Building Products Digest - November 1989

CeWro Sidhg

Rich, inviting...cedar lends a special warmth and personality to structural designs that is refreshingly different vet uniquel,v functional. And CedarPro Knotty Cedar Siding is the right choice when the ;ob 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 iob. Consistent machining, breadth of line, protective packaging, and in-field customer service make CedarPro Siding a product you can trust from a source ,vou can depend on.

NOYETBER I 989

VOLUilIE I, llo. I Serving l3 Soulhern stntes

wEsrERlr wooDs sPEcrAr rssuE

Western Hardwoods Gaining Greater lmportance

Western Woods Find Niche ln Component Market

Western Red Gedar ls Still King Of The Fences

Treaters Must Give Western Woods Special Gare

Memphis Showroom Accents Western Wood Products

Fingerjointed Studs Maximize Western Wood Use

The Real Story Behind Doug Fir's Popularity

Home Centers Hit By Hurricane Hugo's Blast

Fraternity Nixes Opening Membership To Women

Florida's Annual Meeting, Show Well Attended States Select Favorite Hardwoods As Symbols

l'dltor-Publlsher I)avid ( ullcr

Senlor Edltor Juunita l.olrct

Assoclrle fdllor l)avid Krtnig

Conlrlbullnt [dltors l)wighl ( urrun. (iage McKinney, Kcn Thrm

Art Dlreclor Martha Lmcry

Slrlf Artlsl []ric Kruskc

Clrculrtlon l.ynncllc A ltcrkins

lluilding Products I)igcst is published monthly at 45il) (iampus I)r., Suite 480, Newport Beach, ('a. 92660, phone (714) 852-1990, by Cutler Publishing. Inc.

ADVERTISIN(; OFT'IC[S

Advertising rales u1x)n requcst. lirom all states cast of'tlre Rcx'ky l\lounlains: ('ontact Jean Wrggoner (;ogcrty, niltional sales manager. lrrom Arizona, Ncvada and ('alifornia: ('ontact I)avid ('utler. lloth mty be rcached at (714) 852-1990 or by writing 4500 ('ampus l)r., Suite 4110, Newport lleitch, Ca. 92660.

lrrom Washington State. Oregon. ldaho, Wyoming, Montana. lltah. ( olorddo, Northern ('alifornia and ('anada: ('ontact ('arole llolm rt (206) 'l'14-3713 or 21819 ?7th Place West, [:dmonds, Wa. 98020.

SUBSCRIPTIONS

Change of Address-Scnd subscription orden; ind addrcss changcs to Ciru-ulalion Dept., Building Pnxlucts Digcst, 4500 Carnpus Dr., suitc 480 Ncwport Beach. Ca. 9266O. lnclude address label frum rocent issue ifpossible, plus new address and zip crxle.

Subscription Rates: U.S.: $25-one year; $41-two years; $55-three years; Foreign: one year payable in advance in U.S. funds- Canada or Mexico: air-$42; surface-$37: South America: air-$60; surface-$39; Asia: air-$70; surface-$39; Europe: air-$90; surface-$39. Single copies $31 back copies $4.50 plus shipping & handling.

BUILDING PRODUCTS DIGEST iS AN iruleperulentlyt wned publicution for the renil, vholesale aul distibution letvls of the lumber utul hotne <'enter markets in 13 Southem sates.

Osmose TV Show, Magazine

Osmose Wood Preserving has acquired a television show and a gardening magazine to offer new marketing avenues for their pressure treated products, licensees and dealers.

Tel-A-Cast Group, which will merge with the Osmose advertising and communications group, produces "Backyard America" and the Weekend Gardener magazine. Now a division of Osmose, the group will move into Osmose Studios, now being built at the Osmose facility in Griflin, Ga. This will be the production center for audio and video recording and post-production as well

Florida Yards Belly Up

Nearly 200/o of the traditional retaillwholesale lumberyards in the Jacksonville. Fl.. area have closed in the last few years.

At least nine building products supply firms are no longer operating: Foley Lumber, Crosby-Knighton, Wickes Lumber, Klumb Lumber Wholesalers, Builders Way, Arlington Lumber, Better Lumber, Delta Millworks and Triway Building Material. Some closed because the owners wanted to retire, but most were closed by fierce competition.

The former owner of Foley Lumber and Crosby-Knighton, Ellis Crosby, who is also president of Putnam Lumber and Export Co., said, "l phased out the two retail yards, Foley about three years ago and Crosby-Knighton within the last year. It was just not profitable and there was just me left."

Lack ofpreparation for changes in the market has caused some old style yards to close, according to Lockwood Holmes, president of Holmes

CSI Buys 2 Manufacturers

Chemical Specialties Inc. (CSI), Charlotte, N.C., has purchased the assets of Rentokil (SupaTimber) Inc., Norcross, Ga., and Woodtec, Rocky Point, N.C.

CSI will integrate Rentokil's SupaTimber business of CCA Type C wood preservatives and treating equipment into its own firm, maintaining the SupaTimber brand name and supplying the products and ser-

as radio and television commercials for Osmose licensees.

"Backyard America," formerly "America's Weekend Gardener," is nationally syndicated and seen coast to coast in over 30,000 cities by almost a million households weekly, according to Pat Simpson, manager of public relations and promotion at Osmose. Cable networks carrying the show include TNN, The Learning Channel, Family Net and RFDTV. It is also viewed on 104 commercial tv stations in the U.S., the Caribbean and Hawaii. Jim Bennett hosts the show produced by Jim Mitchell. Debbie Burns is editor of Weekend Gordener.

Dlstrlbutors

NORI}IEAST

GEORGE MCQUESTEN CO.

Iron Horse Park

North Billerica, MA 01862

(617) 663-3435

MID.STATE LUMBER CO.

20O Industrial Padaray

Branchbu4g, NJ 08876

(2Or) 725-49OO

SOUTHEAST

FURMAN LUMBER CO.

896O Henkels Ln.

Annapolis Junctton, MD 2O7Ol

Lumber. Explaining that the warehouse retail units took away the market, Holmes said "...they didn't update the facility to stay in step with the market."

"The whole nature of the retail lumber business has changed in 25 years," Crosby added. "The big merchandiser made us look silly when we marked something up 500/o and they marked it up 200/0."

He contends that niche marketing is the answer. The surviving independents are those who have gone after specialized customers such as speculative volume buyers, general contractors, commercial accounts, home improvement contractors or government business.

"lt's real simple," explained Michael Lanahan, president of Lanahan Lumber Co. "You've got to sell lumber for more than it costs you and you have to pay overhead. It's gotten real competitive in our field because the housing business has slacked off and the margins aren't there."

(3Ot\ 792-2234

EARL RAIFORD LUMBER CO.

P.O. Box 5498

Asheville. NC 28813

{'04\ 253-567

EppEnsou LUMBER sALEs, INc.

P.O. Box 1559 Statesrrille, NC 28677

(7O4) 873-432r

WOODFORD PLYWOOD

P.O. Box 1731

Albany, C'A 31703

(912) 883-4sOO

Branches in Alabama, Geogia & Florida

I.[,KE STATES

EMPIRE WHOLESALE

PO. Box 249

Akrcn, OH 443O9

(2t6) 434-4545

DETROIT FOREST PRODUCTS

35135 Glendale

Livonia, MI 48150

(313) s22O61O

BOEHM.MADISEN

Nl6 W221OO Jericho Dr. Waukesha, WI 53186

(4t4) s44-4ffi

T'PPER MID WEST

CANION LUMBER CO.

P.O. Box 9328

Minneapolls, MN 5544G9328

(6t2) 425-r4OO

WEST

AII{OAST FORESI PRODUCIS. INC.

PO. Box M

Chino. CA 91708

(7t4) 627-8551

vices lrom CSI facilities in Harrisburg, N.C.; Valdosta, Ga., and Gilmer, Tx. SupaTimber administrative and technical personnel will be relocated to CSI headquarters in Charlotte.

Woodtec, a leading manufacturer of wood preserving equipment and technology, will operate as a wholly owned subsidiary of CSI under Tom Lippencott and Jerry Lathan in Rocky Point.

AI^L{OAST FOREST PRODUCIS, INC.

End of Railroad Ave.

PO. Box 9

Cloverdale, CA 95425-0009

(7O7) 8944281

CEDAR WEST CORP

P.O. Box5224

Dmver. CO 8O217

(3O3) 294-9lol

EDITORIAL

Allce In Wonderland Just Tripped

ir WO months ago, grass roots opposition to a I biased Audubon Society television prog,ram on the nation's forests caused more than half a dozen blue chip companies to withdraw as sponsors. The flap gained national attention and in the process made people aware for the first time that mindless preservation of our forests is not in anyone's best interest.

It was the first bad press the environmentallists/preservationists had suffered in a long time. We suspect the event is the high water mark for their cause and the beginning of the pendulum's swing back to something approaching sense. Not an end to unquestioning public acceptance of environmental nonsense, but at least a turnaround and an end ofthe weak beginning ofour long industry fight to protect both national and commercial interests from the inevitable harm resulting from locking up the U.S. forests.

The forest products industry has a thin and often amateurish history of telling its story to the public. But finally this is beginning to change as groups of varying involvement press forward to reach the public and let them know what's really happening. Grass roots organizations have appeared spontaneously, mad as hell and determined to fight their David and Goliath battle against well financed forces that seek to eliminate their jobs and break the backs of the communities where they live.

Our side in this fight lacks money and the experience of the opposition in legal and regulation areas and in the critical job of reaching the opinion molders. But in the long haul, we've got something better: plenty ofl grit and determination to fight the good fight and the reassuring knowledge that the hard facts and the common sense of the issue lay squarely with us.

ffililuuo7hilnc,

One of the nofion's lorgesf wholesolers of quolity pine [r fir mouldings, fromes, jombs ond trirn-rclid [r fingefoint Domestic fr lmpored-lncluding thirty truckloods of controlled produoion per monrh-mixed tnrckloods our speciolry

FOR TNFORMATION CONTACT'

George Hovooros, pres.

Rick Hovooros, v.o.

Lee Rou.rlin. soles

John Douglos, soles

P.O. box 2300

Foir Ooks, (o. 95628

(9r 6) 96s-r r r 2

(800) 824-5878 Toll Free'

F6X 9r 6-965-08s4

CT PRSO, TI. OFFIC€

r-x

(800) 423-0868

(9r 5) 886-5741

FAX 915-886-3244

Steve Drongsholt 'llrnold Smith

DAVTD ('U'l'l.t:R publ isher

Down the road or across the world-Loth . o speciolly designed pallet with pull L-umber ships Western Red Cedar to your device for safe unloodrng of piggyback destination!And, it orrives looking great. vons

By truck or ship or rail-whatever the dis- . polybagpollet coverings for extra tance-the extro core that Loth puts into protection packaging assures your order a safe and . oirbog cushioning betweenlumber ond uneventful trip.

von wolls

Each order of Loth Lumber is prepared ,A\^ . waxed cordboord siding on polybags for specificallyforitsmodeof shipment.

odded protectiononoceonsliipments ll#fj,|-|j9t":$.:gincludeanv #m Miuocations:GordBar,washinston;Forks, of the following features:

Western hardwoods: a growing force

By Dave Sweitzer Secretary/Manager Western llardwood Association

challenge the western hardwood industry.

For years western alder has been the crown prince of western hard-

woods, but with demand for alder exceeding the current restricted log supply, other western hardwoods are making their way into the royal family.

Those woods, primarily Pacific Coast maple, Oregon white oak, California black oak. tanoak, madrone and chinkapin, all feature unique characteristics suitable for machining and pallet and paper products manufacturing.

Alder's workability characteristics are due to it being one of the "softer" hardwoods. Its consistent, light straight grain makes it easily finished to look like many other, more-diffi cult-to-mill hardwoods.

