Building Products Digest - November 1998

F-pnruRE YouR BusrNEss Cenp rN TnB DrcEsT-Owr,v $OO

Sram rHE YEAR RrGHT-

Youn cARD cAN APPEAR rN

JaNueny's SPECIAL

BUSINESS CARD SECTION

Lfse this low cost opportunity to deliver New Year's greetings to customers, friends and suppliers. Your business card will appear in a Special Section in our January issue, exposing your message at ant extrabw price. Cards will be reduced slightly, to 2-3/ 8" x l-3l8".

IT'S THIS EASY:

Just send your business card and a check for $60 before December 15 to Building Products Digest, 45OO Campus Drive, Suite 48O, Newport Beach, California 92660.

Your Nome

At this low price, your check will be

Celebrate the New Year bv comyour receipt. municating with the trade. And at a price that can't be beat!

Questions? Call David

Cutler at (9a9) 852-1990.

Mellco has the BestDecking Prodacts Under the Sun (and Rain)

They don't call us the Declspertst" for nothing

Mellco pioneered water repellent treabnents with our MellcoSealo Weather Stabilized Lumber. Injected with parafrn additives to slow shrinking and swelling and resist weather damage, MellcoSeal is the best water repellent lumber alternative for independent lumberyards.

Mellco was also first to introduce Timbertchru composite decking. Timbertech combines the beauty of wood with gready enhanced stability and performance. Your customers will love this product!

Need more information? Give us a call or check our Web Site (we're the first wood preserving company on the Internel too!)

to tlreYYest?

lf you sell into the West, or any part of it, we can help you geI across your message.

The Merchant Magazine, sister publication of Building Producls Digesl, covers all 13 Western states (from New Mexico up lhrough Montana, to Calilornia and the rest of the West Coast, plus Alaska and Hawaii). Founded in 1922, it has been the listened-to voice ol the industry in the West for more than seven decades. Our longevity also proves we can get an advertiser's message to the importanl trade lactors better than any other medium. And at the right price.

Our paid circulation is over 4,000 - a remarkable vote ol conlidence as these industry inlluentials receive at least lour or five lree magazines monthly. The Merchant's paid circulation tells you clearly which magazine Westerners read.

The Merchant's unique blend of news, merchandising and marketing information reaches an audience ol home centers and lumber dealers, as well as the wholesalers, distributors and jobbers that back them up.

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

Serving 13 Southern states

PUBLISHER David Cutler (dculler@ioc.net)

SENIOR EDITOR David Koenig (dkoenig@ioc.net)

ASSOCIATE EDII0R Dave DelVal (ddelval@ioc.net)

CONTRIBUTING EDITOBS Dwight Cunan, Gage McKinney, Earl Moore

AD SATES MANAGER Chuck Casey

ART DIRECTOR Marha Emerv

STAFF ARIST Chas. Balun

CIRCULAflON Aulumn Schwanke

How to Advertise

Contact our advertising offices for rates:

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II,ITERNET ADS: David Cutler, www.buildingproducts.com. Phone (949) 852-1990 Fax 949.852-0231

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Gall Autumn at (949) 852.1990 or send a dreck for lhe following amount to Building Products Digesl,4500 Campus Drive, Suile 480, Newporl Beadr, Ca.92660-1872:

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CHANGE OF ADDRESS Send address label from recenl issue if possible, new address and nine{igil zip ode. BUILDING PRoDUCTS DIGEST is published monhly at 4500 Campus Dr., Ste.480, Newport Beadr, Ca. 9266G1872, (949) 852-1990, FM 949-852-0231, www.building-products.com, by cuuerPub|ishing'|nc.(aca|ifomiacoDoration).|tisanindependent|y.ownedpubti|on CuderPub|ishing,|nc.Cowrandentiremntgntsarefu||yprotec1edandmuslnotberepfodUcedinanymannerwihoutwit|enpermission.AlRightsR€ssN.f||d|ng reserves

I[l'e're proud to announce the opening of our new Buckner (Kansas City), Mo., treating facility. It joins our other treating locations at Glenwood and Amity, Ar.

One Stop Shoppin$ 4

Our newest product is pre-stained lumber. It joins an impressive roster of proven moneymakers for you. All grades and sizes of treated and untreated dimension, plus treated timbers. boards and deck accessories. And we have the trucks to get it to you.

And one call gets it all. You can depend on it.

DAVID CUTLER publisher dcutler@ioc.net

Oh, Woe ls Me

When the stock market's summer picnic started to go sour in July, it cast a pall across the American psyche like a hint of skunk amidst the potato salad. As the world economy went soft and mushy, its odors drifted here, heightening fears that our record economic boom was headed for the garbage can.

Certainly, exports of forest products and other goods declined noticeably. Wood producers abroad, frustrated in their domestic markets, loaded up and shipped huge quantities to our shores. The supply and demand balance worked as it always does and prices dropped. The pain for some, though not all, in our business was real.

Predictably, the doomsayers had a field day. As they decorated their forecasts in black crepe, the media elite and some of the Wall Street crowd have furrowed their brows and brought forth visions ofrecession and even depression. Nothing is too gloomy for the tv evening news.

Yet the most recent economic statistics don't

quite reflect this grim a picture. At the National Association for Business Economics annual convention last month, the consensus was for our economy to grow 3Vo this year and 2.2Vo next year. Not great, but still okay. While the decline in yields in long term Treasuries hurt investors, it also means lower costs for buying and remodeling homes. Housing has been strong this year and is expected to plateau in 1999. Lumber production in the South and West is expected to be off only slightly next year, but still at a respectable level.

No less an expert than Federal Reserve Board chairman Alan Greenspan said the U.S. is "far short" of a credit crunch and that our economy still has "fairly significant continuing momentum."

So at this stage, following a major stock market shift, the problem becomes one of confidence. The question is: Are we going to talk ourselves into a recession? It can and does happen. From here on, it's up to all of us.

New OSHA Compliance System For Dealers

The National Lumber & Building Material Dealers Association is introducing a new Internet-based service designed to "make OSHA compliance easier and more affordable for lumber and building material dealers than ever before," according to NLBMDA president Gary Donnelly.

The association has spent two years working with Vcom, "the virtual compliance company," to develop and test the on-line system. About two dozen dealers participated in the development process.

Vcom software includes a database of more than 8,000 OSHA requirements, drawn directly from over 90 OSHA regulations. Through a series of interview questions, the program constructs a profile of the subscribing company, provides a customized OSHA "To Do List" for each workplace, downloads Material Safety Data Sheets and keeps them current, answers OSHA questions, and delivers "plain English" interpretations of complicated regulations.

By heavily participating in the development process, NLBMDA was able to secure a discounted annual sub-

scription rate of $300 for its mernbers, plus $200 for each additional site. The program is also open for a higher fee to non-members.

Victim Demands $3 Million

A man who was injured at Home Depot, Naples, Fl., when a 200-lb. storage shed allegedly fell on his head is seeking $3 million to settle his lawsuit.

Theodore Loyer, 69, was in the garden center April 9 when the boxed, unassembled shed fell about 12 feet (see June, p.25). He was rushed to the hospital in critical condition, and his head injuries kept him hospitalized for more than two weeks.

Days later, he filed suit, accusing the store of negligently placing heavy items on high shelves without safety devices or warnings.

Home Depot refused comment and had yet to respond to the settlement demand.

New On-Line OSB Resource

OSBGuide. a new Web site, billed as "the most comprehensive on-line OSB resource," has been introduced by

the Structural Board Association.

Reached at www.osbguide.com, the interactive site offers detailed product information, including OSB performance capabilities and a list of producers, plus the ability to order free literature, software or an SBA-sponsored video.

"In this competitive industry, it is important for people, such as designers, building material retailers, builders and homeowners, to find complete answers at their fingertips," said SBA president Mark Angelini.

"The Endangered Species Act in its extreme makes no sense; Only Congress can change it to make this problem past tense."

- Judge Sam Sparks, in his poetic ruling against ESAp rote cted salamande r ke ep in g an Austin, Tx., parkfrom cleaning a ciry swimming pool

. Round Head Wire Collated Nails

o Gollaled Finishing Nails

Swan Secure nails are available in bulk cartons and convenient job"packs. Use collated nails for framing, decking, roofing, siding, millwork and trim, molding, cabinetry, door and window casings, fascia boards. 'Bronze nails only in strip torm.

predicts

slower lumber sales

IESPITE record demand lor lumt--fber in 1998. a slower market is predicted for 1999, according to Walter M. Wirfs, president of the Western Wood Products Association, Portland, Or.

Wirfs' assertion came during a September association meeting in which he maintained that lumber demand should reach 52.3 million bd. ft. this year. This figure, he continued, represented a record in the industry and a 2.8Vo increase over 1997 volumes.

"Lumber use in new home construction and repair/remodeling should set all-time records this year, underscoring that lumber remains the top choice in building homes," Wirfs said, attributing the growth to a strong U.S. economy and a busy home building market.

He further noted a decline in U.S. lumber exports combined with increased imports added to lumber supplies in 1988, pushing lumber prices down by more than 20Vo from

last year.

"Lower prices are a boon for lumber consumers," he continued, "but they've put additional financial pressure on Western lumber mills still reeling from timber supply problems of recent years."

forecast to rise 24Vo from 1997 volumes.

U.S. lumber exports are expected to decline 3l7o this year, likely due to Asia's economic problems. So far this year, shipments to Japan, American lumber products' top offshore customer, are down two-thirds.

Western lumber production is expected to finish at 16.8 billion bd. ft., O.7Vo above 1997 volumes. Meanwhile, Southern output should fall4.7Vo.

With housing expected to be down in 1999. the demand for lumber should also decline to an anticipated 50.6 billion M. ft., down 3.2Vo, still the third highest recorded annual consumption.

Imports are expected to top a record 18.6 billion bd. ft. this year, a 36Vo share of the market. At 96Vo of import volume, Canadian lumber imports should increase by 2.8Vo.

Non-Canadian lumber imports are

Housing starts are forecast at 1.5 million for 1999, a 5.l%o decrease. Lumber use in repair and remodeling should also fall.

Western lumber production is forecast to hold close to 1998 volumes, while a 4.77o decrease is expected for Southern mills. Imports are expected to fall l.5Vo.

"Lower prices are a boon for lumber consumers, but they've put additional financial pressure on Western lumber mills."

New iointing systems for large and small runs

IrVER-NCREASING demands from customers and a I-Jsteady rise of production costs are typical challenges facing woodworkers today. How can the required quality be supplied and the production costs kept at a reasonable level for both small orders of a few hundred f'eet as well as for large runs of several thousand feet?

The quality of a workpiece machined in a moulder is primarily determined by the quality of the surface finish. To a large extent this is a function of the distance between the cutter marks of two knives following each other. The smaller the distance between these cutter marks, the less visible the marks are, resulting in a smooth, fine surface.

