Building Products Digest - November 1982

Coming in December o o .

Our Business Forecast Special Issue. A look at what's ahead in business for you in 1983. Forecasters include top names in building supply, banking and economics, and home center retailing.

Coming in January . o

Our annual Eouthern Pine Special Issue. We'll be talking about its uses, characteristics, marketing, yarding, current market conditions, and how retailers and wholesalers can profitably buy and sell Southern Pine.

ADVERTISERS: act today to be sure your advertisement is included in these two important special issues. Get your message before our 12,750 readers in 13 Southern states. Call now: deadline for the December Business Forecast lssue is November 15. Deadline for the January Southern Pine Special Issue is December 15. For information, write the ad. dress below or call (collect) (7 14) 549.8393.

More and more people are using redwood rustic siding. Because rustic siding is more economical than premium redwood grades. Yet it still has the warm, rich look that only comes from redwood.It resists insects and decay. And it ages well, with or without a finish.

Redwood rustic siding is a practical, aesthetic addition to almost any exterior. And we've got plenty of it.

Our Ft. Bragg mill is oneof the largest redwood and fir suppliers in the country. And with hundreds of distribution centers nationwide, you can order the amount you want and get it quick.

So for redwood, or fi4 come to us. We're Georgia-Pacific. And we've got all the rustic siding you need.

llBrrc got uilrat it takes.

Redwood rustic siding makes more sense than ever. And we've got all you need.

Publisher David Cutler

Editor Juanita Lovret

Contributing Editors

Dwight Curran o Gage McKinney

William Lobdell

Art Director Martha Emery

Strff Artist Nicola O'Fallon

Circulrtion Kelly Kendziorski

Building Products Digest is published monthly at 4500 Campus Dr., Suite 480, Newport Beach, Ca.9266O, phone (714) 549-8393 by Cutler Publishing, Inc. Advertising rates upon request.

ADVERTISING OTT|CES

FROilI TIIE SOUTHEAST & OXL/\.

HOMA: contact Tinorhy J. Nclsol, Markaing Communications, Inc., 5ll5 So. Vandalia, suite E, Tuba, Ok. 74135. Call (918) 49GE777.

FROM TEXAS, LOUISIANA, MISSI$ SIPH, VIRGIMA, TENNESSEE, N. CALIFORNIA AND OREGON: conuct Devil Cutler, 45(D Campus Dr., suite 480, Newport Bcach, Ca. 92660. Cdl (714) s49-8393.

FROM THE MIDWEST: contact Chdcs L. Lcmpcrly, 1230 Brassic Ave., Flossmoor, Il. 60422. Call (312)799-2166..

FROM SOUTHERN CALIFORNIA: contact Crrl Vrnn,205 Oceano Dr., [.os Angeles, Ca. 9049. Call (21 3) 472-3 1 l 3 or (714) 549-8393.

SI,JBS'IruPTIONS

Chenge of Addrcss-Send subscrip tion orders and address changes to Circulation Dept., Building Products Digest" 4flD Campus Dr., suite 480, Newport Beach, Ca. 926@. Include address label from recert issue if possible, plus nov address and zip code.

Subscription Rrtcs-U.S. and Canada: $Zlone year; $3Gtwo years; $5Gthree years. Foreign: $3(lone year; $52-two years. Single copies $2.00. Back copies $3.fl) plus ship ping & handling.

BI,JILDING PRODUCTS DIGEST is ot independmtly-ownd public* tion for the rctail, wholesle and dbtibution levels of the lumber and building supply markets in I3 buthem slqles.

Lumber lmport Duty Sought

If charges filed with the Department of Commerce and the International Trade Commission bytheU.S. Coalition for Fair Canadian Lumber Imports are upheld, a tentative duty on Canadian lumber will be imposed on March 7 , 1983, and a final determination reached by July 7, 1983.

The coalition charged that "governments in Canada seriously injure U.S. industry by unfairly subsidizing lumber exports to the United States. " In asking for a duty to be imposed on Canadian softwood entering this country, they also charged injury to the U.S. shingle and shake and fence manufacturing industries.

"lnvest In Home" Campaign

Building material dealers across the nation are launching "Invest In Your Home," a campaign designed to encourage homeowners to "Do-ltYourself, "

Announcing the program, the National Lumber and Building Material Dealers Association emphasized that this promotion campaign was developed by people involved in the building material retail business who are familiar with the types of advertising, radio commercials, brochures and other sales items which can be effectively used by dealers.

Initiated by Michigan Lumber and Building Materials Association, the obiective is to inform the consumer

that their best return on investmenr today is an investment in their own home. With the prices of lumber and building materials at record lows, the home owner has an opportunity with relatively low investment to substantially increase the value of their largest single investment, their home.

Brochures announcing the program were mailed to dealers who began ordering promotional kits in early August. Dealers were being encouraged to prepare to launch the program September I and run it for six weeks. Following the initial effort, dealer participants will be surveyed to determine the success of the effort with the idea that an updated version of the program could be launched early in 1983.

The idea has been packaged into a promotion kit for both large and small lumber dealers. The kit contains such promotional items as a large outdoor banner, 120 ft. of colorful pennants, special tags plus prepared cassette radio commercials and 12 newspaper ads. The promotional kit is priced to lumber dealers at less than $90 and contains 4 pages of ''How to get the most out of your 'Invest In Your Home' merchandising kit."

Anyone wanting more information on the program, contact your state Lumber and Building Material Association or Jac k Robbins. Secretary-Manager of the Michigan Lumber and Building Material Dealers Association, 4215 N. Grand River, Lansing, Mi. 48917, (517) 321 -8668.

New Southern Wood Group

Joining efforts to deal with issues affecting the Southern lumber industry, four lumber trade associations have formed an informal alliance called the Southern Lumber Coalition.

The executive vice presidents and offices of the Southeastern Lumber Manufacturers Association, the Appalachian Hardwood Manufacturers, Inc., and the Southern Forest Products Association make up the group.

Store Thefts Increase

Shoplifting losses in l98l rose 5090, according to figures released by the National Coalition to Prevent Shoplifting, Atlanta, Ga.

Total losses in l98l were $24 billion as compared to $16 billion in 1980. Judi Rogers, director of the Coalition, also reported that74t/o of the retailers surveyed considered shoplifting a more serious problem than employee theft.

Only 3390 of the retailers agreed with the statement that law enforcement agencies are "sensitive to the shoplifting problem and giveit the attention it deserves."

Records show that 5690 of the employees and customers apprehended for shoplifting are prosecuted, with convictions at 9090.

False arrest suits were filed by only 0.1690 of 280,000 persons apprehended, according to records.

Gan You Dig lt?

I AST month, miracle of miracles, we actualbly had some good news on the business and financial fronts. The interest rates declined an encouraging few points and Wall Street responded with some record setting sessions as people and institutions placed their bets for better times.

Yet, soon after, the pessimists began to get plenty of press as to why the good news wasn't so good. Why the lower interest rates were temporary, why a decline in business activity was practically inevitable and why, generally, things were just going to hell.

It was enough to make you wonder if we are all so shell shocked that we have lost our capacity to recognize good news.

We may also be passing up opportunities to act upon good news.

Given what business has passed through these many months, it is not surprising that a few rays

of hope produced no magic transformations. Too many recall the times last year when they bet heavily that lower rates would be permanent. The result was catastrophic losses for some, severe damage for others.

Yet there does come a point in time when we must ask ourselves if we are being too cautious in analyzing good news. Business people have long been accused of believing during good times that business will always be good. The converse is what we may now be observing: that hcause we are in a bad period these conditions will last for years.

It is important to realize that we must stay alert for the inevitable turnaround. We must retain the realization that these bad times are temporary, that all good news should not be unduly discounted and that the responsive among us will prosper mightily during the turnaround.

Wood stoves & fireplaces, a hot, new sales opportunity

A S SALES of fireplaces, Ifireplace inserts, wood stoves. and portable kerosene stoves increase, aggressive home center merchandising can develop an additional market area in accessories.

"Fireplace accessories is an area we will be expanding otr," one merchandiser explains. "As the area becomes more competitive, it's the place to make margins."

Selling under the all-encompassing label of Hearth Shop, one retailer displays wood baskets, fireplace screens, and irons, fireplace tools and coal scuttles alongside readybuilt fireplaces and wood stoves. Log totes, storage chests, and decorative items for mantel and hearth are found in this section as are old fashioned, long handled corn pop- ping baskets and other utensils for fireside cooking. Set up on a seasonal basis, the department becomes an outdoor living center for spring and summer months.

Another department that can be developed as the demand for firewood increases is the saw section.

In many areas people are cutting their own wood. Both sales and rentals of chain saws are increasing. In addition to the saws themselves, there is a growing need for blades, chains and blade covers. Hand saws, axes, wedges, safety goggles and heavy gloves are fallout items receiving their share of the buyers. Cross merchandising will place displays in both departments.

Fuel sales also can be developed if fire regulations permit. Since kerosene is difficult to obtain in many regions, some home centers are purchasing it in 55-gallon drums and pumping it on demand for customers who bring in containers. If deposits can be worked out, retailers can serve as the middleman to supply drums for customers using large amounts. Coal, boxed or bagged in easy-tohandle quantities, and pressed wood logs also can be sold.

Other related items include stove piping, metal chimney components, insulation.for walls, bricks and tiles for hearths and non-combustible wall surfaces. Gas log lighters and

gas log sets for wood burning fireplaces are additional add-ons.

Additional sales are possible with the many stove cleaning and maintenance products appearing on the market. Polishes to maintain glossy black finishes and shiny brass trim, special cleaners for Mica windows, smoke removers, and desooting products for chimneys have all been developed or revived from the past.

Development of an accessory market for wood stoves and fireplaces depends on well trained, alert sales people as much as well stocked departments. A new generation of customers is not aware of the products which will make their experiences with wood stoves and fireplaces easier and more enjoyable. The store representative must introduce the products and explain their uses. Training the employee to educate the customer is vital to the success of wood stove/fireplace sales as well as development of an accessory market.

FE]ICE OUTYOURSUPPTY PROBTETISWTTH ELDER WOOD PRESERUI]IG

Quafity fencing isn't the only ryeciahy item that Elder Wood Preserving /li /tV Co., offen. We also supply the Sunbelt region with a complete ti,ne of l// lilll osrnose K-33@pressure treated wood producrs

\Mether it's a truckload or a mixed load, we provide fast. l:llU',,

we provide fast,

dependable deliveries of Dimensbn Lumber, Timberc,

Decking and Fence Boards that will help you make a profrt.

Qualty for quality, nobody beats Elder and Osmose. Next time you order, call Joe or Mike :

l-B(X!'551{6{6 or | {m{22{655 fiouisiarn Inaound)

ESPITE SOME recent problems, building supply retailers "agressively seeking DIY business" will continue to achieve "significant growth" in the years ahead, a study by Frost & Sullivan, Inc. predicts.

"The long term trend will be for the DIY market to be more and more dominated by those dedicated to dealing with consumers on their own terms," the marketing research firm continues in its new study, DIY Merchandising And Product Trends, " A few companies that have in the past been geared primarily towards contractors will be able to do well with both types of customers, but most contractor firms will continue to have trouble adapting to the consumer market."

Analyzing the home center field, the 461-page report sees the market continuing to be segmented into three distinct camps. Convenience operations-the format for most major chains-are characterized by low service levels, medium-sized SKUcounts and sales floors, and a large number of stores per market. Service operations-which, in some cases, include an aggressive contractor business-place their merchandising emphasis on commodities and provide higher levels of customer assistance and services. Super home center operations are large, 50,000 sq. ft. plus locations, offering the widest possible assortment of merchandise, along with strong customer assistance and services.

"While the super stores' first inroads are made against the convenience-type units, familiarity with their assortments and services breeds the same customer loyalty commanded by service home centers," Frost & Sullivan comments. "Nevertheless, it is unlikely that any of the three types will either completely dominate the other or disappear in the near future.

At the same time, the outlook for DIY sections in discount department and general merchandise stores appears to have dimmed following a flurry of expansion in the late 1970s. "Besides small assortments and low quality, the DI Y shopper (in discount department stores) must also put up with a much lower service level than even the lowest-service convenience home center," the study observes. It adds, however, that such retailers as K mart and Sears, "still account for significant shares of certain hardlines categories and can in no way be

DIY market survey

dismissed by DIY specialists."

Specialty DIY operations are expected to maintain a niche, with traditional hardware and paint stores joined by new concepts developed by entrepreneurs seeking a "quick, relatively cheap means to participate in the DIY boom," the survey notes.

On the wholesaling end, the study points out that "heightened competitive pressures (exacerbated by the explosive increase in inventory carrying costs in the 1979-81 period) have

forced wholesalers to re-examine traditional business methods. Wholesalers who can make it through this period of adjustment can look forward to a long-term expansion of their role. "

Figuring behind this expansion is the tendency among some retailers to move away from distribution, "finding their hands sufficiently filled by

(Please turn to poge 36)

AD MEDIA MIX BY RETAILER TYPN Herdwrre Stores IIome Centers

Souce: Frost & Snllivan DIY Rctailcr Suvey

How to increase retail productivity and profit

rJODAY,more than ever, produc- I tivity improvement is required for survival in the retail business. but the required gains are not likely to happen through a bits and pieces approach of dealing with problems as they arise, according to Alton F. Doody, president of The Doody Co., Columbus, Oh., specialist in store planning and renovation.