Strict grading standards and the availability of alder veneer have added to the wood's desirability for manufacturing a large variety of products, ranging from exposed wood furniture to upholstered furniture frames, from cabinets to toilet seats, and even chopsticks.

It's estimated that Northwest lorests currently hold 22 billion board feet of merchantable alder. Unfortunately, much of it is located in protected riparian (stream side) areas and in contested old-growth federal forest lands. 1988 alder log

Antlque Engllsh Flnlsh.

T HE desirability of western hardI woods for a variety of wood product applications has perpetuated a supply problem that continues to

Antique Cherry Flnish. Country French Finish.

Wolnut Finish. Pecon Finish.

production was 750 million board feet.

While supplies are sometimes limited, alder's popularity keeps increasing in the pallet and burgeoning pulp and paper industry.

In order to get more alder to the wood products manufacturers who can benefit from it most, the Western Hardwood Association (WHA) headquartered in Portland, Or., is pushing for what it calls "species diversification."

The idea, says WHA president Jerry Van Dorn, is to promote the use of other western hardwoods to take the pressure off alder.

According to Jeff Stephens of the California Department of Forestry in Sacramento, tanoak is becoming a preferred species on the West Coast for both Simpson Paper and Louisiana Pacific.

Stephens also sees tanoak as having great potential as a sawlog. While pulp remains its biggest use, tanoak is finding its way to the Pacific Rim.

Guy Hall is the president of Cal Oak Products. Inc.. Oroville. Ca.. a mill that specializes in producing both lumber and finished products from a variety of California hardwood species. He describes tanoak as

Western Woods Special lssue

tougher than oaks with less grain character. On the plus side, he says tanoak is excellent for flooring and structural work. Tanoak comprises 10% of Cal Oak's production.

CalOak is owned by Masco, Inc., which recently absorbed Universal Furniture. The purchase of Cal Oak guarantees Masco an uninterrupted supply of western hardwood, chiefly black oak, for its Drexel Heritage, Henry Dawn, Dixie, Beachcraft, Calstyle and Universal lines.

But Hall emphasizes Cal Oak is not captive, and is free to supply its products to anyone. "We're always looking for new buyers."

Black oak is 850/o of CalOak's current production. Hall describes the wood in glowing terms. "lt's a more expressive oak and has more figure," says Hall. "lt machines the best ofall ofthe oaks and is great for fine millwork."

On the negative side, Hall says maximum lumber length is l0 feet, "it's not very straight" and veneer is not available. In addition to small wood products manufacturing, black oak is used by pallet makers.

Hall's operation also mills madrone, which he says is somewhat like cherry and "machines beautifully."

Other up-and-coming western hardwoods include chinkapin, which has shown value for the pulp and paper industry, and Pacific Coast maple, which features a highly figured grain and, like alder, can be used in the manufacture of fine furniture, cabinets, veneer, pallets and chips. Oregon white oak, Columbia River ash and aspen also show potential.

Story at a Glance

Demand for alder often exceeds supply but other western hardwoods are beginning to fillthe gap ...working qualities turn "junk" trees into preferred species.

Volume of these hardwoods in California is estimated at 1.9 billion cubic feet for tanoak, 2.5 billion cubic feet for black oak, and 1.5 billion cubic feet for madrone.

Sources for any of the western hardwood species can be found by contacting the Western Hardwood Association at (503) 243-2094.

Western woods big in

building component market

l\ EMAND for engineered wood

Ll uuitoing components continues to increase with western woods playing an important role.

Story at a Glance

Reasons behlnd growth In englneered building components market forecast for next flve years profits availablefor retailers and home centers.

An estimated 85% of all housing in the United States contains some type of plant fabricated truss, joist, wall panel or other building component. Reasons for the upsurge in the market range from practical to aesthetic.

In addition to speeding up construction and lowering costs, the engineered products fill a need in

current open interior designs specifying exposed ridge beams and cathedral-type ceilings. Architects, contractors and builders find the wood building components offer many advantages.

E,ngineered wood building components are not new. Glulam beams have been in use for more than 30 years. However, more of the manufactured products such as engineered floor and roof beams, headers, joists, rafters and purlins are in use today than in previous years. Growth of the market is not expected to stagnate or taper off. Weyerhaeuser predicts its component sales volume to triple in the next five years.

Field contacts and research conducted by Weyerhaeuser break increased demand into seven categories, according to Michael S. Cohen, Weyerhaeuser Engineered Components Business marketing administrative manager.

o Engineered wood components

usually provide faster construction time and lower installed costs than conventional stick-built lumber construction or steel bar joist systems.

o With increased demands for higher quality construction, builders and designers prefer the strength and stability of engineered building components (such as floor beams) to reduce customer complaints and callbacks.

o The industry's raw material mix is changing. Future supplies of old-growth timber are limited by available resource and forest setasides, creating a declining supply of solid wood timbers and framing lumber in wider widths.

o lncreasing preference for open interiors has more designers specifying exposed ridge beams and cathedral-type ceilings.

o More builders are diversifying, going beyond single family construction into markets such as multi family, remodeling, and light commercial construction where components are widely used.

o Pressure is increasing on manufacturers to provide more specialty, custom products designed to meet specific customer needs, as opposed to conventional commodity products.

o Builders and designers have become more confident about engineered wood components because they can, in many applications, carry higher loads at longer spans than conventional framing materials.

Engineered building components represent a big profit opportunity for home centers and retailers. Builder and contractor customers who are turning to custom homes, oflices, restaurant, schools, shopping malls and other light commercial building need them to fulfill the design requirements of architects. Even remodelers will use them in building additions or updating to more current architectural designs.

M0BE engineered wood products are being used by builders.

Western red cedan for fabulous fences

11; ESTERN red cedar fence proUU jects offer a dealer an opportunity to merchandise and promote not only cedar, but other items such as nails, hardware and finishes.

Fencing designs and styles are virtually unlimited, thanks to the variety of western red cedar fencing products available. And, because of its natural phenol preservatives and cell structure, western red cedar will provide your customers with years of durability and good looks.

Story at a Glance

Ways to sell more fence materials. various designs for display. benefits to point out to shoppers . . . cross merchandising's part.

You can recommend western red cedar fencing products in either clear or knotty grades. Clear cedar offers a fine appearance, with limited characteristics such as knots and other markings. Knotty cedar features the same durability and workability as the clear products, but at a lower cost. Knotty products provide a more rustic look.

Samples of various fence designs will help your customers determine the style they wish to build. Panels of various designs or photos should be located near the fence materials. Cross merchandising of nails, hardware and finishes will complete the project selling concept.

One of the more popular fence designs you can showcase is the traditional board fence. This fence uses standard dimension cedar lumber for framing, and one-inch boards placed vertically for slats. Since boards are

available in widths ranging from four to l2 inches, the possibilities for the look your customers desire are greatly expanded.

For a variation, the boards can be installed horizontally. This design, which requires longer board lengths, provides an interesting look.

The addition of cedar lattice panels and decorative posts dresses up a fence. Pre-constructed framed lattice panels, placed at the top ofthe fence, are good suggestions for builders and do-it-yourselfers alike. Sheets of lattice can be cut and sized to individual needs. Or, your customer may have his own cedar lattice design in mind.

Ordinary posts can be modified to provide a professional look. The tops can be beveled, or cut at a 45-degree angle. Post caps can be created by attaching squares cut from cedar boards which are smaller or larger than the post.

In its natural state, western red cedar's color features warm brownred tones. If left to weather naturally, it will gradually turn to silver-grey. While western red cedar is naturally resistant to decay, application of stains or paints should be suggested to provide a longer service life and complement the color of the home exterior.

Western red cedar fences and other outdoor accessories, such as benches, planters and decks, offer profitable opportunities for additional sales and cross merchandising. Nails, hardware, cement, paints and finishes are essential to any cedar outdoor project.

FEIICE samples such as these should be displayed t0 help customers select the design that best suits their home.

Western woods need special (pressure) treatment

li..lr'llru |. lltitlr '. ti.'. ,i \r,.1 ",,1 L l,. l,., .l ,Ll l1)\l\ l() lllL ,tll,Lr ktttr' Ill',llll\lll l)'r,L t,rl llt,., l,t,LIl\ lllit:l lrL tllil lll(rl\l( l l(,l)l(r\ l\ii .lll,l\ j! (Jll.llr'lrl(r l.'\ lt\i :ltr'l ,rtr'lrll\l llti ttlrtll \\ ltrlt' I t. \.ilr\\()ri\l ll tttrr:l \l)r'rle\ l\ l! illl\! l\ r',1\\ t() 1l!'11911 ,rlr'. tlrc lrtrrtltr{)r,ql q1l lrtrr,lieirllt lrll trpl's ol troorl r: ilillitLrlt. ()tlter tlrrn ntotslLllr' r'()llr'rtl lltc lttttlrttttron ol lt('rrt1* oril ,ulr j srtpworltl is l\r.rllll! llrt'rlcr'itlittg litctor lts to ll()\\ tr nrer|lrer elll lle ltcirlctl

flll. \\ \lll{ltt}l(\l t)r(\\ur\

I ttcitttllen1 of r,iooll. ll('ll' it

Bcstcrtl stiut(ll)()itlt. ts atl ()periltloll

tlrat corttrilts r irrirrblcs irrrtl cltallcngc; tllrt lrta).'ttot llc rccogtrizctl

b!' pcoplc f'rorrt rtLl r soLl lltctrl nrarkcL irrcls. Iltstcad 0l' tlcrtlirlg rritlr ()lle l'.r.it .Ietics Frltllr (sotrthcrn ycllou ltinc-) tltal i:1'111hahll' tlte casicst t() tl'cilt. \!c\lcl tl opcfal()fs rrre ftrccd rvith sqr cl'al difl'ercnt typcs ol' wood.

'l'hc rrtost col.l.)ntott otrcs include the pincs. I)ouglas iir. ltetlt-llr. weslcrn lrrrch. rcclrvood and ce'tlltr.

'l he group cllssif recl as hctn-flr is lr.rclc ul' ,'l'sit \cpilliltc spceics: \\ cstcnr hcrllock. [)acilic silver llr. noblc flr. grarrcl fir, Calilirrnia recl flr and wlrite flr. l]aclr onc ol thcsc spccies has its o\\'11 treitting clrrtrltctcristics. and that has probablt' been thc cause of' ntanl' spiritctl discussions betu'een a irlant nrnnager and his lreating engitteer over lhc -v-cal.s, It is largely in re sponse to that prohlsnr lhat several lypcs of' wilterborne preservalives arc usecl in our weslern plants.

In the pre sstlre lrcaling ot' uotld products. it is neccssliry to lcltieve both a proper penetfation of tlte solution inttt the menrbcr as rvcll as a rclerrtion strong cn()Llgh to be

Story at a Glance

Why western woods require special treatment to meet AWPA and AWPB treating standards ., which chemicals are the most successful with western woods.

I\i lrLtlt l:trl Io ltr'.ll tlttttt \\ LlL tlrrrt|lr' litt\tl\,llt\r'\ llt,lt itlt' !Lrl! f ll\ ll, tlttl tl:r'Ll itltlLr,le ,IltTllolll,t\,ll,,,1,111 1,ll\r'llille

I \( \) ,lllltll(rlll.rr.tl ttrlt|1'1 /llle ,tt \t lt.LLr' i 'r( u' \ ) l;1, rllllrlld CtlltliL L1\r'lt.tl!. (( ( ,\ tf,lteS ir h.c), .rrtl t lrr.nrrrlltl zittc e lrloritlc l( /( ) \\ ltrlt'rlllrrtr ot'-i'{lu lur l]lolrrrblv llrrtriiitr * itlt ( (.,\ antl its rcry lrnc pcrfinntiutco rcctlrd. lhcse ollrer prcsorvativcs ntotttioncd rllrry bc lcss wcll kuorvtr.

