Building Products Digest - November 1988

Serving the lumber & home center markets in 13 Southern states

ADDRESS CORRECTION REQUESTEO

CeWro Sidhg

Rich, inviting...cedar lends a special warmth and personality to structural designs that is refreshinglv different.vet uniquely functional. And CedarPro Knotty Cedar Siding is the right choice when the job calls for a premium siding material. CedarPro is milled from genuine incense cedar by P&M in its own sawmills. CedarPro is kiln-dried and graded for its intended use for less waste and better performance where it counts...on the job. Consistent machining, breadth of line, protective packaging, and in-field customer service make CedarPro Siding a product you can trust from a source you can depend on.

SmrvYotn Rm

And our 24-package custom requires less investment and allowing for faster turns and Textured solid wood planking. It's another moneymaking product from Sequoia Supply.

wEsTERlr WOODS SPECTAT rSSUE

Servlng

l3

Publlrhor David Cutlcr

Edllor Juanita Lovrct

Artltlrnt Edltor David Koenig

ContrlbutlnS Edltorg

DwiSht Curran o CaSc McKinney

Art Dlreclor Martha Fimcry

Strfl Arllst Carmen Wollcrman

Clrcuhllon Lynnettc A. Perkins

Building Products Digesr is publishcd monthly at 4500 Campus Dr,, Suite 480, Newport Beach. Ca. 92660, phone (714) 852-1990, by Cutler Publishing, Inc.

ADVERTISING OFFICES

Advertising rates upon request. |rom all states east of the Rocky Mounlains: Contact Jean Waggoner Gogerty, national sales manager. From Arizona, Nevada and California: Contact David Cutler. Both mav be reached at (714) 852-1990 or by writing 4500 Campus Dr.. Suite 480, Newport Beach, Ca. 92660.

From Washington State, Oregon, ldaho, Wyoming, Montana, Utah, Colorado, Northern California and Canada: Contact Carole lfofm at (206) 174-3713 or 21819 77th Place West. Edmonds. Wa. 98020.

SUBSCRIPTIONS

Change of Address-Send subscription orden and address changes to Circulation Dept., Building Products Digest,4500 Campus Dr., suite 480, Newport Beach, Ca. 92660. Include address label fiom recent issue ifpossible, plus new address and zip code.

Subscription Rates: U.S.: $25-one year; $41-two yearsl $55-three yearst Foreign: one year payable in advance in U.S. funds- Canada or Mexico: air-$42: surface-$37; South America: air-$60;' sur. face-$39: Asia: air-$70; surface-939; Eur.ope: air-$90; surface-$39. Single copies $3; back copies $4.50 plus shipping & handling.

Grab the better part of ttre outdoor business.

Stock up with Western Red Cedar, the natural answer to your customers' outdoor building needs.

Western Red Cedar comes in all the sizes, len$hs, shapes and patterns your customers want, from decking and boards to fencing and lattice. There is also Cedar siding, paneling, trim, fascia, mouldings and industrial items for a wide range of other construction projects, Protected by natural phenol preservatives, Cedar is treated all the way through, naturally, and makes imitators turn green with envy.

So, bring that additional outdoor business to your store. Grab the coupon ind get a selection of idea literature and a source list of Western Red Cedar producers.

Western Red Cedar Lumber Association

Let us send you a set of Cedar idea literature and our Where To 4v Guide. Mail coupon to Western Red Cedar Lumber Association, Yeon Bldg.,522 S.W. Fifth Ave., Portland, 0R 97204' 0r phone (503)224-3931

Name

Title

Firm

Address City State -

zip

Since 1937, Central Builders Supplies Company has served independent dealers by helping them remain competitive with large corporation chains.

We're a dealer-owned, non-profit buying corporation that serves as your central source for lumber, general building materials, hardware, tools, building specialties and more.

An experienced staff is trained to handle your needs, promptly and courteously. And alldiscounts, rebates, datings and ad funds are passed directly to participating members.

Call us. Learn more about our unique system that helps you to remain competitive. And profitable. Headquarters

EDITORIAL

DAVID CUTI,IR publisher

Wanna start a beef?

I F YOU enjoy arguments, a sure way to start I one is to bring up bar coding of lumber. From retailer to wholesaler to producer, the controversial subject is certain to raise some hackles somewhere.

While bar coding is old hat in grocery store packaging, it has had very limited application in the lumber business. A few major producers have put the codes on some packages of lumber, but not, to our knowledge, on the lumber itself. The impetus to bar code lumber apparently came from large retailers who wanted every product they sell to be so coded. Pricing and inventory control are believed to be the prime reasons behind their requests for this latest form of product/price identifi cation.

The questions raised are many and varied. Not the least is who will pay? As one angry sawmiller told us, "if retailers want it so much, let them put it on." Much of the lumber produced in this country goes to markets that have no need for bar coding. Should mills code only parts of their production or is that impractical?

Will this lead to a few specialists bar coding and selling exclusively to retailers who need and want the codes? Will all mills eventually be forced into bar coding to compete?

Others are concerned about how the code will be applied to the lumber. Will it be stamped on or will a sticker be attached? If the bar coding can be made a part of the grade stamp will that confuse the marketplace; perhaps allowing the unscrupulous more room in which to operate. If added to grade stamps how will it be policed by the grading agencies and others concerned with maintaining industry standards? Should the cost of whatever method is chosen be shared between industry levels or passed on to the final customer?

Many knowledgeable people have come to feel that, like it or not, bar coding of lumber is inevitable. While that's probably true, we recall they said the same thing about metrics ten years ago.

Stay tuned, this one may just go into overtime.

markeic ln 13 Southern ctater

Certerc

Alabama

Tuscumbia (205)381-3550

Arizona

Pho€nix (6021269-3541

Arkansas

Little Bock (501)490-0465

Calitornia

Anaheim 1714)772-1418

Cer'tos (213)926-6619

Fontana (714\A77-6100

Frcsno (209\4a6-6221

Hayward (415\786-1700

Long Beach (213)436-8475

L6 Angeles (213)748-5451

sacrffiento (91 6)370-1500

San Jose (408)297-9451

Sepulveda (818)894-401 5

santa

Maia (805)239-0523

Colofado

Oenver (303)433-8571

Conneclicul

Hartfotd l2o3r27A-77fi

Florida

Jacksonville (904)783-81 09

M,aml (305)592-0633

Oilando (407\295-7431

Tampa (a131247-6671

Georgia

Ashburn (512\567-3416

Atlanta 1404)355-5971

lllinois

Chicago 1312\247-29OO

lndiana

Hkhart (219)293-2511

lndianapolis (31 7)357-801 1

lowa/Nebraska

Omaha 17121366-2521

Kansas

Newton (316)283-0444

Kentucky

Loulsv,i//e (502)368-333 1

Louisana

New Oileans (504)733-6800

S h reve pott (31 8)222- 4351

Maryland

8atnore (301)355-7000

llasaac h usetts

Aoslon (617)935-7100

illchlgan

Derolr (313)728-0800

Grcnd Rapids (616)531-7650

Minnesota St. Paul (612)645-0811

llissouri

Kans6 City (816)221-3434

Sr Louis (314)432-4100

Springtield (41 7)831 -3877

New Jersey

Fre e h o I d (20 1 ) 462-2323

l,lil York

Buttalo (716)681-6600

North Carolina

Ashev iile (7 04)684-6484

chadofte (7o4J375-5547

Greensborc (919)668-0961

Ohio Cincinnati (51 3)771-1 552

Clevel and (2'l 6].439-7020

Col um b u s (61 41237 -3230

Oklahoma

Okl ahom a City (405)670-281 1

Orcgon

Polt/and (503)646-061 1

Pennsylvanla

Allentown 1(800)732-0200

Eastern Pennsylvani a (7'17)738-1 1 1 1

P ttsbu rg h (4'l 2t327 -'t 0O0

Tennesso€ Memphls (901)363-5693

Texas

Dailas (214)245-351'l

E/ Paso (915)833-8021

Houston (713)462-9991

Utah

salt Lake city (801)972-5525

Vlrglnia

1987 VOLUME: WESTERN LUI}TBER SPECIES

(Ercluder Redwood)

How to boost western lumber sales

HERE will the opportunities Hem-fir and Ponderosa pine rank lie in coming years for retailers second and third for that same year, totaling 4.41 and 4.08 billion feet respectively.

who sell western softwood lumber products? Though no one can accurately predict where the markets will be, a look at the trends of the past decade will provide some direction.

Current domestic markets for all softwood lumber species include residential construction, non-residential construction, repair and remodeling, materials handling, and other items such as railroads, mining and furniture.

In 1987, repair and remodeling accounted for 300/o of all market demand. New residential construction, the traditional leader, took 350/o for the same year. For comparison, totals for 1977 were 180/o and 460/o respectively.

Non-residential construction was the one category showing a slight decline in 1987.

Douglas frrllarch is the most produced species, totaling 10.68 billion board feet in 1987. It has steadily increased in production since the recession lows of the early 1980s.

Story at a Glance

A quick run down on western lumber use and consumption and how that can aid you in market strategy planning.

The overall product mix of the western species has been changing.

Bi c h m

Overall, western species currently provide about 560/o of all softwood lumber supplies from domestic sources. Of that total, the West Coast region accounts for 450/0, with the balance coming from the Inland region. The percentage of supplies from the Coast and Inland has been relatively unchanged for the past l0 years.

Dimension lumber has shown the greatest increase. Since the late 1970s, the production of western dimension lumber has risen roughly 550/0. It currently accounts for slightly more than one-half of all western lumber products.

For that same time period, commons, studs, and shop have risen slightly. Production of timbers and selects has remained about the same.

Let customers knowo.. western woods havewhat they want

I IGHT. Durable. Strong. Such L properties have long kept western lumber as the mainstaY of building materials. But unlike most of today's building products, structural and shelving lumber do not come packaged in a neat bundle with an instruction booklet.

However. that can work to the retailer's advantage.

"The more you know about the lumber product, the more lumber you can sell," says Gunnar Brinck, assistant director of field services for the Western Wood Products Association.

Most times. all it takes is a little knowledge to provide that extra dose of customer service. By providing the right material recommendations, a retailer can not only cap a sale, he may also encourage repeat sales by becoming an information source.

Western species are characterized by their appearance, strength, nailability and workability. The species and species groups include Douglas

fir, hem-fir, Engelmann spruce, ldaho white pine, lodgepole pine, sugar pine, Ponderosa pine, western larch. and the western cedars.

The following provides a quick reference for the properties of these western species:

Douglas flr and western larch are often marketed together. The species are stronger pound-forpound than most other western softwoods. Although both woods have good nail holding abilities, bluntpointed or ordinary common nails are recommended.

Because of its strength and appearance, Douglas fir is highly suited for either structural applications or interior uses such as solid wood paneling.

Hem-fir (western hemlocks and the true firs) is an even-textured non-resinous species grouping. Hemlock has a grey-white wood, sometimes with a purplish tinge,

while the true firs are a flat white. This species group has an excellent strength-to-weight ratio, ranking just under Douglas fir and western larch. Because of that, it widely used in structural applications.

Engelmann spruce has a finer grain than most western softwoods. The species is nearly white in both heartwood and sapwood, which are diflicult to distinguish from one another. The wood has one of the stronger strength-to-weight ratios and is commonly used for structural applications. It has good nailing characteristics and is superior in resisting nailing splitting. Foremost in the group of gluable woods, it is especially well suited for edge gluing.

