Building Products Digest - November 1985

the lumber & home center markets in 13 Southern states

"We buy mostly mill-direct lf we get into a pinch the Weyerhaeuser mill people really knock then',selves out for us. One of their biggest st.engtns is their people They seem to be a cut above therr competitron They back us 1007". When mrstakes do occur. Weyerhaeuser jumps onto a solution, rather than argue or point the f inger at someone else."

ALEC BECK, President Stripling-Blake Austin TX

"

When Weverhaeuser savs they'll do something, they tlo it.'

Coming in

January o . .

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

ADVERTISERS: act today to be sure your advertisement is included in this important special issue. Cet your message before our 12,750 readers in 13 Southern states. Deadline for the January Southern Pine Special lssue is December 12. For information, write the address below or call (collect) (714) 852.1990.

Pubbhcr David Cutler

Editor Juanita Lowct

Assi*enr Edftor David Koenig

Condburtng Edton

Dwight Curran. Gage McKinncy

Art Dircctor MardnEmcry

Strff Ardd Carole Shinn

Clrculrtion Dorothea Creegan Building Producs Digest is published monthly at 45m Campus Dr., Suite 480, Newport Beach, C-2.92ffi, phone (714) 852-t90 by Cutler Publishing, Inc. Advertising rates upon request.

ADVERIISING OFIICES

FROM TEXAS, U)UISIANA, MISSISSIPPI. VlRGlNlA, rd TENNESSEB ontan llndd C0tLr. Phone (714) 852-191n.

TROiI VIRGINIA, NORTH CATOIINA. SOTTTH CAXOLINA. GEONGN. TII)Nts

DA AM AL,/IBAIIA: Conrd Cd Vr. Phqre (213) 472-3113 or Ol.t) t52-19$.

FROM WASHINGTON STATE, OREIGON eod IDAH& conra Crolc Hob. Ptro.r (M) 624470.

SUBSMIPTIONS

Cbrnge of Addrrcss-S€nd subscrip tiron orders and addrcss changes to Circutation Dcpt., Building Prodrcts Digesg 45(D Carnpus Dr., suite 4fl), NaYport B€ach, Ca. 9660. Indude address label from reccot issue if possible, plus nen, address and zip code.

Subccriptbn Rrtcs: U.S.: S20one year; $3Gtwo years; $S0three yean. Foreign: one year payable in advance in U.S. funds{anada or Mexico: atr -Y2; surface-S37; South Anerica: air-$60; surface-$39; Asia: air-t?0 surface-$39; Europe: air-390; surface-$39. Single copies $2; back copies $3 plus stripping ft [4dling.

BI.JILDTNG PRODUCTS DIGEST is on independently-ownd puMiation for the raail, wholsle and dittibution levels of the lunbr od building supply markets in 13 Sr,whem slat6.

copyright@1985, cutler Publishing, Inc. cover and entire contents are fully prorected and must not be reproduced in any manner without written permission. Building products Dgest assumes no liability for materials furnished to it.

markets in 13 Southern states

National Dealers' Meeting

Affiliates of the National Lumber and Building Material Dealers Association throughout the south will travel to Seattle, Wa., for the 1985 annual meeting, Nov. 16-19.

Meeting in conjunction with the Western Building Materials Association convention and trade show is a first for the national group. This also will be the first time in many years that the national meeting has had access to building materials exhibits.

Tom Champoux, vice president of the Effectiveness Institute. will be the keynote speaker. The annual awards luncheon will feature Troy D. Bussey as a speaker. "How to Determine the Value of a Lumber,/Building Material Business" will be the topic of a workshop by the Geneva Corp. Dean K. Leaman of Rosenberg, Tk., is the retiring president of NLBMDA.

Many members of southern associations will participate in the pre-convention Canadian tour co-sponsored by the Building Material Merchanrs of Georgia and Alabama and the Tennessee Building Material Association. A post-convention tour will visit the Canadian Rockies.

D-l-Y Home Repair TV Series

Retailers as well as consumers should benefit from a nationally syndicated television series on do-it-yourself home repair slated to run for 26 weeks in the 1986 season.

Al Carrell, the super handyman who appears in television ads for Home Depot Inc. and writes a syndicated home improvement newspaper column. will be show host. Production is already underway on the series which will be unusual in that although products from sponsoring companies will be used in the repairs with no attempt to hide the labels, no product pitches will be made.

Almost 20 companies providing products to the d-i-y market are involved in the project spearheaded by Georgia-Pacific Corp. Co-sponsors include Armstrong World Industries Inc., Amana Refrigeration Inc., U.S. Brick Inc., General Electric Co. and The Stanley Works.

Using the title "Great Possibilities," the show will be shown in 30 minute segments.

EDITORIAL

"You Can't Miss lt"

lt't SAFE ENOUGH to venture that if the Icustomer can't find your place of business, he can't buy from you. So with that a given, why do so many firms make it less than easy to find them?

This happens on both a written and verbal level. We object to retail ads that list branch stores in surrounding towns, but omit the street address and telephone. If the company thinks it's saving space in the ad for something more important, will you please tell me what's more important than telling the buyer where you can be found? With at least a telephone number in the ad you can call and get directions. But even that doesn't always work, as we shall see.

Tbo many times we'veencountered sometwit on the telephone switchboard who doesn't seem to know where she works. In some cas€s the hapless caller is put aside while a shrill background voice yells across the store seeking information for directions. Unfortunately, even when they don't know, directions sometimes are offered anyway. "You

can't miss it," she says reassuringly. Believe me, you can miss it.

lmprecise directions can be a related disaster. For instance, instead of telling the caller that you must make a short left and a quick right on the frontage road before turning left (or was it right?) onto Main Street, these little particulars are forgotten. When I've questioned direction givers on why all the twists and turns are left out, I've sometimes received a withering glare and the remark that "everybdy knows where we are."

It can't be too tough a task to prepare a standard set of directions from a half dozen probable starting poina. A copy should be posted by every phone in the store, warehouse and offices.

Even more important is the need to keep the company dingbat off the phone, giving directions (and other stupid answers) to customer questions. After all, one of the oldest rules in selling is to make it easy for the customer to buy.

markets in l3 Southern states

DAVID CUTLER publisher

Treated Wood Limits Ok'd

Representatives of the wood treating industry and the Environmental Protection Agency have reached a settlement which will allow restrictions on wood preservatives announced in July 1984 to be implemented.

Restrictions will still limit over the counter sales and consumer use of nearly all products used to prevent decay or insect damage to wood. There will be no restrictions on the sale of wood treated with restricted products, but retailers will not be able to sell creosote, pentachlorophenol and certain arsenic-based chemicals.

Creosote applications will be permitted to some extent by persons

trained in an unspecified EPA approved progr€lm set up by the manufacturers. George Eliades, Society of the American Wood Preservers president, says consumers generally don't attempt these kirrds of projects.

The settlement will still require protective clothing for workers handling the chemicals. Stringent packaging and label restrictions were agreed to by the industry. Industry trade associations including the American Wood Preservers Institute, the National Forest Products Association and the Society of American Wood Preservers have also agreed to a program which will inform the public of the proper use, handling and disposal of treated wood.

NAWLA Membership Directory

The 1985 North American Wholesale Lumber Association directory of membership, a 92-page directory of over 540 companies directly and indirectly involved in forest products distribution is now available.

Both a buyers guide and a who's who in lumber wholesaling, the directory provides a roster of wholesalerdistributors who marketed over 7.2 billion dollars worth of forest products in 1984. Retail and industrial users of wood products may use it as sources of supply and services. Each listing carries a firm's address, telephone and telex numbers, personnel, species and products distributed, and market regions served.

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ls Western lumber better than its competition?

I UMBER doesn't grow on trees. ENeither does quality. Quality assurance of lumber as a product as well as in use requires constant dedication throughout the manufacturing and installation process. Western lumber producers manufacture a product that is consistently in accordance with standards of grade, size and moisture content, says WWPA.

Member mills of the Western Wood Products Association comprise the largest group of its kind in the world, shipping nearly one-third of the nation's softwood lumber. WWPA's Quality Standards Department supervises lumber grading in some 250 lumber mills in 12 western states.

These mills manufacture approximately4O9o of all softwood produced annually in the U.S. The association's staff of lumber inspectors regularly inspects the quality of lumber shipped

from each WWPA mill, paylng special attention to grades, moisture content and manufacturing standards. The association also provides lumber reinspection services on western species shipped under rules published by WWPA. Grading rules published by the association and its Quality Standards Department are approved by the

Story at a Glance

Price, availability, quality . . what determines a lumber buye/s choice? several retailers and an association respond to the question.

Board of Review of the American Lumber Standards Committee.

The association is the world's largest lumber rules-writing and inspection agency. Its lumber inspectors check mills producing approximately 12 billion board feet of lumber annually. Monthly inspections and training, along with certification programs for graders, assure the uniformity of lumber grades between mills and maintain the integrity of western lumber in the marketplace.

Western softwood species are well known for their strength and durability. Western lumber producers maintain that reputation for quality by their diligence in manufacturing a product that is consistent in standard, size and moisture content. WWPA's role in quality control helps to assure the user benefits from a product that is as good as the raw material it came from.

"Both western and southern woods have advantages. It depends on your use. As for western lumber, woodcrafters and hobbyists prefer it. It makes for better trimwork. Cedar lasts longer and is not as likely to warp as southern pine.

"The western species and grade we stock costs a little more than the pine and it takes a little longer to get, but we have no problem. It's agood product and I'm glad we have it. I know we carry more of it than the southern pine."

Jim Bradford Owner Bradford Lumber & Supply Inc. Monroe, La.

"Southern pine is stronger. It can be treated a lot better and holds nails better. It's a little more accessible because we're right in the middle of it.

"Western wood is straighter and works better; it's easier to cut, notch and drive a nail into. It's higher in price, but because of transportation it should be."

Gene McKinney Vice president, purchasing Tindell's Inc. Knoxville, Th.

"Both Western and Canadian have good qualities in their own respects, so it's hard to compare. Canadian hem fir for construction purposes, western red cedar for decorative purposes. Rough hem fir wouldn't look as good up on a house as rough western cedar. Cedar has the advantage over fir as far as bugs and rot. Both hold their shape well.

"We don't stock southern yellow pine. Down here they mainly use it for trusses and pressure treating."

Ed Foss Manager Cox Lumber Co. Sarasota. Fl.

2x6 or 2x8 T&G Subflooring

Raised

Raise your sales with floors

lllouLD you like to know UU how you can sell approximately 2,500 additional board feet of lumber for each house built with material from your store?

The answer is simple. Sell your builder/contractor customers on the merits of raised floors, houses built with crawl space rather than concrete slab foundations.

Homebuilders all over the country are swinging over to raised floors as they become aware of the advantages, especially in energy, for both the builder and homeowner. Even California,which is renowned for tough

Story at a Glance

How to sell 2,500 more bf ol lumber per house with raised floors. facts to educate your builder/conlractor customers on advanlages. .whal help is available from associations and their field reps.

energy standards, is re+xamining its energy code in relation to raised floors and their energy performance.

Association fieldmen in every region are reporting increas€d interest in wood floor systems. They are demonstrating, advising and keeping builders up to date with the latest techniques. In many cases they are also enlightening building inspoctors on their advantages.

If you need additional information to sell your customers on the cpncept, consider these facts as ammunition. They are backed by the research and integrity of the Western Wood Prodducts Association.

Stagger end joints over supports

FACT: Some builders have the construction technology down to a science, making the raised floor directly competitive in cost to concrete slab.

FACT: In energy terms, there is new evidence that crawl space construction benefits from the thermal mass of the earth beneath it. One study showed no difference in utility (heating and cooling) costs of homes whether built on slab or raised floor, contrary to traditional thinking. This is why in California energy officials are taking a second look at the energy performance of raised floors as related to that state's tough energy code.

FACT: Builders generally agree their customers prefer the walking comfort and warmth of raised floor homes.

FACT: Wood floors are durable. With proper installation they don't settle and crack like concrete floors.

Maintenance and access to heating, plumbing and wiring utilities are easy in floors with crawl space.

FACT: Many builders calculate raised floors overall actually are more economical to build than slabs, once details of utility installation, repairs and other factors are figured in. This contradicts the normal perception of raised floor economics.

Field representatives from the American Plywood Association also are available for guidance on APA panel floor construction. They are Fearn LaBan, 1581 Phoenix Blvd., Suite 6, Atlanta, Ga. 30349, (404) 997-7182; A.M. Leggett, 440 Northlake Center, Suite 2ll, Dallas Tx. 75238, (214) 348-C643; Byron Oberg, P.O. Box 3536, Fremont, Ca. 94539, (4ls) 657-5959.

However you approach selling your builder/contractor customers on the merit of the raised wood floor systems, you are bound to be a winner. At least 2.500 additional board feet of lumber sold per house can add up to a lot of dollars.

For more information and help in scheduling demonstrations of raised wood floor systems for your customers, contact one of the following associations:

American Plywood Association

P.O. Box 11700

Tacoma, Wa. 9841I (206) s65-6600

American Wood Council 1619 Massachusetts Ave. NW Washington, D.C. 20036 (202) 265-7766

National Forest Products Association 1619 Massachusetts Ave. NW Washington, D.C.20036 (202) 797-s8c0

Southern Forest Products Association P.O. Box 52468 New Orleans, La. 70152 (su) 4/.3464

Western Wood Products Association 1500 Yeon Building Portland, Or.9720/. (503) 2U-3930

Print Power for Selling

More than 60 pieces of literature dealing with western woods are available to the retailer from the Western Wood Products Association.