Conventional production can achieve short cutter mark spacing and a quality finish only at relatively slow feed speeds of 8 to l0 meters (25-35 ft.)/minute. Yet, larger runs

can only be produced economically at higher feed speeds. For a quality finish in this case, you must use jointed tooling.

During production, both straight knife and profile joinf ers can be remotely controlled with the safety hood closed. The jointing stone advance adjustment is made automatically, increasing safety and eliminating intemrptions and operator errors. Converting from straight knife to profilejointer is unnecessary since both are built into the moulder.

There is less blunting of the knife tips than there used to be, further increasing the service life of the tooling.

The amount of time that can be saved by using jointed tooling depends on the size of the production run. If jointing is used and therefore the machine is run at a feed speed of 40 m (140 ft.)/min., compared to production with nonjointed tooling at a feed speed of l0 m (35 ft.)/min., the saving in terms of pure machine running time is at a ratio of 4:1. In this case, the saving achieved producing a run of 200 linear meters (600 linear ft.) would be 15 minutes; for a run of 1,200 meters (3,600 ft.), the saving would be 90 minutes.

However, to calculate the actual real amount of time saved, you also must consider the time needed to prepare the tooling in the toolroom as well as setting up the moulder. There is a clear difference between the time required to prepare non-jointed versus jointed tooling and the setting time for repeated use of the same tooling. If existing tooling is used to produce a profile, the preparation time is considerably reduced as, obviously, there are ground knives and presetjointer cassettes available which can be used.

JOINTER

Jointing means to align all the tool cutting edges with a jointing stone when the tool is mounted on the moulder spindle and rotating at full npus. This brings all knives in the cutterblock to the same cutting circle where they are equally determining the cut and consequently the surface finish quality.

This way it is possible to achieve ideal mark spacing and thus a perfect finish, even at feed speeds of 40 or 60 m ( I 30200 ft.)/min. or more. The jointing operation can be repeated several times which means the knives can be "resharpened" during production, providing:

(1) Constant high quality of surface finish. Jointed tooling remains sharp for a much longer time, ensuring that the last piece produced is of the same quality as the first.

(2) Longer, uninterrupted production runs. Service life ofjointed tooling (how much it can produce before needing regrinding in the toolroom) is longer than that of non-jointed tooling. Also, small nicks on the knives, which occur during production, can be removed by jointing, so even large runs can usually be completed without interruptions.

Technical innovation has brought forward entirely new systems which make jointing faster, easier and safer than it used to be. A cassette holding the joint stone allows it to be accurately profiled in the toolroom and brought to the same axial zero level as the tooling. This is done on ajointer presetting device which exactly simulates the situation in the moulder. The jointer cassette can now be easily and quickly fitted on the moulder, eliminating the complicated setting of the cutterblock to the jointing stone.

Generally it can be said that for profiles that are run repeatedly and the tooling is already available, even small runs of a few hundred meters offset the longer set-up time required for jointing with shorter machine running time. Every linear meter produced over and above this time makes jointing a time-winning factor.

It is an outdated view that jointing is only a sensible option for large runs with production times of more than a whole day. If only one order of 1,000 linear meters (3,500 ft.) or more is produced per day with jointed tooling, a saving of several hundred hours a year can be achieved.

Based on the size of incoming orders, any woodworker can calculate how much time it takes for a high-speed moulder with jointers to pay off. Even short runs of unique nonrepeating profiles on the same machine do not present a problem; they can be made in the same way as previously, at lower feed speeds without using the jointing system.

The latest technology provides woodworking companies with the flexibility to meet the demands for high quality and still keep tight control over production costs.

pre-setting device with stone cassette

STRAIGHT knife and orofile iointer on Weinig's new Hydromat 23,

qELLING insulation is hardly ever a \)case of whatever is on the shelf will work. The world of insulation is expanding rapidly because of recent product innovations and the growth of alternative uses for insulation products beyond just thermal performance.

From insulation sheathings, roofing membranes and housewrap products to encapsulated fiberglass insulation batts, savvy dealers agree, you can use this product in your selling mix to build sales.

Recent studies have shown that insulation offers higher margins and faster turns than wall and floor coverings, bath fixtures and power tools. Properly merchandised and promoted, insulation can provide the average dealer with a GMROI that falls in the middle of the total range of returns for the majority of the main product groups in your store.

Whether your customers are professionals or d-i-yers, many will be seeking information on what to purchase and how best to install the product.

First and most crucial is to identify customer needs. Ask customers what project they are planning so you can quickly determine the product they need. Whether it is remodeling or new construction, both present options to add or upgrade insulation levels. Interior walls should also be insulated to reduce noise in the home.

Determining the most important areas to insulate, R-values, the amount of insulation, and selecting the proper insulation are common questions you need to be able to answer in the insulation aisle.

A crucial part of making the sale is educating the customer,

Since insulation has been around for decades, it may seem strange that today's insulation is a product of advanced technology. New manufacturing techniques have led to greater energy efficiency and, thus, more and better product applications. The most important areas to insulate are the attic and exterior walls. However, energy savings can be attained by insulating any part of the structure separating the inside from the outside. Therefore it is important to insulate basement walls, floors, rim joists, etc.

Pad your insulation sales

A crucial part of making the sale is educating the customer. It's likely that many will have concern or apprehension about selecting and installing insulation. By showing customers the Model Energy Code Map and determining what R-values are recommended for their climate zone, you can take them through the selection process efficiently and build their knowledge and confidence at the same time.

Once your customers are confident about buying and installing insulation, they may need to consider other products as well. Studies show that when insulation is purchased at retail, on average, 347o of the total sale is for other building materials. This presents an excellent opportunity to cross sell.

There are many opportunities to upgrade to higher R-values that will benefit both your store and your customers. For example, the standard for exterior walls was R-I1. however, R13 and R-15 yield better insulating efficiency and reduce overall energy consumption. thus saving your customers more money on heating and cooling costs. By reminding them that when building and insulating a wall, they havejust one chance to do it right, you can make sure they use the highest R-value that is appropriate for the wall design.

One way to increase sales incrementally is to offer a blow-in fiberglass "lend out" program that combines selling the product along with the equipment to install in a single package. Johns Manville recently launched such a program for dealers of its Attic

Protector blow-in fiberglass insulation. Blow-in fiberglass insulation products are scientifically designed to add more coverage per pound yet maintain desired thermal efficiency (R-value) as a premium alternative to enhancing insulation performance. Fiberglass is the most widely used insulation material, partially because it's cleaner to use and holds its insulating power. Studies show an alternative product, cellulose, commonly settles as much as 2O7o to 25Vo over time, thus losing R-value. Installers need to compensate for that loss by adding greater thickness at the time of installation. Properly installed, blow-in fiberglass products such as Attic Protectoq typically settle only l7o to 3Vo and maintain R-value.

By also offering a "lend-out" blowin equipment program to your customers, dealers can build incremental additional sales and provide a valuable service to the smaller insulation contractor or d-i-yer. For instance, Attic Protector is designed for installation with a WASP blowing machine, so even hard-to-reach attic areas are easy to insulate. The WASP blows the white cotton-like insulation through a long hose, shooting it several feet and filling large areas and small gaps quickly and completely. One or two of these machines may quickly pay for themselves and allow vou to make more money.

INSULATION is a product known for high turns,

RENTING OUT equipment to install blow-in insulation helos build sales.

Putting your customers to work for you The challenge of installed sales

|NSTALLED SALES has proven to lbe a viable, profitable niche for building material retailers, although there's always the concern that their contractor customers will perceive the service as competition. When handled properly, installed sales actually can enhance the relationship between supplier and pro customer.

Offering installation services requires a qualified labor force. The best source is your contractor base. Those meeting qualification requirements increase their business. and

view the relationship more as a partnership than as competition.

Installed sales does place the retailer in an uncertain position-your relationship with your homeowner customers hangs in the balance of the performance by your contractor customers.

"Whether you choose to simply refer work to qualified contractors, or perform installations under terms of your own agreement, the responsibility for customer satisfaction will be yours," says installed sales consultant

Dick Meyers. "Little difference in the amount of work exists between referring jobs and assuming all contractual responsibility. Profits, however, are taken on both material and labor only when the entire project is written as your contract."

What was once the responsibility of the homeqwnsl-lsqnting, hiring and working with the qen114s1s1-i5 now yours. Owens Corning suggests:

o Check out contractors with your local Consumer Affairs Office, Better

Business Bureau or the National Association of the Remodeling Industry to see if they have information about any of the remodelers you are considering.

o Ask for local references and find out if thev were satisfied with the

What was once the responsibility of the homeowner-locating, hiring and working with the contractoris now yours. contractor's work. Ask questions such as: "Did the contractor begin work on time?" "Was the job site kept neat?" "Would you use this contractor again without hesitation?" You can even ask for a list of Past projects in your area and go take a look at the work.

r Ask to see a copy of the contractor' s certificate of insurance, or for the name of his or her insurance agency to verify coverage. The contractor should be insured for worker' s compensation, property damage and personal liability in case of accidents. Remember, if the contractor isn't ir:sured, you could be held responsible.

o Make sure your contractor is licensed and meets the minimum licensing or bonding requirements in your state. If the contractor is not licensed, then retailer and homeowner:

- Have no legal protection from faulty materials or workmanship,

- Could have a lien placed on the home by suppliers he may not have paid,

- Are breaking the law since unlicensed individuals can't apply for permits.

o No matter how comfortable you are with any contractor, always sign a contract. A written, legally binding agreement signed by all parties should stipulate the scope ofeach project, the price and a schedule ofpayments contingent on progress and the homeown-

er's acceptance of the work.

When offering installation, sales are no longer concluded in one step, or at time of delivery. Most work occurs in clients' homes, and requires not only specialized trade skills, but an ability to satisfy customer expectations; working under constant customer scrutiny.

Typically, partial payment is withheld until every last bit of construction is completed and the homeowner is completely satisfied with the contractor's work. Holding back payment at least equal to the contractor's profit (lOVo-2070) ensures that every last detail is finished. Never allow a situation to develop where the contractor can break even or make a profit by walking away before the job is finished.

Prices can be pre-set for standard jobs, such as installing a ceiling fan or a garage door. Custom projects, such as building a deck or a fence or replacing siding, roofing or windows, may have to be quoted on an individual basis.

For more intricate creations, Katie and Gene Hamilton, co-founders of the HouseNet Web site, suggest asking homeowners for "a picture of what (they) want because it's difficult

for someone to envision (their) dream without seeing it first. When it comes to remodeling, a picture clipped out of a magazine that illustrates what you want is worth a thousand words."

. Stay current on the progress of each project. For lengthy jobs, schedule regular meetings during the course of the project to discuss how things are going in general and any changes to the project.

The extra work involved and expertise required usually mean adding to your sales force. Estimating, sales and coordination of projects require staffing. Sales reps with product knowledge alone cannot provide the required volume of sales. Personnel must have remodeling construction expertise and the ability to work with both customers and installers.

