift darnge.

CONTROL MEASURES

Fire Extinguishers - Provide an adequate number of fire extinguishers. The distance to be traveled to reach an extinguisher should be 75 feet or less. ABC type extinguishers are preferable because they are effective on ordinry conbustible as well as electrical, flammable liquid and grease fires. They should be clearly marked s616 timo is lost in finding them. Employees should be trained in the location and proper use of extinguisbrs. These should be inventoried monthly to confimr they are charged and located appropriately.

Invite your local fte department into your facility at least annually. This allows them to remain current with your operations and physical layout and more effectively preplan how they would respond to and fight a fire at yolr facility.

Private Protection Systems - Test automatic sprinklers and automatic smoke or heat det€ctofs at least quarterly to ensur€ the system functions properly and to evaluate whether alams and connections to central stations, alam cmpanies or fire deprtments are working.

Self lnspection - Management should develop the habit of conducting a comprehensive walk through of the premises weekly to determine if hazards discussed and others peculiar to the pafiicular operuion are being adequately controlled.

0irectories for...

The Building Products Industry

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Have you ever wished there were a single comprehensive source you could turn to for information about your industry? lf so, U.S. Business Directories are the answer to your prayers! They contain accurate, in-depth information about every prospect, such as:

. Company Name, Address and Telephone Number

Name of the 0wner or Manager

Number of Employees

Number of Years in Business

.

Brand/Specialty lnformation

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And the uses for these unique directories are limited only by your imagination. You'llfind them a comprehensive and economical source fon

' Direct Mail and Telemarketing

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Here are titles in the Building Producls Induslry:

FLORIDA Lumber & Building Material Dealers Assn. convention & show Sept. 14-17 in Orlando: (1) asst. exec. v.p, Terry Jalberl, '94-95 ores. 6rian Blocker, exec. v.p. Bill Carson, Scott Whiddon. (2) Susan Morrison, Terry Lewis, Bonnie Lewis, Bob Sammons. (3) Burke Hill, Kenny Shaw, Brad Bradley. (4) James Callahan, Jack Peddy, Bud Ryan, Jim McGhin. (5) Ed Baker, Bill Eisele, Shawn Gammill,Troy Parker. (6) Steve Hanek, Jim Webster, Preston Boyd, Bon Cardy, Boberl Brunson. (7) Ken Richards, Al Heberer, Paul

Ritten. (8) Kevin Senecal, Marshall Cochran. (9) Mike Tichenor, Roger Champagne. (10) Mike Callahan, Chuck Rendleman, Tom Gunnerson. (11)Jack Monroe, Jr., David Hurless, Scott Gardener, Mike Atkerson. (12) Gary Bennett, Michael Dickinson, Michael Vlaasaly. (13) Norris Wood. (14) Lamar Logan, Debbie Liscum, Archie Baker, (15) Harlan Bosl, Lowell Caylor. (16) Mark Henning, Scotl Stanford, Skip Engei. (17) Eric Ball, Joe Heidenreich. (18)Jim Paulson, Dawson McDaniel, Carl Holland. (19) Al Stevens,

Chadie lMne. {20) Bill Nichofas, Ken Tass6y, Charles Uatfcf, John Callahan. (21) Jeff Kramer. (22) Tim Girardi, Ron Nenlwig, Paul Vance, Jay Borman. (23) Dave Wilson, Tim Nash, Mike Curda, Mike Maguire. (2a) Jetf Taylor, Ray Fisher, Don Paicc, Cecil Skinner. (25) Les Goldman, Dinny Walers, Lori Awti, Dufiy Waters. (26) Paul O'Canoll, David Olden, Mike Daignauh. (27) Keith Matlhews, AuslinTamm, Don Meyer, Steve Kearns, Dave Reed. (28) Hanell Hamillon, Matl Cook, George Cook.

Walt Hardv, Andv Kealino.

SHOWTIME: (1) Racnel, Joy, Randy, Hannah Beck. Ted Pratt, Jim Wiliams. (5) John Thomas, James Busty Casle, Mel Stower. (9) Jerry & JoAnne (2) Stan lVtodey, Michele Demoe, Dave Kus, Steve Davis. (6) Cynthia lpplito, Bill Hendrickson, Mary Stens-ki. (i0)John Rogalski, Ruis Lux, (ll)Jackie Slephens. (3) iim Ramsey. (f) Rusty Yazdanpour, Lou Fitzgerald. (7) Mike Maflei, Ben Vuolo. (8) Robinson, Mike Barnes, (12) Jeff & Karen Glass.

PERS NALS

Vlctor E. Llndenhelm has resigned as pres. of tbe Anerican Wood Pr,eservers Institute after eight years with AWPI, tbree as pres.

Mike Mllllcan is the new gen. store mgr. at Home Quarters Warehouse, Fairfield, Al. Rlchard Morrlson is gen. store mgr. in Hoover, Al.

Mark Mlller is new to sales at HouseHasson Hardware, covering Louisville, Ky.