Eight publications billed as "what you need to increase lumber sales,"are designed to help the dealer sell more western wood by promoting new uses such as wood interiors, wood decks, raised wood floors and wood frame designs. The first kit or copy of a brochure is free.

Other available literature also is free for nominal numbers and relatively inexpensive for quantities considering that much of it is done in color.

Three four-color leaflets are designed to be used by retailers as mailers or as invoice stuffers. They invite the customer to come to the store for additional help and information.

Other booklets are designed to stimulate ideas from the d-i-y or remodeling contractor. The almost 30 titles in

this series include a number of plans for building items ranging from patio furniture to an additional room.

Those needing technical information will find a wide selection of publications explaining lumber grades, machine stress-rated lumber, structural data and design tables.

Product information catalogs can be used by retailers, architects and builders as well as sophisticated do-ityourselfers. A series called "Spec Points" details specification information on lumber including pressure treated and fire retardant.

An eight book series is designed to help the retailer buy and sell. It can serve as a reference library or as material for training employees.

The 1985 product information literature list and order form is available from the Western Wood Products Association, Yeon Building, Portland, On97244.

ATTRACTIVE cover on a new oiece of literature trom the Western Wood Products Association is typical of the quality of their publications. Many are designed to help dealers sell more western w000.

Storage promotion will sell more westem wq)d

BoTToM line of the bot-

tom lines for retailers, wholesalers and producers of lumber is to sell more product, specifically, board and framing lumber.

Thus, the Western Wood Products Association's launching of an effort to push the concept of storage is signifrcant to the industry. The designs being promoted are all based upon standard width and thickness sawn boards (l x 6, I x 8, etc.) as the basic storage modules. The current across the board approach (pun intended) to storage will be aimed first at the repair/remodel market. Common boards will be the initial product push. Paneling and other wood product producer groups are expected to join the campaign as it proceeds.

After the initial demand has been satisfied and the market has settled down in its increased state, the association expects that its producer members in the 12 western states will have their traditional 4390 of the marketplace. Ifthe l09o penetration into new markets succeeds, the storage concept could increase the sale of western boards and framing lumber by as much as 216,075,W board feet. The

initial repair/remodel market thrust is expected to use at least an additional 107,500,000 BF.

As pointed out by Malcolm "Mac" Epley, WWPA vice president, "This major consumer storage concept is based upon the raw principle that Americans today have more material abundance than ever before, but little more place to put it than they did at the turn of the century. Maybe less."

Epley continues, "With the rarest of exceptions, new homes never truly resolve owner's problems of where to put things. In fact, storage is still considered an amenity instead of a necessity by virtudly all designers and builders of houses."

Surveys conducted by the Bureau of Building Marketing Research as part of the National Consumer Survey on Housing, 1985 Market Tiends, showed that 6590 of those interviewed rated lots of storage space as very desirable in a home.

A survey conducted in markets across the U.S. by the research department of Borders. Perrin & Norrander and Columbia Research Center of Portland, Or., found 3690 of those surveyed would pay more for a home

with additional storage. Almost 6090 indicated a preference for having storage in one place such as a storage room. Addition of organized storage was acceptable to 3890. Renters surveyed followed the same trend with their preferences.

The 76 million baby boomers, more than three out of seven adults today, are important in the group wanting and needing more storage. The average income of 5.8 million of the population between 35 and 44 years of age is $35,m0 a year. This affluence enables them to become acquirers of sporting

Story at a Glance

Storage identified as new market . . 10olo ffiark€l expansion predicted promotion aims first at remodelangrrepaar . . retailers, wholesalers part ol push.

goods, hobby materials, camping equipment, household goods and clothing, all items which require storage.

The success of the mini-storage warehouse with some 1.5 million in existence is pointed out by the WWPA as another indication of the serious need for storage space in today's homes. A 1984 Simmons Market Research Bureau survey also confirms the critical storage shortage existing.

In presenting her survey report to WWPA, Donna Fitzpatrick, Borders, Perin & Norrander research director, said, "The baby boomers want storage and they're going to be educated through advertising to begin demand-

)

oll

COUNT ON US TO COMMUNICATE:

We strive to know and understand your needs. Our traders have at their fingertips the most current market information, and we have the ability and tacilities to pass that valuable information on to you. We constantly assess and interpret trends and keep you'informed.

COUNT ON US TO PROVIOE GOOD $ERVICE:

Our philosophy is to sell the highest quality products available to you, when and how you want it. Quality of goods and limeliness of service is our biggest strength and highest priority. Problem solving as well as sales, is part of our job * we pride ourselves on the quality of our follow-through. This is what sets us apartyou get what you want, when you want it. Our customers ars as varied as our service. We can till any requirem€nt lrom the smallest to lhe largest. whether it be mixed cars. lrucks, vans, or LTL orders.

COUNT ON US TO II'AKE THE BEST DEAL:

Our annual sales in excess of $120 million and over 10,000 carloads and trucks assures us ol a respected position in the industry we serveour volume will keep you competitive.

COUNT ON US TO DELIVER:

Our largest staff function is transportation. Our full time rail, truck, piggyback and van personnel are alltied to our central computer. We stay current with all the effects of derequlation, constantly searching for ways to further iower transportation costs and ultimately your delivered cost. We have the ability, the facilities and the desire to provide you with the best possible product at the best price with the best service.

WHEN IT COUNTS, COUNT ON CASCADE.

How a leading rctailer beefs up promotions

OORE'S Building Supplies, the 88 store chain headquartered in Roanoke, Va., is approaching its 3fth year in business with the launching of an aggressive new marketing campaign utilizing both tv and radio blitzes.

The biggest tv blitz in the company's history is part of an eggressive new marketing campaign the major building materials and home center retailer has launched in support of its stores and warehouses in 22 markets.

"The addition of broadcast, which includes high quality production, a good strong selling message, familiar talent and a high level ofreach and frequency, will become a regular part of Moore's media mix," said John Sphar, senior vice president and director of marketing. "This kind of media mix is designed to be most effective and pro-

ductive in today's highly competitive retail environment."

Moore's has retained Finnegan & Agee of Richmond and Roanoke, Va., to assist in the effort.

"With the help of their sophisticated computerized research and staff analytical capabilities, we have developed hard data on sales potentid and demographics of each store in every market," notes Jim Schaffer, vice president and director of merchandising. "This has enabled us to really sharpen our pencils on strategies and expenditures, market by market. Moore's wants to substantially expand on its strong base. Sales per square foot already are in excess of industry averages for both stores and warehouses."

The October campaign is a good example of the aggressive direction in

SIGNS for 0nce in a Blue Moon sale are put in place (1) by Al Colgrove, ad director. (2) Truckload sales are highly promoted. (3) Colgrove and Don Tingler, regional mgr., (right)

review m0nthly planner for advenising. ({) Point of purchase signing helps custorner make choice. (5)The button (see story). (6)Complete decorating department is well stocked. (7) Self-

service carl and witle aishs in building products section. (8) Lumber is one d More's strengnhs. (9) George hnney, slore rngr. at Roanoke, readies heater display.

FATED FAST ilJGR &hn Moschitla {with muslache) prepares lor Moore's tv commercial along with announoer thid Drboy (dght)and members ol the video crew.

which the company is headed. ,,Our corporate theme, 'Moore's Pours It On,' was really exemplified," commented Al Colgrove, director of advertising.

"Our annual Once In A Blue Moon sale, featuring a Vl-page, four-color catalog, was supported this year for the first time with extensive television use in major tv markets and with a powerful radio schedule in remaining markets.

"This was followed by a systemwide broadcast blitz promoting our Ttuckload Sale, which was supported by a l2-page newspaper insert. The month ended with a big push for our annual Energy Sale with an 8-page broadsheet."

Moore's is increasing space in its proven circulars program, intensifying its employee motivational progr:rms, and expanding its in-store promotional and special sale efforts.

"We want to build even stronger consumer loyalty among our existing customer base, and bring new traffic into our stores," said Colgrove.

"The Journal of Advertising Research reports that the combination of television and pre-print advertising increases the response by 9590 and reduces the cost of acquiring the response by 4la/0. Research also shows that readers of any given circular are already shoppers in that store, but television and radio reach out to new

customers and thus extend the market," Colgrove said.

To strengthen internal communication and motivation, Moore's distributes a monthly planner to all employees that is a detailed presentation ofstrategies, goals and objectives. And it has implemented an ongoing campaign to remind all employees that "The Moore's Promise" makes customer service and satisfaction the No. I goal.

The first tv commercial with John Moschitta, the fast talking star of Federal Express' national tv campaign, enabled Moore's to tell its story about value and depth of inventory in an interesting but fast (30 seconds) way. Part of this was accomplished by his ability to deliver an astonishing yet intelligible eight words per second. But keeping the conveyor belt loaded with products moving in front of the spokesman was another problem. It took more than 20 people loading merchandise to keep up with the fasttalking Moschitta!

From small beginnings, Moore's has become a part of Evan's Products retail group, one of the three largest major chains in the $70 billion home center industry.

It all began in June, 1956, when a revolutionary new retailing idea was born. Sold on the belief that building materials could be successfully retailed on a cash and carry basis, a group of idealistic, young businessmen launched the original Moore's by opening the first store in a converted tobacco warehouse in Richmond, Va.

With creative ideaswholesale for everyone, inventory control, high caliber and knowledgeable sales people, aggressive advertising, dockside pickup and a policy of complete customer satisfactionMoore's grew and flourished.

The well known orange "fox" trademark symbol was adopted in

Story at a Glance

Tv and radio blitzessupport 88 stores in 22 markels. com. puter research develops sales potential & demographics new approach blends with es. tablished logo, sale themes and policies.

1962. The letter "M" represents the face of a fox to create the impression "you're smart as a fox to trade at Moore's.tt

Moore's now operates in nine MidAtlantic states, selling to the do-ityourselfer and to contractors. This year it opened the fourth and fifth of its new, giant warehouse facilities (big l0O,00Gsquare-foot retail showcases and drive-through lumber yards in Virginia Beach, Va., and Raleigh, N.C.), and unveiled a new Moore's charge card for home improvement projects up to $5,000. Whole new departments have been introduced to appeal to a wider segment of the market.

But what makes Joseph Vaeth, Moore's senior executive, proud is "The Moore's Promise."

It is a system-wide program to reinforce employee commitment to customer satisfaction. "We want to make sure that each and every employee understands what we are saying to our customers and what Moore's means to both our employees and customers," said Vaeth.

Employees wear "Promise" buttons, and know by heart that at Moore's the philosophy can be summarized in one word: People, Responsiveness, On the job, Motivated, Interested, Service oriented, Enthusiasm.

EXEGUTIVE vice president and general mgr. Joseoh Vaeth.

VICE PRESIDENT and director of merchandising Jim Schaffer.

Home Quarters Warehouse will open an 83,000 sq. ft. unit in Norfolk, Va., in late 1986 . ' Babcock Building Supply.Inc., Melbourne, Fl., has opened its seventh Babcock Building SuPPIY Home Center in Indian Harbour Beach, FI....

Nqtional Home Center (Previously known as National Lumber Co.), Springdale, Ar., oPened a 24A,W sq. ft. unit including a snack bar in Little Rock, Al., on Oct. 13 . . All HomeOwners Warehouse stores have been resigned to Mr. HOW Warehouse with the Coconut Creek, Fl., unit now being remodeled . .

McCoy's Building SUPPIY Centers opened stores 63 and 64 in Gainesville and Orange, Tx., with grand opening celebrations Lindsley has renovated its Z-yearold store in Hollywood, Fl'

Scotty's, Winter Haven, Fl., has retrofits of four stores Plus a replacement store in Lake City-and four 4O,000 sq. ft. "stores of the future" under construction in addition to plans for 12 ScottY's Hardware Stores to open mid-'86.

K mart is reformatting 280 of its stores with Home Care Centers T. H. Rogers Lumber Co., Clinton, Ok., lost a lumber storage building in a recent wind storm

Homecrafters Warehouse, Birmingham, Al., will sell or close two stores in Nashville, Tn., and four in Denver, Co., bY the end of the Year (see p. 50 for details) Yard King witt 6pen its first lawn, garden and outdoor store in Jacaranda, Fl., in Jan. with plans for 6 more units in 1986.

Lowe's opened its 279th store in Greeneville, Tn., in earlY fall . ' Payless Cashways has oPened a new unit inOklahoma CitY,Ok. .

Williams Brothers Hotne Centers, Atlanta, Ga., has signed a letter of agreement for Blue Circle Industries, London, England, to purchase its t home centers and 27 ready-mix concrete Plants .

Speer Hardware Co., Fort Smith, Ar., has changed its name to Speer Associated Distributors Inc.... Belknap Inc., Louisville, Ky., is closing its recently oPened distribution centers in Charlotte, N.C., Dallas, Tx., Orlando,Fl. .

Genuine Hardware Co. wholesale divs. in Atlanta, Ga., Greensboro. N.C., Jacksonville and St. Petersburg, Fl., have been renamed Generol Hardware Co., reflecting their acquisition from Genuine Parts Co. by General HardwareCo....