Story at a Glance

How a retailer can sell more by telling customer what western species can do. qulck reference properties guideto species.

Idaho whlte pine is a soft, even wood in which the summerwood is scarcely any denser than the springwood. Its color varies from nearly white to a pale reddish brown. The wood has good resistance to nail splitting and is one of the finest woods for workability.

Lodgepole pine has a sapwood that is nearly white and heartwood that varies from yellow to a pale redbrown. Its sfiength is adaptlble to most residential construction uses. It is rated good for nailability and is slightly more resistant to nail withdrawal than other western pines.

Ponderosa pine and sugar pine have similar characteristics. Both are soft-textured woods with straight, close and uniform grain. Ponderosa is light in color, varying from creamy white to straw, whereas sugar pine is a soft-toned creamy white which darkens to a pale brown. Both of these woods are unexcellpd for smoothness when surfaced and both have the characteristic pleasant pine odor. In addition, both pines have an even texture allowing them to be easily nailed. Sugar pine is exceptionally resistant to splitting. They are commonly used for interior applications such as shelving, mouldings, trim and panelings.

PBIIPERTIES of western woods make them ideal lor do-it-yourself prolects. Dealers should be able to guide customer in making selection.

Good signs can sell more western lumber

ttW ttill'": ffi?"i,T';&Btr mean?',

"Does it matter what kind of wood I get?"

Though it may be second nature to the retailer, information in any form is a big help to the do-it-yourselfer.

An excellent place to include the needed know-how is at the point-of-purchase. This provides a double benefit for the retailer. First, a sales person's time is saved by not having to answer basic questions (but this does not mean they shouldn't be around if help is needed). Second, the signage display acts as a silent salesman by guiding the customer in making the correct material choice.

For example, instead of just labeling western studs as 2x4 or 2x6 Studs, list what studs canand cannot - be used for: "Studs are intended for use as vertical supports of either bearing or partition walls. Studs of any width must not be used for floor or ceiling joists or roof rafters."

Information on the types of fasteners and cutting practices also could be listed. For instance, a reminder that floor joists must be used in the specihed width and cannot be ripped to length would be helpful to the buyer.

Use information can be listed in a short paragraph placed next to the signage for the material. Another option is to include line drawings or illustrations showing the product in use.

Keep in mind that model building codes require that particular grades and species be used in specific structural applications, such as floor joists or sill plates in room additions. Exerting a little effort to research and display such information can result in repeated sales benefits.

Story at a Glance

Ways to use signage as a silent salesman how to get information to the buyer . . check list for point of purchase etfectiveness.

Another possibility is to establish an information center near the lumber aisle. This would contain brochures or literature describing grades, species, and application of the various lumber products. A pocket chart showing the difference between nominal and actual sizesoften a point of frustrationcould also be included.

Merchandising basics are needed to support the information display. These include aisles wide enough to

accommodate any hand carts used to move lumber through the store. Also, aisles should be bright, gaining light both from the color of the ceiling, walls and floor, and from the light source.

Signage detail is essential. A wood products association marketing representative, who visited yards and home centers in his region, noted several factors needing improvement.

Lettering was often too small to be read easily and signs were placed too low. Signage at times was confusing, with one sign directing the consumer to several lumber racks. Often, the essentials were not clearly marked. These included price, size, length, grade, and species. Signs were missing entirely at one store.

In some instances, accessability was a problem. Lumber racks must be low enough for the customer to reach the product. This is especially important for the growing number of women d-i-yers.

With the combination of information and solid merchandising practices, the retailer can boost his sales and service to the do-it-yourself trade.

[U]tl8Eff stacks should be clearly marked in large letters t0 show size, length, species, grade and price.

0lSPLlY aisles should be bright, clean, well organized and wide enough to accommodate customers and handcarts.

S0l.l0 paneling can be laid up in a variety ol patterns. Interlocking tongue and gr0ove edges will produce a seamless, contemporary

look while overlapping edges will have a more oronounced visual effect.

Join the western wood paneling revival

OR the first time in 20 years, homeowners are increasingly turning to solid western wood panelings as a premium wall covering. Lumber retailers can benefit from this growing trend by becoming familiar with new paneling applications, as well as to the different species, grades, finishes, patterns and styles available.

Story at a Glance

How a retailer can benefit from wood paneling trends. marketing ideas and opportunities for add-on sales you can use the role of product knowledge.

The resurgence of solid wood paneling may be attributed in part to the continued growth of the repair and remodel market. Homeowners are looking for new, innovative and more sophisticated wall coverings to update their residences. In addition, there appears to be a willingness among developers and builders to

use more expensive and higher quality materials.

Solid wood panelings were popular until the mid-1960s. Then consumers turned to processed sheet panels, which offered greater variety and ease of installation. Until that time, solid wood had maintained a strong growth, particularly in knottypine boards, Applications, however, were limited to mostly vertical square-edged board or tongue-andgroove.

Today, the wide variety of solid wood patterns, species and color finishes, and availability provide the consumer with any number of application choices. The retailer's role, and sales incentive, can be suggesting to homeowners possible applications and guiding the d-i-yer to proper installation.

Though knotty-pine is still around, other species have made inroads. These include vertical grain Douglas fir and the western cedars with their reddish-brown hues.

Don't let your customers limit themselves to traditional vertical applications. Explain how horizontal boards can make a narrow room seem wider. Or show examples of a herringbone pattern which, with

accent lights, can dramatize a room. Use a video or pictures to demonstrate how a simple wainscoting and plate rail can add visual stability to small rooms. Illustrate how, on the other hand, diagonal patterns give the illusion of greater height and width.

Along with application, also suggest style. Solid wood panels are available in a variety of patterns including channel rustic, beaded ceiling, V-joint rustic, and standard flat boards.

Numerous profiled patterns are made in tongue and groove. Such profiles have contours that are rounded, grooved, or a combination of both. These designs can lend a handcrafted appearance to a room's decor.

Remember to suggest rooms where solid wood paneling can be applied effectively. Unlike the '50s and '60s, when knotty-pine boards were used primarily for the den or basement, today's solid wood paneling makes a dramatic statement in almost any room.

For instance, beaded wainscoting with a chair rail is now fashionable in dining rooms. Ceiling panelings combined with exposed beams are becoming increasingly popular for living rooms, family rooms, and studies.

Point out the numerous possibilities for finishes, all of which leads to the possibility of add-on sales. These include stains, sealers, paints and glazes. (RnO remember that sandpaper, steel wood, brushes, tack cloth, and rubber gloves may also be required).

For a pale, aged effect, suggest the do-it-yoursefer try painting with a thinned white oil-based paint and wiping dry. Or, explain, to produce a durable, clear finish, a polyurethane varnish will sufl'ice. Tell customers how, with added pigment, the varnish can be tinted to a light tone.

Rather than just explaining patterns and finishes, you'll find an instore wall display of various patterns and colors will go a long way in attracting customer attention. Displays of the product application can be fronted by bins or shelves where customers can select the paneling by the piece or by the package.

To complete the display, and the sale, a stack of how-to literature can help guide the unsure do-it-yourselfer.

OST do-it-yourselfers rely on magazines for their home project ideas and have at least some carpentry experience. In addition, 840/o of those responding to a project information offer are serious about completing a project.

A mail-in survey taken by the Western Wood Products Association polled a sample of consumers who had ordered outdoor project literature from March to May 1988. Some 122 d-i-yers responded.

When asked to indicate one or more sources of project ideas, about 7 5o/o of the respondents said they relied on magazines. How-to books were a distant second with 46%; newspapers and lumber retailers ranked third and fourth, with 2lolo and 17 o/o respectively.

Such figures show that dealers have an opportunity to be a better information source as well as a materials source. "lf the dealer puts idea literature into racks for consumers," said Ed Thomas, WWPA's director of products promotion, "he can stimulate added sales."

Skill levels also showed a distinct trend. Two out of three respondents indicated they had some carpentry experience at least; the remainder considered themselves experienced and inexperienced weekend carpenters.

Overall, the d-i-yers spent from $600 to $1,800 for deck building materials and $30 to $600 for deck accessories such as benches and steps. In addition, they spent from $10 to $200 for wood planter boxes made from dimension lumber.

In general, a greater percentage of the respondents bought Paints or finishes than either tools or sandpaper. However, tools ranked higher for those who worked on decks than for those who worked on planters or deck accessories.

The survey revealed a slight preference for building materials sources. Sliehtly more than half of the do-it-yourselfers went to a lumberyard for their materials, while 4lolo went to home centers,

When asked to list other projects they would like to have plans for, the respondents displayed a variety of interests. Seventy-four people wrote some form of individual response.

Of those 74, 20 indicated they would like more outdoor projects, ranging from deck plans to children's playground sets. Another 23 showed

Survey points out ways to sell more western lumber

a preference for storage ideas for indoors and out, including storage sheds and closets.

In addition, 13 wanted more information and ideas on house remodeling. Areas of special interest included attics and basements.

The remainder of the suggestions were a smattering of possiblities. They covered items such as plans for wood furniture, children's toys and play areas, flower boxes, outdoor furniture, and landscaping items.

Dealers can interpret the results of this survey to be an indication that their customers are interested in both large and small projects which will make their homes more attractive and functional. They will have plans available for a variety of jobs which can be done by both the verY inexperienced and the moderatelY experienced as well as the expert. They might even consider packaging some kits including plans and all necessary materials.

RESP0I{0EI{TS to a marketing survey indicated a strong preference for outdoor project ideas, such as decks and deck amenities. Di-yers spend anywhere from 510 to 5200 on building materials for planter proiects.

Story at a Glance

Dealers score low as source of project plans do-it-yoursel' fers buy more lumber from lumber dealers than home centers. conclusions to helP retailers meet needs, encourage sales.

Bulldlng Productr Dtgot

prices, turned instead to improving their homes by adding decks, patios, fences and other outdoor living amenities requiring pressure treatment.

Treated Western woods find ready market

THE MARKET for pressure

I treated wood at the retail level continues to be large and dynamic. During the construction downturn of the early 80s, wood treating production increased by 25-300/o a year.

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P.O. Bor 673, Ul([r, CA e6,4t2 707/a88-Otal

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1727 N.E. I lh AE., P.O. gor 3768. Pqnad. OR9726

503287{4ll Podand,OR &O547-695e

PACIFIC W@D PFESERVI{G @RFIORANON

560l Dati.l Bt (, BC6fidd. C 0tl3t3

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PERilAPOST PRODUCTS COTTPANY

256& SW Tqbtn V6Ly H!ny., P.O. Sor tm, Httsbdo, OR 97tA3

s&rsu|8-.a | 55 Htbbo@. OR 8OAA-O222 o|Jrside OGgon

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2010 Hafily Aww, tlatirul Ciry, CA 92050

619/t74-6411 S.n ob!o, CA

SEI.TA TREANNG COIIPANY

1735 Oodsy Aw.. P.O. Bor 89, Sotna, C 9S662 2og/896-t23il

TAYLOR LUIIBER & TREAIIIIG, INC.

