Building Products Digest - November 1983

Boise Cascade offers mixed shipments to help cut your costs.

It makes good sense, ordering your lumber to match the way you sell it. A mix of different products in varied quantities, rather than full carloads of each.

That's why, in addi tion to ofering one of the broadest lines of Inland species lumber you can find, we provide mixed shipments: the products you want in just the amounts you need, all WWPA graded and certified.

ED

Result: you'll save on storage space. Save handling time and trouble. Tiim your inventory costs to the bone.

And sell more profitably!

Another specialty: unmatched service.

Whatever your lumber needs, you'll find your Boise Cascade order handled quickly and conveniently thanks to our centralized Fortland, Oregon sales office, linked to our shipping mills by computer.

Whether it's a question about price, shipment scheduling, or which of our mills can serve vou

CAtt

best, we'll get you answers quickly, and your order on its way.

Fast!

Kiln Dry Fir & Larch Dimension & Studs

Kiln Dry Hem/FirDimension & Studs

Kiln Dry White Woods Dimension & Studs

Kiln Dry Fonderosa Pine Commons & Selects

Kiln Dry Engelmann Spruce Commons & Selects

Kiln Dry Western Red Cedar 4/4 Boards

Kiln Dry Fonderosa Pine Packaged Paneling (Cascade Crest)

Rrll Line-Pattemed Products

Emmett, Idaho

Finger-Jointed Structural Dimension (Kiln Dry Fir & Larch, Hem/Fir; 2/4 through 2l 12; 12' to 60' lengths)

Laminated Decking (3 x 6, 3 x 8, 4x6, 4 x9;Fonderosa Pine, Fir & Larch, Western Red Cedar)

Glue Laminated Beams

Bark Products

1.800.547-801 6

(in Oregon, 503-227 -0344)

BuildinqProducts

South Shows Preference For Western Dimensions

lmpetus Marketing To Create Additional Demand

High Tech DevelopmentsRequire Updated Checks

Quality Gontrol Guarantees Top Grade Products

Pressure Treated Lumber Use Continues To Grow Field Services Staff Dedicated To Education

Alabama Company Back In Business After Fire

Jim Walter Corp. Designates New Executive

Southeast Housing, Economy Begin Acceleration

Florida's Convention Reflects Economic Upturn

Oklahoma Annual Goes Over The Top In Selling Cuts In lnsurance Premiums Can Signal Trouble

PubtsbcrDavid Cutler

Editor Juanita Lowet

Contribudn3 Edton

Dwigbt Curran o Gage McKinney

WillAnderson

AnDhec{orMartha Emery

Strtf &drt Carole Shinn

Circuledon Dorothea Creegan Building Products Digest is published monthly at 45m Campus Dr., Suite 480, Newport Beach, C-2.92ffi, phone (714) 549-E393 by Cutler Publishing, lnc. Advertising rates upon r€qu€st.

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BUILDING PRODUCTS DIGES|T distibution levels of the lwnber and is on independently-owned publico- building supply markets in 13 tion for the rctail,. wholesale ond Southem ststes.

Copyright @1983, Cutler Publishing, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission.

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EDITORIAL

Better late than never

I f THE start of this decade the wood inA4us11y perceived its problems as ones of production and supply: how can we manufacture enough wood products to meetthe demand? Can we possibly buy enough timber to feed the mills? Few indeed were the voices warning the industry to pay more attention to sales and marketing and less to production and supply. But then, wood was going through the pipelines as if there were no tomorrow. It seemed too good to be true. It turned out to be exactly that: too good to be true. And then tomorrow arrived.

What followed was the worst period for the wood products industry since the 1930s. As the smoke cleared, it became apparent that an industry historically production-oriented was either going to embrace vigorous marketing of its products orlosemoreof wood's markets tocompeting products.

The changes did not come easily nor did they come quickly. The wood products industry still has a long way to go before it can be considered a peer to other American industries in terms of sales and marketing. The important point,

DAVID CUTLER publisher

though, is that they have started. It appears a true beginning, unlike past false starts and on and off again fits and bursts of enthusiasm for modern marketing.

It is none too soon. Many markets have been lost, some perhaps forever, to other materials and systems. The battle to maint'in and regain markets will be exciting to watch. One effort that shows great promise is the Western Wood Products Association's proposed Impeos program. It is expected to be launched full force next year, pending anticipated final approval by the membership. Basically, the plan seeks to build new demand on top of that projected. By the fifth year of Impetus, WWPA hopes to have created an additional2.5 billion board feet in new demand for its members'products.

One of the oldest lines in business is that nothing happens until someone makes a sale. Now this industry is actively trying to make it happen, rather than reacting to housing initiatives. To an industry Jinally ready to aggressively market its products we say hurrah. Go for it!

More and more pq.oplq are using redwood rustic siding. Because rustic sidingis more economical than premirim redwood grades. Yet itstill has the warm, rich look that only comes from redwood.It resists"insects and decay. Andit 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 coun[1r Andwith hundreds of distribution centers nationwide, vou can order the amount you want and get it quick.

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

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

We've got what it takes to lead the way.

Western lumber strong in Southeast

($,fnOXG producr pret-erences

tEand new interests in Western lumber are developing in the South, reports Hany Anton, WWPA Field Services representative who has been stationed in the Southeast since 1963.

Anton, and Dave Wilson in Dallas, currently represent Western lumber producers' products in the South. Plans are in the making to place another field services representative in Houston in the near future.

Anton says growing numbers of builders have begun using #3 Douglas fir or Hem-Fir, finding it adequate for the most popular spans in residential construction. Examples are 2xl0 Douglas fir floor joists, Hem-Fir floor joists in second'floors for 30-pound live loads, and #3 HemFir 2x6s and 2x8s for rafters.

The Western board market also continues strong in the Southeast, with #3 common lxl2s and narrower widths popular for shelving, and f2 common Engelmann spruce showing greater use as exterior trim in lx6 and lx8 widths.

Tongue-and-groove roof decking remains popular in the Southeastina wide variety of buildings, such as resort area lodges, restaurants, recreation centers, churches and residences. The thickness of decking used is governed generally by spans, with churches using three-inch double T&G, or a laminated decking, and residences primarily using 2x6. Species are pine or cedar with laminated decking using a face of cedar, Idaho white pine or white fir.

Cedar siding is enjoying a growing popularity in the Southeast, in a wide variety of patterns. A number of dealers have been seeking sources of dry cedar for stability, and are moving away from the locally resawn green cedar siding, Anton says.

Reduced freight rates also are allowing a return to the Southeast of the formerly popular Engelmann spruce / Lodgepole pine and Engelmann spruce/Lodgepole pine/ Alpine fir species. Burlington Nor-

Story at a Glance

South develops strong prod. uct preferences for Western lumber...Additional field servace rep to be added in Houston. . .lower transporta. tion costs helpful.

and studs to ES/LP or ES/LPIAF.

Direct truck shipments to the Southeast also have become more competitive with rail shipments, especially on higher cost items such as mouldings, selects and finish, shop grades and others, Anton reports. And now, piggy-back shipments appear to be competing quite favorably with cargo shipments of Western cedar. Atlanta is improving its piggy-back facilities and plans to be "the piggy-back center of the nation" by 1990.

thern last year reduced through rates to certain points in the Southeast from the Northwest, and in Memphis, for instance, this has contributed to an almost complete turnaround from spruce-pine-fir 2x4s

In the first half of 1983 lumber shipments from the West to the South averaged 15.590, second only to California which traditionally is the largest consumer of Western lumber. The accompanying chart shows the percentages shipped to other regions for 1973, 1978 and 1982 as well as first half 1983.

TOP WESTERN LUMBER MARKETS

Percentage Comparison of Domestic Western Lumber Shipments Source: WWPA Destination of Shipment Reports.

Western mills keep up with MSR technology

f uene'S anew aspec to lumber r qualit] control beyond the "grading" manufacturers and retail lumbermen have become accustomed to over the generations. Technological advances have resulted in new approaches to traditional products and a matching level of quality control has evolved.

Machine stress rate lumber is one of these products. In 1983, it is estimated 180 million board feet of machine stress-rated lumber will be manufactured by Western lumber producers. There are 16 "machines" already installed in the West with more on the way.

MSR material is increasinglY sought for engineered uses in residential and non-residential construction design calling for explicit'single-

rry I

Story at a Glance

end-and-face-glued products as well as finger-jointed framing lumber. Visual grading of finger-jointed dimension, while considering joint appearance and quality, considers grade-limiting characteristics the same as those imposcd uPon solid lumber. The performance of each glue-joint earns special additional quality control attention. Every six months a WWPA mill's gluedproduct production is certified for each glue formula and joint configuration.

member values. As MSR technology has developed, WWPA mills have played a key role in development of quality control disciplines governing the product.

Stringent procedures cover each mill's initial certification and daily quality control. Samples of every grade/ size/species combination are pulled out of ongoing production by WWPA inspectors. Each sample piece is individually tested in a special device that applies 2.1 times the "load" its design values prescribe. The procedures provide that no lumber in a run represented by a sample can be shipped from the mill improperly labeled.

MSR stock also is visually-graded by mill graders in accordance with rules written especially for it. Most in-plant quality control testing is done by plant personnel, but is later reviewed by WWPA.

WWPA inspectors check MSR grades for visual accuracy. Four times a year, a WWPA MSR technologist makes a spot "service check" of available shipping grades at each mill. He conducts tests independent of mill tests and checks test equipment to assure its accuracy.

Glue products also have brought about new approaches to quality control testing. New adhesives have made it possible to assemble pieces of wood into larger members. WWPA has quality procedures that apply to

Samples typical of production selected by WWPA lumber inspectors are tak€n off the production line, shipped to an independent laboratory and subjected to intensive durability and bending tests. This provides a periodic third-party technical check of each mill's performance. Meanwhile, each mill conducts daily quality control. Samples are pulled hourly from current production. Each is "loaded" to double the assigned design values of its particular grade as a test.

If the grade is STUD, using different glues than thosc with certified exterior joints, the same durability test is conducted by specialist mill personnel as in laboratory certification. The hourly samples are placed in a special chamber where intense vacuum saturates the glued joint area far beyond the nonns experted in actual use. Then it is dried in an oven, approximately to its original moisture content.

This waldry pr(rcess places the glue line under extraordinary stresses. When broken under doubleload static bending tests at the mill, examination of the finger-joint must reveal that the wood, not the glue, is what gave way most. Production which meets this criteria may be grade stamped accordingly and ship ped. The objective of testing and quality control is a product which can be used with confidence.

C0NTlt{U0US lumber tesler machine can provide machine stress rating ol dimension lumber at lull planer mill speeds.

Phot6 court5y oJ Metriguard, Inc.

0FF-LINE testing in lhe laboratory or lor production quality control is possible with equipment such as this which tests lengths 5' 0r longer to 1 00,000 lbs. tension in 2x3-2x12 srzes.

Quallty control keeps up wlth technologlcal advances ..stringent procedures. .

Machlne and vlsual testlng nqulred. .product rellablllty st1€ssed.

JlefetlERS and consumers in r r the South are prime targets in a major new marketing effort designed to make Western lumber more competitive with other geographical areas and alternate products.

According to John Barrett, chairman of the Western Wood Products Association's marketing services committee, in addition to competing in cost,this campaign will come to the market with programs that will generate genuine demand for products of the Western mills.

But competing in cost is only part of the story, Barrett points out. "Now we must come to the market with programs that will generate genuine demand for products of Western mills."

Entitled "Impetus" because that's precisely what it hopes to give to Western lumber sales, the program was first proposed to wwPA's membership at its March spring meeting in San Francisco, and approval was given at the fall meeting in Scottsdale to send the plan to the membership for a mail ballot. If approved, portions of the program will begin after the first of the year.

Impetus is based upon both usermarket and geographical-market strategies throughout the U.S. Four "geomarkets" are delineated in the plan, with high priority on an expanded "Mid-America" geomarket plus Texas and traditional Midwestern states.