\( / ,\ lrlrs w'idcsltrcttd ttse irt tlrc \\ e \te rn slatos itnd providcs crccllerrt l)r'otcctiolt rrgirittsl dccal' irntl lcrrrtites. Iier,'irttse it can bc ircrrtctl nt()r'c lltr tt s()lnc rithcr Ireser'\'irllVes. 1l r'itll llrl\C ilt)ove il\ e rirg,c l)cr'rctralitlir tltrnlitics lrnd gives good rusults t() spccics tllirt rlc clil'licult l() trcat.

(l/C has proven 1o bc u goocl prcscrvative lilr use in dricr applications. llccausc it is subject to leachirrg under nct corrclitiotts, it is nttt rcconrrlende'cl lilr grouttcl contact ol in uet installations lt will Ineet \WI'A ancl ;\WPIJ stanclards lbr lbove grottncl usc.

i\ll of the rvaterborne prcservitl.ivcs nrcntioned here leave the woocj surfacc cornparatively clean, paintable. and liee f'ront clclor aller dry''ing following lreatnrenl.

Species coulaining large irtnounts of healt\\'ood. such as l)ouglas fir irrrcl irem-flr. lrc usuallf incised with srlall pcrlbrrrtions in orcler to forn.t l)irssagcs tirr tlte Itr:scrr irLivc lo penotrate deeper into thc rvood.

'lo rr large extent, it is bccausc of thc rl if{'ercnces of the westcrn rvoods in terms o1'their heartwoocl ancl sapriood content that several t1'pes of' chenrical formulations

Although this has been oniy a curs()ry look at waterborne tLcating in lhe wcst, I hope it has brought to !,our attentiolr solne of'tlre different species and solr"rtions that are used [rere.,\long with creating more variables to contend with, this variet-y also presents opporlunities lbr the consurner to cl.roose results irr regards to cosl, color after treatnrenl, ancl clegree of protection n ceded

Showroom for homeowners emphasizes western woods

tTATERING to the homeowner Vand remodeling business. Memphis Sash and Door Co., Memphis, Tn., opened Huttig Windows, Doors and More in Bartlett, a Memphis suburb.

"The whole concept really started," says Carl Ripperton, regional manager, "because we are a onestep branch dealing with residential contractors. Through the years, we have been dealing with homeowners more and more frequently. After a year, the contractor's responsibility to the homeowner is ended. So where do homeowners go if they have trouble with an item in their home or if they want to do some upgrading or remodeling? The contractors have been sending them to us."

The company began with direct customer sales and established an inhouse showroom. Problems arose when the homeowner/remodeling business kept increasing and there was no one available to staff the showroom full time.

"We were glad to have the traffic," Ripperton explains, "but it was disruptive to our regular activities to have homeowners come in during regular business hours. That is one big reason we considered a separate showroom facility specifically geared for the market that was approaching us."

The showroom, which is located in Normandy Place Shopping Center, displays and sells stair parts, columns, trims and millwork in addition to doors and windows. Most of their products, such as Simpson doors and millwork from Dorris Lumber & Moulding Co., Sacramento, Ca., are manufactured from western woods.

Customers pass through the main entrance into a patio colonnade area and from there through a magnificent door with sidelights into a foyer. At this point they could be in a

small, but attractive house. The showroom contains a dining room, a living room and a den. All the products shown are built in as they would be in a home.

Library paneling, ceiling moulds, chair rails, shadow box walls and various window and door trims simulate actual use in a home. Free standing displays of door and window products augment these.

The showroom has recently been duplicated at the Huttig branch in Knoxville. With the dollars spent on remodeling approaching the dollars spent on new construction, there is a big market waiting out there. "[n the rest of the country, wood is coming back," Ripperton said. "[t never left here." Wood doors, windows and lots of millwork are popular with southern homeowners-

Open a little over a year, the showroom has used some print, radio and television advertising to boost the steadily increasing traffic. "Some of our best advertising has

Story at a Glance

Memphis, Tn., wholesaler opens showroom for remodeling homeowners... model rooms display doors, windows, millwork... western woods predominate.

been word-of-mouth," Ripperton notes.

Last spring the showroom began to offer installed sales. Using the quality sub-contractors and remodeling contractors with whom Memphis Sash and Door regularly works, the service makes the prospect of remodeling or upgrading easier.

Memphis Sash and Door Co. was incorporated in 1908. It has been a member of the Huttig Sash and Door group of companies since 1922. The company has 70 employees and services a 150 mile radius from its one location in Memphis. The outlet sells mainly to residential contractors.

H0MEUKE setting shows olf moulding, doors, windows and other millwork products

Fingeriointed studs: efficient use of wood

ar TUI)S 9 ft. long that stay 9 straight under most conditions can be a reality, not a dream. with fi ngerjointed studs manufactured from western woods.

Using multiple pieces of Doug fir, hemfir, Englemann spruce or lodgepole pine, the engineered product has superior dimensional stability because it uses lumber dried to 1906 or less moisture content. This means it will stay straight with no warping, an advantage in hot climates. lt will also yard well.

Since the stud is engineered, it can be manufactured in any trim up to 120". Strength is another benefit. Glued joints are considered to be stronger than the original wood. Accepted by the model building codes and national building standards, fingerjointed studs are recognized as having the same characteristics as full length solid sawn lumber of the same grade and species and are graded accordingly.

Good for any stick construction, fingerjointed studs are gaining popularity in southern California and Texas with some used in Florida, Virginia, the Carolinas and other states with hot climates. Thev are not

a new product. Joe llelknap, sales manager at Trumark Industries, Spokane, Wa., says his company was a pioneer in fingerjointing studs l5 years ago. With the present concern for more efficient log utilization they are seen as filling a need. Solid material is not always available to meet special long length requirements.

Retailers and wholesalers who inventory the product say it sells fairly well although there are several negatives to overcome. l"ramers have a reputation ofobjecting to the appearance. However, an informal field study showed most of them like the performance, especially the strength and straightness.

Lonnie Coolsby, president, John E. Quarles Co., a F'ort Worth, Tx., retailer, compared the acceptance of fingerjointed studs to that of OSB. "As the consumer becomes more accustomed to the product, more will be used," he commented.

His company inventories fingerjointed studs in 8,9 and l0 ft. lengths. "We have to have them," Goolsby said. They're not a big profit item, nor a premium item in the present Texas economy, just a close

margin with a normal markup, he added.

Strict product certification requirements and hourly in-plant quality control are specified for structural glued dimension lumber products which include fingerjointed studs. I)esign values are the same as for solid sawn lumber of the same size, grade and species.

Story at a Glance

How to llll customer needs for studs with strength, dimensional stability and extra length. growing acceptance of fingerjointed studs in Texas and Southern California... importance of western woods.

Fingerjointed studs gradestamped "Stud Use Only/Cert Glued Jnts" are assembled with an exterior type adhesive or water resistant adhesive conforming to special strength and durability requirements. Intended for use as a vertical end loaded member in compression where no sustained bending or tension loading conditions are present and where the moisture content of the wood will not exceed l9%r, glued joints meet design requirements for short term bending loads for lateral forces such as winds, earthquakes or impact. The product is manufactured to meet the performance capability of end loaded bearing studs.

Glued product rules, sizes and specifications including mill certification, quality control and reinspection are under the auspices of the American Lumber Standards Committee" In the west, the Western Wood Products Association is the rules writing and quality control agency.

ls Douglas fir all it's cracked up to be?

6 URING 1988. 10.4 bittion board Ll feet of Douglas fir lumber, with a wholesale value of $2.68 billion, was produced in the West - enough lumber to build more than 800,000 single family residences.

Those are big numbers, but they're not confined to this country. Douglas fir is coveted in Japan where it is used both in Japanese traditional post-and-beam construction and U.S.-style 2x4 "platform" home building systems. In Australia and the United Kingdom, where Douglas fir lumber is often referred to as "Oregon pine," it is also prized. In Europe, the species is frequently chosen for millwork, providing a good market for clear grades.

So just what is it about Douglas fir lumber that gives it a multi-billiondollar market across the United States and around the world? Why has a lumber that was first commercially produced in 1828 at a small Oregon sawmill built by Oregon pioneer Dr. John Mcloughlin become so popular, so widely used?

To begin with, there is the material's amazing versatility. Consider the number of ways Douglas fir can be used in a typical house.

First, it's used for framingfor posts, beams, joists, studs and rafters.

Then it's used for sheathing and subflooring and concrete forms. Additionally, it can be used as siding, which is both attractive and durable, meeting the records of virtually every other wood species commonly used in contemporary home building.

Moving inside the house, Douglas fir is used for cabinets, doors, door frames, windows and window frames, interior trim, mouldings and furniture. It also serves as a popular and serviceable softwood flooring, and can be finished, painted or used under linoleum and carpeting.

Story at a Glance

Worldwide, multi-billion-dotlar market is based on wood's remarkable performance, not hype. working qualities and appearance put it at or near the top of softwood favorites.

Outdoors it's used to build ladders, lattice work, decks, fences, storage sheds, arbors, gazebos, doghouses, retaining walls, planters and sandboxes.

Moving beyond the house itself, there are the heavy Douglas fir structural timbers used as railroad ties, in mines and in some buildings. Douglas fir posts, beams, stringers, joists, bracing, flooring and decking, rafters and roof decking make up trusses for factory and warehouse roofs.

On the farm, it's used for barn cornices, siding, boards and battens, chicken houses and feeders, cribbing, barn flooring, flumes, pens, gates and fences, chutes, granaries, troughs, hog houses and sheds.

But the question remains, why Douglas fir? What is it about this wood that makes it so incredibly widely used, so popular and, above all else, so versatile?

Begin with its strength. The wood is, pound for pound, one of the strongest of the softwoods, and its load-bearing capacity equals that of many mild steels, while being considerably lighter in weight. Douglas fir's strength makes it the nation's first-line wood for structural purposes.

It holds nails well. It holds paint. It has an exceptionally long life, even under conditions which foster decay. It glues well and is treatable.

Beyond these qualities, the wood's straightness, stiffness, ease with which it can be worked, and availability in a wide range of sizes and grades are each a good reason to value the wood highly. When they're combined in a single species, you have the reason(s) the wood is so universally prized and widely used.

There's one more reason. It's beautiful. The inherent beauty of Douglas fir makes it highly prized for virtually every kind of finish work.

That's why Douglas fir has been and continues to be a universally popular form of lumber. Customers can cut it and shape it and work it, it doesn't cost an arm and a leg, they can get the size and grade they want where and when they want it, they can nail it and paint it, it can be treated, it's strong, stiff, durable, and looks good.

###'H&:ii.#i(4#'ii#;Litij#ii.t#i6!!K.t*i(K<{.!t{,r.til<l.r<J!liillr.wtt<<;1kt!t!"P,wr.4i|tiir.ii.ii

opcrtctl l l\{obilc. r\1.. ollicc lor ('rtrihhuur Ltuttlx'r ('o.

llccltirt.t:,(r ('o. plitns t<l ildd ahor.rt J() storcs to its //orrrc Qtrur/r'r,s chnin over thc ncxt thrcc ycars, with at least lirttr in AIabanrl. scvcral irr thc sottthcitst ancl ccntrul t l.S. ntarkcts ancl lubout l5 in tlrc lJostott lrrea

Lortt"s opcnccl l tlcw 72,000 sq. li. storc in Wilrningtort. N.('.. convcrting thc Kcrr Ave. storc t<l a contractor's sttpply ccntcr... /.orrr ls in Aikcn, S.('.t SulIolk, Va.. ancl Washington, N.('., wcre rclocatccl, ncw locati<tns in Anclcrson, S.('., itncl t:lizabcth ('ity, N.(1., wcrc announcccl as wcll as a probablc'I'lllahasscc, 1"1., site...

llomc Qtturttr.s Warchttu,st' opcnccl an 8-5,000 sq. li. store in l)urhanr. N.(1.... ^5to/1t".s is startirrg a rcnovation of'the Winter llaven, l:1., storc this lall with l5-20 other storcs scheclulcd lbr updating in 1990.

llome Dt'pot is rc-evaluating plans to build a unit in Clayton County, (ia.. lookirrg for a larger site capable of'housing a 100.000 sq. ft. store...the Jql.lerson Purislt Council re.jected Ilorne I)cpot's zoning change application in Metairie, La., killing a proposed 100.000 sq. ft. store . .