Grady Runyan will retire at year's end after 41 years with Hardman Lumber Co., Arkadelphia, Ar., to become county judge of Clark County.

Larry Clanton is the new paint dept. mgr. at Builders Supply Co., Lancaster, S.C.

Brad Wanzenberg has joined Deerfield Builders Supply, Deerfield Beach, Fl., as cedit mgr. Rich Hawklns is now operations mgr., and Joe Beaulien asst. gen. mgr., reports Ed Dletrlch.

Cherlle Horton has retired from Curt Bean Lumber Co., Glenwood, Ar., to enjoy life with his bride, Trcaea.

Dwlght Holder, Barton's of Walnut Ridge, Ar., transferred to Dumag Ar., as assl m8r.

Dave Pleasant has been named gen. mgr. of Weyerhaeuser's Orlando, Fl., Customer Service Center.

Keith Ludwig, Rock Island Millwork, Wichita, Ks., has moved !o parent Huttig Sash & Door, Memphis, Tn.

R. J. Teague, pres., Teague lamber Co., Fort Worth, Tx., was honored as l,umbemran of the Year by tbe Fort WorO Lumber Dealers Association.

John Tackett has been named mgr. of 84 Lumber Co., Griffin, Ga. Doug Kdly is the new mgr. in Lorton, Va. New co-mgrs.: Steve Patterson, Southhaven, Ms.; Kent Gebhard( Oak Ridge, Tn., and Alex Pestalltz tI, Midfield, Al.

Building Prcductc Dlgosl

John fieCt Mc€lanahan has retired as mgr. of Dixie Plywood, HoustorL Ti., after f3 years with the company. He is succeeded by Tlm Casey, who is replaced as Miami, Fl., mgr. by Steve Hcc. Gery Cook replaces Price as West Palm Bcach, Fl., mgr., and Tlm Nelsh, Tampa Fl- mgr., 8ssrrmes rresponsibility for FL MycrE, Fl.

Clht l)'lxon is ttc ncw gco. mgr. at Foxworth-Galbraith Lumber Co., Kerrville, Tx. Rm Mc is stde mgr.in Paris, Tx.

Glenn Rlch is new to Florida-Atlantic Forest hoduc6, Decrfield Berh, Ft, as export sales mgr.

Mrtt Coot. bss joincd Dai4rm.an's Supply Co., Irc., Wildpoo4 Fl., as a sales rcp, reports v.p. George C;ooL, Jr.

Grcg Hughes bas beeo named mgr. of DeQueen Building Materials, DeQueen, Ar.

Jeph Locklrr i5 6ss menaglry dcsrgn and engineering for Lumbcrmao's Wbolesale Distributors, Nashvilc Tn.

Gell Gerdener is ncw b Osncc Wod h,eserving, Inc., Griffrn' Ga, as rep. tionist.

MerL Gebel is heading up a ncw Fort Worth, Tx., ofiicc for Advantagc Business Computer Systcms. Otbcr ncw offices: Petrlcl lfobbs, Buffalo, N.Y.: Bredford sBred' Croclett, Boulder, Co., and Mlchrl Chornh3. Bend" Or.

Rtch Chapman bas been named Southeast regional sales mgr. for James Hardie Building Products, Atlanta, Ga.

Larry Cason has been promoted to v.p. and regional mgr.-operations at Scotty's, Winter Haven, Fl.

Wally Strader is back at Home Supply, l,ouisville, Ky,, following surgery.

Wllllam J. Adams has been named exec. v.p. and gen. mgr. of ABTco's siding div., Roaring River, N.C., replacing John R. CaPllnger.

Jerry Sutherland has returned to King Lumber, Eminence, Ky., after surgery.

Dorlan Benn, pres., American Pole & Timber, Houston, Tx., recentlY Put 10 head of pure bred Simmental cattle on the acreage around his Houston home.

Bert Lewls, owner, Fort Smith Lumber Co., Fort Smith, Ar., was aPPointed to a five year trerm on the Fort Smith Atport Commission.

Bruce Grebe is now v.p.-OSB operations for Norbord Industries. Jean Roy is v.p,-lumber operations; Davld McElroy, v.p.-industrial products, and Paul Tindall, v.p.-mktg. & sales.

Jamie Jo Syre, daughter of Jim SYre' mgr., Barton's of Weiner, Ar., served as senior class valedictorian and is entering Arkansas State University on a Wal-Mart Scholarship. Jack Johnson, son of Larry Johnson, mgr., Barton's ofJonesboro, Ar., began medical school in Little Rock, Ar.

Joseph Y. Laclk, Jr., is now v.p.-information systems at Cameron-AshleY Inc., Dallas, Tx. Donald S. Huml, Snap-on Inc., and Don A. Rlce, Texas A&M University, are new directors.

W. Michael Clevy was named pres. and c.o.o. of Inter-City Products' heating & cooling operations, La Vergne, Tn. Dennls Mclennand now represents stone products in So. Fl. for PermaGrain Products, Inc.