Pensacola Builders SUPPIY Co. Inc.has moved into a new 8,000 sq. ft., $250,000 office and showroom in Pensacola, Fl., Swain Management Co. Inc., Leland, Ms., parent co. of Swoin Building Moterials, plans to change its name to Data Currency Corp.

Simpson County Lumber Co., Franklin, Ky., has been sold to Zeager Hardwood Co. . . . Idaho Timber Corp., Boise, Id., has opened a hardwood sales office in Sheridan,Ar....

Southwest Forest Industries is selling 73,000 acres of hardwood wetlands in Florida to Northwest Florida Water Management Dist rict for approximately $21 million . Klumb Lumber Co., CrYstal Springs, Ms., has opened a reman plant in Mobile, Al.

l|'estern Forest Products is a new wholesaler in Raleigh, N.C. SouthernMil/s isa new wholesale co. opened in New Orleans, La., bY Carslina Mill, Conway, S.C. .

Red Mountain Brokers, Inc., is a new wholesaler in Birmingham, Al., Bill Reed, owner

Ceorgia Timber SPecialist has opened a Hot Springs, Ar., sales office, Phillip Cross and John Drake in charge . . . Ole South Forest Products is a new wholesale div. of Gray Lutnber Co., Green Pond, Al., Ed Nelson, mgr. .

Bill Carden Lumber Sales, Seekonk, Ma., has oPened a new finger jointing plant manufacturing casings, boards and other millwork items Georgia-Pacific has officially oPened its ne\r O.S.B. plants in Grenada, Ms., and Skippers, Va. '

Bruce Distributing Co., Lexington, Ky., is now representing l,l a t u ra I V i ny I Floor Co., Florence, Al . Visador Co., JasPer, Tx., is acquiring BeautiDoor Co., Dallas, Tx.. for an undisclosed sum. . .

Moster Lock, Milwaukee, Wi., is acquiring the Dexter Lock Dil. of Kysor Industrial CorP-, Auburn, Al., for an undisclosed amount . . Millers Falls Tool Co., Alpha, N.J., has expanded with a 21,000sq. ft. addition . .

Keramik Holding, Laufen, Switzerland, has acquired International American Ceramics, Inc., Tulsa. Ok. Hoboken Wood Floors, East Rutherford, N.J., has acquired A diro ndac k Wo od FIoo r' ing Corp., Watervliet, N.Y.

Hubbell Lighting Div., HarveY Hubbell Inc., is building an advanced engineering and training center at its Hq. in Christiansburg, Va. . W. R. Bonsal Co. will move its Flomaton, Al., mfg. Plant to a new 15,500 sq. ft. Plant in Pensacola, Fl., earlY next Year

Decreasing in every region, housing storts for SePr. diPPed 9.390 to a seasonallY adjusted annual rate of 1,583,000 units single family home starts were down 10.490 at a 962,000 unit rate, the lowest since Aug. 1984 . . multis sagged 7.6s/o ro an annual rate of 621,000 units...building permits issued rose 0.790 to an annual rate of 1,796,000 units marking the 5th consecutive month of Permits exceeding the level of starts

How WWPA wofts with retailers

A lruoucu the wesrern Iwood Products Association (WWPA) is a trade association made up of lumber producers in the 12 western states, its scope of influence is not limited to tba* area. Working in cooperation wi{h other trade association and dealaorganizations, it serves the entire cowrtry from its Portland, Or., office,,',,.;

program thes maintain in cooperation with the n Forest Products Association and staff in London, England.

fhe m-a#facturers represented in WWPA are ,responsible for a typical annual prodnction of l8 billion board feet. This !&presents 6590 of the nation's softrilood output.

The umk. of the association ii divided innn ttrrree main divisions: marketing seqqies, technical services d economictroftrices. It also functions in resources, eafety and transportation actlvttres.

The markhtitre services division is divided into thmosepartments: product promotion, @ services and export. The functiofo{ product promotion is to increase fhs"acceptance and use of western lumbefptgrams. Con-

Field services has 13 men around the country, communi technical information to the marketplace, encouraging the acceptance of western lumber products and educating users of these products to their proper use.

In addition. field services conducts a series of seminars for people important to the lumber industry. By the end of the 1985-86 season. these seminars will have reached some 3,000 architects, 14,000 retailers and 2,500 builder-remodelers.

Export's function is to develop offshore market opportunities for western lumber products. As part of this

Story at a Glance

WWPA influence lelt nationally and abroad . . . 14,000 dealers participated in current seminar program cooperation with other associations promotes wood sales for retailers and wholesalers.

The quality lumber inspection division est andmaintains standard ber sizes an diviides research and wood engi

economlc servlces lsa lumber tistics on ber. It reports and pri lces.

In addition to its indi responsibilities in the woodindusWood try, WWPA is a Products Promotion which also includes American Plywood

(WPPC) the ion, the American Wood Forest Products theNational on and the Southern tion.

ucts Associa-

Technical serv two divisions. sumer and trade editorial promotions and literat category. o this

lon was recovenng from t of the early 1980s, was-and is-to WP of efforts and action in activities for the of the entire industry. Each year the council identifies common markets and objectives. They also identify technical and building code activities needed by all the participating associations.

Formed

Using these match-ups, they organize programs for the year. At least two members must be involved in each program. Home repair and remodeling, residential construction markets and non-residential construction have been targeted with renovated homes, model homes and educational seminars undertaken by the group in the past few years.

Northern Whitc Pine Boards

HUGE SELECT

Boards, Paneling, Sidings with selects and commons in stock. Saw-textured face, rough and dressed.

TOP QUALITY

All lumber is properly kiln dried, graded, dressed and double end trimmed.

TWO MILLS OFFER YOU

The R.T. Jones lumber Go., Inc.

North Tonawanda, N.Y. 14120 Lake George, N.Y. 12845

Phone TOLL-FR EE 800 - 833-1200

tn N.Y. State CALL COLLECT 716-694-4200

NOVEMBER

North American Wholesah Lumber AssociationNov. 6, regional meeting, Melrose Hotel, Dallas, Tx.

first Annual Executive C-onferenceNov. 67, sponsored by Home Center Institute, Marriott O'Hare, Chicago, Il.

Southern Pressurt Treaters AssocialionNov. Gt. annual meeting, Ritz Carlton, Atlanta, Ga.

North American Wholesale Lumber AssociationNov. 7-t. regional meeting, Monteleone Hotel, New Orleans, [-a.

Prr-Convention Cgnadian Tour-Nov. E-16, co-sponsored by the Building Material Merchants Association of C'eorgia and Alabama and the Tennessee Building Material Association.

Lumbermen's Club of MemphbNov. 14, Memphis, Th.

National Decoreting Pmducts Show & C-onventbnNov. 15-17, McCormick Place, Chicago, ll.

National Lumber and Building Meterid Deebrs Associrtioo/ Western BuiHing Material AssocietionNov. lGal, joint convention/building products showcase, Westin Hotel & Seattle Center Exhibition Hall, Seanle, Wa.

Nalional Forcst Products AssociationNov. l7-a). annual meeting, Century Plaza Hotel, Los Angeles, Ca.

Asian Plywood Manufacturss ConfercncrNov. l&Z), conference, Hotel New Otani, Tokyo, Japan.

Lumber Association of TexasNov. Z!'22, basic estimating seminar, Houston, Ti.

lnterbuild International BuiHing & Construction ExhibitionNov. 2630, National Exhibition Centre, Birmingham, England.

DECEMBER

Lumbermen's Club of MemphbDec. 2, nominations luncheon, Memphis, Th.

Hardwood Lumber Grading Shorl CourseDec. 2{, Morehead State University, Morehead, Ky.

Lumbermen's (Iub of MemphbDec. 7, election, Memphis, Tn. Society of American Wood Preservets, Inc.Dec. l0-Il, annual meeting, Stouffer Concourse Hotel, Crystal City, Arlington, Va.

FAMOWOOD

is the PR0FESS|OtlAt'S ALL PURP0SE PIASTIC

Boat builders, furniture makers, cabinet makers, etc. haie found it the one sure answer to correcting wood defects, filling wood cracks, gouges, covering countersunk nails and screws.

Can be used under Fiber Glass!

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

Western Wood Producls SeminarDec. ll. Hilton Inn, [rxington, Ky.

JANUARY

Lumber Association of TexasJan. &10, basic estimating seminar, Arlington, Ti.

Lumbermen's Club of MemphbJan. 9, installation luncheon, Memphis, Th.

Manufacturcd Housing lnstituteJan. 14-19, manufactured housing show, Kentucky Fair & Exposition Center, Louisville, Ky.

Lumber Association of TexasJan. 1617, speed estimating seminar, Austin, Ti.

National Association of Home BuildersJen. l7-a), convention & exposition, Dallas Convention Center, Dallas, T<.

Building Material Merchants Association of Georgia & AlabamaJan. 30-Feb. 1, annual convention, Atlanta Civic Center, Atlanta. Ga.

Record Panel Production Year

The third record production year for the U.S. structural panel industry was predicted at the annual meeting of the American Plywood Association held on Oct. I at the Jantzen Beach Thunderbird, Portland, Or.

APA board chairman C. B. Stevens, senior vice president, Kirby Forest Industries, Inc., Silsbee, Tl., told members that the expected 22.6 billion sq. ft. of 1985 production expected by year end would be 390 above the 1984 record (21.9 billion sq. ft.). Production in 1983 was 20.8 billion ft.

"Our industry's performance this year represents an increase requiring the capacity of four average mills. Now. all we need to do is find markets to take the production of the other 6.5 billion sq. ft. of unused capacity," Stevens said in qualifying his announcement.

While segments of the structural panel industry continued to be impacted by mill closures in 1985, he said, the past year has been notable for its achievements. He described as "remarkable" the effort being made by many plants "to further expand capacity even as some competitors are closing down."

He noted that from 1980 to 1985-a period in which the number of mills nationwide fell from 180 to 168-the average annual production capacity per plant rose from 129 million sqare feet to 173 million square feet.

The accomplishment of a 3490 increase in productive capacity, he said, is attributable to more than machines. methods and technologies. "Too often we overlook the fact that, being a fairly labor intensive industry, the real champions are our people who have made the sacrifices and incredibleefforts that brought us through the lean years and who have perpetuated that attitude ever since."

The APA chairman reported that 1985 panel industry business has been stimulated by a continued strong housing market, which should total close to 1.8 million units. "Nonresidential building has also been strong," he added. "And the other markets apart lrom exports have been improving gradually."

He predicted a demand situation similar to 1985 in 1986. "APA is forecasting a slight drop in housing, in the area of 1.75 million units. However, the strength of the other domestic markets andthe likelihood ofanex

port market recovery should compensate for any losses and keep demand at this year's levels."

Concerning exports, Stevens said that expanding world economies, a lower dollar and hopefully a changed attitude by some of America's trading partners "should support a turnaround."

He expressed concern over the soaring U.S. trade deficit, which he termed "a reflection of the degree to which the other countries of the world have closed their markets to American goods and services." The $123 billion U.S. trade deflcit of 1984 is four times the previous high of any country in history, he said. "If we do not reverse this trend by selling more of our products outside of our own borders, we'll suffer the same fate as the last guy out of the restaurant-he's the one that usually gets stuck for the tab."

Wood You Believe lt?

Employrnent in the forest products industry involves 1.4 million people. Products valued at 5124 billion are shipped annually. This represents about 490 of the nation's sross national oroduct.

Home Center Merchant

B ILL FISHMAN

Bill Fishman & Affiliates

11650 lberia Place

San Diego, Ca.92128

IIHIS WEEK I found myself in rhe I clients' room of a market research company. I was comfortably seated behind a two-way mirror allowing me to look and listen to a focus group report on the good and the bad about a home center operation I advise. We got an earful.

Today's shopper is far more sophisticated than the novice do-it-yourselfer of only l0 years ago. He's not only been at do-it-yourself projects longer, he's also leamed how to shop our stores. As a matter of fact, he's pretty vocal about telling us how to run our business.

So. . .grab your pencil, as Ed McMahan would say. .here's everything you will ever have to know about gaining the edge on everybody else in the market. This is a list of some of the individual

rifl+iffr,*:.r-E:-iir,iL$::1

suggestions (not necessarily the concensus of the entire group):

Open the store earlier (7:30 in the morning).

r Keep the store open later (the store is currently open until 9:30 p.m.).

Stay open every evening including Sunday.

r Offer a larger selection in almost every department.

o Beat everybody else's shelf price, day in and day out.

o Open more checkout counters. Quote prices over the phone.

r Make the aisles r,rider.

r Have more people available to talk to customers.

o Train all sales people to be more couneous.

o Train all salespeople to be more product knou'ledgeable.

r Make sure all salespeople have the abilitl' to take off a lumber list.

o Give immediate cash refunds without the tlpical paperwork.

r Have outside salesmen available to sell even the smallest item in the customer's home.

o Inventory replacement parts for el,ery item that the store sells-

o Carry a less expensive selection.

Old name... Nel,n products

When you think of douglas fir finish or western pine selects, think of sierra Pacific lndustries.

The nation's eighth largest lumber producer is now a major factor in the finish market.

Maybe you've already seen our lumberpackagecl in random length units and wrapped in clear blue bags with the big SP logo on it. lf not, chances are vou will. we're new to the market, but we're making things happen!