Pl.ymurt opened South.side .Spt't'ialtias Show,room in Mc[)onough. Ga. Gtt1, ,loncs Ltttnher opened in the former Ollic Lum' ber Co. facility in Spiro, Ok. Dav,is Dist'ount Suppl.y, ll'., Cireers Ferry, Ar.. is adding 4,200 sq. fl. to its showroom and new offices in a remodeling

Mc'Coy's Building SUPPIY C.'ert' ter. Brownwood, Tx., held a grand re-opening and board cutiing lor their new 120 x 150 fi. building

'l'hc l)ttlt' ( 'o. is nttlvittg its (irccrrevillc, Va., opcrtttion to lurgcr quartcrs, cxpattdittg the storc irpproxirnirtcly 5 tintes, ancl has openccl a ltew storc in Ashcvillc.N.('....

l-he Ilornc /)(7,o/ storc in Ncw I)ort ltichcy. Itl., was burglarizcd, losirtg ovcr $2,5(D in string wced irnd gritss trimnters . llrc dcstroy'cd a wttrchttusc at 1.rrxrls in llirkcr'. l.u. ,

l)iurnotrd Ittmbt'r. l)allas.'l'x.. plrt 23 locations inclucling those in l:klricla <ln the markct and ckrscd scvcrl including a [)clancl, l:1.. rrnit ... LL'ickas I.ttnrhcr ('o. clclsecl its [.akeland. lil., yard

.\r'rttt'lt Luntbcr ('o.. ljulton. Al., is celebrating its l00th ycar. ..lluttby Lttmbt'r ('o.. llcrryville. Ar., is thc oldest h-rmbcryarcl in thc state ilt lll . .

llonte DL,ytl htrs aclded an inhouse tv network based in Atlanta, (ia., to train enrployces ancl communicate with 100 stores in I I states . The Pat.v, Co. sponsored a Johnson City, Tn., car show to benetlt Ccrebral Palsv ol [ast 'l't'tttrcss((

Zick,qra /' Ha rclw'ood ('o.. Franklin, N.C., has completed construction of a new harclwood moulding f acility ancl added three 100 MBF dry kilns .. . Burllr.s Co,, Lynchburg, Va., moved its ofllces to its hardwood flooring plant site .

Coastal Lumber Cir. has acquired Central Oil & Gas Co., Ittc., Jane Lew, W.V., including 1,000 acres of Appalachian timberland.. . Dawn Bargeron

'lixlco l'lixxl I'nxlutt.s sold its Alcoa, Tn., rcsiclcrrtial strip llooring plant to llill Mullican who chartgcd the nitntc to .'lAcrs ll''ttrxl I)rrxlu('ls. .9u1(,\ lrtdtt.s' trics, lrrc., lrugenc, ( )r.. actluired thc ( )rrrlrr .Munulit('tunl,{i lircility in ('orinth, Ms., to ol)eratc as .\7rrlr'.r Inilustric.s Sotttlt

(ittulino Li,qhtittt:. Miami, l;1., has acquirctl l\trttt lmYtrls, lnr'., l:aston. Ma.. lirr about S3.25 nrillion llluxutitt' ('orp. Ilurrlhoard (inutp has changccl its name to lfuihlin.q l)nxhu't.s (ixttrp

(hlttric ('or7r. [115 a ncw $52 nrillion, 426,(XX) sq. li. appliance nrfg. plarrt in l:lorence, S.('. 'litnt ('rr. will accluirc Inv'n-Boj, /lr'. f'rclnr Outlnunl Nlurinc ('orp. for $85 million

.\utlxnrd Intcrnuliortul I"unber cQ I'lvv'rnd Inc. has closed its Marictta, (ia., branch...

Unpltlatt l.untber Cir. has complctecl a ncw southern pine mill in Mclleth, S.('., to replace one destroyed by lire in l9ttl; ofllces ancl shipping will be in Moncks ('orncr, S.('.. Robert I Iickok, salesnrgr....

Ro.v' 0. Murlitt Lumber C'o., Llurtitt Timhcr Co. and llfHC Propcrties, Alexandria, La., have acquirecl 70,4,51 acres ol' Vanpl.v, /rrr'. timberland in La. fiom ltx0('o

The Jcttkirts Lunther (tr. sawrnill near liolsont, La., burned to the ground with an cstimated loss ol' $161,000 . . ^\t'ott'lt Lumbcr ('o., Thomasville, AI., has applied fbr a permit to operate a non-hazardous inclustrial landfill fbr mill waste at its l;r"rlton, Al.. fircility

Hottsing "stalLs slipped 5.2{th in Sept. (latest figs.) to an annual rate of I,263,000 units, a seven year low single family honre starts dropp ed 2.l\lt,'multilamily, 2.20/o... building permits dropped 2.40/',

Hurricane Whips Up Huge Demand

& Damages

T HE

DEVASTATION of Hurri-

I cane Hugo has area dealers struggling to meet the demands of owners of damaged homes despite heavy damages of their own.

The hurricane's Sept. 2l attack on the Carolinas hit Shaw Lumber Co., Sumter. S.C.. with about $1.2 million in damages, claiming 350/o of its inventory and 7 50/o of its warehouse space. "lt's a nightmare," they said, explaining rebuilding will take at least six months.

Few businesses, though, were not affected.

o Bull's Bay Supply, McClellanville, S.C.: "We're totally wiped out," said Debbie Thames. "We flooded with six feet of water in the showroom. The wind took all our lumber sheds and storage buildings. True Value sent us two tractor trailers to operate out of. Bit by bit we're putting it back together. The four walls stood, so we'll probably try to shovel out the mud and rebuild."

. G.S. Carter & Sons, Charleston, S.C.: "We had $360,000 to $370,000 in building damages, not counting all the lost inventory," said Jim Steffel. "lt blew out the back end of our main building, our secondary building across the street, the storage and resaw sheds, all our treated storage, and the front windows in our showroom."

. Coastal Lumber & Plywood Co., Charleston: "We had five pole sheds and it blew them about into the next state," said Jerry Robinson. "Maybe 5% of the buildings in the city weren't affected in some way (by Hugo). All I've done for two weeks is go and check jobsites. A lot of different products will be used, because qne building will be 50 years old and the next six months old."

o Buck Building Supply, Charleston: "Normally, we're mostly a contractor business," said Stacy Hardee.

Story at a Glance

Hurricane Hugo's assault on the Carolinas guarantees heavy demand at area lumber yards and home centers into 1990. most companies also busy re pairing damages of their own.

"But since the hurricane, our cash business has tripled. Half our sheds were blown away, so half our materials are messed up. Our suppliers are also messed up, so we're having to find new ones. Nobody knows what they're doing.

"There was a lot of looting after the hurricane. With the sheds gone, lumber was flying everywhere. So people came and took as much as they could carry off. But what they took probably wasn't any good after the rain anyway."

o Lowe's - University Center, Charleston: "Anything that was in the yard was really tossed around," Jay Hicks said. "But the biggest problem was electricity. Everything was just shut down. It took two weeks for some people to get their

electricity back."

o Builderama, Charleston: "We've been swamped," said Dan Heintz. "And we'll feel the effects of this for at least six months, with people repairing yards and so on through the spring.

"We closed two days and were open four days without power. Three ofthose days we had a generator, but one day we walked around with flashlights. Everything was flooded, and we'd bring people in up to the front counter, get their order, wade back to get it, and hand write the purchase."

o Hughes Lumber & Building Supply Co., Charleston: "The roofs blew off the sheds and the warehouse and lumber got wet, but we've been so busy we haven't had time to check our own losses." said Cameron Burn. "We just covered up the roof and went to work.

"Prior to the storm, everyone needed plywood. The day after, people came in for polyethylene, pumps, plywood, roofing and generators. But at least now the sun's shining. People are starting to feel a little bit better. When you don't have electricity, it's tough. But one by one, the lights are coming back on."

Providing Total Information Management for the Forest Products lndustry:

.

DISTRIBUTION YARDS

PRODUCTION OPERATIONS

.

Sawmill, Remanufacturing Facilitios, Kiln Operations, Treating Plants, Millwork Plants

BROKERAGE OPERATIONS

.

CONTACT: Garv Miller

CALENDAR

NOVEMBER

Florldr Lumber & Bulldlng Mrterhl Deders AssoclationNov. l0-13, dealer roundtable, Orlando, Fl.

Buildlns Materlal Merchants AssociatlonNov. l2-15, management conference, The Cloister at Sea lsland, Ga.

Natlonrl Forest Products AssoclrtlonNov. t2-15, annual meeting, Camelback Inn, Scottsdale, Az.

['orest Producis ConferenceNov. l4-16, sponsored by Resource Information Systems, Swiss Crand Hotel, Chicago, il.

Vlrglnh Building Material AssoclationNov. 15, credit seminars, Manassas, Va.

l,umbermen's Club of MemphisNov. 20, nominations luncheon, Racquet Club, Memphis, Tn.

InterbuildNov. 26-Dec. 2, building & construction exhibition, National Exhibition Center, Birmingham, England.

Environmental Resource CenterNov. 27, underground storage tank seminar, Birmingham, Al.

DECEMBER

Lumbermen's Club of Memphis - Dec.2, election of oflicers & dinner, Racquet Club, Memphis, Tn.

Mid-America Lumbermens Association - Dec.7-10, Caribbean cruise, departing Miami, Fl.

Building Material Merchants' AssociationDec. 12, budgeting the bottom line seminar, Birmingham, Al.; Dec. 13. Atlanta. Ga.

Building Material Merchants' AssociationDec. 18-20, basic training program, Austell, Ga.

JANUARY

Bt0 PR0r[$!

FAMOWOOD

is the PR0FESSI0NA['S ALI PURP0SE PIASTIC

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

Can be used under Fiber Glass! &e

Ready to use right out of the can, Famowoodapplies like putty-sticks like glue; dries quickly; won't shrink, and will not gum up sander. Waterproof and weatherproof when properly applied.

Ayailatle in 16 matching wood colors and white.

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

Building Material Merchants AssociationJan. 12-13, buying show, Georgia International Trade Center, College Park, Ca.

Hardware Wholesalers, Inc.Jan. 12-13, winter building products market, Stouffers Hotel, Orlando, Fl.

International Housewares ExpositionJan. l4-17, McCormick Place, Chicago, Il.

National Association of Home BuildersJaln. 19-22, annual convention, Georgia World Congress Center, Atlanta, Ga.

CC DistributorsJan. 20-21, market, Wyndam Corpus Christi Hotel, Corpus Christi, Tx.

World of ConcreteJan. 20-23, annual expo, Astrodome/ Astrohall Complex, Houston,, Tx.

Kentucky Lumber & Building Material Dealers AssociationJan. 24-25, annual convention, Hyatt Regency, Louisville, Ky.

Central Builders Supplies Co.Jan. 25-26, annual trade show, Orlando, Fl.

Independent Builder's Supply AssociationJan. 26, spring show, Raleigh, N.C.

Hoo-Hoo Vote Rejects Women

New officers and directors for Hoo-Hoo International, the fraternal order ofthe forest products industry, were elected at the 97th annual convention where a proposal to remove the word "male" from its membership eligibility requirements was defeated.