Offering installation can set you apart from the competition, and increase your customer demographic base by appealing to the segment of the population that purchases products installed. It doesn't require additional nor increased receivables, yet, best of all, usually does provide positive cash flow and strong margins.

For its installed sales program, Lowe'$ Coe. st have compiled a list of local -qualifid professionals"

4 ways to keep costs down

By Clark S. Colvin

fT'S EASY for a lumber rerailer ro Iget into financial trouble these days.

I'm a turnaround consultant, and nine times out of the l0 the reason I'm called in to help them is out-of-control costs. Sometimes the costs of running a yard can jump so high and so fast that they cause profits to fall even when sales revenues are increasing!

Unfortunately, keeping a lid on costs is easier said than done. But while cost control can be difficult, it isn't impossible. Here are a few lessons I've picked up over the years that will help you wrestle your costs to the ground and get out of the red ink and into the black.

L"rror, 1. Understand your company better by creating an organizational chart.

If you want to make a serious stab at cost control, the first thing you must do is create a detailed organizational chart, complete with precise, writtenout job descriptions. This will force you to look at "the big picture" of how your company as a whole operates.

A detailed organizational chart focuses on the "human element" of your company. As you construct your

chart, you'll have to make some decisions:

The number and types of personnel needed to perform all your business's specific activities;

. Detailed job descriptions, focusing on work behavior, and

. Work flow for maximum effectiveness and efficiencv.

It's sad but true:

most of the dealers l've worked with don't really know who their customers are. or what they want.

Creating an organizational chart of your company obviously takes some work. It also pays some immediate dividends:

. Easier budgeting, and better cost and technical control;

. Greater manpower flexibility, and Better inter-company communication and understanding of policies, procedures and lines of responsibility.

An organizational chart allows you to actually see with your own eyes how your company fits together, and makes it easier for you to quickly spot those areas that need your attention.

L"r"on 2. Knowing what your customers want can reduce unwanted inventories.

It's sad but true: most of the dealers I've worked with don't really know who their customers are, or what they want. Too many try to be "mini HomeBases," carrying lawn and garden items, power tools and other

things that sit quietly on their shelves for six months or more. This cornucopia of inventory may look good in the store, but it doesn't help you if most of your customers are contractors. A retailer in this situation needs to remerchandise, by returning slowmoving inventory, and stocking up on what their core group of customers wants. No retailer can be all things to all customers, and there's no sense. or cents, in trying.

L"rron 3. Centralize production and purchasing for economies of scale.

Centralizing your company's purchasing and production functions will often achieve the types of economies of scale that reduce your costs enough to keep you out of the red.

Too many lumber retailers handle the essential function of purchasing in an informal, haphazard manner. I've seen $35 million-a-year companies where it seemed that everyone's cousin was responsible for purchasing. And, boy, did they make a mess of it!

Putting one, experienced person in charge of purchasing can save hundreds of thousands of dollars a year.

Lusrorr 4. Link employee compensation to performance and reduce overhead.

Tying pay to perlbrmance means reducing base salaries and offering high incentives. Not only does a compensation structure of this kind reduce overhead costs, it also increascs productivity. When I changed the pay structure at a lumber retailer in Utah where I acted as interim c.e.o.. stafT was trimmed from more than 60 to a more manageable 46. In addition, I was able to hire two very experienced managers away from a competitor, and everybody in the company ended up earning more money than they did under the old compensation system.

Compensation based on performance isn't for everyone. Some managers and staff rise to the occasion, while others fall down on the job. It's always interesting, and sometimes surprising, to see who succeeds and who lails.

By applying these lessons, a lumber retailer can avoid trouble. Once costs are under control, you can fbcus on pumping up your sales volume.

Clark S. Colvin is a Salem, Or-based consultant specializing in corporate restructuring and turnarounds. He has workedfor clients in I I states, Canada and Creat Britain.

Tleaters pull southern pine decking West

A BOUT '75Vo of all new outdoor la.decks East of the Rocky Mountains are built of pressure treated southern pine lumber. In the past three years, southern pine is making its mark in western markets as well.

If southern pine is taking Horace Greeley's advice, much of the credit should go to western pressure treating firms that promote the southern species because it accepts deep penetration of CCAchemicals with no need for incising.

owners and contractors, and buYing shows for contractors.

Universal Forest Products, the largest treating firm in the nation, reports that No. I southern pine and 5/4 premium SYP decking is taking market share from cedar, redwood, and other traditional western species such as hem-fir.

Universal sales manager Eric Zurbrigen says, "Five years ago, people thought we were crazy to try southern pine in the West. Now it's one of the premier decking species in the region. We chose to treat premium grade SP because its grain structure helps fend off the warping that can aff'ect lumber in dry climates. Also, it is virtually a wane fiee product. We're excited about the growth prospects o[ southern Pine, and we'll eventually take it even farther West."

share throughout the region.

Nate Shawcroft, UBC, Pegosa Springs, Co., recently supplied treated southern pine decking for a 16x30 foot wrap-around deck on a log cabin at 9,500-foot elevation. "We like the 40year warranty that our treater gives homeowners on treated southern pine," he says.

UBC's Susie Mounts says that cedar and redwood are feeling the competitive pressure from southern pine, because it is lower in cost and comes pre-stained and pre-sealed from the treater to resist warping. UBC also has deck displays at many of its yards.

Western retailers and builders report a number of new trends in outdoor deck construction:

(a) the growing demand for hot tubs has increased sales of larger decks:

(b) a greater percentage of decks are now being built by contractors rather than homeowners:

(c) decks are increasinglY a Yearround business rather than a springtime project.

Another trend is the growing number of retailers who use comPuteraided designs to show homeowners and builders what the completed deck will look like.

Many treaters not onlY suPPlY the lumber, but also help their retailer customers with assistance on in-store events such as deck clinics for home-

Schollenbarger Wood Treaters, Bernalillo, N.M., reports that its retail dealer customers like the appearance of No. I treated southern pine. According to Schollenbarger's Robert Monroe, "The competition for the deck market is getting more intense between plastic decking, redwood, cedar, ponderosa and lodgepole pine. However, southern pine is gaining market share because it is smooth and non-incised, and prestained for an attractive appearance."

United Building Centers, with 120 retail building materials locations in 1l Western and Midwestern states, has noted that southern pine is gaining market

"Five years ?go, people thought we were crazy to try southern pine in the West."

A SPECIALTY at United Building Centers, Pegosa Springs' Co., is southern pine decking (above), used {or tl-ti9 _ryraparound deck (below) on a log Cabin at an elevation of 9'500 ft.

l:rltrns

George Kellett & Sons, Inc. has relocated from New Orleans, La., to a slightly larger, 80,000-sq. ft. facility in Metairie, La., with a 30,00Gsq. ft. warehouse featuring an improved racking system; the previous location is up for sale

Hughes Lumber has closed its Shawnee, Ok., lumberyard, explaining that the facilities and location were inadequate to handle its increasing reliance on serving contractors; the Tirlsa, Ok., chain now operates nine yards in Ok. and Ks. ...

84 Lumber Co. opened a 21,000-sq. ft. store with 16,000sq. ft. of outdoor storage sheds late last month in Winchester, Tn. ...

Hechingerb is transforming fwe Builders Square stores in San Antonio, Tx., into Home Quaners Warehouses; other remodels have been completed in Virginia Beach, Va., and Austin, Tx., the first of 47 units planned to be redone by March...

Paylest Cashways has closed stores in Baton Rouge, La., and Duncanville, Tx. ...

Seotty's, Winter Haven, Fl., plans to begin selling Nextel and AT&T Wireless cellular phones and service and Primestar direct broadcast satellites at all of its stores over the next few months

Home Depot opened new stores Oct.29 in Buford and Hiram, Ga.; Panama City, Fl., and Dallas and Houston, Tx.; Nov. 5 in Hollywood, Fl.; Brunswick, Ga., and McKinney, Tx.; Dec. 3 in Fayetteville, Ar.; Marietta, Ga., and Louisville, Ky., and Dec. 10 in Newnan, Ga.; Fort Worth, Tx., and NewportNews, Va.

Home Depot plans to open a 108,000-sq. ft. unit with a 23,000sq. ft. outdoor center next month

in Waxahachie, Tx.; anticipates a mid-summer 1999 opening for a 110,000-sq. ft. unit in Heritage Square in Aiken, S.C.; has begun construction on the former site of a Kmart in High Point, N.C.; has broken ground on a 97,000-sq. ft. Expo Design Center in Plano, Tx.; is seeking approval to build in Shenandoah, Tx., and selected a 27 -acrc site in Weatherford, Tx.

Home Depot was the target of environmental demon strations Oct. 14 in front of 75 of its stores, including Hollywood, Fl.; Clifton, Va.; Chattanooga and Memphis, Tn.; Austin, Tx.; Columbia, S.C.; Ashville, Fletcher and Wilmington, N.C.; Norman, Ok.; New Orleans, La.; Athens, Ga., and l0 stores in Atlanta

Lowe's Cos. opened new superstores in Rockwall, Tx., and West Ashley, S.C.; opened a replacement store in Sanford, N.C., store mgr. Glenn McGrath, and placed the former 10,000-sq. ft. store up for sale the chain closed iti 7,000-sq. ft.,Z2-yearold store in Iverness, Fl., Oct. 2, with no current plans to rebuild in the area

Lowe's received rezoning approval to build in Conyers, Ga.; plans a replacement store on 19 acres in Johnson City, Tn.; anticipates a late spring completion of a 163,000,sq. ft. replacement store in Wilkesboro, N.C., and an early 1999 opening for a replacement store in Wilson, N.C.; acquired a site for a replacement store in Concord, N.C., and has begun construction on a replacement store in Orangeburg, S.C., with building already underway in James Island, Greer, Simpsonville, Greenwood and Anderson, S.C.

Lowe's, despite opposition, is proceeding with plans to build a 160,000-sq. ft. replacement store adjacent to its current 56,000-sq. ft. unit in Tullahoma, Tn. ... Santa Rosa County, Fl., developers are considering a land swap to accom-

modate a new Lowe's ... the Corinth, Ms., store donated $2,500 during a "L€arn Not to Bum" fire qqfety program the Lexington, Ky., unit co-sponsored a new home giveaway

Ace Hardware Corp. is partnering with X-Rite to provide stores with access to its MatchRite paint matching technology

Wtousn:rs,/tlrurlcrunrls

Elder Forest Products, Sulphur, Lq., has reopened its Crowley, La., distribution center destroyed by fire last Oct. and resumed production at its rebuilt custom mill, specializing in cypress ...

_ Allied Plywood Corp./Alliance Products Co., Springfield, Va., opened a new location in Knoxville, Tn., specializing in high pressure lamiilates, induslrial panels, hardwood plywood, veneers, adhesives, slides and accessories...

Mid States Wood Preseryers is expanding its Simsboro (Ruston), La., plant...