Retailers are key players in the Impetus plan. WWPA would provide extensive merchandising programs expressly involving retailer tie-ins, with heavy publicity and advertising directed both to trade and consumer audiences. Also included in Impetus are LaBelle and other audio-visual programs.

Over the years, WWPA's promotional publications have "led the

Western lumber industry organtzes marketing push

market" in helping to move commodity lumber products by presenting ideas in concept, as well as with actual plans. During the recent "depression," inventories of past materials were virtually exhausted. "Some of these would be replaced in any case," Barrett reported. "But if Impetus flies, we'll have a magnifi-

Story at a Glance

Western lumber marketing campaign aims at specific regions and consumers. high involvement for retailers . .new promotional materials.

cent bank of extraordinary merchandising materials in tune with the retailing opportunities of the 1980s, and tied-in with structured programs which capitalize upon them."

The biggest item, however, would be an innovative marketing strategy to pull more common grade boards out of the West, according to Barrett.

One of the major campaigns would concentrate on storage and storage rooms in remodeling or new construction which would utilize common board lumber as well as dimensional lumber for framing.

"This will be based upon the fact that Western producers are America'sprimary source for boards, and boards are automatically ideal by size and characteristic to be utilized in storage areas. Indications are there is a great shortage of residential storage in America, and a major focus of Impetus would be to satisfy that need. If we can accomplish that, a lot more Western lumber will be needed by retailer customers."

The plan sets out specific programs for "user category" audiences, including retailers, builders, remodeling contractors and consumers. Theretailer-oriented segments of Impetus have roles tied to virtually all other audiences, since retailers are key to the overall distribution of Western lumber.

Barrett, who directs lumber sales for Champion International, has led the plan's development from its beginning in January 1982.

ffwHliyftt?#:3#:i;

and that makes them partners-not policemen- in the lumber inspection process."

That's the working philosophy of the Western Wood Products Association Quality Standards department and its chief lumber inspector, William R. Spannaus, who's responsible for administering the quality control procedures that in a normal year cover some 12 billion board feet of lumber.

WWPA is both a rules-writing and an inspection agency, certified bythe Board of Review of the American Lumber Standards Committee. The WWPA gradestamp is a familiar sight nationwide in retail yards and building sites.

WWPA is authorized by the ALSC to write rules for Western lumber, and it does so through the WWPA Quality Standards Committee.

In this role it develops, writes and publishes grading rules covering species and species groupings dominant to the Western woods region. It also provides engineering support and research into wood properties, to assist in development of working stresses. It also writes rules and conducts research for quality control programs for such special products as machine stress-rated and glued lumber. Inherent in the rules-writing process is obtaining building code approvals for official WWPA rules.

Direct oversight of the ruleswriting function at WWPA is provided by its Quality Standards Committee, representing grading mills from throughout the 12-state Western Wood Region. William Ford, BoiseCascade Corp., Portland, Or., is the committee's current chairman.

As an inspection agency, WWPA serves mills that produce 4ou/o of U.S. lumber production in a normal year. It does so with a team oftrained lumber inspectors positioned

WWPA gradestamp assures lumber quality

strategically throughout the Western woods producing region.

WWPA's system requires that each mill be checked at least once each month by a WWPA inspector, a practice maintained wen during the "lumber depression" of the past three years.

In a typical mill check, the inspector takes random samples of work of the mill's graders.Thismeans looking at enough stock from inventory, in various grades and items, to indicate the mill's graders are holding to grade tolerances.

"Bear in mind," Spannaus notes, "we're working with human beings and human judgment. Every raailer realizes the extent of variations that can occur in wood, and can appreciate the fine expertise graders must develop. But where a WWPA inspector detects a grader's line has begun to waiver, he immediately ceases being a monitor and becomes a teacher-working with that grader until things are right again."

The inspection disciplines go still another layer deeper- for special inspectors employed by the American Lumber Standards Committee make periodic rounds of mills and shipment destinations to make certain inspection agencies such as WWPA are doing their job. And associations like WWPA pay ALSC to provide this extra oversight. "It is one more backup to assure the integrityof the system," Spannaus says.

But with 12 billion board feet being produced across a third of the conti-

Story at a Glance

WWPA oversoes quality control for Weslern lumber. writes rules...checks mills provides for reinspection.

nent, how does WWPA assure uniformity in grades of all that lrrmber? In several ways, according to Chief Inspector Spannaus:

(1) Periodicdly, dl WWPA inspectors gather for an intensive course. Concentrating on the "gray areas" where adjacent gradelines come together. "Just about anyone can learn to grade the middlc part of a given grade in a hurry," Spannaus reports. "Inspectors must be rcadily able to daermine where one gtrade stops and the ncxt begins- and do so correctly errery time. And, as 8 tcrm, to do so the same whether they arc working mills in New Mexico, Montana, Washington or California. Or on a reinspection in Kansas City or New England. So it takes collective fine-tuning by the entire inspection team-everyone has to be on the identical wave length."

(2) Spannaus, Deputy Chief Bill J. Hill and two regionally located assistant chiefs spend considerable timein company of inspectors traveling mills on their regular schedules. "We check the checken, so to speak," Spannaus says.

(3) The at-the-mill grader coaching sessions, which are conducted by insp€clors when circumstances dictate and may occur during regular inspections, are supplemented annually with WWPA "Group Grade Meetings." Each year, some 3G-4O such gatherings are conducted. At each, graders from surrounding mills come to one "host mill" for the educational program conducted by WWPA senior inspoctors and highlighted by agrading competition participated in by as many as 75 or l0 persons. Winners in each meeting are awarded a special "championship" belt buckle, and their photographs

It Takes More Than Qualtty Products and Attractlve Prlces

(To

ALABAMA

Sequoia Supply-Birmlngham, Mobile, Decalur, N/ontgomery

United Plywoods Corp.-Birmingham, Decatur, lr,lontgomerv

ARKANSAS

Fischer Lime and Cemenl-North Litile Rock

International Paper Co.-Ft. Smith

FLORIDA

Dixie Plywood-Ft. Lauderdale

Sequoia Supply-Jacksonvjlle, Orlando

United Plywoods Corp.-Pensacola

GEORGIA

Sequoia Supply-Atlanta

KENTUCKY

Sequoia-Crescent Springs

LOUISIANA

Allen Millwork-Monroe, Shreveport

Davidson Louisiana-Houma, Lake Charles, Lafavette.

Baton Rouge. Alexandria, Monroe, New Orlean!

Sequoia Supply-New Orleans

MlsstssrPPl

Sequoia Supply-Jackson

United Plywoods Corp. -Meridian

NORTH CAROLINA

Diamond Hill Plywood Co.-Greensboro, Raleigh, Charlone

North State Building Material Co.-Asheviile

Sequoia Supply, lnc.-Greensboro

OKLAHOMA

Rounds & Porter Co.-Attus, Oklahoma Citv, Tulsa

Cedar Creek Wholesale-Tulsa

TENNESSEE

Diamond Hill Plywood Co.-Knoxville, Nashville

Holston Builders Supply-Kingsport

Sequoia Supply-Memphis, Nashville

Tennessee Plywood & Door Co., Inc.-Chattanoooa

TEXAS

Davidson Texas, Inc.-Austin

Edward Hines Lumber Co.-Ft. Worth

Sequoia Supply, Inc.-Houston, San Antonio

Vaughan & Sons, Inc.-San Antonio

VIRGINIA

Diamond Hill Plywood Co.-Richmond, Chesapeake

f

Pressure treated wood grows in acceptance, use

ByHrry Anton Regional Representative WWPA Field Senices Dept. Marletta, Ga.

nessuRE-TREATED wood

6a5 grown rapidly in acc@tance and use during the past five years, and now is being used structurallY and non-structurally in fences, decks, farm buildings, marine structures and in the residential wood foundation.

Wood is man's most versatile Product, but because it is a natural product it is subject to decay and insect attack. These natural enemies can greatly affect the seivice life and strength of wood products. Chemical preservatives are one way to make wood resistant to fungusgrowth and insect attack.

Fungi need four generalconditions to live and cause decay: (1) ProPer temperature, generallY between 50 and 90 degrees; (2) moisture content in excess of ?.0s/o; (3) air, particularly oxygen, and (4) a food source, such as wood fiber. Pressure treatment of wood fiber eliminates it as a food source.

The most common types of Pressure chemical treatments sold today by retailers are known as the "waterborne salts." They are most preferred because they leave the treated surface relatively clean, paintable, and odor free, and can be used both inside and out.

There are a number of different water-borne preservatives available to the treater, but the one most commonly used is CCA, chromated coPper arsenate. The copper base gives the wood a green color and makes it easy to recognize from untreated wood. CCA treated lumber is known by different trade names. The KoPpers Company uses the term "OutdoorWood" and "Wolmanizing" to describe its CCA treated lumber. The Osmose CompanY uses the names "All-Weather Wood," "AllSeasons Wood," or "Osmose K-33,"

to describe its CCA treated lumber. Other companies use names such as "Green Salt" and "Langwood." Whatever the trade name, the lumber is treated with CCA salt compound.

Different lwels of Protection are provided by pressure-treated wood. The American Wood Preservers Bureau (AWPB) writes standards for presure treating for various species of wood with different types of chemicals and treating processes, including the water-borne CCA Pressure treatment. AWPB also provides a quality control program which checks to make sure that treated lumber is properly treated. Standards whichretailers should be aware of are LP-2 for above ground use, such as fences and deck boards; or LP-22 for glound contact for such as fence posts, or for immersion such as dock pilings; and the FDN Standard for use in the wood foundation. These three standards are differentiated by the amount of chemical preservatives retained in the wood. The LP-22 standard requires more chemicals, .40 pounds per cubic foot of wood, and the FDN Standard requires even more chemicals, .60 Per cubic foot.

In addition to the chemical retention requirements, AWPB or other

Sfory at a Glance

Pressure trcatedwood continues to galn acceptance. dllferent trsatlng standards lor dlfferenl uses. retaller should know best specles lol customer.

quality control agencies must check for additional treating requirements, including the depth of chemicd p€netration, the moisture cont€nt of thewood at thetimeof treatmcnt(25 moisture content, 25 MC, or less)' the p€rcentage of heartwood and sapwood (heartwood is very difficult to treat), and the spccies of wood being treated. Due to natural characteristics, some species treat bett€r than others.

C€A waterborne salt treatmcots work best on species which are mostly sapwood. Ponderosa pine, Southcrn yellow pine and, around the Great lakes, red Norway) Pine are used almost exclusively for CCA treatment. These three species do not re' quire "incising" to ace1f, the pmper amount of chemicals fortreatment, so they grve a nicer aPPearance after treatment. All other species require the cutting of tiny holes in the surface of the wood, incising, for ProPer treatment lertels.

Treated lumber is identified bY a "quality mark" much the same as lumber is identifi ed by a grade stamp. A qudity mark identifies the treater, the quality control agency, standards used for treating, the type of chemicals used, and in what Year it was treated. The quality marks assure the dealer, the user, and other interested parties, such as building inspectors' that this is properly treated for its intended use.

Because the CCA chenicals are carried into the wood by water, all treated lumber should bc redried to is original moisture content level. Lumber that is "kiln dried after treatment" (KDAT) will maintain stability and have a dry, paintable surface. All dry, treated lumber

(Please turn to page 37)

UESTION: when a local building official questions a builder's use of a Western wood product supplied by your yard, or you have a question about proper usage of a specific grade of Western lumber, where do you turn for help?

Answer: The Western Wood Products Association Field Services staff. With managers in every region of the country, w€ are ready, willing and able to provide the technical expertise you need on any Western wood product.

But we're more than just a group of troubleshooters. Our primary goal is solving problems before they happen. We do this through education, providing dealers and their employees, builders, architects and engineers, and local building officials with the technical information and know-how needed to sell and use Western wood products effectively.