"Gains will come only from a comprehensive effort," he says, "which deals with the store as a whole including employees, inventory and the physical plant itself. "

To be truly successful, sales volume must be improved while operating costs are lowered and a reduced investment is maintained.

He maintains that this can be accomplished almost exclusively through changes in a store's physical plant and equipment, recommending a five step procedure dealing with physical planning and design. Each step is intended to build increased productivity.

First, he recommends adding new selling space at little or no cost to accommodate the merchandise assortments which have exploded in size and space requirements. He calls for reallocation of space in one, two, or three ways:

(l) Turning non-selling space into selling space.

(2) Putting more merchandise on the floor.

(3) Reallocating department sizes to give more selling space to the most important categories.

Often it is possible to decrease the ratio on non-selling backroom space in favor of the sales areas to add new selling space. These reallocations move large portions of merchandise directly onto the sales

floor, eliminating double handling and backroom storage.

"Putting more merchandise on the floor," he explains, "means increased use of the cube which is basically a fixturing decision."

Reallocating department sizes to give more productive departments increased space can be a better solution to a productivity problem than enlarging the store, Doody claims.

Story at a Glance

Comprehensive five step plan deals with store as a whole... most changes are to the physical plant and equipmenl, some costing little or nothing.

His second step to increased productivity is engineering the store layout for increased traffic flow to high gross margin areas. It is important to have a layout that brings large numbers of shoppers through the high gross margin departments on their way to other parts of the store. This can be done by creating merchandise areas which are wide and shallow with merchandise frontage on major traffic aisles. The reduced distance to the perimeter walls gives dominance in presenting merchandise effectively and drawing people into the departments.

All of this increases the value of space both within the total store and within each department. The consumer who sees more has a tendency to buy more. "The concept of best adjacent departments should be coupled with wide, shallow departments for maximum results," Doody explains. Related merchan-

dise in adjacent departments leads to increased sales.

The third point to be dealt with is the merchandise presentation within the department. Doody Co. plans often specify merchandise sections of a store in 4ft. x 4ft. segments including precise fixture accessories and detailed presentation for each item.

Presentation of merchandise is important because today competing stores have essentially the same merchandise, Doody points out. What makes customers shop at one store vs. another has to do with how easy it is to shop and how comfortable they feel in the store. Creating an easy shopping environment depends on determining the proper classification impact for each area with the proper fixtures and merchandise presentation to excite, educate and motivate the customer to buy.

Fourth step in increasing productivity involves employee utilization. Store layout plans, fixture plans, height plans, traffic flow and positioning of cash/wrap stations should enhance self-service and area-wide security supervision with a minimum of personnel on the sales floor. Well-planned, coordinated systems of informative point-of-sale signing enhance self-selection and self-service substituting for one-onone personal service, DoodY stresses.

He cites cases in which with such careful planning they have increased customer service and security surveillance while cutting 5-1090 of actual payroll costs.

Fifth and final step is master planning to assure keeping the store current at lower costs. Well thought out flexibility should adapt store layouts and fixtures to seasonally or trend determined expansions and contractions of key departments. Although flexibility is there, the look must be of stability with an ambiance of cohesion and perman-

ence, all at low, front-end costs, Doody emphasizes.

Under any circumstances, Doody concludes, investment control is a fundamental concern in retailing. The elimination of unnecessary investment costs and savings on subsequent remodeling are two dimen-

sions which can not be overlooked. The greatest opportunity for eliminating unnecessary investment is in determining which items do not generate sales volume and eliminating them altogether. His company follows a I 18 point investment review schedule referred to as FAT

(fixed asset trimming) to cut fat from building and interior costs while maintaining all the muscle required for sound merchandising.

Productivity improvement is a matter of careful analysis and planning on a long range scale, concludes Doody.

Money Managing Strategy

"One common view in modern corporate life is that money management is the responsibility of a modern day specialist, the money manager; ours is that every manager is a money manager."

This is a major point stressed by Dr. William R. Davidson,chairman and chief executive of Management Horizons, Inc., a market research and management consultant firm, Columbus, Oh.

He makes it clear that there are specific strategies each manager can work with to provide growth capital for the expansion of his company. "The old ideas of money management," he explains, "are no longer effective. In fact, we can no longer predict what our short term capital costs will be-therefore, we need to maximize financial leverage to do more for less."

He proposes:

r Seek information on inventory purchases and mix from your suppliers through ship-to reports, velocity code reports, departmental analyses, gross margin analyses and summaries of area top movers.

Payroll Strategies

r Keep payroll tax accruals in high-yielding investment accounts; and develop employee incentive programs.

Accounts Payable Strategies

o Develop a cash management system; fully utilize services of financial institutions; and reexamine vendor payment policies.

Accounts Receivable Strategies

o Examine alternative methods of converting sales to cash.

r Analyze your customer mix to deterrnine additional sales opportunities.

Government ADproved Tax Saving or Deferment Strategies

o Such practices as LIFO accounting, leasing and accelerated depreciation help the manager avoid taxes and free up funds-critical during an inflationary period.

Vendor Financing Strategies

Energy Strategies

o Save money by examining energy uses to identify areas of improvement.

Employment Financing Strategies

. Explore thepossibilities of borrowing from employees.

Inventory Investment Strategies

r The manager must be aware that every purchase order is an investment decision. It is important to maintain a complete stock of fast moving items and always price them competitively.

r Negotiate terms of sales; coordinate inventory handling with vendors.

Delivery Expense Strategies

c Review needs and costof alternative delivery strategies.

With the advent of computerized management information systems, managers can "implement many of these new ideas in money management in a manner not possible in a former era," Dr. Davidson concludes.

Florida dealers unite to get iob done

f CTMTIES at the Florida Lum- Iber andBuilding Material Dealers Association's convention and exposition could best be termed up beat with hundreds of delegates and 2oolo more firms than last year meeting in Orlando, Sept. l5-17.

Incoming president Don Osteen set the mood in his post convention message to the members, saying

"FLBMDA is more than just a group of initials representing our name. It can also stand for Florida Lumber Business Men Demanding Action." This mood to unite to fight the problems threatening to bring about the collapse of the housing industry pervaded the convention.

More than 133 exhibitors displayed their building material pro-

ducts and services at the orlando Hyatt Hotel. Jack Anderson, the Pulitzer Prize winning journalist, brought along with his analysis of foreign policy some good news about interest rates and inspired the crowd with his closing: "America . . . we have the strength to overcome." In a brief message Senator Barry Goldwater gave the audience a glimpse of the world as he sees it today. Tommy Bell, an NFL referee for l5 years and a practicing attorney in KentuckY, provided laughs and serious thoughts on the economy, warning "If we don't stand for something, we'll fall for anything."

Osteen, now the 49th president of the association, is manager of the Cocoa, Fl., branch of East Coast Lumber and Supply Co. With more than 34 years in the lumber business, he has been member-at-large, treasurer, lst v.p. and president-elect. Everette Cupit, who turned the gavel over to him, was named 1982 Lumberman of the Year. He received the coveted Francis J. lgou Lumberman of the Year award from Pete Munderloh, master of ceremonies.

Story at a Glance

"We know lhero's a rgcession, bul we'Ye decided not to particlpate" . . . 62nd Florida annual lull ol enthuslasm, hard work, play, awards Osteen takes gavel . .

Those elected with Osteen are Henry Moxom, president-elect; Archie Brott, lst v.p.; Holden Welsh, v.p.; John Rourk, v.p.-elect; Charles Nicholson, treas.; Everette Cupit, immediate past pres.; Bob Jaycox, past pres.; Jim Attaway, national dealer director; Jim Yakle, memberat-large.

Directors are Jimmy Hayward, district l; Steve Pigott, district 2;

LOTS OF meetings, exhibitors. Dealers express optimism FLBMDA's The Main Event

ACII0N as delegates attended stood in line, and shopped 133

(Pleasa turn to pdee 38)

Rural Carolina dealer profits with good management

EUQUAY-VARINA, N.C., A f- small trading center for a large rural market, has been served by Stephens Supply Co. for nearly 50 years.

Founded during the depression as a country general store, selling feed, seed, farm supplies, hardware and groceries, it has grown and matured to become a full-line building materials dealer. The business handles $2 million in retail and contractor sales with one major facility and two small nearby locations. The FuquayVarina site includes a 10,000 sq. ft. showroom, 40,(X)0 sq. ft. warehouse and five acres of property for expansion. About 2O to 25 people are employed.

Primarily retail oriented, Stephens Supply has four departments (building materials, hardware, plumbing-heating-electrical and decorating) to serve the product needs of its retail and builder customers. A custom picture framing section is due to open soon.

Wray and Fred Stephens, sons of Isaac Stephens, founder, now manage the business which is affiliated with Builder Marts of America. Stephens was one of the

first dealers to affiliate with BMA back in 1966.

With amasters degree in education and a teaching background before entering the building materials business, Wray Stephens terms the relationship "very good and productive, especially for me, personally."

"Seminars and workshops were very helpful to me in developing strong business skills and industry acumen," he explains. "We've attended profit planning and budgeting workshops and youth-inmanagement, administration and internal controls and yard management seminars." The firm par-

Story at a Glance

Rural building supply retailer uses modern management techniques . . . gross profit dominates thinking .. . computer reports give prompt comparisons of goals and results.

ticipates in the buying program and uses the advertising program to reach potential customers.

Installing a computer two years ago has brought a psychological change at Stephens Supply. "Profit is now our number one concern," Stephens said. Hoping for atwo year payback on this $80,000 investment, he recovered all costs in I I months with a 690 gross profit margin improvement generated from the date forward.

"Department managers are now managers," Stephens said, "instead of being just buyers and sellers." Because all compensation is tied to gross profit, employees are very concerned about their performance. Everyone checks weekly profit reports to see how they're doing. They compare results to goals set in sales, gross profit and inventory turns.

Other advantages of the Aid-in Management, Inc. system are detailed reports which enable management to solve problems almost daily.

DEVEL0PING lrom a country general store, Stephens Supply Co. has served FuquayVarina, N,C., and the surrounding tobacco and farm area lor almost 50 vears.

More info on paints, stains

Part two of a two part series on selling paints and related materials

lN ADDITION to rhe latex and oil I based paints for interiors and exteriors use, your paint department clerks will often find it necessary to advise customers on usins other mediums.

Lacquer is a finish with special requirements. It is fast drying, but hazardous to handle. Fumes are noxious and the danger of fire is great. Lacquers can be applied only over other lacquers or on new wood. They should not be applied to asphalt base linoleum.

Because they dry fast, the clue to success is to work quickly and not go over the same spot twice. A 50-50 mixture of lacquer and lacquer thinner is recommended.

Varnish has no pigment so it gives a transparent, protective coat that allows the grain of the wood to be seen. High gloss, semigloss, satin, or flat finishes are available.

There are manv varnishes. each formulated for a'special purpose. Spar, urethane, vinyl, and alkyd are

among those available. Water clean up is an advantage of some. All must be applied to a clean, dust-free surface in a dirtfree area with a clean brush. Dust is an enemy of the wet surface.

Story at a Glance

Paint run-down continued stains, finishes, preserva- tives inlormation your staff needs to help customers.

Polyurethane varnish is a favorite for heavy duty jobs.lt is primarily used for floors, but can be applied to interior wood surfaces. furniture. paneling, cabinets and trim.

]lou rrucfi paint rill I necd?

To determine the amount of paint required, iust add the length and width. Multiply that number by the height and then multiply that number by 2. (L * W) x H x 2 = Surface area in square feet. Be sure to subtract the surface area of anything you do not intend to paint (e.9. windows, doors, etc.) lrom your total. For pitched rools and gables, mulliply the height of the peak by 1/2 the width, then add this total to the sguare foot total of the below roof line area. The combined total area will provide a reliable yardstick for your paint dealer to determine aoproximately how many gallons you will need for the job.

Shellac also is transparent. It drys rapidly because it has an alcohol base. It is not waterproof and spots readily. Wood stains are applied to bare wood to change its color. accent the natural grain. and protect the surface. There are stains for both exterior and interior.

Exterior stains which are primarily oil or latex based become part of the wood and weather with it. They can be applied to rough and unfinished or previously finished surfaces. even damp surfaces. The latex stains do not have the moisture protection of the oil base stains and should be applied only to woods u,ith good natural resistance such as cedar. redwood and cypress.

Interior stains are formulated in two basic types. pigmented or dye. Pigment types apply easily with a brush or roller and are wiped to control the depth of stain. They finish without brush or lap marks. Because they are opaque. they may hide some of the grain detail and give a slightly dull finish. They are suitable for large areas such as walls or floon.

Dye stains are difficult to use. Most come as a powder which must be dissolved in wster, oil. lacquer solvent, or alcohol. Water and solvent dye stains are best for the amateur.

They have advantages of penetrating to lock in wood fibers without hiding grain detail. Compatible wirh any previous finish and easy to mix. they do not fade. Proper preparation is necessary. Wood must be wet to raise the grain and sanded before applying dye stains.

Non-grain-raising (NGR) stains also are good for do-it-yourselfers. These are-pre-dissolved in a solvent. Because they dry fast, it is necessary to work quickly to avoid lap marks and an uneven finish.

Special stains such as varnish stains to darken, tone, shade and seal wood, blending stains for touch up and repair, and aerosol stains fc blending also are available.