Bibler Bros., Russellville, Ar., sold its timberlands, logging and sales operations to Weybrhaeuser Ca., retaining its mill ...

Star Paper Tube, Fort Mill, S.C., added a regional warehouse in Denver, Co., for its Protect-ABoard and Protect-A-Wrap strap and edge protectors ...

Seeley Stud and Manufacturing is a new fingerjointed studs producer in Fredericksburg, Va., sales are handled by owner Glenn Seeley...

Michael Weinig /nc., Statesville, N.C., which handles Weinig Group's North American mouldei business, is building a new $4.5 million sales and service center near Charlotte, N.C.; GreCon Dimter Inc., which markets Weinig's timber optmizing equipTe!t, is expanding its Hickory, N.C., offices ...

Newell Ca. agreed to purchase Rubbermaid f-or $5.9 bittion;

Newell chairman William P. Sovey and vice chairman and ceo John J. McDonough will retain their positions in the merged company, Newell Rubbermaid; Rubbermaid chairman and ceo Wolfgang Schmitt becomes vice chairman ...

Johns Manville agreed to purchase the perlite insulation manufacturing assets of Building Materials Corp. of America from GAF Corp.

Send us your news!

Recent remodel or expansion?

Acquisition or anniversary?

Publicize recent changes by calling Building Products Dtgestb news desk at (949) 852-1990 or FAX e4e-852-0231

Scotts Co. plans to close most of its U.S. composting operations, divest its AgrEvo pesticides division and cut its workforce in Britain by 2O7o ...

American Tool Cos.. Inc. has completed its acquisition of British tool manufacturer Polyhedron Holdings PLC for over $50 million...

Americans are forecast to Purchase a record 5.6 million existing and new single family homes in 1998...

Housing starts in Sept. (latest figs.) slid 2Vo to a seasonallY adjusted annual rate of 1.576 million ... single family starts fell 17o to a I.246 million pace ... multifamily starts were 32,000 for 2-4 units, 298,000 for 5+ units ... permits decreased SVo to an annual rate of 1.545 million.

3 Form New L&G Distributor

Keystone Consolidated Industries, Inc., Dallas, Tx., is forming a new joint venture company with Spartanburg Forest Products, Inc., Spartanburg, S.C., and Gossling Consulting LLC to market and distribute wire products, wire fencing and wood and plastic lawn and garden products.

The new company will oPerate

from Spartanburg with distribution facilities in Charleston. S.C.

Keystone president and ceo Robert W. Singer is chairman of the new joint venture, which will be managed by a board that includes president Paul Gossling and executives of Keystone and Spartanburg Forest Products. It will operate as a subsidiary of Keystone, which will hold majority ownership.

RlSl Sees Slight Slowdown

Resource Information Systems, Inc. predicts a25%o chance of a recession slowing down the U.S. economy in the first half of next year.

RISI expects consumers and businesses to bend but not break as the economy's growth slows from 3.77o in the first half of this year to l%o to 2Vo in fourth quarter 1998 and the first half of 1999.

By mid-1999, the Fed should lower interest rates another 75 basis points to 4.570.

RISI forecasts housing starts to remain at the 1.6 million level through year's end, begin to slip in early 1999, and bottom out late in the vear at 1.45 million units. less than

2Vobelow 1997's total.

U.S. softwood lumber consumption is predicted to reach a record 53.8 billion bd. ft. this year, but dip 4Vo next year. Still, notes RISI, "Even though we expect demand to fall for the year, 1999 will remain the second highest year on record for U.S. softwood lumber consumption."

Wood May Take A Powder

A new system for finishing wood products with powder coatings instead of paint is being developed.

Long used to finish metal, powder coatings are not used on wood due to the high heat needed to anneal colors. But Morton International Inc., Chicago, Il., claims its new technology includes a low-heat curing process that allows powder coatings to be applied to wood.

The new process would require prefinishers to add a "dry" production line, but, unlike paint, there would be no special venting or disposal costs.

An office furniture manufacturer experimenting with the process says it can achieve a high-grade finish on such low-grade material as medium density fiberboard.

SPA-N-DECK

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Anthony Power Beams: The Stroneest Glulams

Wth lJoist Depths

Plus Other Exclusive Features

Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend.

llov:mrrn

Building China '98Nov. 10-13, building show, Beijing, China; (408) 986-8384.

Kentucky Lumber & Building Material Dealers AssociationNov. 11, millwork sales seminar, University Plaza Hotel, Bowling Green, Ky.; (800) 8,14-1774.

Building Industry ShowNov. 12-13, Long Beach Convention Center, Long Beach, Ca.; (909) 396-9993.

North American Building Material Distribution AssociationNov. 12-14, annual convention, Hyatt Regency, Chicago, Il.; (888) 747-7862.

Hardwood Flooring Workshop -Nov. 16-19, Nashville, Tn.; (2r4) 931-18'76.

Carolinas.Tennessee Building Material AssociationNov. 17, area meetings, Holiday Inn, Columbia, S.C.; Nov. 18, Holiday Inn I-95, Fayetteville, N.C.; Nov. 19, Radisson Hotel, Charleston, S.C.; (800) 849-1503.

Roof Coatings Manufacturers AssociationNov. 18-19, coldapplied roofing training course, Crown Plaza Hotel Westshore, Tampa, Fl.; (301) 348-2003.

International Mass Retail AssociationNov. 18-20, store planning, design & merchandising conference, Hyatt Regency International Airport Hotel, Orlando, Fl.; (703) 841-2300.

Anthonyi Power Beam@ is the strongest glulam with I-Joist depths and design values of:ooo Fb -2.1E-290 F". lt supports an effective engineered wood system with I-Joists, LVL and Parallam@. It's a full width beam,

o Cost competitive with LVL and PSL

o Direct substitute for LVL and Parallam@

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o Anthony WoodWorks@ software

It's the strongest, stiffest and most versatile engineered beam on the market. Call us today.

Mid-America Lumbermens AssociationNov. 19, open house; Nov. 20, board of directors meeting, MLA headquarters, Kansas City, Mo.; (800)747-6529.

Houston Hoo-[Ioo ClubNov. 19, initiation, Allen Park Inn, Houston, Tx.; (281) 499-5575.

Paint & Decorating Retailers AssociationNov. 22-23, fall show, Lakeside Center, Chicago, Il.; (800) 737-0107.

Drcrmrrn

Construction & Building Vietnam '98Dec. 1-4, Hanoi, Vietnam; (408) 986-8384.

Wallace Hardware Co.Dec.2.3, market, Gatlinburg Convention Center, Gatlinburg, Tn.; (423) 586-5650.

Construct Canada ExpoDec. 2-4, show, Metro Toronto Convention Centre, Toronto; (416) 512-1215.

Memphis Woodworking & Furniture Supply ShowDec. 45, Cook Convention Center, Memphis, Tn.; (704) 459-9894.

National Oak Flooring Manufacturers Assn.Dec. 5-6, annual meeting, Peabody Hotel, Memphis, Tn; (901) 526-5016.

Virginia Building Material AssociationDec.8, building code seminar, Holiday Inn Central, Richmond, Va.; (804) 323-8262.

Kentucky Lumber & Building Material Dealers AssociationDec.9, yard, warehouse & delivery operations workshop, Nashville, Tn.; (800) 844-1774.

Houston Hoo-Hoo ClubDec. 10, Christmas party, Houston, Tx.; (281) 499-5575.

Oklahoma Lumbermens AssociationDec. 12, Christmas party & board meeting, Guthrie, Ok.; (405) 840-1771.

fmunnY

Mid-America Lumbermens AssociationJan. 7, yard foreman seminar, Oklahoma City, Ok.; (8OO) 747-6529.

International Housewares ShowJan. 10-13, McCormick Place, Chicago, Il.; (847) 292-4200.

Mid-America Lumbermens AssociationJan. 14-15. basic estimating course, Little Rock, Ar.; (8OO) 747-6529.

Louisiana Building Material Dealers AssociationJan. 1417, annual convention, Baton Rogue, La.; (225) 3M-4317.

otion news

Florida Building Material

Association installed Ken Kuester, Lumber Unlimited, Jacksonville, as its new chairman during its annual convention and buying show Sept. 15-19 in Orlando. (Photos appear on next two pages.)

He succeeds Jack Monroe. Jr., J.M. Lumber, Inc., Port St. Lucie.

Tom Crowe, Allstar Building Materials Ltd.. Ormond Beach, is now chairman elect-treasurer: Allen Osteen. East Coast Lumber & Supply Co., Fort Pierce, lst vice chairman; Greg Bell, DBS Design Center, Fort Myers, secretary; Dale Dahlin, Booker & Co., Tampa, vice chairman, and Sam Dunn, Dunn Corp., Daytona Beach, national dealer director.

Tim Callum, Gator Door East, Inc., St. Augustine; Pat Loftus, Gator Lumber Doit Center, Sebastian, and Cora Gilbert, Fort Myers Lumber Co./Cape Lumber, Fort Myers, are regional directors; Rick Hunter, Furman Lumber, Inc., Orlando, is associate director; Joe Shetler, Cox Lumber Co., St. Petersburg, and Bob Machaby, Hughes Supply, Inc., Orlando, members-at-large; Barry Dixon, True House, Inc., Jacksonville, truss division chairman, and Richard Ungerbuehler, Federal Millwork Corp., Fort Lauderdale, millwork division chairman.

The next Florida Building & Design Show will be held Nov. 5-6, 1999, at the Fort Lauderdale Convention Center.

Mississippi Building Material

Dealers Association has rescheduled its annual convention and trade show to Feb. 25-27 at the Grand Casino Convention Center, Tunica County, due to facility booking problems.

Mid-America Lumbermens Association has formed a membership committee to promote member recruitment and retention. lst v.p. Pat Thorne, Pat Thorne Lumber Co., Chillicothe, Mo., and associate member Bill Yeager, Bildcrete/ Westem Bag Products, Harisonville, Mo., are co-chairs.

Committee members are: Ron Caldwell, Caldwell Lumber Co., Wynne, Ar.; Jerry Henry, Mill Creek Lumber & Supply, Tulsa, Ok.; Jean Stadel, Osage Building Materials, Osage City, Ks., and Brad Isdell, Town & Country Building Supply, Higginsville, Mo.

Members are invited to tour the association's new offices in Kansas City, Mo., during a Nov. 19 open house.

MLA is also promoting a Certified

Building Material Specialist Program, the only national accreditation program of its kind in the industry. Administered by the Lumber & Building Material Dealers Foundation, Rensselaer, N.Y., the program's requirements include 100 credit hours of technical, sales and customer service coursework; 50 credit hours of industry-affiliated activities (such as MLA's annual Building Products Expo, industryrelated college courses, state and local association meetings, community service, manufacturer and distributor schools, and other approved courses), and technical product training by completing either a customer correspondence course or multimedia CD-Rom training.

