Building Products Digest - October 1996

Get il World of Support frqm the producers of Wolfifanizedt wood.

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lVl aktw profits on treated wood isn't easy these days. Retailers can use all the support they can get.

Wn nyou stock Wolmanized@ pressure-treated wood, you have access to sales tools that can separate you from your competition.

TI he promotion program - which has won nine Drummer and tluee Keystone awards in the past five years - includes brochures, P.O.P items, training materials, Deck Clinic Kit. Contractor Event Kit, ad materials, and publicity back-up.

f- lus, you get North America's best known and most widelv used brand of treated wood.

with the Jast',changing Southern market

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THE

SOFT

SAIE

FOR YOUR HARDWOOD VENEER NEEDS

Call for quotes on:

Sliced veneer o Rotary-cut veneer o Fancy veneer .

Spliced or NWP o Reconstituted veneer . Platforms .

Fancy platforms . Plywood o Fancy plywood o

Lumber-core plywood . Doorskins . Parquet Flooring

Contact: John Adams Domestic Sales Manager

vVICWOOD NW, INC.

33650 6th Ave S., Suite 103 Federal Way, WA 98003

2061924-5375 r FAX 2061924-5310

vicwood@seanet.com

sUBscR|PnoNsU.S':$25oneyeac$41.twoyears;$55.threeyear.Foreign:oneyea'payab|einadvancehU.S.fnds:sU'{ac*canadagtj|erico'337.otgco'|.|Eies'l45.A6B a|soavai|ab|e.sing|ecodes.$3;bac*issues.$4.50whenavai|ab|e,plusshipping.cHAl|GEoFADDREsssendaddresslabe|f'gnrecentissJeipGib|e.r|ewa(!ress.aI|d.

BUILDING PRoDUCTS DIGEST is published mon$ly at /Fm Campus Dr., Ste. 180, ileupod Bcch, Ca. 92660, ('1 0 At2-19$, FD( 7l{-852&}1, by qr0er Prff$irg. hc Ib o hdepeo dent|y{wnedpub|icationforbui|dingproductsretai|ersandwho|esaledistributorsin13sotJfemstates.copyrigh01996byct,IerPd1is}ip,|nc.coefa'|defl and must not be reproduced in any manner wihout wrinen permission. All Righb Resefled. 8uf,dng ProdrJds Dbest assm€s m liatiliy fo. matedab fumi$ed lo L

KDATW DEANg

For pressur+teated wood hafs kilndded afier teatnent, call Dean Lumber Co.

The gente conditioning of our steam dry kilns yields exceplional producb sudt as Dean Deck, Dricono fire retardant [eated wood, Outdooro wood, Wolmanizedo Extra" lumber, and treated specialties.

PUBLISHER David Cuter SENIOR EDIToR David Koenig ASS(nATE EDfTOR Sara Oaly CONTHBTmNG EDITORS Dwi$l Curnn, Gag€ Mcxinney ART IIRECTOR Madha Emery STAFF AfnST &dtr Chin CIRCUI.^TIOil &re Horald

Sunbelt designs, manufactures and erects rack supported warehouse buildings and freestanding building material storage racks nationally.

Products and services include:

Rack supported drive-thru warehouses and T-sheds.

l-beam cantilever racks for lumber, LVLs, glulams and l-joist engineered products.

Pallet racks for sheet goods and palletized products.

Racks for moldings, boards, and millwork.

Complete yard and warehouse planning service.

EDITORIAL

Bang, you're dead

It starts with the sudden, sickening awareness that something is terribly wrong: movement, noise, angry words, sometimes shots. The result, occasionally, is death.

Traditionally a place of industrious tranquillity, the American workplace today is being assaulted by violence of all kinds, including murder. Despite an increasing awareness among business people and the dissemination of techniques to avoid workplace violence, most firms still view the problem as "it can't happen here."

But it can. And it does. No one can predict when another human being is going to abandon or lose control or suffer from a descent into madNESS.

While no ultimate solution exists, defense falls into two areas: the person and the place. Watch out for people with disruptive or violent behavior in their background, or who have an obsession about weapons. Beware the loner, the paranoid or the employee who has turmoil in his relationships or makes threats. Off-site problems have caused

jilted ex-lovers and ex-husbands to invade company property during work hours bent on deadly revenge. Even routine criticism can incite the unstable to a violent rcsponse.

Turning your business into an impenetrable fortress is both impossible and bad fu business. But there are a number of methods to "harden your site," as military smtegists said in the Cold War. First, hire an expert or do a personal audit of what potential threats to your facility exist and what can be done. Then management and staff must be aware of the need for secuity.

Implementation can range from sophisticated video monitoring and sensor technology to a heightened awareness among workers that often they are the first line of defense and the best way to spot offenders before rouble starts.

Whether the actual or potential cause of workplace violence is inrcrnal or external, management must treat the situation seriously and initiate a comprehensive program. The time to do it is before the tragedy, not after.

YEAR RrcHT-

YOun CARD CAN APPEAR IN Jexuenv's SPECIAL

BUSINESS CARD SECTION

Ifse this low cost opportunity to deliver New Year's greetings to customers, friends and suppliers. Your business card will appear in a Special Section in our January issue, exposing your message at an extralow price. Cards will be reduced slightly, to 2-3/8" x l-3l8".

Celebrate the New Year by communicating with the trade. And at a price that can't be beat!

IT'S THIS EASY:

Just send your business card and a check for $6O before December 18 to Building Products Digest, 45OO Campus Drive, Suite 480, Newport Beach, California 92660.

At this low price, your check will be your receipt.

...and that's just for starters:

o auto-stak made it easy. They did the complete layout and design work

o We used less than half the space of cantilever systems.

o We can pick from all5 levels without using our fork truck

r No more scrap...everything is covered and protected

o Cantilever rack would have eliminated our drive-thru and most of our customer parking

o Our customers and employees are safer

Michael Giordano, President Pelham Lumber

"Our new outo-stok. Drive-Thru storage system cost half what a Cantilever system would have cost!"

"It's the most cost-effective storage system we looked at. Our accountants figure this new outo-stok drive-thru building will pay for itself in?tlzyearsl'

3 barriers to selling hardwood millwork

IX/HILE not a huge volume prodY Y uct. hardwood millwork does offer solid margins. Retailers should be able to respond to the three most common hindrances to selling hardwood chair rails, crowns and other decorative mouldings:

"It's where?"

The best advice Jim Pierce, national accounts manager for Ornamental Mouldings, can provide is: "Stock it." Many independent retailers offer the products only by special order, losing many sales to the large warehouse chains that inventory it.

Products with appearance advantages must be seen. "It's a case of show and tell-or show and sell. if you will," agrees Sandy Hamilton, White River Hardwoods, Fayetteville, Ar. "People want to touch it, feel it, see what it will look like in their home."

Even if you don't have the time or money for a 5,000-sq. ft. millwork showroom, you need to stock profiles in sufficient depth. Make sure a complementary special order program is well displayed, perhaps using wallmountable manufacturers display boards or other sales aids. "As much as anything else it's a matter of creating awareness, especially with embossed hardwoods," Hamilton adds. "We'll get calls from architects who say, 'I never knew you could get these.. "'

White River recently added a Web site just to disseminate information on the products.

"It's what?"

"There is insufficient knowledge in millwork, and it's not a difficult thing to learn," Pierce says. "Salespeople often have an insufficient grasp of the

Story at a Glance

What keeps people from buying hardwood millwork ... tips on responding to inventory, training, price challenges.

terminology, what's a corbel, a capital, a pilaster, a pediment. They think it ends with casing and base moulding. A homeowner will read a book over the weekend and become such an instant expert, he leaves the guy on the sales floor way behind."

Ornamental Mouldings and other manufacturers provide catalogs with illustrations of common profiles that the average salesperson can learn in about a half hour. Once you know what a profile is, it's easy to remember what applications it is used for.

It's also helpful to know the basics of installation. "Only a very few items are difficult to install," Pierce explains. "Finishing is a critical area. Priming is important. Many people overlook the possibility of using glue. Be aware of compound cutting angles and caulking uneven ceilings, which is also a great area for add-on sales."

"It's how much?"

Hardwood millwork is often considerably more expensive than its softwood counterparts and, with the growing popularity of MDF mouldings, the price disparity should grow even larger. Explain that hardwood millwork is typically durable, unlike softwoods which may nick or gouge, and finishes easily, unlike unprimed MDF, which

is hygroscopic, absorbing moisture from the air. and difficult to finish well, short of intensive sanding and multiple layers of primer.

For most, the rich, warm, elegant appearancejustifies the price tag. But, according to Hamilton, hardwood millwork is also an investment. "Remind builders that it's not just beautiful to look at, it will return three to five times its cost in selling the home," he explains. "If you put a grand into a dining room, you should be able to get $3,000 to $5,000 more in the price of the home "

One misconception is that you have to use the same mouldings throughout the house. Pierce says, "But historic architecture would use the elegant millwork in the front hall, more generic mouldings in other rooms and by the time you got to the kitchen, there were no mouldings at all. The same moulding in every room is boring. Good architecture should be used to highlight things. For a much lower cost, suggest hardwoods for only the archway and main hallway and blend into more commodity mouldings."

Architectural details often are the perfect finishing touches to a truly outstanding home. Encourage your shoppers to turn their homes into showcases.

DISPLAY boards help convince customers to upgrade to hardwood mouldings.

The lowdown on hardwood decking

I-HANCES ARE the decking you \-zstock is redwood. cedar or another pressure treated softwood. But in times of dwindling softwood supplies, some hardwoods are coming on the scene to provide a unique look and extra strength.

Due to price, properties and availability, domestic hardwoods :ue generally best utilized in interior applications. But overseas exterior hardwood products including decking have been around for years. The Caribbean and Australia have long used hardwood for decking, while Malaysia, with suitable hardwoods in abundance, always has.

But hardwood decking's presence domestically is becoming more noticeable, especially in largescale marine-related projects: decking at the New Jersey State Marina, the boardwalks at New Jersey's Ocean Park and New York's Coney Island, the promenade at Long Island's Northport Marina, the nature walk at Florida' s Everglade National Park.

In such applications, the choice is often ip€ from Central and South America, known for its incredible strength, beautiful olive-brown color with light and dark streaks, and for making exceptional decking.

Alyce Robinson, West Coast representative for Pau Lope brand ip€ from Brazil, says when the decking is first applied it looks like a "gorgeous brown cherry hardwood floor. It can be finished to maintain that appearance or left unfinished to weather to a nice gray."

The wood's high strength allows decking to be produced lx4 or, more common for the West Coast, 514x6. "You can use less wood because it can be milled thinner. lx4 spans 16" on center, and it's solid as a rock," she says. "It's so dense, it has a natural fire rating. It doesn't cup or warp, there are no sap pockets or knots, and it's clear on three sides."

Like other hardwoods sold domestically as decking, it is about double the price of standard pressure treated

wood and comparable if not less in price than top grades of softwoods.

Merbau from Madagascar, the Philippines, Malaysia and Indonesia also makes good decking, with its interlocking, sometimes wavy grain and yellowish-brown color which darkens to dark red-brown.

Contact International. Portland. Or., offers radius edge decking made of Philippine mahogany. Like other decking hardwoods, it lacks the defect

Story at a Glance

The advantages and shortcomings ol hardwood decking will we see more?

structure of softwoods. "You get a clear product, without a lot of knots, no raised grain, no splinters," says hardwood specialist Don White, White Bros.. Oakland. Ca. "It's beautitul."

Similarly, the species is naturally durable, holds paint and stain well, and resists rot, decay, insect attack and splining. In application, the key is to remember you'rc working with a hardwood. "If you don't treat it like a hardwood, you're in trouble," White says. "You have to seal it all the way around previous to installation, to prc. tect it from moisrure."

In some areas with extreme temperatures, screws are required as opposed to nails. "In California, it gets too darn hot out here and it starts moving around," he explains.