Aluminum paint can be used on almost any intdrior or exterior surface

Georgia-Pacific comes home to Georgia

1f FTER spending almost 30 years rin the Northwest, GeorgiaPacific Corp. has come home to Georgia, recognizing that their major markets have shifted South.

"The reason we decided to move," explained Robert E. Flowerree, chairman of the board, "was so that management could get a better handle on what is going on. You can't find out what's going on from 3,000 miles away. This is where the action is. "

Over four years of planning went into the move which brought employees across the country from Portland, Or., with 250 vans of corporate baggage. The Augusta, Ga., office also moved with alrnost 150 employees.

Home for Georgia-Pacific now is a 52-story reddish-brown granite tower on Peachtree St. at Margaret Mitchell Square in Atlanta. On the site of the old Lowe's Grand Theater, it is the tallest office structure in the Southeast.

Costing more than $150 million, the headquarters took three years to build. Georgia-Pacific Center has 1.2 million sq. feet of office space with two restaurants, a 250 seat theater and an exhibition hall. A full-scale health club and outdoor jogging track built on the roof of a parking garage for over 800 cars is located behind the main tower, joined to it by a pedestrian bridge over Ivy St. Georgia-Pacific will occupy about 5590 of the structure.

Attracted by the growing plywood business in the Northwest, the company, which was founded in Augusta in 1927,left the south in 1953. At that time the annual sales were $66 million. Employees numbering 3, 500 handled 14 plants and 37 wholesale warehouses. Now G-P has 44,000 employees, 24O mills and plants and I 50 wholesale warehouses.

Much of this growth has been based onSouthern operations. When the company developed bonding agents for Southern pine plywood,

they began a shift from the Northwest back to the South and now make seven times as much plywood and l0 times as much lumber from Southern

Sfory at a Glance

G-P Center called ultimate office environment in Atlanta relocation completed desplte recession company comos to "where the action is."

pine as from Douglas fir. The building products division, the world's largest manufacturer of plywood, also produces lumber, roofing materials and wall board at I l0 plants. Sales were $3.1 billion in 1981.

At present, Georgia-Pacific is feeling thepinch of therecession as much as other housing-activity oriented firms, but most economic forecasters feel that the combination of the company's history of aggressiveness and Chairman Flowerree's energetic "operations" approach will keep the company alive and well.

T0WERING 671 feet above Peachtree St. in downtown Atlanta, Georgia-Pacif ic Center has an exterior facade ol sunset red granite

from Austin, Tx. Deep rose granite is used in the lobby and sidewalks. This model shows that the structure is the tallest in the city.

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Remodeling continues to thrive . . figures show that for every $ spent on new construction now, $1.10 to $1.20 is invested in residential remodeling . . No. I replacement product is windows with wooddoors No. 2 Hsrdwood lumber production in Sept. (latest figs. available) was up 390, orders l9o and shipments 890 . .

New construction of singlefamily homes rose 6.670 in September reaching the highest level in 14 months . . overoll housing starts climbed 14.4V:o boosted by federally subsidized multiples home mortgage interest rates averaged I3.38Vo nationally with two large lenders dropping to 12.75V0. .

Firestone will build a multimillion $ rubber roofing plant in Prescott, Ar. . . Ecco Inc,, a Morrow, Ga., truss mfr. with door fabricating operations in Conley, Ga., has purchased land in Ga. for expansion Schlage Lock Co. has received a Nautilus Award for its contribution to the development of St. AndrewsCommon, Greenwood, S.C., and Port Tierra, Dunedin, FI....

Slaughter Brothers, Inc., Dallas, Tx., reports a net income for the last quarter of lsa per share compared with 20 per share a year ago and 9 month figures showing 160 gain versus l4o loss for same 1981 period . Wickes Co., Inc. figures claim second quarter im- provement Scotty's Inc., Winter Haven, Fl., reported sales for 5 weeks ending Oct.2 increased l39o from a year earlier . .

James McGowan, Cotton Plant, Ar., and Edsel Adams, Adams Plywood Co., Memphis, Tn., have agreed to buy the Weyerhaeuser Co. hardwaod

mills in New Freedom and Jefferson, Pa., and Hancock, Vt. . . South East Lumber Co., Pompano Beach, Fl., has bought Dontzler Lumber and Export Co., a Fl.-based subsidiary of Koppers Co., Inc., Pittsburgh, Pa....

Union Comp Corp. has opened a sales office in Folkstown, Ga. . Powell Lumber Co., Lake Charles, La., has closed its sales office in Dallas, Tx. GeorgiaPacific is resuming full production at the Logansport, La., plywood mill; it recently closed the mill at Warm Springs, Ga., for twoweeks...

Vsncouver Plywood is reopening the former Boise Cascade plywood plant, Fisher, La., and sawmill, Florein, La., which they have purchased . Willsmette is opening its plywood mills at Taylor, La. . International Paper Co. has resumed normal work schedules at the Springhill, La., plywood' plant Great Southern Plywoodhas shut down foramonth...

Hechinger plans to open a Winston-Salem, N.C., store in Feb. '83 with other stores scheduled for Charlotte, Greensboro, Durham and Raleigh Bay City Material and Supplies Co., Bay City, Tx., has been purchased by George Natsis and Josh McCown.

Benson Lumber Co. celebrated its 66th birthday with a picnic for all l0 Ok. yards' employees and their families

Causewoy Lumber Co., Fort Lauderdale, Fl., has re-opened its Boca Raton, Fl., operation, closed Red Thumb units in Plantation and Margate and opened one in Bonita Springs . . . Hubbard's Hardware, Memphis,.Tn., recently held its grand openlng . .

Scotty's expects to relocate its Deland, Fl., store in March . . Everitt-Moore Lumber Co. has bought Keyes Lumber Co., Keyes, Ok. . . . Bowie Lutnber Co., Ltd., Thibodaux, La., is contesting the market value land assessment applied by the local assessor Leroy Baca and EIza Walston have no plans to rebuild the Limestone Building Center, 1nc., Groesbeck, Tx., which was destroyed by fire; the suspected arsonist is now beins tried in court. .

Ray L. Whiteand Sons Lumber Co., Morehead, Ky., is seeking a community development block grant of $200,000 from the state of Ky. to build a kilnoperation. Arch Creek Lumber Co. Inc., Miami, Fl., has purchased several pieces of commercial retail property in No.Miami for $431,000.

Handy Dan, San Antonio, Tx., has opened its l5th store in DeSoto (Dallas/Fort Worth metroplex) . . McCoy, San Marcos, Tx., is dickering for new sites in Amarillo, Conroe, Huntsville, Waco and Longview . .

Paty Lumbea Piney Flats, Tn., is remodeling its Johnson City, Tn., store to a d-i-y format Lowe's, Charlotte, N.C., is planning a 20,000 sq. ft. version of its RSVP store design . . The Home Depot will add two new units in Orlando, FI... Lindsley, Miami, Fl., is for sale along with other Evans Products retail stores. .

Scotty's Inc. is being sued for $l million by the parents of a Bartow, Fl., child killed when a selfservice cart of lumber toppled Kero-Sun /nc. (portable kerosene heaters) is filing suit against the NBC-TV program Consumer Reports and Betty Furness for alleged inaccurate reporting on theirproduct...

The Nationol Kerosene Heater Association has moved to First American Center, Nashville, Tn . . TheNarionalKitchenCabinet Association has moved its Hq. to 6711 Lee Hwy., Arlington, Va.

Oklahoma convention sets records

THE 36TH Annual Convention I and Merchandise Mart of the Oklahoma Lumbermen's Association Sept. l0-12 in Oklahoma City's Myriad Convention Center demonstrated that the building materials industry in Oklahoma is as healthy and strong, perhaps more so, as most other sections of the nation, according to convention chairman Glen Haney.

"Registered dealer attendance was greater by six this year when compared to 1981," he said. The audit revealed the exhibitor sales volume exceeded the l98l total by slightly more than $200,000.

Also pleasing, Haney explained, were more exhibitor displays this year than ever before in the 36-year history of the event. A total of 197 display units were occupied by 125 firms. Last year, 104 firms occupied l8l display units.

An analysis of event attendance during the convention showed that dealers were slightly more conservative in their expenditures for breakfast, luncheon, and banquet programs and entertainment events. For example, Haney said, 2,106 peo-. ple purchased tickets and attended six different functions during the weekend in 1981. This year 1,954 tickets were purchased for the same six events.

"Generally, our audit shows this year's show was better in most all respects than our 1981 show," Haney said. "In view of the continuing depressed housing market, we are quite satisfied." His committee included Jim McKeller and Norman Rollins.

Irvin R. "Bud" Blakley was elected president. Owner of Blakley Lumber and Carpets in Davenport, he has previously served the OLA as a District 2 director as well as convention 'co-chairman and chairman. He also serves on the insurance committee.

Elected vice president was Glen Haney, Phillips-Haney Lumber Co., Coalgate. His service includes a three-year term as District 3 director followed by one year each as convention co-chairman and chairman.

Story at a Glance

Attendance up sales strong.. officers elected .. 37th annual set for Oklahoma City.

Tapped to serve a second year as association treasurer was Bill Roach, Roach Lumber Co., Oklahoma City. Six new district directors were elected: District l, Floyd Burton, Morrow-Gill Lumber Co., Sand Springs; District 2, J.A. Guerin, Cook Lumber Co., Muskogee; District 3, J.D. Ollie, George Ollie's Lumber Co., Spiro; District 4, Ken Rothschopf, The Lumber Mart, Guymon; District 5, William V. "Bill" Carey, Jr., Carey Lumber Co., Oklahoma City; District 6, Henry Bockus III, Gordon White Lumber Co., Lindsay, Tuttle and Pauls Valley.

Associate directors named are

Clark Wiens, Cedar Creek Wholesale, Tulsa, and James Hays, Rounds and Porter Co., Oklahoma City.

These men will take office effective Dec. I with formal installation at the fall meeting of the board of directors in early December.

The Buyers Contest prizes were awarded to Jim McKellar, Jr., M & M Lumber Co., Tulsa; Bob Smith, Smith & Sons Lumber Co., Anadarko; Sonny Richardson, Norman Builders Supply, Norman; Pete Currie, Flintco Lumber & Components, Edmond; Agatha Baker, Caton Lumber Co., Enid; Wayne Cheatwood, Hope Lumber & Supply, Pryor; Doug Blankenship, Big L Home Center, Edmond; Gene Coleman, Elk Supply Co., Clinton; Buddy Musgrove, Musgrove Lumber & Hardware, Wynnewood; Lester Blaser, Bank Lumber Co., Enid, and O.H. Woods, Jr., Overlees-Woods Lumber Co., Bartlesville.

The 1983 convention committee has already met to plan the 37th Annual Convention and Merchandise Mart September 9-ll at Oklahoma City's Myriad Convention Center.

assn. service. lmmediate past president Robert Davenoort made the Dresentation at the President's Dinner.

C0I{VENTI0N recognition honored Mike Morgan (ilght), retiring president of the 0klahoma Lumbermen's Association, for his

FAMOWOOD

is the PROFESSI0iIAL'S Att PURP0SE PLASIIC

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Can be used under Fiber Glass! 4&=&** .^- c^-^,-^^r !

Ready to use right out of the can, Famowood applies like putty-sticks likeglue; dries appli-es like glue; quickly; won't shrink; takes spirit stains, and will not gum up sander. Waterproof and weatherproof when properly applied. aQ

NOVEMBER

Kentucky Lumber & Building Meteriel Deelcn AssocirtionNov. 7-9, Marriott Inn, Lexington, Ky.

National Hardwood Lumbcr Associrtion-Nov. t-12, lumber inspection course, Haywood Technical College , Clyde, N.C.

Lumbermen's Association of TexrsNov. 10, financial planning seminar, Baylor University, Waco, Tx.

North American Wbolesde Lumber Associetion-Nov. 12, regional meeting, New Orleans, I.a.

Nationd Hrdwood Lumber Associrtion-Nov. 15-19, lumbcr inspection course, University of Kentucky, Lexingon, Ky.

North American Wholesele Lumber Associetion-Nov. lt, regional meeting, Atlanta, Ga.

Nationrl Lumber rnd Building Mrterid Derhn AssocirlionNov. 1t-21, 66th annual convention, Contemporary Hotel, Walt Disney World, Orlando, Fl.

DECEMBER

Alpine Engineered Produc'ts, Inc.Ilec. l-4, Fabricators Workshop, Disney World Convention Center, Orlando, Fl.

JANUARY

Bclknap, Inc.Jen 1617, Market, Hyatt-Orlando, Kissimmee, Fl.

National Houscwues Menufecturers A$odrtionJrn. 17-20, 78th International Housewares Exposition, McQormick Place/McCormick Place West, Chicago, Il.

Nationd Associstion of Homc BuiHersJrn. 21,25. 39th Annual Convention & Exposition, Astrohall-Astrodome complex, Houston, Tx.

Americen Herdwrre Supply Co.ltn.25-%, lst Annud Merchandise Market, Hyatt Regency, Orlando, Fl.

National Woodwork Mrnufrcturers AssoddionJrn. 29Feb. 3, Professional Golfen Association Sheraton, West Palm Beach, Fl.

Americen Hrrdwrre Mrnufrbrcn AssocbdotrJrn. 3lFeb. 2, Winter National Hardware and Home Center Show, Las Vegas Convention Center, Las Vegas, Nv.