Virginia Building Material Association unveiled its new Web site (www.vbma.org) during its recent summer conference. It is overseen by a Web Advisory Board appointed by association president Jack Williams.

Louisiana Building Material Dealers Associationts annual convention and buying show is set for Jan. 14-17 in Baton Rouge. A new feature is "Cut the Cards with the LBMDA," offering dealer, supplier and associate members 104 possible chances at $100 per chance with a 50Vo payoff. In this reverse drawing, the last name in the hat wins.

Kentucky Lumber & Building Material Dealers Association executive director Gene Mueller was presented the National Lumber & Building Material Dealers Association Chair's Award by outgoing NLBMDA leader LarrY McFadden during the group's recent

annual convention in Palm Springs. Also during the event, KLBMDA past president Gerry Boland, Boland-Maloney Lumber Co., Louisville, was elected NLBMDA vice chairman. CarolinasTennessee Building Material Association member James B. Epperson, Jr., Epperson Lumber Sales, Inc,, Statesville, N.C., was named 2nd vice president.

Lumbermen's Association of Texas has launched a new membership campaign. Members bringing in three new recruits will receive their choice of an LAT briefcase or portfolio.

The convention committee voted unanimously to have Bill Lee, Lee Resources, as keynote speaker and seminar presenter during its 1999 annual convention. It also intends to begin rotating the convention site between San Antonio, Dallas and Austin.

LAT's Young Lumbermen's Committee plans to introduce a mentoring program.

Oklahoma Lumbermen's Association will hold a Christmas party and board meeting Dec. 12 in Guthrie, Ok.

Lucky Trucker Wins

A Trailer

Fikes Truck Line, Hope, Ar., gave away a $20,000 trailer in a drawing held recently at its annual company picnic.

Over 900 owner-operators and family attended the event near Hot Springs, Ar.

The company's fleet includes 370 trucks.

New name for Florida dealers' show

INCOMING Florida Bu ding Material

Association pres dent (1) Jack Monroe, with outgoing pres. Ken Kuester. at the annual convention. now named the F orida Buildinq & Des,gn Srow. Sept '5-19 ,r Orlando -121

Tracy Dan els, Tya Stalvey Chuck Rigoni. (3) Pete Schiffers, Geary Sharber. John Ingoldsby, Kev n Monday 14) Bill Knight. Ward

Gould. (5) Charles Stone, Robbie Welsh Steve Stephens r6r Bay Lait. Susan Sro.ey. Lynn Lait. (7) Todd Braid, Troy Wooten (8) Bob Welch, Maria Massaro, Gary Honeycutt. (9) Duffy Waters, Carol Ortiz. (10) BillThomas Mike Burge. (11) Butch Womack, Jeanette Sheets. Billy Burch (12) C.J. Rya s, Darrel Smith. (13) Edward Clark, Betly Phrlps Harry

Hiltz (14) John Lynch, Suzanne Keal. Hugh Maher (15) Skip Engel Glenda Cooper, (16) Lawrence & Deborah Ligus, David Hinton. (17) Rick Smith

KID STUFF: (continued from previous page) FBMA exhibitor (1)Judge Nottingham. (2) Patty Ganas, John Frost, Susan Varn. (3) Joe Hendricks, Anna Green. Mike Dean. Dale

(11) Don Hayes, Leo Kupferer, Richard Treuman. (12) Casey Dameron, Jimi lppolito, Walter Kuzmiw. (13) Curt Burlingame, Bob Allen, Charlie Vaccaro. (14) Teni & BillTucker. (15) Kim, Sedona & Kevin Hilt, Fran & Lynd

Koebert. (16) Carl Sorenson, Fred Bowen, David Horne, Jerry Adamson. (17) Ed Zoller, Clint Buczkowski, Marty Holsneck. (18) Brian Wofford, Wayne Avera, David Wynn, Mark Giles.

Dale Scott has been named sales mgr. for Pan Pacific Forest Products' new Oklahoma City, Ok., office.

Billy Burch is the new v.p.-sales for The Empire Co., Inc., Montevallo, Al.

Jason lfess is new to territory sales at Furman Lumber, Inc., covering Dallas/ Fort Worth, North Tx. and Ok.

Tom Barfell as been named director of intemational sales for Do it Best Corp. David Haist is v.p.-retail development, replacing John Laird, now Midwest regional mgr.

Carol Schumacher is the new v.p.-public relations for Home Depot, Atlanta, Ga. John Gordon has been promoted to Charlotte, N.C., district mgr., overseeing stores in Greenville, Spartanburg, and Anderson, S.C. Chris Mangino is mgr. of the new store in Roanoke, Va. Trent Shaw is mgr. of the new Cedar Hill, Tx., unit.

Shawn Berry is new to the sales team at Chesapeake Trading Group, Fairfax, Va.. a division of Seaboard International Forest Products, Inc.

David Shelton is a new mgr. trainee at 84 Lumber Co., Maysville, Ky.

Sarah Ely has joined the American Wood Preservers Institute, Fairfax, Va., as communications mgr., succeeding director of public affairs Allan Wilbur, who has left the organization. Norris Wood is the new national sales mgr. for Cellwood Products, Gaffney, s.c.

Dale C. Pond has been named executive v.p., merchandising and marketing, for Lowe's Cos., North Wilkesboro, N.C. Michael J. Kearins has resigned as v.p.sales and marketing-flooring division, Triangle Pacific Corp., Dallas, Tx. He is replaced by Christopher D. Thompson.

Ross Lampe, Lampe & Malphrus Lumber Co., Smithfield, N.C., has been elected chairman of the board for the Southern Forest Products Association. Kenner. La. Others elected: Alex Hopkins, Georgia-Pacific, Atlanta, Ga., vicechairman; Steven Anthony, Bearden Lumber Co., Bearden, Ar., treasurer and Jim Olmedo, Weyerhaeuser Co.'s Southern Lumber and Plywood Businesses, Hot Springs, Ar., immediate past chairman ofthe board.

Brenda Gramann is now national accounts mgr. at Builder Marts of America, Greenville, S.C. Martin Merlino is new as director of sales administration.

Fred S. Grunewald, ex-Overhead Door Corp., has been named president and chief executive officer of Reliant Building Products, Inc., Dallas, Tx., succeeding David G. Fiore, who has left the company.

Jim Krahn, Marvin Windows & Doors, has been elected chairman of the board of the National Fenestration Rating Council. James Benney, Primary Glass Manufacturers Council, is now vice chairman, and Mike Koenig, Andersen Corp., secretary.

Michael J. Sapinsley is now national account mgr. for Spear & Jackson lawn/garden tools at Ames Lawn & Garden Tools. Glenn F. "Fred" Heidinger is senior v.p. and chief financial officer.

Pam Baker has been named mgr. of meeting services for the North American Wholesale Lumber Association.

Bob Owens, Owens Forest Products, has been elected president of the National Hardwood Lumber Association, Memphis, Tn.

Mark Anton has been promoted to marketing analyst at Louisville Ladder Corp., Louisville, Ky.

Monika Everss is new to the North American Building Material Distribution Association as mgr. of education & product development.

Philip Duvic, AWD Corp., New Orleans, La., was installed as president of the Architectural Woodwork lnstitute, Reston, Va. Sebert Keiffer has retired after more than 30 years as AWI's legal counsel. He is succeeded by David Granger.

Phillip E. Rogers is the new executive v.p.-national sales and marketing for Universal Forest Products. Robert D. Coleman is executive v.p.-manufacturing; Ronald G. Klyn, chief information officer; C. Scott Greene, v.p.marketing; Brian Ellenberger, v.p.Consolidated Building Components division, and Jeff IIiggs, v.p.Advanced Component Systems division. Gary Wright, Shoffner Industries division, was appointed to the operations committee.

Stan Kitts has joined Distribution Management Systems, Inc., as an industry software consultant focusing on the hardwood lumber. laminates and cabinet hardware industrv.

Charles "Nick" Canter. Lowe's Cos., North Wilkesboro, N.C., has been promoted to senior vice president-general merchandise mgr. for the building materials group. Mark Kauffman is now senior v.p.-general merchandise mgr. for the hardlines group, and Michael Menser, senior v.p.-general merchandise mgr. for the home decor group.

Don Stallings, ex-Lowe's Cos., has joined Hechinger Co. as executive vice president-operations. He succeeds Marty Bocola, who is now executive vice president-support division, overseeing installed sales. commercial sales, loss prevention, store planning and personnel.

David N. Friedman has been appointed director of energy policy for the American Forest & Paper Association.

Elizabeth Kraft has been named director of program development for the American Forest Foundation.

Thomas A. Ped has been promoted to vice president of information technology for Weyerhaeuser Co., replacing Clifford R. Hall. who has retired.

Ken Kirschner has resigned as vice chairman, chief administrative officer and a director of Wickes Inc.

Bill Jones, Mid States Wood Preservers, Simsboro, La., is on a year-long sabbatical.

John Meyer is a new mktg. product mgr. at Bondex lnernational.

Carey Elder, Elder Forest Products, Sulphur, La., was recently in California on business.

Audrey Osborn, Roy O. Martin Lumber Co., Alexandria, La., is back from a three-week round the world business rip.

Christa Longmore, Chesapeake Hardwood Products, Chesapeake, Va., and her husband, Mike, are the proud Parents of 20" long, 7 lb., 8 oz. EmilY Bane, born Oct.21, 1998.

Turner IIoff is a new engine mechanic at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Ilugh Mungus and Freddy Fungus.

Stores Stage Floor Wars

Expanded fl oorcovering departments are featured at Lowe's and Home Depot's newest locations.

Lowe's new store in Aiken, S.C., features "Beverly Murphy Home," a collection of coordinated carpets, area rugs, wallcoverings, upholstery and drapery fabrics, throw pillows and accessories.

Murphy, a well known floorcovering industry designer, created a wall display 24 ft. long and 12 ft. high complete with a video center to demonstrate how to use the center's unique paint-by-number identifi cation system for mixing and matching components.

Lowe's plans on placing the color system in 33 home centers nationwide.

Soon after, Home Depot unveiled its latest concept in carpet and tile merchandising, which had been in development for three years.

The new 130,000-sq. ft. store in Oviedo, Fl., contains a 2,000-sq. ft. floorcovering department with 2,000 samples of carpeting, 500 samples of

vinyl flooring and a wide assortment of area rugs, ceramic tile and wood flooring.

Grader Sweeps Contest

Taking first place in every category, John Joyce was named best overall grader and his company, International Paper, Springhill, La., best overall team at a recent Timber Products Inspection graders contest.

Runners up were: for written testdimension, John Dennis and Mike Mitchell, both IP; written test-boards, Vicky Maples and David Jennings, both IP; visual test-boards, William McPike, Bean Lumber, Glenwood, Ar., and Michael Newton, Hood Industries, Coushatta, La.; visual testdimension, Mike Walker, Plum Creek Timber, Joyce, La., and Mitchell, and visual test-wide dimension. Ben Brookins, Plum Creek, and Mitchell. Approximately 50 people attended and 37 participated in the inaugural contest, co-sponsored by IP and held in conjunction with the annual Lumberjack Festival in Springhill.