White forecasts a bright furure for Philippine mahogany and other hardwoods in decking: "Redwood is a wood of the past. It'll be hard to get in l0 years. Cedar is limited cut and it's soft. Philippine mahogany performs better. and it's on sustained yield so there's a lot more of it growing. I foresee nothing but growth."

STRENGTH is one advantage of hardwood decking such as Lightning Brand Philippine mahogany.

THE lumber industry isn't the only I business with its own sawmills. wood technicians and craftsmen. Consider the automobile industry.

Fine wood has always been a basic business for Jaguar, which typically retails its cars between $55,000 and $71,000. "With all the pieces laid out, there's about a yard and a half of wood on an XJ6 and almost two square yards on a Vanden Plas," noted Terry Williams, superintendent of Jaguar's sawmill at Coventry, England. "We measure it in meters, of course, and we use from 8,000 to 10,000 square meters every month, depending on production."

Nowadays, Jaguar's mainstay is walnut, all imported from the Sacramento. Ca.. area. The auto maker also uses bird's-eye maple in its sport vehicles like the XJR, shipped in from forests on the U.S.Canadian border.

"We are one of only a few companies in the world that still does boxwood inlay," said Williams, who buys the veneer and helps develop parts while managing the mill at Brown's Lane. "On the Vanden Plas, the wood is inlaid with a gold line in it, and that is the natural color of boxwood. All of the inlays are done by hand, which is the only way this task can be accomplished."

Of particular interest to the 300 visitors who tour the mill each week is the veneering process performed by 190 full-time craftsmen. Williams said, "We have everything from cabinetmakers to polishers, and most of them would be just as much at home with fine furniture as working on high quality car interiors."

The cabinetmakers cut, inspect, prepare and mount the veneer, laboriously matching grain to ensure each side of the dash mirrors the other. They use three distinctive grades of walnut, depending on the model, with a unique matched set for each vehicle. "What we've got here," he said, "is traditional woodworking skills married to the best available technology."

The latest technology is integral in the substrate that underlies the glossy trim. Williams said Jaguar searched the globe for the optimal way to produce the wood portion of the interior and decided on a system that builds up layers so light, yet stable, parts can provide a suitable surface for applying the finishing lacquer. The sophisticated, German-produced lacquer is sprayed on in three coats to build up

ffi

with drive

ffiffi

the finish.

He notes, "We particularly like this technology because it solves the problem of expansion and contraction. Wood is a living material, and if you

Story at a Glance

Automobile manufacturers use fine hardwoods for interiors Jaguar has its own sawmill, 190 craftsmen.

have a house with a wooden front door, you know that it swells in summer and contracts in winter."

As has the lumber industry, Williams has had to correct uninformed complaints about using wood.

Jaguar imports wood from 1007o managed plantations where two trees are replanted for every one harvested, resulting in minimal impact on the environment.

"Wood is the most renewable resource we can use," he said. "And, of course, each tree is felled only at the end of its life as a walnut provider."

It's a similar story at Lexus, where experts scrutinized 24 different types of wood for their interiors. "Pine was too stark. Birch, too thin. Oak, far too bland. So we decided on California walnut," said a spokesperson. "Every spring, we spend countless hours selecting it, followed by more than two months of sanding, testing, staining, testing, curing, testing and finishing it."

That sort of fanaticism thev're proud of.

above) incorporate three distinctive grades of walnut.

(photo

JAGUAR INTERIORS

The hardwo checkoff: an ob ary

A FOREMOST concern

.Il,for hardwood companies over the last few years has been protecting access to forest resources to ensure their very survival. And they saw the industry's poor public image as a major contributing factor to the increasing legislative and regulatory problems.

Faced with similar challenges, other agriculturalrelated businesses, including cotton and beef producers, have instituted industrywide checkoff programs. The beef industry, for example, charges producers a per-pound assessment. For three and a half years, hardwood producers have grappled with the possibility of an industrywide checkoff and, just when it seemed to be gaining momentum, support fell through and consideration was dropped.

What happened?

In January 1993, the National Hardwood Lumber Association's long range planning committee introduced a checkoff as a possible solution to raising the needed funds for a national-level program to address forest resource issues. The board polled hardwood mills, wholesalers and distributors, researched other industries' programs, presented a concept paper to the USDA, had an appointed panel develop plans for implementation, and hired a consultant to prepare sample types of messages that might be legally delivered under checkoff legislation.

The rationale for a checkoff program was simple: while environmentalists create the perception that the hardwood lumber industry is bad and, therefore, should be heavily regulated both at the federal and local levels, no proforestry public education campaign existed on a national level. Even if all the resources of existing hardwood lumber trade associations were combined, the funding would fall short of making an impact nationwide, since less than 2OVo of the industry typicallyjoin trade associations.

A checkoff would bring the entire industry together,

Story at a Glance

Why didn't the hardwood checkoff pass? will it ever again be considered?

authorized by federal legislation. A non-profit board of hardwood lumbermen would collect the industry-imposed assessment of $l per MBF (50C per MBF on lower grades). A hardwood checkoff on lumber sold by sawmills. wholesalers and distributors could raise $15 million annually.

Funds would be spent exclusively on public education, promotion and research, not on lobbying. With a checkoff program in place, more of existing trade association dollars could be spent on lobbying. Assessment dollars could be used to fund television, radio and magazine advertising on environmental issues, produce and distribute educational publications and develop and implement publicity progmms.

Only sawmills manufacturing at least 2 million M. ft. annually and wholesalen and distributors with over $l million in annual sales would participate. Those that refused would be subject to civil penalties of between $500 and $5,000 per violation. A 5l% vote by participants would disband the program.

One longtime concern was that the government would not allow a strong message on forestry issues. And if the message was too soft, was it worth the extra money, paperwork and government involvement?

In late spring 1996, a poll of NHLA's active members revealed nearly two-thirds opposed the concept of a hardwood checkoff. "They were primarily afraid of the appearance of federal government involvement," says Ernie Stebbins, NHLA executive manager. "But there are four other forest product checkoffs. California, Oregon, Idaho and Washington all have their own."

Soon after the poll. NHLA's board voted unanimously to drop all consideration of a checkoff and instead reallocate about $300,000 of membership dues to forest resource programs, which now account for 2OVc or $600,000 of NHLA's annual budget. The board will review new programs during this month's annual convention.

Will an industrywide hardwood checkoff ever again be seriously considered? "Not in my lifetime," says Stebbins, recalling the arduous trial. "We have an institutional memory. Our board members serye six-year terms, and I'll be here a while. If this thing ever has another life it will take a group of sawmillers who are motivated enough individually, and not come from within an existing trade association."

Hardwood association forms mediation service

ITIHE NATIONAL Hardwood

|- Lumber Association is introducing a claims resolution service modeled after the Better Business Bureau's process.

The outcome of disputes over hardwood lumber sales typically dissatisfy both parties; the customer often refuses to pay and both parties vow never again to do business with the other. There was no third party to

tum to.

"The Better Business Bureau has never handled a claim on hardwood lumber," explains Ernie Stebbins, executive manager of the association. "They have no expertise to handle claims that do come up. They're not familiar with the vernacular or the grades."

So, after training staff hardwood lumbermen in mediation. NHLA this

month will begin offering its members the Hardwood Lumber Claims Resolution Service.

"Primarily I expect we'll be settling disputes involving the grade of the lumber, but also providing help on claims against terms, non-delivery, customers who refuse to unload and inspect lumber, the color of the lumber, percentage of heartwood vs. sapwood, and so on," Stebbins predicts.

Itail srl$ffi tips

Wffi,,t,""l.jolJTfi o"il.'"JJ:l

siding and decking materials, it's increasingly important tbat lumber dealers make available the proper nails--and know which to suggest

Story at a Glance

of staining or streaking "bleeding" from the nail hole.

power, recommend ring shank or spiral shank nails.

Also now available are stainless steel siding and decking nails in 20degree sticks-for m highly corrosive applications. lvfony of these Type 304 stainless nails have ring and spiral shanks for increased holding power.

Incrcase faetener sales by stockirq and then eteering custolnore to the appropiate nails and gcrcws.

For cedar and redwood siding and decking jobs that will ultirnate$ be painted or stained (with a fullbodied stain), offer double hotdipped zinc-coated nails as an ec(F nomical alternative to stainless steel. True hordipped nrils have a thick, uniform zinc coating and provide outstanding protection from rust.

Don't miss the opportunity to upsell higher quality fasteffirs on cedar and redwood sales. More importantly, you owe it to yorn anrtomers to provide the correct fasteners----ones which will provide dependable service for rnany years on their beautiful naw siding md decking. for the best results and margins. Long-lasting pressure tneated lumber projects dernand better-thanayerage fasteners.

According to Maze Nails, there are a few general rules to follow concerning nails and screws that will b€ hand nailed- For cedar and rcdwood prqiects, make certain to find out how the contractor or homeowner plans to finish the wood. If the wood is to be left natural or treated with a clear wood finish, recommend that stainless steel fas*ffirs be used. Stainless steel bas less of a tcndency to react with dre natural chemicals fmd in these wds---reducing the chences

SttirUV avoid other types of galvanized nails, such as electroplated nails. They will not give the protection that horeowners expet for their new siding or decking joband will come back to haunt you in the form of complaints and callbacks.

For contractors who uoe pnsurcatic tools, double bot-dipped zinc-: coeted plastic-col- : lared nails are available in 20degree sticks for use in many poprxlar nailers. Full round hea& give excellent holG down, md ue being incrasingly rywified by local buflding codes. For maximum holding

How to store equipment safely for the winter

lalOME WINTER, business slows \-zat manv vards in severe weather climates. and trucks. forklifts and other diesel-powered equipment are put into storage. When the machinery is to be stored for 30 days or more, manufacturer J.I. Case recommends the following procedures to avoid rust, corrosion and other damage.

First, move the equipment to a dry, protected location, preferably inside a heated building. While the engine is still warm from operation, change the engine oil, replace the engine oil filter, and clean or replace the air filter.

The following steps will protect the valves and the walls of the cylinders:

Remove the fuel from the tank. Put one or two gallons of diesel flushing oil (according to the operator's manual) into the fuel tank. Start and operate the engine until blue or white smoke comes from the exhaust stack. This smoke shows that the regular diesel fuel in the filters has been used and that the diesel flushing oil is being burned.

Operate the engine for another l0 minutes. Stop the engine and remove the diesel flushing oil from the fuel tank. To prevent rust, put one level tablespoon of Shell VPI 260 crystals into the tank.

Check the coolant to see if it will protect against freezing at the lowest temperature expected. If not, drain the coolant from the system while the engine is warm. Keep open the drain valves for the radiator, engine block and oil cooler, and loosen the radiator cap. Put a "Do Not Operate" tag on the instrument panel. Note on the tag

that there is no coolant in the system. Remove the battery and put it in a cool, dry place on a block of wood. Use a hydrometer to check the banery every month, and make a record of the hydrometer readings. When the reading falls to 1.215, charge the battery.

Lower hydraulic system attachments onto wood blocks. Stop the engine and move the equipment control levers in both directions several times. This will release pressure in the hydraulic system circuits. Put a special corrosion inhibitor grease on the cylinder rods to prevent corrosion.

Story at a Glance

Techniques for storing trucks, forklifts and other dieselpowered equlpment for the winter ... sax steps to puttlng them back in operation.

Once a machine has been in storage, there are six steps to follow before it can be put back in operation:

(1) If the coolant was drained from the cooling system, refill it. Use the correct mixture of clean water (with a low mineral content) and ethylene glycol.

(2) Make sure the engine oil is at the correct level.

(3) Install the battery, checking to see that it is at full charge.

(4) Fill the tuel tank.

(5) For a diesel engine, replace the fuel filters and rcmove the air from the fuel lines.

(6) Start the engine and run at idle speed. Remove the valve cover and make sure valves are working freely and that rocker arm assemblies are receiving lubrication.

By following these procedures (and any others recommended by the operator's manual) for winter storage, the engine and all systems will be properly protected.

OULD any of these claims ever target your business?