FEBRUARY

Mississippi Building Mrtcrid Dedcrs AssocirtionFcb. 10-12, 57th Annual Convention and Building Products Trade Show, Royal D'Iberville Hotel, Biloxi, Ms.

Hardware Associetion of thc VirginheFeb. ill-15, convention, Holiday Inn of Old Town, Alexandria, Va.

BuiHer Mrrb of Americe, Inc.Fel. t2.A, l2th Annual Independents Days products and management s€rgvices exposition, Atlanta Hilton Hotel, Atlanta, Ga

Internetionel Homc Cenler Merleting ConfennccFcb. 26, Convention Center, Dallas, Tx.

Want to see your organization in print? Send us information including date and place on your next meeting, convention, or social event for the Calendar. Please make sure that we receive it rt lcest sir weeks ahead of the drte and be sure to include your name, address, and telephone number.

What to expect from

an executive recruiter

IIATCHING the right person

IUlwith the right job is no simple matter today as businesses become more sophisticated and regulations more stringent.

Because of these problems, many firms and individuals are seeking out executive recruiters while others are wondering if they should and what they can expect from such services.

Joe Maugans, Maugans and Associates, Birmingham, Al., summarizes the effectiveness of specialized recruitment work in this way. "Besides saving the employer time, our consultation helps eliminate common barriers such as bias, snap judgments and decisions based upon heresay. In fact, uncovering the dimensions of a candidate's past performance, andverifying those dimensions, is an important part of what we do."

With a background including being president of Merrill Lynch Wood Markets, Inc., Portland, Or., and v.p. and general manager of Steel City Lumber, Birmingham, positions in other related industries and a BSBA degree from the University of Florida, Maugans explains "I can relate well to the employer's needs since I have worked in many levels of the forest products industry. This

helps me pre-qualify the job hunter too. It saves both of them time, and it can help gain better earnings for the job hunter."

"As sure as marketing and distribution are more competitive and demanding today, so are forest products related jobs, " he says. "The industry once had a great number of smaller companies utilizing a larger work force than today. Now, the companies are larger and fewer while the industry is more widespread and more complex."

"A man can no longer go from 'camp to camp' until he gets a job like he could just a decade ago," he adds. "Both lumbering and jobs in the lumbering industry have become so sophisticated that the people needed to fill a job may not be the ones next in line to apply. A personnel manager could wait a long time for a man with the right qualifications to come along. It takes broader coverage to match man to job."

"I maintain communications with employers everywhere and visit their operations to make certain the correct job profile is understood by both parties. "

Communications are important. A recruiter must keep informed of all industry happenings to learn of shutdowns and layoffs where qualified personnel may be "dumped" onto the job market in one geographic area while jobs are available in another area.

Maugans is a member of the Southern Forest Products Association, the North American Wholesale Lumber Association and Hoo-Hoo International, the lumberman's fraternity.

EXECUTIVE recruiters can solve employment problems for both the employer and employee. Joe Maugans explains some lacets of recruitment.

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Home Center Merchant

BILL FISHMAN :i:i:i:il::l:ir:i::::l:i::;::I::i:11

Bill Fishman & Affiliates

11650 lberia Place

San Diego, Ca.92128

lltE wERE flying about t500 feet UU above the sround in a Cessna 172. Never before h-ad I felt so safe in a small aircraft. In an emergency we could have landed anywhere. During the entire 90 minute flight I spotted only a few houses.

Finally a city appeared on the horizon. Steve maneuvered the plane to give me a good overview of the community. He spotted his yard and retail showroom, the few competitive hardware stores, and the tralfic arteries into town. During the drive from the airstrip to the store I mentally reviewed all the possible reasons for some of his potential customers to shop at his nearest lumber competitor 170 miles away. My guesses were wrong.

Two years earlier Steve had joined a hardware buying group. One of the collateral benefits was a well designed advertising program. The group supplied him with easy-to-use module advertising materials that allowed Steve to create his own very professional appearing ads with a great supply of hardware and houseware artwork and copy. It was simple to prepare good-looking weekly ads with this material.

Steve and I slowly reviewed the last two years of ads. Can you imagine his shock when he realized that it had been 17 months since he last showed a piece of dimension lumber in the newsPaPer? Fifty-nine weeks since paneling w:rs promoted and not one mention of millwork during the two years.

All the selllng tools you need from managers manual, sales desk manual, LaBelle tapes, consumer sales and "howto" materials to deck diagranns. lf you want to sell woocl -A^ deck systems. Erecto- a9\) Pars the one to

lroi,*E-inror-ro,-ttanTofr

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OAKWOOO MANUFACTURING, INC.

ManufacturcR & Distributo6 ot Eredo-Pet wooct Deck Systems & Acc$sofles

PO. Box 519/ Oxford, Mlchlgan /8051

I was prepared to find that his store was poorly located. It wasn't. I suspected the merchandise selection was bad. I found it excellent. I imagined high prices. But Steve was more competitively priced than any other retailer I had ever worked with who had "the only game in town." The store layout was good too. The sales help was pleasant, attentive, and well schooled in product knowledge. Even the displays and signing were more professionally prepared than I expected. Each department was well presented in the showroom from lumber and building material to housewares.

I then surmised that Steve's concern about his advertising program could be well founded. That was his original motive for retaining our company-to survey his advertising activities and find why they failed to deliver the sales projections.

Steve brought out the scrapbooks containing two years of the store's advertising. Before lifting the covers I envisioned hard to read layouts, ineffective copy, poor product illustrations, and bad newspaper reproductions. I was wrong again. The ads were crisp, well written, and easy to read. But only l0 minutes into my review of the old tearsheets the problem became obvious.

"When did you go out of the lumber business?" I asked him.

"Go out of the lumber business?" he answered. "Are you crazy? l've got the largest lumber inventory in two counties. "

"Not in print you don't," I replied.

His customers were shopping the big city yards because inadvenently Steve had allowed his advertising to alter his company's positioning in the market. He had destroyed his lumber image to promote for traffic.

The turn-around was swift. Lumber was promoted in at least 5090 of the space in the new ads, and the store instituted a periodic inexpensive direct mail program to builders and contractors.

The story you have just read was not my most recent experience with building material retailers who allow non-lumber to dominate their advertising. It was my lirst experience as a consultant. The year was 1974. Since then I've seen the same syndrome much too often.

It's an easy trap to fall into. There's a lot more variety available promoting non-lumber items. while it takes some creativity to prevent repetition and stagnation in lumber advertising. Without changing the presentation and the product illustrations, lumber ads can soon look tired. But relief is on the way.

Building material manufacturers and distributors are beginning to recognize that it's their obligation to keep the retailer supplied with current ad materials that allow them to keep their lumber image. The hardware wholesalers too are adding more and more lumber modules to their syndicated advertising programs.

I nexpensive advertising systems featuring lumber are available through newspap€rs and other industry art and advertising sources.

Most retailers will collect these advertising aids. A few will know when and how to use them. Watch them grow!

le-r"a*-"oiwooT lDeck,swtems and sales aicts, send coupon. I NAME-

Out Fox Tag Switchers

As the profit squeeze gets more acute, it becomes increasingly necessary to stop pilferage, " unauthorized markdowns," and price-switching. For maximum security, your pricemaking system should use tags and labels that are not switchable.

These suggestions will help you achieve the security you need:

(1) Never use handwritten tags or labels. This is an open invitation to price-switchers to "write their own tickets."

(2) Don't give a label a "handle" for easy peel-away; always apply labels away from the edge of an item or carton.

(3) Use the right tag or label for the job. Self-adhesive labels are fine for metal, plastic, glass, etc., but they are easy to remove from fabric. For fabric items, attach tags with tough, f lexible plastic fasteners.

(4) Pricemark books on the inside of the cover, not on the paper jacket which can be easily switched to a higher priced book.

(5) Don't label the carton alone; also label the item inside it, since the item can be switched to a lower-priced carton.

(6) Don't label lids of caps of jars and aerosol cans; they are too easy to switch. Label the side or bottom of the item.

(7) String tags attached by looping invite easy removal. Put a security seal on the string, or use a strong, plastic fastener.

(t) No adhesive sticks well to a cork surface. Apply label to a metal, glass or plastic part of the item if possible.

(9) Make a small hole in sealed, plastic bags and mark the item inside. Don't label the bag itself, since it's a cinch to slit these open and switch the merchandise.

(10) Never apply a pressuresensitive label on top of another label. Remove the old label first. It's too easy to peel off a new label and get the "old" price.

(11) For marked-down items, put a special control number on the new tag or label for quick verification.

(12) Expensive items deserve extra precautions. Hide a second verification tag. This tag

should be referred to at the cash register.

(13) Train your checkout clerks to look for evidence of tampering, such as a torn break-away tag.

(14) In general, observe common sense security practices, such as keeping your marking room clear of unauthorized personnel and never leaving tags and marking equipment unattended and accessible.

GATLIN REPORT

We are right in the middle of planning and working hard for the success of our Annual Convention and Building Products Trade Show. The convention committee has put the agenda on the drawing board and vows this will be "the best convention and trade show in our history." Prices for the social functions will be reduced drastically and two new entertainment features have been added. The old Mississippi "boll weevil," G.V. "Sonny" Montgomery, Congressman from the third district, will be our keynote speaker at the all-industry luncheon. We will do everything possible to make you welcome, and feel at home at our annual "family reunion," so now is the time to start making your plans to be at the Royal D'Iberville Hotel in Biloxi on February 10, ll and 12, 1983. Members will be

receiving the convention registration and hotel reservation forms in December and nonmembers will be extended an invitation to our convention.

We had three excellent workshops during the year. Bill Dieruf's "Successful Management Of Independent Business," The Pence Brothers' "6 Ways To Improve Return On Investment," and The Western Wood Products Association's "R€tail Lumber Seminar." I like what the Pence Brothers have to say about seminars: "One of the b€st business investments possible is education and training of your p@ple." We plan to increase our educational programs in 1983, but promise to bring you only the "top quality" workshops. We will have a workshop in either Oxford or Tupelo in early 1983. More about this later.

Now getting back to business at hand. I have been traveling over the state lately and have found the lumber and building material dealer doing some real "shonuff" good business. Their attitude seems better. I heard very few complaints about business conditions. My advice to all is to continue to take a firm positive attitude. Stay abreast of any and all problems that you may face in the future, go after the customers that are out there, and don't worry about the past. Gear up for the changing market conditions. Spend your advertising dollars where you think it will do you the most good. Fix-up, clean-up, and stock-up your store with merchandise that will produce a fast turn over and make you a good profit. Boast about your services-delivery and credit, but keep a sharp eye on expenses and account receivables.

Our building material dealers woke up one morning not too long ago and read this headline,

"New Mortgage Money To Be Available For State's Home Buyers."

The Mississippi Housing Finance Corporation sold $127 million in bonds to be used for subsidized housing. This will benefit about 2800 Mississippi home buyers and the money will be available to them at about l29o interest. The loans would be growing equity mortgages, or GEMs, meaning more money paid in the fust ten years would apply to the principle, and result in repayment in l6 years in place of 30 years. These little "Gems" will boost our housing economy and put some unemployed contractors back to work,

is Ascocladon

of Telas

TOPICS

sR. JOE BUTLER, executlve vlce precldent

Ai,''"'*t:\'":'iH3""::liJ'lTiT;

unemployment insurance problem.

The major provisions of House Bill No. I changing the unemployment compensation tax rate for Texas employers (effective Oct. l) are as follows:

(1) Annual taxable wage base for fourth quarter 1982 will remain at $6,000 per year. Beginning January 1983, annual taxable wage base will be $7,000 per year.

(2) Maximum experience tax rate on annual taxable wages has been changed from 4.090 to 6.090 beginning January I, 1983.

(3) The Unemployment Compensation Fund floor will remain at 5225 million.

(4) Should the Trust Fund be depleted on October I of a given year, the new surtax rate would be 5/10 of 1.090 of annual taxable wages.

(O The Governor is authorized to borrow money from the Federal Government to replenish the Trust Fund.

(O The penalty and interest for delinquent unemployment insurange tax contributions has been changed from 1.090 to 1.590 per month.

For the first time in the history of the state, lumber yard and building material dealers employees now can b€ dividd between strictly store employees who do no yard work, and all other employees and yard, warehouse, drivers, etc. for workers' comp€nsation rates. The store employee classification is Code 8O58 and the other is Code 8234.

The State Board of Insurance has approved new workers' compensation rates effective as ofSept. I, 1982. Therateapplicable per $1fi)ofpayroll for Code E058 is $2.42 and the rate for Code 8234 is $6.79.

It is most important that you separale your payroll between store employe€s and yard employees. Store employees must be confined strictly to store duties.

GAYLON STACY executive vlce president

flUn mid-winter meering cruise, YJan. 8-15, will be aboard the M/S "Song of Norway" to the Western Caribbean.

This ship is one of the world's most luxurious floating resorts. Service is indescribably wonderful. The ship makes three ports of call during the cruise: Georgetown, Grand Cayman; Montego Bay, Jamaica; and Cozumel, Mexico.

Three lavish multi-course meals are served daily, along with mid-morning and mid-afternoon snacks and fabulous midnight buffets. Entertainment in-

cludes three all-star variety shows and four late-night shows. Recreation opportunities aboard ship are limitless.

From January I through September this year our membership has increased by 24 new retail members and I I new associate members. During the same period, 16l retailers and 69 wholesalers renewed memberships.