13i175 SW Hoily, P.O. gor 567, Boawton, OR 97075

5o3,4|5-{t0t Boawrq. OR 8&&t7-t{47

UTAH WOOD PRESERVING

P.O. Bor 7357, Mumy, UT &1107 g011is,2-4,4,?a

WESTERN WOOD TREANNG

P.O. 8or 3'13. W@darxt. CA 95696 9td666-t261

WYCKOFF@IIP^!N'

520 Pike StEl. Suite 1220. Ssde. WA Slo't 26,62't-3535

FU'TNOTES:

This resulted from two factors. One was the naturalgrowth in acceptance of pressure treated wood by consumers and builders. The other was homeowners who, because they couldn't afford current housing

Western woods, for the most part, are treatable. The treatable species include coastal Douglas fir, the hemfir group, ponderosa pine, red pine, and redwood. Some species require incising to reach the required penetration of the preservative.

Steve Ryan, president of Western Wood Preservers Institute, says, "Best estimates for industry sources indicate approximately 20 billion board feet of lumber was pressure treated this year. That's about 100/o of the total U.S. lumber sales for 1988. And of this, 500/o went for decks and porches, fences, landscaping, docks and wood foundations."

WWPI is growing along with pressure treated wood. New members. including four new treater members and seven new associates. and new production capacities have been added to the membership roles, insuring continuing production of high-quality pressure treated wood products.

Story at a Glance

Western woods arc part of a growing pressure treated market. . . some species rcquire incising... continuing upswing in sales expected.

Pressure treaters aim to please the consumers, who ultimately judge the products, and work hand-in-glove with building material merchants so they can provide their customers with a good selection of pressure treated wood for home improvements and new construction projects.

Western treaters supply a wide range of pressure treated material using treatments such as CCA and ACZA waterborne preservatives, pentachlorophenol and creosote oilborne preservatives. They also produce Permanent Wood Foundation material, and interior and exterior fire-retardant treatments. The accompanying table shows various products available from WWPI members.

nE frffiftftftt

A grade and species primer

IUMBER salesmen may not need L an intimate knowledge of western lumber grades, but it does help to know the basics.

Knowledge of western grades not only promotes better customer service and the potential on increased sales, it simplifies ordering lumber from the supplier. In addition, knowing why similar species are grouped togethereither because of similar properties or because of timber stand composition - helps in recommending alternative species when stock runs low in the first species choice.

Essentially, the purpose of grades is to maintain a standard among mills that manufacture the same or similar species. This is done by harmonizing the natural difference in stocks of lumber, regardless of the character of the logs from which the lumber is produced.

In turn, this permits lumber of a given grade to be used for the same purpose, regardless of the mill of origin. Uniform grades also provide buyers and sellers of lumber with a measure by which each can be confident the other understands the grade or grades under consideration.

Framing lumber grades used by approved grading agencies in the U.S. and Canada (for stock exported to the U.S.) fall under a voluntary product standard published by the Department of Commerce. This standard is supervised by a National Grading Rules Committee.

Characteristics for these grades are listed in the National Grading Rules for Dimension Lumber,which is carried in the grade rulesbooks of the various grading agencies approved by the American Lumber StandardsCommittee (ALSC). These characteristics, which include knots, shake, and slope ofgrain, are judged from all four faces of the piece. Strength is the primary requisite. Appearance is secondary.

In finish, select, and common grades, strength-reducing characteristics do not normally govern the

final grade. Here, appearance is the main consideration and the practice is to use the best face to determine the grade. Characteristics on the back are less restrictive and do not affect serviceability.

Rules for timber grades, though not included in the National GradingRules;are covered by the various AlSC-approved grading agencies.

Western lumber is unique in that a number of western timber species are grown, harvested, manufactured and marketed together. They have similar performance properties that make them interchangeable in use.

For identification and standardization of design values, and because some species cannot be visually separated in lumber form, certain species are given a common designation on grade stamps. Design values for combinations are always for the weakest species in the grouping.

Some principal western species combinations include: Douglas fir & larch (Douglas fir and western larch); hem-fir (western hemlock, California red fitr, grand fir, noble fir, Pacific silver fir. or white fir); western cedar (incense and western red cedar); ES-LP-AF (Engelmann spruce, lodgepole pine, Alpine fir); white woods (Engelmann spruce, any true frrs, any hemlocks, any pines); and western woods (any combination of western softwood species except redwood).

Because of timber stand composition and mill manufacturing and marketing practices, you will find some other species combinations shipped. (Refer to certihed agency rule books for particular combinations).

Story at a Glance

Lumber basics to help in selling and ordering... grades, characteristics, design values. . referenoe sources for additional information.

Engslmann

Whib uJoods (Engelmann

PPTP Ponders Prne, Lodgepole Pine

WESTERT lumber species that have similar performance properties are marketed with a common species designation. This is indicated by a common designation on grade stamDs.

IS AF

Engelmann Spruce and

IlllBEff stand composition makes it necessary lor some mills to market additional species combinations. Although the grade stamp indicates the species possible, the lumber may be one only or a mixture-

Lumber marked with a combination grade stamp may be all one species or a mixture of any of the species in the combination. This is because the composition of species in timber stands varies and there is no practical way to determine the species percentage that might be included in a particular shipment.

Much of the above information is contained in agency-approved western grade rulesbooks. However, when in doubt about a grade, design values or species combination, it is always best to consult with a representative from an approved grading agency.

ESpruce, Lodgepole Prne

@ureslsrn VJbods (Arry mmbination ol wedern sotturood so€cies except Redrcod)

Spruce. and lrue fic. any hemlmks, ano prnes)

Oouglas Fir and Larch Californra Red Fi[ Grand Fi( Noble Fir Pacifc Sal€r Fi( While Fir and Wbstern Hemlock

Incense and Wbstern Hed Cedar

Engelmann SpruceAlpine Ftr-Lodgepols PirE

Pondorosa Pine and Suga. Pine

Aloine Fir

Nl ]E\qys }B,lfi{ 1 lEl_F s

.tcotty s openecl a sttlre in Savannah, (ia., with tentativc plans for a second unit there; a replacement store is being built in Orange Park, l;1.; a ,S'rp/r.r'is Hardw,are openecl in Port (lharlotte, lrll a Jacksonville, l;1., unit and Scoll.v's .Surplus Oullt'ls in Winter IIaven and St. Petersburg, Fl., have clclsed

Htnnc Depot purchasecl land near Rivergate Mall in Nashville, Tn.: 24 new Hlm( Depots are scheduled lor l9tt9. . I-owe'.s conrpleted expansion of'a Murfreesboro, Tn., store

Iluikler Marts ol ,4mcrku spun offits l4 unit Buildcrwuy subsidiary, setting up separate offices in Greenvilfe, S.C. ... Monarch Btt i ld i n g .\uppl.v, Charleston lleights, S.C.. has been acquirecl by Carolinq Ruilders Corp., Raleigh, N.Cl. ..

Boland-Malone,y Lumber ('o., Louisville, Ky., has added a rnillwork house to its Collins Lane unit . . . Higgirtbotham-Rartlett Lumber (b., Colorado City, Tx., acquired the shuttered Colorado City Lunber facilities across the street lbr expansion . .

National Home Center, Springdale, Ar., acquired some inventory and equipment from Planters Lumbet'which has closed its retail unit in North Little Rock . Lambert Building .Supply, Lexington, Va., has new quarters and a new name, .Si;r,ncer Hame Center. .

lfarlingen. Tx. . Godv,in lluildinx .Suppl.v, l)unn. N.('., has been renrodelecl and renanrcd L(st(r llome ('(nt(r o./' l)unn by its new owncrs the l,(sle'r Group lnt'., Martinsville,Va....

I)ianutnd Ilill is expanding its distribution warehouse in (ireenville. S.(1. Moore's is closing f<rur Piednront, S.(1., area slorcs this nronth

Pl.r,wrxxl ('ost, ('o., (larrollton, (ja., is cclebrating its 60th anniversary . Wit'kes Lumbcr held an open house anniversary sale and sweepstakes in nll its stores with a top prize ol'a trip to Paris, lrrance, for two .

Pinc Ridgt, I)ry Kiln, /nr'., Natchez, Ms., added a dry kiln and predryer with a 9,000 sq. ft. dry storage shed and office...

We_verhaeusr:r' closed its Miami, [;1., warehouse and l-ittle Rock, Ar.. custonrer service center

Riverside f-orest Produt'ts nroved its Ilq frorn New Augusta to Augusta, (ia. McCoy Lumber Co. openecl a new trading office in Ashland, Va. .Southeast Wood Treatirg openecl a sales offlce in Jasper. Al.

(al-Tcx Lumber Co.. a revolutionary new Nacogdoches, Tx., sawnrill, uses a secret process that includes 3 Cerman sash gang saws following feed tables that line up the logs to cut the curve out of the logs; making l" rund 2" inch lumber in a variety of sizes and grades, production is aimed for 250,000 to 300,000 b.f.

per shifl, according to Barry Ogletree, mgr. ..

Davidson Louisiana is closing its Kenner, [,a.. branch Aiaycm Lumbcr Corp. of Tampa closed its Tanrpa, lil., warehouse ancl (lharlotte, N.C,, operation . . I"rank Paxlon Co. now has a dintension mfg. operation in Louisville, Ky. ,

,lonres Rivcr Corp., Richmond, Va., is buying 2301, of Dianond O<'t'idental fitrest Int'., a Maine rrnit of Gcnerale Oct'identale 5.A., Paris, l:rance Trus .loist Corp. plans to build a $32 million laminated veneer lumber plant at its l.owncles (]ounty, Cia., facility

Rig Pine' Lurrtbcr ('o., Waldron. Ar., lost a planer nrill and more than 3 semitruck loads of patterned lunrber in a recent fire of undeterminecl origin

Dentaat ('orp.. Sarasota, F'1., has lost its clispute over the right to nranufacture. sell or copy patentecl [Jni-[)ecor irrterlocking concrete paving stone The Wlrceling and Lake Erit, Railway ('ompan.y has nrerged with l/or/blk and Wettun Ruilwa.y Co.. Norfolk,Va....

.\turlllork, lnc'., plans a 127,000 sq. ft. nrfg. plant in l-ynchburg, Val. The Hyde Group. Southbridge, Ma., has acquired Beatrt-ease Producls, Inc.. Chicago, 11.... Cooper Industries' motion to transfer venue of a CooperTools trademark infringement suit against .\tanler- Iool.s from ll. to Raleigh, N.C., has been granted

Hou.sing.slans lbr Sept. (latest figs.) rose 1.,5%r to an annual rate of 1,453,000 units. ..single farnily units at a 1,050,000 annual rale were down 2.3%. rnultifamily housing was up 13.20h to an annual, ,,iatg, 'qf 403.000. building permits were down 4.40/o

Palco-Loc Redwood Exterior Siding Beautiful and Economical.

is manufactured from Palco s architecptural quality Certified Kiln Dried California

Clear All Heart Vertical Grain

-alco-Loc

I redwood. lt is finger-jointed and electronically end glued to produce durable, long-length pieces. Manufactured with exterior waterproof adhesive, Palco-Loc complies with building codes for exterior applications.

Stays Straight and Flat

Even in the widest widths and longest lengths, PalcoLoc redwood is perfectly straight and has more dimensional stability than solid pieces of the same size. lt's easier to apply and resists cupping or crooking. One inch nominal Patterns and S4S are a full 3/+" net for added stability.

Long Lengths

Palco-Loc redwood exterior siding is usually purchased in 16'to 20' random length packages although other lengths can be ordered.

This is the highest grade of redwood, unmatched by other species. Palco-Loc exterior siding is carefully machined providing a high quality surface. lt also has little or no pitch resulting in superior paint and stain retention.

Economical

Palco-Loc redwood exterior siding is considerably less costly than solid long length pieces of the same grade and the convenient lengths reduce application costs and waste.