"Customer (claimant) was assisting insured's employee in lowering 100-lb. bag of sand and was injured. $3,799 paid to date in medical. $5,000 reserve due to substantial injuries. Investigation in process."

"23-year industry veteran unloads plywood at jobsite, walks between standing stack and rear of roller bed prior to dropping load, load falls on him crushins him to death."

"Customer (claimant) slipped in parking lot. Raining, lot recently repaved. Two employees slipped earlier in the day. No warning signs posted. $250,000 lawsuit."

Story at a Glance

Tips to protect your customers, workers and business ... employees are key to effective safety program.

"Plywood improperly strapped. Wind ripped section off top piece on freeway hitting a truck. Windshield broken, minimal damage, but both drivers agreed it could have been 'a real bad one."'

"18-year industry veteran adjusts his milling machine, tums it back on without removing wrench he left on bed of (high vibration) equipment; wrench strikes his head. Employee is paraplegic and a 'vegetable,' under 24-hour care, 10 year life expectancy, over $1.5 million spent to date."

All the above are actual claims against wholesale and retail lumber companies in the last two years. Most are high profile businesses with average to well-above-average track records in safety. Just bad luck? They don't think so. And as a result, they are intensively learning to prevent future incidents, large and small, at their facilities.

Following are some of their observations and guidelines for safe practices which can help you better protect your customers, employees, assets, and reputation. If you think accidents are "inevitable," a "cost of doing business," or "mostly fraudulent," please

Lessons from lumber losses

By Lenelle Duecker Anderson & Anderson Insurance Brokers Glendale. Ca.

skip the rest of this article. But if you lock the doors and set the alarm to make it tough for thieves, these points will have value for you:

(l) 9O-957o of all claims are behavior based. The rest are uncontrollable. When we really look at causes, they can be traced to:

No training, inadequate training, or no refresher courses.

No formal safety policy and/or no compliance required.

. Inattention, fatigue, a beliefthat if you do a job long enough without an accident you' re invincible.

. A management belief that safe practice slows down production. (Let's hope the next time you fly, the airline crew doesn't agree with you!)

(2) Companies that have effective safety programs report a positive impact on efficiency, productivity, morale and teamwork. Why? Common sense, respect. attention to detail, pride in one's job and company, and a sense of accountability to the whole will yield the results management wants. If you pigeon-hole safety, you'll get poor results.

(3) Everyone must prioritize safety, from the owner on down. Guide by visible examples (fill in potholes, repair loose wires, check the brakes), then set up a safety committee with guts. Make it high profile. No one wants to serve on the latrine brigade. Garbage in, garbage out.

(4) Thoroughly discuss causes of all your claims, including your past ones and those in the newspaper. Get your people to recognize the real causes ("lazy," "no training," "poor communication," "arrogant," "worried about home problems") by having them tell you what they are. That makes a buyin. Then, solicit ways to prevent this from happening at "our company." If your people don't take pride in working at your firm, whose fault is that?

Your line people can solve a lot of problems if they're asked for their opinion. rewarded for participation, and see the results. We've seen this happen in all workforces---old, young, male, female, high skill, low skill, all English/non-English speaking, night shift, union, etc.

Is it easy? Can you do itjust once? Are all your accidents over? No. But the future, more and more, will be controlled by firms who demand the best from their employees and treat them the best.

Train - What sports team doesn't? Why should business be less professional?

Open Up Communicstion - The ceo of 3M did not invent the Post-It.

Listen - Respect is a two way street; if your employees don't feel respected, how can you get top results?

Your competitors are doing these things, and that's where smart business is going.

NE$TS BRIEFS

Retailers

Leeds Building Products, Marietta, Ga., has been acquired by three investors including c.o.o. George Poulos, who helped make the l4-unit chain profitable after a 1992 bankruplcy

Buzick Lumber & Home Center, Bardstown, Ky., recently held a grand reopening after adding 2,600 sq. ft. to its showroom ...

84 Lumber opened a 34,000-sq. ft. store in Bowling Green, Ky. (John Gowers, mgr.), and a 37,000-sq. ft. yard in Alexandria Ky., (Tbd Merriman, mgr.)

Columbia Lumber Co., Columbia, S.C., has moved to a new location but is winding down its millwork operation at the old site; shop foreman Eddie Carter has started Lexington Custom Woodwork...

Oldham Lumber Do-it Center, Georgetown, Ky., was purchased from John Oldham by H. Russell Gritrith...

Scotty's opened a new 7,30Gsq. ft. hardware store in Jacksonville (Debbie Mclntosh, mgr.); an 8,700-sq. ft. hardware store in Thmpa, Ft. (Bill Conlin, mgr.), and two 9,000-sq. ft. stores in Pensacola, Fl. (Tommy Greenwell and Creda Cullen, mgrs.); plans several new stores in South Florida over the next three years, and is now selling wireless telephones and service at fully-staffed kiosks in 25 Florida locations

Craig's Do.-it Best Rental Center opened in a 4,000-sq. ft. building next to Craig's Do-it Center, Carollton, Ky. ...

Lowek Cos. opened a 150,00G sq. ft. store in Oklahoma City, Ok.; is building a 145,00Gsq. ft. unit in Augusta, Ga.; is nearing completion of a 150,000-sq. ft. store in Tulsa Ok., and a 130,000-

sq. ft. store in Killeen, Tx.; is seeking permits for proposed units in Watkinsville and Stockbridge, Ga.; received a five-year lffi% tax abatement enabling it to build a 115,000-sq. ft. store in Burleson, Tx., and is negotiating to purchase a site in Norttr Dallas, Tx.

Malone ltmber Do-it Center, Greenville, Ky., added two new lumber sheds and doubled its retail space with a l(X)'x96'addition ...

Home Depot opened stores last month in Cordova and Hickory Hill, Tn., and Southaven, Ms. (all Memphis area); west Little Rock, Ar.; Windover, N.C., and Conyers, Ga.; will open a l03,0oo-sq. ft. unit in Rome, Ga., Nov. l, and is giving its Hanas Mall Blvd. location in Winston-Salem, N.C., a $600,000 rcmodel

Home Quarters Warehouse's two Arkansas stores, according to some analysts, might close after the impending opening of Home Depot's second Arkansas store in North Liale Rock ...

Anniversaries: El Dorado Ittnber Co.,El Dorado, Ar., 9CIh Lowe's Cos., North Wilkesboro, N.C., 5Oth Furman Lumben Inc., Billerica, Ma.,4g'6t

Wholesalers & llanufacturcrs

B razo s ltmb er Manufacturing, Waco, Tx., has begun production of fingerjointed studs; Barry Ogleftee, sales...

AFG Industries, Atlanta, Ga., has acquired Sunbelt Glass, Inc., Tulsa, Ok., Oklahoma Citn and Kansas Clty, Ks. ...

MacMilbn Bloedclk Pine Hill, Al., mill is now producing TEc stamped plywood

Cooper Industries, Inc., Houston, Tx., has enlisted Morgan Stanley & Co. to investigate possi-

bly selling its Kirsch window covelngs and drapery hardwarc divislon ...

International Paper Co.'s Masonite Corp.losthe first round of a class action suit after an Alabama jury said certain hardboard siding was defective

APA-The Enginccred Wood Associaion presented wood panel mill safety awards to Iucnational Paper Co., Nacogdoches, Tx.; Willanette Infustics, Dodsm and Taylor, La.; Inuisiana-Pacific, Corrigan, Tx., and Gcorgia- Pacific, Monroeville, Al.; Madison, Ga.; Dudley, N.C.; Louisville and Gloster, Ms.; Skippers, Va, andFordye, Ar. Lafarge Corp., Reston, Va., cornplaod its purchase of gppsum wallboard plants in Buchanan, N.Y., and Witnington, De., from Gargia-Pacifrc ...

Cameron Ashley Building Products,Inc., Dallas, Tx., will open branch #lfff Nov. I in Lisle Rock, Ar., distributing roofing and insulation pmdrcts ...

National Decorating Prducts Association has chimged its o*rn to Paint & Dccorating Retailcrs Associaion...

Klcnp Corp.Ms added a ml bar grating fabrierim ild distrb ution facility inAtlmta, Ga

Imperial Wallcovcrings has opened alA million antomrtcd DC in l(noxville, Tn.

Harloc, Inc., Taylorsvillg Ky., and all other U.S. operations of Spain-based ?Esa will mw opcrale under newly formed TEIA, Inc., Atlanta, Ga

Heartland Building P roducts, Booneville, Ms., has receivcd ISO 9fi)2 cenification for its siding manufacbring syst€Nn

Lumber Tag Specialtics Inc. now operatcs facilities on three continents, in five countrias and 2l states ...

Housing starts in Aug. (latcst figs.) jurycd 45%to ascasmally adjusted anmal ralc of f.53 million singlefamily stiltsjqed 8.3%; $nall mlti-fanily strts (24 units) fell16.3%, rod largor multis (5+) dropped 8.4% gmits slipped4%.

Hurricane Fran Pounds Southeast

Minor damage and power outages plagued lumber companies in North Carolina in the wake of early September's Hurricane Fran.

Safrit's Building Supply, Beaufort, N.C., suffered $10,000 in damages when it lost the ends of its sheds.

"We had just gone through it with Hurricane Bertha so we were pretty well prepared," said owner Leonard Safrit.

At Square One Lumber, Jacksonville, N.C., an insulation warehouse shed was blown away, estimated at $50.000.

"It appeared that the roof was picked up and set behind the building," said mgr. Danny Rickes. "I am glad I was not here at the time."

E.W. Godwin's Sons Inc.. Wilmington, N.C., escaped with minor damage to a tin warehouse and tin roofing.

Similarly, some shingles, siding and a couple of warehouse doors were

damaged at Capitol City Lumber Co., Raleigh, N.C. "The main damage to businesses in the area was being out of power for three to four days," said Capitol City's Edie Nouri. "We remained open by working with available sunlight and flashlights for those four days."

Nearby Mebane Lumber Building Supply, Mebane, N.C., sustained damage to its warehouse when its roofing and trusses were blown off and one wall was pushed in 6 to 8 inches.

Goldston's Building Supply, Wake Forest, N.C., suffered $8,000 in damage when it lost some wall and roofing metal on its boat building.

Spawning tornados and flash flooding that moved through parts of North Carolina, South Carolina and Virginia, Hurricane Fran caused an estimated $1.6 billion in damage, tying it with Hurricane Iniki as the nation's fourth-costliest hurricane.

New Regional Home lmprovement Trade Show

A new regional Hardware, Housewares and Home Improvement Trade Show for the Southeast is set for Feb. 4-5 at the Orange County Convention Center, Orlando, Fl.

Robert Ingraham says his company, Exposition Excellence Corp., is introducing the Southeastern and a

sister Western event March 25-26 in Anaheim, Ca., because trade shows draw regionally, and separate hardware, building product and houseware shows are all held in the Midwest.

"It is apparent that trade shows serving this industry are not covering the Western and Southeast markets as

Hardwood Trends

extensively as regions where the existing events take place," he explains. "Retailers, distributors and wholesalers in these regions are engrossed full-time in their quest to remain competitive. Events that are easily accessible enable this group to keep abreast of the hottest trends in the industry. The horizontal nature of the shows, offering products from every category of the do-it-yourself domain, makes it possible for attendees to do their buying at one event rather than a half-dozen specialty shows," he explains.

Show manager for the events is National Hardware Show veteran Diane Waltersdorf.

Wholesale Traders Market

Designed to bring together lumber traders from suppliers as well as their wholesale-distributor customers, North American Wholesale Lumber Association will hold its first Traders Market Nov. 7-9 in Dallas, Tx.

One hundred primary and secondary manufacturers will exhibit. Cascade Empire Corp., Portland, Or., for example, will participate because, according to Ray Haroldson, "currently, no forum exists where salespeople from all the producing regions in North America and wholesale companies gather under one roof."