Douglas Fir Finish... vc Flooring ancl stepping... Patterns

414 Pine Selects... Thick Pine selects... Mouldings

. Do not junk up the store with promotional lines.

o Make demonstrations available at all times for all products.

r Carry a better grade of dimension lumber at lower prices.

o Never be out of items needed to instalf or accessorizr any project.

r Advertise in the metropolitan newspaper, the suburban newspaper, radio. television. billboards.

. Do not offer rainchecks. .instead be in stock at all times.

Helpcustomers load purchases into, or on top of the car.

. Match paint colors.

. Loan tools

o Offer free yardsticks, paint mixers, caps and nail aprons.

o Eliminate coupons and rebates.

r Have phone advice available at all times.

. Make the parking spaces wider.

r Illuminate the parking lot better.

o Hire more mature sales people.

wow!

What I find interesting is that a shopper expects so much more in a store that calls itself a home center or building material retailer than he does at the typical K mart, Price Club, or other mass merchandiser. Yet, he expects us to be as competitive.

And, he expects us to offer continuity in the assortment of merchandise that we offer. The customer however anticipates much less from the chain discount houses. He has no fixed ideas about product categories that are being merchandised.

The mass merchandiser's customer is accustomed to lines at the checkout counter, dangerously narrow parking stalls, and almost no visible. .let alone knowledgeable salespersons.

Sometimes life is unfair!

Next Month. . For coverage of the 71st annual meeting of the Southern Forest Products Association, including officers and directors elected for 1986, see the December issue ol Building Products Digest.

llhteo itat zeurcte t/'re M&rElitl#enf (including prices).

And if you're plonning to build or to remodel your presenl home, it's o book you've just got to reod. Shows whot to look for; how to select, size, instoll"everylhing you need to know" obout skylights ond roof windows. lt even includes suggested retoil prices lo show whot you con expect lo poy for stondord size flol gloss ond ocrylic dome Skywindows@, And it's by Wosco, the only mojor compony lhot speciolizes in skylighting.

Jusl send o dollor for postoge ond hondling, Whether ,r you do it yourself or hire o confroctor, il will be one of the besl dollors you'll ever invesl in vour home.

Treated Wood Surcharge

Koppers Company, Inc., has announced an environmental surcharge will be added to its treated wood products to help recover some of the costs of complying with increasingly stringent federal and state environmental regulations.

Koppers said the environmental surcharge is the fairest means of recovering those imposed costs. Effective with products or treating services delivered on or after January l, 1986, the environmental surcharge of 100 per cu. ft. will result in a price increase of approxim ately 2 to 7slo , depending on whether Koppers supplies the pressure-treated product or only the treating service.

Robert K. Wagner, vice president, Tieated Wood Products Division, said, "The cost of compliance with the environmental laws is a necessary cost of doing business and the imposition of a.surcharge enables us as a manufacturer to recover a portion of these costs. We trust our customers will understand that in order to comply with today's environmental regulations, a manufacturer or processor

must necessarily incur additional costs not previously a part of our cost structure."

Environmental programs in cooperation with regulatory agencies are maintained at the company's l7 wood treating plants, with no interruption to wood treating operations. "Koppers' ability to serve its market for treated wood and enhance its competitive position are objectives that go hand-inhand with environmental compliance," Wagner said.

Environmental programs at Koppers facilities include wastewater treatment plants, safe removal and disposition of process sludges and plant wastes and clean-up of soils throughout plant areas.

Dealer Video On Service

A trio of dealers discusses service to the customer, how it helps move merchandise and how it can be cost effective for the dealer, in a videotape presentation flrlmed for U.S. Plywood's annual fall dealer meetings.

Francis Mercante, Marco Building

Centeq Hammond, [:., 'Ibrry Ono, Houston Lumber Co., las Vegas, Nv., and Ed Seymour, Forest City Home Centers, Cleveland, Oh., are paneliss. John Hambrick, NBC:IV newscaster, is the moderator.

At the conclusion of the hlm Jack Armstrong, executive vice president of U.S. Plywood Corp. (formerly Champion Building Products) explains how the new company was created to continue the business of Champion Building Products after the acquisition of St. Regis by Champion International.

Atlanta Homebuyers Like Wood

Home buyers in Atlanta, Ga., want decks or balconies and hardwood floors with wood joists beneath them in their homes.

A survey of over 4(D prospective homebuyers by an Atlanta homebuilders association recorded 919o wanting a deck or balcony; 77a/o der;iring raised hardwood floors and 7990 wanting basements.

OPERAIING OPPORTUNITIES

WALLY LYNCH Builders Express, 11550 Plano Rd. Dallas, Tx.75243

lltlTHIN thc incract scicnce ol rcf f tailing and its rnajor :kills lies "adrcrtising." It is sidell adjud,ued to be one of the more perplering and expensive adventures e.rpcricnced bl the nrerchant. One is darnned if he doesn't and damned if he does.

The qr.restion most askc-d is: "hot do they' do iti" Cieneralll, lirllori-up shous that thc qucstions rc-alll is "horr clo thcl pa1' ttrr it'1" l-his irclclrcsscs the slmptonr rather than thc crlusc.

The high risibility ol'sophisticatcd rctail advcrtising rvitlrin our industry in lhe last l-5 \('1il \ llit\ ri()llL tll()t ( lr\ | etll(r\ L nltt l i.ipltttlt li'orrr conr;lctition tlran alnrost ant othcr lactor'. Oil enrbar-gocs. irtllation, ld n)ir)istration changcs, in\cslnrcnls, lack ol' housirrg starls. c{c., Ira\ c nol cler astatccl tlrc

inclcl-rcndcnt with one iola oi thc lolcc brought to bear bl "adrerlising."

l]rorrr tlre dcvastalion tlre qucstion, "\\'hi" clo thcy do it'1" should harecorrre. There have becn tonrcs nritten on lhc rrhv ol advcrtising, but in thc re-tail business it's done 1r.r t'hutrge Ilte bu_r'irt1q ltttbit.s o.l tlte ('oilsu | iler.

We're all creatures of habit, the lamiliar and the comfortable. \Ve like uhat *e knorv, not the other *a1'around. \Ian1 studics have shorvn that the number one cause ol'business faih.rres is not rronel, but lack ol' decision making inl'ornration. H(r\\'\ tlte c()nlnlunillltion in \ (rut busincss-bot h *,ith enrplovccs ancl custonrcrs'l

Think about this as an erantple ol lto\\ ad'"'ertising can corlnrunicate and causc pcoplc to react. In thc lacc ol'a reduccd price, how rnany AT&T cuslorr)ers stavcd loyal whilc thosc i.vho lr'cre not unclcr governrr)cnl colttrol leascd tltcir lincs arrd

then sold services at lower prices to tbrmer Af&T custonrers. Horv may of these "discounlcrs" could have made it rvithout ludr crtisin-s'l

I1's a constant source of amazemcnt to tltcsc olcl clcs just *hat Anrericans will pay lirr. Thc $8(XX) * rist rvatcfr, t he $ lfi) thcater tickct. thc $-50 jcans, thc $4{),(XX) and S50,(XX) cars t hiit nou' cosl nlore t han many l'ine honrcs dicl a couplc ol' clecades back. I'hcv all continuc bccause lhc sellcr has told tltc buy cr aboul t hcrrr.

.,\clrcrtising, its irnpact and gcncratiorr rlfcn'l as sirnplistic as thcsc Iov words uould indicatc. What is sirnple is that ilyou don't advertisc and your cornpetitor docs, hc sill change the buying habits of' your eu\lontcr\. Tltat nteartr lc$cr cu:lomers in )'our store and a mornentum shift of r,rndesirable consequcnces.

The da1's of foot traffic and "all the customers knou us" won't hack it. The clay's of talking to your trading area about solring their problems, providing a benefit or just a bargain, come and get me, are with us.

Thc crpcrts call it an age ol power retailing and the powers will prevail. Witl you'l ('ollision course or profitable growth, it's up ro )ou.

14 httt sending irt o t'hongc ol atllress plcose tnalude:tp t'rttlt rtrt hotlt old ond new' atldresses ond ettht'r tltc old label or the rnlorntolton Iront it. Thanks.'

ARKANSAS a OKLAHOMA

ATIONALLY workers' compensation insurers experienced their worst results ever last year. As a total industry insurance companies lost almost M billion on workers' compensation insurance. In spite of this national trend. Arkansas and Oklahoma dealers participating in the MLA Workers' Compensation Savings Pool earned a cash dividend.

For over 30 years, the association has been able to return a hard dollar cash dividend to the dealers who have placed their workers' compensation insurance with it. In addition to the cash dividends recently distributed, over 282 dealers received "up front" deviations off published rates and in most cases that added up to an additional l59o cash savings. As a result of the recent poor performance by most workers' compensation programs many insurance companies have discontinued their deviations.

The MLA program still offers participating dealers a deviation plus the savings pool. Dealers with premiums in excess of $5,00 also received a further 9.590 premium discount at policy inception.

Nationa.l reports indicate that the MLA program was one of the few association programs able to return a cash dividend for 1984. The actual cash disbursement was possible only because nearly every dealer individually and collectively supported sound loss prevention measures for his employees. Fewer losses mean higher dividends. With over $1,000,00 in premiums, dealers are afforded safety in numbers. Even if a firm suffers a single shock loss, they still receive a portion of the dividend eamed by the pool.

The association is interested in seeing your businesses thrive and continue. One way to make this possible is by providing fair and reasonable insurance products. When the losses are not great, it makes sense to reward the participants who try to run safe and profitable yards.

In Arkansas and Oklahoma. we endorse

Lumbermen's Underwriting Alliance and work closely with them because it is our belief that no other insurance company knows your business better than they do. They're experts in the lumber field and their policies are geared toward your business.

lf you want to be included in our program, call us or tell your MLA field representative the next time he is in your yard, so we can contacl you :ls soon as possible.

lf your insurance company is not offering the potential return available througfr our progriln, you are paying too much for your insurance. The same potential and lower prices are possible on property and casualty and group health plans as well.

REC0Gil|ZIIG Hunig's 1fi)lh anniversary, this wood plane cratled from hilippine mahogany was a gitl to the company lrom Simpson Door Co.

TOPICS

executlve vlce precldent

aFl RDERS are being received each day Yfor copies of "The Story of the Lumbermen's Association of Texas," written by Russell Todaro to commemorate the lOoth anniversary of our association. The l0oth anniversary celebration will take place during the 1986 convention in San Antonio.

The publication, hardback and four color with over 100 photographs ofassociation leaders and events, relates in a dramatic way the story of the progress and growth oi the association. The story also dramatizes how our industry has contributed so mightily to the incredible growth of the state of Texas.

Every member firm will receive a complimentary copy which will be mailed shortly after Jan. I, 1986, with the new l00th anniversary membership plaques. Additional copies are available at $14.95 plus tax and must be ordered before the book goes to press as only a limited number of copies will be printed. Members should order their extra copies through the association office.

Harry Weisbrod Associates, Inc., has advised us that the repeal of the Blue Law has been accompanied by the passage of an Employment Practices Act which went into effect on Sept. l. A retail employer may not require a fulltime employee to work seven consecutive days. Each week the employee

is entitled to one period of Z consecutive hours of free time off for rest and worship. The employer will accommodate the religious beliefs or practices of the employee

unless the employer can demonstrate that to do so would constitute an undue hardship on the business. The employee is also entitled to be off to attend one regular worship service of his religion per week.

The association will sponsor a three day workshop on estimating and construction techniques at the Ramada Hotel, Northwest Crossing, Houston, Nov. 20.22. The 20 hours of instruction will be offered by Larry Willmann, Texas State Technical Institute, Waco, who has over 14 years of experience in building and industrial construction.

OKLAHOMA NOTES

GAYLON STACY execufve vice president

HE STATE Board of Property and Casualty Rates has been petitioned by the National Council on Compensation Insurance for a 41.990 increase in workers compensation insurance rates in Oklahoma. The petition was filed on behalf of private insurance carriers.

The petition has generated no small arnount of alarm among owners of businesses statewide, An organized group of representatives of business groups protested the proposed rate hike at a public hearing. The Oklahoma Lumbermen's Association was represented at this hearing.

Three years ago, after long and hotlydebated battle, the Oklahoma Legislature

passed legislation which permits employers with similar interests to form self-insured groups for workers compensation insurance purposes. Several such groups have been formed, including one by the Oklahoma Lumbermen's Association. Such programs provide up front discounts and, depending on claims experience, can generate dividends for participants.

Experienced observers believe the full 41.990 increase will not be granted by the Property and Casualty Rate Board. However, past history has demonstrated the likelihood that approximately half of the request will be approved.

Now is an excellent time for lumber and building products dealers to explore the advantages of participating in a selfinsured group for workers compensation insurance.

SOUTHEASTERN SCENE

Covering the states of Alabama, Florida, Georgia, Kentucky, louisiana, Mississippi, North Carolina, South Carolina, Tennessee and Virginia.

Tennesse Building Material Association is in the midst of a year long membership campaign launched Sept. I and continuing through August 31, 1986.

A $lm reward will be paid to each individual who recruits and signs up a new member during that period. The prize will be awarded upon payment of dues by the new member.

Virginia Building Material Association has selected Pinehurst Hotel and Country Club, Pinehurst, N.C., for its April G9 convention in 1986.