Jeff Lanier has joined Plasti-Kote as Southeast district mgr., Conyers, Ga. Jennifer Dawn Bratton, daughter of Harold Bratton, Barnett Lumber, Campbellsburg, Ky., wed Jason Swift' son of Darrel Swlft, Amcraft Building Specialties, Mt. Washington, Ky., Aug. t9, 1994.

Lisa Haben, Mid-America Lumbermens Association, wed Chad Carson Aug. 6, t994.

Terrl Sloan is now handling sales in Va. for Wm. Zinsser & Co. Davtd Latrd is now covering Ky. and Erlc Craycroft, western Ky., Tn. and eastem Ar. James'(Rusty" Pope, Pope Lumber, Barbourville, Ky., married Lelgh Powell Aug.20, 1994.

Jeffrey Willlam Spence, department mgr., Home Depot, Woodstock, Ga., married Klm Laurle Ledford May 28, 1994. Katharine Lynn Folsom, Daytona Beach, Fl., wed Thomas Robert Gentry July 16.

Alme Carter is new to sales at Canton Lumber Co., Greenville, Tn.

Brlan Blocker, mgr., East Coast Lumber, Cocoa and Melbourne, Fl., was elected pres. of the Florida Lumber & Building Material Dealers Association, succeeding Ed Dletrlcb Deerfield Builders Supply Co., Deerfield Beach. Sam Dunn. Dunn Lumber & Hardware Co., Daytona Beach, is pres.-elecUtreas.; Judge Nottlngham, Carolina Lumber, Jacksonville, lst v.p.; Robert Pearce, Georgia-Pacific, West Palm Beach, v.p.; Dave Wllson, Dixie Plywood & Lumber Co., Savannah, Ga., v.p.-elect; Jack Monroe' Jr., J.M. Lumber Co., Port St. Lucie, sec.; Tom JoYner, JoYner Lumber, Lakeland, national dealer director.

Maynard Robinson, Pelican Building Center, Aberdeen, N.C., is engaged to many Debbte Winburn, New South, Inc., Conway, S.C.

Chrts Colllns, son of John Collins, Collins Lumber Do-it Center, Ada, Ok., wed Pamela Gayle June L7,1994.

Mlchael Ray Hutchinson, [.owe's, Nortb Wilkesboro, N.C., married Llnda Jean Royal July 23, L994. Veronlca FaYe Williams, Goldsboro, N.C., married Kevin Dewayne Sutton July 30.

Sue M. Ahl, attorney-at-law, is now representing Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy tr'ungus.

lsarn about the ngruest trsn& at the woddl largcst fenss indusfi tradqshow.

(You ncust knon what a lifls ffcnd can bdng)

Having the competitive edge-and the pmfits it may bdngcan be simply knowing cutrenl tlends in y0ul industry. LeaOshopand increaseyoulprcfitabilitypotcntials. Staying 0n tOp 0f trEnds in technology, environmenl and govemment is made practical at FENCETECH. Seminars and the helpful Roundtable are designed to keep yOu up-to-date. With all the "latest" 0n display, shopping exhibits is an education itself.

Affordable. Ihe woild! most €xten$ve fsncc industry nstwo*ing and suppoil envilonment. Follow the tr€nds. G0 t0 the seminars. Participate in the RoundtaDle. Cultivate new

cOntacts with clients and res0ulces alike. Learn about new pmfit-makerc. Exchange ideas. And take in all that beautiful San Antonio has to offer at.

NEW PR DUCTS serubu anf safts ails

Window & Door Desiqner

A computer aided desig-n package that gives dealers, distributon, builders, architects, remodelers and specifiers the infonnation needed to specify wood windows and patio doors, including elevations, sectional de[ails, product specifications and window schedules, is new from Caradco.

The IBM compatible CaCAD runs on Microsoft Windows 3.1.

Scentsational

A counter display is now offered containing Z packets of McAuley's Inc.'s new fragrance producf Sachet of Scents.

_

Six standard fragrances plus three Christnras fragrancei are avaiilable.

FREE ADDMONAL INFORMATION

on any product in this secton is available bywritng 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660. Or an V 741 852-L990 or FAX 7 14-852-0231. Requests will be foru,rarded to the manufacturer. Plase list product(s), issue and page number:

Pint-Sized Outdoor Furnitup

Fatio Picnic Tables and Ctain fa Lil' Kids, a new children's ftrniurc !ne, has been introduced by West CoastTimber Prodrrcs.

Said ro be sundy md durable tbey are produced from selected grades of kiln dried west€m pine, spnrc and fir lumber.

Tables, chairs and loveseats cme partially or completely assembled. Instructions andhadware ae includod-

Embossed Wood Borders

Embossed wood bo'rders that can be painted, stained or finished are new hom Ornamental Murldings.

Fqsy-tc.install, the moulding-tite, decorative ascent Faqitrim Borders are offered in four deeply-embossed designs for each of four different themes (country, flral, classical ad rdds).

Painter's Pockets

A pail organizer that transforms any five-gallon bucket into a painter's tool box is new ftom Tufo,Inc.

Made out of heavy duty woven ny- loq it feaures 38 lage pockers.