Using the time and talents of onlyI I men, the WWPA field services staff tries to reach every city and town in the entire country. It's an ambitious program. We distribute product information, answer questions, and, just as importantly, learn and listen. Part of our job is to gather market information for the manufacturers we represent to help them meet market demands.

Each WWPA field services manager has strengths and experience in the field of architecture, building or lumber manufacturing. But just as importantly, each knows how to effectively present that information and deal with people. Good communication is the key to our success.

With a limited staff, we've had to come up with some innovative ways to achieve these goals. And that's just what we've done. In the last four years we have developed a successful program with a two-pronged approach.

First, we've targeted our calls, focusing on people we call "influentials" in each segment of the industry. These are the people who can get things rolling, starting a chain reaction.

Secondly, we have created a series of highly acclaimed professional seminars for building supply retailers. In the typical seminar, retailers and their staff spend an intensive seven hours learning about lumber manufacturing, grades, species, specifications, storage and usage, span tables, rights under reinspections, and so on. The

Field service teams ready to serve dealer

By Victor Riolo Jr. Managerof WWPA Field Serices Department

Story at a Glance

WWPA field services staff ready to answer questions on uses of Wostern woods. Available nationwide. . pro. vide training, seminars, dealer information.

seminars also include sales trainings tips, helping dealers better understand their customer's needs and problems.

Naturally, we have a wide array of technical literature available to supplement our training efforts.

In addition to retail seminars, we offer professional training seminars for architects who are AlA-certified and provide continuing education units. We believe that the entire industry, including retailers, benefits from these programs which foster increased demand for Western wood products.

Finally, our staff members meet regularly with local building officials, acting as "ambassadors" between builders, manufacturers and local officials to help solve problems that might arise on the job sites. We've built a fine reputation in this area because of our credibility. It's our duty to call things as they are, not to take sides in an issue.

I like to think we practice a little "preventive medicine" in our job. The more we can do to help educate the building professionals, the less we have to do to "treatl' problems. We help make Western wood products easy to use, because the easier they are to use, the more they will be used. And that benefits retailers as well as manufacturers.

We are rightfully proud of the

seminar program, but it's continually evolving to meet new needs. For example, we hope to develop a program for new retail employees and one for retail managers in the near future. We try to tailor our presentations to the specific needs ofan audience, notjust give a "canned" session.

We're looking forward to meeting more retailers and exploring with them the opportunities for greater sales of Western wood products.

Panelint Sidins lnstafigffg lnformation

SPEC PO|NT (n

Fire Retardar Lumber

Cha mpion Int e rnati ona I C orP. is expanding its particleboard plant in South Boston, Va.. Trus Joist Corp. has an option to buy the Willamette Industries plywood plant at Natchitoches, La., for the manufacture of Micro-Lam.. .Georgia Kraft Co. is constructing a new lumber mill at Cottonton, Al..

Dunbarton Corp., Dothan, Al., has acquired Valiant Door Co., Milton, Fl., and Builders Manufocturing Co., Leeds, A1... .Coleman Co., Fort Worth, Tx., has opened new offices, showrooms and manufacturing facilities.

Home Centers of America, Inc., San Antonio, Tx., opens a fifth store in San Antonio this month with plans for 1984 openings in Houston and Lubbock. Caddy Lumber Co., East Point, Ga., is celebrating is fifth anniversary. ..Builderc Speciolties Supply.Inc., Pensacola, Fl., has added a custom srindesrryalls div..

Molpus Lumber Co., Philadelphia, Ms., is being sold to Louisiana-Pocific; no price has been disclosed for the deal which includes both a pine and a hardwood mill.. .Crown Zellerbach is building a $30 million wood products facility near McComb, Ms....

Georgia-Pacific Corp. now makes fiberglass roof felts at its Hampton, Ga., and Ardmore, Ok., plants, and plans a resin facility at Crosset, Ar., with startup in mid-'84. ..Continental Woods Products is opening a manufacturing facility in Jackson, Ms..

Booker & Co., Inc., Tampa, Fl.; Deolerc Worehouse Corp., Knoxville, Tn.; Cameron

Wholesale, Waco, Tx., were regional winners in the 7th annual Van Kirk award wholesaler of the year contest sponsored by the NationalBuilding Moterial Distributors Association. HeilQuaker Corp., Nashville, Tn., is extending its market into the Western states. .

HodgeForest Industries, Boise, Id., has opened a reload center in Fort Worth, Tx..

Sun Terrace Casual Furniture, Clearwater, Fl., has been named vendor of the year by Hechinger .. .Great Improvemenls, a home remodeling franchiser, has opened an office in Deerfield Beach, Fl., with southeast Fl. its initial market.

Port Barre Lumber Industies, Port Barre, L8., which has sold its retail div. to Cash Home Centers, is building a distribution center and palletyard in Vicksburg, Ms.. .

Bowater Home Centers has opened a third store in Arlington, Tx., with plans for additional stores in North Richland Hills, Tx., and Plano, Tx.... Builderamo will open second stores in both Augusta, Ga., and Charleston, S.C., next ye:u . . .scotty's, Winter Haven, Fl., has reached 104 unis in the state with the opening of stores in St. Petersburg and Temple Terrace..

Lowe's held a gand reopening for its remodeled Marietta, Ga., store. . Singer Lumber, has closed. its Lumbermart store in Kenner, La... .Homecrafters, Pelham, Al., is expanding into Memphis, Tn., with two Homecrafters Warehouse outlets.. Hechinger will open stores in Burke and Manassas, Va., in the spring..

Sorrell Lumber Co., Perry, Ok., has been sold to Jim Soulek who will operate it as Perry Lumber Co.,' the Sorrell unit in Pawne, Ok., purchased by Kelley and Cheryl Bene, has been renamed Benes Building Center ..Stacy and Sons Lumber Co. is a new firm in Strawberry, Ar..

September hordwood lumber production in the South remained virtually the same as August, up 3590 from Sept. '82; orders up 490; shipments down 390; unfilled orders up 390; gross mill inventories up l9o the Hardware Sales Index of the National Wholesale Hardware Association was up 4.890 in the Southwest from 1982 and 5.990 in the Southeast...

As expected, housing starts fell in Sept. Qatest fies.); off 13.490 from the mo. earlier, the seasonally adjusted annual rate was 1,652,000; 45.7slo above the year earlier mark. average home mortgage rates of 13.6s/o are blamed for paft of the decline...

Single family starts were off ll.69o, multis saggd l6.3clo, both sharper declines than anticipated...bldg. permits for future construction fell 990 from the mo. previous (a 4-year high) and were 460/o ahead of the same time last year.

UMBEN BUYEBS: WEWTYI|UN BUSIilES$

American Forest Products ComPany

Guy Bennett LumberCompany

Bennett Lumber Products, Inc.

Bio Valley Lumber Company

Boise Cascade Corpordtion

Brandt & Wicklund Forest Products

Frank Brooks Manufacturing Co.

Broughton Lumber ComPany

Cambria Forest Industries, Inc.

Canvon Lumber ComPany, Inc.

Champion International Cbrporation

Channel Lumber Company

Collins Pine Company

Columbia Pacif ic Structural

Components, Inc.

Crane Mills

Custer Lumber Company

Davidson Industries, Inc.

Denver Wood Products ComPanY

Diamond Internationai Corporation

Dickson Forest Products, Inc.

Double Dee Lumber Co.

Duke City Lumber ComPanY, Inc.

Edoerton Lumber

Elliioson Lumber ComPanY

Fort Apache Timber ComPanY

Fremont Sawmill ComPanY

Georoia-Pacif ic corPoration

Gilchiist Timber Corirpany

Giustina Bros. Lumber & Plywood Co

Hanel Lumber Company, Inc.

H-O Lumber Products Inc.

ldaho Forest Industries, Inc.

I nternalional Paper ComPanY

Kaibab Industries Inc.

Kamas Valley Lumber Company

Kinzua Corporation

Layman Lumber Company

R. E. Linde Sawmills, Inc.

Louisiana-Pacif ic Corporation

Medford Corooration

Michigan-California Lumber Company

Navaio Forest Products Industries

Neim-an Sawmill, Inc.

Ochoco Lumber Company

Paul Bunyan Lumber Company

Peacock Lumber Company

Pooe & Talbot. Inc.

Potlatch Corooration

Reed Mill & Lumber Company

Reidhead Lumber Company

Roseburg Lumber Company

RSG Forest Products, Inc.

Setzer Forest Products, Inc.

Shearer Lumber Products, Inc.

Sierra Mountain Mills

Simper Lumber Company

Simpson Timber Company

Snider Lumber Products Company

Spalding & Son, Inc.

Stimson Lumber Company

Vaaoen Brothers Lumbet Inc.

Warin Springs Forest Products Industries

Weyerhaeuser Company

Wickes Forest I ndustries

Willamette Industries, Inc.

Willamina Lumber Company

Zosel Lumber Company

CALENDAR

Nffi';iv{fi, beautiful homes!

All-ArnericanC-qryarUl

Coastal Lumber Company's Trdewater Red Cypress. a wood of supreme durability and beauty, is in plentiful supply in the swamp lands of the southeast. A favored wood for both interior and exterior uses, Tidewater Red Cypress is adaptable to today's structural designs in home and industry. Coastal Lumber, a leading producer of 'lidewater Red Cypress, offers kiln dried cypres siding, paneling, fence boards and decking with a rustic or resawn face. Tidewater Red Cypress, "the wood eternall' is the wood for NOW!

Coastal Lumber Company has a full line of 'fidewater Red Cypress. thrdwood, Southern Yellow Hne. Perma-Tieat@ Treated Lumber, and Hywood products in huckload or carload quantities. For further information contact:

Coastal Lumber Co., P0. Box 829, Vrbldon, NC 2890 Phone: 919/536-421 I

NOVEMBER

Norlh Americen Wholeslle Lumbcr Associetion-Nov. 2, regional meeting, 8:30 a.m., The Mandalay Four Seasons, Dallas, Tx.

North Americrn Wholesele Lumber Associetion-Nov. 3.f, regional meeting, 8:30 a.m., The Monteleone Hotel, New Orleans. Ia.

Nstiond Building Meteiid Digributon Assodedon-Nov. 6-9,32nd annual fall convention and conference booth ser sion, l,oews Anatole Hotel-Dallas Market Hall, Dallas, Tx.

Lumbermen's Associrtion of Terrs-Nov. 9, effective retail merchandising seminar, Austin, Tx.

Southern Prcssurc Tnrtcrs Associetlon-Nov. $lt, annual meeting, Ponte Vedra Club, Ponte Vedra Beach, Fl.

National Sssh & Door Jobbcrs Associrlion-Nov. lG2l. ZXh annual convention, Hyatt Regency Maui, Maui, Hi.

Lumbetmen's Associrtion of Texrs-Nov. t7, sup€rvisory skills for the yard foreman seminar, longyiew, Tx.

Builder Merts of Americr, Inc.-Nov. 2&29, profit ptanning seminar, Greenville, S.C.; Nov.3l)-31, Dallas, Tx.

DECEMBER

Mid-Americe l.umbetucns Associetion-Dcc. l{, Oklahoma University football tour, Honolulu, Maui, Hi.

Builder Merts of An€ricl, Inc.-Ilec. lll4, computer demonstrations, Greenville, S.C.

JANUARY

Lunbetmen's AssocirtiDn of Texrs-Jrn. l0-U, averting financial crisis seminar, Waco, Tx.

BuiHing Mrtetid Merchents Assochtion of Georgir & AfebamrJrn. t)n14, l9E4 buying show, Downtown Atlanta Marriott, Atlanta, Ga.

Amcricen Ilerdrele Supply C-o.{rn. l7-lt, lumber 1984 market, Orlando, Fl.

Netiond Associetion of Homc Buildcrs-Jrn.2l4, lgE4convention and exposition, Houston Astrohdl-Astrodome, Houston, Tx.

Lumbermen's Assodetion of Tcxrs-Jra. 26, zupen'isory skills for the yard forernan seminar, Dallas, Tx.