The tentative convention schedule lists a "Say More With Less" communications seminar continuing throughout the convention plus table top displays of products. The annual membership meeting also will be conducted.

Arrangements have been made for those

attending to travel by Amtrak, departing from and returning to Richmond. Golf, tennis and a variety of social events are being arranged.

August lzl-17 were set for the 1986 summer management conference at the Ramada Tower, Virginia Beach, during the recent management conference. Those attending it at the Cavalier Hotel, Viryinia Beach, heard "Building Managerial Excellence" discussed by Brent Taylor and Jim Fleming of Brent Thylor and Associates and an updating on Canadian lumber legislation, tax reform and disposition of the plywood case by Harry Horrocks, National Lumber and Building Materia.l Dealers Association, Washington, D.C.

the Executive Inn West, Louisville, including Dr. Michael Skinner discussing "Management Without Stress."

Ronald L. Owens, Geneva Corp., will present "How To Establish the Highest Value For a Building Materials Business."

C. Gilmore Dutton's topic will be "Kentucky Sales Thx and How the Law Applies to Your Business."

Harry Horrocks, acting executive vice president of the National Lumber and Building Material Dealers Association, will explain "The Washington Scene From Our National Office." "Lumberyard Security" will be the topic of Marjorie N. Croson.

Table top displays of new products will be featured during the convention by over 30 companies. Socid events planned include the president and past president's dinner, a brunch for the ladies, a dinner theater performance and visiting Churchill Downs racetrack.

Everytime a customer places an order with Elder Wood Preserving he is assured of receiving these three committments.

At Elder Wood Preserving we are dedicated to suPPlYing our customers with the highest Quality products available, whether it be dimension lumber, timbers, decking or fencing materials. Our AWPB grading system is another example of our committment to Service.

Kentucky Lumber & Building Material Dealers Association has announced speakers for its Nov. ll-13 convention at

Louisiana BuiHing Melerid Deders Association's executive committee is encouragrng the local Louisiana associations to host legislative meetings statewide to promote communication between dealers and legislators in their area.

The LBMDA board of directors will work with the program. lnformation con-

wEach piece is hand inspected and only then is it given our seal of approval.

A Dependable delivery date on your order is something Elder Wood Preserving takes pride in. Unlike other plants in the Sunbelt area, we welcome

partial & route loads.

Give us a call for your next order because we treat our customers and our lumber the same way-right! Dial 1-800-551€646 or

1 -800-622-6655 ( Lou isi ana In-Bound) & ask for Joe or Mike.

cerning the coordination of legislative programs is being prepared to be distributed to the local association presidents.

Following a mandate given at the 1985 summer conference. the LBMDA executive committee has met with an attorney and compared Louisiana's lien law with that of California. which is considered to be state of the art. The committee has agreed in general that the present Louisiana law favors the professional building material dealer. They have recommended that dealers could correct any problems by promoting tighter credit and collection practices in the industry. They also have stated that the legislative direction in the upcoming legislative session would be to defeat any attempt to weaken the present Louisiana lien law.

being featured inside as well as outside of the home. Open houses, media tours and other promotional programs are scheduled for the project.

Florida Lumber and Building Material

Dealers Association elected Charles Nicholson, Nicholson Supply Co., Wachula, as its 52nd president.

Others elected at the 65th annual convention and exposition, Sept. ll-13, in Orlando include Clint Dawkins, Big D, Jacksonville, president-elect; Ralph Clark, Clark Lumber Co., Perry, vice president; Pete Munderloh, Genstar Building Materials, vice president-elect; Clark Yandle, Yandle Building Materials, Ocala, first vice president.

Southern Forest Products Association has started construction on the house which it is remodeling in cooperation with Family Circle magazine and other Wood Products Promotion Council members, the American Plywood Association, Western Wood Products Association and the American Wood Council.

Scheduled to be featured in a spring issue of the magazine, the remodeling will take six to eight weeks. Southern pine is

STORAGE

(Continued from page 12)

ing it. So builders had better take note."

Storage added to an existing home or apartment or designed into a new structure ranges from an entire room devoted to storage to additional storage facilities added in utility rooms, closets, hallways, kitchens, living areas and garages.

Increased storage can include larger pantries, closets, more cabinets, more book shelves and storage space for wines, stereo systems and entertainment equipment. Modular units offer what WWPA calls the "Storage Plus" concept. They can be used in rooms which also serve as offices, exercise rooms, media centers, sewing rooms or any other application that fits the owner's needs.

The retailer's role in this marketing effort will become more clearly defined as the promotion rolls into high gear. Consumer advertising and consumer magazine editorial features on storage are expected to create an interest and desire for additional storage space.

Bob Allen, Gulf Stream Lumber Co., Boynton Beach, will be treasurer. National dealer director is Don Osteen, East Coast Lumber Co.. Fort Pierce. National district representative is Jim Attaway, Attaway Lumber Co., Okeechobee. Past president is Henry Moxon, Ocala Lumber Co., Ocala.

Outgoing past president Archie Brott, Deerfield Building Supply Co., Deerfield, received the 1985 lumberman of the year award. Dyke Industries Inc. was designated 1985 associate member of the year.

sIx BANI) MIttg

Over 50,000,000 feet annually

Once the demand is in place, it appears the dealer will have to be sure that he has adequate materials in inventory for ready purchase. In addition, he will probably want to take advantage of clinics and seminars aimed at helping both the d-i-y and contractor understand the concept and application of adding storage. Keyrng individual store advertising into the broader scope of association advertising will be important.

Perhaps the setting up of a "storage center" similar to the "energy center" will be helpful in some stores. This might contain necessary materials, hardware and tools for building storage as well as plans and ideas.

Free Gypsum Board Measurer

A measuring stick to estimate the number of gypsum boards in a stack is available free from Genstar Gypsum Products Co., Dallas, t. The stick, which is embossed at intervals of 5/16," 3/8,' l/2' and 5/8," may be obtained from local Genstar Gypsum representatives or by calling Jim Houser at(214) 257-9800.

P.O. Box 25807 Albuquerque, New Mexico 87

MANUFACTURERS OF LUMBER

Ponderosa Pine / Douglas Fir White Fir / Engelmann Spruce Southern Yellow Pine / Aspen

PATTERNS

Channel Rustic

other WWPA

The ABCs of vnood products merchandising w:trI[,l,T1'#i: tr'",",llt'ffi

WHOLESALERS OF LUMBER

Covers the market. Gets Results.

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

#

abbreviations. Some are well used and recognized, others verge on archaic, but all should be readily identilted by anyone who deals with wood products.

The old timers in the retail held often forget that the young employees have not been introduced to the jargon which is a second tongue to them.

The customers, too, often are mystified by the symbols they spot on wood and specifications such as SlS. A little patience and a lot of education is necessary on the part of those who know wood products abbreviations well.

Even the various associations connected with the wood products business have adopted theuse of their initialsas acronyms. These terms sound like Greek to those employees and customers alike, who don't know their WWPA from their CLIB. Since many of these designations indicate quality approval, it is important that they have significance to those dealing with lumber and other wood products.

Use the accompanying list to refresh your memory and educate the new countermen and floor personnel in your store. There are probably a few customers who would ap preciate having a copy so that they, too, can understand the Ianguage of lumber.

AAR - Association of American Railroads

AD - Air dried

ADF - After deduction freight

AD | - After date of invoice

ALS - American Lumber Standards

AW&L - All widths and lenEhs

BD - Board

BD FT - Board feet

BD L - Bundle

BEV - Bevel

BH - Boxed heart

B/L. BL - Billof lading

BM - Board measure

B&S - Beams and stringers

BSND -Bright sapwood no defect

BTR - Better

CB - Center beaded

C&F - Cost and freight

CIF - Cost. insurance and freight

CIFE - Cost, insurance, freight. exchang

C/L - Carload

CLF - Hundred Lineal Feet

CLG

Ceiling

CLR - Clear

CM - Center matched

CS - Caulking seam

CSG - Casing

CV - Center vee

CWT - Hundredweight

DET - Double end trimmed

DF - Douglas Fir

DF-L - Douglas Fir-Larch

DIM - Dimension

DKG - Decking

D/S. DS - Drop siding

D&M - Dressed and matched

E - Edge

EBlS - Edge bead one side

EB2S - Edge bead two sides

E&CB2S - Edge & center bead two sides

EVlS - Edge vee one side

EV2S - Edge vee two sides

E&CV1S - Edge & center vee one side

E&CV2S - Edge & center vee two sides

EE - Eased edges

EG - Edge (vertical) grain

EM - End matched

ES - Englemann Spruce

FAS - Free along side (vessel)

Fb - Extreme fiber stress in bending (also f)

FCPW - Flat car paper wrapped

FG - Flat or slash grain

FLG - Flooring

FOB - Free on board (named point)

FOHC - Free of heart center

FRT - Freight

FT - Foot

FBM - Feet board measure (also FT BM)

FT SM - Feet surface measure

G/S - Gradestamped

HB - Hollow bark

Hem-Fir - Hemlock - True Firs

HEM - Hemlock

H&M - Hit and miss

H or M - Hit or miss

lC - Incense Cedar

lN - Inch or inches

IND - lndustrial

IWP - ldaho White Pine

J&P - Joists and planks

JTD - Jointed

KD - Kiln dried

L - Larch

LBR - Lumber

LCL - Less than carload

LF - Light Framing

LFVC - Loaded full visible capacity

LGR - Longer

LGTH - Length

LIN - Lineal

LNG - Lining

LP - Lodgepole Pine

M - Thousand

MBF - Thousand board feet

MBM - Thousand (ft.) board measure

MC - Moisture content

MG - Mixed grain

MLDG - Moulding

MOE - Modulus of elasticity (or "E")

MOR - Modulus of rupture

MSR - Machine stress rated

NBM - Net board measure

NIE-Noseoneedge

PAD - Partly air dried

PARA - Paragraph

PART - Partition

PAT - Pattern

PET - Precision end trimmed

PLIB - Pacific Lumber Inspection Bureau

PP - Ponderosa Pine

P&T - Posts and timbers

PW - Paper wrapped

RC - Red Cedar

RDM - Random

REG - Regular

RGH - Rough

RIS - Redwood Inspection Service

Ri L. RL - Random lengths

R/S - Resawn

RAV, or RW - Random widths

RW/L - Random widths and random lenqth

SBlS - Single bead one side

SDG - Sidins

SEL - Select

SG - Slash or flat grain

S/L or SL - Shiplap

SM - Surface measure

SP - Sugar Pine

SO - Square

STK - Stock

STND - Stained

STPG - Steppins

Story at a Glance

What all that induslry jargon stands for. retain this glossary for training and future relerence. employees and customers will find it helpful.

STR - Structural

S&E - Side and edge

SlE - Surfaced one edge

S2E - Surfaced two edges

S1S - Surfaced one side

S2S - Surfaced two sides

S4S - Surfaced four sides

SIS&CM - Surfaced one side and center matched

S2S&CM - Surfaced two sides and center matched

S4S&CS - Surfaced four sides and caulking seam

SlSl E - Surfaced one side, one edge

SIS2E - Surfaced one side, two edges

S2SI E - Surfaced two sides, one edge

S4SEE - Surfaced four sides. eased edges

TAD - Thoroughly air dried

TBR - Timber

T&G - Tonque and groove

T&T - Truck and trailer

VG - Vertical (edge) grain

WCLIB - West Coast Lumber Inspection Bureau

WDR -Wider

WF - White Fir

WT - Weight

WTH _ Width

WRC - Western Red Cedar

WW - White Woods

WWPA - Western Wood Products Association

PERS NALS

Michael D. Pruett is now mgr., environmental and capital projects at Southern Wood Piedmont Co., Spartanburg, s.c.

Warren Sullivan, executive director, Southem Pressure Tieaters Association. Shreveport, La., is recuperating after surgery.

Mike Greenfield is now director of retail merchandising at Belknap, Inc., Louisville, Ky.

Randy Carr, Western Wood Products Association's southwest field services rep., and Norman Sievert, WWPA rep in south Tx. and [,a., are conducting retail seminars in their areas.

L.K. "Larry" Berger has been appointed gen. mgr. of the Texas div. of Canfor U.S.A. Corp., replacing R.C. "flick" Frazier, according to Dennis R. Huston, pres.

Kris Maynard, former district mgr. for Payless Cashways in Ti., is now a regional executive and v.p,

Tom Burstis now mgr. of the FLM Building Products DC, Fort Myers, Fl., according to Fred Mackod, pres.

Eddie McMillan is now gen. sales mgr. for Willamette Industries in Malvem, Ar. Tony Buthr has joined sales at Ruston, La., where Doug Kohftneier is the new sales mgr. Gary Hyatt is new to the Malvern sales office.

Robert D. Batting has succeeded Frrnklin S. Atwater, acting pres., as pres. at the Homelite Div. of Textron, Inc., Charlotte, N.C.

Frank Nelson is now merchandise mgr. and Michacl Maged is senior buyer at Mr. How Warehouse, Margate, Fl. Brooks Broussard has joined Klumb Lumber Co.'s sales staff in Mobile, Al. George Sears is new at the Tampa, Fl. ofhce.

Greg Hoyer is the new co-mgr. of 84 Lumber Co. in Winchester, Va. Oay McChan is the new co-mgr. at Statesville, N.C.