Name Company

Address City

Phone

State zip

Stylish Accents

The Windham Collection, architectural ac@nts crafted in traditional, colonial, contemporary and country designs, have been introduced by Style-Mark, Inc.

Available are decorative millwork, mouldings, louvers and entrance systerns, all finely detailed and constructed of longlasting, high density molded materials. Each product has a durable prime coat finish said not to peel, flake or blister.

They can be painted like wood, yet won't warp or decay.

Toe-Nailing Glamp

A clamp that uses cam action to keep perpendicular 2x4s securely on the mark for easy toe-nailing is new from Krding, Inc.

Constructed of cast aluminum, the Toe-Nail Back-Up Clamp Plus holds two sides of the 2x4 to eliminate movement during hammering. The clamp stays put because the handle

terns arc tape-bundled and endcapped" preventing damage to board ends and reducing degrade in bins. Units are paper wrapped for weather protection and palletized with a bottom protector strapped to the load, simplifying handling in the yard and reducing the possibility of damage by forklifts.

The line includes 4/4 S4S boards in widths fuom 4-12";6" wide 414 WP4/WP6 S2S: 6 and 8" wide 414 WP4 frfP116 S2S; 6 and 8" wide 414 WP4V4E R/S face, fully reversible, and 6" wide 414 Shasta Cove #105, surfaced face and resawn flush back.

All come in 6-16'lengths and can be ordered in pulled-to-length full and half units or in random lensth units.

Shake Protector

Roof Shield from Burke's Protective Coatings helps replenish cedar's natural resins, extending the life of shakes and shingles.

Mouldinq Merchandisers

Two nd'w combination moulding displays have been introduced by Georgia-Pacific.

The first consists of three narrow 4" panels Oat attach directly to the

bites deeper into the wood with each harmer stroke.

The quick-release, two-way handle adapts to either left- or right-handed users and is angled upward for leverage and knuckle clerance.

A detachable spring gauge makes for easy marking of 16" centers.

Premium Boatds & Patterns

PinePro, a new line of premiumgraded, ponderosa pine boards and pattem work, has been introduced by P&M Cedar Products

Sofltextured, stable and reportedly free (f dgfects such as torn grain, splits dndwane, boards and patterns arc graded for their intended applications and protectively packaged. Pat-

The deep-penetrating product contains a long-lasting water repellant, ultraviolet blocker for protection against sunlight and moss and mildew retardanL

It offers a five-year warftmty.

Distinctive Hardwood Flooring

Solid srip merbau flmring is new from Contact hternational.

A medium/heavy hardwood from Indonesi4 merbau offers a rich golden brown color, consistent grain, fine finishing characteristics and lasting durability. The color lends itself to use as an accent strip with oak or maple floors yet is brigbt enough to be used alone with pastel decor.

Stability is guaranteed by machining at a moisture content of G87o.

The clear grade flooring is offered in 2' to 8' lengths (5' average),2-114" and 3-114" thicknesses and standard patterns, nosing and reducer.

vertical frames of most racking systems. Each panel feaures three combination moulding applications (base, ceiling, chair raiD to give consumers ideas for creating their own '"built-up" designs.

The second display may be mounted on a wall or end cap. It includes samples of three crowhs, two chair rails and one base moulding combination and illustrations to show consumers which profiles they need to complete each design. It measures 24" wide x 6" deep x 96" high.

Closed In A Pinch

The first pinch-resistant sectional galage door has been introduced by Wayne-Dalton Corp.

WayneGuard doors re engineered to clear obstructions as the door sections come together during closing.

Build Cutter Sales

Attention-gening new counter displays are now available from Huot Manufacturing to stimulate cutting tool sales.

Transparent, shatterproof Lexan covers wifr built-in locking mec,hanisms provfob easy visibility and protection for drills, try md dies.

A built-in inventory system eliminates the need for cost sheets and recording tle number of items on hand.

The bright, mpact self-mercbmdiser comes in forn sizes: for ftactional drills from 1/16" to 1/2" bv 64ths, wire gauge drills #1 to 60, lett€r &ills A w Z and fa raps and dies.

Hooked Harder

Industrial Strength Sticky Back Tape from Velcro USA features a molded - not woven - hook design for high perforrrance in all kinds of weather.

Made of industrial grade polymer with a new waterpoof adhesive that's 50% stronger than regular Sticky Back Tape, the 2" wide tape sticks o more surfaces, especially plastics, even when submerged in water. It is said to perform over a broad temperaturc range and take less tine to cllre.

Pull€ut Spout

The Pull-Out Spout Faucet ftom Universal-Rundle Corp. ombines a spray rinserwith o airflonr fauoet

The spray is operated by ptrlling the spoutoutof tbe faretesqncbm and presing tbebuum.

Its Smart Seal washerbss oermb disc valving r€pctedly is unaffeaed by debris, nineral deposits, water heaterrust or htrd water.

Constructed of solid machined brass, Oe faucet c(mes in polished cbrome or softwhite finish.