Mid-Americe Lumbctmens Associrtion-fu. ?bn, MidAmerica building products exposition, Bartle Hall, Kansas City Crnvention Center, Kansas City, Mo.

Lumbermen's Associrtiron of Texrs-Jen. 3GFcb. 1, basic estimating seininar, Houston, Tx.

Want to soe your organizatiga in print? Scnd 1s information including date and place on your trGrt meeting, @nvcntion, or social cvcnt for thc CdGodar. Plcasc make sure that wc reccive it i lcd dr rccls lhcrd of thc dltc and be sure to inclu& your name, addrcss, and telephone numbcr.

STRENGTH

It's impontant to you, because it means we can do abettenjob for you, the way you want it performed. With oun extensive activiry in the market, we know whene to find what you want at a fain pnice.

American lnternational Forest Pnoducts' market and financial stnength wonks fon you. You can be confident that oun pnices ane likely themost favonable. And you'll be dealing with a company that has eanned the irust of its customers by maintaining the highest ethical standands.

Pnoducts we sell include dimension lumber and mixed boands of all types, Southenn yellow pine, nedwood, cedan, shakes, shingles and plywood.

Oun stnength means you can nely on us to provide you with the products you want, the way you want them, at competitive prices.

Home Center Merchant

I'VE VISITED a few home centers reI cently that could greatly improve their operation if they removed the pollution of manufacturer's signs, pennants and oversized headers. The visual Slut completely destroyed what could be neat, well displayed stores. Manufacturer's signing and displays hid complete departments and their conflicting colors and graphics destroyed the concepts originally conceived by the store's designer.

Top management must dictate the parameters for allowing manufacturer's promotional material on the sales floor. Store managers and dePartment managers must then exercise the discipline at the store level.

Buzzwords: "Value" is being used more freqqently than "price" in the consumer's vocabulary. They'll pay a little

more if they get a little more. Smart retailers make sure their value comes through the newsprint in both copy and illustration if they're promoting a step-up item. They cover their bases by listing "others from $-!" to show that it's not a cheapy item with a heavy markup ! Selling the benefits when writing copy about the features is another way to miu(imize the advertising expenditures.

Millwork is hol.' Replacement windows are selling well-especially insulated glass replacement units. Retailers report good results with a replacement window and door promotion.

Panels are up-ceilings are down: Our clients tell us that high end paneling is selling again, but it's the low end of the ceiling tile that's moving. No one has been able to explain this phenomenon.

Skylights ond microwaves for remodelerc: Remodeling companies are

reporting a boom in the installation of skylights and microwave ovens. French doors are again popular with installed remodeling. So is the continental look in kitchen cabinets.

Surveys and market studies: Many retailers are getting a handle on where they are positioned in their market placc by surveying their customers in store and by phoning or mailing questionnaires to homes in their market area. They find it's best to have the preparation, administration and interpretation of these surveys done by an outside source such as a miuket research comparny, the local newspaper's research department or the research facilities available at most colleges and universities. Researchers suggest that the retailers survey th€ir o$'tl employees, too-and be prepared for some surprises.

2Vo for cash: Taking the lead from the major gasoline companies who are now offering a three price option to drivers (full service, self serve credit card and sclf serve cash), one midwest building materid chain is installing new cash registers that are programmed to deduct 290 for cash. They'll be promoting heavily in the ads.

(By the way, many consider R.H. Macy's to bc the first discount house. Prior to World War II their slogan was 690 less for cash.)

Alabama Firm Comes Back

Despite a $500,000 fire that burned for 24 hours and destroyed its main lumber shed and three smaller sheds, Hallett Building Materials of Mobile, Al., has come back stronger than before, according to Win Halleft III.

"With one-third our normal working area, we recently sent out a record number of trucks loaded with material for our customers," Hallett said. "Our productivity has never been higher," he noted. He expressed thanks for the support of friends and customers that helped the firm to rise, literally, from the ashes of the fire. Arson is suspected in the blaze.

Planning is well along for a larger warehouse, possibly up to 40,000 sq. ft. as well as other structures and systems to improve company functions and better servetheir customers.

Walter Gorp. Names C.E.O.

Jim Walter Corp., Tampa, Fl., manufacturer of building products including moulding, marble, pipe, hardware, concrete and door and window systems, has named Joe B. Cordell, pres. and c.o.o., as chief executive replacing James W. Walter, founder of the original homebuilding firm, who continues as chairman.

Housing, Eeonomy Pick Up

The economic recorrery has continued to pick up speed in most of the Southeast during the summer.

As a result of an informal poll by Federal Reserve Bank of Atlanta researchers, the upturn can be seen in increased demand for housing which boosts both the housing construction and home furnishing industries. The resurgence in construction is helping to buoy consumer spending as well.

Residential home sales remained vigorous through July although not quite as strong as in May and June, according to the analyst's Insight report. In some areas the number of single-family home building permits exceeded last year's volume for the same period by more than 5090 althoughoverall Southeastern figures climbed only 2.2V0

Southeastern industries which produce timber productsare approaching full productive capacity and 9590 employment levels.

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FlnuveRY PRAcTICES was r s1g of the five Dealer Services Workshops presented at the convention of the National Lumber and Building Material Dealers Association on Monday, Oct. 10, at The Pointe, Phoenix, Az.

The program was a review of three delivery studies commissioned and published by the NLBMDA for the benefit of its membership. It was a "Texas Size" opportunity to present the highlights of the three manuals in one hour.

To provide the attendees with a frame of reference in the delivery world of the dealer operations studied, the Delivery Practices Questionnaire presented in this publication last month was given to all. There are no right or wrong answers. The whole idea was to let everyone answer for themselves what was go-

ing on in their companies. No one was asked to reveal his answers. The answer provided by hundreds and hundreds of delivery experiences and evaluations and the three studies conducted for the sponsor was given.

The answers to the first three questions follow:

(1) Does your firm periodically identify profitability of its delivered sales?

Typically the answer is no. It is unfortunate because in the sales mix between delivered and non-delivered sales there is about a I 5 9ocost/nargin differential. First, delivered sales currently cost about Ttlo to make. Secondly, receivables are primarily generated by delivered sales. Thirdly, anywhere from 5090 to 10090 ofany company's shrink is generated by delivered sales and theft has historically found a major nest

within the bre6d pngeof the delivery activity. Finally, mct nondelivered sales have a higher retail price and mark up as opposed to the volume pricing and lower margins offered the contractor customer who also wants and expects and gets delivery. When profits on delivered sales are measured, most dealers are surprised at how little profit and./or how much loss is involved in a major portion of their sales activity. How do you stack up?

(2) Take @Vo of your totd sales last year and divide it by the number of delivery trucks you operate. lf the result is under $I,(XX),(XX) check "NO", if over $1,(XX),0(X) check "YESrt.

In almost five years of asking this typeof question,no one has everindicated that they were able to answer "YES". Most yards open at 7 am and close at 5 pm during the week. Many operate Saturdays and a goodly number open on Sundays. But just dealing with five days a week, ten hours per day, is 2,6fl) hours per year when each truck will be in the delivery process. This means a $1,(X)0,m0 per year per truck could be achieved if it could average $385 per hour in executed deliveries. If your annual delivery rate is $750,0m, your truck averages $2E8 per hour. If your annual rate is $500,0(X) per truck, your hourly average delivered sales per truck are $193. Experience shows the typical dealer to be averaging between S500,000 to $6(D,00 per truck per year. Where do you stand?

(3) Do your yard people generdly work eight hours or less per day most of the time?

(214) A3-5538

ltt- ol FRT rood. lt .lcl|ng . qu.lnt .9Glht p.cdual, tou qn ballar BY. arLtlr9 cualomo and allrel frdr. P|mothnd LLr.tn b rrLL. b diidtr aaLa.

tDDTOtOUn

tnoFrT3

Ot @.r tra .lrdait tnnad Fod h[ frant rD9llollonr: lruut, .t da bac, F ha, loLlr, daC(lng, atndi||rg a.rd dlv n$ar. proHad pl.€ rhaa ||[ r-!at .F lt daal[bL. For I lltl of .upolho lb.i..d lo prcdue thl. prcduct, wrlt. lo KoF p.[ Conp.ny, Inc., lg00 Kopp.r. Aulldlng, Pnt.bu,gh, PA 15ne.

It is indeed the rare operator who has no overtime in his yard. Everyone works overtime and taking care of the "delivery customer" is thereason most cited for overtime. Those from whom we get answers say to this question an emphatic "NO", that they must work overtime, and many schedule all employees from 7 am to5 pm daily 12 months of the year without reason or need. The only reason for such a permanent overtime posture isa union contract under which management guarantees overtime. Fifty hours a week is 2590 overtime but is 37.590 of the cost of the forty hour week.

Answerc to the remaining qtcstions will be provided by Lynch in future issues-ed.

TENNESSEE

vlce precldent

lJ EunY rforton State Park has been r I selected as the site of the Young Executives 1984 convention, June 8-9. Greg Davis is chairman.

Gene McKinney has been named chair-

man of a committee to sponsor an associate member of the year award to be presented annually at the TBMA convention starting in 1984. He also has been appointed chairman of the new scholarship fund committee and will name additional

members to serve with him. It has been suggested that the scholarship be named in honor of the late Eddie Robinson, an active member of TBMA for many years as well as a director and v.p.

According to Terry Haynes, YE president, membership now stands at 48 although the drive for new members will continue for the balance of the year.

Winners in the recent membership campaign were Johnny Brown, first place with seven new TBMA members and eight YE members. Fred Stephens placed second with six members in each category. A total of 20 new YE members and 13 new TBMA members were added during the effort.

employers with fewer than 20 employees (including part-timers.)

Dealers should remember that this is not a one-time regulation-future employees who intend to remain actively employed after their 65th birthday must be given the option not less than 30 days in advance of the first day of the month in which they attain age 65.

employees between age 65 and their 70th birthday to choose either Medicare or the employer-sponsored medical plan. Retirees, of course, are not affected by this new labor regulation, nor are

Those dealers interested in receiving a copy of a letter from the trustees of the asociation on this subject should request such a copy. The letter details exactly what the employers of 20 or more employees must do.

lf youtvebeenlooking tor V reliable source foF g tr?[l!f I um be r-youtve itstfound itl

And our message is straightforward. In a marketplace where finding a dependable source of supply for lumber products can be elusive at best-we delivea

Because we're more than just another lumber broker. We're the exclusive sales agent for five of the Northwest's producers of lumber produc6. That means we can not only secure a source of supply for the lumber products you require-rrye can virtually guarantee it.

Equally important, with a diversified product line at our disposal, chances are you're going to find one call to TreeSource can meet a number of needs.

At TreeSource, we're ready to put our experience and our resources to work for you.

ARKANSASA OKLAHOMA

NE of the five association services we sometimes overlook is the Lumber Tech home study courses. If you have hired new people this past year, you may \rant to consider enrolling a promising one or two in either or both courses.

Over the past l0 years many retail building materials people across Arkan-

sas and Oklahoma have received learning assistance from the Lumber Tech I courses. Now that these courses have been updated, they should provide even better training. Two separate courses are available to help train lumber yard/home center people to serve their customers more completely.

The Architectural Drafting course covers the drawing of house plans. First a student learns to draw a two bedroom home, including the bas€ment plan, sec-

tion view, elevations and more. Then a 3 bedroom floor plan and elevation are drawn.

The Estimating course uses the traditional basic takeoff mchods. (Materids only.) An undsrstanding of this mahod is helpful before an employee tries to tackle the computer and "quick" estimating methods available today.

Both courses feature excellent lesson materials, a top-notch reference book, sceral helpful booklets andlor pamphlets and, mo$ important of all, individually orrectd lessons. The courses which are basic, thorough, and economical, are designed for the beginning or advancing employee in the retail lumber yard or home center.

Write us at our new address, 4510 Belleview Avenue, Suite 216, if you would like more information.