Sash and door iobbers' anhua'l' conventioh

NATIONAL Sash & Door Jobbers Association executive (1) Bob O'Keefe, with Margaret & Billy Schaefer at the group's annual convention Oct. 17-21in San Diego, Ca.

(2) Vince Long, Tess Huttoni Craig Flynn, Al Fenyes. (3) Pak Chong, Mark Setzer. (4) Melissa Morinelli. Geri Grommett, Jim Callaghan, (5) Marsha Mundinger, Mike Owens, Bob Maple, Nick Carter. (6) Kevin

Leuning, Ron Leuning. {7) Dick Reidy, Dave McGraw, Cathy East. (8) Bafe Hagel, Gary Russell, Rick Hagel. (9) Mark Garrett, speaker Sen. Bob Dole, Lynn Garrett. (10) Nick Kent. (11) Dana Munay, Mark Lewis, Randy Roedl. (12) Steve & Joy Wilson, Val & Alan Ferche. (13) Paul Mikulak, Gary Rogers. (14) Jim Canoll.

(More N$OJApliolos on next page)

PRESS: (1) 1996 Repr.blican nominee Bob Dole (righl) g Producls Dlgest's Chuck Casey, with Robert J. Reynolds in the badqfound at the NSDJA annual con-

Mike Hopkins, Chad Ford. Scott Green, MiciaelCde: vwdion (oonlinued from previous page).

(2) Julie & Larry Hewitt, (3) Dallas

Burr,orxc

roducls

easy interfaces at joints and over architectural elements. In addition, the wrap weighs just 14 lbs., and can be repaired quickly with tape, unlike building paper.

The product is available in 5'x200' rolls.

Circle No. 701

Stuck On Stucco Wrap

A weather-resistant barrier with an engineered textured surface that reportedly helps reduce stucco cracking is new from DuPont.

Tyvek StuccoWrap offers protection for traditional and synthetic homes against water, moislure vapor and air infiltration.

Once sandwiched between sheathing and insulating foam board, special grooves create a drainage path for water or moisture to escape.

The product is pliable, allowing for

Vinyl Balusters & Posts

A new vinyl baluster system that reportedly will never peel, blister, rot or rust has been introduced bv PD Products.

Vinyl newel posts and support posts are also available.

Circle No. 702

New Underlayment Panels

A pair of floorcore panels, one manufactured with wood fibers, the other composed of wax emulsion binders, are new from MacMillan Bloedel Building Materials.

FiberFlor Supreme M-R panels are manufactured with wood fibers and

moisture-resistant binders to ensure a solid, one piece panel throughout. The panels can be used below grade over plywood subfloors and come with a l0-year warranty.

FiberFlor Premium panels contain wax emulsion binders and are engineered to the same specifications, but are not recommended for use below grade. These panels come with a sixyear warranty.

Both are available in 3/8" thickNESS.

Circle No. 703

A Menu Of Grille Options

A line of grille options that add a personalized touch to a home is new from WeatherShield Windows and Doors.

True DividedLite718" and l3l8" insulated windows precisely duplicate their historical counterparts.

Removable, snap-in perimeter grilles can be quickly affixed to windows and are available in standard or custom configurations.

The balusters are manufactured from IOOVo seamless, virgin PVC, enhanced with UV inhibitors to prevent yellowing and deterioration.

The product adapts to or replaces 7 /8" xl -l /2" standard rectangular pickets, without special routing.

Fashion Grilles snap securely into place on the sash without visible holes when the grille is affixed in place.

All units come in various wood and color patterns.

Circle No. 704

Every Little Bit Helps

A high temperature resistant drill bit for use in concrete drilling is new from Hilti Inc.

The TE-CX Carbide Bit features four cutting edges and, reportedly, the only solid carbide head on the market.

This product replaces the TE-C+ bit and comes in sizes ranging from 3/16" to 3/8" in diameter.

Circle No. 705

Multi-Opening Door Locks

A multi-opening door lock for commercial or residential uses is available exclusively from Setzer Forest Products.

Met-Tile consists of up to 2O'-long x 3'-wide panels that are joined vertically with screw fasteners in one piece from eave to ridge.

The product is available in eight colors and weighs 125 lbs. per square, one-tenth the weight of some concrete and clay tiles.

Circle No. 707

Waterproof Seal With Zeal

A latex polymer emulsion that provides a watertight seal under tile, marble, below grade, or between slabs is new from Crossfield Products Corp.

Designed by Samil Industry Co., Magix Freestyle Door Locks can be fitted to either the right or left side of a door and operated by pushing, pulling, or traditional turning.

The product comes in five colors and finishes, and provides room access for the handicapped, the aged and children.

Circle No. 706

A 230-upx Roof

A Spanish tile panel roof that carries a 230+ mph wind rating and is

Dex-O-Tex Barrier Guard can be applied by roller, trowel, spray or squeegee and reportedly is free of volatile organic content and toxic odor.

The water-based formula product can be used on floors and molded up onto bases and over curbs without additional adhesives.

Circle N0.708

constructed of recyclable zinclaluminum alloy coated steel is new from MerTile Inc.

on ony New Producl is ovoiloble by circling the corresponding Reoder Service number opposite the bock cover ond sending the form to New Products Editor, either by FAX to 949-852-0231, by E-moil to ddelvol@ioc.ner, by moil to 4500 [ompus Dr., Suite 480, Newport Beoch, h.92660, or by colling

(e49) 8s2-r eeo.

New Concrete Backerboard

A fire-resistant, rot-proof concrete backerboard for residential, commercial, institutional and industrial applications has been developed by Unifix Inc.

Unipan features a cement with polymer and lightweight aggregate

Extended Enclosures

An extended glass option that affords better vertical views from enclosed patios has been designed by Thermal Industries, Inc.

The Dreamscape 2000 (2") and Dreamscape 3000 (3") enclosure systems are now available in a 5' wide window module.

Both enclosures also come in 3' and 4' sizes.

In addition, optional factory glazed tempered glass inserts for above or below the single glazed sliding windows have been added to the Dreamscape 2000 patio enclosures.

Circle N0.710

composition wrapped in a fiberglass mesh.

Interior and exterior grade, the water resistant product reduces sound transmission and is dimensionally stable.

Circle No. 709

Fantastic Mastics

A trio of pre-mixed ceramic tile mastics has been introduced by Custom Building Products.

CustomBond is a vertical surface latex adhesive said to offer maximum slip resistance and workability.

AcrylPro and ReliBond are fastsetting, water-resistant and can be easily spread over walls and floors.

Circle No. 7'12

Pneumatic Toolin' Around

Pneumatic and mallet-actuated tools for hardwood flooring professionals are new from Senco Products.

Batten Down The Hatch

Mitten Vinyl Inc. has introduced a new board and batten profile that offers a realistic, rough.cut, woodgrain appearance on a 7" wide section.

The profile carries a lifetime transferable warranty and meets, or exceeds, all North American building codes and specifications.

The product is available in six low gloss finishes.

Circle No. 711

The Hardwood Flooring Family consists of a pneumatic tongue-andgroove stapler, one pneumatic and two mallet-actuated cleat nailers as well as other pneumatic tools, compressors and accessories.

Each nailer installs l/2" to 33132" hardwood flooring with l-112", 1-

3/4", or 2" L-type cleat nails, to allow for the wood's expansion and contraction and minimize splitting.

The 7.6-lb. mallet can drive nails with a sinsle strike.

Circle N0.713

The Drill

Of lt All

A new cordless drill from Makita delivers no-load speeds of 0-450 rpm in low gear and 0-1,400 in high gear.

The 5.5-1b., lS-volt 6343Dwae

Cordless Drill Driver Kit offers l8 different clutch settings that allow the user to choose the amount of torque for the particular application. Its forward/reverse switch is accessible for both left and right-handed operators.

Circle No.714

This Cord's The Reel Thing

An extension cord reel that allows the user to reel or unreel either end of the cord, at the same time or independentlv. is new from BurkTek Inc.

SYP Industriol Lumber

Hem-fir ono Doug fil oimenston -

Excellenf Service

Competitive Prices

CordPro unreels the correct amount of cord as it slides, while the unused length is held neatly inside, preventing the cord from becoming loose or tangled.

Both ends of the cord can be operated independently of the other and the divider's reinforced eyelet allows for reliable hanging of the unit.

Circle N0.715

Roof Shingle Placement Tool

A shingle placement tool for accurate and consistent shingle, shake and tile installation is new from Roofers Edge Corp.

Every yeor expensive onrrinmanl ic rrrinad ond workers ore injured hrr rlnnnarnr rq matal }.^-...1i-^ V^,,. l-,^+r^- !vrrurrrv. lina ic thraala--d h.' I rvs vl

Roofers Edge is a lightweight tool that is easy to transport and carry. Once assembled, the tool allows professional roofers, general contractors and home remodelers to accurately and consistently install up to l0 squares per hour.

Circle No. 716

.i^-^^o.l nrnAr rct expensive repoirs, cnd ricinn incr rranno rnloq Sweed Choppers turn lhic nrn{il-<rrnl-inn menqce into vqluoble scrop thot you cqn eosily recycle. Increqse sofety! Out-of-control lnsuronce cloims, repoir bills, ond storoge problems will become o distont memory once Sweed's money-moking choppers ore put to work. SAf TTY.

Moulded Architectural Art

Balmer Studios offers gypsum or polyurethane foam architectural mouldings that are reportedly rot-, crack- and decay-free.

cast aluminum Ibeam frame,providing strength and durability.

The front of the tool is angleddownward, allowing for drawing the saw across a longer portion of the blade, even in tight quarters.

Twelve inches angles at either 90"

long with a 4" throat, the saw blade or 45".

Circle No. 720

See This Saw

A circular saw with an 1l-amp. 2.4-ttp motor featurins burn-out protection and deliveriig 4,600 no-load nprr.rs ii new from S-B Power Tool Co.

The Balmer VI line includes interior and exterior doorway and archway mouldings, niches, miter blocks, capitals, ceiling centers, domes and mantels.

During manufacturing, the gypsum products are reinforced with glass fibers for added strength. Polyurethane mouldings are mixed at high speed to form durable, high density decorative art with smooth, thick finishes.

All pieces can be worked like traditional wood mouldings and are not subject to insect damage.

Circle No. 717

Stud Finder

A sensor that uses electronic signals to locate the exact position of studs or joists through drywall and other common wall materials is new from Stanley Works.

The IntelliSensor Pro stud sensor detects wood, steel and live wires through up to two inches of concrete or drywall.

Circle No.71B

All Bow To This Ruler

A measuring device that accurately reads rafter lengths directly from blueprints in one step is new from RP Meyers Estimating.