The required 7soh favorable vote to enact the change fell short by only five votes. The total vote count was 78 in favor of the proposal, 3l against and 2 abstentions. A proposal to place the issue before delegates at the 1990 convention in Oakland, Ca,, has already been received at the HHI international office.

Lyle Hoeck, Sioux Falls, S.D., was elected Snark of the Universe (president); Brent Crosby, Walnut Creek, Ca., lst international v.p.;

Company Observes TSth year

High-end decorative millwork design is the specialty of Jenkins Wholesale Supply Co., North Wilkesboro, N.C.

The 75 year old company serves a market area including both North and South Carolina, eastern Tennessee, southern Virginia and part of Georgia. Lewis H. Jenkins Sr., presi-

Jeff Loth, Snohomish, Wa., 2nd international v.p.; Bernie Barber Jr., Fresno, Ca., sec./treas.; immediate past Snark Phil Cocks, Orlando, Fl., chairman of the boarc.

The new Supreme Nine (regional directors) includes Warren Biss, Taunton, Ma.; Dave Blasen, Portland, Or.; Neil Olliver, Parramatta, New South Wales, Australia; JanEvert Hermans, Vancouver, B.C.; Chris Goff, Houston, Tx., and Frank Gray of Ocoee, Fl.

The oldest living past Snark, who holds the office of Seer of the House of Ancients, is Ernie Wales, Spokane, Wa.

The convention in Honolulu was attended by delegates from across the globe including a large contingent from Australia. Honolulu Hoo-Hoo Club No. 142 was host.

sroP UIASTING MONEY ON cosrr-y wooD

dent, is the second generation to head the company which employs over 150 at its 200,000 sq. ft. facility.

A staff of 12 handles sales with a fleet of 24 fiactor trailers making deliveries. Ernie Hoyle is v.p. in charge of sales, David Szczygiel, operations, and Lewis H. Jenkins Jr., purchasing.

The family's involvement in the firm began in l9l2 when Charles E. Jenkins, a wholesale hardware salesman, bought the company for which he worked. During World War ll, they expanded the line to include building supplies.

ln 1949, Jenkins Wholesale Supply Co. was formed as a separate entity. The first in the state to feature door pre-hanging equipment, the company also introduced casement/ awning window combination manufacturing in North Carolina.

Lowe's Embezzler Sentenced

A former employee of Lowe's, South Boston, Va., charged with embezzling $2,900 in cash and merchandise was ordered by the circuit court judge to make financial restitution to the company in exchange for a lO-year suspended sentence, according to the Gazette-Virginian.

Angela Carr Winstead, 20, had her sentence suspended July l9 contingent upon her good behavior for

l0 years and repayment within six months of $2,980.56 for stolen cash and goods and $4,264 for expenses incurred by Lowe's in investigating the case.

The grand larceny allegation included five detailed transactions, most involving bogus returned merchandise slips in December and January, although the prosecution alluded to several more instances.

SHANKS ARE EXTRA-THIN and strong! Can be driven close to board edges without causing expensive wood splitting. Use for Redwood, Cedar, Hemlock, etc. Stormguard protected: Double hot-dipped zinc-coated for maximum rust and corrosion resistance. Available in plain and Anchor-Down shanks, and in colors to match pre- painted and pre-stained siding.

ffthbbil1zouseq! sdesperson,$vev

At Willamette Industries, we've always believed long distance relationships were best suited for pen pals. Not customers.

When our salespeople visit you, don't be surprised if they bring along a mill superintendent. After all, one-on-one contact is still the best way to higtrlight the quality and variety of our Southern and Western wood products. Lumber and plywood orders are shipped directly from our mills, but for extra support, we rely on a network of strategically placed warehouses to further fil1 your needs.

Either way, we've got the capabilities-and the peopleto meet your "just-on-time" requirements.

So if you're ready for a closer working relationship, call Willamette. And get used to hearing more from us. In person. /,\Willamette

\XZ Industries, Inc.

Lumber & Plywood Divisions

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

\ourl rcad.

Bill Cartcr, Southern Lumbt:r Sales

Land of DIIfE[l Reputation by Product PONDEROSA

ome Center erchant

BILL FISHMAN

Bill Fishman & Atliliates

11650 lberia Place

San Diego, Ca. 92128

llY

TRAVELS

in rhe Norrhwest

lUlrecently took me into a number of lumber and building material retailers that had a common omission. Lumber was no where in sight. When I reached my office I searched out a column that I wrote in January I981.lt's worth repeating!

I can walk into any discount house or local hardware store and find paint, hardware, tools, electrical and plumbing needs and lots more. The one thing they don't feature (not yet anyway) is lumber. So how come when I visit some home centers the only visual merchandising I'm exposed to are the same product categories I can buy in the discount house and local hardware store?

A common characteristic | find in my work with independent home centers and building material dealers is that their showroom is totally void of the one thing that makes them different from other types of retailers lumber. Many don't show a stick on the floor. Some position it across the back of the store area to give them easy access to the warehouse inventory. That's a symptom of a retailer being more operations oriented rather than sales oriented.

All of lhe marketing programs we develop for dealers who are out to capture more of the big ticket d-i-y business contain the following recommendations:

Bring the lumberyard atmosphere

inside! Ler'em smell it. l)isplay lumber up front and make it self-selection. Let the customer see lumber the minute he's inside the front door.

lf the showroom is 10,000 square feet or more consider splitting the center aisle with lumber and building materials on the left or right running the tull length of the store from front to back. Allow for wide aisles and provide lumbercarts permitting the customer to serve himself and wheel the cart to a check-out counter. Stock the racks and shelves with studs, boards, plywood sheets, banks of paneling, moulding, insulation, even "take-with" millwork. The giant home centers let their customers load prehung doors, combination doors, windows and kitchen cabinets and other millwork on flatbed shopping carts. They keep sales help available to answer questions and solve problems but also make it easy lor the di-y to se{/'-select if he wishes.

Where space does not allow you to inventory on the sales floor it's important to let the customers know what is in the warehouse and in the yard. Do it with signs and/or sampleboards. Let 'em know about the roofing, siding, plasterboard and timbers.

Big showroom or small, every retail floor should "sell" the end product that their lumber and building materials create, the family room, dormer, fence, garage, shed, porch, deck. Let pictures tell the story. Use photos from shelter magazines or manufacturer's spec sheets mounted on walls, columns and behind the lumber desk. Try merchandising and promoting "packages." They're profitable and relatively non-competitive. And, while they may not actually sell as "packages," their success as a promotion can be measured in the increase in the sale of basic lumber items.

Lumber and building materials make up the largest portion of the dollar inventory at the home center. Show these products. Keep 'em up front. Don't get caught up in jazzy product categories that cloud your market position. Resist the pink fixturing displaying giftware and the Timex watches at the check-out counter. Remember your lumber heritage sell that di.fference between you and your mass merchandising competition. Sell it in print! Sell in in the showroom.

Think wood!

OPERANNG OPPORTUNITIES

WALLY LYNCH Paid Associates

PO.Box741623

Dallas. Tx.75243

I N AUGUST and September, this colI umn discussed Art Hood's 20 things to do before cutting prices. The response has been enormous, as letters and calls continue to pour in. And the number one question concerns the twentieth item on the list - offset a concession, which mentioned compensatory pricing.

Compensatory pricing means that other sales must be made at a sufliciently higher-than-average markup to offset profit loss on sales leading to slippage or leakage of net profit. The loss of profit could have come from discounts, meeting competition, under pricing or providing uncompensated services to the customer.

The formula is simple and direct. Combine the percentage of profit desired with the cost o[ doing business as a percentage of sales to calculate the required

gross margin. For example:

DESIRED PROFIT 9o/o

COST OF DOING BUSINESS 210lo

GROSS MARGIN NEEDED 300/o

Slippage and leakage is what we call today the difference between planned and realized (or maintained) margins. When you budget 300/o gross margin and price for it without factoring in slippage and leakage, you will come up short of your target margin and profit. The idea is to measure the differences identified in previous years and include it in the formula. It now looks like this:

DESIRED PROFIT NET PROFIT LEAKAGE COST OF DOING BUSINESS GROSS MARGIN NEEDED

An additional ingredient in compensatory pricing is a varying price point for the same item depending upon the service costs involved in selling that item. Also, margins are varied from the average for all items depending upon services required to complete the sale.

Full service dealers will recognize

shingles and wallboard as classic examples of like items requiring multiple prices. One price is for take with, another price for delivery and still another for custom placement. Yet it doesn't end here. lt also seeks to recognize pricing requirements for carloads shipped direct at one extreme and a twelfth of a dozen for cash taken with by the customer at the other extreme.

FREE OFFER

Art Hood's list of competitive services and ways competitors can chisel and skimp on them is available to those who send a stamped, self-addressed envelope to Wally Lynch, Paid Associates, P.O. Box 141623. Dallas, Tx. 75243

The specific pricing by item approach, after these preliminaries, is similar to today's variable pricing. In a lesser known yet more sophisticated vein, compensatory pricing is also much like direct profit profitability pricing (DPP) widely used in the grocery retailing.

Art Hood was not only ahead of his time in our industry, he probably also provided the rationale for many dealers to abandon unprofitable activities for money making substitutes.

PRESSURE TREATED WOOD ANALYSTS ASSURES tTs QUALTTY

Require AWPB certification on each piece.

Not all pressure treated wood meets industry standards. "Treated to Refusal" means it probably does not meet recognized standards.

Specify that each piece must bear the AWPB mark-your assurance that the material has been produced under triple tiered quality control:

o Internal plant quality control

o Certified agency inspection

o AWPB overview inspection and laboratory analysis.

The current phenomenal growth ofthe pressure-treated wood market underscores the need for comprehensive quality control. Presently, almost 300 subscribing treating plants recognize this need by manufacturing an estimated 700/o of treated lumber under the AWPB quality mark program.

For more information write American Wood Preservers Bureau, PO.Box 5283, Springf ief d, VA 22150 or call 703-339-6660.

Florida association's

yearly meet

1 TTRACTING nearly 3,500 f{ delegates to the Florida Lumber & Building Material Dealers Association's 69th annual convention could not have been diflicult with a program that included retired Lt. Colonel Ollie North, football great Terry Bradshaw, former governor

Lee Sherman Dreyfus, and a well attended buying show, golf and tennis tournaments.

Outgoing FLBMDA president Bob Allen, Gulf Stream Lumber Co., Boynton Beach, collected the annual President's Award and passed the gavel to Donald J. Smyth

Sr., Smyth Lumber Co., Orlando. Also installed: president-elect Larry Peeno, Causeway Lumber Co., Fort Lauderdale; lst vice president R. Tom Joyner lll, Joyner Lumber Co., Lakeland; secretary/ treasurer Bob Secrist. Mack Industries, Hollywood; vice president Fraser Lynn, MacMillan Bloedel Building Materials, Jacksonville; vice president-elect Bonnie Lewis, Bontel Fasteners Corp., Pinellas Park; national dealer director Clint Dawkins, Dawkins, Inc., Jacksonville; truss division chairman John Herring, A-1 Roof Trusses, West Palm Beach, and member-at-large

Story at a Glance

Florida Lumber & Building Material Association's 69th annual convention and buying show fures 3,472 delegates and 264 exhibitors... Don Smyth Sr. named new president. .. next year: Sept. 20-22, Orlando, Fl.

Michael O'Donnell, Lanahan Lumber Co., Jacksonville.