Edward F. rimnrerofh has been promoted to national sales mgr. for Woven Wood Designs, Marianna, Fl.

Peul and Drvil Danrl, Atlanta, Ga., have joined The Kewanne Corp. as reps in Al., Ga. and eastern Th. markcs.

Ronnh Peul, Louisiana-Pacific executive and director of SFPA's District ll, Houston, Tr., is recovering from injuries received in a collision of planes on the runway at the AuburnOpelika, Al., airport. His wife, Joyce, and daughter also were injured.

William Ripley, v.p. of salesandmarkcing, The Pfaltzgraff C-o., has been added to the National Housewares Manufrturers board of directors, aeording to RoneH A. Iippinger, managing director.

Jrk C. Shewmeler, vice chairman of WalMart, Inc., has been named to the board of Lowe's Companies, North Wilkesboro, N.C.

Steve Shdley has transferrd as mgr. to Pearson's Lumber Co. in Noble, Ok., from Lrxington, Ok.

Cherles Huston has joind A&W Lumber Co., Oklahoma City, Ok.

Prtsict Milcr is now southeastern regiond mgr. for Kwikset Div., Emhart Corp., Anaheim, C-a., according to llomic CrHone, v.p., sales.

Jim Cunband XrlseSurdi have johed the sales staff of Southern Mills Lumber, St. Petenburg, Fl.

I(D HEM.FIR STUDS

I(D LODGEPOLE PINE STUDS 2x4 ond 2x6

Ifuck and traller shlpment<> vans and plggyback avallable. Shlpplng locatlon: Lenz Sldlng, Or. Southern Paclflc and Burllngton Northern.

CASCADE STUDS, IN@RFoRAIED, HC63, Box 302 Chlloquln, t.97624

Gharles l(tchel, sales manager

Vernon J. Jarvis, sales, Robbins Manufacturing Co., Fort Myers, Fl., and Ric Chase, treating plant superintendant, recently celebrated their first anniversary with the co., according to Richard P. Gates, div. mgr.

Al Meier, Meier's Building Center, Tacoma, Wa., has been elected pres. of Hoo-Hoo Intemational. Carle H.C. Hall, retired, Johnston, Ia., is now chairman of the board; Jack Jacobson, Jacobson Phillips Forest Products, Vancouver, B.C., lst v.p.; Dick Campbell, Campbell Building Materials, Woy Woy Bay, New South Wales, Australia, 2nd v.p.; Bernard B. Barber, Barber & Associates, Fresno, Ca., sec./treasurer, and Dave Davis, retired, Greenbrae, Ca., seer of the house of ancients.

R. V. Hall has been named mgr., customer laminated wood sales in Morrisville (Raleieh), N.C., for Koppers Co. Inc. building products sector. Lonnie C. Beck is now operation mgr. for the engineered wood systems dept., in charge of operations at Morrisvilleand Magnolia, Ar.

Charles R. Grantland is the new v.p., Great Southern Plywood Co., Cedar Springs, Ga., replacing the late Ward K. Hoseid, according to Arnold Nemirow, pres., Great Southern Paper Co.

Freddie Baragona has been appointed sales mgr. for Pickens Lumber Co., Ferriday, La.

Wade Carter is now a sales rep. at BannishRickard Lumber Co., Bristol, Tn., according to Bob Bannish and Earl Rickard.

Peter Funder, Funder America, Inc., Mocksville, N.C., is the new 3rd v.p. of the American Laminators Association.

Allen Jones is the new mgr. of Scotty's in Haines City, Fl., according to Dennis Stults, pres.

Jerry H. Godwin is the new v.p. and gen. mgr. of The Cooper Group office in Raleigh, N.C.

Jim O'Brien is now regional mgr. of Homecrafters Warehouse. Birmingham, Al.

Oneal and Shirley Sheffield, owners, Colonial Tiustworthy Hardware, Memphis, Th., and Louie Potetz, P and H Tlustworthy Builders Supply, Inc., Liberty, Tk., have been named dealers of the year by Tlustworthy.

Ira Liberman, former president, has been named director of special projects for Duke City Lumber Co., Albuquerque, N.M. Dan M. Dutton is now pres. Irving Mechanick, traffic dept., has retired after 39 years and Dee Jeffers, v.p. of southern operations, has retired after 26 years with the co.

John W. Storer has been elected exec. v.p. of Osmose Wood Preserving Co., Buffalo, N.Y., according to John L. Surdam, pres. Ronald J. Orlowski is the new v.p., administration.

Lavoyd Hudson, is now mgr., specialty products, at Gulf Lumber Co., Inc., Mobile, Al., according to Ben C. Stimpson, pres.

John P. Allen, formerly branch mgr. of Consoweld Distributors Inc., Thmpa, Fl., has been promoted to v.p. at Wisconsin Rapids, Wi., Hq., according to W. P. Hochmuth, pres. Thomas A. Harrington has been named marketing rep. and will be located in Atlanta, Ga.

Joseph B. Croft III has been named gen. mgr. of Plunkett-Webster Inc.'s Apex, N.C.. distribution center. Charlie Hutter is now sales mgr. for specialty building materials.

Harold L. Airington, former group senior v.p., forest products, Georgia-Pacific, Atlanta, Ga., has been named exec. v.p., building products, replacing Stanley S. I)ennison who retired, but continues as a consultant.

Gene Parker, Curtner-Parker Lumber Co., Memphis, Th., visited So. Ca. in early October.

David Ross has been named regional sales mgr. for the Kleanstrip div. of W.M. Barr and Co., Memphis, Th., based in Atlanta, Ga.

Charles Smoot Sr. has retired from Coast to Coast Lumber Co., Louisville, Ky., after 50 years in the industry.

(Pleasc turn to pagc 50)

NEW PR DUCTS and

selected soles aids

lron lt Out

An ironing center that recesses within a standard stud wall and keeps all elements of ironing handy in one compact cabinet is new from Sico.

An oak door conceals a foldaway ironing board, electrical outlet, adjustable work light and storage shelf. The board has two height adjustments.

Also included is a heat shield for iron storage and an automatic switch that shuts off the iron and light when the door is closed.

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 faster! Many thanksl

Condensation Cutter

A condensation-free, leak-free Skylight window is new from Naturalite Inc.

A PVC curb to prevent condensation is said to have 1,000 times less thermal conductivity than the usual aluminum framework. Weather-tight sealants and frames with fusion welds contribute to energy efficiency.

A "woodhue" curb allows the skylight to blend into the color of the roof. It is available in insulated glass or double-dome acrylic.

Elegant Woodbumer

Wood burning stoves which double as furniture and efficient wood burning units are new from Woodcutters Manufacturing.

The Royal Heir model is said to burn wood with nearly 8O9o efficiency with less creosote buildup in the chimney than in other stoves.

Holiday Decoration

Poinsettias, an ornamental group ing of natural wood branches, is new from Exotic Wood Flowers, Inc.

Hand-painted in white, green or both colors, the branches are highlighted with miniature, red poinsettia flowers.

The branches range in size from four to five feet and fit anv vase or urn,

Power On Tap

A compact portable power center from Ceneral Electric plugs into any standard grounding wall receptacle to accommodate several electric tools.

A lighted onloff switch controls power to all receptacles. A l5-amp circuit breaker protection cuts current flow in overload conditions. Power is restored by pushing a circuit breaker button one minute after the overload occurs.

The center also features a doubleinsulated, six-foot power cord and a chip-resistant steel housing.

Kitchen Garage

The StarMark diagonal wall/tambour can turn unused countertop corners into attractive, usable storage space.

The appliance "garage" can keep small, often used appliances out of sight, but accessible. The slide-up door is crafted for both smooth operation and a functionally attractive appearance.

Fins Down

A new fire-labeled fin-brush door bottom seal to block air is available from Pemko.

The weatherstripping is made with polypropylene brush fiber. The center fin is bonded in a polypropylene binder contained in an extruded aluminum frame with pre-punched adjustment holes.

Closet Shoe Rack

The wall-mounted shoe rack support is new from Clairson International.

Because the racks rest against the wall instead of the floor, carpeting may be laid after installation of the system and the closet may be vacuumed easily.

The support's molded grooves clip securely into a vinyl-coated steel rod or to inverted l2-in. deep shelving to distribute the weight of the contents evenly against the wall at a convenient angle.

Tubside Decorating

A new self-sealing bathtub wall surround system from Universal-Rundle Corp. reportedly eliminates caulking and the associated problem of mold and mildew.

The Aqua-Seal units utilize a series of flexible extrusions to seal the edges of each panel.

Two different self-sealing models are offered: the Tahoe with a design reminiscent of plank woodwork and the Newport with New England-style detail.

Fireplace With View

An open-end fireplace, which offers a view of the fire from the front and sides and allows the installation of non-combustible materials flush with the opening, is new from Preway Inc.

The radiant heat fireplaces feature a low profile design, an insulated firebox, a steel bar grate, and a high temperature baked enamel finish.

Oak Veneer Up Front

Five models of oak veneered entry doors, available in 26 different design configurations, are new from E.A. Nord Co.

The complete line, which is faced with northern red oak, includes both entry and interior doors and bifold units. Features include leaded glass, laser-carved details, all-panel, thermal glass and French door designs.

For interior use, a traditional 6-panel model, two and four door bifold designs in the raised panel configuration are offered.

Living Room Wine Cellar

The Wine Vault Credenza from Viking Leisure Products stores wine at the ideal temperature of 53 to 57 degrees, with the correct humidity, and in total darkness.

A chill plate permits the owner to chill up to eight bottles to serving temperature. The vault has a storage capacity of 120 standard wine bottles and operates on a standard l2Gvolt AC current. Its cooling unit controls the temp€rature and also the humidity to protect the integrity of the corks.

The full insulated doors have concealed door pulls, and seal with magnetic door gaskets.

The cabinets come in either a light or dark oak finish. They may also be purchased unfinished.

Bring The Outdoors Indoors

The new garden windows from WindowVisions c:m create a feeling of spaciousness, even in small rooms. The wood units open rooms to light and view, creating space :rs well as a place for growing plants.

Double glazed for high energy effrciency, the units have Douglas fir frames which can be stained. Sizes begin at 3' x 3'.

Adhesive Ruler

A roll of measurement tape with a pressure-sensitive adhesive backing has been introduced by Pro Tapes & Specialties.

The tape can be applied to virtually any surface. Large black numerals and inch markings against a vivid yellow background make the tape easy to read for quick, accurate measurements.

The measurement tape is available in 60 yard rolls, %-in. wide and perforated every l2 inches for ease in handling.

Blow Out The Pipes

A new flue pipe heat extractor kit from Dale & Associates, Inc. is designed for wood burning stoves and flue pipes.

The I lS-volt,@ HZ kit workswith 4", 5 ", 6" r 7 ", 8 ", or 9" pipes, mounting rigidly in any position, horizontal or vertical.

It is thermostatically controlled and adjustable for stand-off spacing for air flow.

Bleached Out

A wood bleach for unfinished or stripped woods is new from KleanStrip.

Suggested uses include to bleach and lighten wood which has been stripped of old finish, woodwork and floors darkened by age and use and unmatched woods to even the color tone.

Roman Bath Set

A newly designed Waterfall Roman Tub Faucet set, complete with square handles, square escutcheons, and curved waterfall spout, is new from Harden Corp.

The spout is available in widths of 8",16', or 4" for lavatory use. There is a variety of handle styles.

Kitchen ol Glass

Elegant and functional leaded glass windows for kitchen cabinets are available from Charlton Industries, Inc.

The inserts reportdly are easy to install to the inside of the frame with clips or by sealing with clear silicon glue.

Inserts come in seven patterns and six types of glass. Options are brass or lead on both sides oftheglass. Special orders are available on various types of glass, special etchings or lead patterns.

Veggie Bins

A vegetable bin base unit cabinet is new from StarMark.

With three deep, coated wire baskets mounted in heavy duty slides, the bins keep vegetables handy. The cabinet is available in 15, 18, 2l and ?A" wide models in a variety of solid wood styles and stain colors.

High-Tech Security

A new security alarm system from NuTone uses advanced microprocessor technology to protect the home.

It comes equipped with a built-in digital communicator, personalized program and eight fully-programmable zones plus keypad fire,/police/ medical emergency buttons.

The non-volatile memory reportedly never loses its program even if power is lost. A self-correcting circuit checks it 50 times per second.

Options include telephone control module. intercom,/chime modules.

Caulking Strips In Rolls

A new white butyl rubber sealant comes in rolled-up strip form from Borden Inc.

Elmer's Place & Seal Caulk requires no caulking gun. The caulk strip is unrolled and pressed into place for a reportedly long lasting, watertight and windtight seal that can be painted immediately.

It can be used indoors or outdoors on porous or nonporous surfaces as well as on similar and dissimilar building materials. It comes in 3A and % " widths. Each roll contains 17 ft.

Sauna-ln.A-Closet

A modular, easy-to-assemble sauna that can fit in the bedroom closet is new from Viking Leisure Products.

The Duo model, roughly 3' x 4' , has heater, controls and a light fitted into the door.

Each kit includes insulated walls and ceiling panels, floor, carpet, heater, controls, sauna stones, door, light and benches.