New retail members are Currell's Lumberjack, Inc., Elk City; Grand County Homeworks, Grove; Chapman Lumber & Hardware, Pauls Valley; Jack's Lumber & Home Center, Prague; House Lumber Co., Antlers; Elmore Lumber Trade Center, Elmore City; Y

CAROLINAS

A ltrrOUGH business conditions -still are reported as being poor by most, both dealers and suppliers, there seems to be a little more optimism about the future.

Interest rates have started downward. Most economists believe the recession has

bottomed out. Also, the Reagan administration seems determined to reduce the federal deficit with his tax reform legislation. The demand for housing is still there and will continue to grow.

In a recent survey conducted by a special committee appointed by North Carolina's Governor James Hunt, respondents reported that the supply and

Supply, Inc., Langley; Select Paneling, Muskogee; Velma Lumber & Builders Supply, Velma; Timber Products, Inc., Tulsa; Whitcomb Lumber & Supply, Woodward; and Hughes Lumber Co., Shawnee and Stillwater.

Others are Gordon White Lumber Co. , Pauls Valley; Stigler Lumber & Supply, Stigler; Carnegie Lumber Co., Carnegie; Frederick Lumber Co., Frederick; Hooker Lumber Co., Hooker; Marshall County Builders Supply, Kingston; T.H. Rogers Lumber Co., Bristow, Hugo, and Madill; Curtis Building Center, Perry; and Chelsea Lumber Co., Chelsea.

New associate members are Hefners Block Plant, Wagoner; Carey Interests, Inc., Oklahoma City; Sunbelt Moulding, Inc., Dallas; Dubie-Wells Insurance Agency, Tulsa; C.I.G. Contracting, Inc., Lawton; Dave Riley Construction, Clinton; Curd-McCrary Lumber Company, Tulsa; Chapman Construction Co., Lawton; Midwest Steel Corp., Oklahoma City; Spitler Auction, Inc., Prague; and Rockwool Industries, Belton, Tx.

expenses of housing is one of their top concerns. As future growth in the Carolinas looks very promising so does the continued growth of our industry. Don't despair,recovery is coming.

At CLBMDA's Young Carolinians Summer Idea Exchange new officers and directors were elected.

They are Bob McCarley, Myrtle Beach Lumber Co., chairman; Chuck Campbell, Black Mountain Lumber Co., vice chairman; Gene Tanner, Waccamaw Lumber & Supply Co., sec.-treas.

North Carolina directors are Robby Hoyle, Cleveland Lumber Co.; Linda Simpson, Southern Woodworks,; David Barringer, West Durham Lumber Co. South Carolina directors are Whit Shaw, Shaw Lumber Co., and Wilson Mishoe, Waccamaw Lumber & Supply Co.

by Don A. Campbell

lF SOMEONE were to ask me to name Ithe most important ingredient in the successful operation of a retail lumber yard, I would unhesitatingly say that it is the knowledge of the things your customers want and need.

We spend countless hours trying to buy our merchandise at the cheapest possible price. We seek out weak suppliers who, under pressure, will give us a special discount. Invzuiably we use this price concession as the irresistible bait to lure customers into our place of business. As a rule, we pitch our entire approach on

price, never giving any consideration as to what our customers need or what we can do to fulfill those needs with a minimum of effort on the part of the consumer and the maximum of service on our part.

We just €rssume that our customers need what we have been able to buy and that the price concessions we make will create in the customer a consuming desire to separate us from the merchandise we so temptingly offer. But knowledge and experience are the best guideposts in steering our business through any roadblock that gets in our way.

Home centers have been springing up like discount stores did in the late'6Os. There is no doubt that these stores do mean more competition and that com'#fii:iliiisjlf;1::':i.i_iiiliiiiir.?.tl.ijll'.llil?.iii:+lilliil-q::.::i.1iir-1'-i-1iliill.liE 9,i:t::tji:iif,'.i

ARKANSASA OKLAHOMA

BOB JOHN execudrrc vtce presfdcnt

TUE DEPARTIvTENT ol Housing

I andUrban Development iscurently considering extending the masonry construction exemption for thermal performance standards for minimum property standards (MPS). An extension of the masonry construction thermal exemption would affect all lumber and material dealers located in Arkansas and all dealers in Oklahoma except for those located in the panhandle west of Beaver.

Masonry construction exemptions now exist in the states of Arizona and Florida. The effect of the relaxed thermal standards for masonry construction would establish a HUD minimum property standards preference for masonry construction over wood frame construction.

Because of the potential negative effect on our wood frame construction industry, should HUD adopt the new staff proposals, dealers are being asked to write HUD Secretary Pierce. Essentially, the letters should demand that HUD withdraw the masonry thermal exemp-

tion staff proposal. The prime Congressional sponsor for HUD to reconsider the staff recommendations and restudy the overall issue is Republican Senator Mark Hatfield of Oregon. However, Hatfield needs additional Congressional support.

Interestingly, HUD is currently investigating implementing the recommendation of the President's Housing Commission which would eliminate all HUD minimurn property standards in favor of locally accepted building standards. Should HUD succeed in this particular regulatory reform, the entire issue of masonry exemption in thermd standards would become a case by case decision process in all localities.

The Mid-America Lumbermens Association has copies of a background report on this issue available and a sample letter for your use in contacting HUD. Just call and we will be happy to send them to you.

Dates of importance to all dealers in Arkansas and Oklahoma are Feb. 3-4-5, 1983-MLA's Convention in Kansas City, Mo. and March l5-16-17, 1983,National Association's Conference With Congress, Washington, D,C.

petition can spell the end to many poorly managed lumber yards. One would think that these centers would attract all of the do-it-yourself business, but that ju* isn't so. One of the reasons is because the cusfomer is not a seasoned buyer.

When he walks into the large home center,the average clerk knows that he is not professionally trained. He does not give him the attention he needs. Most clerks don't want to bother with an average sale and won't take time to explain how the product can be used. There is no doubt that the customer senses this attitude and takes his business elsewhere. The clerk cannot ulssume that the low income person is the best customer for this type of business. Most are solid middle income families with moneyto spend on repairing their property and doing it the best and cheapest way they can.

It's for this reason that the lady ctstomers should be catered to. If you get her, you got him. But getting women to visit your store means extra effort and possible change in your normal operation.

Many socalled home centers overlook including lumber in their items on display. They contend that they have a yard full of lumber so why bring any of it in. But, just a few square feet of the most wanted lumber and building materid items aranged in the store would make the customer feel more comfortable and give him more ideas than he knew he had. Your consumer never expresses any interest in grades or species. He just wants a piece of wood to do a job or whatever else it takes to go with his project. If it is all out in the opcn where he can see it, if the sales clerk is courteous and treats him as a profitable customer, then he is not only going to buy the items he is looking for, he is going to come back tothis same store when he wants something else.

Of course none of this means anything to any of you if you are not in the do-ityourself business. But, thesc days and times, it's rather hard for ne to irnagine nnyone in our business not pushing for that trade that comes in through the front door looking for help and for something he can buy that will do thejob that he can afford. Show them the merchandise, treat them like valuable sustomers, make courtesy your strongest commodity and you've got it made.

Building Products Digest takes your advertising message to retailers and wholesalers in the 13 Southern states: Texas, Oklahoma, Arkansas, Louisiana, Mississippi, Alabama, Florida, Georgia, Virginia, South Carolina, North Carolina, Kentucky, Tennessee.

PERS NALS

Michael Jones has joined wholesale sales at Port Barre Lumber Industries, Port Barre. La.

Ross Hays is new at Hearin Lumber Co,, Largo, Fl., specializing in carload and truck sales.

Dick Saunders is the new gen. mgr. at the Locust Fork, Al., branch of Carolina Mills, Conway, S.C.; JaneSaunders is working out of that office as a lumber broker.

Henry Kirschner is now v.p. and gen. mgr. of Lindsley, Miami, Fl.

Tom Deganhart, buyer at Handy City, Atlanta, Ga., has moved to Homecrafters, Pelham, Al., as plumbing, electricals and hardware buyer.

Ed Stephenson is now lumber mgr. at Pidey Lumber, Claremore, Ok.

Henry Herder, president of the Lumber Association of Texas, and Mrs. Herder will be attending the National Lumber and Building Materials Dealers Association convention at Disney World, Orlando, Fl., Nov. l8-21.

M.X. "Mike" Howard is now mgr.-sales and marketing in the hardware dept. of Moore Handley, Inc., Birmingham, Al.; Dennis Nichols is replacing him as district sales mgr. for the Southern region.

M.C. "Crl" Colvin, past pres. of both Southern Forest Products Association and the National Forest Products Association, is recuperating from kidney surgery.

Troy A. Stransberry, Jr. has been appointed zone mgr. for Wickes Lumber in Greenville, S.C., reporting to James O'Grady, v.p. of the Southeast area.

Roger "Tiger" Holmes, Holmes Lumber Co., Jacksonville, Fl., won the 50 meter butterfly event in the recent National Masters swim meet in Portland, Or.

James D. Clouatre has transferred to the Chandler Corp. operation at Fort Worth, Tx., as plant mgr.

Phyllis Friedman, former director of corporate merchandising for Handy Dan, has joined Wickes Co.s, Inc. as director of corporate merchandising services, reporting to Jeffrey Chanin, senior v.p.-operations.

Raymond P. Ramming is now pres. of Almet and Lawnlite Co., Portland, Tn.

Frank Norris, v.p, and gen. mgr. of Prague Lumber Co., Enid, Ok., will retire Jan. I after 45 years in the industry.

John D. Mitchell is the new v.p. of sales and marketing at Formby's, Memphis, Tn.

Bill Van Note and Shawn Lee are heading up the newly formed regional divisions of Lindsley Home Centers, Miami, Fl., according to Hank Kirschner, gen mgr. Martin Amici is replacing Dave Wicker as director of marketing-advertising.

LET'S HEAR FROM YOU!

Building Products Digest is a new monthly information service for you. We're interested in you. Let us know when you or one of your employees has changed jobs, been promoted, gone on vacation, had a baby, you name it. Just mail in a card or letter to Building Products Digest,4500 Campus Dr., suite 480, Newport Beach, Ca.92660 or, if easier, call (714) 549-8393. There is, of course. no charge.

Jesse Seager is representing Timber Products, Inc. in eastern Ok., according to Lester Neff, pres. of the Wichita, Ks. firm.

Darrell "Buddy" Bean, Mena, Ar,, president of the Hatfield Lumber Co. and Smith Pallet Co., has been named to the board of directors of the lst National Bank of Mena.

Harley Gamble, Jr. has been assigned as sales rep for Watco Dennis Corp. in N.C. and S.C.; Don Mills, pres. of B.S.M. Associates, represents them in Al., Fl., Ga., and Tn., according to R.G. Pollack, v.p., sales, at the Santa Monica, Ca., Hq.

Randy Rogers is now gen. mgr. of H.E. Leonhardt Lumber Co., Oklahoma City, Ok., replacing Carroll Smith who has retired as v.p. and gen. mgr. after45 years.

Jim Henderson, Jr. has been named v.p. of the Stacy Building Materials and Home Centers chain which has stores in Mobile, Grand Bay and Thomasville, Al.

Joe P. Kaufman, chairman of the board of Kaufman Lumber Co., Little Rock, Ar., is the new pres. of the MidAmerica Lumbermens Association; John H. Collins, Collins Lumber Co., Ada, Ok., lst v.p.; James E. Greer, Superior Lumber Co., El Dorado; Truman W. Hall, Lyman Lamb Co., Little Rock; Philip E. Hiegel, Quality Building Materials, Inc., Morrilton, and David S. Randle, Ranco Building Supply, Fayetteville, are Ar. dealers elected to the board of directors.

James "Jake" O'Neil, former sales mgr. at Masonite, Hattiesburg, Ms., and sales rep in Tx. for Georgia-Carolina LumberCo., Lilburn, Ga., has joined Edward Hines Lumber Co., according to John P. Vetter. senior v.p., marketing.

Paul Nimnicht is the new southwest sales mgr. of Capitol Products Corp., headquartered in Dallas, Tx.

Frank Stoffle has been named national sales mgr., industrial and commercial, distribution div., for Georgia-Pacific, Atlanta, Ga., according to L. Allen Tansil, gen. marketing mgr.; Ken Logue has joined the distribution div. as product mgr. of miscellaneous products and Doug Dreyer has been named product mgr. in charge of residential gypsum, insulation and roofing products, both at Atlanta, Ga., according to W.D. Rose, general products mgr.

Tim Thompsotr, v.p., lumber, Slaughter Brothers, Inc., Dallas, Tx., has been on a business/pleasure trip to No. Ca.

Elmar Brock, Trinity Forest Industries, Hurst, Tx., is back from a New England vacation.

Jack Johnson, George Ollie's Lumber Co., Stigler, Ok., is at home recuperating from open heart surgery.

A. Gerald "Jerry" Norris is the new marketing director of the lumber division of Westvaco Development Corp., Summerville, S.C.

Bob Stanton, Skip Plrge, Morris Bsrton and Jim Chambless have been named senior buyers at Scotty's, Inc., Winter Haven, Fl.

Jim McGhin is now Ga. region sales mgr. for Union Camp Corp.

Tony Spina, Bay City Bargain Plywood, Tampa, Fl., is volunteering with the Muscular Dystrophy Association of Greater Tampa.

Bob Steele is new at Allied Forest Products, Houston, Tx.