Regional directors include Brantley Morris, Banner Builders Supply Co., Pensacola; Les Abstein Jr., Tallahassee Builders Supply, Tallahassee; Rick Goolsby, Belleview Building Materials, Belleview; Greg Adams, Adams Building Materials, Winter Haven, Gayden Wilkins, Thomas Lumber Co., Orlando; Brian Blocker, East Coast Lumber,

IrlEETltlG the exhibitors: lll Lisa Scarborough, Brian Harvey. l2l Kim Breskow, Robert Fisher. l3l Allen 0steen. l1l Lori Acuti, Terri

Tanner. l5l Connie Cupit. 16l Josh Joslin. l7l George Sears.

Cocoa: Ed Dietrich. Deerfield Builders Supply Co., Deerfield Beach; Dale Fullon, Raymond Building Supply Corp., Fort Myers, and Antonio Goitia, Everglades Lumber & Building Supply. Miami.

Associate directors are Jim Brock Sr., Brock Supply Co., Pompano Beach; Dennis Berry, Addison

Corp., Winter Haven; Charlie Hoover, Alpine Engineered Products, Haines City, and Jim Anderson, Lumbermen's Underwriting Alliance, Boca Raton.

The Associate of the Year Award went to Lumbermen's Underwriting Alliance, while Bonnie Lewis earned the newly created Industry Service

Award.

Among the264 exhibitors, Bontel Fasteners collected the Best of Show Award.

The convention was held Sept. l4-16 at the Marriott World Center, Orlando. FLBMDA's next convention will be held at the Marriott Sept. 20-22, t990.

TtlP BflASS at the Florida association's annual convention: ltl Ottie North, FLBMDA executive vice president Bill Carson. l2l Jerri Carson, B.J. Thomas, Mary Yandle. (31 Sharon & Don Osteen, Pat Anderson. l4l Gene Allen, Terry Bradshaw, Edna Allen, Bob Allen. l5l

Nels Hallstrom, Tom Stead, Gene Tylander, Laurence Hall. l0l Terry & Bonnie Lewis. l7l Carol & Larry Peeno. l8l Charlie & Mary Harnden. [9] Holden & Sylvia Welsh. Il0l Tom Joyner lll.

SOUTHERN ASSOCTATTON

Crrollnrs-Tennessee Bullding M aterhl Associstlon has cstablished a disaster relicf lund to aid victims ol'llurricane llugo.

I)onations of building materials or money can be made through Larry Adams, ('TllMA executive vice president, (lTllMA. P.O. llox I8667. ('harlotte. N.('. 28218. lle can also be reached at (704) 176-1503.

The ofllce in Tenncssec has been closed with all association activities merged in ('harlotte. A toll free number (l-800-476-7336) has been esrablished lor Tennessee members.

Virginia Butldlng Material Association will sponsor a seminar on recognizing illicit drugs and the drug abuser on Nov. l4 in Charlottesville and Nov. 28 in Williamsburg.

Patrick O'Hare, program head and

counselor of the administration ofjustice program at J. Sargeant Reynolds ('ommunity (iollege, Richmond, will be the rnstructor.

The program is planned for owners and others in supervisory positions.

(-he<'k ottt our ('alendar on page 1,9 litr ittlitrnatiotr on upcoming, con|enlions, m((lin.gs ond trade shows in vour rc.qiott.

Lumbermen's Association of Texas will hold its l04th annual convention

April | 9-2 | in Corpus (lhristi at the llayfront Plaza Convention ('enter.

Shuttle buses will be providcd between convention hotels and the convention center on ('orpus Christi llay. No meetings will be held during exhibit hours.

The llulldlng Materlrl Merchants' Assochtlon (Georgia and Alabama) will hold its annual buying show Jan. l2 and l3 at the Ceorgia International Trade ('enter, ('ollege Park, (ia.

I--rk Russell will be a speaker, with the Platters and the Coasters providing entertarnment.

Kentucky l,umber & Bullding Material Dealers Assoclatlon will join the Ohio Lumbermen's Association in a series of dealer roundtables.

Small dealer sessions will be held Nov. l2 and Nov. 14, large dealer sessions, Nov. l4 and Nov. 16.

C)klahoma l,umbetmen's Association will hold Spring Mart '90 at the Hall of Modern Living Building at the Oklahoma State Fairgrounds, Oklahoma City, Ok., March 24 and 25. This is the 44th annual convention and building products exposition.

PERS NALS

Manuel "Manny" Perez has been promoted to asst. sales mgr. at Causeway Lumber Co., Fort Lauderdale, Fl.

Rhonda Lynne Williams, Home Depot, Carrollton. Tx.. married Alan Neal Pare July 29,1989.

Barry Mathias has been named mgr. of 84 Lumber, Catlettsburg, Ky. New co-mgrs.: Joey Ritchie, London, Ky.; Robert Medina, El Paso, Tx., and Harold Evans, Falling Creek, Va.

Bette Verry, administrative asst., American Wood Preservers Bureau, Springfield, Va., vacationed recently in the Virginia mountains.

Steve Ashy, Doug Ashy Building Materials, Lafayette, La., has been nominated as sec. of the Acadian Home Builders Association.

Mark Eliasson is now Orlando, Fl., territory mgr. for CertainTeed Corp., Melborne, Fl.

Charles D. Welker has been named director of sales & mktg. of molded products at Masonite Corp.

Mike Carpenter has been promoted to mgr. of Lowe's, Elizabeth City, N.C. William Steven Brooks, Lowe's, Rome, Ga., married Amy Christa Simpson Sept. 16, 1989.

C.N. "Sully" Sullivan has been appointed gen. mgr. for the N.C., S.C. and Va. div. of McEwen Lumber Co.. Raleigh, N.C., according to pres. C. Martin Keaton.

Donald N. Molchan, v.p. of sales, Stanley Tools, has retired after 39 years with the firm, according to pres. & gen. mgr. C. Stewart Gentsch. William L. Axline is the new v.p., sales & mktg.

Ivan Zorich is now Stanley Hardware sales rep for architectural products in El Paso, Tx.

Claude Taylor, Memphis Hardwood Flooring Co., Memphis, Tn., served as an instructor at the recent National Oak Flooring Manulacturers Association installation school, along with Joe Burchfield, Peace Flooring Co., Magnolia, Ar.; Lew Oliver, StanleyBostitch, Memphis, Tn.; Palmer Hall, Palmer Hall Floors, Jacksonville, Fl.; Bill Mclaughlin, Powernail Co., Annandale, Va., and Hank Williams, Porta-Nails, Wilmington, N.C.

Steve White is the new Appalachian mktg. rep for Coastal Lumber Co., Weldon, N.C.

Lamar Evans, Hearin Lumber, Largo, Fl., has retired alter 25 years with the co.

Curtis Turner is new to Allied Building Stores, Monroe, La., as lumber/plywood buyer.

Ronnie Edwards has been added to Rogers Lumber lnternational, Ferriday, La.

Lew D'kruss has joined the planning staff at Mungus-Fungus Forest Products, Climax, Nv., according to Hugh Mungus and Freddy Fungus, owners.

(Please turn to page 36)

Grab the better part of the outdoor business.

Stock up with Western Red Cedar, the natural answer to your customers' outd00r building needs.

Western Red Cedar comes in allthe sizes, ienghs, 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 and get a selection of idea literature and a source list 0f Western Red Cedar Droducers.

Western Red Cedar Lumber Association

lrt us qend you a set of Cedar idea literature and our Where To Buy Guide, Mail coupon to Western Red Cedar Lumber Association, Yeon Bldg,522 S.W. Fifth Ave., Portland, 0R 97204. 0r phone (503) 224-3930.

NEW PR DUCTS

and selected sales oids

Screenlng Room

Sunrooms featuring screened walls and skylight ceiling panels are now available from Alcan Building Products.

The structural panels of Sunview Screen Rooms interlock to provide a weather resistant, load-bearing roof, while its fascia system serves as a

FREE READER SERVICE

For more informatlon on New Products wrlte Bulldlng Products Dlgest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Please mention issue date and page number so we can process your request faster! Many thanks!

7-Layer Insulatlon

Fire resistant, seven layer foil insulation batts have been developed by R-FAX Technologies.

Installed between 2" x 4" or 2" x 6" rafters or panels, light weight Insul-F'oil reportedly offers a summer R value of 28 and winter value of Rl9/VI}C. class A, which meets flame spread criteria.

Follage Filters

Swedish Shelving

The Scandinavia solid pine shelf unit has been introduced to the U.S. by Waam International.

built-in gutter and forms a clean roofline.

Skylight ceiling panels of high impact acrylic diffuse the sun's harsh glare while allowing in a soft, filtered light.

Custom measured and installed, the rooms are offered in white, bronze and chestnut brown bakedon finishes.

Panoramic Plywood

Colored, film-faced plywood panels constructed of Finland birch are now available from Finland Color Plywood Co.

The colored film consists of a double-sided phenolic resin-impregnated base paper which is then hot oressed onto the surface. The surface is said to be glossy (white allowing the wood grain to show through), smooth, hard and abrasion, moisture and common chemical resistant.

The 4'x8' panels, with thicknesses of l/4".l/2",5/8" and 3/4", are available in yellow, green, black, light brown and dark brown.

Made from Swedish northern pine, the five-shelf, free-standing unit comes as a ready-to-assemble kit, pre-cut, pre-drilled, complete with all hardware and packaged in a corrugated display carton.

The 3l -1/2" wideby 70-l/2" hieh by 12" deep cabinet is available in two thicknesses: l/2" for a 44-lb. per sheff load capacity and 3/4" to accommodate 66 lbs.

Filter bags of fertilizer providing months of continuous feeding for flowers and plants have been introduced by Promac Forestry Research. (iromax is a premeasured pouch of resin-coated, slow release fertilizer, packed 12, 24,36 and 100 bags to a container.

Three versions are available: for flowers and vegetables; shrubs, trees, bushes and container plants, and irrigated landscapes.

CabineTray

New roll-out trays providing easy access to items stored in the far reaches ofcabinets are now available from Kitchen Kompact.

The trays can be installed on both top and bottom shelves and reportedly feature smooth operating tracks.

Outdoor Wood Screw

A new wood screw made of stainless steel for superior corrosion resistance is now available from Swan Secure Products.

wrapped around pipes before applying insulation. Reportedly, the system automatically senses pipe temperature and will adjust its power output accordingly.

The Frostex System includes flexible, cut-to-order heating cable, fused power plug and gel end seal.

Flagging Behind

Designed for cedar and redwood, it features a self-counter sunk bugle head, No. 2 square drive recess to eliminate driver bit cam-out, a sharp point for quick penetration, self-tapping course threads, and a non-stick dry lubricating film coating.

Wood Protectant

Reportedly the first one-coat clear wood preservative and water repelIent to provide deep penetrating protection against termites, ultraviolet light, mildew stains, decay, rot and fungal stain, and water damage has been introduced by DAP.

Available in one-gallon and fivegallon cans, Premium Woodlife can be painted or stained.

Piping Hot

An easy-to-install pipe heating system to protect water pipes from freezing and bursting has been introduced by Raychem Corp.

Flagging tape in four standard and three fluorescent colors to make marked objects more identifiable is new from Empire Level. Made of pvc extruded plastic to

Sliding Truck Floor

The Rolling Deck, an extendable floor which can be installed over the existing floor of virtually any pickup truck or van, is new from East Coast Rollout.

endure weather, wind and wear, the 1-3l16"-wide tape comes in 150' rolls.

The tape is ideal for marking hazards and barriers, especially on construction and surveying sites.

Tiles On File

A ceramic tile display designed to showcase l8 different samples in a minimum of space has been deslgned by Multiplex.

Reportedly installed in 30 minutes, the floor operates like a drawer to provide easy access to materials and tools in the truck and van cargo areas.

Features include heavv dutv construction capable of suppbrtini 1000 lbs., 24 permanently sealed precision ball bearing wheels, and an automatic locking system.

Eleven different models are available.

Chill Power

Soft pocket coolers from Thermos turn coolers into carry-alls.