Additionally, seminars will address "Strategic Inventory Management" and "How Electronic Commerce and the Internet Will Affect Our Industry" by consultant Bruce Merrifield and "Build a Motivated Sales Force" by Caliper Human Services ceo Herbert Greenberg, Ph.D.

Largest Show Comes To U.S.

Batimat-Europe, reportedly the world's largest building products trade show, is adding a U.S. counterpart co-sponsored by the National Association of Home Builders.

The inaugural Batimat-North America International Construction Industry Exposition will be held July 10-12 at New York City's Jacob K. Javits Convention Center. Thousands of builders, remodelers, contractors, decorators, retailers, distributors, architects and developers are expected to tour about 250 exhibits from Europe, Asia, North America and Latin America.

Batimat-Europe held in France attracts more than 600,000 attendees and 4,000 exhibitors from more than 42 countries (see Jan., p.24-25).

OAK continues its dominance but pine shows the strongest growth at the expense of mahogany, according lo a survey by Northwest Hardwoods of occasional tables at recent San Francisco furniture markets.

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CALENDAR

Listings are often submitted months in advance. Always verify dates and locations with sponsor before naking plans to attend-

OCTOBER

Lumbermen's Assn. of Texas - OcL 14-15, estimating seminars, Waco; OcL 17-18, San Antonio, Tx.; (512) 472-1194.

National Forest Products Week - OcL l&lt.

Servistar - OcL 17 -20, show, Baltimore, Md. ; (412) 283 4567

Architectural Woodwork Institute - OcL 16-19. estimators seminar, Washington, D.C.: (703) 733-0600.

National Hardwood Lunber Association - OcL l8-Zl, annual meeting, Marriott Copley Place, Boston, Ma.; (901) 377-1818.

Hardware Wholesalers Inc. - Oct 19-22. fall market, Indianapolis, In.; (219) 748-5300.

Forest Products Society - Oct. 20-22, annual conference, Marriott Cambridge Hotel, Cambridge, Ma.; (617) 271-0030.

Wood Truss Council of America - OcL aj-25, annual meeting, Louisville, Ky.; (608) 274 '1849.

International Wood Engineering Conference - Oct. 2t-31, Sheraton New Orleans, New Orleans, La.; (50a) 388-8698.

NOVEMBER

Paint & Decorating Retailers Association - Nov. l-3, paint & decorating show, Minneapolis, Mn.; (888) 4464779.

Kitchen Cabinet Manufacturers Assn - Nov. 23, management conference, Broadview Hotel, Wichita, Ks.; (703) 2*1690.

Florida Building Material Association - Nov. 4-6, directors meeting, Mt. Dora, Fl.; (352) 383-0366.

Yirginia Building Material Association - Nov. 6, estimating class, Charlottesville, Va.; Nov. 7, employment law workshop, Williamsburg, Va.; Nov. 19, selling seminar, Richmond, Va.; (804) 323-8262.

Forest Products Society - Nov. Gt, wood protection conference, Adam's Mark Hotel, Mobile, Al.; (608) 231-1361.

American Fiberboard Association - Nov. 7-E, annual mecting, Chicago, Il.; (708) 93+8394.

Architectural Woodwork Institute - Nov. 7-E, Kentucky plant tour; (703) 733-0600.

North American Wholesale Lumbcr Association - Nov. 7-9, traders market, Hyan Regency Hotel DFW, Dallas, Tx.; (800) 527-8258.

Green Building Conference - Nov. 7-10, Austin Convention Center, Austin, Tx.: (512) 264-0{Jo4..

Renova Hanoi - Nov. E-11, construction renovation fair, Hanoi, Vietnam; (30/-) 263 -7 5 42.

National Hardwood Lumber Assn. - Nov.9, sawyer, edgerman & trimmerman training, Memphis, Tn.; (901) 377-1818.

Ifyou need to add accents to arched doorways or curved windows, don't run anound in circles, order Zigo's flexible trims and mouldings.

They are easily bent or shaped to fit around curveq arches or any circular architectural detail.

What's more, they look just like wood. But they won't crack, chip or rot. Plus, they're easy to install and they'll save you time and labor costs.

Oklahoma Lumbermen's Association - Nov. 9, football tail gate party, Stillwater, Ok.; (,105) 84G1771.

North American Building Mate4ial Disfibution AssociationNov. 10-12, annual convention, Opryland Hotel, Nashville, Tn.; (312) 321-6845.

Kentucky Lumber & Building Material l)ealers Assn. - Nov. 12, yard foreman seminar & Hill-Motley Lumber open house; Nov. 13, board meeting, Bowling Green, Ky.: (502) 245-6730.

International Panel & Engineered Wood Technology Exposition - Nov. 12-14, Georgia International Convention and Trade Center, Atlanta, Ga.; (415) 90549m.

American Lumber Standard Committee - Nov. 15, annual meeting, Marriott's Grand, Mobile, Al.; (301) 972-17N.

with change. Traditional buying habits and relationships are no longer the norm. Competitors are different, and so are customers. The progressive survivor looks for techniques, methods and sources to help cope with these changes.

Successful, progressive and profitable retailers have an attitude that includes:

o Being inquisitive.

o Having a strong desire to learn.

o Realizing it takes money (but not a lot) to make money.

o A focus on results.

o Going to the outside to buy smarts (expertise, skills, etc.) when it is to their advantage, since each dollar spent this way may bring back $3, $4, sometimes $10 in results.

o A "let's try it" spirit when it comes to new approaches, techniques and services.

o A realization that there will always be change and learning how to use it to their advantage.

o A focus on profitability.

Among the most common and cost effective survival techniques:

tI Networking

Networking provides a clearinghouse of information. Usually networks are composed of other liketype, non-competitor dealers. It is most beneficial to associate with those who are approximately your size or a little bigger. Networks provide contacts for input, information, sources, and solutions to similar problems. Generally, they are held in person. but most often information is exchanged by phone, fax or mail.

! Roundtable

A roundtable's pu{pose is for liketype. non-competitor companies to focus on corrunon problems and solutions. Discussions include detailed operational analysis with a key focus on common operating ratios. These one-on-one meetings are held several times per year in person and generally in a convenient, off-premises location.

Predetermined topics of vital interest are assembled by a roundtable facilitator. For best results, hire an experienced, out of the area consultant/advisor specialist to conduct the session, one who understands your industry, your size company and its problems. Check the facilitator's references closely since this individual is a key factor in the success of the roundtable.

for retail survival

By Laddie F. Hutar, MBA, CMC Certified Management Consultant Hutar Growth Management Institute Glenview, Il.

3 Subscribe

Subscribe to and participate in management systems improvement programs that focus on improving profitability through the modernization and updating of the present ways business is done. Programs include management aids, assignments, newsletters, progress charts, business and economic facts and trends, techniques, and specialized skills development in such areas as: communication, problem solving, leadership, decision making, interpersonal relations, productivity improvement, etc.

I Snop the competition

By making regular visits to local competitors and out of town retailers, you can see how your operation stacks up.

$ virit trade shows

Attend shows using a pre-planned checklist of what you want to accomplish.

$ neaO trade magazines

Trade magazines are often distributed at a nominal charge or free to qualified members of the industry and contain much useful industry and management information.

good work ethic. Many come from farm backgrounds where they had responsibilities but require training in people skills, high-tech computers, communications, customer service and selling principles.

$ Fin"rr""

Review individual company activities from a cost and benefit basis. Does the cost produce positive profitable benefits? If not, make changes.

$ s"t"r development

Three times a year, send out by direct mail a friendly, "letter-type" piece of sales literature featuring specials and timely seasonal products.

lO Continoally innovate

Don't keep displays in the store forever-change them frequently to show that management is alert to new products.

ll n" customer sensitive

Make it exciting for customers to shop at your place of business. Offer value, selection and special events, such as seminars, "how-to" clinics, company tours, etc., inviting special student groups, interior decorators, architects, local city officials, media personnel (radio, tv, newspaper), etc.

One mistake in larger companies is ltD , obtaining onry one ";;;;;;;: fZ 3:::t""tJ::j*"^pt:

Each key decision-maker should have ^,:::f^ "^X lllills-:tf""l-"t^'1,,::: his own copy. when we asked certain nYl'tt"ol,i:l':lili:l::-ttlliq departmeni'heads about specific arti- :::"t'

cles thar wourd pertai","',i"i' *l*,

many times they would answer tha;

means tnal

maoe a themyet'wisechoice..l-hrscanbedoneby reassuring them and by mentioning f Take advantage of your labor the benefits, such as durability, style market and value. Satisfied customers are the Generally in rural and semi-rural best source for additional business areas, the available labor force has a and referrals.

the magazine hadn't been routed to

SOUTHERN ASSOCIATION

Kentucky Lumber & Building Material Dealers Association will precede its Nov. 13 board of directors meeting in Bowling Green with a yard foreman seminar Nov. 12 conducted by Norville Spearman and an open house at Hill-Motley Lumber Co.

Carolinas-Tennessee Building Material Association's recent Leaders Summer Idea Exchange in Myrtle Beach, S.C., was a big success. Roundtable topics included contractor service, commercial and industrial markets, and "Building Material

MDF Now A Trademark

No longer a generic acronym, MDF is now a registered trademark, according to furniture manufacturer/ retailer Ikea of Sweden.

Quality control director Magnus Bjork said a French government agency contacted the company regarding its use of a registered trademark without a permit.

Ikea discovered a registered trademark for MDF was listed as a trademark Feb. 22, 1995, in the building materials and furniture sectors of France, Germany, Switzerland, Poland, Italy, Spain, Belgium and Holland.

Ikea is now preparing a defense for its use of the term.

Glinton Strikes Timber Deal

Fifteen timber companies have agreed with the Clinton Adminstration not to log on certain old growth national forests but instead on substitute groves less critical to fish and wildlife.

The pact was a partial settlement to a suit filed last year by the timber industry after the companies were prevented from logging in Northwest forests they had bought the rights to harvest from the Forest Service in 1989 and 1990.

Lumber companies involved in the deal include Willamette Industries and Boise Cascade.

Retailing: Past, Present, Future," led by Bob Swinnie, Swinnie Supply, Andrews, S.C.; Joe Hollinshed, Cape Fear Supply, Fayetteville, N.C., and Bill Stewart, Stewart Lumber, Brentwood, Tn.

Next year's idea exchange will be held July 17-20,1997 at an undetermined coastal location.

residential estimating Oct. tOltt in Richmond; supervisors' employment law Nov. 6 in Charlottesville and Nov. 7 in Williamsburg; advanced selling and sales management Nov. 19, credit & collections management Dec. l l, accounts payable Dec. 12 and installed sales Jan. 7, all in Richmond; alternative methods of financing Jan. 23 in Charlottesville, and marketing plans Feb. 6 and acquisitions, mergers and ownership changes Feb. l8 in Richmond.

Lumbermen's Association of Texas is sponsoring basic/intermediate estimating seminars Oct. lzl-15 in Waco and Oct. 17-18 in San Antonio conducted by Keith Kluis.

Virginia

Building Material Association has set its fall/winter schedule of seminars. Planned are classes on residential framing lumber estimating Oct. 7-9 and computerized

Florida Dealers Hold

Florida Building Material Association attracted approximately 3,000 attendees and over 200 exhibitors in 250 booths for its 76th annual convention and buying show Sept. 4-8 in Orlando.

Judge Nottingham, Carolina Lumber Co., Jacksonville, was installed as president, succeeding Sam Dunn, Dunn Lumber & Hardware, Daytona Beach. Other new officers: president-elect/treasurer Jack Monroe, Jr., J.M. Lumber, Inc., Port St. Lucie; I st v.p. Ken Kuester, Lumber Unlimited, Jacksonville; sec. Tom Crowe, Allstar Building Materials Ltd., Ormond Beach; v.p. Dan Waters, Dataline Corp., Longwood; v.p.-elect Carl Holland, Sunbelt Forest Products Co., Bartow; truss division chairman Mark Casp, Casmin, Inc., Tavares, and millwork division chairman Phil Cocks. Delta Millwork, Inc., Orlando.

