Building Products Digest - December 1984

Febnrary, f985

An excltlng addttion to thlo magazlne's cerlca of opecial lcsues wlll appear ln Fcbnraw, 19E5.

Highnghtlng cedar, ft wlll cover a wlde range of topics of lntcrest to anyone lnvolved with wood. llbll be talktng about cedar's oelllng polnts, marketing pocslbilltles and fts growing role tn the wood market plus: how to buy it and how to promote cedar.

ln addftion, there wtll be case historles and other success stories on how wholesalerc and retallerc can proftt from cedar's growing market acceptance.

ADVERflSERS: Make oure you're not left out of thlc important lsoue. Call or urrltc today lo rcsetrrc space in our Febnrary Cedar Speclal ]ssue. Thc deadline for space reoewatlons is January 3, 1985. Ib rescwe space or for more informatlon,iust call the telephone numbcr shonm below.

DtcttBER 1084

YOLUtl S,llo. lO

mtAJOR tIWt rnd FlATURltm

Busrlrr3t FORICAST SPlClAt lStUE

Tlme Has Gome To Dlversify Into Other Markets

Bullding In Southeast To Slow Desplte Growth

Home Centers Face Peak Decision Making Days

All Elements In Place for An Economic Upturn

Everything ls Looking Rosy For Panel Industry

Home lmprovement Headed For Fast Track In '85

Hopeful Outlook For Building Materials Future

Changes Must Be Made To Keep Industry Moving

Home Depot Acquires Bowater Units In 3 States

NLBMDA Encouraged By Reports At 68th Annual

New Trends Being Felt ln Supply & Demand Cycle

M idd leman Absorbs Many Transportat ion Worries

SERYICES

Calendar l8

Classif ied 43

Advertisers Index 46

DEPARTTElITS

Southeastern Scene

Personals

New Products

New Literature Obituaries

PubbborDrvld Cutlcr

Edlor Jurnttg Lowct

Adut Edtor Klthy Pricc

ContlbudUEdion

D\rtdrt Orrran o OaSe McKinncy

Art Dhctor Manha Emcry

gtrtt Atdr Carole Shinn

Clrtulrtloo Dorothea Creegan

Building Prodrrcu Digestis pub&hcd monthly at 45m Campue Dr., Suitc 4t0, Ncwport Bcach, Ca. 92660, phone (714) 852-1990 by Cutlcr Publishing, Inc. Advertising ratcs upon rcqu6t.

ADVERTISIING OFIICETI

moM TEXAtt, II)UtstANA, M|SS|!IS!PP!, VlnG|NlA. TENNEESIEE, N. CALIFONNTA AND OnDGON: contet D|vld Or||.r.450 Cempur Dr., suite 4t0, Nilport Eclch, Cr. 926@. Call (714) t52-1990.

FAOM WASHINGTON STATE & IDAHO: contrs Crrotc Holn,7033 E2nd S,8,, Merccr fsland, Wa. 9t(X). Phonc (mq 6iA4l0.

FROM SOUTHERN CALIFORNIA: contact Crrl Vmn,205 Oceano Dr., Los An8elo, Ca. 90(X9. Phone (213) 4?2-31 l3 or (714) E52-1990.

FROM THE NORTHEAST: Jorph A. Shcr, 6l Maine Avc. F.{, Rockvillc Ccntrc, N.Y. 11570. Call (516) 67E-1625.

STJBSCTIPTIONS

Chrnge ol Addrest-Send subscription orders and addres changcs to Circulation Dcpt., Building Products Digest, 4500 Campus Dr., suite 4E0, Newport Beach, Ca. 92.660. lnclude address label from recent issue if posible, plus new address and zip code.

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BI.JILDING PRODUCTS DIGEST is an hdependently-owned publica' tion lor the rctoil, wholesale and distibution levels of the lumber and building supply morke$ in I3 Southem ststes.