The Rafter Ruler consists of two clear 3"x18" polyester rulers, one scaled for common and jack rafters, the other scaled for hip and valley rafters.

The tool is placed over the roof framing plan and aligned at the ridge or peak on the ruler's "0" reference line. The rafter length can then be determined in the time it takes to place an architectural scale on the blueprint.

Circle No.719

A Hacksaw For Tight Spaces

A high-tension, low-profile hacksaw that cuts hard-toreach pipe and other materials is new from Stanley Works.

The Hi-Lo hacksaw is manufactured from a heavv dutv

The 5155K Skilsaw Leeend can cut to a maximum depth of 2-7 l16 at 90' and 1:15/16" at 45".

The 9.6-lb. unit comes with a lower guard that preopens on bevel cuts and features a lateral lock-off trigger switch to reduce accidental starts.

Circle N0.721

Power Nailer

A compact cordless finish power nailer that can drive two to three nails per second is new from Paslode.

Weighing 5.5 lbs., the Imoulse IM250II

Cordless Finish Nailer does not require a hose or compressor, allowing freedom of movement in the jobsite.

The unit drives 314" to 2I12" l6-gauge, smooth galvanized finishins nails and can be used for mouldings, paneling and other applications.

Circle No. 722

Here's The Scoop!

A galvanized steel shop tool that scoops up anything from sawdust to sludge is new from The Scoop Works.

guaranty against fading and peeling for decks and five years for siding.

The product is abrasion, chalk and mildew resistant and is available in an array of pre-mixed and custom colors.

StainStrip Exterior Stain Remover removes latex, oil-based solid-hide, cetol-based and semi-transparent coats from railing spindles, siding, decks and fencing.

The product's one-gallon container will clean from 100'-125', without thinning or mixing.

Circle No. 725

Saw Blade Trio

A trio of reciprocating saw blades designed for cutting wood, metal and other materials is new from Bosch.

Oil and corrosion resistant. the Shop Scoop features over a one gallon capacity. The tool is designed to make short work of liquid and non-liquid spills and comes in two colors.

Circle No. 723

New Laminated Flooring

Laminate flooring that sports a satin gloss surface finish on a highwear, abrasion-resistant overlay is now available from Wilsonart International.

Bi-Metal Progressor Reciprocating Saw Blades are available in metal, wood and all-purpose models, each

featuring a progressive tooth pitch. The blades come in packs of two, five,25 and 100.

Circle N0.726

Hinge Benefits

Universal Industrial Products Co. has introduced a hinge that provides ample security and a clean, no hardware look.

The SOSS Invisible Hinge effectively hides the hardware from either side when the door is closed.

The hinge comes in brass and chrome finishes and is also available for fire rated applications from 20 minutes to three hours.

Circle No. 727

The Welcome Home Collection features a wear-resistant decorative surface, high density fiberboard core and an enhanced water-resistant edge treatment.

The product comes in four woodgrain patterns: tawny oak, southern oak, golden maple and Scandia pine.

Matching laminate-wrapped trim is also available.

Circle No. 724

Deck/Siding Stain Products

An exterior wood stain and a stain remover are new from The Flood Co.

Flood Semi-Transparent Deck & Siding Stain comes wlth a three-year

Wildfires Scorch Florida Timberlands

Around 2 million cords of firekilled wood fell during wildfires that ravaged Florida timberlands from late May through mid-July, according to industry and government estimates. Some 499,265 acres were burned during the 2,2'77 fires, an estimated $390 million loss of commercial timber. The firefighting cost for private landowners and the public will be at least $133 million.

Georgia-Pacific's The Timber Co. is believed to have sustained the heaviest loss, but no large landowner was spared, according to The Florida Forestry Association. Also hard hit

were Jefferson Smurfit, Rayonier, Foley Land and Timber, and St. Joe Land and Timber. The average market life of the scorched wood is approximately 90 days. Landowners were unanimous in expressing their disbelief about being able to salvage all of the dead timber, despite the temporary lifting of weight restrictions for log and pulpwood trucks.

A forecasted 130 million-plus seedlings will be needed for reforestation over the next two years, according to The Florida Division of Forestry, a figure too high for the state's nurseries to supply alone.

Order Entry Via The Internet

Order entry has evolved from handwritten multi-part forms and early computer-based systems with limited power to customer remote entry systems based on dial up concepts, electronic faxing with the onset of EDI, electronic catalogs on stand-alone PCs, and laptop-based systems lor outside salespeople. The next generation is here; Internet-based business transaction systems.

Building product distributor Iron City Sash & Door Co., Pittsburgh, Pa., is currently accepting orders on-line with their new EntryNET program, a Web-enabled order entry system developed by DMSI. Iron City's Web site is precise and functional, featuring company information, a graphic of their service area, links to window and door manufacturers, e-mail shortcuts, and a "Dealer Only" area where participating dealers can build and submit orders, get quotes, inquire on order status, review and edit previous quotes, and upgrade existing quotes to orders.

Some argue customer service suffers from automating the order entry process with customer-enabled systems. Is it really easier to pick up a phone and place an order? What if your supplier is already on the phone taking orders from another customer? Dealers are left waiting or have to call back at an inconvenient time-wasting valuable time and money.

Internet order entry systems allow for anytime, day or night ordering. "(Our customers) like to do business at their convenience, not at our convenience," explains Dick Scherer, system manager at Iron City. "In a lot of cases, that convenience is after hours.

With EntryNET, they can access our Web site, open the program, enter their user name and password. and begin placing their own orders."

He adds, "If you aren't sure how your customers will respond to this convenience, ask yourself how often you stand in a teller line to get spending cash versus the convenience of an ATM.''

Additionally, with Web-based business-to-business ordering systems, the end user has complete control over the order. He can select the items, make changes to the order, enter desired ship dates, and more. "The one thing our retailers like most about our system and the Internet is that they like to control their orders," Scherer says. "They don't like the fact that they have to fax or phone it to us and have them get misinterpreted. They know when they place an order in EntryNET, they placed it themselves. They can view it and know it is exactly what they want. And, with its instant order acknowledgement, they have immediate confirmation of their order."

Depot lnsiders Sell Shares

Six Home Depot executives or directors sold or indicated plans to sell a total of 624,982 shares as the company's stock fell along with the overall market.

One analyst termed the Aug. 19 to Sept. 16 selloff by Berry Cox, Mark Baker, Bruce Berg, Bill Hamlin, Arthur Blank and Annette Verschuren atypical. During the period, he said, "the norm had become for insiders to buy, or retain their shares through the market weakness."

FIBER CEMENT educator is going into all 104 of McCoy's stores'

McGoy's Sides With Fiber Cement

McCoy's Building Supply Centers, San Marcos, Tx., is installing fiber cement project centers in its 104 stores in Texas, Oklahoma, New Mexico, Arkansas and Louisiana.

Developed by James Hardie Building Products, the l0ft. by l6-ft. displays aim to educate builders and consumers about fiber cement siding and backerboard, as well as cobranded products including Maze Nails and OSI Sealants.

What Makes Customers Loyal?

About 5l%o of home improvement store shoppers say they have been loyal to the same store for more than five years, reflecting consolidation in the industry, according to the American Express Retail Index on shopper loyalty.

The top reasons for remaining loyal to a particular store are that it offers a large variety/selection (cited by 807o) and convenient location (72Vo). Other desirous features are: a helpful, courteous staff; stocking desired brands/styles; a pleasant, fun environment, and ability to find or specialorder hard-to-fi nd items.

Conversely, factot's prompting a change in store loyalty include:

o prices tend to be high

. merchandise is often out of stock

o racks/shelves are disorganized

o employees are not helpful

o found a new store closer to home

The study grouped home improvement store shoppers into three categories:

Do-it-yourselfers (representing 36Vo of all home improvement store shoppers and 4lVo of total sales volume) generally seek ways to improve their homes, like to browse, and are handy. Completing home projects gives them a sense of accomplishment.

Informed shoppers (35Vo of all shoppers, 3670 of sales volume) are in and out of the store quickly, price focused and value oriented, and only shop when they must.

Thrifty/all thumbs shoppers (29Vo of shoppers, 22Vo of sales volume) spend little time shopping, often buy sale items, are price focused and are not handy.

Our Gustomers Think the Davrm of a New Millennium is Something to look Forward to.

Building material dealers using SPRUCE computer systems have nothing to fear when it comes to the Year 2000.

Happily, 92o/o of our customers can still use the original hardware they purchased from SPRUCE when the clock snikes midnight on December 31, 1999.

And because we're not in the midst of the Year 2000 Upgrade Crisis, we can continue to provide the best support in the industry.

How can we be so sure we have the best support? Because we can make these claims:

A we've never lost a single customer.

A We answer and resolve support calls immediately.

A We offer unlimited free training at our corporate headquarters.

/l Our support fees are virtually the same today as they were 10 years ago.

Can your softvvare supplier say the same?

If you want a computer company with the foresight to save you money over the long haul-one that will know you by the sound of your voice when you call for support-call SPRUCE today. You'll be happy you did (especially when the year 2000 rolls around).

literqture

Decking The Halls

A 4-p. brochure on Sheerline maintenance-free decking is free from L.B. Plastics, Box 907, Hwy. 150, Mooresville, N.C. 28115; (704) 663-1s43.

Store Fixtures & Displays

Lift Long And Prosper

An 8-p. brochure on Nissan's forklift line is free from 240 N. Prospect St., Marengo, ll. 60152; (8 15) 568-006 l.

Sweets For The Roof

A 12-p. Sweets brochure on the 1998 line of Hi-Tuff roofing systems is free from Stevens Roofing Systems, 9 Sullivan Rd., Holyoke, Ma. 01040; (800) 6217663.

Walk The Plank

The 5th edition of UL's Srandard frtr SaJbty for Fabricated Scaffold Planks and Srages is $250 from Global Engineering Documents, 15 Inverness Way E., Englewood, Co. 801l2; (800) 854-'7179.

A 50-p. catalog of store fixtures and merchandising/display hardware is free from JD Store Equipment Inc., 225 S. Sepulveda Blvd., Manhattan Beach, Ca. 90266: (310\ 937-3660.

Openings In Vinyl

A 42-p. catalog of ProShield vinyl-clad wood window and door products is free from WeatherShield Windows & Doors, Box 309, Medford, Wi.54451; (715)7482100.

Power Tools That Rule

A 208-p. catalog of power tools and accessories is free from Bosch Power Tool Co., 4300 W. Peterson Ave.. Chicaeo. Il. 60646: (7 7 3) 286-'1 330.

Awning Up

A full-color catalog of awnings. tents. outdoor furniture, umbrellas and marine tops is free from Astrup Co.,2937 W. 25th St., Cleveland, Oh. 44113:' (216) 696-2820.

Watching In The Woods

Ridge Vent Video

A new 9-minute video on Roll Vent ridge ventilation is free from Benjamin Obdyke, 65 Steamboat Dr., Warminster, Pa. 18974: (215\ 672-7200.