Regional directors: Tim Callum, Gator Door East, Inc., St. Augustine; Mike McKenzie. Ro-Mac Lumber & Supply Co., Tallahassee; Pat Loftus, Gator Lumber Do-it Center, Sebastian; Richard Ungerbuehler, Federal Millwork Corp., Fort Lauderdale, and Steve Toth, American Buying & Retirements, Inc., Miami; associate directors Dale Dahlin, Booker & Co., Tampa; Pete Edlin. Locklando Door & Millwork.

Oklahoma Lumbermen's Association will hold a tailgate party and trip to the Oklahoma Sooners vs. Oklahoma State Cowboys football game Nov. 9 in Stillwater.

Annual Convention

Tavares, and Dave Pleasant, Weyerhaeuser Co., Plymouth, and dealer members-at-large Richard Dugger, Haven Building Products, Winter Haven; Don Smyth, Jr., Smyth Lumber Co., Orlando, and Scott Whiddon, Causeway Lumber Co., Fort Lauderdale.

Next year's convention returns to Marriott's World Center, Orlando, Oct. l-4.

ATTENDING Florida Building Malerial Association's recenl annual convenlion: (1) Michael Curda, Jackie Robinson. (2) Tom Davis, Joe Taylor, Ted Pecot. (3) Paul Tumer, Bubba Thompson. (4) Kim Duvall. (5) Jeff Park, Brent Helliotl, Scott Schilsky, Scott McNamara. (6) Betty Stone, Denise Brown, Ann Simmons. (4 Jim & Nan Mills, Don Strausser. (8) Dennis Chambers, Woody Clark. (9) Keith Matthews, Brad Bradley, Jimi lppolito, Steve Danzigen. (10) Lisa Marie Howell, Chuck Rendleman, Trace Latimer, Kristin Wagnel. (11) Loretta Hardey, Scott Gramling. (12) Pete Peterson, Dennis Chappell. (13) Jetl Cabral, Jim Gleisle. (14) Rick Ellyson, Joe DiFrancesco. (ls)Dolg Fenwid<. (16) Duffy Waters, Lorvell Cay'or. (17)Tim Gillis, Steve Bums. (18) Larry Jordan, Noel Way, Cecil Skinner, Mandi Sano, Charles lrvine. (19) Danell Smith, C.J. Ryals, Mike Creely. (20) Troy Parker, Mel Stowerc. (21) Pele Sdritfers, Geary Sharber, Joe Walsh. (22) EriX & Haleh Krauter. (23) Jean Clark, Bill Gadd. (2{) Teresa Nightingale, Sheni Green. (25) Frank Vignieri, Andy Lee. (26) Curt Burlingame, Randy Yost.

Burr,orNc Pnooucrs Drcrsr Ocroeen 1996

NEW FLORIDA Building Material Association Engel. (10) Debbie & Jack Monroe. (11) president (1) Judge Nottingham (left) with MichaelRosen, John Panzella, Jim Ulsberger. FBMA executive Bill Carson at the group's (12) Donna Kopotic, Doug Johnson, John 76th annual convenlion. (2) Patty Owens, Rushton. (13) Ray Miller, Ray Guy. (14) Bob Dina Lovatt. (3) Alan Darnell, Dan Reed. (4) Welch, Gloria Mc0los$, Maria Massaro, Tom John Georgelis. (5) Don Hayes, Carl Holland. Welch. (15) Fran Koebert, Kevin Hilt. (16) (6) Dave Sumner. (7) Bill Nicholas, Chris Harlean & Walter Kuzmiw. (17) Vic*ie House. Kallenbach. (8) Richard Umstead. (9) Skip (18) Marshall Cochran, Bill Nathews, Butch

Womack, Sandra Dqan. (19)Charles Sbncil, Russ Lux. (20) Davill Le*is, Megan Manhall, Tom Kositzky. (21) Elizabeth O'Neill, Dale Olds, Vicky Larder. (221Laurel Reynolds, Belty & John Askew. (23) Bill & Christy Gulowski, Jim Anderson. (2f ) Rick Richardson. (More slnw photos on Wvimsoege)

Major Retail Shakeout On The Horizon?

Changes in demographics, lifestyle, technology and economics have not only reinvented the retail industry but also created a new generation of consumers, according to a new report by Arthur Andersen.

"A major shakeout is expected. Most of the real losers are already out of the system. The next phase will be to determine how many good operations will be driven out. The winners will have to have a clear value proposition defining which customer segments to target, how to differentiate from competitors, and which channels to use," predicts Jay Scansaroli, Arthur Andersen.

Different segments of the industry have been overlapping in response to consumers' desire for "fair value," he says. "The'spendthrift' baby-boomer of the mid-1980s has evolved into a 1990s bargain hunter who takes pride in finding the lowest price for the best quality product."

Shoppers have less time in today's world and are more educated, so retailers need to cater to new needs. The spread of PC use in the home and

the birth of the Internet open new opportunities for shopping without ever leaving the home.

Economic growth over the past several years has been mirrored by inflation causing consumers to spend cautiously. In Scansaroli's opinion, "retailers must adapt quickly to all these changes in order to stay afloat in this rapidly changing environment."

Retailing scholar Walter J. Salmon suggests changes in consumer buying behavior and technology are the main drivers in an acceleration of the worldwide trend toward concentration in retailing that will leave only a very few giant retailers-"in some markets, perhaps only one or two."

Sears Hardware To Double

Sears, Roebuck & Co. anticipates more than doubling the number of its hardware stores from 240 at the end of 1996 to 560 by the end of the decade.

Currently operating more than 800 department stores and 1,500 freestanding stores, Sears hopes to double total stores to 5,000 by the year 2000.

"Arrogance is a deadly sin. All wisdom does not reside in the corner office."

- Arthur C. Martinez, chairman Sears. Roebuck & Co. at the National Hardware Show

Malaysia Gets Hoo-Hoo Club

With the formation of Malaysia Club #275, Hoo-Hoo International has landed in its fifth country, after the U.S., Canada, Australia and New Zealand.

Lee Chiew Fook, a member of the Melbourne, Australia, club and a resident of Malaysia, acted as go between for Hoo-Hoo and the Registrar of Societies in Kuala Lumpur, helping resolve the government's desire that all members be Malaysian citizens. Hoo-Hoo is a lumber fraternal order.

PERSONAIS

Will O'Leary has joined Richmond Lumber's Augusta, Ga., sales staff.

Tom Smyer is now outside salesman for 84 Lumber Co., Alvin, Tx. Birch Jones is new to outside sales in Chadotte, N.C.; Paul Smith has been named co-mgr. at Charlottesville, Va., and Brian Pitts has been appointed mgr. trainee in Oak Ridge, Tn.

John H. Bradberry has been promoted to executive vice president-central region at Cameron Ashley Building Products, Dallas, Tx.

Tom Rice, ex-Day Plywood, has been named mgr. of Fitzgerald Forest Products' new Fitzgerald, Ga., mill sales office.

Gary Meyer has joined Moulding & Millwork Inc.'s, El Paso, Tx., branch office.

Victor Barringer is now v.p.-international business development at Coastal Lumber, Weldon, N.C.

Karen Day has been appointed sales mgr. at Timberland Forest Products' new Leakesville, Ms., southern pine sawmill.

Jack Beverage, general mgr. of Idaho Timber Corp., Carthage, Ar., has been named v.p.-sawmill operations.

Johnny Rodriguez, Scot Stonebraker and Bruce Herr are new to sales at Fort Worth, Tx. Terry Tyson has joined the Lake City, Fl., staff.

Donna Watson Anderson has been promoted to senior accountant-corporate accounting at Lowe's Cos., North Wilkesboro, N.C. Other promotions: Leigh Ann Dellinger, mgr. of financial accounting-corporate; Mary Katherine Hamby, accountant, department training coordinator, and Regina Darnell Pettyjohn, mgr.-corporate accounting. Michael L. Copeland is now store mgr. of lowe's new Temple, Tx., superstore.

John Dempsey has been named store mgr. of the new Home Depot in Jackson, Ms.

Don Carwile has been appointed national account mgr.-commercial ceilings for The Celotex Corp., Tampa, Fl. Craig Bogard has been promoted to field sales mgr. ofthe roofing producs division southeast region. Chris Dugas has been promoted to national accounts executive-building products division, Dallas, Tx.

Marc R. Olivie is the new president of Armstrong World Industries Inc., Lancaster, Pa., replacing Henry A. Bradshaw.

Donald E. Schlegel is now pres./ceo of Pittsburgh Corning Corp., succeeding Charles A. Francik. who has retired after I 2 years.

Joe Jones has been appointed president and general mgr. of Stanley Works' worldwide hand tools division.

Dave Mattera, national sales mgr., has appointed Midsouth Marketing to handle sales in S.C., N.C. and parts of lower Va. for Heat Controller. Inc.'s Comfort-Aire line. Alan Reilf is covering Raleigh, N.C., and Justin Bumgardner, Charlone, N.C.

Jim Stann, ex-Louisiana-Pacific, has been named industrial markets mgr. at Southem Forest hoducs Association. Kenner, La.

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Bevel Siding Expansion Joint

o Finger Joint . 1" Pattern Stock

. 1" & 2" Finish Stock; up to 12" widths

r Douglas fir uppers, boards, dimension

Al llopkins is now group v.p.-softwood lumber at Georgia-Pacific, Atlanta, Ga., replacing Willie Duke, who retired after 32 years with the firm.

William A. Kindler has joined Rayonier as vice president-specialty pulp after 26 yearc with James River Corp.

Jake Gosa has been named pres. and ceo of American Woodmark Corp., Winchester. Va.

Claude Guyton is new to the field staff at House-Hasson Hardware Co., covering the Louisville, Ky., area.

Archie H. Goodwyn is now pres. of R.C. Goodwyn & Sons, Inc., Powhatan, Va., replacing N.B Goodwyn, who retired after 47 years with the co.

Steve Dean, Dean Lumber, Gilmer, Tx., is now chairman of the Southeastern Lumber Manufacturers Association.

T. Nelson Flippo, Flippo Lumber Corp., Doswell, Va., is lst vice chairman: Ardis Almond. Almond Brothers Lumber Co., Coushatta, La., 2nd vice chairman, and Lee Ashburn, Industrial Wood Products, Climax, N.C., treas. New board members: Robin Swift III, Swift Lumber Inc., Atmore, Al.; Steve Anthony, Anthony Timberlands Inc., Bearden, Ar.; Rip Kirby, North Florida Lumber Inc., Bristol, Fl.; Gary Barnes, Barnes Lumber Manufacturing Inc., Statesboro, Ga.; Kiah Beville, PBS Lumber Manufacturing Inc., Winnfield, La.;

Dale Thrash, WNC Pallet & Forest Products Co., Chandler, N.C.; Miles Elliott, Elliott Sawmilling Co., Estill, S.C.; Tim Rice, Conner Industries, Fort Worth, Tx., and Dan Turner, Appomattox Lumber Co. Inc., Appomattox, Va.

J. Adam Lipsitz was promoted to v.p.corporate development for Ply Gem Industries, Inc. Michael J. Caporale, Lee D. Meyer and C. Lewis Wise have been promoted to general mgrs. and senior v.p.s at its three window and vinyl siding subsidiaries.

John C. Redding is now v.p.-mktg. & corporate development for Chesapeake Hardwood Products, Chesapeake, Va. Nelson T. Russell, Jr., is v.p.-sales.

Jim Vanlandingham, Builders Supply Co., Petersburg, Ya., and his wife, Winnie, are the proud parents of 6 lb. I I oz. Frederick, bom Aug. 21.

John Arrowsmith Brooker, Home Depot, Savannah, Ga., plans to wed Jamie Joyce Hardy Oct. 19.