Speedy POS Terminal

A new, faster PC-based POS terminal has been designed by Westrex Intemational

The PCPOS 2400 offen a modula design with choices for CPU, keyboard, printer, monitor and peripherals to customize a point-of-sale system.

The new design provides an integrated cash register appearance or can be set up as stand-alone pieces for user convenience and space requirements.

Knock Down Get Up

A new work site light featuring a unique counter-weighted design that repositions itself when knocked over has been introduced by Wobble Light.

Combines Best of Truss & l-Joist Saves Time & Money

Lengths from 4'to 32'

2'lncrements, Trimmable Spans

. Engineered & Gertified

The solid web end gives the versatility of on-site fitting.

Able to provide 360" or directional lighting, the 4'6" tall, 361b. light has a high impact Lexan plastic body and a 13' polar/solar cord that is claimed to be impervious to harsh temperatures. Its bulb and socket are protected by a floating, impact-absmbing shock system. The double enveloped halogen bulbs are available in 500, 750 or 1,000 watts.

wooa lrT"Tto'n.ir ot Amcrlca

Sunbelt designs, furnishes and erects rack supporled warehouse buildings and freestanding building material storage racks nationally. Products include:

. Rack supported drlve,thru warehouses and T-sheds.

. l-beam Gantilever racks for lumber,

mlcro-lams, glulams and l-lolst englneered products.

Pallet racks br sheet goods and palletlzed products. Racks for moldlngs, boards, and mlllwork.

Open web design allows mechanicals to be run without exha cutting.

Gravette, Artansas

Siding Slicer

A trim knife designed to cut both vinyl and aluminum siding is new from Alum-A-Pole Corp.

ous herth looks.

The thr€e main 6slp6asnts can be used separately or in combination to suit any zero clearance or masonry hearth.

Made of 28-lb. kraft paper, the masking paper is treat€d so tbat it resists moisture, giving it a smooth, slick, surface that prevents bleedthrough. Designed for both indoor and outdoor use, it may be used alore or with mrsking tape tO COver almoSt any non-critical surfae. It omes in 60 yrd rolls, 3", 6", 9", 12", 15" and 18" wide.

With a tip reportedly stronger than that of a common utility lnife, the Pro-Trimmer includes a sharpening stone that tapes onto the installer's brake. A slim-lined handle allows the user to hold onto the knife while operating the brake.

When aluminum is being cut, a beveled edge is made by pulling the brake handle all the way up.

Homey Hearth

The Shorewood mantel from Morgan features a separate mantel, fireplace surround and shelf components to provide flexibility in creating vari-

All componens are made from selected red oalc carefully machined for a precise fit and accurately detailed.

Affordable Coverage

New general purpose masking paper, masking film and masking tape from Daubert Coated Products provide quick, simple ways to co\rer notto-be paint€d areas.

['91 mesking lrger areas, mesking fih is available h lm ft rolls 24", 48" and 72" wide. The .5 mil filn feanrres a natural static charge Oat causes it to grab mlo and mold itself arurnd various surfaes and shees. Masking tape comes in 60 yard rolls, 3/4", 1", Lln" and 2"-wide.

Successful Dealer ls Visionary

A successful building products dealer is visionary, entrepreneurial and action-oriented, the University of St. Thomas Graduate School of Business detennined from research done in Florida, Pennsylvania and Minnesota.

The successful dealer has a mission statement and long term plans for his company, thoroughly understands financial documents, delegates responsibility and takes a hands-on and parurership approach to business, the study found. His employees arc empowered to work creatively with customers to solve their building product problems and satisfy their needs.

Both customer centered and customer driven, the ideal dealer puts a strong emphasis on providing value, quality materials and superior service. He lnows his market, his cuslomers, what they buy and tbe revenue and profit from each. He values the image his business maintains.

The successful dealer aims for ongoing and consistent marketing and promotions using a written marketing plan that individually considers each group of customers. With low or no corporate debt, excellent financial management and reporting, he rnaintains a good relationship with his banker and a flexible line of credit.

The store and yard are well laid out for customer service. Material picking is streamlined to ensure product quahty and accuracy in filling orders.

Outside the business, the successful dealer participates in local organizations and supports community activities, according to the research documented in Retailing 2000Managing for Excellence. The full report is available from the National Lumber & Building Material Dealers Association.

The Quality Leader in Treated Wood Producfs

BOWIE.SIMS.PRANGE TREATING CORP.

Nlanufocturers of Pressure Treated Wood Products

P.O. Box 819089, Dallas, Tx. 75381

(800) 822-8315

Weyerhaeuser ln Houston

Weyerhaeuser's Building Materials Distribution Business has expanded into the Houston, Tx., market, opening a distribution center last month.

Jim Precht, former general nuurager of Weyerbaeuser's Oklahoma City, Ok., and Springdale, Ar., DCs, will rumage the 5.6 acre facility. The new location will provide in-market inventories for just-in-time deliveries.

Chains Update Key Services

Computerized key cutting is becoming a trend in larger home centers with microprocessor control duplication systems in use in 894 of 2508 stores in 26 home center chains, according to Axxess Technologies.