Ralph Xlingsporn is now with Clemons Brothers Lumber Co., Amite, La., as a sales rep.

Hugh Mungus and Freddy Fungus, Mungus-Fungus Forest Products, Climax, Nv., report strong sales of their new Lite Lumber, which has 2590 fewer calories.

(Please turn to page 38)

NEW PR DUCTS

and selected soles oids

Solar Heated G reenhouse

A solar greenhouse by Garden Way combines a laminated wood beam structure with an integrated system of solar heat collection, storage and transfer to create a warm space for plants and people.

The greenhouse is l0' deep and l2' wide, with the option to add 4' sections on. All components come Precut and ready to assemble with an instruction manual.

The tempered glass is doublelayered for insulation value. The insulated side walls and roof section have interior surfaces of water resistant MDO plywood. A doublepitched roof above the glass is made of Exolite acrylic glazing.

The thermal storage system consists of 8' tall translucent columns filled with water. These absorb solar heat during the day and release it at night.

Taken By Storm

A storm door, the Royal Prince, from The Lee Co.. has a main aluminum frame 3" .','ide by I 3/8" thick which holds a 3/16" plate of green tinted sunglass.

lnstalled with five hinges, the door has all steel corners to help prevent sagging and twisting. The product comes with waterproof weatherstripping and a double vinyl sweep for protection from the weather.

The door, with a keylock and latched dead bolt. comes in standard colors.

Save Space Selling Doors

Spacesaver Model 30 countertop display is a compact wood case with a working wood folding door in place. The display featuring color photographs, easy-to-read descriptive how-to copy, a rack for holding free brochures, and a wood species selector showing the actual woods and stains available, is available from Wood Specialty Products.

Finish Protects Wood

Penofin, a penetrating oil finish and sealer for wood, is now available to the consumer through a marketing agent, All Heart Lumber Co., Inc.

Used by painting contractors, wood dealers and builders, it reportedly preserves the natural color, grain and beauty of wood. Field tests have shown that the transparent finish, which allows the grain structure of the wood to be seen, rejects over 9090 of the sun's ultraviolet rays thus eliminating the cause of checking and

FREE READER SERVTCE

For more information on New Products write Building Products Digest. 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660. Please mention issue date and Page number so we can process your request faSer! ManY thanks!

discoloration. Its water resistance prevents nails from bleeding. A mildew resistant agent provides superior protection.

Unique properties are said to be the result of transparent pigments and Brazilian rosewood oil activated by a leadless dual catalytic system. Penofin causes wood fibers to harden and stabilize with a hard durable living finish.

Fast drying with no offensive odor, the line includes a product for marine use as well as natural, medium and dark stains for interior finishes.

Stay Warm

The new model Forester fireplace insert heaters from the United States Stove Co. feature see-through ceramic glass doors and cast iron construction.

The fireplace insert heater will burn either wood or coal with an optional variable-speed blower to draw cool room air in. Installation is said to take only one hour since the stove is shipped fully assembled except for the trim.

The insert does not attach to the fireplace, and metal runners make it readily removable for chimney cleanlng.

Naillt Down

Duo-Fast Corp. has a variety of nailers and staplers for professional use.

The IN-125 coil-fed nailer drives 16 different nails from 2" through 2Y2", operating on an air pressure range of 70 to 120 psig and designed for wood assembly of all kindi. A special attachment allows it to drive smooth-shank aluminum nails to exterior aluminum siding.

The smaller IN-124 model, useful in construction of pallets, box spring

frames and large containers, drives 26 different nails from I 3/ " throush ^l/ r,

Model IN-123 drives l8 different nails from lVq" to l7 /8" and is used for making furniture and most small wood-product assemblies.

The CN-325 nailer uses only .075 cu. in. of free air per stroke at 80psig, and, according to the corporation, is a real savings for builders who rely on portable air compressors at the jobsite. It drives a 3Y4" nail into flakeboard at ll0 psig. The tool is used for floor and wall framing, windows and floor backs, and trussing.

Pneumatic M5-7664 staplers drive l6-gauge, galvanized staples in lengths up to 2" into hardwood at a rate of more than 6 per second, and can be programmed for sequential firing. Fully enclosed to eliminate dirt buildup, the stapler holds two strips of 60 staples each and has a dual-action, safety mechanism.

Stapler RS-1748 is designed for roofing applications. Compact 10" high, and engineered for one hand operation, it drives seven sizes of gauge l " crown staples ranging in size from Vz" to lVz" .In addition to attaching asphalt shingles it is also used for butt joints, wall sheathing, and floor bottom insulation in mobile homes.

High Security Deadbolt

An armored deadbolt by National Lock Hardware is reportedly police tested to stand up under the most severe intruder attack. It features a hardened steel cylinder interlock screw that clamps the lock firmly and an exterior cylinder guard that anchors the interlock and shields the lock's inner mechanism.

Skylight Display

With a choice of two display units, the Skylight from Howmet Aluminum Corp. has energy saving features for the d-i-yer. The displays for counter or aisle use show the acrylic dome in both self-flashing and curb-mounted units.

The product has a PVC base and double domed construction with an insulation dead air pocket between domes. An aluminum retainer frame houses a choice of three dome color combinations, clear over clear, clear over white and bronze over clear.

Household Wrench

The Lowell Corp. all-purpose household wrench, Turnaround, features a non-marring grip strap design to adapt to everyday tightening and loosening tasks.

The tool adjusts to jar caps, plumbing fixtures, irregular shaped parts and auto filters. Suggested retail price is $5.99 each.

Displays Promote Sales

Merchandising displays from Multiplex Display Fixture Co. are designed to organize samples of products in one central place. The free standing units are being used to promote sales of tile, hardwood flooring and roofing materials in building supply stores.

Samples can be removed from the display for customer inspection. Merchandise can be replaced and updated while taking up minimal floor space. There is also a place for photographs and literature.

Organize Your Cabinet

Ajar Hardu are has added four rrire-fornr rerolr ing cabinet shelves to its Rer-A-Shelf line of storage organlzers.

Lightweight, ePo\)-coated shelves, in full-circle, pie-cut and kidner shapcd configuration:. are designed for d-i-f installation featuring one-screu alignment adj ustment.

The units, for use in straight cuPboards, base or corner cabinets, are all adjustable to fit cabinet heights from 26" to 32".

Vent Saves EnergY

Thermatic-\'ent, from \\'itten Automatic Vent Co., an automatlc foundation vent shich oPens and closes uith the changing temperature, reportedll saves energ). Opening at 70 " and closing at 40', the \ enl installs uith the E-Z Loc Frame u'ithout drilling holes or miring mortar. It is designed to replace eristing vent s

Single Ply Buy

Gaf'ply EP is a single-plr root.ing membrane s]stem fronl Gaf CorP. The companr n ill train and assist contractor\ and pror ide enginecriltg

\L'r\ icr-s as w cll as a lield rnspcctor l'or each installation.

The roof ing s) stern in tri o clc'signs, adhcrcd and ballast.'d. corttc. itl .hr'c't.. lt can be used for ne* applica1 1ir11. q'r1 rCrOOfing.

Head Of I Heat Escape

Keeper Kap is a metal, spring loaded chimnel cover that oPens and closes * ith a chain running dou'n the chimner into the firePlace.

\lanulactured br the Energr Keeper Corp., it PreienIS \\arm alr from escaping outside and keePs birds, 'mall animals, insects. raln. snor\ srrd lear e: from entering a home ria the chimnel

Installed b1 placing it on top of thc' flue liner and pressing the flanges into position, it retails at S29.-5'

Solar Air Collector Panel

Multi-Structures Inc.'s Suntap A-83 solar air collector panel features a selective surface coating that reportedly prevents wasteful reradiation. Requiring no central controls, each panel can be installed one at a time with ordinary household tools.

Blending naturally with existing windows on any south facing wall, the panel comes in 3' x 6' and 3' x 8' sizes. For active-system performance, optional l15 V thermostatcontrolled blower module and teflon backdraft damper are available.

The product has a suggested retail price of $330.

Safety Signs Always Shine

Everglo self-luminous exit and life safety signs, visible in darkness as well as in light, are always on even though they employ no power or wiring. Their light sources never burn out, unlike electric linepowered or battery powered signs.

The high visibility luminous energy is continuously derived from an internal, low level tritiumphosphor interaction. Installation with screws and brackets reportedly requires no special skill.

Low Cost Heat

Designed to deliver low-cost heat, the Kero-Sun Sunstream portable heater is equipped with an electric circulation fan.

Rated at 9,600 BTU s it can heat a 19' x24'room for up to 27 hours on less than lVz gal. of fuel, according to the manufacturer.

With a suggested retail price of $319.95, the heater is safety-tested carrying the U.L. listing mark.

Let There Be Light

A compact Sylvania floodlight which can use either 250w or 400w metal halide or high pressure sodium lamps is called the FloodKat. The compact fixture has an effective projected area of 1.8 sq. ft.

The floodlight has a smooth light distribution pattern with wide beam spread of up to 162 o horizontal and l24o vertical. The precision optics designed into the unit's reflector result in maximum utilization of the lumens produced by the lamp.

It comes pre-wired with an adjustable bracket that allows for aiming, once the unit is mounted.

Unleaded Glass

Wing Industries has decorator panels and bifolds with frosted and leaded glass set inside Ponderosa pine for do-it-yourself installation.

The panels can be used as window enclosures or cabinetry for the kitchen, bath and bar. They come in three styles.

The doors feature clear stiles and full thickness rails as well as backside frosting to conceal a closet or room interior.

Dry With Zero Degrade

Vacutherm, Inc. has a wood drying kiln that combines heat and a vacuum that reportedly pulls moisture from wood three to seven times faster than conventional kiln drying.

The company claims the kiln will dry 8/4 red oak from 7090 to 690 moisture content in 15 days. This rapid drying with almost zero degradation reduces energy costs, land requirements for inventories and allows the user the ability to supply high-quality, custom dried lumber in days rather than months.

The primary heat source is steam or hot water from any boiler; it is further heated by steam captured from lumber during drying process, a reported recovery of 5090 of normally wasted energy.

Totally insulated, so it can be located outdoors or in an unheated shed, the dryer is a round cylinder shape which ensures efficient internal air movement and accurate control of pressure levels.

The round, pressurized end door opens to an 8' diameter corrosion-

resistant steel chamber, where wood can be stacked 43" x 78", 48" x74" or 60" x 64". The length of the chamber can vary according to need, though the manufacturer recommends a 37' long chamber to offer the most versatility for 6', 8', l2'and l6'multiples.

Fans and controls built into the chamber walls maintain a constant flow of warm air across the wood, imparting uniform temperature and relative humidity to the lumber.

After heating, the atmospheric pressure is lowered to speed the migration of water to the surface. The moisture is flashed off the wood and removed through a vacuum pump. The cooling due to evaporation is monitored and the lumber is re-heated and the cycle repeats. The process is controlled automatically and will run continuously for long periods, unattended.

The company says the most efficient operation is a tandem set up where two dryers operate off one vacuum pump. The dryers themselves fit on a tractor trailer for relocation.

Remember Membrane

Poly-Con, a polyester roofing membrane, specially treated for use with all cold process roof coatings and cements, is needle bonded to resist tearing, splitting and wrinkling.

Consolidated Protective Coatings Corp. claims its product will wet out quickly with emulsions as well as solvent base materials and conform to irregularities on the roof surface.

Sealed With A Kiss

Luster Seal 26, a waterproofing finish for the masonry industry, is a high-solids formula which provides a gloss to natural stone, concrete, exposed aggregate, or similar materials.

Chemstop Manufacturing claims their product is extremely resistant to abrasions and yellowing. An airless sprayer, brush or roller may be used to apply the finish.

GunShootsAWide Range

Universal Foam Systems, Inc. has an applicator gun as a key feature in a two-component polyurethane foam system, Versi-Foam.

The product is said to offer a wide range of insulating, sealing, firlling and patching applications. The U-Control gun has a hand+onforming pistol grip for operator comfort

and a trigger mechanism which pcrmits themeteringof the foam flowby the amount of finger pressure applied. According to the company, this assures efficiency and eliminatesfoam waste.

Available in several densities, the foam contains no urea formaldehyde. Self-contained units are available in two sizes to provide 15 or 50 cu. ft. of foam.

Two hardwood imports from Western Australia

TwO POPULAR Western AusI tralian hardwoods, jarrah (eucalyptus morginata) and karri (eucolyptus diversicolor), are now being imported into the United States in 20 and 40 foot containers docking in West and East coast ports as well as in New Orleans, La.

Jarrah varies from light to dark reddish brown, darkening with age to a mahogany color. Karri is in the same color family, but is generally paler than jarrah. Both are available as raw lumber, air dried lumber and kiln dried lumber up to 8/4 stock. Both also are imported in a number of panelirtg profiles and floorings such as mosaic parquet, tongue and groove and herringbone. Laminated countertops, beam work, doors and mouldings are available.

Interestingly, the early shipments of jarrah to England were reported on in the Scientific American, Architects and Builders Edition, published in New York City, in Sept. 1886. The article discussed its properties, especially its durability and resistance to time, weather, water, white ants and the sea worm. Its uses, according to the author, were for ships, docks, railway sleepers and telegraph poles with its arrival on the docks of London welcomed as "a prelude to many other and more important consignments to this country where intrinsic merit is the only passport necessary to gain public favor and support where commercial interests are concerned."