For your inquiries cattr

Rick Rosa, Dave Snodgrass, lowellWall q

Steve Hagen, Karl Drexel, Tom Knippen

Patio Cushion Storage

Patio-Stor, an all-steel storage container for lawn furniture cushions and oillows. is new from Arkfeld. '

Constructed of galvanized steel, it has a hinged lid reinforced by three ribs. The standard color is white, but the unit can be painted to match a color sample.

Although many sizes are available on special order, there are two standard sizes: 47t/2 " long x ?AVz" wide x 2lVz" high to accommodate four cushions and two "doubles" and 36" long x 24" wide x Z" high for eight cushions.

Nailing lt Down

A pneumatic automatic-feeding coil nailer for installing gypsum drywall has been released by Duo-Fast Corp.

A built-in adjustable nail-set

control unit allows nails to be driven to the exact depth prefered. The nailer also features a sequentid safety-fire trigger mechanism to ensure it does not fire accidentally. The tool weighs 4 lbs., 8 oz.

Double Measurements

A new measuring tape which permits calculating two distances at one time is from E-Z Two Tape Measure Co.

It features two replaceable 12' x 3A" steel blades and a spring loaded centering pin which eliminates the need to manually determine the centerpoint of a distance. The pin can be removed for use as a marker.

The tool can also function as a compass, for casting circles or arcs, or as a straight edge.

Timber Products Inspection, lnc.

NATIONAL AI{D INTERNATTONAL INSPECTION AND QUAUTY CONTROI. SEN. VICES FOR AI.l. WOOD PRODUCTS, AND ALL SPECIES, INCLUDING GRADEMARKING OF LTJIIBER UNDER THE ALSC PROGRAU, QUALITY ilANXING OF TREATED II,|ilBEN UNDEN THE AWPB PROGRAM, AND QUAI.ITY CONTR(L/. QUALITY MARKING PROGRAIIS FOR FIRE RETARDANT TREATED WooD,rRUssEs, AND BUI.DING Locs. sERvlcEs INCLUDE TRAINING, QUAIrTY MONITORING. CERTTFICATION, SAMPT.ING, RETNSPECTTON, SPECIFICATION WRTTING AND/OR CLARIHCATION AND CONSULTATION ON LUUBEN fiNEATED/TJNINEAIED), IRUSSES, PLYTI,oOD, FOI.^ES. CROSS TIES,

Reversible Slider

A reversible patio door from Louisiana-Pacific combines the beauty of wood inside with the strength of aluminum outside.

The Forester patio door features I in. tempered insulating glass, thermal barrier sill, all steel tandem rollers for smooth glide, complete Perimeter weatherstripping, and an interlocking and weatherstripped check rail.

It is available in 5', 6' and t' widths.

The Hand You Love To Touch

Specifically designed to remove troublesome, sticky types of soil such as adhesives, resins, body fillen and paints that build up on the skin, Silk Scrub is made by Go-Jo Industries, Inc.

The hand cleaner contains nonabrasive scrubbing particles which break up the soil without the harshness of conventional grit cleaners. ln addition, they will reportedly not clog drains.

Think Sink

The Gourmet Collection, a new line of triple-bowl stainless steel sinks, has been introduccd by Elkay Manufacturing Co.

Eleven different sink configurations feature a ribbed drainboard and deeper, wider and longer bowls. The l0 in. deep sinks are three in. deeper than a standard sink.

The side bowls have off-center rear drain placement for each water draining, while the center bowl has center drain placement.

tlJood

Stick'em Up

A new power glue gutr, featuring thumb-feed mechanism, removable nozzle and a two-inch long glue stick, is new from Black & Decker.

The gun's solid state heating system generates maximum heat quickly and holds the temperature at the desired level for smooth, consistent bonding.

Nozzles can be changed for different applications. A complete kit includes gun, extension spieader nozzle, hypodermic nozz)e,12 four-inch glue sticks and doublewalled case.

Electric Outlets On Tap

New multi-outlet strips from the Wiremold Co. bring a number of wall-mounted outlets safely and neatly to any electrically busy place in your home.

Using flat head screws, the strips mount easily on most surfaces. Once up, they can be painted to match or accent any color scheme. There is no more need for extension cords.

C}IECI{ OUT OUR IARGE SELECTIOH OF:

V #1and #22" Dimension

V #2Lx4and1x6545

V #24x4and4x6545

V Bough 6 r6 and 8 x8 Timbers

trk Flameproof Lumber and Plyulood

Stud Detector Display

Stud Sensor, a non-magnet device for locating wall studs, ceiling joists and other construction members, is now available in a self-merchandising display case from Zircon International.

The promotional package features a cut-away "wall" to let customers test the electronic device.

FREE READER SERVICE

For more information on New Products write Buifding Products Dgest, 4500 Campus Dr., Suite 480. Newport Beach, Ca. 92ffi. Please mention issue date and page number so we can process your request faster! Many thanks!

Waterprooling Aid

A free fabric application handle now comes with each l^aticrete wall and panel waterproof membrane unit.

The membrane prevents water Penetration when used directly under thin-set and thick-bed installed tile, brick, pavers and natural stone in wet areas. It can also be used in bathrooms, showers and kitchens.

A New Twist

A tool which can be used to strure hanger wire to ceiling clips is new from the l-add Tool Co.

The portable wire twister eliminates tedious hand-tying and provides a continuous production of uniformlytied, job-ready clips.

Hood On The Range

New Microtek range hoods from Broan can be installed ducted or ductfree.

The hood includes a duct connector with built-in damper for easy connection with ductwork.

The new series of hoods also features infinite speed control with electronic blower memorv and Heat Sentry protection.

Plus Alaska and Hawaii

I tothc

lf you sell into theWest, orany part of it, we can help you get across your message.

The Merchant Magazine covers all 13 Western states. Founded in 1922. it has been the listened to voice of the industry in the West for more than six decades. Our longevity also proves we can get an advertiser's message to the important trade factors better than any other medium. And at the right price.

Our paid circulation is nearly 5,000; a remarkable vote of confidence as these industry influentials also receive at least four or five free magazines monthly. The Merchant's paid circulation tells you

clearly which magazine Westerners read.

The Merchant's unique blend of news, merchandising and marketing information, salted with personal news and notes and seasoned to the Westemers' taste reaches an audience of home centers, home improvement centers and lumber dealers as well as the wholesalers, distributors and jobbers that back them up. The Merchant, incidentally, is the sister publication of Building Products Digest.

You can count on reaching the market in the West through The Merchant Magazine. Call today, you'll be glad you did.

Hawaiian hardwood ripe for commercial development

INDIGENOUS to Hawaii, ohia is Ithe dominant tree in large portions of that state's forests with large, almost pure stands in some areas. Of major importance from the standpoint of volume and acreage, it is one of the few native trees in the Islands with commercial lumber importance.

Ohia is considered excellent for strip flooring. This is its most common use in Hawaii with use as ship blocks in the drydocks at Pearl Harbor being second in importance. Other uses include as stakes to brace water barriers in irrigation ditches in the sugarcane fields. as wharf fenders, for marine construction (both treated and untreated), in pallets, for conveyor belt slats, as pile-driver cushions (circular blocks of wood placed between the hammer and concrete piles to prevent shattering) and as decorative poles in residential construction and business establishments.

Stands suitable for commercial development are found only on the Island of Hawaii. It is estimated that there is about 360 million board feet available. Trees in better stands grow to 18 to 24 inches in diameter and yield two 16 ft. logs. These stands yield from 5,000 to 6,000 board feet per acre. Timber is relatively inaccessible to logging because of the lack of roads in the rain forest.

In an effort to develop more extensive commercial use of the wood, tests of samples of ohia were done by the Forest Products Laboratory under an agreement with the Board of Commissioners of Agriculture and Forestry. These included mechanical testing for the full complement of standard tests specified by the American Society for Testing Materials.

Values indicated that ohia is the

most dense and generally the strongest of any of the Hawaiian species which have been examined.

It is substantially heavier than shagbark hickory, one of the heaviest of commercial species found on the mainland. In general, it is comparable to hickory in many of its strength properties. Exceptions are its toughness, impact bending strength and strength in compression perpendicular to the grain. In these it ranks far below hickory. Ohia also has a tendency to shrink more than hickory. Its strength properties are generally higher than those of white oak.

Ohia is denser and stronger than Douglas fir, a softwood which is widely used in the Islands, but its weight, high shrinkage and dulling effect on cutting tools preclude it replacing Douglas fir for structural applications.

Many of the strength properties of ohia are not as high as would be ex-

Story at a Glance

360 million b.l. ol nalive ohia available...excellent for stdp flooring...limited additional uses...not readily accessible lor logging...some similarity lo hickory.

pected on the basis of its high density. The spiral or interlocked grain which appears to be characteristic of the species is probably responsible for this.

Veneer was successfully produed from the sample flitches being tested. It was dried in a roller<onveyor type drier without developing drying de fects. Although suitable for use as face veneer, it had drawbacks including little figure except in the burls. The interlocked grain did not produce the expectd welldefined ribbon stripe figure such as is characteristic of mahogany. The most noticeable pattern in the veneer was created by the contrast between the sapwood and the darker red-brown heartwood.

Deep knife checks and roughness requiring considerable sanding were considered other detrimental characteristics. Plywood panels were made from the veneer with no difficultY. These panels after sanding and finishing were attractive in color, but had little figure.

Machining tests showed ohia to be better in shaping and boring than most mainland hardwoods. SamPles proved poorer in planing and turning.

Ohia experienced problems in seasoning tests. It was concluded that further research would be needed in that area. Limitd previous experience with drying of l " thick ohia indicated that kiln drying of previously air dried stock is likely to give better results than kiln dryrng stock green from the saw.

Limited tests were made in pressure treating air seasoned ohia with coalt:u creosote. The results proved inconclusive because of the limits of the test. Good penetration was obtained in sapwood, but heartwood was resistant to penetration.

both our hardwood Series and past Hardvrzood

Special Issues!

WIDE APPEAL

Selected from vears ofour most popular hardwood articles and features, the information contained in these reprints will appear to old hands in the business as well as newcomeriwho need tiiearn fast.

EFFECTIVE TRAINING AID

Use them as a training aid, to

DOMESTIC HARDWOODS

Hardwoods of the Pacific Northwest (19 species)

An up-to-date look at Northwest hardwoods (two parts)

A background on alder's popularity (two parts)

The Cinderella tree of the Northwest (West Coast red alder)

Western Maple

Oregon Myrtle, smooth & tough

Developing California hardwoods (black oak)

Northeastern Hardwoods (four parts) (yellow birch, hard maple, black cherry, beech, red oak, soft maple, basswood, ash, white birch, yellow poplar)

A background on walnut

Black walnut

General physical properties of Southern hardwoods (16 species)

Working with hardwoods (16 species)

Hickory's looking good (two parts)

Koa: the Royal Hawaiian hardwood

Buy

brush up on facts long forgotten, or just for your own pleasure.

ASIAN.PACIFIC

Malayan Hardwoods (chart) (48 species)

Some Malayan Hardwoods (two parts) (10 species)

A quartet of related Asian Hardwoods (apitong, gurjun, keruing, yang)

The five species of meranti Ramin: a commercial light hardwood

Commercial satinwood

The romance of teak (two parts)

SOUTH AMERICAN

Tropical woods from Mexico (cocobolo, goncalo alves, primavera, canalete)

More on tropical woods from Mexico (guanacaste, lingnum vitae, capomo, ebony)

Banak: a mahogany substitute

Cedro: the volatile Latin

The heavyweight and the lightweight Oignum vitae, balsa)

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

Two varieties of brosimum

TIIIIITIIIIITIIITIIIII-T'I'

45OO Campus Drive, suite 48O Newport Beach, Ca. gp66o

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

! Domestic Hardwoods $10

! Southeast Asian Hardwoods $5

n South American Hardwoods g4

n Ail three $16 (the big bargain)

! Check enclosed

! Cash enclosed

each group singly or save money and get all three for only $18. Includcs 28 separate reprtnts!

NEW LITERATURE

Don't Strip!

An 8-p. booklet showing how to revarnish wood furniture without stripping or sanding is free from Klean-Strip, P.O. Box 1879, Memphis, Th. 38101,

New Board Member

Waferboard uses are discussed in a free 8-p. product guide from the American Plywood Association, P.O. Box 11700, Thcoma. Wa.984ll.

Door To Door

A do-it-yourself door installation guide is free from Wing Industries, P. O. Box 38347, Dallas, Tx. 75238.

Industry Survey

Copies of the annual wage and fringe benefit survey of the wood moulding, jamb and frame industry are $200 from the Wood Moulding & Millwork Producers Association, P. O. Box 2527 8, Portland, Or. 97 225.

Polyurethane Predictions

An 8-p. report outlining polyurethane markets and technology is free from The Upjohn Co., Inquiry Handling Dept., P.O. Box 5044, Kalamazoo, Mi. 49003.

On Display

A free 82-p. catalog of visual merchandising products and accessories is available from Jay Display & Fixture Corp. by calling 80G82r4354.

Paint Brush Tips

"Finishing Touches," a l2-p. pocket-size brochure with tips on painting materials and applications, is free from Baltimore Brushes, Inc., Brockton Industrial Park, ll00 Pearl St., Brockton, Ma. 024O1.

Ways To Get Plastered

A bulletin on transporting, handling and storing plastering materials is free from United States Gypsum Co., Dept. #122-ZZ, l0l S. Wacker Dr., Chicago, Il. 60606.