All models feature thick polyethylene insulation surrounded by a metalized barrier, multiple pockets, a variety of carrying strap options, double zippers, insulated main compartment, and adjustable shoulder pad.

The tropical green 8-quart cooler also has a front storage pocket and a sliding grip on the shoulder strap. Additionally, the blue l6-quart model has a double-zippered front pocket, shorter straps that snap together to form a single handle, sturdy vinyl bottom and removable liner for easy cleaning.

And the red 20-quart carrier has a vinyl bottom, removable liner, third dry storage pocket, two snap-together carrying straps, and detachable shoulder strap.

Self-regulating heating cableprotected at one end by a gel end seal and at the other by a fused plugis

The merchandiser is constructed of vinyl laminated particleboard and is available in right-hand and lefthand units, which may be used together or separately.

Watch for Jhese

Etcciling Issues 3n Coming Nlonths

December: Business Forecast Special lssue

January: Southern Pine Special lssue

Febmary: Cedar Special Issue

March: Redwood Special lssue

April: Pressure Treated Special Issue

May: Outdoor Special Issue

Carh Drop

Counter Cache from Esselte Meto provides a depository for large denomination bills and excess cash at check-out areas.

The device holds up to 500 bills, coupons and personal checks, mounts to any secure fixture near the register, and reduces frequent cash pick-ups, front-end cash ex' posure and the risk of outside and employee theft.

A higher end model features removable cassettes to facilitate col' lection from multiple registers throughout the stores.

Steamed About Strlpplng

A lightweight, corrosion-proof steam wallpaper stripper is new from Earlex Ltd.

The plastic stripper also includesa l2-ft. hose, steam plate and6-l/2-ft. power cord.

Other accessories allow cleaning carpets, cookers, windows and tiles and removing creases from hanging drapes.

Side Sweeps

The Dirt Catcher, a Pushbroom with a curved block to prevent debris from escaping the sweePing Path, is new from Empire Brushes.

Features include the broom block's foam-molded wing tips at the outer edges, 60-in. metal-tiPPed hardwood handle and choice ofthree bristle types: fine, all-PurPose and coarse.

Precise Paint Pouring

Paint can spouts to allow clean, accurate pouring are now available lrom Pourboy Products.

Available in quart and gallon sizes, the PourMaster system includes a reusable locking ring and inexpensive, disposable paper liners.

The spouts are said to help alleviate spilled and wasted paint and solvents, messy can labels, uncontrolled pouring, and pour lid resealing due to dried paint in the groove.

Swing Time

A swing-support assembly with a classic country design ideal for any lawn, poolside or patio is now ofiered by Port-A-Swing.

Hardwood Floor House

Two new hardwood floorins from Bruce Hardwood Floors. -

displays are available

The Williamsburg swing support reportedly can be dismantled for easy transport in 30 minutes with two people to bolt and unbolt the take apart sections. Its weight-distribution design provides stability without holes, anchors or concrete in the sround.

FREE READER SERVICE

For more information on New Products write Building Products Drgest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Please mention issue date and page number so we can process your reouest faster! Manv thanksl

Tape Up Your House

A durable. water resistant and virtually invisible tape that conforms to almost any surface is new from 3M.

, Th. lvstem 120 showcases twelve 18" x 18" samples in 5, sq. f1 of.foor space. The display is72-l/2" high, 36" wide and 20" deep.

The System 160 stands l4-l /4 inches taller to accommodate four additional samples.

Motion Monitors

Motion Alert, a security and monitoring device that signals whenever a tagged object has been mbved, is new from DesignTech International.

The system consists of two small components: a transmitter which attaches to a desired object and receiver to notify you if the object moves. The radio signal will travel up to 300 ft. away, ringing and triggering a light which stays on until it is reset.

Possibly tagged objects include doors of homes, garages, mailboxes, gun cabinets, medicine chests, and yard and pool gates.

Scotch brand Tough Tape was designed as an all purpose tape for a wide range of demanding aroundthe-house projects.

Available in a unique dispenser, the tape is l-in. wide by 150 in. long.

Cascadee On Tap

A new waterfall-type designer faucet has been introduced by Metropolis.

Available in 6" and 12" widths, the Metrofall faucet can be used with a variety of handles and coordinating fixtures and accessories. All items are offered in 14 metal and enamel finishes, with added [:poxy-Glas protection.

Introducing a New Product?

Please send details to New Products Editor. 4500 CamPus Dr., Suite 480, NewPort Beach, Ca. 92660.

Automatic Deadbolt

A new garage door lock, easilY added to any existing automatic opener to provide dead bolt security, is new from GDI Automatic Dead Bolts.

Designed for one-Piece swing-uP doors, ihe Gravity Drop works in tandem with automatic openers. It is removed just before the door swings up and drops back into Place in the floor just after the door closes.

Safe From Shocks

A safety outlet cover with a builtin locking device to help protect children from electrical shock is new from Molvan Enterprises.

The twin-receptacle-hole outlet plate features a double-action mechanism that automatically closes the plate covers when an electrical plug is disconnected.

The molded resin cover is initially available in beige and white.

Plant Water Pouch

. A w^ater pouch that attaches to the back ol'a pot to provide a continuous supply of water to a plant's roots through a specially formulated fiberwick is new from Consumer Products International.

The Plant Oasis allows a plant to draw water through the wick directly to its roots as needed. The water sup- ply in the pouch lasts from seven to l0 days.

Mark & Measure

A pencil holder that attaches to a tape measure to transform it into a

compass and straight edge is new lrom Measure Mark.

The kit includes mount, adhesive, pencil and instructions.

Paint Pusher

The surface painter from ShurLine is now available with new packaging and two new merchandisers.

The two wire rack displays each hold l0 or more painters. One merchandiser can be used free standing or displayed on a pegboard, while the other features a paint can topper.

o TPl, SPIB, AWPB, UL qualiry programs

o Lumber, timber & plyrvood treating

o TSO available. 4 million ft. in stock

a Distribution from Rockies to East Coast

o Dallas distribution center and rail yard

o Company trucks & rail shipments

40 acre mill site .Twin 80' cylinders

o Chipmill, sawmill, chip & canter

o 12 acre rail yard o Planing mill & reman,

o Steam kilns & co-gen,

Surrounded By Fans

A ball-shaped fan with two oscillating fans to push air in two different directions is now available from N.E. National Batterv Factorv Ltd.

t.

%The electric adjustable-height fan features two motors (one fo-r each tan), LED progressive timer, and 360" all-angle oscillation.

FREE READER SERVICE

For more information on New Products write Building Products Digest, 4500 Campus Dr., Suite 480, Newpcrt Beach, Ca.92660. Please mention issue date and page number so we can process your reouest faster! Manv thanksl

NEWLITERATURE

Lattlce Specs

A Woodway Lattice grade sheet is free from LWO Corp., Box 17125, Port' land, Or.97217.

Whlte Gedar Productg

Information on Pacific White llrand incense and Port Orford cedar products is available from C&l) Lumber Co., llox 27. Riddle. Or.97469,

Panels For All

A generic paneling guide for buyers, sellers and users of all types o[ paneling is free from Holland Southwest Internationaf , Box 330249, Houston, Tx.77233.

Light Posts

An ornamental lighting post brochure (No. 23) is free from Spring ('ity [:lectrical Manufacturing ('o., PO I)rawer A, Spring City, Pa. 19475.

Special WoodBook Offer

A special prepublication cost of $9.97 is offered for the 1990 edition of The WoodBook lrom Flatton-Brown Publishers, Box 5613, Montgomery, Al. 36 I 03.

Bath & Shower Enclosures

A bath and shower enclosure catalog is free from Style-Rite of America, ll8 Seger Ave., Clifton, N.J. 0701 l.

ln Control

"How Does Your Business Stack Up Against Industry [-eaders?," a 28-p. pamphlet ol lumber yard/home center business tips, is free from Triad Systems Corp., by calling (800) 538-8597.

ABCs Of MDF

"MDF- F-rom Start to Finish." a technical guide explaining fabricating, laminating and finishing processes for medium density fiberboard, is $3 from the National Particleboard Association, 18928 Premiere Court, Gaithersburg, Md. 20879.

Span Computer Klt

A Span ('omputer Training Kit, including a 30-min. video, workbook and span computer, is $25 from the western Wood Products Association, Yeon lluilding, 522 SW 5th Ave., Portland. Or. 97204.

Truckln' By Hand

A 4-p. consumer hand truck catalog is free from llarper Trucks Inc., by calling (800) 835-4099.

Llghtlng Turn Ons

A l0-p. decorative lighting fixtures catalog is free lrom Prestige Products, by calling (800) 648-5267.

Quallty Vanltles

A 4-p. beveled door and trim mirrored bath cabinet brochure is lree lrom Robern, Inc., 1648 Winchester Rd., Ilensalem, Pa. 19020.

D-l-Y Doors & Wlndows

Make Your Own llandcra./icd Doors & lUindows is $14.95 in paperback from Sterling Publishing (1o., 2 Park Ave., Ncw York. N.Y. 10016.

FOR PROMPT SERVICE

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

Electrically Yours

A 60-p. electrical products catalog is free from Design Flouse Products, by calling (800) 333-9450.

Home Builder

"American Plywood Association llouse Building Basics," a 36-p. woodframe construction guide, (lorm X46lH) is free from APA, Box 11700, Tacoma, Wa. 9841l.

Videos On Vinyl

Two vinyl siding videos are available from Mastic Inlormation Center. Box 213, St. Joseph, Mi. 49085.

Tiles On File

Two new vinyl floor tile binders are available from Azrock, Box 34030, San Antonio. Tx. 78265.

Pipe Down

A 22-p. design guide on a new automatically-locking, corrosion-resistant pipe is lree from t-itchfield International, by calling (800) 345-2542.

Cedar Roofing

A new "Guide to Cedar Roofing: The Facts, [:igures & Features" is free from the Cedar Shake & Shingle Bureau, 515 I l6th Ave. NE, Ste. 275, Bellevue, Wa. 98004.

lnsulated Stucco

"Stucco on Styrofoam," a 6-p. insulation brochure, is free from Dow Chemical Co., 2020 Willard H. Dow Center. Midland. Mi. 48674.

How to Get Decked

The Connect-A-Deck brochure, a 24panel lolder of deck-planning suggestions, charts and drawings, is free lrom Simpson Strong-Tie, Box 1568, San Leandro, Ca. 94577.

Architectural Woodwork Guide

The 5th ed. of Architectural Woodwork Quality .Standards, Guide Speci/ications and Quality Certilication Program is available from the Architectural Woodwork Institute, 2310 s. walter Reed Dr., Arlington, Ya.22206.

Twenty-five (25) words for $2 | Each additional word 700. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line; $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready, $55 ifwe set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Make checks payable to Cutler Publishing, Inc, Mail copy to above address 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.

SALES

MAUGANS AND ASSOCIATES

P.O. Box 36802 . Birmineham. AL 35236

7-800-424-4772

205-947-7542

CONFIDENTIAL INOUIRIESFEE PAID

TEXAS HILL COUNTRY

Modern hardware and lumber yard, $l million to $2 million in sales. Lease or purchase ofland available. (512) 895-1998.

Contact John T. Cole & Associates (5O3) 644-5133

".Recruiti ng for the Forest Products Industry"

sfllntaou^R0' illlLjs FOR EXTERIOR APPLICATIO}IS

Personals

(Continuetl from page ]7 )

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tlEE nail chart showing penny sizes and matching lengths in inches with a rule to helo determine the length of any nail up to 7" long is available lrom Maze Nails, Div. ol W. H. Maze Co., 100 Church St., Peru, ll. 61354. Measuring 8-3/4" by 11", it is plasticized on both sides to Drevent curling or soiling.