Original sales of both jarrah and karri in North America were concentrated on the tanning industry since both woods have high resistance to acids and alkalies, maintain stability during wide changes in temperature

and have unmatched durability as well as excellent strength and wear characteristics, according to those in the industry. These qualities reportedly revolutionized the tanning process since they could provide equipment with a life expectancy of 25 or more years instead of the customary five to ten years experiencedwith equipment made of fir or cypress.

Untreated jarrah and karri have a B fire rating by the standards of the Hardwood Manufacturing Plywood Association, Arlington, Va., a rating said to be matched only by pressure treated American hardwoods. A favorite example of their fireproof qualities is the story of the major Milwaukee tannery conrpletely destroyed by fire except for the jarrah drums which were only scorched. They were put to use making leather

Story at a Glance

Jarrah, karri similar to mahogany in color . high resis. lance to acids and alkali natural f ire retardant... market potential.

with new motors and drives under the open sky within two days after the fire.

Both species reportedly have natural resistance to insect borers and deterioration from the elements. A reported disadvantage is difficulty in working them . Because of their strength, carbide tools must be used.

Jarrah has an air dry density at l29o moisture content of 1090. Other basic properties are basic density, 824; strength, group 53; natural durability, class 2 (durable, suitable for use in the ground and for unprotected exterior use under normal conditions); pressure permeability, class 4. The sapwood is not susceptible to lyctus. Karri has an air dry density at the same moisture content of ll50; basic density, 905; strength, group 53; natural durability, class 2; pressure permeability, class 4; sapwood, not susceptible to lyctus.

Jarrah's shrinkage is tangential .7 and radial .2. The sapwood is red brown; heartwood, red brown to dark red brown. Karri has shrinkage figures of tangential 1.4 and radial .3. Sapwood color ranges from pink to red brown; heartwood, red brown to dark red brown.

Industrial uses of the woods now include underwater scrapers, underwater brush blanks, mine guides, truck beds, outdoor decks and other applications where there needs to be resistance to moisture, acids, alkalies and heat.

A wide variety of residential and commercial applications is possible according to those importing jarrah and karri, including heavy construction, decking, general building, framing, flooring and roof trusses, paneling and furniture.

NEW LITERATURE

Woods lor All

A brochure ofbeautiful woods from all over the world in four color is free from the Penberthy LumberCo., 5800S. Boyle Ave., Los Angeles, Ca. 90058.

Point of Purchase

Point-of-purchase literature for louvered products is free from Wing Industries, lnc., P.O. Box 38347, Dallas, Tx. 75238.

Fence Sitting?

Selected Standards for Fence ,llaterials and Products. is $12 from ASTM Sales Service Dept., l9l6 Race St., Philadelphia, Pa. 19103.

Cedar Grade Guide

The Western Red Cedar Grade Guide for users and specifiers is free fr<im the Western Red Cedar Lumber Association, Dept.614, Yeon Bldg., Portland, Or.972M.

Soldering lrons

A soldering irons and heating elements brochure is free from Ungar Div., Eldon Industries, P.O. Box 6005, Compton, Ca,XJ220.

Litr off

Specifications are available for 4000-6000 lb capacity pneumatic tire lift trucks free from the Industrial Truck Div., 21800 S. CiceroAve., Matteson, Il. 60443.

Moulding & Millwork Directory

The Wood Moulding and Millwork Producers '82 directory detailing the products and services of theirmembers is $2 from WMMP, P.O.25278, Portland, Or.97225.

Paint Misbehaving?

A d-i-y guide describing step-by-step procedures for using an exterior acrylic stain, is free in packages of 50 to dealers

from United Gilsonite Laboratories. Box 70, Scranton, Pa. 18501.

A Flash ln The Pan

A copper flashing brochure is free from York Manufacturing Inc., Box 1009, Sanford, Me. 04O73.

FOR PROMPT SERVICE

on all New Literature stories write directly to the name and address shown in each item. Please mention that you saw it in Building Producb Dr'gest, Many thanks!

Practical Portlolio

A ponfolio on greenhouse planning, siting, and shopping is available for $3 from Garden Way SunRoom/Solar Creenhouse, 214 Ferry Rd., Charlotte, Vt.05,145.

Installation Guide

A l6-p. residential installation guide for joists, headers and beams is free from TrusJoist Corp., P.O. Box 60, Boise, Id. 83707.

Shock Treatment

A l6-p. guide to safer electrical living is free from General Electric, Wiring Device Dept., 225 Service Ave., Warwick. R.l. 02886.

Roof lnsulation

A 8-p. technical bulletin on urethane roof insulation is free from GAF Corp., Building Materials, lzt0 W. 5l St., New York, N.Y. 10020.

Window To The Stars

The Living Attic, a booklet on roof windows. is free from Velux-America Inc.. P.O. Box 3208, Greenwood, s.c. 29646.

Customized Building

A brochure outlining building systems using Varco-Purden components is free from Logan McCabe, advenising mgr., 5100 Poplar Ave., Ste. 2121, Memphis, Tn.38137.

Wood You Finish

Tr+'o brochures on '*orking w'ith and finishing u'ood mouldings are 4Oc each from \'\'ood Moulding and Mill*ork Producers, P.O. Box 25278, Ponland, Or.91225.

Lumber Price Index

Slide/tape presentation explaining the Western Wood Products Association Lumber Price lndex is available free to members by calling Fred Reseburg at (503) 224-3930.

Laminate Literature

A merallic high-pressure laminare is featured in a free brochure from the Diller Corp., 6210 Madison Ct., Monon Grove, I1.60053.

VinylSiding Manual

A l6-p. manual on the application of rinl'l siding is free from the Vinyl Siding Institute, 355 Lexington Ave., New York, N.Y. 10017.

Standard Reading

Minimum Design Loads for Buildings and Other Strucrures, ANSI A5E.l-1982, is available for $12 from ANSI, Inc., 1430 Broadway, New York, NY lml8.

Handbook On Hand Tools

Miller Falls has a 3Gp. catalog on hand tools free from Ingersoll-Rand, Dept. 50670, 253 E. Washington Ave., Washington, N.J. 07882.

WallSystems

A product brochure and a lGp. tchnical catalog are free from Flexi-Wall Systems, P.O. Box 88, Liberty, S.C. 29657.

HOW TO SELL PAINT

(Continued from page 14)

with either brush or spray application. It is often used on metal flashing, gutters, downspouts, tools, tool sheds, patio furniture, pipe, machinery, tanks, mailboxes and fences. It should not be applied during freezing weather and should dry at least overnight before a second coat is applied.

The customer with problem walls may need texture paint. It is thick and covers minor blemishes with a decorator finish. Available as a liquid with tinting colors, it also comes as a powder in white and a limited number of colors.

Acoustical ceilings can be repainted with a special acoustical ceiling paint that forms a porous film which does not hinder the noise-reducing properties of the tile. It is applied with a brush, roller, or sprayer.

For table tops, floors, doors, cabinets, counter tops, boat decks and similar surfaces, pre-catalyzed clear plastic provides a scuff-proof, longlasting finish. It is said to provide the equivalent of nine coats of an average

factory finish, yet is easy to apply by brush.

For use on fine furniture and paneling, a plastic oil and sealer penetrates to bring out natural beauty with protection against water, alcohol and food stains. It also can be used to prevent rust on metal. When applied to masonry it resists ' 'dusting " and stains.

Epoxy finishes are good recommendations for interior wood surfaces where a clear gloss, easy-to-clean finish is needed. Primarily intended for bare or previously finished wood floors, they penetrate rapidly and can be applied with a brush or cloth. They also can be applied to concrete floors. This type of finish comes in a onepart system which can be tinted or a two-part system of equal size cans which are mixed for use.

Also for finishing are transparent urethane finishes which combine varnish and paint characteristics. The finish is transparent with a glaze of color. Rated as extremely hard and wear resistant, it protects the surface. The finish also can be applied to glass or plastic to add color without destroying the transparency.

Paint department clerks also may be called upon for advice on antiquing kits. Used on unfinished or old fur-

niture, the process is popular because it does not require stripping. The kits usually contain all necessary materials and complete instructions. Refinishing kits also are marketed. These vary with manufacturer so that instructions should be studied for information.

Wood preservatives are another paint depirtment item. Three types are available: a clear alkyd or oil base preparation without fungicide, sometimes called log oil or log cabin finish; the same base with fungicide such as penta, cuprinol or a preservative added; and a non-paintable preservative containing wax or creosote oil.

There also are exterior stains combined with wood preservative properties. The principal purpose of preservatives is to repell water and prevent warping, cracking, mildew, mold, and fungi. Reading the labels and manufacturer's literature will help the sales person.

The paint deparfttent need not be a mystery to either customer or clerk. While it is not a big ticket source, paint can stimulate a multitude of add-on sales. Educate your personnel to help the customer. Manufacturer reps can back you with training, clinics, literature, charts and posters. Both your sales staff and the customer will profit.

Classified Advertising

RECRUITING IN THE FOREST PRODUCTS INDUSTRY

is our business. If you are qualified in these areas send detailed resume including income history.

Management Accounting Production Sales

MAUGANS & ASSOCIATES SUitC IO8, I Riverchase Office Plaza, Birmingham, Al. 35'144 (205) 987 -7 582. FEE PAID

EXPERIENCED SALESMAN

Wholesaler with reman plant seeks salesman to serve Southeast market. Salary, commission, car, expenses, and profit sharing. Please reply to Box l2 c/o Building Products Digest.

Place your ad now! Call (714) 549-8393

6O0 a word, min. 25 words (25 words = $15). Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $4. Box numben and special borders: $4 ea. Col. inch rate: S4O. Names of advertisers using a box number cannot be released. Address all replies to box number shown in ad in care of Building Products Digest,45lXl Crmpus Dr., Suitc 4tll, Ncrport Beech, Ca.92660. Make checks payable to Cutler Publishing, Inc. Mail copy to above address or call (714) 549-8393. Deadline for copy is the l5th of the month. PAYMENI MUST ACCOMPANY COPY.

HOME CENTER MANAGER

Large well-established home center in Virginia offers unique opporrunity to highly qualified, motivated manager. Excellent benefits, salary and the opportunity to work with a progressive family-owned firm. Quality living area provides great atmosphere for raising family. An unequaled opportunity for a qualified individual. All inquiries confidential. Send resume and salary requirements to Box l8 c/o Building Products Digest.

RETIRED retail salesman looking for part time work in South Florida area. If you need someone to help out write Box 2l c/o Building Products Digest.

EXPERIENCED MANAGER

Former retail lumber yard manager would like responsible position in Gulf Coast area. Strong with numbers and credits. Reply Box l3 c/o Building Products Digest.

Home center-building matcrials &der. Salcs $2tl: million. Growing firm in growinS area of Southeast. Buy or lcasc real estate. Prke and financing ncSotiablc. Writc Box 17 c/o Building Products Digcst for more information.

DESXS, chairs, cabinels, uscd office furniture availablc rcasonably. Send your shopping list. Box 20 c/o Building Products Digcst.

HARDWOOD INFORTIIATION

RfpruNtS of hardwood articlcs from Tbc Merchant Magazinc. Exccllcnt for rcfcrcncc or training. Domestic Hardwoods, tlO; Southcast Asian Hardwoods, t5; South American Hardwoods. t4: all three, tl6. Send your check today including name and address to Hardwood Reprints c/o Thc Mcrchant Mage'ins, 4500 Campus Dr., suirc 4t0, Newport Beach, Ca. 92660.

GOOD CONDITION: lift truck. Recently overhauled. For dctails wrile Bor 19 c/o Building Products Digest.

Building Products Digest takes your advertising message to retailers and wholesalers in the l3 Southern states: Texas, Oklahoma, Arkansas, Louisiana, Mississippi, Alabama, Florida, Georgia, Virginia, South Carolina, North Carolina, Kentucky, Tennessee.

REMINDER: Payment must accompany the copy you send in for classified ads. Just use the instructions above to figure the amount. When you call in ads, we'll tell you the amount that must be sent for the ad.

WHY IS IT a ntan wakes up in the rnorning aftcr slcr'ping undcr'm advertiscd blanket on an advertised mattress and pulls off advertised pajamas. Takes a bath in an advcrtiscd tub. shaves with an advcrtised razor. washcs with an advertised soap, pu ts on advertised clothes, sits down to brcakfast of advertised coffee, puts on an advertised hat, rides to his office in an advertised car, writes with an advertised oencil Then, hc refuscs to adveitise, saying advertising doesn't pay, and thcn, if a business isn't good cnough to advertise he advertises it for sale.

If you bclieve in your business and want to build it ADVERTISE.

CTASSIFIED ADVERTISING Order Blonk

DIY MARKET SURVEY

(('orttirtLtctl lt'otlI Puge 9)

the disciplines more specifically related to retailing," the study explains. Concurrently,'1the rapidity with which many building material producers built up consumer marketing programs generally far outpaced their selling and support staff levels in the 1970s. Even the relatively sophisticated hardlines manufacturers made a quantum leap in promotion and merchandising activity. Both these groups, therefore, look increasingly to wholesalers as their link with the DIY retailers for diffu-

sion of marketing information and the timing and administration of coop programs, special promotions. etc. "

Meanwhile, wholesalers offering chain-like advertising and promotional programs for independents "have done such a good job of touting their concept's advantages that their market may' soon be saturated, and the growth of independent DIY retail outlets is slou at best," the report remarks. "Therefore, it would not be surprising in the future to see program wholesalers pursue the chain market more methodically. For co-ops particularly', this might require some fundamental changes, as they hale never run para-

llel non-program businesses like the wholesaler group programmers. "

The study also surveled retailers on such matters as advertising, displays, special promotions, customer ser" ices and merchandise mix.