Leam By Tape

"Managing Retail Sales Performance,l' a training program featuring 8 audio cassettes, a 6Gp. workbook and daily and weekly performance sunmary sheets, is $95 from National Retail Workshops, Inc., 6820 La Tijera Blvd., Suite 209, Los Angeles, Ca. 9m45.

Pressure Treated Wood

A specifications booklet for interior and exterior fire retardant treated lumber and plywood and preservative treated wood is available at no cost from Hoover Treated Wood Products, P.O. Box 74'6, Thomson, Ga. 3082 or by calling I-8GTEC-WOOD.

Fan Mail

A full<olor catalog of residential and commercial paddle fans is free from Nulone Housing Group, Scovill lnc., Madison & Red Bank Rds., Cincinnati, oh.45227.

Beautiful Anangements

An acrylic floral holders brochure is free from La Fleur Creations, Inc., 301 St. Vincent St., Philadelphia, Pa. l9lll.

Vclices Canied

A free mini<atalog of hands-free intercom systems is new from Talk-A-Phone, 5013 N. Kedzie Ave., Chicago, 11ffi25.

Filling In

"Perlite Loose Fill lnsulation," a 2-p. data sheet, is free from Perlite Institute, Inc., 6268 Jericho Tirrnpike, Commack, N.Y. 11725.

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 Producf Dgest, Many thanks!

How To Sell Yourcell

"Advertising & Public Relations for a Small Business" is $8.95 plus $1.25 postage and handling from DBA Books, 323 Beacon St., Boston, Ma. (2116.

The Amedcan Way

Custom-built homes are described in a free brochure from American Lifestlde Homes, Builder Marts of America, Inc., P.O. Box 206, Greenville, S.C. 296(2.

Metal Chop

An 8-p. metal cutting blades and acccssories brochure is free from Kapman, Inc.. P.O. Box 250, Valdese, N.C. 286m.

Pocket€ize Kitchen Catalog

A l6p. catalog featuring a netv line of compact kitchens is free from Drryer Products Corp., Calumet Ave., Michigan Gty, In. ,16360.

ttorlcirtg With Pty{uood

"How to Sell and Install Hardwood Plywood" is a free l5-p. manual from Hardwood Plywood Manufacturers Association, P. O. Box 2789, R6ton, Ya. 2M.

Buildiry Blocks

A free l6p. brochure on glass block unis and products is available from Pittsburgh Corning Corp.,8(D Presque Isle Dr., Pittsburgh, Pa. 15239.

Up On The Rool

The glulam panelized wood roof system is described in a free l6p. brochure from the American lnstitute of Timber Construction, 333 W. Hampden Ave., Englewood, Co.80ll0.

Hot Tub Time

"Timing Controls for Pools, Spas and Hot Tubs," a l2-p. catalog, is free from Intermatic Inc., Intermatic Plaza, Spring Grove. I1.60081.

Classified Advertising

LUMBER TRADER who wants to semiretire, work 3-4 days a week. Must have retirement. community with fishing and golf. Write Box 50, c/o Building Products Digest.

S.E. FLORIDA lumber yard for sale by owners. 2Vz acres, all or part. Railroad sidetrack. 40 years in business. (305) 546-1092.

FLORIDA GULF COAST LUMBER COMPANY FOR SALE

Profitable contractor/retail yard with $3.5 million minimum sales potential. Explosive growth area. P.O. Box 20974, Sarasota, Fl. 33583.

Twenty-five (25) words for $19. Each additional word 650. Phone number counts as one word. Address counts as six words. Headlines& centerd copy ea. line: 55. Box numbers and special borders: $5 ea. C.ol. inch rate: $40. Names of advertisers using a box number cannot be released. Address all replies to box number shown in ad in care of Building Products Digesl, 45fi) Campus Dr,, Suite 4E0, Newport Beach, Ca. 92660. Make checks payable to Cuder Publishing, lnc. Mail copy to above address or call (714) 852-199[. Deadline for copy is the l5th of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

REPRINTS of hardwood articles from The Merchant Magazine. Excellent for reference or training. Domestic Hardwoods, $10; Southeast Asian Hardwoods. $5: South American Hardwoods, 94; all three, gl6. Send your check today including name and address to Hardwood Reprints c/o The Merchant Magazine, 4500 Campus Dr., suite 480, Newport Beach, Ca. 92660.

WHAI'S NEW?

You'll know when you read The Merchant Magazine, reporting every month on the trend-setting West. It'll keep you current with industry news and developments, new products, marketing, merchandising and management techniques in the 13 Western states, plus important national developments. Sister publication of the Digest, The Merchant Magazine covers all the West and has for 63 years the proven source for what's new. A yearly subscription is only $9, two years for $15 and three years for $20. Subscribe today so that you'll know current conditions in this important marketplace. You'll be glad you did. Just send cash, check or money order to The Merchant Magazine, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

When sending in a chonge oladdress please include zip code on both old and new addrbsses and either the old label or the inlbrmation from it. Thonks!

CREOSOTE and CCA posts, lumber, barn poles and piling, and other treated forest products. Baxley Creosoting Co., Inc., P.O. Box 458, Baxley, Ga. 31513; (912) 3674ffi.

Promotion revs

ETAILERS are the key to Setting western wood paneling

products and consumers togaher in what promises to be a long and loving relationship.

Solid wood paneling for walls and ceilings as well as wainscoting and other mouldings is dl part of the return to quality on the part of the interior designer and architect. Naturally, the d-i-yer wants to follow the lead of the professional.

S€nsing the growing demand for more woods to be used for interiors, the Western Wood Products Association has organized its fust solid wood paneling promotion in 25 Years. Termd a classic markaing progftrm, the promotion relvolves around two colorful publications filled with cxciting applications ati well as informative information on the use of wood in interiors.

Reol Wood Interion and Daign

Workbook has 16 pages about the three most basic elements of design, color, texture and pa.ttern, before ge rng into a full discussion of finishes including sealers, primers, paints and glazes. 'Ilansparent frnishes such as lacquer, varnish, wax and oil alrc are discussed. Whinen to appeal to the pro-

up paneling, moulding sales

fessional designer and sophisticated do-it-yourselfer, it has attraction and application for any retail customer.

The second publication, Miracle Worker's Guide to Real Wood Interiors, has easy-to-follow instructions for using solid wood paneling. Illustrations help to clarify the five sections of advice including selection and installation of solid wood paneling, applyrng nine different paneling styles, finishing work and moulding and trim. Lots of professional shortcuts and tips are included.

Both booklets are excellent giveaways for customers since both clearly show what can be done with solid wood paneling and how readily it can be applied. Three plan sheets also are available from WWPA. All three deal with paneling, telling how to select

Story at a Glance

Merchandising kit ties retailer into national promo ol westem woods for interior use . . cus. tomer literature, ads, clip art, radio/tv copy, employee educa. tion tools available. .demand for paneling, wainscoting, mouldings lo escalale.

material and use it. Step-by-step instructions for installing are easy to follow as are descriptions of nine different applications of paneling. The information provides the customer with the information he needs for a project as well as serving as a materials list for purchasing needed supplies.

Other dealer helps offered by WWPA as part of the paneling push include professionally prepared ad "slicks," clip art, radio copy and an example of a news release to be used to publicize the paneling clinics or workshops which you schedule.

Another publication, Standord Patterns, contains line drawings of all standard wood product patterns. Everything from paneling and siding to ceiling and partition to ogee batten is included in the booklet which also has a grade selector chart for all species and a coverage estimator. It is valuable for retailer use both with the customer and in employee education.

Known as the Real Wood Interiors Merchandising Kit, this material can be ordered as one set or in multiples. The first kit is free. WWPA market experts suggest that retailers use these kits as the basis of a wood interior promotion.

Western woods are especially suitable for interior use because of the wide diversity in their appeilrance. Clear finishes, grain patterns, knots and streaks of stain give character to their applications. Tbnal qualities also add interesting variations to their use.

Englemann spruce and Idaho white pine are the lightest colored, ranging from creamy white to cinnamon streaked shades of straw and honey. Hem-fir, Ponderosa, sugar and lodgepole pine are more medium in color and feature a more prominent grain. Western red and incense cedar are from the warmer, red brown color range with the added plus of a spicy, aromatic scent. Western larch and Douglas fir are outstanding for their strength.

By selecting the correct wood, your customer can create the country feeling of Scandinavia, the cool modern look which blends with pastels or the warm, heritage appearance of darker wood. Variations in application, too, can create a special texture and appearance.

Almost all the assistance that you will need in helping your customers to achieve the interior of their dreams is contained in the merchandising kit from Western Wood Products Association. However, other selling helps include the North American Wholesale Lumber Association's Buyers Manual which identifies firms with facilities to ship standard paneling patterns. For profile patterns not readily available, the WWPA's Standard Patterns book is helpful in supplying specified patterns to use in having MS boards of the species, grade and size desired remanufactured.

R0UGH-SAff{, knotty boards (top teft)provide a unifying design. Stained wood (lett) emphasizes rich look. Parallel board patterns (right) widen the visual impact.

N\\N\NNi.$i.lili$l$'i$e'Si.l,i$f$:'r."+.rliiti:li-*tii'iiit:l';*'::tlt':+

Jeannie Haney, co-owner with her husband Glenn HaneY of PhilliPsHaney Lumber Co., died in Coalgate, Ok., on Sept. 3, 1985. She was 40.

In addition to working with the family business which has locations in both Coalgate and Ada, Mrs. HaneY was active in the Oklahoma Lumbermen's Association. She had worked closely with her husband in his many offices including association president in l9&4.

She is survived by her widower, a son and a daughter.

PERSONALS

(Continued from page 35)

B. J. Hoops is now superintendent of the Radford Division and Roanoke Terminal, Norfolk and Western Railway Co., Roanoke, Va., replacingJ. H. KinzelJt: who assumes Hoops' position as superintendent of the Shenandoah Div' according to Richard F. Dunlap' pres.

Richard F. Xing has been appointed group v.p., hardware/industrial divs., at Stanley Works, New Britain, Ct., replacing Edmund M. Butler who died. Robert G. Widham, former v.P' and gen. mgr. of the U.S. hand tools div, succeeds him as group v.p., worldwide hand tools div.

Mary Flizalsth Nix, retired chairman of the board of Contractor's Supply and Lumber Co., Houston, Tx., died Sept. 28. She was 78.

Mrs. Nix was a member of several organizations including the Houston Lumber Woman's Association.

She is survived by two daughters, two sisters and several grandchildren.

Albert Whittield "Wrhit" DaYis, owner of Whit Davis Lumber Co., Jacksonville, Ar., died Sept. 28. He was 78.

A native of Prescott, Ar., he moved to Jacksonville and opened Whit Davis Lumber Co. in 1953.

Mr. Davis is survived by his widow, Miriam, one son, one daughter and six grandchildren.

Steve Schaffer has been named pres. of E.G. Industries, Inc. and v.p. of sales for United Coatings, based in Memphis, Th.

John Bojorques has joined Pharris Lumber Co., Newnan,'Ga., as operations mgr.

Robert Pickens has been transferred from Lowe's in Corbin, Ky., to be mgr. of the new Lowe's in Greenville, Tn. Charlie Bordwine will be assistant store mgr.; Jan l,arnbert, retail sales mgr., assisted by Jan Dyke; Gary Stout, warehouse mgr.

Mel Ahmeen has been transferred to bath and shower remodeling at Mungus-Fungus Forest Products, Climax, Nv., according to Hugh Mungus and Freddy Fungus.

ANTI FUNGUS CAMPAIGN

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EDITORHL ON TARGET

I thoroughly enjoyed the special issue (Oct. 1985) devoted to the hardwood industry.

The issue contains several good articles that would be of interest to anyone connected with the U.S. hardwood industry. I certainly agree with your editorial message

Steven V. Losser Executive Director National Dimension Manufacturers Association Marietta, Ga.

Freddie & Hugh are a fungus amungus that AIDS noneofus. Before it ruinus, can't you get them into Chapter I I or better still absorbed by sumofus with a new name? The fun is gone.

David Crisp Dallas, Tx.75225

A new name for Mungus-Fungus Forest Products? Rodicol, man.ed.

FIJNGUS FOLLOWER

I have always been amused at comments about Mungus-Fungus Forest Products. Do they happen to have a salesman on staff by name of Board Stiff or Hard Board? By the way, I am retiring from Vis-Rey Inc. on November 15, 1985.

John Baird Vis-Rey Inc. Spanaway, Wa.98387

Six Homecrafters To Close

Homecrafters Warehouse, Inc., Birmingham, Al., has announced Plans for the disposition of six of its ll warehouse stores-four in Denver, Co., and two in Nashville, Tn. These units will either be sold or closed by year-end 1985.

In commenting on the disPosition' Georges A. Hanzi, President and chairman said, "Our loss€s in both the Denver and Nashville markets have put a strain on the comPa.nY's cash position. We could not continue to ab' sorb additional losses."

The companY will continue to op€rate its three warehouse stores in Memphis, Tn., and two warehouse stores in Louisville, KY.

You demand quality. You get it with Osmose" Wood Products from MG Building Materials.

Ask us about the highest quality, most durable, clean and safe wood products on today's market.

From our convenient San Antonio location, we can ship Osmose Wood Products all over Texas. On short notice, we'll select your order from our large inventory

and have it rolling to you... quickly and efficiently.