Rodney Davis has been named general mgr.-operations at Hartco Flooring Co., Oneida and Somerset, Tn., a division of Triangle Pacific Corp. Ricky A. Burchfield succeeds Davis as mgr. of Hartco's East and West parquet plants, solid strip mill, and molding and display departments. Kenneth A. lfacker is now mgr. of Hartco's Somerset, Tn., plant; Joan M. Clark,

director of human resources, Somerset; W.O. West. director of research & development, Triangle Pacific's flooring division; Richard J. Quinlan, sales mgr.-retail buying groups, Triangle Pacific, Dallas, Tx.; David C. McClatchey, national accounts sales rep, Triangle Pacific, Knoxville, Tn., and Ovia L. Cross, purchasing mgr., Oneida and Somerset.

Larry Browder has been appointed mktg. mgr. for Bruce Hardwood Floors, Dallas, Tx., a division of Triangle Pacific Corp. Kevin Leshner is now national accounts sales mgr.; Joseph Reddington, technical services mgr., and Mike Kearins, director of mktg.

Kendra Blackmon, daughter of Ken and Delores Blackmon, Ken's Discount Building Material, El Dorado, Ar., is attending the University of Central Arkansas on a tennis scholarship. Brian Scott Schrimsher. Lowe's. Maryville, Tn., married Rebecca Carolyn McNeil July 20. Timothy Nealen, Owensboro, Ky., wed Bethany Merimee June 21. William Allan Springfield III, Lexington, Ky., married llazel Owsley June l. Cheryl Kitchen, Ashland, Ky., wed Kevin A. Garrison June 1.

Al O. Cayshon is product mgr. for redwood uppers at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

lf your company depends on lumber and fore$ products, one call, to one source could simplifu the way you get the products you neeo.

That source is Snavely lnternational.

Snavely provides the vital link in supplying foreign wood products to domestic manufacturers and retailen through our worldwide network of partnenhips.

This network can satisiy your wood products needs - when you need themwhere you need them.

Products like Radiata pine, Eastern White Pine, and South American pine, as well as finishd oroducb from Pacific Rim countries,

Through Snavely, your business is supportd by industry professionals with expeftise in producing and sourcing, shiq ping, documentation and distribution. In fact, our knowledge of fore$ products marketing makes your business more . competitive and profitable.

So if the hassles of securing forest products are sometimes a bit overwhelming, one call to Snavely International can make a big difference.

l9$7 Deltlxe Industry Calendar

shops, and other major industry and company meetings.

PLUS your company's color logo will appear on both the top and bottom portions of the calendar during your sponsored month to ensure maximum company visibility!

Frontc0verof

..,will again be the key reference for your customers and prospects throughout 1997. An exclusive opportunity to display your company's logo, a company color photo and a company prolile in a high quality environment. The 1997 calendar will feature all important industry conventions, association & co-op buying shows, dealer & wholesaler work-

QVgf 17.600 CalgndafS Will accompany the December 1996 issues ol Building Products Digest and The Merchant Magazine PLUS hundreds extra distributed at selected industry events, You will also receive 25 calendars FREE, a $250 value.

LIMITED AVAILABILITY:

Call us today to resr;rve your company's special nonth.

Feature your company in over 17,600 calendars

Call today to reserue your nonth,

We u,elcome vour letters to the editor. Just FAX your comments about the magazine or particular articles to 714-852-0231 or mail to Editor, Building Products Digesr, 45aO Compus Dr.,\te.480, Newport Beach, Ca.926ffi.

WEATHERING THE STORMS

I have come to count on Building Products Digest for interesting and factual information about the building products industry and the people who make it work.

Unfortunately, an item in your Sept. 1996 issue is offthe mark. In your article titled "CSI Introduces Olympic Brand Treated Wood" (p. 7), you state that "...CSI is combining its chemicals with Olympic MP5 waterproofing formula to provide a brand name product said not to crack, split, warp, twist or rct."

While the introduction of a waterproofing agent. such as our UltraWood additive certainly improves the weathering characteristics of wood used outdoors. we have always been very careful nor to guarantee that these products will not split. crack and warp. These producs are guiuanteed against rot, decay, termite attack and to meet industry standards for water repellency.

Products like UltraWood water-repellent wood and new Waterproofed Pressure Treated Wood with Olympic protection offer consumers a low-maintenance alternative, but splining and warping have not been eliminated entirely, yet.

I believe it is imporrant to correct any misconception that this statement may have caused in the minds of lumber rctailers and their customers. I always look forward to receiving your magazine and the good information that it provides.

Thank you in advance for your cooperation in maintaining the reputation of the pressure treated wood industry and the excellent producs that it provides.

Thomas A. Bailey

Chemical Specialties, Inc.

One Woodlawn Green. Ste. 250 Charlotte. N.C. 28217

Building Products Digest regrets ant misconception that this statement mathave caused.Editor

Water Cooler Wars

Since 1994, 13% of companies have had a fistfight at the ofFrce, according to the Society for Human Resource Management.

About 22Vo of HR managers reported pushing and shoving, while nearly a quarter of all threats or attacks were committed bv women.

1996'shighlysuccestulDeluxelndusryCalendar.

Glulams Go Header To Header With PSL, LVL

At some contractor-oriented yards, a new, stronger glued laminated beam is being substituted for laminated veneer lumber and parallel strand lumber in structural applications, changing the engineered wood market.

The first 3000 F stock glulam beam with strength values to challenge PSL, Anthony Forest Products' new Power Beam reportedly offers lighter weight, lower price and more versatility than LVL, and comparable bending, stiffness and shear values to LVL and PSL.

Beronio Lumber, San Francisco, Ca., has increased its Power Beam sales by acquainting its builder customers with the product's design values. "We like the added strength of the Power Beam," says Beronio's Jay Garvey. "It's the strongest glued laminated beam in the industry."

D-l-Y Demand Holds 5.60/o Growth

Bigger spending on home repairs and improvements, especially by consumers doing the work themselves, will help boost U.S. demand for do-it-yourself home products 5.6Vo anntally through 2000 from 1995's $12.5 billion to $16.4 billion at manufacturers' prices, forecasts the Freedonia Group.

Other factors include a favorable environment for existing home sales, a gradual increase in the average size of residential structures and the continued expansion of home centers and related retail outlets.

Though all product segments should rise, windows & doors, building materials, flooring, and heating & cooling equipment will show the strongest gains, due to performance improvements, aesthetic enhancements, simplified installation requirements and/or significant d-i-y market penetration potential. Windows & doors will grow the fastest at 7 .2Vo annually.

Kitchen & bath and roofing, siding & insulation will climb nicely, reflecting greater d-i-y interest and increased product availability in a wider range of distribution channels.

Hardware & tools and paints, coatings & sealants will show more modest gains due to already high d-i-y usage, intense price competition and limited opportunities for product innovation. Hardware & tools will retain its leading share among d-i-y home products with over one-quarter oftotal sales.

Nevertheless, market gains for d-i-y products through 2000 will show little improvement over 1989-1995, since

Manufactured with MSR lumber, the highly engineered glulam's one-piece construction eliminates the need to fasten LVL beams together at the job site. Uses include headers and floor and roof beams.

BOCA and SBCCI have granted the Power Beam 290 psi horizontal shear values (Fu), while AITC rates the new beam a higher MOE of 2.lxlOu psi and'140 psi Fct.

The 3-l/2" and 5-112" widths readily match up with 2x4 and 2x6 stud framing. The 28F, 7" beam comes in depths up to 28-718" and can be cambered. For efficient utilization of the resource, the strongest southern pine lumber plies are placed in the tension and compression zones. They are delivered in wrapped, pre-cut lengths up to 60 feet.

many consumers are paying down debts, foregoing larger home improvement projects and strengthening savings.

Other anticipated limitations include increasing product durability, growing price sensitivity, and expectations of fewer people under 35, the age when do-it-yourself projects tend to drop.

DISTRIBUTOR Georgia-Pacific's Lloyd Brown (l-r), producer Anthony Forest Products' Kerlin Drake, G-P's Paul Johnson, and retailer Beronio Lumbe/s Jay Garvey check the drawings for a glulam shipment.

A 24-tt. Power Beam is lifted into place to tie two shear walls together at a condominium project in San Francisco.

ELEMETITARY school instructors learned about forest management during North American Wholesale Lumber Association's recent Southeast Region Teachers Tour. Starting at Monck's Corner, S.C., they visited a national forest, Santee Coope/s timberlands, International Paper's thinning operation, Georgia-Pacific's particleboard mill, and Weslvaco's plantation, sawmill and paper mill.

Treated Beam Fasteners

A fastener from Olympic Fasteners is designed to drill through pressure treated wooden beams without predrilled pilot holes.

NEW PRODUCTS clnd selected sales o;id^s

Metal Drywall Bead & Trim

Paper-faced metal drywall bead and trim from United States Gypsum Co. is available in either tape-on or nail-on styles in 8',9'and l0'lengths.

The tape-on Sheetrock paper-faced metal tape on bead and trim requires no nailing and is reportedly ideal for metal framed drywall installations. The outside corner bead for 90" corners comes in wide and extra-wide sizes.

Circle No. 601

Swing Low Sweet Chariot

A ready-to-assemble family swing from Leisure Life Inc. has two facing 4' swings with a platform to connect them together.

IIIII...,D

sound barrier, dimensional stability and easy swing features of a solid wood door.

It comes in l-l/8" and l-l/2" thicknesses and non-profiled for flush door construction.

Circle No. 603

Hot Feet

A 75-watt, 9"x30" outdoor step heater and 200-watt 24"x3O" landing heater developed by Lighthouse International Ltd. continuouslv heat a

The Olympic Timberlok can be removed and comes in 6". 8" and 10" lengths. It is packaged in lG, 5G or 250-piece packs.

Circle No. 605

Custom Sales Transactions

A point-of-sale and transaction peripheral from PenWare, Inc. cap- tures signatures and allows credit/debit transactions.

Capable of holding 1,600 lbs., the Lawn Glider can accommodate up to six users.

Circle No. 602

lnterior Door Cores

A low-density, wood fiber interior door core has been introduced by Masonite.

Reportedly 507o lighter than conventional particleboard core, CraftCore replicates the weight of a solid pine door. The core provides the

non-slip surface at a safe and low voltage.

Circle No. 604

Super-Resistant Wood Finish

An environmentally friendly wood finish from Tropitech Coatings & Research, Inc. beads water on wood surfaces without using waxes or silicones.

Designed for exterior wood including pressure treated lumber and wellweathered surfaces. semi-transparent TCR 707-MR Spa-N-Deck seals wood, resists moisture, rotting and decay.

The 7.9"x6.05" PenWare 30OO is reportedly the only signature capture pad with an expandable design for downloading custom applications.

Circle N0.606

Circle No. 607

Convenient Planter's Wagon

A planter's wagon from Ames Lawn & Garden Tools can haul up to 200 lbs.

The durable four-wheeled wason has a flat-bottomed center tray-for carrying plants, flower pots and flats. The front panel can be removed to rake out material, such as mulch and soil, without having to lift, dump or shovel.

has an assortment of posters, pennants, banners and streamers in a variety of sizes.

Circle N0.610

Fire Fighters

The handle adjusts to any user's height and when folded down becomes a convenient seat. When the handle is rotated back and the wason is on its front end. it becomes a neirly 40"-high upright workstation. The handle folds down for compact storage.

Circle No. 608

Hearty Hardwood Flooring

Engineered hardwood flooring from PermaGrain Products, Inc. is made of thin veneers sandwiched

Fire fighting kits from SafeHome Industries. Inc. tuck between wall studs and feature a 40'kink-resistant fire hose, l0-lb.-rated fire extinguisher and an action plan.

Flexible Walkways

A 2'x2' flexible decking panel from Thompson Industries, Inc. flexes to fit most contours.

Made with southern vellow oine and flexible pvc tubing, DesignWood

between a 20 mil clear textured vinyl and a core of fiberglass and vinyl.

GenuWood II has a bondable backing for quick installation.

Circle No. 609

Dress Up For The Holiday

Festive holiday merchandising kits from Dismar. Corp.. feature four-color srgns ln vanous slzes ranglng lrom 14"x20" pennants to 40"x51" posters, and die cut foil stars for store ceilinss. Kits contain 66 pieces, including 12 stars, 36 signs, or 22 signs. Each

The Home Fireman cabinet is concealed by cabinetry designed to blend with any decor and the fire hose connects to the home's water source.