Builders Square, Channel, Grossman's, HomeBase, Home Quarters, Payless Cashways, Pergament, National Home Centers and Sutherland's

reportedly have key duplication centers in each unit. Home Depot, BMC West and Hechinger are conducting pilot tests.

"Cluote" of:ihe Month

"Whatmatters most to ecHxtremists is that attacking clearcutting makes for a good fund raising campaign... The 'clearcut free' slogan is nothing more tban a slick advertising canpaign for taking money ftom an uninformed public."

- Dr. Patrick Moore

Env iro nme ntal leade r and Greenpeace co-founder

BRITE ideas for new sales

I-ATTICE Canada's original manufacturer of glued and clinched panels, in a variety of spacings and thicknesses

TLJRNINGS Manufactured from Canadian Red and White Pine for reduced splitting and warplng

ACCESSORIES Bahsters, strinsers, handrail, mouldings, balltops and caps

Insulation Sales GrorYth

Rising consumer confidence and increased spending will stimularc denand fq aggregate insulatim in rnic reinsulation and other residential pplications through 1998, accounting for 80% oftotal sales.

The Fredonia Group expects foaned plastic to s€e tte higbest rarc of growth because of its stryerior level of thermal resistane, drability, poduct versatility, performance consistency and cost competitiveness. They anticipate fiberglass insulation will have the largest gains in terms of volume hause it tends to perfcm well over time and is cost comperitive.

Total insulation demand is fcecast to reach 5,930,000 lbs. in 1998 at a value of $4,360,000. The total will be divided among fiberglass, 3,200,0m lbs.; foamed plastic, l,@5,000 lbs.; cellulose, 585,000 lbs.; mineral wooG 400,0(X) lbs, and otber insulation materials, 14O,(m bs.

ANOTHER special activity is being planned lor Robbins Manufacturing Co.'s second annual Ladies Night Out cuslomer and vendor appreciation evenl nexl spring. Event coord'inalors Dick Gales, marketing v.f.; Carma J. Parrish, sales rep, and president Laurence Hall, Jr., hope lo surpass the Tampa, Fl., firm's exciling 1994 ouling including limo rides and Phantom of the Opera tickets. Top photo: Deanna Jenkins, Thomas Lumber; Durley O'Bannon, Glades Lumber & Supply; Belinda Femley, Hickson; Mary Dobbins, CBS Industries; Michelle Esclavon, Robbins; Lana Hanifan, CBS; Terri Scholl, Hughes Supply; Michelle DeMoe, Joyner Lumber; Marry Casp, Casmin, leave for the theater. Lower photo: Betly Kai, Gleisle Lumber; Cheryl Williams, Robbins; Pat Gleisle, Gleisle; Nan O'Sullivan, Adams Building Materials; Carma Panish and Nancy Gray, Robbins; Lavonna Adams and Renee Daugherty, Adams; Melissa Levene, Robbins; Joyce Addison, Hare Lumber. Lori Acuti, Ft. Myers Lumber & Supply, also attended.

No matter what the design challenge for wood web or other composite wood pro- I ducts, Sirnpson Strong-Tie } as a connector designed and engineered to meet the needs of your customer.

Working closely with the major component manufacturers, we are constantly developing new products to meet the needs of manufactured wood products. Often, these connectors are rn stock at our local distributors for same day quick shipment-

So if you're a manufacturer of composite wood products or lumber dealer who supplies these buildirg components, look to Strong-Tie Connectors to make your life easier and your customer ser-vice ggpe11e!

F'REE COMPOSITE WOOD PRODUCTS CATALOG

NEW LITERATURB

Putting On Airs

An air accesso'ries catalog is free from lnterchange Brands, (800) 458-6635.

Nail Department

A 36-p. catalog of interior, siding, construction and roofing nails is free from Dickson Weatherproof Nail Co., Box 590, Evanston, Il. 60204; (800) 572-9351.

Fine Millwork

A fold-out brochure on the Windham Collection of decorative millworh mouldings, louvers and entrance systems is free from Style-Mark, Inc., Archbold, Oh. 43502; (800) 446-3w.

All-Weather Corrugated Panel

Information on Sun 'N Rain Vinyl Comrgated Panels is free fiom Sel Group International, 45 Dixon Ave., Amityville, N.Y. 1 1701 ; (516) 933 -2634.

Incremental Shelving

A brochure on Shelving by the Inch heavy duty, custom-length sbelving is free from Gillis Associated Industries. 750 Pinecrest Dr., hospect Heights, tr. 60070; (M\22s-s424.

Invisibly Fastened Decks

Information on a deck fastening system featuring no visible nails or screws is free from Deckmaster, (800) 869-1375.

Holding Power

A l2-p. profile of premium screwguns and screws said to offer superior speed and holding power is free from Quik Drive usA, 7528 Hickory Hills Ct., Nashville, Tn. 37189; (615) 87G 7278.

Encourage customers to Decorate with Confidence!