Palco-Loc. A Vtrri ety of npd ications to LowerYour Costs.

Both Clear All Heart Verticat Grain and Clear Mixed Grain are available in S4S, fascia. bevel siding and patterns. Clear All Heart Vertical Grain is knot-free all heartwood and provides the finest surface for maximum finish life. Clear Mixed Grain contains sapwood and offers a lower cost alternative. The product is manufactured in two thicknesses, 1" 1070" n"r, and 11/c" (11lro" net) with widths ranging from 2" through 12".

The superior dimensional stability of Palco-Loc Fascia consistently provides a straight, smooth and f lat i nstallation. This assures that soffits can be easily applied and will maintain their position. This product is manufactured in single or double plow for 1/t" or 3/a" soffit material. Palco-Loc plowed fascia, not only permits easy soffit application, but reduces applications costs and eliminates the need for moulding. Full 3/n" net thickness gives added value in stability and nail holding for gutters.

ldeally suited for new construction or remodeling, beautiful Palco-Loc lnterior Paneling is economical and can be ordered in either Clear All Heart Vertical Grain or Clear Mixed Grain in any standard size and pattern.

The convenient long lengths of Palco-Loc Bevel Siding reduce application costs and result in fewer butt joints on most wall areas. Natural resistance to flamespread helps Palco-Loc redwood siding protect homes in ways most other wood sidings can't. And of course, redwood heartwood is famous for its resistance to decay and insects. May be ordered in both t12" and Tr" standard CRA patterns.

Clear Mixed Grain

ClearAll Heart Vertical Grain

Palco-Loc Fascia

Palco-Loc Bevel Siding

Palco-Loc I nterior Paneling

CALENDAR

NOVEMBER

Building Material Merchants AssociationNov. 9, nominating committee meeting, Austell, Ga.; Nov. 10, advanced lumber/plywood seminar, Austell; Nov. 10-13' LOGS convention, King & Prince Hotel, St. Simons Island, Ga.

Lumbermen's Club of MemphisNov. 10, luncheon, Racquet Club, Memphis, Tn.

Lumbermen's Association of TexasNov. 10-11' basic estimating class, building construction technology building' Texas State Technical Institute, Waco, Tx.

National Forest Products AssociationNov. 13-16, annual meeting, Marriott's Harbor Beach, Fort Lauderdale, Fl.

National Kitchen Cabinet AssociationNov. 13-16, management conference & exposition, Knoxville Hyatt Regency Hotel, Knoxville, Tn.

Atlanta Hoo-Hoo ClubNov. 21, meeting, Decatur, Ga.

Building Material Merchants AssociationNov. 22, advanced millwork seminarl Nov. 28-29, long form estimating seminar, Austell, Ga.

Lumbermen's Club of MemphisNov. 2E, nomination meeting, Racquet Club, MemPhis, Tn.

DECEMBER

Lumbermen's Club of MemphisDec. 3, election meeting & dinner, Racquet Club, Memphis, Tn.

Mid-America Remodeling ExpoDec. 9-10, Kansas City Market Center Exhibition Hall, Kansas City, Mo.

Building Material Merchants AssociationDec. ll-13, product knowledge seminar; Dec. 14, selling skills seminar, Austell, Ga.

JANUARY

Lumbermen's Club of MemphisJan. 5, installation of officers,luncheon, Racquet Club, Memphis, Tn.

Building Material Merchants AssociationJan. 6-7' buying show, Georgia International Trade Center, College Park, Ga.

ServistarJan. 9-11, lumber market, Marriott's World Center, Orlando, Fl.

Kentucky Lumber & Building Material Dealers AssociationJan. 11-12, convention, Hyatt Regency Hotel, Louisville, Ky.

International Fence Industry AssociationJan. 11-14, annual convention & trade exhibition, Marriott & Rivergate Convention Center, New Orleans, La'

HWIJan. 13-14, winter building products market, Stouffers Hotel, Orlando, Fl.

National Housewares Manufacturers AssociationJan. 15-18, international housewares exposition, McCormick Place, Chicago, Il.

National Association of Home BuildersJan. 20-23, annual convention & exposition, Atlanta, Ga'

Kentucky Lumber & Building Material Dealers Association

Jan. 30-Feb. 2, framing/estimating seminar, Forl Mitchell, Ky.

Home Center Merchant

BILL FISHMAN

Bill Fishman & Affiliates

11650 lberia Place

San Diego, Ca.92128

f Hfne are some days when I feel I the only way I'll be able to get off the telephone is to have the receiver surgically removed from my ear, With all that phone time I have experienced some unusual telephone techniques. Some good. Some bad.

I made a mid-morning call to a business executive and had his secretary inform me that, "He hasn't come in yet." l[ I'm out of the office, my people have been instructed to respond, "He hasn't returned yet," no matter what time of day it is.

The director of the trade show division lor Vance Publishing Corporation (the sponsors of the Home Center Show) answers his phone, "This is John Berry, how may I help you". a great way to begin communicating.

One of the biggest irritations in this era of automation is the push button call

director. Today I phoned for some information about my United MileagePlus status. "lf you have a push button telephone and are inquiring about your ac. count press 'one' and enter your account number," the electronic voice directed me. I pressed 'one'and entered the code numbers. The voice ordered me to "Enter your ll-digit MileagePlus number again." I entered again. "Sorry," said the electronic voice, "We cannot supply information about that account number at this time. Thank you." Before I could yell "but " there was a dial tone ringing in my ear.

That phone experience sent me scurrying through my files lor a column about telephones that I wrote many years ago. It's worth repeating.

I hate the phone company, phone answering devices and telephone answering services.

My dislike for the phone company is not because ol their service or even their rates. It's because of

the questionable selling practices oftheir advertising space sales department.

They sell their Yellow Page advertising by the month (try buy. ing only ll months). Then, they continuously add classifi cations that, as a retailer, you're reluctant to miss. lt used to be easy. You just bought a listing or ad under LUMBER. Nowadays, however, you've got to consider "Building Materials," "Contractor Alterations," "Hardware," "Kitchens." "Plumbing Supplies" and just about every other imaginable category.

To pour more salt on the wound, they keep producing smaller community directorieseach with its narrow product classifications. In metropolitan areas a retailer could easily exceed 2% of his gross volume by taking a small ad in every broad category in every phone directory in his market. Frankly, I think the retailer who ends his print and broadcast advertising with "Look us up in the White Pages... " is a smart merchant.

Electronic telephone answering devices are a pain. I'm intimidated by the recording that either orders me, or pleads with me, to leave a message and I'm mad as hell to

Three of fhe world's lop producers of coostol, firl growth, fine groined Weslern Red Cedor ore nowcombined underthe new nome INTERFORI the nometo rememberforo consistentsupply

have made a long distance call to talk to a machine. I'd rather have the phone go unanswered and remake the call.

As for telephone answering services, they get my award for "scaring new business away." Very few things annoy me more than the curt, "Please holdclick." Mostly I don't hold because the few times I did hold, I kept holding and holding and holding! When I call a business and get an answering service my immediate reaction isNo office! No employees! No communication! No follow-up! Nobody really cares! No business lrom me!

As a customer, I've had answering services tell me that

Computer Users Conference

Over 250 computer users are expected to attend a ProfitMaster Computer Systems users conference. Nov. 10-12. at the Stouffer Concourse Hotel, St. Louis, Mo.

Users will be given hands-on training sessions in the capabilities and enhancements of the company's newest software. Two demonstration sessions will cover utility tools such

"He's out, please call back later" without any attempt to take my name or number or ask about the nature of the call. Chances are I will make another call immediately. to another supplier.

The badjob ofscreening phone calls is not restricted to answering services. We've had recent experiences with major corporations that do a poor job of training their people on how to keep their products and services up to the standards their public relations department boasts about.

It's a buyer's market. Buyers can pick and choose and make their purchases at the stores where they feel most comfortable, most appreciated. Maybe it's time for

as report generators, word processing programs and spreadsheets.

Span Glass Helps Retailers

Retailers find that builder customers like seminars, courses and classes tbaching use of the span computer.

Using the span computer, which

the building material operator to check to see how easy it is to get a phone call through to his operationor to place a phone orderor get waited on in the storeor get credit OK'edor get lumber tallied in the yard!

Maybe it's time to check to see if some of the people who talk with customers at your store treat them as an interruption of their non-selling duties. And maybe it's time for management to review their systems and procedures to make sure that everyone who has the responsibility of talking to potential buyers knows specifically how management wants them to respond to, and, to ask questions of the customer.

works much like a slide rule, a person can determine structural specifications for solid sawn lumber used in floor and ceiling joists, roof rafters and simple beams.

A training kit including a 30 minute instructional videotape, a workbook and a span computer is available from the Western Wood Products Association. They also can provide an instructor for groups.

o wide ronge of the highesf quolity Conodion products, innovotive ideos ond personol ossistonce. Our monufocturing feoture stote-of-the-ort eq u ipment pl us

on old foshioned commitmentto our cusfomers through o decentrolized morketing opprooch, Conloct you r leod ing cedor d istri butor for your INTERFOR Western Red Cedor reouiremenls.

ordffs.

Anyone can take orders over the phone.

But when it comes to fiUinS orders for wood products. that's where Willamette breaks rank.

Our salespeople know their way around the mill because they go there often. They check the qualityof the

lumber and plywood first-hand, to make sure you're getting exactly what you've ordered.

Besides knowing their products, they also know your market. And when it's time to fill orders for your customets, the products you need are at vourcommand. '

So if you're looking for a few good men and women to do business with, call Willamette.

After all, if we only took orders, we might as well sell fast food.

Instead of wood.

Willamette Industries, Inc.

Lumber & Plywood DMsions

Western Lumber and Plywood

Albany, OR (503) 926-7771

Southern Lumber and Plywood

Ruston, LA (318) 255-6258

Atlantic Plywood Rock Hill, SC (803) 328-3U4

Bill Carter, Southern Lumber Sales

THE PROBTEM

Tick, tick, tick, tick, tick ...

Some fire retardant lumber can be a time bomb in you t yatd,.

It's happened to too many dealers. They were selling fire retardant lumber that breaks down structurally because of a chemical reaction to high humidity and high ambient temperature. Dricon@ FRTW has a superior formulation that didn't degenerate ... and didn't get its dealers involved in allthe financial and legal problems. The other producers have been changing

their formulas and hope the chemical problem is behind them.

The leader across the boardl'

Fire Retardant Treated Wood

They're now saying they're finally as good as Dricon wood. But we've heard that before. Check your inventory. lf you've been stocking wood that's "just as good as Dricon wood," listen for a ticking sound. And call one of the Driconwood producers on the right hand page.

These producers can deliver Dricon@ FRTW. The safe choice.

Cox Wood Preserving C,o.

P.O. Drawer ll24

Orangeburg, SC 29116-1124

Phone: 803/5347467

Dantzler Lumber & Export C,o., Inc.

P.O. Box 6340

Jacksonville, FL 32205

Phone: 904/786'0424

Dean Lumber C.o.

P.O. Box 610

Gilmer, TX75U4

Phone: 214/843-5538

Hill-Behan Lumber Company

P.O. Box 23246

Harahan, LA 70183

Phone: 504/733-6963

Houston Chemical Service Cr., Ltd.

12229 Almeda Road

Houston, TX77045

Phone: 7L3/433'2433

Walker-Williams Lumber Co.