Circle No. 611

Pre-Formed Millwork

Pre-formed architectural millwork is available from RAS Industries. Constructed of high-density polyurethane, Life-Time Pre-Formed Millwork resembles white pine, and reportedly lasts longer than wood and resists cracking. warping. rotting or decay.

Circle N0.612

panels are designed for walkways, stepping stones, ground level patios, greenhouse floors and doormats.

Circle N0.613

Instant Home Office

A prewired, home office addition from Brady & Sun, Inc. is said to install in less than a day.

Featuring built-in cherry or oak

office furniture, including one or more computer workstations, sliding keyboard trays, extendable work surfaces, file drawers, bookshelves, display shelves, cabinets and wainscot paneling. the home office comes in a curved eave or straight eave style.

Circle No. 614

on any product in this section is available by circling the corresponding Reader Service number in the back and sending the form to New Products, either by FAX 714-852-0231, by mail to 45OO Campus Dr., Ste. 480, Newport Beach, Ca. 92660, or just call us at (714) 852-f 99O.

Wallflower With Curves

Flexible wallboard from National Gypsum Co. bends to create stairwavs. rounded corners and columns. The l/4"-High Flex gypsum wallboard comes in 114",4'x8' sheets.

A Growing Greenhouse

A greenhouse introduced by GardenStyles is designed with no clips or silicone to adhere unbreak-

able polycarbonate panels.

The panels of the 6'7" wide by 5'l " deep by 6'5" high QuickStart greenhouse mount within the frame giving the greenhouse added structural support.

Expansion kits are available.

Circle N0.616

Level Headed

An 8"-long carpenter's level available from Levelution L.L.C. has two interlocking joints so additional sections of level can be connected, resulting in a combination of lengths of 2'.4'.6' or 8'.

A I' level is sold separately to create four more levels in l'. 3'. 5'and 7' lengths. A T-square anachment (sold separately) can be turned into a right or left angle squ:ue.

Circle No. 617

Gathering Apron

A knee-length apron that protects clothes while gardening or snaps up to create different sized pouches for

gathering is now available from Portable Products.

The 1007o cotton Harvest Apron features waist level tool pouches and divided upper pockes.

Circle No. 618

Swaneze

For

Sttlinless SteelScrews HH

Trim

Furniture

o

Lengths: l" through

o Self-counter sinking bugle or trim heads

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

o Corrugoled Droinoge Pipe

o Culverl Pipe

Slotted. Solid. or Septic-Leoch Bed Styles

Droin Pipe4" or 6"

Sold in l0 ft. lengths or rolls

Culvert Pipe8" to 24"

Comes in 20 ft. lengths

Circle N0.615

Energized Windows

Architectural photovoltaic glass that can be used in facades, windows and roofs is new from Pilkinston. Optisol is constructed uilng front and back glass panels bonded together with a resin.

Circle N0.619

Useful Garage Door Display

A 4'x6' garage door display unit is new from Clopay Building Products Co.

A Touch Of Christmas Spirit

Bell-shaped ornaments from Universal Electronics Inc. turn Christmas tree lights on and off with the touch of a fineer.

Equipped with-a 300-wau capacity, Santa's Touch 'n Light will operate several strings of lights.

Circle No. 621

Fancy Spread

Designed for Clopay's models at three price points, it can be mounted on warehouse racking or converted into a free-standing display. Sample panels for each series are displayed and attached to a hinged door.

Circle No. 620

',\te fryerrnamentals

A trowel-grade wood filler from Eclectic Products Inc. has been specially formulated to fill and repair seams, defects, and open grain in hardwood floors and is desisned to be applied with a trowel or broid knife.

Famowood Waterbased TrowelGrade Wood Filler reportedly sands and stains easily and has excellent adhesion to wood fiber.

Circle N0.622

Whether you're building or remodeling, look to \trtrhite River Ornamentals to enhance the value. marketability and profitability of your proiect.

White River's decorative moulding dramatizes any look, and adds that "something special" ro create O \ value for thc dcmanding home buver. l,/

ca,,usat1-800-558;;;; wrlrttSlv*

IIApDWOOp6.VOODVOpK6, rNC. Visit us on the World Wide Web at: http://r0tDru.Moul.dings.com

Pickup Line

Universal pickup truck racks from Cross Tread Industries have adjustable lengths and widths and reportedly fit every size pickup truck bed, both 6'and 8'.

2l for 2x6 wall cavities, and ComfortTherm R-30 for new attics/ceilings.

Circle No. 624

Sturdy Shed Gonstruction

A carpenter's steel shed joist and stud are new from HL Stud.

lnsulated From The Cold

Four new sizes have been added to Schuller International's line of encapsulated batt insulation.

The additions include ComfortTherm R-19 and breathable R-25 batts in 23" widths, ComfortTherm R-

The 2x4, 2O-gauge Carpenter's Steel Shed Joist can be used in most loading conditions 12" on center; prevents shed floors from rotting due to ground moisture, and attaches quickly to wood plates using a pneumatic nailer with no joist hangers, additional hardware or retraining required.

Circle No. 625

Basement Column Kit

Basement pole coverings made of ll2" red oak veneer slats bonded to a hardboard core and backed with flexible cardboard have been introduced by Pole-Wrap,Inc.

Paintable and stainable, Pole-Wrap is available in three sizes: I'x8'for I lll2" and under circumference poles; 16"x8', fits up to 15-112" circumference poles, and 4'x8' for standard I l1/2" poles or for use as a wall coverlng.

Circle N0.626

The Renegade-XT has three cross rails, an easily removable rear bar, and handles loads up to 1,000 lbs.

Circle No. 623

Snow lmmobile

An aluminum guard from ThyCurb permits water from melted snow to run off roofs while retainins up to 2.000 lbs. of unmelted snow and ice.

Designed to fasten to the standing seam, Snow Dam units fit any standing seam and panel width.

Circle No. 627

UNIX Business Software

An updated version of accounting and business software for the UNIX platform has been released by RealWorld Corp.

Version 7 includes increased historical and trend analysis, expanded general ledger account number structure, extended file utilities, improved security protection, multicity/multi-state payroll, new reports, data exportable to spreadsheets and batch control.

Circle No. 628

Qunllw Wooo SUPPLY, tn".

Quality Wood Suppty

Monufoctures ond distribules

Hordwood 54S, Mouldings, Hondroil ond Glued Pone'is. In stock ond reody for prompt shipment.

Coll us todoy for our new cotologuc qnd best pricingl

(5t3) 3st-5008

*Truck lood pricing ovoiloble

NEW LITERATURE

Molded Millwork Masterpiece

A 108-p. molded millwork catalog is available from Fypon Molded Millwork, 22 W. Pennsylvania Ave., Stewartstown, Pa. 17363; (7r7) 993-2593.

Garden Variety of Windows

A 2-p. garden window brochure is free from Fiberlux Extruded Vinyl Systems, 3010 Westchester Ave., Purchase, N.Y. 10577; (800) 688-771 l.

Ergonomically Correct

"Increasing ProductivitY Thru Ergonomics" is available from Air Technical Industries, 7501 Clover Ave., Mentor, Oh. 44060; (216) 951-5191.

Sizzling Vent-Free Products

A complete l6-p. vent-free gas products guide is $1 from Vent-Free Gas Products Alliance, 1555 Wilson Blvd., Ste.300, Arlington, Ya.222@; (703) 875861 5.

Spanish Style lnsulating

"How to Insulate Your Home" (in Spanish) is free from CertainTeed Corp., 750 E. Swedesford Rd., Valley Forge, Pa. 19482; (800) 782-8777.

Rugged Racking

An 8-p. pickup truck and van rack brochure is now available from Cross Tread Industries, Inc., 12021 W.9lst St., Hinsdale, Il. 60521; (800) 697-1746.

Hardwood Portfolio

A customized portfolio of technical information on hardwood products is $7.75 from the Hardwood Council, Box 525, Oakmont, Pa. 15139; (412) 281491t0.

Trucking Along

A l2-p. industrial truck brochure is available from Yale Materials Handling (lorp., 10701 Hampshire Ave., lll00mington, Mn. 55438; (800) 2339253.

In The Spotlight

A 520-p. lighting guide is available lrom Angelo Brothers Co., 12401 McNulty Rd., Philadelphia, Pa. 19154; (215t 671-20(n.

'Getrcopyof anyNe*,\ titemtuls itec bvcqtr in$esshcoupsry '

Mention you ssw itin

Drink Up!

Two eight-panel consumer guides on water protection are free from Kinetico Inc., Box 193, Newbury, Oh. ,14065; (800) 94-9283.

Gas-Fired Unit Heaters

A new l2-p. gas-ftred unit heater catalog is available from LI Wing,260 N. Elm St.. Westfield, Ma. 01085; (413) 5689571.

Wood Machinery Directory

The new 1997 Buyer's Guide and Directory is available from Wood Machinery Manufacturers of America, 1900 Arch St., Philadelphia, Pa. 19103; (2rs) s&-34u.

The Rustic Look

A six-panel Rustic Shingle brochure is free from Classic Products Inc., 8510 Industry Park Dr., Piqua, Oh. 45356; (800) 543-8938.

Heave Ho!

A new 36-p. winch, crane and hoist catalog has been released by Them Inc., Box 347, Winona, Mn. 55987; (800) 8437&8.

l-.loist Product Guide

A 32-p. I-joist guide is available from American l-Joist, 5523 Broadway S.8., Albuquerque, N.M. 87105; (800) 8734255.

Benefits of Wood

"You'll Never Run Out of ldeas, We'll Never Run Out ofTrees" brochure is free from WoodWorks, 522 SW Fifth Ave., Ste. 400, Portland, Or.972M; (503) 22+ 3934.

Rub A Dub Dub In The Tub

A folding shower door brochure is available from Tub Master, 413 Virginia Dr., Orlando, Fl, 32803; (800) 327-191 l.

Engineered Wood Tips

A series of customer service tips on engineered wood products is available from APA-The Engineered Wood Association, Box ll7fi), Tacoma, Wa. 9841 l; (206) 565-6600.

Restoring Vintage Homes

A 416-p. book on remodeling and restyling vintage homes is $33.50 from Craftsman Book Co., 6058 Corte del Cedro. Carlsbad, Ca. 920{)9: (6t9) 4387828.

Solid Surface Guide

A l2-p. solid surface guide is frree from Swanstone, I City Cente, St. t uis, Mo. 63101; (314) 231-8148.

Flex Them Joints

A semi-rigid epoxy joint filler/sealant product sheet is free from W.R. Meadows, Inc., Box 543, Elgin, Il. 6O12l; (847) 6834500.

A Little Light On The Subiect

A 4-p. industrial lighting fixture brochure is free from Dual-Lite, 90 Fieldstone Ct., Chcshirc, 61 g54lQ; (203) 699-301 l.

Promoting Safety Video

A l6-minute "The Professional Woodworkers Safety Playbook" video is $12 from the Woodworking Machinery Importers Association and Wood Machinery Manufacturers of America, Box 862, Armonk, N.Y. 10504; (800) 846-9689.

All About Asphalt Shingles

A revised double-laminated asphalt shingle guide is free from The Celotex Corp.,4010 Boy Scout Blvd., Tampa, Fl. 33607; (813) 8734230.

ToolTime

A new 4-p. professional tool catalog is available from Swanson Tool Co., l0l0 L,ambrecht Rd., Frankfort, Il. 60423: (800) 29t-3471.

Absolutely Alder

A 4-p. alder product brochtrre is free from Western Hardwood Association, Box 1095, Camas, Wa. 98607; (360) 83+ 0332.

Classified Advertising

GENERAL MANAGER: Home centerLumber yard servicing D.I.Y. and contractors. Leading Caribbean location-Providenciales, Turks & Caicos Islands. We offer complete package with incentives. Please submit resume to: Plesident, 3248 Huntington, Ft. Lauderdale, Ft.33332.