Nolan Bryant and Rod Russell are new to sales at Dobbins Forest Products, Birmingham, Al.

Don Barnhill is the new mgr. of T.H. Rogers Lumber Co., Hartshorne, Ok., replacing A.C. Marlow, who is now asst. mgr.

George Howard is now co-mgr. of 84 Lumber, Oak Ridge, Tn. Winners in 84 Lumber's Summer Sales Contest include Dave White, Goose Creek, S.C., and Ray McMahan, Plainview, Tx.

Clarence McMurray, mgr., 84 Lumber, Christianburg, Va., is back after attending the company's annual l0Year Club reunion in Farmington, Pa.

William R. "Ronnie" Jorgensen, Jorgensen-Bennett Lumber Co., Memphis, Tn., was named Lumberman of the Year by the Lumbermen's Club of Memphis. Jennifer Speltz, daughter of Michael L. Speltz, Hardwood Dimension of Memphis, was named Lumber's Lady Fair.

Hugh Luna is now pres. of American Pacific Paneling, Inc., Holly Springs, Ms.

Truman Phifer has retired as a staff member at the American Wood Preservers Bureau.

Bill Bolen has been promoted to mgr. of 84 Lumber Co., Haymarket, Va.

Gerard P. Carroll is the new v.p. of mfg. operations at Gold Bond Building Products. Charlotte. N.C.

Jeff Turpin has joined Anthony Timberlands, Bearden, Ar., handling sales lor Bearden Lumber Co.

Scott Greene has been named mgr. of Furman Lumber's Slaughter Bros. dc in Atlanta, Ga., according to Furman pres./c.o.o. Hawk Furman.

Steve Chilton is now mgr. of McEwen Lumber Co.'s Raleigh, N.C., branch. Harold Rush is mgr. of the Jacksonville. Fl.. warehouse.

Timothy J. Day has been Promoted to computer systems suPervisor for Bowater Inc.'s southern div. GarY Gillmore is now reforestation superintendent.

Shondra Marie Johnson, Home DePot, Vinings, Ga., married Jeffrey WaYne Pruitt Oct. 14, 1989.

Walter Carlton, (ieorgia-Pacific, has been transferred to Huntsville, Al., as branch mgr.l Lane Cox to the Southwest region as regional industrial sales mgr.; Glenn Gassiott to Austin, Tx., branch mgr.; Michele Murdock to Southwest region lumber sales mgr.; George Small to Montgomery, Al., branch mgr.t Gary Titensor to Fort Myers, Fl., branch mgr., and Pete Whittington to Charlotte. N.C.. branch mgr.

l(obert T. Spitz has been promoted to senior v.p., mlg. technologY & resource development, for Gold Bond Building Products, Charlotte, N.C.

Bobby Duncan, operations mgr., (ieorgia-Pacific, tlillsborough, N.C., was recently elected Employee of the Quarter. Sales reps earning the award: John Downs, Columbia, S.(l.l Bobby Carroll, Orlando, l:1.: Melissa Jensen, Norfolk, Va., and Michael Tayloe, Alexandria, Va. Rex Scott, Norfolk, Va., and Kerry Taylor, Wilmington, N.C., were recent President's Club winners.

Robert Reid is now territory account mgr. for Mid-America Cedar, Charlotte, N.C.

Phil Rogers has joined Universal Forest Products as regional mktg. mgr. for Tx. treating plants and distribution centers.

John Sullivan has joined Cotter & Co. as director of communications.

R.V. Warner, group v.p., wood products, Potlatch Corp., Warren, Ar., will retire Jan. l, 1990, after 36 years with the firm. L. Pendleton Siegel succeeds him.

Douglas Malloy Chatham Jr., West Building Materials, Atlanta, Ga., married Wanda Joyce Knight Oct. 21, 1989.

Charles C. Reely has joined the National Lumber and Building Material Dealers Association in Washington, D.C., as director of administration, according to Harlan Hummel, exec. v.p.

I Oiv. ol W. H. ll.re Company Peru, lllinois 61354

All American hardwoods

LIARDWOODS have played an I limportant role in the building of America. And, fittingly, each state has chosen a "state tree" to symbolize its own heritage and values.

New York began the practice in 1889, selecting sugar maple as its official state tree because of the hardwood's economic importance to the area. Other states followed suit, choosing a tree that helped to express the personality of the state or said something important or unusual about it.

More than two-thirds of all state trees are hardwoods. The few state trees that are softwoods are mostly species of pine or spruce.

States can select the same tree, and the most popular hardwood choice is oak. Plentiful and valuable, it is perhaps the "most American" of woods. As such, Connecticut, Illinois and Washington, D.C., among others, claim this stately tree.

Five Northeastern states use maple, another historical wood with high commercial value. It is mainly used for furniture, specifically colonial furniture. And its foliage beautifully marks the change of seasons.

Elm is most commonly known as a shade tree. It represents such states

Story at a Glance

State trees give each area individual identity...hardwoods comprise more than two-thirds of the list. oak is the most commonly chosen hardwood.

as Nebraska and North Dakota. Additionally, it is a prolific seeder, growing fast and usually in abundant supply.

Cottonwood, a more common, down home wood with few industrial uses, represents Kansas and Wyoming. The buckeyes of Ohio are now perhaps more commonly associated with sports. Texas uses pecan, a close grained, hard, very heavy, strong, reddish brown hardwood from the South. And perhaps nothing could better symbolize early California than the redwood or Florida than the palm tree.

Most of the state trees are oflicial, having been adopted by acts of the state legislature. All states also have chosen an emblem, motto, bird and flower, and some even have a state animal, insect, mineral, gem, grass, dance, fish or beverage.

AL: Southern plne (longleaf)

AK: Sltke spruce

AZ: Pabverdc

AR: Plne

GA: Gallfornla redwoodc

GO: Colorado blue apruce

CT: lthltc oak

DE: Amerlcan hdly

DC: Scarlct oak

FL: Sabal palmetto palm

GA: Llve oak

Hl: Candlenut

lD: lthlte plne

lL: Oak

ll{: Tullp tree

lA: Oak

KS: Cottonwood

KY: Kcntucky coflee tree

LA: Cyprere

ME: Whlte dne tree

llD: lVhltc oak

tA: Amerlcan elm

lll: Whlte plne

Mll: Fed or Norway plne

t3: l[egnolla

l{O: Dogwood

MT: Ponderooa plne

NE: Amsdc.n elm

NV: Slngle-leaf plnor

ill{: IVhltc blrch

NJ: Fedoak

Nll: Plnon

NY: Sugar maple

l{G: Plne

ND: Amerlcan elm

OH: Buckeye

OK: Bedbud

OR: Douglar llr

PA: Hemlock

Rl: Rcd mapb

SG: Palmetto tree

SD: Black Hlllr spruce

TN: Tullp poplar

TX: Pecan

UT: Blue lpruce

VT: Sugar maple

VA: Amerlcan dogwood

WA: Wsrtern hemlock

WV: Suger nuple

lVl: Sugar made

WY: Cottonwood

Obttuarles

Doug McCary, 59, a lumber salesman for Southern Lumber Co., Birmingham, Al., died of pneumonia Oct. 5, 1989, in Birmingham.

Born in Centreville. Al.. he worked for Stringfellow Lumber Co,, Birmingham, for more than 25 years before joining Southern Lumber last year.

Mr. McCary is survived by his widow. Jane, one son, and one sister.

Free Decklng Ads

Three new drop-in ads promoting deck additions are available free to retailers from the Southern Pine Marketing Council.

continued. The new structure was developed by Bob Tillman, recently named senior vice president of merchandising.

Computer Tracks "Roturnt"

There's nothing unusual about llome l)epot's policy of allowing customers to return purchases for an exchange or refund, but the practice doesn't end ilt the customer service desk.

The company tracks each return in a system-wide comPuter data base. lf a particular product or manufacturer develops a history of returns. the data base tells the central office that there is a problem so that corrective action can be taken.

ABC To Acqulre Cameron

Acquisition of Cameron Wholesale. Waco, Tx., by ABC SuPPlY, Beloit, Wi., is expected to be completed in early November.

Shermrn 1,. (irlffllh is the new gen. mgr. ol'Southern distribution cenlers for Weyerhaeuser, based in I lot Springs, Ar., according to Drvld T. Stlll, v.p., mktg,. sales & distribution.

Dawn BrrSeron is now westside purchasing mgr. for ('aribbean Lumber ('o.'s new Mobile, Al., ollice.

Harold Hall has joined llome Quarters Warehouse, Virginia lleach, Va., as v.p. - c.f.o.

Hank Benson, Ilenson Lumber Co., Pawhuska, Ok., took third place at the lTth annual KRM(i (ircat Raft Race with his two-man raft, comPlete with redwood deck.

(ieary Hooper has been named mgr. of T.ll. Rogers Lumber Co., Mountain Vicw. Ok., replacing Rlchard Hebensperger, who has been transferred to the Clinton, Ok., yard.

Sharon Johnson is managing Lowe's new Suflolk. Va.. slore.

Don BirdsonS is the new product mgr. - garage door products for Masonite lluilding Products (iroup, according to Dlck Hinz, director of mktg.building products.

Leonard S. Goodman has been appointed v.p.finance of GAF Building Materials.

Dealers can use the ads in their tabloid or newspaper advertising to encourage the remodeling, upgrade and expansion of the 20 million existing decks on older U.S. homes.

The slicks are available by writing SPMC, P.O. Box 52468, New Orleans, La. 70152.

Lowe's Shifts Merchandising

Lowe's has restructured its merchandising function into five product categories with six merchandise vice presidents: Bob Anderson, Creg Wessling, Lee Herring, Jerry Edwards, Creg Bridgeford and LarrY Stone.

Each will have marketing managers, a merchandise operations manager, merchandise operations specialists, merchandise replenishers and marketing specialists.

Titles such as senior buyer, buyer and assistant buyer have been dis-

Parent company CertainTeed Corp., Valley Forge, Pa., is selling l3 distribution centers, a door unit plant, aluminum window Plant and the Waco headquarters for an estimated $50 million. The acquisition, which includes all real estate, will make ABC Supply one of the biggest building material distributors in the nation. Cameron's emphasis on windows and roofing fits well with ABC's focus on windows, siding and roofing.

"We're looking florward to joining Cameron with its broad customer base," Ken Hendricks, ABC President, said. "We'll be able to offer customers a broad line with just-intime delivery because of the proximity of locations."

The Texas operation will continue to operate as Cameron Wholesale with the same personnel.

Personals

Charles Scott, Robbins Wholesale

Co., Tampa, Fl., was honored at the Florida Lumber & Building Material Dealers Association's recent convention for recruiting the most new members last year.

Wendell R. Emerine has been named exec. v.p. of sales & store operations at Lowe's. North Wilkesboro, N.C. Robert 1,. Tillman is now senior v.p. of merchandising.

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(RETAil-ER MITE)

Lumber

Coming in January o o .

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

ADVERTISERS: act today to be sure your advertisement is included in this important special issue. Cet your message before our 12.750 readers in 13 Southern states. Deadline for the January Southern Pine Special lssue is December 12. For information, write the address below or call (collect) (714) 852-1990. ildinq Products

ln today's competltlve envlronment, maklng every asset dollar work ls extremely lmportant. Mtnlmlzlng your lnventory lnvestment and total procurement cost ls what Sequoia Supply does best.

We've bullt our buslness on customer orlen ted programs. As an lndependent dlstrlbutor we're not bound to purchase from captlve mllls or plants and can source our goods world-wtde. Thts assures the best brands for each market and offers you just what you need.

Coupled wlth scheduled, rellable deltverles, ln Just the rlght quantltles. you maxlmlze the retum on your lnventory lnvestment. Call today to dlscuss the rlght "formula" for your buslness from the natlon's leadtng independent dlstrlbutor.