I ooKING ahead to the annual conbvention at the Royal Sonesta Hotel in New Orleans, Feb.2-5, Gayle Passman has issued the following communication to all members. Convention theme will be Communication in'84.

We all know Einstein was a genius. What we know now, through his $udies, is that €veryone'sbrain works exactlylike his ifgiven the opportunity. I don't guarantee we can all be an Einstein, but I do promise

that we can all be bstter communicators and well adjusted individuals.

Can you imagine what will happen if we all put our right brain to work and start planning what avenue of participation we will take during our 1984 annual convention? When our left brain takes over and begins to put thes€ plans into action, the results will be the greatest convention ever.

We are planning a convention of all conventions in 1984. Our format will change slightly to include top-notch speakers and entertainment. "Color Me

Beautiful" will be a progam of interest to all ladies. Friday, Elden Waher of Arlingon, Tx., will conduct a seminar on "How to Communicate Under Pressure- Dealing Effectively With Difficult People on the Job-In Daily Life," which also includes "NeuroLinguistic Programming." Also, on Friday, we will have a repeat of las year's fabulous luncheon. The speaker will be James "Doc" Blakely, Ph.D. Some of you will remember "Doc" from our BuyCentenial Sellabration in'76. That ni8ht, we will have our industry reception.

Saturday nnrning there will be a short business session and then it's "Off to the Races.' ' After winning all that money, you will need a drink and some relaxation. We have planned a rception and banqu€t with live entertainment.

To top things off we will dl meet Sunday morning for our grand finale, the indusry brunch.

.9."+{,"%

BEC0RD SALES set the tone for the Florida dealer's convention (1) Charles Harnden, Alpine Engineered Products, Inc., as master of ceremonies. (2) A glimpse of some of the 144 exhibits. (3) George Will meets John Garten, executive director FLBMDA. (4) Carrie Russell, Golden Belt Wood Preserving, Auburndale. acceoted third olace booth award flanked by (ieft to right) Clark Yandle,

judge, Preston Jordan, Golden Belt operations manager; Clint Dawkins and Mels Hallstrom Jr., ludges. (5) Diedre Perkins, 1983 Florida Citrus 0ueen. (6) The crew lrom Logan Lumber, Tampa, pose with judges after receiving second place ribbon. (7) Winners at Southern Plantation Party (left to right) Joe & Joyce Miller, Cook Lumber Co.; Mike & Cherry Juett, Poe and Assoc.,

Tom & Ann Martin, H.B. Fuller Co.; FLBMDA oresident-elect Archie & Rue Brott, Deerlield'Builders Supply Co. (8) Association VlPs man receiving line. (9) Scott Hiett, Nord Co. territorial mgr., Atlanta, Ga., received lirst olace award for booth from (left to right) judges Yandle, Hallstrom bnd Dawkins.

Everything's positive at Florida annual

name of living. year's tator

UCCESS was the thegame at this Florida Lumber and Building Material Dealers Association's ?nfte Main Event in Orlando, Fl., Sept. 14-16.

More than 1850 delegates were present with over 144 firms exhibiting. One firm boasted of selling a quarter million board feet of lumber on the first day while another reported sales for the second day alone being two and a half times above whatthey sold throughout the entire 1982 convention.

Dr. Norman Vincent Peale as kick-off breakfast speaker set the mood of this 63rd annual with his message on the dynamics of positive

Journalist and tv commenGeorge Will, humorist Dr. Charles Jarvis, economist Dr. Gene Stanaland, and author Mary McBride informed and entertained the delegates at a selection of functions during the convention.

Henry Moxon, Ocala Lumber

Sfory at a Glance

Soaring attendance at Florida's 63rd ... outstanding sales for exhibitors Henry Moxon installed as president . next year Sept. 12-14 in Tampa.

Co., Ocala, became the FLBMDA's 50th president during the annual meeting. Archie Brott, Deerfield Builders Supply Co., Deerfield Beach, is president-elect.

Other officers are Charles Nicholson, Nicholson Supply Co., Wauchula, lst v.p.; John Rourk, Timber Products, Inc.,Orlando, v.p.; Joel Miller, Cook Lumber Co., Tampa, v.p.-elect; Clint Dawkins, Big D Building Centers, Jacksonville, treasurer. Don Osteen, East Coast Lumber Co., Fort Pierce, is the immediate past president. Everette Cupit, Causeway Lumber Co., Fort Lauderdale, is past president and Jim Attaway, Attaway Lumber Co., Okeechobee, is (Please turn to page 38)

Oklahoma convention rates an A-OK

OOD associations put on good conventions, a case in point being the Oklahoma Lumbermen's Association annual convention and merchandise mart held recently in Oklahoma City. More than 900 dealers were registered.

Keystone of the 37th annual was the merchandise mart which featured more than 188 exhibits from ll9 firms. It was held at the Myriad Convention Center, adja-

Story at a Glance

Stars, shows and Increased sales featured at Oklahoma Lumbermen's 37th annual . . Glen Haney elected new president . same timelsame place next year: Sept. 7-9.

cent to convention Hq., the Sheraton Century Hotel. Strong floor attendance by the over 2,(XX) registered was reported and sales of $1,812,738.13 generally ran ahead of last year, reflecting an upturn in the state's economy in the east€rn part. Western Oklahoma lags economically due to the continued depressed state of the oil and oil service businesses.

A new slate of officers was elected

(Please turn to page 36)

GOVERN0R of Oklahoma (1) George Nigh with his wife Donna, Jim McKellar, convention chairman, at right. (2) Tom & Marquita Miller, Bill Wamboldt. (3) Ron Cargile, Donna Keith, Russ Kennedy. (4) Bob Campbell, Dean Benshoff, Terry Snowder. (5) John

Craven, Ralph Heatly. (6) Luann Landgraf, Bobby, Bob & Joyce Sharp. (7) Lou & Jim Gentry, Bill & Nila Graham. (8) Sue & Bud Blakley, Cy Lauzon. (9), Grady & Judy Ollie, Jr., Frances & Bob John. (10) Sheryl Stauter, Mark Ellis. (11) Lany & Joe Ann

Ratlitl. (12) Jerry & Wyndl Austin. (13) Carolyn Uhlenhake, Frank Taucher, Tom Heyer, Darrell McFarhnd, Jean Ogan, Jetf Clark.

0LA PRESIDEi{T (1) Bud Blakley, Glen Haney. (2) Wes Agee, Mike Summers. (3) Steve Wolfe, Dick Miller, John and Voncille Shipley. (4) Hal Ferguson, Bob Hixson, Larry Jack Horn, Frank Bartrow. (5) Mike Ambrose, Margret & Larry Gilbert, Jim Huff (6) Kathy Sanders, Charles Andrus. (7) Delvin Henry, Shel Gilblom. (8) Lee LeOlair,

Gary Rosebure, Rhea Taylor. (9) Stokely Wischmeier, Charles Huston, Audean Coppedge, Dottie Klotz, Dan Anderson, Dick Jennings. (10) Glenn & Eleanor Yahn, Nalette & Joe Butler. (11) Henry Bockus, Kathy & Gary Horsley. (12) Don Wiard, Chuck Paulette, Ken Rothschopf. (13) Randy & Patti Skinner. Michael. 4. and Lisa. 1

month. (14) John Middleton, Bert Uhlenhake. (15) Paula Moran, Larry Wilson. (16) Jim & Ann Churchill. (17) Ed Day, Hank Bockus, (18) Richard Stuffers, Sonny Ulch, Ron Crosby. (19) Greg & Connie Pannell. (20) Morene Cummings, Tammy & Skipper Blakley.

Avoiding Insurance Problems

Fierce rate competition in insurance underwriting may be signaling a potential problem in the building materials industry. Although substantially reduced premiums appear to be beneficial, the extreme competition is beginning to take its toll. Not all insurance companies are well managed and more than a few are now facing serious financial and cash flow problems, experts warn. Some won't survive and that could spell trouble for policyholders.

Insurance policies represent a promise to pay by the company issuing them, but they are good only if the issuer of the policy has the ability to pay when called upon. One way to check out the stability of an insurance company is by asking the

company or its agent for a copy of its current Best's Insurance Report. This report published by the A. M. Best Company, Inc. rates an insurance company by using industry averages. It is available for the asking and is normally free of charge.

R. L. Baker of Lurnbermen's Underwriting Alliance, the nation's largest exclusive insurer of lumber properties, operating out of Boca Raton, Fl., gives the following suggestions of what to look for in the Best's report.

(l) If the company has an A+ rating you can feel secure. Less than an A + rating means that you should check the narrative section of the report to see ifthe rating has recently changed. If it has changed upward (say from B + to A) that's a good sign and indicates that the company is on

an upward trend. If the rating has recently changed downward (from A+ to A, A to B+, erc.) it can bean indicator of a bad trend and a need for you to check further.

(2) Check the ratio of Policyholders Surplus to Written Premiums. Most well managed insurance companies try to maintain at least a ratio of $ I of surplus for every $3 of written premiums.

(3) Next check the ratio of Unpaid Loss Reserves to Policyholders surplus. A well managed company normally will have enoughsurplusto offset loss reserves. Be aware that these loss reserves could be understated. If they are, this causes a larger than expected demand on cash flow at the time the claims are closed.

(4) Check the combined loss and (Please turn to page 38)

PERS NALS

A|an R. TillerT has joined TempleEastex Inc., Houston, Tx., as product mgr. for rigid foam, according to Joe K. Srmple, building products div. v.p.-marketing.

Frcd Mayer is the new sales coordinator at Global Tile & Wood, Houston, Tx., according to Kitty Elliott, pres. Robert Herrerra, veneer sales, has been in Bolivia investigating vaneer plywood sources.

Mickey Moore, Grry Moulthrop, Clsude Taylor, Memphis Hardwood Flooring, Memphis, Tn.; C.Warner Tweed, Harris-Tarkett, Inc., Johnson City, Tn,; Roland Holder, Gentry & Holder Floors, Inc., Shreveport, La.; Joe Burchfield and Jim Duke, Peace Flooring Co., Inc., Magnolia, Ar.; Hank TYillirms, Porta Tools, Inc., Wilmington, N.C.; lYilliam D. Mclaughlin, Powernailer, Annandale, Va., and Jim Pirani, Bostich Dv. of Textron, Inc., Memphis, were involved in presenting the lfth semi-annual session of the Hardwood Flooring Installation School at Cook Convention Center, Memphis.

Linda W. Hill has joined Babcock Building Supply, Inc., Fort Pierce, Fl., as advertising director. David Musalo has been promoted to v.p. general operations.

Jerry Don Pitcock has been named assistant yard foreman at Paris Lumber and Building Center, Paris, Tx.

Michael Sievers is now product mgr. of the Georgia-Pacific Corp. distribution div., Atlanta, Ga., according to Ronald P. Hogan, group v.p., reporting to Jim Fuller, general products mgr., distribution div.

Carlos Ripley, Booth Lumber Co., Houston, Tx., and his wife, Kathy, are proud parents oftheir first child, Krista Ann, born on Sept. 19, her father's birthday, weighing 7 lbs. 3 oz.

Michael "lftket' Catlevaro has moved from Evans Products Co.'s Alamo Enterprises, San Antonio, Tx., to westem div. Hq. in San Carlos, Ca.

Amy Curtis is new at Curtis Lumber & Plywood, Alexandria, Va.

John Rogal*i is now with Coastal Lumber Co., Weldon, N.C., handling plywood sales for the Havana, Fl., mill.

Bennie kCost has opened Georgia Timber Specialist, Riverdale, Ga. Katherine Crell is working with him.

Lee Southard is new at McCoy Lumber Co., Greensboro, N.C.

Tom Lockett, Southeast Wood Treating, Louisville, Al., is recovering from back surgery.

Pat Contestabile is now at the Big Tin Bam, Houston, Tx.

Cindy Wilson is now on the trading staff at Universal Forest Products, Salisbury, N.C.

Dgn Rader has joined Robinson Lumber Co., New Orleans, La.