Offn your customns afull line of classic and priod style mouldings. Your Southern Ornamentala Mouldings distributor lrns tltc largest selection of ileuratioe mouldings in tlu South.

Advertising

SALESMAN WANTED: Erpanding, well-established wholesaler of softwood and hardwoods seeks an aggressive, selfmotivated salesman for retail/industrial accounts within California and neighboring states. Must have proven track record in sales. Generous commission and benefits package available. Write to Box 88, c/o Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660.

MID-AMERICA CEDAR needs an aggressive SALES REPRESENTATIVE to service our customers in the Carolinas from our Matthews distribution center. Sales experience a must. Building materials experience helpful. Salary plus incentive. Full benefits. Send resume to Branch Manager, Mid-America Cedar, P.O. Box767, Matthews, N.C.28106. EOE.

PAN PACIFIC Forest Products is looking for professional forest products traders in the following locations: Lake Oswego, Eugene, Bend, Or., and Modesto, Ca. Full benefits. Excellent opportunity with a well established company. If you want to have fun while you work and earn a higher income, then call Ron Hanson at (503) 389-6100.

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. line; $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready, $55 ifwe set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of Building Products Digest, 4500 Campus Dr., Suite 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.

WANTED: Plywood/OSB strips, drops; sound, square, uniform, dry, thickness l/4 through 23132. hefened width, 3-112, 5-ll2or wider. Length 32 to 96 inches or longer. Mixed or Truckload. Send price and availability to FAX #901-682-8501, or mail to: Lumber Source, 4746 Spottswood, Memphis, Tn. 38117. Phone (800) 874-1953.

L. R McCOY & CO., buyers of ovemrns, surplus, buybacks, seconds. All categories considered. 3A rated. Prompt payment. Call Pam David or Jed Dawson, (800) 3 462269.

BUYER'S TICKERTAPE, INC., @TI), gives t}re use of laser printers to lumber yards for $1.00 and then delivers photo, graphic and/or text sales presentations via satellite off to those laser printers. BTI can deliver 1,00O hardcopy text sales presentations for as little as $2.90. Vendors, please call for system prices. Lumber yards, please call for application to receive $2.000.00 worth of subscriber hardware for $1.00. (800)768-6333.

Designed for building materials retailers and wholesalers, ttrls complete-system include6 point of sale, order processing, biling, sophtsticated pricing (markup, markdown, contract, quantity breaks, etc.) accounts receivable and credit, inventory control, purchase order control, sales analysis, accounts payable, general ledger. Easy to use, completely integrateda singfe transacuon updates all relevant data. Call or write:

Retailers No Longer Exempt From HazGom Regs

Retailers of wood and wood products are no longer exempt from OSHA's HazCom Standard.

Standards have been amended to include wood and wood products which have been treated by a hazardous chemical or which may be sawed and cut, generating dust. Information on possible hazards must be communicated to employees by labels on containers, Material Safety Data Sheets (MSDS) and training programs.

The sawmill or wood treatment plant is responsible for supplying the retailer with MSDSs which describe the products; all hazards associated with their handling and use, and methods for preventing injury from the use or clean up of the products. If these items are not provided with the first shipment" the retailet is responsible for requesting the infortn4tion from the supplier.

Labels accompanying tho first shipment of a product need to be kept with the shipment in storage to alert employees and handlers to possible hazards. Retailen must include labels on the first shipment of any wood or wood producls to cotnmercial clus-

tomers. It is important retailers be aware that only commercial customers must receive the waming labels. They may be bundled, but are better attached to bills of lading directed to the main ofhce of the accounl

Retail employees must be educated on hazards involved with contact and or processing of wood" Retailers must incorporate MSDS requirements for handling precautions, first aid procedures and spill/leak clean up procedures into their raining programs.

MSDS must be kept on file with copies available to customers on request. Notices to this effect must be posted in the storage area I-abels also must be posted on-site, although some leeway is allowed. Signs, placards, process sheets, batch tickets, operating procedures or other written materials are acceptable if they are accessible to employees and convey liabel information.

Records must be kept of cornmercial accounts receiving labels and training for employees. Documentation of efforts is considered an important part of the progmm.

Annual Industry Week

October 16-22 has been proclaimed National Forest Products Week by Congress.

Themed "America's Forest & Paper People: Improving Tomorrow's Environment Today," the annual week is designed to provide an opportunity to tell the public about the industry's consistently improving recod of environmental stewardship, responsibility and cqnmimenl A selection of publications and materids prqintinS out the environmental benefits of healthy forests is available from the American Forest & Paper Association in Washingou D.C National Hardwmd Day will be observed OcL 2l in conjunction with National Forest Products Week. Public service annormcements, media releases and a video on hardwood are being circulated by the National Hardwood Lumber Association.

Scotty's Ready To Expand With 25 New Stores

With 35Eo of the Florida hone center market, Scotty's is restructuring with a goal of opening 25 new stores in the next three years, reaching $1 billion in sales by 1999.