P.O. Box 170

Hatchechubbee, AL 36858

Phone: 205/ffi7-7736

Wood Preservers, Inc.

P.O. Box 1018

Warsaw, VA22572

Phone: 804/333 4022

ARKANSAS a OKLAHOMA

AnnoY ollie, Jr., Geo. ollie's \l Lumber Co., Inc., Pocola, Ok., has been elected president of Mid-America Lumbermens Association for 1988-89. He succeeds Truman Hall, Arkmo Lumber & Supply, North Little Rock, Ar. Bill Mayfield, Reynolds Builders Supply, Smackover, Ar., has been elected 4th Vice President.

Don Thompson, Barton's of Pine Bluff, Pine Bluff, and John A. Davis, Whit Davis Lumber Co., Jacksonville, were elected to the board of directors from Arkansas. Ben Mayo, Mayo Building Supply Inc., Bentonville, was reelected to a second term. Other directors representing Arkansas: David Churchman, Moore & Cone Lumber Co., Inc., Newport, and Thomas E. Bryant, Bryant Bros./North Arkansas Cash Lumber Co., Batesville, a regional director for National who will serve as an ex-officio

member.

Jim Walker, Walker Lumber & Ace Hardware Co., Inc., Snyder, was newly elected to the board of directors from Oklahoma. Dick Ryerson, W. W. Starr Lumber Co., Alva, was re-elected to a second term. Other board members from Oklahoma: David Heien, Marlow Lumber Co., Inc., Marlow, and Bob Henkle, Grand Country Homeworks, Grove.

Continuing as dealer trustees for the association's group insurance program for Arkansas and Oklahoma are Bill Bonsteel, Bonsteel Lumber Co., Har' rison, Ar., and Dan Parrish, The Lumber Shed, Oklahoma City, Ok.

One of Grady's frrst oflicial functions was to represent MLA at the National Lumber and Building Material Dealers Association convention in Palm Springs, Ca.

Grady Ollie, Jr.'s father, Grady Ollie, Sr., served as the association's 1973-74 president.

SOUTHEASTERN SCENE

cou"rtng association news in Alabama, Florida, Georgia, Kentucky, Louisiana, Mississippi, the Carolinas, Tennessee and Vir$inia.

Tennessee Building Material Association's executive vice president Anna Windrow has resigned to accept a position as director of legal affairs with a law firm.

Beverly King is maintaining the oflice in Nashville. A merger with the Carolina Lumber and Building Material Dealers Association in Charlotte, N.C., has been initiated pending membership approval' The committee handling the proposed merger expects to keep a satellite office open in Tennessee.

Kentucky Lumber and Building Material Dealers Association members will join dealers from neighboring Ohio at a series of roundtables, Nov. 9-13 in Cincinnati.

Those registered to attend include H. R. Saufley, Don Clucas, Paul Gabbard, CliffBuzick, Nolan Burris, Terry Barnes,

Phil Herald, Bob Hunt and Ralph Jones.

Future activities include the annual convention, Jan. 1l-12 at the HYatt Regency, Louisville; a framing/estimating seminar, Jan. 30-Feb. 1, and a speed estimating class, Feb. 2-3. These educational sessions will be offered in Fort Mitchell by William S. Darling, a management consultant from Bellville, Canada.

Louisiana Building Material Dealers Association has completed a series of meetings throughout the state.

E. J. Lamule, American Plywood Association, offered an informative product presentation at each session. Those who were unable to attend can obtain brochures covering the material offered from LBMDA or the APA.

The annual LBMDA convention will be held in New Orleans March 9-12.

Florida association and lumber fraternity Go.host convention

fn ONlelNlNG the annual con- \J ventions of the Florida Lumber & Building Material Dealers Association and the lumber fraternity, Hoo-Hoo International. attracted

more than 3,500 delegates to the five-day joint event.

Honored as Lumberman of the Year, outgoing FLBMDA president Clark Yandle, Yandle Building

Materials, Ocala, expressed his concern over legislative action fund raising and thanked contributors to the

(Please turn to page 38)

GIUEI wielder {l l Bob Ailen. l2l Charlie Harnden, Clark Yandle, Bill McAlpine. l3l TV's Harry Reasoner, Mike Weaver. l4l Mark Swanson, Bonnie Lewis. [5] Earbara & Bob Secrist, Martha & Bill Gorie. l0l Pat Anderson, Dorothy Ankuda. l7l Laurence Jahn,

Gary Yaminsky. {81 Tom Erndt, Scott Whiddon, lvor A. Singer Jr. l9l Charlie Vaccaro, Bill Jotham. ll0l Ron Nentwig, Doris Bett. ll ll Tony DeCarlo, Reynolds & Linda Tanner, Marlene DeCarlo. ll2l Joe & Nancy Bateman, Bob Carroll, Rick Hall. ll3l Paul McKinzie.

crl.

Roger & Lynne Smith. (l4l Bill Hamilton, Jerry Monts DeOca, Ralph Steele. llSl Don 0steen. ll6l Linda Childs, Jack Lanier. llTl Eill Lutz. llSl Frank & Mary Gray, Marilyn & Larry Jordan, Wilda & Harry Aroian.

SEUEnELY degraded and sometimes totally missing middle lamella is identif ied by arrows in electron microscope view of the cell structure of MAP treated southern yellow pine plywood alter exposure to 170'F and 90% R,H. for 28 days.

ARRllWS ooint out a sound intact middle lamella in this electron microscopic view of the cell structure of Dricon treated southern yellow pine plywood after exposure to 170'F and 90% R.H. for 28 days.

Roof failure cause identified

Researchers at the Wolman Division of Koppers Co. have identified ammonium phosphates as the Probable cause ofrecent heat degradation failures of fire-retardant plywood (FRT) in roof applications.

Electron microscoPe analYses of actual samples showed that ammonium phosphates react under conditions of high heat and humiditY to attack the middle lamellathe natural "cement" holding individual wood cells together.

The findings reinforce the view of the U.S. Forest Products Laboratory, as noted in an American PlYwood Association bulletin. "The primary fire-retardant chemicals used, mono and diammonium Phosphates (VRPs and DAPs), are very reactive with water. [and] the resulting phosphoric acid can cause acid hydrolysis of the wood, destroYing not only the middle lamella (the cement between wood cells), but also breaking cellulose chains which severely degrades the wood over time."

Roof failures can range from leaking or partial failure to total structural collapse of the FRT sheathing and dimensional lumber.

In fact, the APA has rePorted structural failures in a number of cases with "new generation" FRT plywoods containing ammonium phosphates.

tioned that these Products become "charred. brittle, or punky" in as little as two or three Years after construction and that "some Panels have failed or broken under light walking trafftc."

Avoiding FRT wood with ammonium phosphates, studies indicate. could eliminate problems of heat degradation.

But "not all treating comPanies' products have been involved in complaints," says the APA.

In addition CSI, Charlotte, N.C., which manufactures D-Blaze fire retardant'states that D-Blaze has not experienced any problems and will not if the product is properly used.

Pressure treated Dricon wood, for example, contains no ammonium phosphates and, in seven Years of commercial use, has never exhibited the strength deterioration of FRT plywoods with MAP and DAP, according to Koppers, the manufacturer of Dricon.

Specifically developed in 1980 as the first true second generation lowhygroscopic FRT wood, the earliest installations of Dricon are still performing optimally with no signs of structural degradation, say Koppers spokesmen.

Also, recent microscoPe examination of Dricon test samPles from early applications revealed no middle lamella deterioration whatever.

PONDEROSA PINE

Fine Textured/ Kiln Dried

NAVA.PINE

Premium Quality Lumber

Half Pak PTL.

NAVA-PAK

Handi-cut/ Home Ctr. Brds. Half Pak PLL. and P.W.

NAVATRIM Premium Mldgs. and Millwork

Land of DINEH "ry.4#" Reputation W. by Product 'wf K{: wfl Ktr: W: \a/ w{ \M \a/ 3$M w w w \a/ 1#{r Yffi{

Bundled/Unitized/ PW.

(D.4 1tt6ilt

OPERATING OPPORTUNInES

WALLYLYNCH

Pald Associates

PO. Box741623 Dallas, Tx.75243

THg question from a lumber dealer I asking about his delivery operation was "How are we doing?"

He had spent the last nine months revamping and restructuring his program. He now had fewer drivers and trucks even though sales were up.

Answering a question with a question, I asked, "Are you still using trip tickets?" When he said yes, I asked to see those from the day before.

We went into his oflice where I spent a few minutes looking over records of the previous day's deliveries and made a few calculations. When I had finished, he asked, "Well?"

"Three things stand out," I said. "First, your five drivers made ten trips and 40 deliveries yesterday, but it took over an hour and a half on average to turn around your trucks after each trip."

"Secondly," I continued, "you

delivered four framing loads valued at around $3000 each and three of these were taken over 40 miles from the yard. Finally, the 40 deliveries were for a total value of $28,000."

"What's the significsnce of all this?" he asked.

"First, let's consider the second question," I replied. "My answers will describe what I call delivery management drift."

"A turn-a-round should take :15 if loads are prestaged and loading begins the moment the truck is spotted. The cost for this l:15 difference for l0 turns daily over 255 working days is easily discernible," I pointed out. "Per turn, 85 minutes times l0 daily is 3612.5 man hours annually. At $5, this is $18,062.50. Pre-staging will cost half of what you pay for idle drivers to say nothing of idle trucks."

"Three of the four framing load trips were averaged 90 miles each. At $2 per mile it cost $180 each to deliver them.

With margins on lumber of 2096, you grossed S600 on each of thcse transactions. The $180 trip cost for each reduced margins to $420 or t4%, meaning you probably lost money."

"The reverse of this is taking six studs ten miles. The 20 mile trip at $2 per mile is $40."

"No one is checking load values against per mile delivery costs. There are some circumstsnces under which you would want to release unprofitable loads, but you should at least have the decision making information before every load goes out."

"Determine total miles to be driven, multiply by cost per mile and divide this number by your delivery cost ratio. Most yards will be between 50/o and 70/o of sales. This will tell you what sales value you need to be profitable."

"This is partially a marketing opportunity, but also a delivery cost reduction opportunity. lf the average stop value can be raised from $700 to $770, or 100/0, the miles you drive and the costs will be reduced almost proportionately. "

"Now, the answer to your first question. You're doing better because you're employing fewer assets in servicing your customer's delivery needs. Fewer trucks and people mean lower costs to go with your higher sales. You'll do even better if you can remedy delivery management drift."

On the cold€st night of th€ year, fire destroy€d Adams Building Supplies, reducing the company's inventory and cofitprJtsr s)6tem b ashes. With a phone call to Prollf\rast€r, a customer support analyst was dispatched to hand delivsr a new systom th€ next day. Th€ anal)rst stayed on-silo day and night until Adams was up and running.

"As soon as ProfitMaster delivered the ne$/ s)6tem, ur€ urer€ able to r€stoE our a@ounts receivable and inventory r€cords," explain€d a relieved Branan. "Using m€rcfiandiss from our se@nd localion, lw rsop€ned in three days. lt was like we closed for the weekend. That's all.'

At Prcfi$rastor we knol the value of a cornputer systom do€sn't end wih quality equiprn€nt and Fograms. lt takes protossionalism and dedicalion to provil€ gr€at support und$ nonnal conditions and exceptional support in sp€cial cirujmstanc€s.