James Hill has been promoted to comgr. at the 84 Lumber Co. in Alexandria, La. Kirk Darow hds been promoted to the same position at the Daytona Beach, Fl,, store.

Genld Cannon has been named pres. and gen mgr. of Dexter, Auburn, Al. Thomas P. Forrestal, Jr. has been appointed group v.p.-hardware and refrigeration for Kysor Industrial Corp., Conyers, Ga., assuming responsibility for Dexter.

Everett P. Chesley has been promoted to market mgr. for the extrusion div. of Reynolds Metal Co., Richmond, Va.

Chris Catlin is now working in the Tampo, Fl., sales office of McCoy Lumber Co., Greensboro, N.C., according to E. C. "Bucky' Mc{oy, pres.

Bruce Cordova is the new American Plywood Association field service rep in Houston, Tx.

Jim Yarbrough is now with LouisianaPacific Corp., Crestview, Fl.

Joseph T. Holland is the new Southeastem district mgr. for the National Forest Products Association with offices at Daytona Beach, Fl.

Don Hughes, a 25 yar veteran at the Hechinger Co., has been named mgr. at the new Sterling, Va., store.

Pat l)aniels, Daniels Lumber, Lake City, Fl., is active on the board of Seminole Boosters at Florida State U.

John H. Collins, Collins Lumber Co., Ada,Ok., and Roy If. Jolly, Barton'$, Jonesboro, Ar., attended a Kansas City, Mo., meeting of the qc position advisory committee for the Mid-America 1984 Building Products Exposition.

Lynn Pitts is now mgr. of Southgate Home Building Center, Chickasha, ok.

Tom Kirk has been named sales mgr. of Southeast lumber operations for ITT Rayonier, Atlanta, Ga.

Don Smith, Jr., David Richards, Booty Ritter, Henry Herder, Roger Smart, Dean Leaman, Tom Yager, Don Smith Sr., Leon Mellow, Ruel Alexander, Ray Nunn, Jim Gentry and Jeff Chapman were among those from Texas attending the National Lumber and Building Material Dealers Association meeting in Phoenix, Az.

Kent Matlock has joined Georgia-Pacific Corp., Atlanta, Ga., as advertising and sales promotion mgr. for building products communications, according to Alan H. Thielemann, director of marketing communications.

J. Kent Fortner has been elected senior v.p., finance, and secretary of Home Centers of America, Inc., San Antonio, Tx. Frank W. Denny, chairman and c.e.o., was named pres. succeeding David M. Saks who has resigned, but will continue as a director and special consultant to the chairman on real estate matters.

Inin R. "Bud" Blakley, Blakley Lumber and Carpets, Davenport, Ok., has been reappointed as a director ofthe National Association of Home Builders.

Mike Kennedy is the new mgr. at Everitt Lumber, Claremore, Ok.

Skip Presley has been named mgr. of the Hodge Forest Industries reload center in Fort Worth, Tx.

Ralph D. Hodges, Jr., National Forest Products Association exec. v.p., Washington, D.C., plans to retire, when a successor has been named, according to Donald R. I)eardorff , pres.

Win Hallett trI, Hallett Building Materials, Mobile, Al., is back from a business trip to Seattle, Wa., Vancouver, B.C,, Or. and Ca.

Richerd F. VYright, Anderson-Tully Co., Memphis, Tn., is the new v.p. of the National Lumber Exporters Association. Elected to the board of directors were L. N. Thompson, Jr., T & S Hardwoods, Inc., Milledgeville, Ga. ; Sam Nickey, Nickey Brothers, Inc., Memphis, Tn.; Wrllace Buchman, Buchanan Hardwoods International, Inc., Selma, Al., and M. C. Kitchens, Kitchens Brothers Manufacturing Co., Utica, Ms.

Paul Ely, Paul Ely & Associates, Austin, Tx., is recovering from eye surgery.

Jeff Johnston is now manager at Home Lumber and Supply Co., Laverne, ok.

Warren Pixley, Pixley Lumber and Building Materials Center, Claremore, Ok., has been appointed to the Claremore Health Center Board.

Clyde Hindman is now branch mgr. in Orlando, Fl., for Sequoia Supply,Wilsonville, Or., reporting to Jack Walker, So. region mgr.

Pocket Fullof Posies

Two new products from Rubbermaid's home horticulture line include a garden basket and a garden caddy.

The basket, in emerald with almond handles, serves any number of uses from carrying fruits and vegetables to bedding plants, flowers or gardening utensils. The handles fold down when not in use, and the open design allows air circulation.

The new garden caddy, also in emerald, makes a handy carry-all for garden tools or cleaning supplies. Deep compartments separate contents and the handle is easy to grip. Both have a rugged construction for long-lasting use.

Solid As A Brick

Glen-Gery Corp. has introduced Brickmate, a natural brick aggregate that matches or coordinates with their line of architectural paving brick, in authentic redlbrown chips.

Installed as a surface cover, it reportedly allows excellent subsoil drainage, limits weed growth, and brings the look of brick into the landscape.

"Our comptition isn't standing still . that's why we're always one step ohqd."

PERS NALS

Alan R. Tillery has joined TempleEastex Inc., Houston, Tx., as product mgr. for rigid foam, according to Joe K. Sample, building products div. v.p.-marketing.

Frcd Mayer is the new sales coordinator at Global Tile & Wood, Houston, Tx., according to Kitty Elliott, pres. Robert Henerrl, veneer sales, has been in Bolivia investigating veneer plywood sources.

Mickey Moore, Gray Moulthrop, Claude Taylor, Memphis Hardwood Flooring, Memphis, Tn.; C.Waruer Tweed, Harris-Tarkett, Inc., Johnson City, Tn,; Roland Holder, Gentry & Holder Floors, Inc., Shreveport, La.; Joe Burchfleld and Jirn Duke, Peace Flooring Co., Inc., Magnolia, Ar.; Henk Williams, Porta Tools, Inc., Wilmington, N.C.; lVilliam D. Mclaughlin, Powernailer, Annandale, Va., and Jim Pirani, Bostich Dv. of Textron, Inc., Memphis, were involved in presenting the lfth semi-annual session of the Hardwood Flooring Installation School at Cook Convention Center, Memphis.

Linda W. Hill has joined Babcock Building Supply, Inc., Fort Pierce, Fl., as advertising director. David Musalo has been promoted to v.p. general operations.

Jerry Don Pitcock has been named assistant yard foreman at Paris Lumber and Building Center, Paris, Tx.

Michael Sieven is now product mgr. of the Georgia-Pacific Corp. distribution div., Atlanta, Ga., according to Ronald P. Hogan, group v.p., reporting to Jim Fuller, general products mgr., distribution div.

Carlos Ripley, Booth Lumber Co., Houston, Tx., and his wife, Kathy, are proud parents of their first child, Krista Ann, born on Sept. 19, her father's birthday, weighing 7 lbs. 3 oz.

Mlchrel "lfike" Cadevaro has moved from Evans Products Co.'s Alamo Enterprises, San Antonio, Tx., to western div. Hq. in San Carlos, Ca.

Any Curtis is new at Curtis Lumber & Plywood, Alexandria, Va.

John Rogal*l is now with Coastal Lumber Co., Weldon, N.C., handling plywood sales for the Havana, Fl., mill.

Bennie LaCost has opened Georgia Timber Specialist, Riverdale, Ga. Katherine Crcll is working with him.

Lee Southard is new at McCoy Lumber Co., Greensboro, N.C.

Tom Locketl, Southeast Wood Treating, Louisville, Al., is recovering from back surgery.

Pat Contestabile is now at the Big Tin Barn, Houston, Tx.

Cindy Wilson is now on the trading staff at Universal Forest Products, Salisbury, N.C.

Dan Rrder has joined Robinson Lumber Co., New Orleans, La.

James Hlll has been promoted to comgr. at the &4 Lumber Co. in Alexandria, La. Kirk Danow hds been promoted to the same position at the Daytona Beach, Fl., store.

Gerald Cannon has been named pres. and gen mgr. of Dexter, Auburn, Al. Thomas P. Fonestal, Jr. has been appointed group v.p.-hardware and refrigeration for Kysor Industrial Corp., Conyers, Ga., assuming responsibility for Dexter.

Everett P. Chesley has been promoted to market mgr. for the extrusion div. of Reynolds Metal Co., Richmond, Va.

Chris Catlin is now working in the Tampo, Fl., sales office of McCoy Lumber Co., Greensboro, N.C., according to E. C. "Bucky' McCoy, pres.

Bruce Cordova is the new American Plywood Association field service rep in Houston, Tx.

Jim Yarbrough is now with LouisianaPacific Corp., Crestview, Fl.

Joseph T. Holland is the new Southeastem district mgr. for the National Forest Products Association with offices at Daytona Beach, Fl.

Don Hughes, a 25 year veteran at the Hechinger Co., has been named mgr. at the new Sterling, Va., store.

Pat Daniels, Daniels Lumber, Lake City, Fl., is active on the board of Seminole Boosters at Florida State U.

John H. Collins, Collins Lumber Co., Ada,Ok., and Roy H. Jolly, Barton's, Jonesboro, Ar., attended a Kansas City, Mo., meeting of the ep position advisory committee for the Mid-America 1984 Building Products Exposition.

Lynn Pitts is now mgr. of Southgate Home Building Center, Chickasha, ok.

Tom Kirk has been named sales mgr. of Southeast lumber operations for ITT Rayonier, Atlanta, Ga.

Don Smith, Jr., David Richards, Booty Ritter, Henry Herder, Roger Smart, Dean Leaman, Tom Yager, Don Smith Sr., Leon Mellow, Ruel Alexander, Ray Nunn, Jim Gentry and Jeff Chapman were among those from Texas attending the National Lumber and Building Material Dealers Association meeting in Phoenix, Az.

Kent Matlock has joined Georgia-Pacific Corp., Atlanta, Ga., as advertising and sales promotion mgr. for building products communications, according to Alan H. Thielemann, director of marketing communications.

J. Kent Fortner has been elected senior v,p., finance, and secretary of Home Centers of America, Inc., San Antonio, Tx. Frank W. Denny, chairman and c.e.o., was named pres. succeeding David M. Saks who has resigned, but will continue as a director and special consultant to the chairman on real estate matters.

Inin R. "Bud" Blakley, Blakley Lumber and Carpets, Davenport, Ok., has been reappointed as a director ofthe National Association of Home Builders.

Mike Xennedy is the new mgr. at Everitt Lumber, Claremore, Ok.

Skip Prrsley has been named mgr. of the Hodge Forest Industries reload center in Fort Worth, Tx.

Ralph D. Hodges, Jr., National Forest Products Association exec. v.p., Washington, D.C., plans to retire, when a successor has been named, according to Donald R. Deardorff, pres.

Win Hallett trI, Hallett Building Materials, Mobile, Al., is back from a business trip to Seattle, Wa., Vancouver, 8.C., Or. and Ca.

Richerd F. Wright, Anderson-Tully Co., Memphis, Tn., is the new v.p. of the National Lumber Exporters Association. Elected to the board of directors were L. N. Thompson, Jr., T & S Hardwoods, Inc., Milledgeville, Ga.; Sam Nickey, Nickey Brothers, Inc., Memphis, Tn.; Wallace Buchanln, Buchanan Hardwoods International, Inc., Selma, Al., and M. C. Kitchens, Kitchens Brothers Manufacturing Co., Utica, Ms.

Paul Ely, Paul Ely & Associates, Austin, Tx., is recovering from eye surgery.

Jeff Johnston is now manager at Home Lumber and Supply Co., Laverne, ok.

Warren Pixley, Pixley Lumber and Building Materials Center, Claremore, Ok., has been appointed to the Claremore Health Center Board.

Clyde Hindmrn is now branch mgr. in Orlando, Fl., for Sequoia Supply,Wilsonville, Or., reporting to Jack Walker, So. region mgr.

HorsingAround

Mansion Industries, Inc. reports a major breakthrough in sawhorse technology with its new Foldnhorse.