GROWING POMPANO Beach, Fl., company seeks experienced millworl/prehung door plant manager for busy millwork department. Applicants must have experience with prehung door equipment, shipping and receiving. Must be able to interact with customers and salesman. Send resumes to President, Stuart Lumber Company, P.O. Box 9370, Coral Springs, Fl. 33075. All information to be held in strict confidence.

LUMBER YARD MANAGER. Location: Louisiana. Wholesale distribution yard with direct sales and builder-oriented sales needs a hands-on numager experienced in sales, lumber purchasing, and personnel management. Company offers pay package including life/health insurance, 40lK plan, profit-sharing incentives, and a company car. Please submit resume to: GLW, 999 E. Basse Rd., Suitc 180, San Antonio, Tx. 78209-1854.

Twenty-five (25) words for $23. Each additional word 709. 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, FAX to 714-852-0231 or call (714) 852-1990. Deadline for copy is the 20th of the month. PAYMENT MUST ACCOMPANY COPY unless vou have established credit with us.

VINTAGE DOUGLAS FIR DECKING.

3"x4" 3'to 20'T&G DFfloor deck. Grade is equivalent to D Clcar. Stock is over 100 years old and is in excellent condition. Manufactured to lay up as 4" thick floor. Price is $375lm F.O.B. Bend, Or. Deschutes Pine Sales, Inc., (800) 547-5660.

DoES "WE'RE GoNNA," 'WE USED TO" SOUND FAMILIAR?

Management planning is a most critical objective for a company, but for many managers it is also one of the most diflicult to accomplish, Why? Because many managers are so swamped with day-to-day activities that they simply don't have the time.

Now available, HGMI's complete 10page Self-Admlnlsteled Managemenl Audit Questionnaire which is specifically designed lor today's busy managers. A proven management tool for over 20 years, it covers many areas:

--) Management Techniques & Organization

+ Finance & Accounling

-+ Marketing & Sales

--+ Production & Warehouse

--) Personnel & Adminislration

This simple, easy-to-use audit will sur prise you in what it reveals about your company. And il can be completed in as little as 20 minutes. Get started reaching your goals loday and change'We're Gonna'into'We Did lt'I

For additional informalion or to order ($21.95 postpaid), eontact Laddie Hular, HGMI, 1701 E. Lake Ave., Ste,365, Dept. 8P1096, Glenview, ll. 60025.

(847172+1910 FAX 847-724-1 91 1.

WANTED: Plywood/OSB strips, drops; sound, square, uniform, dry, thickness l/4 ttrough23l32. Preferrcd width, 3-112, S-lD or 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. 381 17. Phone (888) 576-8723 (LSOURCE).

BUYERS'GUIDE

ALABAMA

Brungart Eqiipment. .....(2O5) 52G2m0

Fasco Amedca.....................(205) 381-ff164 (800) 23$8665

Great South€m Wmd PreseMng..................(800) 6397539

Miller Mill Co., T.R... ......(334) 867{Bl

Southeast Wood Treating...............................(800) 144{109

Stringlellow Lumber Co., Inc.........-.-........-..(800) 82S9400

Walker-Williams Lumber C0...........................(800) 27-9007

Weyefiaeuser Co................(8m) 541-4825 (205) 381-3550

ARKANSAS

Anhony Forest Producis Co..........................(800) 221-2326

Bean Lumber Co., Cutl .......(8m) 232-2325 (800) 482-2352

Hixson Lumber Sales (Magndia)...................(501) 234-7820

Hixson Lumber Sales (Pine Bluff) ..................(501) 53$1€6

Hhson Lumber Sales (PlumeMlle)................(501) 391-1503

King & Co.............................(800) 61$9530 (501) 751-6G)0

Weyerhaeuser Co. ......(800) 6491515

White River Hard{oods .(800) 558t1 19

FLORIDA

Bontel Fastener C,orp...........(800) 241{790 (813) 514-6667

Brungart Eqripment. .....(813) 62$67m

Building Products d tunerica.........................(800) 962-1518

CSD4omp4ler System Dynamis.................(404 78&1 003

Dataline Corp.......... ......(800) 7233676

Dtie Plywood Co. (Fod Lauderdal€) .............(305) 583€551

Dixie Plywmd Co. (Iampa).... ........................813) 248-4107

Southem Pine Inspection Bureau...................(901) 131-261 1

Southem Wre Cloh C0.......(800) 955589 (305)68&2t2

Topitech Coalings & Researdr, Inc...............(800) 53+8325

GEORGIA

Atlas Bdt & Screw... ......(800) 3216816

Borvers & Co., Ri$ard...................................(4&) 81S1 600

BurtLumber............. ......(706) 67&1531

Camerm Ashley...... ......(404135t9219

Cotter & Co. Orus Value)...............................(404) 71 7-5855

CSD-Compuler System D]namics.................(70) 995"0658

oixie Pvryood & Lumber C,o...........................(912) 8e$85

FrEge|ald Forest Pro&cb.............................(800) Z'99?9

Georgia-Pacific........ ......(20) 95$7m0

Hickson Corp. (W01man1................................(20) 25G8469

Hoover Trealed Wood Producls.....................(800) 832-9663

Langboard, Inc. ....-............-.--.....................(912) 26$8943

Me11c0...................... ......(800) 86e1414

Meltm Classics Inc. ......(800) 96$3ffi0

Moultrie Manulacturing Co. ............................(912) S$1 312

osrn0se................... ......(nqnS&g

Pacific Lurnber Co. ......(70) 993{gX)

Randall Brohers...... ......(800)17il539

Sunbelt Malerial Handing....(8@) 35,3$92 (70) 587-5913

Tucker Millworks...... ......(r/0) 182{135

Universal Forest Products..............................(912) 5$866

Weyeftaeuser Co................(8m) 282-3370 (,{01) 35S5971

Wrenn Handling....... ......(7,0) 987-7666

KENTUCKY

Kentudy Cedar Products, Inc........................(502) 87S27,18

Larninated limbers Inc.....-.......-.--..............(606) 86+5134

Weyefiaeuser Co................(800) 752{0:P (5m) S&331

LOUISIANA

Dyke lndustries........ ......(504) 7338500

Lalayette Woodwo*s ..(318) 23$5250

REAI Soltware q/stems................................(800) 3n4391

Roy O.Martin........... ......(800) 2995171

Southem Forest Protucls Associatim...........(504) 113-1161

Weyefiaeuse. Co................(8m) 783t806 (501) 7336800

Wllamette

Co.......................-.......(m0) lt7 e.Hot

Gnenwwd Conm Inclatbn Prodrds, Inc...(800) 51S1332

Ner Sou$ Irc. ....................(8m) :Xffi 75 (8fi1) 317-1284

Wcnn Handng...... .......(m) 79G7m

TENNESSEE

Canlm Lumber Co. .............(8m) 226-8667 (4UD Eg550t

Hdstm B{tlders SupCy (m) S6eil

Wrenn Handng MiGSouh............................(91) 79$7200

Milrork Sales ......(800) 821{?23

Trus ffi Macililan ......(615) 39t}2t84

Weyeftaarser Co................Pm) il2-5958 (8m) A8-6773

Woodvarc SystefiF Inc.-.......---.-..-.--....-..(9!) 7633999

TEXAS

Advanhge Busil€ss Conpter Sysems.......(8m) gtl-7283

Alhrood

Co. ........(8m) 5239{57

Dixie PtFood Co. (0a1as1..................-.....--.-.(21q n1{6J7

Dixie P!/r,ood Co. (lh.6m) .........................(-r13) 6{+20l

oixi€ PlyUood Co. (San &lmio)...................(210) 662@

Eastex Foresl Prodds.......(8m) 533176 Ctl3) 1191o,1

Gefiid S}stsflrs Sdrars........-................----.(800) 812-7n0

Gufirie Lurber Sales, hc...Gm) 7n-9526 15121217-2m

HoJsu W@dledr, hc. -...-.(8m) XP-1612 FtS1a3-2*

Intemalbnal Paper. ........(21{) S4-€€

Jadsm & Langto.d Vv?desalo Lur$er.........(8m) 3ts+118

&dan Redrood (Daras)....(211) 35t-7317 (m) 442-:XBo

Jor&n Redwood (Ha.rsldt).O13) 2S2555 (8m) 252-3199

Luisiana-Pacific Co(p ....(109) 2731 131

Lurnber Tag Specialrhs co- (80) rrD@1 P13) 1693838

Mod&€s&Mrh|qkhc.....(8m) nmg (915)88&5711

Rcln6 & Po.lsr...... ......(214) 3r}4141

Sirpson StmgFTe. ......(m) S$sGg

Snavely Forest Rodrcb (214) :X2{199

Spy&r Inc. ........(800) A1-5916

Stilan & Steyensdr Maledal HaflIng.........(214) Al-8218

Temdelr{and For8c Prctuts Cdp.............(m) 2316060

Urivelsal Forest Prodrb....................-.........(81n e-2i3

Weyefiaars€r Co. (Carolton) ......-..-............(m) {2-97€2

Weyefiaaser Co. (B Paso)..........................(915) 83}8@l

Wood Proleclio Co .......O13) 737421

VIRGINIA

Amed:an Wod Pres€lrBrs |rEilitrb..............(m0] 6S2ct1

Ctpsapeake Hadmod Prodrcs...................(8m) g&8162

Rody Top Wood Pr8sorlers, hc...................(510) 1835261

Supreme Declfig... ........tm) $9753

Weyerhaeuser Cr................(800) 552-710 (W4l m-Brc

Obituaries

Thomas Joseph "Joey" Privett, Jr., 35, manager of Lonoke Lumber Co., Lonoke, Ar., died in a boating accident Aug. 16 in Greers Ferry, Ar. A native of Lonoke, Ar., he was mgr. of the family-owned business.

Joe Evans, 30, vice president of Mississippi Lumber Co., Vicksburg,

Ms., died of acute pancreatitis July 24 in Jackson, Ms.

A native of Vicksburg, he joined family-owned Mississippi Lumber in 1986.

Kitchen Cabinets Rising U.S. demand for kitchen cabinets and bath vanities experienced double digit growth for the fourth consecutive year, according to the Kitchen Cabinet Manufacturers Association. Demand climbed l1.2%o in 1995 to

72.2 mlllion units, due largely to unexpected increases in kitchen remodeling jobs and the average number of cabinets installed per job.

In 1995, the repair and remodeling sector consumed 54.3 million units, up 16.3Vo, while new construction slipped l.6Vo to 17.9 million units. This year, repair and remodeling is expected to reach 54.8 million and new construction 18.2 million units.

Solid wood and wood veneer were the dominant materials (84Vo), while l3Vo were laminate cabinets.

Also: Southern Yellow Pine K.D.

EAX to 714-852-0231

or call (714) 852-1990 or mail to Building hoducts Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660

Building Products Digest - October 1996

Name (Plecse print)

For more information on products or companies (see list at right), circle the appropriate Reader Service FAX Response number(s):

For more information from advertisers, use FAX Response ntmtbcrs in brockcts-

News or Comments? We welcome your ideas about particular articles, the magazine, or news of your company (promotions, new hires, expansions, acquisitions, etc.):

fV

Marc Neils Il1tl ...........................36

Menchrnt Magazinc, The..Cover III

Quality Wood Supply,Inc. [1161.33

Simpson Strong-Tie I1OT ......-.....1t

Snavely Fomst Products If Ul...-.25

Sunbelt Materid Handling tl04l -5

Swan Secure t1121.........................30

Vicwood I1021........-.........................3

Weaber Sons, VYalter H. [f f9].....33

White River Hardwoods [f f4].....31

Williams Lumber Co. of North Carolina If 2U............................37

rilolmanized Wood (Hickson Corp.) tf0ll ......................Cover I

Zago Manufacturing Co., Inc. 110t1............ ...........18

Scllfng tothc rUEST2

Plus Alaska and Hawaii

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