Formore information on ho/Y ProfitMaslercan helpyor.l achieve succ€ss, call bday b,r a FREE BROC+IURE. 1{X}6r!r-7271 h Texas: 1$G39|16512+ROFIT

ttProfitMostels support staff rtas alutays tbere utben ue needcd qilestions ansuered m additional training. Wben disaster struck, tbey respondcd irnmediately to saae our business."

Klb Bnun, Mzuga

A&w BdAiry Supplics Elbcau, Gogia

PERS NALS

Jim Winters has been named gen. mgr. of Foxworth-Galbraith Lumber Co'' Borger, Tx.

Carl Cummings is the new gen. mgr. of Spencer Home Center, Lexington, Va., according to John SPencrcr.

William Montgomery, Southern reg. mgr., Tarkett Inc., has been named 1987 Commercial Regional Manager of the Year.

Ray Lockhart has joined the Southern Pine Inspection Bureau, Pensacola, Fl., to provide service to middle Ar. Tim Byrd has taken over lower La./ Ms., and Russell Hatcher is in lower Tx.

Steve and Doug AshY, AshY Building Materials, LafaYette, La., have been nominated to the board of directors of the Acadiana Home Builders Association.

Bobby Cave, Stylecraft Cabinets, Garland. Tx., and Leonard Coco, Coco Millwork & SuPPlY, Baton Rouge, La., have been re-elected to the board of directors of the Architectural Woodwork Institute, Arlington' Va. New directors: Michael Bell, Wood Systems, Tulsa, Ok.; Gerald Brewer, Louisville Lumber, Louisville, KY.; Robert Leininger, Leininger Cabinet, Lexington, KY.; DoYle LYkins' Terrill Manufacturing, San Angelo, Tx., and Harold Yates, Garland Woodcraft, Durham, N.C.

Frank Hyatt is the new sales mgr. at J.M. Huber CorP., Charlotte, N.C.

Terry Alan Hunt, Lowe's, Lumberton, N.C., married CherYl Denise Black on Aug. 6, 1988. Dennis GraY Benton, Lowe's, Winston-Salem, N.C.' married Lynn Renee Fulk on Aug. 27, 1988. Audrey DeAnne LiPscomb, Lowe's, ShelbY, N.C., married James Eric Walker on SePt. 17, 1988. Reba FaYe Loftin, Lowe's, Macon, Ga., married James Warren White on Oct. I, 1988.

Elizabeth P. Snead, corporate sec., The Paty Co., PineY Flats, Tn.' was honored with an engraved silver bowl to commemorate her 40th anniversary with the co.

Peter A. Baclhioni is now director of marketing for GAF's residential roofing div. Mark B. Barnea is Product mgr. of residential roofing.

Devid A. White Jr- has been appointed v.p., corporate planning & development, for CooPer Industries' Houston. Tx.

Jerry Walker, staffv.p., National Lumber & Building Material Dealers Association. has resigned to become exec. director of the Gypsum Association, according to Harlan Hummel.

Joel Davidson has been Promoted to exec. v.p. and c.o.o. at Davidson Louisiana, Lake Charles, Alexandria and Houma. La., according to Pres. Si Davidson.

Ernest and MarY KiPer, E.R. KiPPer Hardware & Lumber, Wisner, La., are the proud grandparents of 7 lb. 2 oz. Edward Richard KiPer, born Sept. 12, 1988.

Jack Kilbride has been Promoted to Southern reg. sales mgr. for CertainTeed Corp., overseeing Houston, Tx., and Atlanta, Ga., districts.

J. Kermit Birchfield Jr., senior v.p., legal & governmental affairs, Georgia-Pacific CorP., Atlanta, Ga., has resigned to pursue private business interests.

WHAT'S NEW WITH YOU?

Building Products Digest wants to know when you changejobs, get a promotion, take a vacation, get harried. have a baby or receive recosnition. Send Your note to Buiillins Products Digest, 4500 Campus Dr., Suite 480, NewPorr Beach. Ca. 92660 or call (714) 852-1990. We're waiting to hear from you.

Geoff Boxall, Georgia-Pacific Corp., Atlanta. Ga., and James Dawson, Westvaco Corp., served as Southern Forest Products Association representatives in the U.S. delegation to the recent European Softwood Conference in Venice, ltaly.

Ronnie Goode has been Promoted to director of purchasing at West Building Materials, Atlanta, Ga.

Rogelio Guerra has been named store mgr. of the new MoodY's SentrY Hardware & APPliance Home Center, Harlingen, Tx., according to owner Gene MoodY. MarY Ann Guerra is appliance mgr., and Willie Zepeda, gen mgr.

Al Thrash is now at Southeast Wood Treating's sales oflice in Jasper, Al., along with Bill Brown, Ken Gretke, Lance Hopper, Chris Minor, Jim O'Rear, Dexter Reese and Stinson Slawson.

Harry S. Ferguson will manage the new McCoy Lumber Co., Ashland; N.C. The sales team includes Lee Ferguson, Swanson Ferguson, Bob Gruschow, Dale Johnson, and Jordan McGuire.

Tom Mayo and Debbie Clore, Jim Carpenter Co., Madison, Va., were married on Sept. 17, 1988.

Mike White has oPened a TYler, Tx., sales offtce for Keene Industries.

Chris Goff is the new sales mgr. of Wood Protection Co., Houston, Tx. Larry Covin has also joined the firm.

Charles Hayes has been awarded Tarkett Inc.'s President's Club Award for sales and marketing excellence in the Atlanta, Ga., district. Other regional winners: David Holmes, Charlotte, N.C.; John Fitzpatrick, Dallas, Tx., and Virginia Tennrnt, MemPhis, Tn.

Bernard R. Kossar, former c.e.o., Home Quarters Warehouse, has formed OW Office Warehouse, Virginia Beach, Va.

Mike Johnson, v.P. of Tx' and Ks. operations, Idaho Timber CorP., is now also v.p. and gen. mgr. of Idaho Timber of Florida. Dennis Raymond is gen. mgr. of Tx.

James R. Wiese has joined Heil-Quaker Corp., La Vergne, Tn', as director of dealer development, according to pres. H.J. Forrest.

William P. Farrell has been elected pres. and c.e.o. of the American Hardware Manufacturers Association.

John Stanton and Mike Wroton are new sales reps at Diamond Hill, Chesapeake, Va. Other new outside sales reps: Darlene Vallejo, Knoxville. Tn.l Hal Goodson, Darlington, S.C., and Jim Arrowood, Charlotte, N.C. Diamond Hill 1988 Sales Achievers include Kevin Mathews, Chesapeake; Jim Dedman, Richmond, Va.; Rusty Cagle, Jacksonville, Fl., and Jim Hendricks, Jim Hudson, Jay Kennedy and Bob Walker. Knoxville. Tn.

Dave Sanchez has been named co-mgr. of the West Side 84 Lumber Co. store in El Paso, Tx.

Samuel Lewis Spencer Jr., dept. mgr. at Lowe's, Mt. Airy, N.C., and Tammy Marie Martin were married on Sept. 25, 1988.

Perry Stroyka is the new director of restructuring at Mungus-Fungus Forest Products, Climax, Nv., rePort Hugh Mungus and FreddY Fungus.

NEW P DUCTS

and selected soles alds

Chrl$nas Tree Treatment

A new Christmas tree flame retardant spray from WHS Sales helps ensure household safety during the holiday season.

The specially formulated spray-on solution sticks to tree needles and branches, providing an invisible barrier to flames and sparks.

Flame Barrier is said to be a non-toxic, waterbased chemical solution that is safe for use around children and pets. It is designed for natural Christmas trees, wreaths and other seasonal decorations.

The fire retardant comes in

Tlle ln Style

Luxury vinyl tile in wood pattern and marble pattern designs are now available from Azrock Floor Products.

a 16-oz. spray pump bottle, reportedly providing enough coverage for a 6-ft. tree.

Knlfe Llne

A knife set which includes three knives, two blade stores and 44 assorted blades and cutting edges, all packaged in a protective plastic storage case is new from Plasplugs.

Wood pattern designs include inlaid parquet (12" x 12" tiles in five colors); 9" inlaid wood borders (two teak/black walnut 9" x 36" styles), 3" inlaid wood feature borders (six different 3" x 36" pieces), and 7/2" feature strips (l/2" x 36" strips in five colors).

Marble patterns are 9" inlaid century marble borders (two 9" x 36" styles) and century marble (12" x 12" and 12" x 18" tiles in six colorations of natural marble).

The tiles are greaseproof and alkali, stain and fire resistant. Thev come in .100" commercial gauge anit have a 10 year warranty.

Premium Measurements

Colorful, flexible yardsticks, ideal as inexpensive premiums for special sales or events, are now available from DG Mouldings.

The merchandising tool can be personalized with a company name and logo. One-color imprint on the front and back is standard, although two-color is offered on request. Background colors are blue, green, yellow, white or beige. Orders may be mixed or all one color.

The yardstick has an inch scale on both sides with a hole drilled in one end. Metersticks. imprinted rulers and folding yardsticks are also available.

For small scale projects, the pencil-grip, surgical-steel blade Precision Knife offers easy handling and accurate cutting. For larger chores, !he pocket-sized and heavy-duty Utility Knives feature break-awav. multi-blade edges for quick changes.

All three knives are constructed of ABS plastic for strength, durability and light weight. Features include handles molded for a sure grip, stainless steel blades, retractable blades for safe storage, and a front-loading, quick-release locking mechanism for easy blade replacement.

Pail Of Nails

Weatherproof nails for deckbuilding packages are now packaged in a convenient pail by Dickson. The reclosable pail contains enough Drive Screw nails for building a deck up to 150 to 200 sq. ft., depending upon the nail pattern.

The nails are said to drastically reduce cupping, as well as unsightly and dangerous nail pops.

Cedar ShakeOut

A residing product designed to end periodic painting of homes with cedar shake siding is new from Pilgrim Design Engineering.

FREE READER SERVICE

For more information on New Products write Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca.9266O. Please mention issue date and Page number so we can process your request fasterl Many thanks!

Clay Roofing Tiles

Made of rigid vinYl Plastic with color that extends through the material, the product comes in 8" x 15" sections that resemble actual cedar shakes, including the wood-grain texture. However, the siding is only l/25 of an inch thick and is installed directly against the existing shingles.

The siding is installed using long staples or nails which are driven through a series of mounting tabs along the sides of each unit. The tabs are interlocking and self-concealing'

Home Center Shopping Gart

A newly redesigned Boston Bus specifically engineered to meet the changing demands of the home center merchandiser is now available from Boston Metal Products.

A kiln-flashed clay roofing tile is offered in three different styles from United States Tile Co.

Available in one piece "S," twopiece Mission and flat shingle styles, the El Camino tile comes in a Premixed blend, from terra cotta to dark flash.

In its natural state, the tile is made of a red S-tile base. It is then

Elect To Tote

A huge tote box with a sliding drawer is new from Plano Moulding Co.

The top has five compartments while the latched pull drawer below has four sections.

The cart consists of four separate compartments: a retractable shallow basket for small items; a lower shelf for bulky products; a rack behind the handlebar to carry long products upright, and a side slot to support large, flat items.

Like a traditional shopping cart, the Boston Bus can be stored with its upper basket retracted.

"flashed" through process involving entered in intervals.

a special different firing gases

Double Duty Attic Light

A removable overhead lighting fixture that opens to reveal a swivel lamp to illuminate the attic is new from Modern- Aire Manufacturing. The two sturdy tension springs which hold the metal frame and break-proof translucent lens flush to the ceiling are released by slight downward pressure. The 22" x 30" or 30" x 30" lens then snaps open to allow access to the crawl space and swivel arm fixture that swings up to 90".