Dealers Praise Computers

.\ rur\ er ot' building rnaterial dcalcr: has t'cttrnd !orrlpr.lt!'r\ nrr)\t raluable in inrcntorl ct'rtttrol and acCrlu Ilt \ reCeir ablc' C()nt r0l.

Othc-r r ital contributir)n\ arc bcllr'r nranagenlc'nt intrlrtttattt'rn and clthiinced dccirion-rnaking. Dealcr. al' .tr citcd joninutcr \\ \ten)\ l-()r iln nr\r\ itl:- g11rrr pfrrlit rCfl(lftill!1. rc-due in-c f llfcr e rrrrf .llloot lltll! paper l'lorr and c'nabling updatc'd pricing.

Dc'alcrr \\crc L'nthrr\ia:tic about cornputcrizat itlr and predictcd t ltat -Q 16 -itr',1 ol' all dc'alc'r: in thc t'ield \\ r)[rld u\c cr)rnpute r\ bt 1990. up trorn l5 rr'o llo\\

Otlter rc'.ult: oi thc 'urrcr br the .{,id-in-\lanagerncrlt. Inc. (.\lD \1.\\ ) C'trmPut€r grr)rln:

o Par -back peritrJ l.or !(rntPuter\ ir about t\\o vc-ar\.

a Gross prc'riit nrargin intprt-rred lub at the a\ erage dc'alcr.

o Inrenlorr' \\a\ reduced about l-1uo (items)and l-1 u.u (dollars).

o lnr enlor) turns iocres:€d about 1.5 tirrtc:.

o Receir ablc': rr ere t rimrned about I 3 o'0.

o \lost dealers :pent sir mc.rnths to a ) ear :tudl ing compuler svstems.

CAROLINA DEALER

(Cott

Inaccurate tags, poor arithmetic or inventory errors are restored at once. "Under the former system, we waited until the annual inventory to determine profit and loss, " Stephens remarked. "Errors would run for months and sometimes never be discovered. This no longer happens." Inventory, accounts receivable and payable as well as payroll also are computerized.

Present computer goals are to reduce inventory dollars by 2090, im-

prove turns by Vz to I and enforce strong accounts receivable policies. Sophistication and, contemporary business standards are a contrast to the historic and colorful background of Fuquay-Varina. At the turn of the century, Fuquay Springs was a fine resort community visited by Carolinians seeking to "take the medicinal waters." Evolving one mile away, with its own main street and railroad depot was the town of Varina.

With families moving in and homes and stores reaching together, the two communities consolidated about 15 years ago, adopting the name, Fuquay-Varina. Today, the

town, which is located south of Raleigh, has 3,500 people in an area rich in tobacco and other agriculture. Recently there has been a strong influx of industry with much residential and commercial construction taking place.'

Wray and Fred Stephens are employing top notch modern retail skills to remaih strong and profitable as the town prospers and the firm nears its second half century.

lirtut'tl .f ro trt paga I -| )

CHECK-OUT counter is manned by Wray and Fred Stephens, operators ol Stephens Supply Co. The store has five point-of-sale terminals to handle customer traffic

1+rt/tfz; *

EURAL MARKET reouires the retailer to stock larm supplies such as wire, fencing

and fertilizer as well as buildin0 malerials and lumber.

FLORIDA DEALERS

(Continued from page 12)

Clint Dawkins, district 3; Bud Ryan, district 4; Jack Strugis, district 5; Bob Allen, district 6; Art Hughes, district 7; Rob Rebol, district 8; Dick Fenn, district 9; E.L. Van Wulfen, district l0; Ted Anderson, district ll; Clark Yandle, district 12, and Joel Miller, Pete Munderloh, Don Gramling, Ralph Clark, associate directors.

Other awards went to Florida Pacific Lumber Co., a division of Dant & Russell, Inc.; Logan Lumber Co. and C.E. Morgan, Inc. for displays with Basch Products, Inc., Georgia Pacific Corp., Simpson Doors and Alpine Engineered Products, Inc. receiving honorable mention. Arthur Curtis accepted a 60 year member award for Lainhart &

More $ for Home lmprovement

Home improvement is one of the most commonly mentioned purchases when consumers are asked how they will use the discretionary money from the tax rate reduction.

No substantial increase in shortterm durable purchasing is expected since the additional money received through higher take-home pay will be less than $50 for most households.In the long term, it is anticipated that the tax cut will provide an increase in consumer spending.

Obituaries

Donald H. Gott, retired executive director of the Fine Hardwoods/ American Walnut Association, died at Kitty Hawk, N.C., Oct. 6,1982. He was 69.

A past president of the Hardwood Plywood Institute, predecessor of the Hardwood Manufacturers Association, he had worked for log export controls in the early '60s and was cofounder and first chairman of the Hardwood Action Council formed in 1963. WhenMr. Gottretiredin 1978, he was made an honorary life member of the Hardwood Plywood Manufacturers Association.

He is survived by his widow, Margery, one daughter, two sons and several grandchildren.

Potter, Inc. Robbins Manufacturing Co. received the Ken Lipman Memorial Associate of the Year Award with Roy Sell accepting.

Bill Grimes, Huttig Sash & Door Co.; Pete Spencer, Villa Lumber, Inc.; Betty Walker, Walker Builders Supply, Inc., and Don Smyth Jr., Smyth Lumber Co., received awards for their work in the association.

The 63rd annual convention will be Sept. 14-16, 1983, at the Orlando Hyatt Hotel.

New Hardwood Decor

Pillars on the llth floor of the Southern Furniture Market complex at High Point, N.C., are being redecorated by the Appalachian Hardwood Manufacturers, Inc.

Twenty panels composed of ten different hardwood species are being installed along the hallway near the Furniture Club.

In addition, according to James Gundy, executive v.p. of the trade association, a permanent exhibit being installed on the 7th floor will incorporate an entranceway with a display of character-marked furniture panels.

Floor School Graduates 49

A class of 49 students from Z) states attended the eighth semiannual hardwood Flooring Installation School at Memphis, Tn., Sept. 20-24, under the sponsorship of the National Oak Flooring Manufacturers Association, the American Parquet Association and the Maple Flooring Manufacturers Association.

Charles M. Moore, school administrator, and Gray Moulthrop, Searcy Flooring, Inc., Searcy, Ar., school committee chairman, headed the instructors including Claude Taylor, Memphis Hardwood Flooring Co.; C. Warner Tweed, Harris Manufacturing Co., Johnson City, Tn., Ken Parisi, Penn Wood Products, East Berlin, Pa.; Roland Holder, Gentry & Holder Floors, Inc., Shreveport, La.; Albert Duke, Joe Burchfield and Jim Duke, Peace Flooring Co., Magnolia, Ar.; Clifford Moore, Sykes Flooring Products, Warren, Ar., and Eldon Robbins, Mid-West Floor Co., St. Louis, Mo.

PERSONALS

(Continued from page 25)

C.B. "Bud" Stevens, senior v.p., Kirby Forest Industries, Inc., Silsbee, Tx., is the new v.p. of the American Plywood Association. Peter H. Koehler. Evans Products Co., Portland, Or., is pres.; Mervin W. Corts. Willamette Industries, Inc.; Victor A. Durhem, Hardel Mutual Plywood Corp.; Robcrt X. Hood, International Paper Co. ; S.V. McQoecn, Kogap Manufacturing Co.; Jemes R. Morris, Potlarch Corp.,and Wrrd X. Hoscid, Great Southern Plywood Co., trustees. Robert Hutts is now assistant particleboard mgr. at Manville Forest Products, West Monroe, La.

HUD on Wood v. Masonry

A new HUD recommendation would extend the masonry construction exemption for thermal performance standards. It would thus affect wood frame construction in areas south of Washington, D.C., for the frst time.

Lumbermen may protest by writing Secretary Samuel Pierce, Department of Housing and Urban Derrelopment, 45 1 Seventh St., Southwest, Washington, D.C.20/.10.

Advertiser's

Auditing Your Advertising Gan Save You Lots 0f Bottom Line Dollars and Produce More Gustomers

If you're satisfied with the look, and the results of your advertising if you're satisfied with the amount of time and method in which you produce your advertising then don't bother to read any further. But, ifyour ads appear tired and your traffic count is down, and the guy that prepares the ad is constantly complaining he doesn't get the right information from the guy who buys the merchandise, and the newspaper is s/i// making errors, and you don't have the right product illustration when you need it, and you never seem to collect all the co-op dollars that you've accrued then read on!

I love retail advertising. I've been involved in it throughout my business life. My early training along Madison Avenue was servicing major retailers. I was also the advertising director of Masters, Inc., the first giant discount store. As Executive Vice President of Group Promotions, Incorporated, I worked with 32 different retail clients. For 13 years I was the Director of Sales Promotion for Forest City in Cleveland and since 1973 I've been helping large and small Home Centers revamp their advertising procedures. So, I bring a lot of Home Center merchandising and advertising know-how with me when I visit with you and review your advertising. Together, here's what we'll audit:

o The compatibility of your advertising "look" with your showroom "look."

o The role of the merchandiser (buyer) and advertising.

o Advertising function as it relates to your long range plans. a Communication-letting everyone prepare for the advertising results-(The sign maker, the store manager, the department manager, receiving, the sales personnel).

o Measuring the results of your advertising.

o Allocating the proper merchandise mix in your ads.

o Appealing to the casual do-ityourselfer, the dedicated DIY'er and the professional.

o The effectiveness of electronic and other media in your market.

O The sales potential for tabloids and booklets.

a How to make an advertising checklist work.

o Effective total saturation without overkill.

o Soliciting and administrating cooperative advertising funds.

o Public relations and publicity as a function of advertising.

o The advertising bookkeeping procedures.

o The inability of utilizing in-house ad making and/or signing equipment.

o The direct and collateral responsibilities of the advertising personnel.

a The advertising job description and skill requirements.

o Advertising production resources.

o Overlap of responsibilities.

o Advertising personnel in-store responsibilities.

O Provisions for last minute ad changes.

o Institutionalizing the copy.

o Making the product's value come through the newsprint.

o Selling "benefits" highlighting "features. "

o Using color effectively.

o Attracting women shoppers. Does it seem like a lot to cover in a one day visit? Well it is. We'll both be exhausted by the end ofthe day. I know because I've been through it so many times before.

Your Job Will Just Begin

Within a week after my visit you'll get a copy of my notes. My job will be over . but maybe yours will just begin.

"Let me review your advertising"

Through my experiences, I'll be able to demonstrate how to make your advertising functions run more smoothly, be more cost effective, and more sales productive. But . it's you who will have to implement the programs that we both agree are necessary. I guess I mean this as kind of a warning. Yorr responsibility doesn't end when you call me to come visit your operation. It really begins when I leave.

Home Center retailers are allocating approximately 2s/o of the gross sales for advertising. That's a lot of bucks that come off your bottom line. If they're not working hard for you, you're losing the most effective force you have to increase your traffic and your penetration in the market. Find out now if you're really maximizing the benefits from your advertising.

Phone me today and let's set an appointment for your Advertising Audit. The fee is only $900 plus travel for the audit and report. You'll probably recover that amount in production economies and co-op rebates after the first month.

Call now -

rffifth Ttat is @c

X"U in those days, behold, there came

- througir the gates of the city, a \9 salesman from afar ofr, and it came to pass, as the day went by, he sold plenty. They that were the grouches smiled on him and gave him the hand that is glad. The tightwads opened their purses to him.

And in that city were they that were the order takers, and they that spent their days in adding to the alibi sheet. Mightily were they astonished. They said one to another: "What the Hell; how doth he get away with it?" And it came to pass that many were gathered in the back office, and a soothsayer came among them. And he was one wise guy. And they spoke and questioned him saying, "How is it that this stranger accomplisheth the impossible?"

Whereupon the soothsayer made answer: "He of whom you speak is one hustler. He ariseth very early in the morning and goeth forth full of p€p. He complaineth not, neither doth he knock. He is arrayed in purple and fine linen, while ye go forth with face unshaven and pants not pressed."

Whileye , say one

gather here to the otber,

'Verily. This is a terrible day to work,'he is already abroad. And when the eleventh hour cometh, he needeth no alibis. He ssitl not to the mass,'Behold, they that are in this town are a bunch of bonehe.sds.'Nor doth he report that they cannot be sold.

"He knoweth his line and they tbet would stave him off, they gave him orders. Men say unto him, 'Nay, Nay'when he cometb in, yet when he goeth forth he hath their names on tbe line that is dotted.

"He taketh with him two angels-Acprtw tion znd Perspirotinn He knoweth whereof he speaketh and he worketh to best llelL Vcrily, I say untn U(ru, gg otd ilo l'ilceuitc." AryE

DIRECT MILL SPECIALISTS: Redwood . . . Cedar Pine Doug Fir Hcm'Fir

LOCAL INVENTORY: Redwood Cedar Redwood Timbcr . . . Fencc Matcrials

Product Saleg Go.

2W2N. Pacific (P.O. Box 5310) Orange, &. Y26l (714) 998{6t0

Distribution Yard: I l3 East Goetz Avcnue Santa Ana. California