Assembled and ready to use, it has a unique (patent pending) design,

NEW PR DUCTS

and selected soles oids

Instant Fireplace

Readybuilt Products Co. has an unvented gas log fireplace that requires no renovation or construction for outside venting.

The precast brick fireplace and gas log, which can be installed in any room to provide heat, uses natural or LP gas.

Both models have variable settings and a safety system that shuts off the gas flow if the room oxygen level drops to l89o or less. The units meet both AGA and A.N.S.I. requirements.

Concrete Rises to Top

SunCrete Rooftile, a new product manufactured by the Sunrise Co. , is a fire retardant concrete roof tile that bears a resemblance to traditional wooden shake roofs.

In various patterns and colors, the tile is formed from extruded concrete and cured for a minimum of 12 hours. It reportedly has a life span of 50 years and will not curl, fade or decav. In addition it is saidto haveef-

ficient thermal properties to retain interior warmth in winter and coolness in summer.

Available in a smooth or brushed surface in four colors, it can be custom ordered in other colors.

Runners Hold On

Stair-Hold by Zoroufy, reportedly a new way to hold runners on the stairs, uses two easily installed holders on each stair tread and claims to make it easy to remove the runner for cleaning.

Holders are available in either polished or antique brass.

Counter Productive

Haberkorn Manufacturing has introduced JerJok, a new counter-top fastening system that reportedly will fit any size cabinet. It features a selfaligning pin and anchor block installation.

featuring a cable suspension system which allows for complete foldability, with no loose ends.

It weighs 6 lbs., stands 28" tall and includes a replaceable work top.

Each Foldnhorse is individually boxed with color label, packed six per carton.

HoldThe Phone

The new Galaxy Telephone system reportedly has full intercom, paging, music-on-hold, two-line incoming and outgoing call capabilities, as well as allowing the homeownerto answer the doorbell to visitors.

The two-line, six-feature system from Ma Best Telephone Products uses the traditional four wire home

telephone line circuit with individual phones connected to acompact station using standard modular plugs. The station provides ringing, a pagrng speaker, a switch for line selection and lights to indicate which line is ringing and/or in use.

Wanderf ul, Wanderful

A new series of extension wands for ceiling track lights by the Halo Lighting Division reportedly make it possible for lampholders to be set at a variety of levels. The wands, which come in 18", 36" and 48" lengths, snap into any ceiling-mounted existing or new Power-Trac installation. Thewands areavailable in whiteor matte black.

Fashionable Trim

DG Shelter Products Moulding and Millwork Division has introduced a prefinished moulding line to coordinate with today's most popular wallpapers and paints, called Vogue.

The series features six designer color tones in four different traditional moulding profiles, crown, casing, chair rail and base.

The full profile, extruded PVC moulding, has a special surface finish which is said to be more durable than paint or varnish. It reportedly is pliable to adapt to uneven surfaces; saws and nails easily; and it won't crack or split when nailed close to the ends or edges.

FREE READER SERVICE

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 fasterl Many thanks!

Vinyl Windows

The Trocal 750 Series vinyl window, specifically designed for the residential market, by Dynamit Nobel of America, features highimpact resistant vinyl that is virtually maintenance-free, according to the manufacturer.

The window frame features a unique multi-chamber frame and sash, and "dead air" in the hollow chambers provides maximum insulation. The top and bottom sash tilt in for cleaning.

The windows are available in double hung, horizontal sliding and picture window styles.

Dandy Door Designs

Moulding Products, Inc., manufacturers of Atrium Door Systems, has introduced three patterns of removable leaded glass inserts designed to be installed over the insulated glass on the inside of the door.

Constructed of imported antique rolled glass surrounded by brasswrapped came, each panel may be replaced individually in case of breakage.

A full archtransom also is available to be used with Atrium doors. Made of solid or edge-glued Ponderosa pine, it is glazed with 3A" clear insulated glass. Options are decorative wooden grills and leaded glass panels which can be removed for cleaning.

Skirting the Edge

Imibrick skirting pads from Cast Products Corp. give a finished look to manufactured homes.

Made of lightweight, color impregnated concrete in five different colors, they will not dent, bend, rot, rust or rattle. They come in standard 5 ft. lengths and assorted widths to be cut to any dimension for flush or side mounting.

Access doors, spacers and top caps are available.

PREFABRICATED metal Jences from DuraCade are formed of 18-gauge galvanized sleel. They are available with a white baked enamel finish or unlinished.

Pocket Fullof Posies

Two new products from Rubbermaid's home horticulture line include a garden basket and a garden caddy.

The basket, in emerald with almond handles, serves any number of uses from carrying fruits and vegetables to bedding plants, flowers or gardening utensils. The handles fold down when not in use, and the open design allows air circulation.

The new garden caddy, also in emerald, makes a handy carry-all for garden tools or cleaning supplies. Deep compartments separate contents and the handle is easy to grip. Both have a rugged construction for long-lasting use.

Solid As A Brick

Glen-Gery Corp. has introduced Brickmate, a natural brick aggregate that matches or coordinates with their line of architectural paving brick, in authentic redlbrown chips.

Installed as a surface cover, it reportedly allows excellent subsoil drainage, limits weed growth, and brings the look of brick into the landscape,

"Atr comrytition im't standing still .

November, 1983

The Heat's On

Hamai has a new line of vaporization-type warm air circulation heaters. Called "blue heaters," because of their blue flame, they reportedly give perfect combustion without smell or soot. and have a

FREE READER SERVICE

For nrore in{ormation on New Products write Bui/ding Products Dige.st, 45(X) Can.rpus Dr Suite 480. Neuport Beach. Ca 92660

Please mention issue ciate and page nr:mber so we can process Lour request fasterl Nlan,, thanksl

All Weather Coat

Scolch-('lacl Rool' (oating reportccllv stop\ \\ ater leakage and reduccs energv costs thr(rugh improvccl insulation.

Shutter Out Burglars

Rolladen Rolling Shutters provide significant heating and cooling insulation, noise abatement, elimination of carpet and furniture fading, storm protection and a limited maintenance factor.

walm-air fan that helps deliver heat throughout the room.

Thermostatic controls with a wide burning range and safety devices which includc vibration-sensitivc automatic shut-off, overheating prevention, and power failure shutoff are additional features.

A boncled urcthanc coating applied ovcl a la1'cr o1' rigicl. \pra)applicrl urcthanc l'oarn prodrrces a lightricight, seanrlc's. rcsilicnt rool'. The uatcrtight coatirrg has rcsistancc to ultraviolct ral s anrl rl'eathering.

This lM Svstcnr is uselrrl 1'or clornes nncl cr'rntourccl loof ing as rvcll as llat rool's u il h nc\\ or rerncclial e()ltslrucli()lt.

Operated by manual or automatic controls *'ith remote control and sensors available, they mount over window frames and help prevent forcible entry or vandalism while in a closed position, opening to allou' light and ventilation when desired.

Thel are made from either rolled aluminum with a polyurethane foam injected insulation or poly'r iny'l chloride r iny'1.

PL'E|LISF{ERS trcIREsT ]'RcIEIUCTsi

Green Dooglos Fir

Dimension lumber, studs, timbens to 40'. Unitized

Sawmills located at Molalla, Tillamook, Toledo and Clackamas, Oregon, with shipping via SP, tnuck, ocean bange and for export.

Kiln Dried Jlemlock

post & beams, plank, and paper wrapped.

Some ofour Specielties:

o Mixed specified loadings

o Long dimension #1 & better cuttings

. cross & transmission arms

Coll toll free (tOOl ,h7-5633

NEWLITERATURE

Put A Door In Your Wall

"How to install Johnson's door-inthe-wall" is free from L.E. Johnson Products, Inc., P.O. Box 1126, Elkhart, In. 46514.

Picture lt ln Redwood

A new, 4-p., full-color redwood plywood product guide, "The Dramatic, Versatile, Profitable Sides to Siding," is free from Miller Redwood Co., Plywood Division, P.O. Box 84O, Merlin, Or.97532.

Shingle Update

Fiberglass shingles are described in a full-color brochure (RF-574) available free from Manville Service Center, 160l 23rd St., Denver, Co. 80216.

Who's There?

A free, 4-p. brochure with photographs of doors is available from Simpson Timber Co., 900 Fourth Ave., Seattle, Wa. 98164.

Handmade Colonial Bricks

Authentic colonial handrnade bricks are described in a Gp. color brochure from Glen-Gery Corp., Drawer S, Route 61, Shoemakersville, Pa. 19555.

Right On Schedule

A 4O-p. catalog of scheduling systems is free from Methods Research Corp., Asbury Ave., Farmingdale, N.J. 07727.

Panel Re-Run

A revision of The Poneling Book is free from the Georgia-Pacific Corp., Advertising Dept., 133 Peachtree St., N.8., Atlanta, Ca. 30303.

Packed With Power

A 32-p. full color catalog of power tool accessories and hand tools is free from Arco Products Corp., I l0 W. Sheffield Ave., Englewood, N.J. 0763 1.

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 Digest, Many thanks!

Free Bar Service

A new literature package featuring condensed bar code labels, laser printed and lithograph printed bar codes and bar code samples is free from Creative Data Services, Inc., P.O. Box 1391, Maryland Heights, Mo. 63043.

Safe Subject

A feature sheet on safety outlets is available free from General Electric Co., Wiring Device Dept., 225 Service Ave., Warwick, R.t. 02886.

It's Plumb Easy

"Plumb Shop Makes Selling Easy," a l2-p. retail salesperson training booklet, is available free from Plumb Shop, 7fi) Fisher Bldg., Detroit, Mi. 48202.

Bricks,Bricks, Bricks

A 4-p. full color brochure, "Paving Brick," is free from Clen-Gery Corp., Drawer S, Shoemakersville, Pa. 19555.

China Fixtures

For a free newcolorcatalog of vitreous china fixtures, writeTom Hoff, Mansfield Plumbing Products, 150 lsr St., Perrysville, Oh. ,14864.

Best Seller On Selling

A new manual with information needed by distributors and retailers to sell the Benchmark Adjusta-fit 2-piece steel door/jamb is free from Benchmark, Ceneral Products Co., Inc., P.O. Box 7387, Fredericksburg, Y a. 22$4.

Facelilt lor Wood

A 4-color brochure describing a penetrating oil finish to preserve and enhance the natural grain and beauty of wood is free from Performance Coatings, Inc., 3610 Lake Mendocino Dr., Ukiah, Ca. 95E42.

BigBlow Hard

A Gp. catalog of ventilaton is free from SII Swartwout, 42ll Highway 75 North, Sherman, Tx. 75090.

Sell Well

A free copy of "1983 Sales Aids For Successful Selting: Christnras Edition," is available by calling the Dsmar C-orporation toll-free at (8m) 257-7751.

On Deck ldeas

"The Book of Decks and Outdoor Projects" is free from Georgia-Pacific Corp., Box 1326, Atlanta, Ca. 30301.

Roto Roofer Inlo

"Why To, Where To & How To Install A Roto Roof Window" is free from Roto Frank of America, Inc., Spencer Plains Rd., Old Saybrook, Ct. 06475.

Smooth Sailing

Anchors and fasteners are identified in a free ?Lp. qtalog available from Sara Barnett, Sales Mgr., U.S.E. Diamond, Inc.,Box 1589, York, Pa.17405.

Fdding Folder

For a free copy ofa brochure describing wood folding doors, write Wood Specialty Products Co., fin Carpenter Rd. SE, Lacey, Wa.98503.

Parlicleboard Polnters

"References to Particleboard by Building Codes and Regulatory Agancies" is available from the National Particleboard Association, 2306 Perkins Place, Silver Spring, Md. 20910.