Wired For Safety

A catalog of hand tools and twist-on wire connectors is free from King Safety Products, 3801 Lloyd King Dr., St. Charfes, Mo. 63304; (800) 633-0232.

Information On Insulation

Three brochures featuring information on performance tests. labor savings. compliance and installation tips for Quick-R Wall Insulation, Super Tuff-R and CBS Structural Insulating Sheathing are free from Celotex Corp., Box 31602, Tampa, Fl. 3363 l: (800) 235-6839.

Construction Compendium

of ony New Literoture item

by contocting eoch compony directly... ond pleose menfion

thot you sotv it in Building Products Digestl

A new 300-p. catalog of fastening, demolition, installation systems and construction chemicals is free from Hilti Systems & Solutions, 5400 S. l22nd Ave., Tulsa, Ok. 74146; (800) 879-8000.

Walls Well That Ends Well

A Homebuilder Confidence Package on the new Centurion Residential Wall System is free from Synergy,10245 Centurion Pkwy. N., Jacksonville, Fl. 32256: (800) 221-9255.

A new video, "A Forest Vision," is $19 from the Temperate Forest Foundation, 14780 SW Osprey Dr. #355, Beaverton, Or. 97 007 : (503) 57 9 -67 62.

Flooring Buyers'Guide

The 1998 Where to Buy

Hardwood

Plywood, Veneer and Engineered Hardwood Flooring buyers' guide and membership directory is $5 from the Hardwood Plywood & Veneer Association, Box 2789, Reston, Va.2Ol95: (703) 435-2900.

Pre-Hung Door Fun X 2

The 68-p. "Fundamentals of Pre-hung Door Production" guide and a l2-p. Signature Series Magnum brochure are free from Norfield Industries, Box 459. Chico, Ca. 95927; (800) 824-6242.

Rates: 25 words for $23, additional words 7Og ea. counts as I word, address as 6 words. Headline or $6 per line. Private box or special border, $6 ea.

Phone number centered copy, Column inch

PAN PACIFIC Forest Products, a growth company celebrating its lOth anniversary, is seeking professionals to join our sales force. Establish your exclusive customer base from one of our three offices in Oregon or one in Florida and enjoy one of the industry's best compensation packages. If you have professional sales experience and are interested in joining our respected team, send your resume to: Pan Pacific Forest Products, Inc., P.O. Box 1507, Bend, Or.977O9, Attention: Sales Manager, or call Ron Hanson, (800) 776-81 3 l.

GENERAL MANAGER: Growing lumber yard/home center in southqstern USA, located in fast growing metro area. Seeking candidate for general manager to maximize market potential in both consumer and pro sales. Location includes 25,000-sq. ft., heavy traffic retail floor and high volume lumber yard. Candidate responsible for direction ofall daily operations. Must have five years experience in management in similar operation, and experience in budgeting, cost control, inventory managernent, purchasing, employee relations. Competitive salary/bonus/benefits package. EOE. Fax resume, salary requircments to 205-425-3388.

S0-YEAR-OLD LUMBER COMPANY for sale or lease in the North Texas area. Established market. Willing to deal. Terms available. Fax interest to 972-437-3115, or e-mail at oll@rbm-tx.com.

rate: $45 camera-ready, $55 if we set type. Send copy to 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660-1872, FAX 949-852-0231 or call (949) 852-1990. Make checks payable to Cutler Publishing. Deadline: 20th of ea. month. Payment must accompany copy unless you have established credit with us.

To reply to ads with private box numbers, send correspondence to box number shown, in care of Building Products Digest, 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660-1872. Names of advertisers using a box number cannot be released.

Building Supply Dealers Jobsite

Dealer Help Desk: 800 523-0625

MOTOROI-A TALKIES

sotuilon:

WANTED: Plywood/OSB strips, drops; sound, square, uniform, dry, thickness l/4 throrgh23l32. Preferred width, 3-l/2, 5-lt2 or wider. Length 32 to 96 inches or longer. Mixed or truckload. Send price and availability to FAX #901-682-8501, or mail to: Lumber Source, 4746 Spottswood, Memphis, Tn. 381 17. Phone (888) 576-8723 (LSOURCE).

PLAY IT SMART with...

guide

Aumm

Brungart EquipnEnt.......,....(800) 223-3023 (205) 52C2000

Grayson Lumber C0rp............................. .......(2051 292-3227

Great Southem Wood Preseruing..................(800) 63$7539

Gulf Lumber Co., Inc......................................(334) 457-6872

McEwen Lumber Co .......(s3/) 492-2322

McShan Lumber Co .......(zosi szs-oezz

Moad Southem Wood Produc1s.....................(800) 27i|6597

Mellm, Inc...........................(800) 866-1414 (205) 23$0256

Prudential Building Materia|s..........................(800) 60G9943

Southeast Wood Tr€ating...............................(800) 444-0409

String{ellow Lumber C,0., Inc..........................(800) 825-9400

Walker-Wlliams Lumber Co...........................(800) 727-9007

Weyerhaeuser C0...............(800) 541-4825 (205) 381-3550

ArHrsrs

Anlhony Forest Products C0..........................18N\ 221-2326

Bean Lumber Co., Curl ......(800) 232-2326 {}ffiit 482-2352

Hmver Treated Wood Products.....................(800) 832-9663

King & C0............................(800) 643-9530 (s01) 754-6090

McEwen Lumber Co .......(501) 45G74S0

US Timber Co......... ........(800) 27S2609

Weyefiaeuser Co. . ........(800) 643.1515

White River Hardwoo6 ..(800) 558-0119

Wrenn Handling...... ........(800) 678-7200

ftonor

Alpine Engineered Products..,........................(954) 781 -3335

Brungart Equipment............(800) 827-4153 (813) 623-6700

Building Products of Anedca.........................(800) 962-1518

Chamdon Intematima|..................................(904) 731-4550

Fastening Specialists Inc. ..............................(407) 888-9099

Hoover Trealed Wood Products, lnc..............(904) 258-781 8

McEw€n Lumbor Co. (Delray Beach) ............(561) 27&5155

McEwen Lumber Co. (Jaclsorwille)...............(904) 78$0170

McEwen Lumb€r Co. (orlando) .....................(404 299 4280

McEwen Lumber Co. (Tampa)........................(813) 248.4111

Prudential Building Materials (Miami) ............(8CO) 432-7966

Prudential Building Materials (odando).........(800) 432-2532

Hobbins Mfg. (Ft. il4ysrs) ...(800) $e2219 (941) 334-2219

Robbins Mfg. (Odando) ......(800) a32-88s8 (404 43-0321

Robbins Mlg. (Tampa) ........(8$) 282-9336 (813) 971.3030

Southeastem Metals Mfg. Co. .......................(904) 757-4200

Southem Pine lnspection Bureau...................(904) 434-2611

Southem Pine Timber Products.....................(800) 22$7463

Southem Wre Cloth C0......(800) 34s-6589 (305) 688.2572

Tropitech Coatins & Research, Inc. .............(800)

Oruom

It takes a special nail to provide long and dependable fastener service. and to perform effectively over the extended life of pressure-trealed wood projects. Maze Stormguard "PTL' Nails are actually dipped twice in molten zinc to insure a thick, uniform coating that protects the nails from prematurely rusting and spoiling treated wood structures.

These slim shank, high quality nails have the kind of zinc-coating recommended by producers of wood preservative chemicals. So play it smart -for "PT['wood, use Maze Stormguard "PTL" Nails!

WRITE FOR LITERATURE

Pacific Lumber Co.. .......(770) 993-8939

Prudential Building Mateda|s..........................(800) 87s1 404

Ray0nier................. .......(912) 367-1547

Sunbelt Mate.ial Handling...(800) 353-0892 (r/0) 5692244

universal Forest Products......................_-....(912) 985.8066

Walkerwilliams Lumber C,o...........................(706) 32$4491

Weyerfiaeuser C0...............(800) 282-3370 (404) 355-5971

Wrenn Hand|ing...................(800) 851-6766 (770) 987.7666

lGnuqy

Glen oak Lumber & Mi11in9............................(qml 242-8272

McEwen Lumb€r Co ......(502) 964-9887

Weyerhaeuser C0......,..,....,(800) 752-6032 (502) 368-3331

louFnra

Elder Lumber Co., Roy 0...............................(800) 844{61 5

Elder Wood Preserving .......(800) 467-801 8 (31 8) 9Al-21 96

Gaiennie Lumber C0......................................(31 8) 948-3066

Landry Lumber Sales, Richard ......................(318) 442-0453

Madin, Roy O......... .......(800) 2995174

McElroy Metal, Inc...............(888) 562-3576 (318) 747.8045

McEwen Lumb€r Co ......(504) 542-2655

Southem Pine Counci| ...................................(504) 443.4464

Triple Son Wholesale Timbe6.......................(800) 3796S30 (504) 632.6828

Weyeftaeuser C0...............(800) 783-6806 (504) 7396800

Wllamstte Industdes......................................(31 8) 255-6258

Anderson-Tully Lumber C,0. ...........................(601) 6293283

Trrrrsrr

David Clifford Loughhead, 60, owner and operator of Loughhead Building Supply, Inc., Buena Vista and Natural Bridge Station, Va., died Aug.19.

A veteran of the U.S. Marine Corps, he opened Loughhead Building Supply in 1976.

Mr. Loughhead was a long-time

member of the Virginia Building Material Association.

Lee Kirkley, 48, owner and president of Buell Door Co., Dallas, Tx., died July 4 in a boating accident on Cedar Creek Lake.

A native of Monroe, N.C., and a graduate of North Carolina State University, Mr. Kirkley was ferrying his youngest daughter and eight of her friends across the lake after watching a Fourth of July fireworks show when his vessel was hit broadside by anoth-

er boat.

His wife, Pam, has been named president and c.e.o. ofthe business.

Jean Reynolds Tamlyn,'ll, cofounder of R.H. Tamlyn & Sons, Inc., Stafford, Tx., died Sept.27.

A graduate of the University of Houston, Tx., she and her husband, Ronald H. Tamlyn, started the business in 1971.

In addition to Stafford, the firm operates locations in Dallas, Tx., and Pensacola, Fl.

SOLJTHERN YELLO\N PINE

Lumber o Piling o Poles o Posts o Timber

KDAT - Kiln dried after treatment

CUSTOM FABRICAIING - Beveling. drilling, boring, cut to length, precision end trim and much more.

CUSTOM PLAI\IING - Surface lumber and timbers up to 10" x 20".

Form.

D.O.T. CERTIFIED MFG. - Fender systems and guardrails.

Britt Lumber, we specialize in redwood fence posts, boards and rails - made directly from the log in our modern sawmill. We're large enough to meet your customers' needs, yet small enough to care and provide the personal service you need.

EAX to 949-852-0231

or call (949) 852-1990 or mail to Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660-1872.

Building Products Digest - November 1998

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