The company's Scotchman logo has been given a new look. The Winter Haven, Fl., distribution center has been revamped. Contractors are being wooed with a 12 page newsletter, a frequent buying card earning points for free merchandise and prizes, and discounted tuition at the company-owned Dave Buster-Cail Matthews School of Construction in Tarnpa.

Tom Morris, who joined Scotty's a year ago, is in charge of these pro-

Oak Still Underfoot Favorite

Although oak remains by far the most popular species of hardwood flooring among both retailers and consumers, common grades are becoming more popular than select grades. A preference for knots, streaks and other naturally occurring character marks influences this trend as much as the lower prices, reports the Hardwood Council.

Generally, prices range between $60 and $65 per bundle for Select grade and between $50 and $55 per bundle for #1 Common grade. (A bundle concains l8 sq. ft. of flooring.)

Average profit margin for oak

grixns as well as a $2 million radio advertising campaign.

Owned by Belgium's GIB Group since 1989, Scotty's has been headed by ceo Daryl Lansdale for the past five years. Under his direction, all stores have eitler been remodeled, closed or relocated; the number of items caried doubled to 25,000, and more than $10 million invested in a point-of-sale system with scanners. Interest in the construction school was acquired early this year.

Scotty's has 112 home center and 45 hardware stores, including l0 in Georgia and Alabama, and plans to add more locations in these states while continuing to focus on Florida.

hardwood flooring falls between 20 and 357o, the council notes, with retailers realizing the greatest profit on the higher grades.

SFPA To Meet In Savannah

Southern Forest Products Association's 1994 annual meeting, Oct. 1518 at the Radisson Hotel, Savannah, Ga., will focus on Vision 2000: Southern Pine Strategy for the Next Century.

Political analyst Rob Beckel will address a luncheon meeting with humorist Jeanne Robertson entertaining at the chairman's dinner.

with ihe quolity, dependobility ond service you con rely upon for

I Aluminum Window Screening

I Fibergloss Window Screening

I Fibergloss Pofio Screening

I Spline & Supplies

Joe Griffin III, 78, founder of Forest Lumber Co., Meridian, Ms., died Aug. 2,1994, in Jackson, Ms.

Born in Meridian, he joined his father's mill, J. M. Griffin Lumber Co., Newton, Ms., in the late 1930s. In 1953 he went to Mauk Mississippi Lumber Co., Meridian, and sared his own fifln in 1965. He retired in 1983.

Builders Square's Magazine

Builders Square, San Antonio, Tx., is launching a bimonthly consumer home improvement magazine this month in conjunction with Summit Group, a Fort Wortl, Tx., publisher.

Similar to Better Homes & Gardens, American Home and Home magazines, Builders Square Home Image will sell at Builders Square stores, newsstanG and book stores for $3.25. The publication is designed as an extension of the clinics and classes offered by Builders Square to help to break down barriers to home improvement projects.

Donald Overton Mirts, 69, president of Dealers Warehouse Corp., Knoxville, Tn.; Reserve Warehouse, Chattanoog4 Tn., and Central Warehouse Corp., Bristol, Va., died Aug. 14,1994, in Knoxville.

A native of Guthrie, Mo., he joined the companies in 1950. He served on the board of the Tennessee Building Material Dealers Association for many years and was a past director, vice president and president of the National Building Material Distributors Association.

Ad Index

H..<e Industries (Mognrfic hrh Broon)-3t

Holston Builders Supply--------42

Hoover Treated Wood Prodocfe--Covcr III

Houston Woodtech -*-------41

Hughes Wood Products...----------t,

Jordan Redwood Lumber, Lec Roy ----19

Leleyctlc Wood-Worts ----------,O

Mss Systcmc Co., Inc..-----------,(]

McEwenLomber

Milwort Sdes

Mooldirys & Milworlq IDc.-------35

Omarnentd MooldfrAs --*------,O

Pinc

A NATIONAL EVALUATION REPORT (NER-457) has been issued by the National Evaluation Service of the Council of American Building Officials to confirm that PYRO-GUARD Fire RetardantTreated Lumber and Plywood meets requirements of the BOCA, UBC, and SBCCI model building codes.

PYRO-GUARD is the FIRSTFiTe RetardantTreatedWood with: t Third Party Kiln Monitoring in addition to U.L. Follow-up service

t FRT labor and materials replacement cost warranty

t Code Compliance Beport with evaluation of elevated temperature strength testing for roof applications

. High temperature strength fesf results

t New York State Smoke Toxicity fesf resu/fs

WEIilHER PROOF YOUR

The single most important reason we can give vou for adding a SpaceRak rack-supported storage building to your yard opera. tion is this: it will strbstantially increase your lumber sales and produce a lot more profit {or your business. Two goals we're sure you aspire to with great enthusiasml And here are some additional advantages, which, considered in total, reinforce the integrity of that opening statement.

fW Bound Lumher Sales - Oay-in, Daiy-out o' Prstected, 0rganized Lumber Storage

Enha'nces Pmduct Appearanee, Sales Appeal t Imprwes, Speeds Customer Trallic Flow

Damaga, Produet Deteriotation

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