Classified Advertising

':l:iliiiili{ilttiiliii;lillttlilr:i*i:riilliii:iilir:i#fil#it{:ri,i'::illliilt:iiilttll-liiilt:lL,iiit.ii!}.rtl

SUCCESSFUL BUILDERS SUPPLY for sale in growing area of Central Florida. 4000 sq. ft. hardware, 12,000 sq. ft. lumber and storage, Has 3BR home on property, computer system, paved parking. Approx. 4 acres, plenty of room to expand. 50,000 pop. trade area. Zoned light industry. Write Box 30 c/o Building Products Digest.

RETAIL BUSINESS FOR SALE

Ideal for couple. Paint-Wallpaper-Carpet -Lighting-Fans. Coastal SE Texas $235M Terms available. Write Box 3l c/o Building Products Digest.

REPRINTS of hardwood articles from The Merchant Magazine. Excellent for reference or training. Domestic Hardwoods, $10: Southeast Asian Hardwoods. S5: South American Hardwoods, $4; all three, gl6. Send your check today including name and address to Hardwood Reorints c/o The Merchant Magazine.

600 I vsp6, 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 numbers and special borders: $4 ea. Col. inch rate: $4O. Names of advertisers using a box number cannot be released. Address all replies to box number shown in ad in care of Bullding Products Digest, 451X) Crmpus Dr., Sulte 4t0, Newport Bcech, Cr.926610. Make checks payable to Cutlcr Publlshlng, lnc. Mail copy to above address or cal (714) 549-8393. Deadline for copy is the lsth of the month. PAYMENT MUST ACCOMPANY COPY.

SURPLUS building materials and remanufactured lumber. Ideal family operation. Sell inventory and equipment, lease building, Central Florida between Tampa and Orlando. Contact Lawrence Branch Lumber, 960 N. Combee Rd., Lakeland, Fl. 33801, (813) 665-0503.

WELL ESTABLISHED building matcrial yard in Eastern S,C. Founded 1947. Partners retiring. Diversified market agricultural, industrial, d-i-y, contractors. If interested reply to Box 32, c/o Building Products Digest.

WANTED TO BUY established building supply located Alabama, Georgia, South Carolina, Tennessee, Florida, or Mississippi. Doing volume about 2M + , 20 yeal experience operating and owning building supply. (615) 775-3258 or reply Box 33 c/o Building Products Digest. '

WE DON'T pay much, but we'll pay cash for closeouts, odd lots, seconds, etc., of any kind ,of building materials. Call The Friendly

CTASSIFIED ADVERTISING Order Blonk

MARION PRESSURE TREATING CO.

Creosoted fence posts, timbers, barn poles and piling. Truckloads only. Marion Pressure Treating Plant, P.O. Box 217, Marion, La. 71260. (318\ 292-4511.

OKLAHOMA

(Continued from page 27)

and new directors chosen for certain districts. While elected at the September 9-l I event, they will not formally take office until December.

New president is Glen Haney, Phillips-Haney Lumber Co., Coalgate; V.p., Jim McKellar, M&M LumberCo., Tulsa; treasurer, Ray Bynum, Roach Lumber, Oklahoma City.The immediate past president is Bud Blakley, Blakley Lumber and Carpets, Davenport.

Elected district directors were

District l, Dan Morgan; District 2, H.D. Benson; District 3, O.K. Cunningham; District 4, Calvin Browning; District 5, Pete Currie; District 6, Randy Smith. Two new associate directors were elected to three year terms: Jim Clark and James Newman. The executive vice president of the OLA is Gaylon Stacy.

Two awards were presented to exhibitors for display excellence. The Best of Show award for the most outstanding single unit was won by Cedar Supply, Inc., Carrollton, Tx.

The Best of Show prize for the most outstanding double unit went to International Paper Co., Oklahoma City. Judging was done by an out-

CHECKING excrtemenl level (and blood pressure) (1) Pany Bailey. Janice Johnson (2) Carol & David Rounlree. (3) Larry Cook. Kenneth Shahan Vi Hamlin (4) Marie & Joe Morlan, Paul Anderko (5) Debbie Smith Shirley Davies, Susie Engle (6) iohn D Kloop, Mike Cooper. Bob Gilson. (7) fvlarvrn & Mike Curtis (8) Dell & Jrm Walker (9) John Wax. Lee & Cheryl 0lson (10 E Charles Lewallen. J P. Townsend

side panel composed of fir'e students from Central State Universitl', Edmond, Ok.. uho are majoring in adrertising and marketing.

The convention chairman this year \r'as Jim McKellar; convenlPlt'ase turn to poge 38)

Bay

TREATED WOOD

(Continued from page 14)

should be stored properly and notleft to the elements. Retailers who receive "air dried" treated lumber with stickers between each row should leave those stickers in place to allow that lurnber to continue to dry naturally. Dealers who buy treated lumber that is solid stacked and wet from the cylinders should expect some falldown or loss from the unseasoned lumber.

Treated lumber is used so widely that it has become a commodity product. The type of lumber species being treated and offered to the retailer usually depends on his geographical location. In the South and on the East Coast, Southern yellow pine is used almost exclusively. The upper Midwest and Rocky Mountain regions are heavy to Ponderosa pine. The Mid-America region will see both species being offered. Treated SYP is usually found in 2 " dimension, larger posts and poles, and landscape timbers. Treated PP also is available in 2 " dimension as well as I n boards for fencing and agricultural needs. While PP is not as strong as SYP, its assigned strength

values are more than adequate for any structural applications, including the wood foundation. PP gives the added advantages of being light weight, easily nailed with minimum splitting, and relatively easy to work with.

The more a retail lumber dealer knows about his product, the easier it is for him to purchase and to sell it. Before you purchase your next load of CCA treated lumber, ask yourself the following questions:

(1) What is the treating standard and what is the chemical retention?

(2) What is the moisture content after treatment?

(3) Does the lumber have a quality mark for treating, and a lumber grade stamp?

(4) Is it the best species for my customers?

Once you know the answers, you can buy your treated wood products with confidence in geting the best price and the best product. For further information on treated wood, write to WWPA for a copy of Spec Point A-6, "Pressure Treated Lumber," or contact the American Wood Preservers Institute or The Society For American Wood Preservers.

QUALITY CONTROL

(Continued from page 12)

are featured at the association's annual meeting.

Some 1,600 men and women qualify as "certified graders" in another aspect of the WWPA quality control programming. "These are millemployed graders who earn grading certificates which indicate their proficiency grade by grade," Spannaus explains. "A certificate is awarded after inspections show that an individual grader consistently has a good gradeline." Some graders qualify for simpler grading tasks in a matter of a few weeks. Other grades require years to master.

In the event a question of quality of lumber occurs between a mill and customer in the marketplace, provisions are made for reinspections.

ttSure,"

Spannaus states, "mistakes happen and customers should let shippers know if the lumber received is not as specified." Spannaus points out that reinspections last year numbered only 104 out of probably 350,000 individual shipments. "That speaks well of mill quality control."

FLORIDA

(Cotttinued frorrt page 25)

national dealer director.

District directors are George Simpson, l; Steve Pigott, 2; Michael Lanahan, 3; Bud Ryan, 4; Jack Sturgis, Jr.,5; Bob Allen, 6; Art Hughes, 7; Rob Rebol, 8; Kent Stottlemyer, 9;E.L. Van Wulfen, l0; Jim Yakle, ll; Clark Yandle, 12. Pete Munderloh, Don Gramling, Ralph Clark and Dennis Chappell are associate directors.

Next year's convention will be at the Hyatt Regency and Curtis Hixon Hall in Tampa, Sept. l2-14.

INSURANCE

(Corttinued Jrorn poge 28)

expense ratio. If it is 10090 or higher, that tells you that the insurance company is paying out more in losses and expenses than it is taking in in earned premiums. By following these guidelines and being aware that exceptionally good rates may mask a serious loss potential, a retailer or wholesaler should be able to purchase insurance with confidence.

OKLAHOMA (Corttinucd Jrottt pdge J 6 )

tion co-chairman \\'as Henry Bockus III.

Between sessions at the shou', the Oklahoma Lumbermen's Association presented a star filled selection of talent for the social events. Among the name performers and speakers were Minnie Pearl, star of the Crand Ol' Opr-v; Merl Travis, the famed countr!' and \\'eslern guitarist; Mick Dulaney, a leading platform humorist; and Abe Lemons, one of the top basketball coaches in the U.S. Lemons is a native of Walters, Ok.

In his uelcome to the conrention, Jim McKellar, convention chairman, noted that the primar.v purpose of the event was to provide the best possible opportunitl' for the effectire exchange of the latest industrl' knou'ledge and information.

In the closing moments of the sho*', Stacy thanked all for their enthusiastic participation and invited them back for next 1'ear's convention and merchandise mart, September 7-9, 1984, at the Ml'riad Convention Center, Oklahoma Citl'.

Bill Fishmon &,,4ffiliotes

/NARKETING

lNc.

NEIY ... From l,larketing Servlcea, Inc., a profeaslonal corporatlon

ETI)NE IDB SII;ES B(x)strEN, PROGSTTG

Ap\rEruISING g tt8nCgANprSI}{c

' Advertlsing Evaluatlon

' Advertlslng Budgetlng

' Coop Afulnlstratl.on

' Cmpary neus bulletlna

' Pronotlons & g@pla

' Ad PrepalatlonPrlnt E Broadcaat

SSRATGIAS T PROGRAII DEI'EIOPI{ENT

' Flnanclal uodellng

' ceod€Dognphlc Uodellng

' Dercgraphic Screenlng

' l,larket Testlng

' Sales Foreclatlng

' Tactlcal Plannlng

RESEAACE t SURVEYS

' Signing Prograns

' Vlsual Merchandlsing

' Prlvate Label PrograDa

' 'Package' SeUlng

' Product KtDrledgc lralning

' In-Stolc Excltenenta

Incentlv€ Prograna Saleg lralning Prograna Clinic & Denonstntlon Prograne Installed Servlce Progranr ltlrnagetEnt Develotnent Progra[a

' Conauper Reaearch - Focua groups. telephone intcrvlewlng, p€!- sonal lnterviewlng, dlrect nal1 queatlonnalres, etc.

' Secondarv Reaearch - Search of already publistred initustry governnent Etatlstics on the subject mltter.

' Site Locatlon - Highest and beat use real eatate feasibtlity studles and nathenatlcal nodels on chaLn operatlons and narket variables that appeared to generate succeaE, e.g., trafflc @unta, population denslty, lncone levela, etc.

' Ccnparatlrre Asaessnents (trade area analyeis)

PEIIE OR I''R!![B FOR I.PRB IIIFOSIIATIq| I

Son Diego, Colfcrnio 92128

PHoNE 619/485-7500

,{lliloled Ofllces: Nlelvbrk Cl€ /ekrnd

Defrdt Do[os Cftlcogto

11650lberio Ploce

owlTll ITEMS

Vl/e've reduced our stock by $10,0@ in six months. And sales arcuo 4o/o with a 3"/o increase in gross margin. Our Triad's made life a lot easier and

"\Arb've gained total control o/erour imentory in less than a year with a Triad. business a lot more profit-

"Mbrking with the people at Triad has been a real pleasure. They'w corne thrcugh on 6,erything they pranised. And if ure need arry assistance at all we just pic* up the pftone and callTriad's 800 numbet orthe localoffice. ]t's an excellent service conpany, lery responsi\e to our needs. they really knory he lumber business, tm.

"Gaining cornplete control oer the wftde able. Wb used to spend days cornpany and the entire imentory has rnade us walking aisles and tracking in- a lot rnore proftable. I don't think ure cculd haw ventory by hand. Now rts dme done it without theTriad. Ncttl, with orcr 12,500

items that aren't selling well. Ourturns have increased, too. Vlb're upwerafull half turn. Wth one_ vendor our ordering used to take 3/z hours; withTriad we do it in one hour.

"lt's made a big difference in our accounting functions, too. V1,b used to run behind, butwithTriad er/eMhing is right up to date. I can make bettet faster decisions with more current information about payables and receivables. Everything I need is right at my fingertips.

Kp bleman, o'ttner, bleman's Hamilton Building Supply, Trenton New Jersey