Metal trim is available in standard silver or optional bronze or white. All other parts are finished in white baked enamel.

The red and gray tote is made of resilient plastic, measures 2l-7 /8" long by l1-5/8" wide by 7-l/4" high, and weighs about 3 lbs. when empty,

Key Hideouts

Two unique secret keyholding de-_ vices to prevent being locked out ol' the home or car are new from Creative Impact.

The first looks like a rock but contains a hidden compartment underneath to hold a house keY. When placed in a flower bed or under a bush. the "rock" blends naturally into the landscape.

The second device, the KeY Safe, is a thin keyholder (the size of a credit card) that fits in a wallet and holds up to three keys. A resealable tab holds keys secure.

Lhht thow

A lighting fixture display spot- lighting wall mounted, ceiling mounted, strip and outdoor products is now available from Design House Products.

than 180 lighting fixlures, crafted from materials such as solid brass and solid American oak.

ilarble Mantle

Marble fireplace facings are now shipped in innovative styrofoam packaging from Royal Hearth Products.

Each piece is safely surrounded on all sides with durable styrofoam to combat the problem of in-transit breakage of marble.

lllumlnatlng Flre Protectbn

A smoke detector that can be tested by shining a household flashlight on a test button is new from First Alert.

The merchandiser has a canopy panel at a 30o angle, three display panels, and a 48" x 10" header. The lighting line includes more

The facings are ordered and shipped pre-cut to specifications for use as a surround for both fireplaces and fireplace inserts.

The marble comes in six colors.

lf the detector beeps, it is fully functional. lf it makes no sound, it should be checked immediately for dead battery or damaged circuitry.

Only a flashlight beam from directly underneath will activate the cell. For those without a flashlight, the test button may be checked manually.

Lumber Lustre

An acidic wood cleaner formulated for dirty, stained, weathered gray and discolored surfaces is new from OKON.

Designed for exterior use, the cleaner pre-treats the wood before staining. It reportedly will also remove rusty nail stains.

Manufacturers of High Quality RN RBO CBNNN

It can be applied to exterior wood siding, outdoor wood furniture, wood decks, gazebos, fencing and railings, and plastic, fiberglass and aluminum or vinyl siding.

The cleaner is mixed with clear tap water to be applied with a brush or roller. Stubborn stains may require a second application.

Quart, gallon and 5-gallon containers are available.

Swltchable Blades

A retractable utility knife countertop merchandiser designed to invite impulse sales at the check-out counter is new from CooperTools.

Measuring 9" x 6-l/2" x 4-1/2", about the size of a small toaster, the Wiss Rapid-Change display holds two dozen knives, each cradled in its own slot.

The utility knife has a ten-blade magazine that slips a new blade into cutting position without using tools or opening the knife. A magnet inside the knife's red handle moves the blade into any one of five positions, including retracted and blade change modes.

Hand Truck Fleet

A line of pallet trucks reportedly up to 240/o faster than competitive designs, even when carrying a full 6,000 lb. load, is new from Raymond Corp.

Fully R-T-A Furnished

A comprehensive line of readyto-assemble furniture crafted of glass, brass and mirrors is new from Mechanical Mirror Works.

The Bright and Brassy collection includes a free-standing 74" entertainment center, matching 74" display and storage case, 68" wall unit/ curio cabinet. 48" x 48" audio-visual entertainment center. hall stand with matching wall mirror and curio set, buffet cabinets/bar units, octagon cocktail table, square end table, and a free-standing mirrored closet.

Authontic ArchitocturalColumns That [-ast

The four models feature electronic circuit boards encapsulated with a protective coating, improved thermal design of power resistors, heavy duty variable spring weight casters, improved control handle arm, cast steel, improved bumPers, routed hydraulic hoses, dual lift cylinders, four forward speeds, controls on the handle, clearly visible fork tips, load stabilizer casters, reversing switch on the handle, wrap-around knuckle guards, and non-skid flooring.

Roofing Ace's Spade

The Dig-Ezy serrated roofers spade from Ames Lawn & Garden Tools features serrated teeth which grip roofing nails for easier, faster removal.

The spade has a 48" hardwood handle, a 6-7/8" x 12" black blade, and a special fulcrum welded on the back of the painted blade.

Slgnr Ol Thc Tlmor

Weather resistant yard signs mounted on heavy gnuge galvanized metal stands are now available from Sabra, lnc.

Thirteen different signs are offered, including open house, yard sale, garage sale, for sale, for lease, for rent and private property.

Folkry Tllo

Country Classica, a tile line designed to complement any country, Victorian or early American decor, is new from Summitville Tiles.

FREE READER SERVTCE

For more lnformatlon on New Producb wrlte Bulldlng Producb Dtgest, 4500 Campus Dr., Sulte 480, Newport Beach, Ca. 92660. Please mentlon issue date and page number so we can process your request faster! Many thanks!

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Fln i.brdanl Trrl.d Wood

Marked with distinctive red, blue, green and brown corners, the 4" x 4" x l/4" tiles have a matte glaze finish.

Suitable for use on walls or countertops, they come in frost white and almond, with or without lifelike illustrations of birds, animals, fruits, flowers and vegetables.

Treated Splndles

Treated spindles have been added to Design House Products' extensive wood products line.

The pressure treated spindles may be painted, stained or left unfinished to weather to a silver-gray tone.

Treated posts, rails and ball tops are also available.

FOR IN FORMATION CONTACTI

George Hovooros, pres. Aick Hovooros, v.p. Lee Bor.ulin. solos

Jeny UJilcox, soles

Speclal Flre Treatment

Pyro-Guard, a new and improved fire retardant treatment for lumber and plywood, has been introduced by Hoover Treated Wood Products.

One of the notlon's lorgest wholesolers of quollty plne fr flr mouldlngs, ftomes, fombs ond trimsolld (r flngerjolnt Domestlc fr lmportedIncludlng thlrty truckloods of controlled productlon per month.

€I. PRSO, TI. OFFIC€

Tr (800) 493-0868

(9l s) 886-s74r

Steve Drongsholt'Brnold Smith Dovid Costillo

An American Wood Preservers Association Type A fire retardant, with low hygroscopicity and low corrosiveness, it is pressure impregnated and kiln dried after treatment to meet building codes and other regulatory requirements.

When tested for 30 minutes in accordance with ASTM E-84, it has a flame spread rating of 25 or less.

Designed for all interior fire retardant treated wood applications, both structural and non-structural, it is said to provide long term performance in the toughest applications, including roof systems.

The 30" x 24" signs feature a 24" x 16" image area, colorful designs, individual packaging with corrugated backboard and poly wrap.

P.O. EOX ritC SROOKHAYEI|, t3 3et01

Dealers Leave lt To Cameron

Some independent building material dealers are finding if they want something done right, they can let someone else do it for them, using a new Cameron Wholesale program designed to keep merchandise stocked and turning.

In a five-day period, 310 dealers were signed to the Dealer Advantage Program which covers CertainTeed insulation, residential roofing and other products specifically selected by the retailer - up to 72 different product lines.

A Cameron territory manager calls on each business at least once every two weeks (more often if

needed or desired). During each visit, products will be counted, necessary re-orders recommended, and slow moving items replaced, at the dealer's request. Literature and sample supplies are also maintained.

Cameron takes care of showing sales and counter personnel the products' features, benefits and supporting programs. The company will also hold do-it-yourself clinics for retailers' customers and builders and conduct truckload sales.

Retailers, in addition, are kept informed of the latest product displays and offerings.A warehouse fillin and volume rebate programs support the Dealer Advantage Program.

The results of the program are evident already, according to Ronald R. Ross, v.p., operations, at Cameron in Waco, Tx. "Residential roofing sales are up 350/0," he said, "and insulation sales have shot up by 400/0. Many other product line sales are also up related to the program."

Finally, a customer service program ensures everything works. An 8OO-telephone number has been installed to guarantee any complaints are handled immediately. If Cameron management doesn't return a hot line call within 24 hours, they'll hand over $50 to the customer.

Need More Information?

For help with lumber grades, in-house employee training, d-i-y ideas to use as sales stimulators, code information for a builder customer orjust about anything else having do to with western wood use, call the Western Wood Products Association field representative: Harry Anton, 2250 Pine Warbler Court, Marietta, Ga. 30062, (404) 971-0112.

SATES PITCH: Cameron Wholesale territory manager Harold Cady (left in photos) shows Larry Morrison, W.R. McKee Lumber Co., Corsicana, Tx., what the Dealer Advantage Program can do for his business.

Texac Twlrter Leveb Yard

Probably spawned by the dying llurricane (iilbert, a Sept. l9 stornt caused heavy rain, straight-line winds of 80 mph, and - in the view of some experts - a dcvastating tornado in McKinney, T'x., flattening the local l;oxworth-(ialbraith store.

"lt's totaled - the building and contents, everything is wet," said general manager Roy Warnecke.

The main business will take four to five months to rebuild, although a 40,000 sq. ft. lumbcr storage facility sustained little dantage and was reopened two days later.

Two employees, who were in the store when the storm struck at about 5:40 p.m. on Saturday, suffered minor injuries. Only minutes before the disaster, about 30 employees and customers had left assistant store n"lanager Jinr ('rump, 3l, and his wife, co-worker Shirley, 33, behind to close the store.

tUttlBER IIEATERS from Louisiana, 0klahoma and Texas were among crowd attending the annual Dricon seminar and mill tour at Dean Lumber Co., Gilmer, Tx. (ll Dricon structure fire ooes out while untreated structure is reducied t0 ashes. l2l John Edward Dean, Ed

Underwood, D. K. Gilbert. 13l Dottie Klotz, Larrv Parker. l4l John Branscum, Jim McKellar, -Beth & Don McClain. l5l Terry Hagan, Bob Hartzell. {61 (front) Beverly Turner, Larry Mc0all, Dottie Klotz, Austin Presson; (back) Larry Hott, Jay Walker, Charles Zube, Shelby

Thoma. l7l Terry Hagan, Bob Hartzell. l8l Mel Sowers, Charman Aiwohi, Mike Wood. The Se0t. 14 event, which included lunch at the Gilmer Country Club, was lollowed by the second annual "Wood Chip" oolf scramble.

Advertising

"Recruitingfor the Forest Products Industry"

Traders: industrial & west coast specialty produqts. Southeast location. Great compensation program.

Buyer &Trader: national co-op. Excellent salary & incentives. Eastern location.

Environmental Services Manager: ground floor oppoftunity to dev€lop company's program. Southeast location.

MAUGANS AND ASSOCIATES

P,O. Box 36802. Birmingham, AL 35236 t-800-426-4772 205-987-7582

CONFIDENTIAL INOUIRIESFEE PAID

Twenty-five (25) words for $21. Each additional word 700. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $6. Box numbersand special borders: $6 ea. Col. inch rate: $45 camera ready. $50 ifwe set the type. Names of advertisers using a Address replies to box number shown in ad in care of Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Make checks payable to Cutler Publishing, Inc. Mail copy to above address or call (714) 852-1990. Deadline for copy is the l5th of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

riii:iiii:lliliii;.lij:.tll:lillljltt:il.it:ifififLtfiifti:iil#ilil,jli,liitliillt,if.'iiii.,j'j,i:lliEll.liiill.+.:iilt:lt,

LOOKING FOR PONDEROSA PINE WIDE BOARDS?

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ACQUISITION AVAILABLE

Hardwood Lumber Distribution Yard

- Chicago

* Sales in excess of $3.0M Pretax profits of $230,000 Inventories oi $750,000

* Extensive inventoriesover 25 varieties of hardwoods

* 3 acres located in Chicago suburb available for long term lease or purchase

* Over 500 active accounts

Please reply with background info: C. Reale (No. 12869), P.O. Box 7069, Newport Beach, Ca. 92658, or FAX 714-969-501 3.

LTJMBER

Florlda Conventlon (('ttntinuetl 1run ltuge 2 3)

convention's silent auction, which collected $8,000.

Yandle passed the gavel to Bob Allen, Gulf Stream Lumber Co.. Boynton Beach, who stressed the importance of membership, education and legislative action efforts. He also showed a film presentation by Give Kids the World, an associationaided charity which brings terminally ill children to Orlando tourist attractions.

Also installed: president-elect Don Smyth Sr., Smyth Lumber Co., Orlando; I st v. p. Larry Peeno, Causeway Lumber Co., Fort Lauderdale; sec./treas. Tom Joyner IIl, Joyner Lumber Co., Lakeland; v.p.

DEALER ADVANTAGE PROGRAM

Our New Decler Advcnrtqge Prog6onr lor CertainTeed Inguladon. Reridenticl Roofing, cnd other produclr releaed by you has been derigned erclueively to s<rv€ your bueinese tirne cnd increqse your aclea and protitr.

* Our Territory Mcncger will acrve you tim€ by inveniorying our atocl, switching oul elow movinq itemr, curd keepina vou up to date with=tbe lctest dbpfcye-&nd piomodoncl o6err,

* We wilt help vou with do-it-vourselt dinica, kr.rcHoqd iclee, <md by pioviding vou cur cstrple supplv ol litersh,rre qnd fuonrplee. We will domiqint vour gtd with the fecturea cad beriefitr 6l our product line. Thig will help boost your lroduct eoles qnd €ncoutqge your cuatom€ra to retum to a buginerg they can count on.

*We will provide you with worehouse fill-in cnd incendv€ progrrcms to help you m(mqge yout inventorv cmd iactease yori: profits.

Tom Stead, Huttig Sash & Door Co., Orlandol v.p.-elect Fraser Lynn, MacMillan Bloedel, Jacksonville, and national dealer director Clint Dawkins, Dawkin's Inc.. Jacksonville.

New district directors include Brantley Morris, Banner Builders Supply Co., Pensacola; Leslie Ab-

Story at a Glance

Joint Florida Lumber & Buildlng Materlal Dealers Assoclatlon/ Hoo-Hoo Internatlonal event draws 3,500 members and 258 exhibitors. both groupselect new officers... next FLBMOA convention: Sept. 14-16, 1989, Orlando. Fl.

stein Jr., Tallahassee Builders Supply, Tallahassee; L.S. Nottingham lll, Carolina Lumber Co., Jacksonville; Woody Wagner, Ro-Mac Lumber & Supply, Leesburg; Nels Hallstrom Jr., East Coast Lumber, Stuart; Gene Tylander, Tylander Systems, Palm Beach Gardens; Bob

Secrist, Mack Industries, Hollywood; Dale Fullon, Raymond Building Supply Corp., N. Fort Myers; Nancy Shoemaker, Stottlemyer & Shoemaker Lumber Co., Sarasota; Larry Clark, Villa Lumber, Winter llaven; Dan Tibbetts, Cox Lumber Co., St. Petersburg, and Richard Coolsby, Belleview Building Materials, Belleview.

More than 258 exhibitors set up shop at the convention's buying show. As purchase incentives, prizes were awarded by the show and individual booths. Bill Lutz, Naples Lumber & Supply Co., Naples, won the grand prize, a 45" giant screen tv, while other gifts included a portable tv awarded to David Smith, East Coast Lumber Co., Port St. Lucie, by Kwikset.

Best of Show honors went to Logan Lumber Co., MacMillan Bloedel and Taney Corp. Logan's booth featured an excellent product display, while handing out coast redwood seedlings to visitors.

Bill McAlpine and Charlie Harnden, Alpine Engineered Products, Pompano Beach, received the Associate of the Year Award. The com-

pany videotapes the convention each year for their amusing "Night Owl News," which this year included a mock-advertisement for Alpine's "D-I-Y Velcro Truss Kit."

The association's line up of speakers included CBS News correspondent Harry Reasoner, actress Patricia Neal and golfer Sam Snead. During the annual golf tournament, Snead accompanied past FLBMDA president Clint Dawkins, who hit his first hole-in-one during the game.

Hoo-Hoo International also held

its elections, as Phil Cocks, Delta Millwork, Orlando, succeeded Australian Dick Campbell as president. Campbell is now chairman of the board; Lyle Hoeck, lst v.P.; Brent Crosby, 2nd v.p., and Bernie Barber Jr., sec./treas. New regional directors include Lee Stacey, Ron Caddy and David Jones.

The Sept. 13-17 convention was held at the Marriott Orlando World Center, Orlando, Fl. The Florida Lumber & Building Material Dealers Association will stage their next convention again at the Marriott, Sept. l4-16, 1989.

Club Selects New Proiects

Four industry projects have been selected for financial support from Hoo-Hoo International this coming year.

Snark of the Universe Phil Cocks and the international board of directors have adopted a proPosal suPporting Project Learning Tree, the World Forestry Institute, Trees for Life and Penny Pines. The organization will make a financial contribution to each and endorse their Purposes.

Project Learning Tree is an environmental education program for school children. The World Forestry Institute, Portland, Or., is described as an evolutionary stage in the growth of the World Forestry Center. Trees for Life has a goal of planting 100 million fruit trees in developing countries. Penny Pines will aid in replanting California forests destroyed in a 1987 fire.

Although they will provide no financial support, the lumberman's organization also has endorsed Operation Phoenix.

1000/o Satisfaction on Quality - weyernaeuserguarantees hardwood panels that conststently meet your expectatlons lor quallly and grade. Hardwood panels are available in:

. Species - Poplar, Gum and Mixed Hardwoods

. Plys - 3, 4, 5, and 9 PlYs available

Grades - Range from BB to CD

o Panef sizes - 4x8, 4x4,2x4 and other soecial cut sizes

Panel thickness's - 3/8", 112",518", 314", 718" and thicker panels are available tor your special needs.

Whether it's sanded for furntture stock, cabinets, DIY Proiects or rough for frame stock or reels, we'll meet your expectattons.

1000/o Satisfaction on Shipments - weyerhaeuser quarantees that we'll ship from our mills 6n time. No excuses. Not Just full loads of hardwoods, but mixed loads of hardwood panels with SYP PlYwood, dimension and even treated. Not only truckloads but car and barge loads \iith "just in time" delivery.

l00o/o Satisfaction on Service ' Weyerhaeuser Sales CenterHot Sprinqs has 28 experienced Customer Fiepresentatives dedicated to beihg y:our First Cfroice supplier. Let's talk about your needs. With Weyerh"aeuser "you write the contract".

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Weyerhaeuser Sales Center - Hot Springs

t-800-043.1515 (Nationwide) r i-s00-iii-rloo iin-iirtansas) \Teyerhaeuser

B0IES with gentlemen: (top) FLBMDA president 8ob & Jan Allen. (center) Mary & Clark Yandle, retiring president. (lower) Murrary and Miriam Pascual.

Borate Bard Prerervatlve

A borate based wood preservative of the type used in Australia, New Zealand and Europe for over 30 years will soon be available for sawn lumber products in the U.S.

Already accepted by the EPA and the American Wood Preservers Association, Tim-Bor, a product developed by U.S. Borax has proven its protection against insects and fungi successful in tests at Mississippi State University. The U.S. Forest Service Forest Science Laboratory in Gulfport, Ms., also showed the capabilities of the chemicals in demonstrations throughout the south.

Applied by either pressure treating or dip diffusion, the process is said to be non-corrosive to most metals, doesn't affect painting or gluing and doesn't change the ap-

New NAWLA Chlef Named

The North American Wholesale Lumber Association has selected Nick Kent as its new executive vice president and chief executive oflicer, succeeding retiring H.M. "Pete" Niebling.

Kent has served as executive director of the Northwestern Lumbermens Association since 1985. His l6 years in the industry also includes work with the Associated General Contractors of America in Minnesota and Washington, D.C.

Founded in 1893, NAWLA represents 638 wholesalers. wholesaler-

Niebling Joins Cole & Assoc.

H. M. "Pete" Niebling has joined John T. Cole and Associates, Beaverton, Or.

The retired executive vice president of the North American Wholesale Lumber Association, Niebling has relocated to Portland, Or. In addition to working in executive search, marketing and management consulting, he will implement some new and specific management programs for producers and distributors.

"As a veteran of 40 years in the forest products industry," John T. Cole, president, Cole and Associates, said, "Pete will provide a varied expertise to our firm. With 14 years in California and Oregon sawmills and nearly three decades with NAWLA, nine years as ceo, he pro-

pearance ol' the wood. Harmless to animals and humans, it has no odor, according to the USFS.

A negative is the tendency for borates to leach from the wood. F'or exterior use it must be protected with a waterproof coating. Researchers, however, are working to solve the leaching problem.

Full availability of borate preservatives is possible within the next two years. At present, the supply is limited.

Top Loulevllle, Ky., Flrme

Levy's Lumber & Building Supply, Louisville, Ky., has been recognized in the $25 to $50 million category of the Metro 100 list compiled by Sasiness First, a business news-

paper for the Greater Louisville area.

Progress Paint Manufacturing Co. (Gray Seal Paint) and Boland-Maloney Lumber Co. were included in the Up and Comers category.

Criteria for selection includes being a metro area company, privately owned with at least 100 employees.

lP Buye Masonlte From USG

International Paper Co. is buying Masonite Corp. from USC Corp. for about $400 million in cash.

The purchase is expected to upgrade the IP wood products when added to its existing laminated panels business. "Over the years Masonite has pioneered a number of important products for the markets it serves," said John Georges, chairman of International Paper.

The sale is part of a restructuring program which is expected to net more than $535 million after taxes.

l#,illiilif.f;9$fr.ls.tii$.tr.1:i:!.i

service suppliers in the U.S. and Canada.

bably knows as much about the distribution of lumber and wood products as anybody in the industry today. His experience and bottom line track record will enhance the capabilities of our organization."

processors, mills and

Coming in January . o

.

Our annual Southern Pine Special !.S. 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. Get your message before our 12.750 readers in 13 Southern states. Deadline for the January Southern Pine Special Issue is December 12. For information, write the address below or call (collect) (714) 852.1990.

Keep your eyes peeled for The ilBEAN TEANI'S

New company logo . . . it will soon be imprinted on our lumber packages!

This logo represents the exceptional quality, service, and integrity that our customers have grown to expect in the past. These same qualities exist today and will into the future.

The BEAN TEAM can fill all your treated lumber needs . . . landscape timbers, plywood, 4x4 through l2xl2 and all dimension lumber. On 6x6 and larger we have lengths to 45 feet. Plus we carry .60 FDN in stock. Our own fleet of trucks means we can quickly and cost effectively solve any delivery problems you may have. The BEAN TEAM can supply a complete range of treated and untreated Southern Pine products.

Priddg

Choilie Horton

Erendo Bokerr Horris Himbcll