TO PROVIDE THE STRUCTURAL PANELS BEST SUITED FOR YOUR TRADING AREA.

An evolution is taking place in the structural panelbusiness: Many of your customers are beginning to use reconstituted wood structural panels instead of plywood for roof sheathing, wall sheathing and scores of utility applications. As a prime supplier of building products, we provide the structural panels that make the most sense in your market.

Since no single product is best for all areas, Champion distributes different structural panels in different markets.

Introducing Weldbord@, an oriented strand board (OSB) structural panel, made in your area.

Weldbord is solid throughout with no knotholes, patches, core gaps or voids. It's bonded with waterproof phenolic resins. And it costs less than plywood, offering substantial savings to your customers.

And Champion is offering a complete merchandising program to help you introduce Weldbord to your customers.

See your Champion representative today and see how you can profit from handling Weldbord-the structural panel best suited for your trading area. W're committed to you. Were Champion.

EDITORIAL

Yes,Virginia...

flN THE following pages are two dozen busiYness forecasts: the collected thinking of some of the top people in the business as well as bankers, economists and other experts.

But on this page, during this holiday season, we want to address ourselves to a subject that is a good deal less momentous. It has to do with the questions we continuously receive regarding those two sterling American Businessmen: Hugh Mungus and Freddy Fungus. You know, the ones from Climax, Nevada.

Now there are people about in this land who have the temerity to suggest that the items regarding Mungus-Fungus Forest Products in our Personals column each month are a Total PutOn. Imagine that.

The questions surrounding their existence bring to mind a somewhat similar question put to The New York San newspaper by an eight year old girl in 1897. She wrote, in girlish scrawl, to ask

the editor "Please tell me the truth, is there a Santa Claus?" It was signed Virginia Hanlon.

His response has become a minor classic, repeated yearly: "Yes, Virginia, there is a Santa Claus." He wrote in part about Santa, ,,He exists as certainly as love and generosity and devotion exist, and you know that they abound and give to your life its highest beauty and joy. Alas! How dreary would be the world if there were no Sanm Claus."

So, too, on a far lower plane, our friends Hugh Mungus and Freddy Fungus exist just as surely as fun, laughter, a nudge in the ribs and a sly wink are part of our lives.

Hugh Mungus' name literally means something very large; such as the human spirit and its capacity to provide a touch of humor to give added meaning and enjoyment to our life in business.

Yes, Virginia, there is a Hugh Mungus.

mrrkcta In 13 Southern rtatcr

DAVID CUTLER gubllsher

:opQorlur-rities 85

March 17, 18, 19,20, 1985 in Atlanta, Georgia! Your OPPORTUNITIES FOR GROWTH can be found at the Natronal Home Center Show!

The learning and buying event of 1985! The ONLY show specifically designed for retailers of do-it-yourself products!

THOUSANDS OF NEW PRODUCTS!

See the newest and best products and services offered by leading manufacturers throughout the world at the ONLY Show offering the diverse and complete range of DIY products.

SPECIAL DISPLAYS!

"Opportunities for Growth" are everywhere at the NATIONAL HOME CENTER SHOWI Visit the exciting Home Centers of the Year display to gather ideas for your own operation. See how advertising dollars can work most effectively at the Advertising Display Center. Visit the Innovator Awards display for the best new products available at the Show. Learn about the home center industry's leaders and pioneers at the new Home Center Hall of Fame exhibit.

NATK)NAL I{OME CENTER HOME IMPR(ryEMENT '85 COT\IGRESS & EXPOSITK)N

IDEA-FILLED SEMINARS!

lmprove your retailing&lowledge AND profits by participating in the most Sti-mulating seminar program for home center retailers in the world! Your "Opportunities for Growth" will include practical and sound ideas for effective management and merchandising programs for your operatron.

REGISTER TODAY!

Pre-register NOW for all of the products, information and excitement you have come to expect from the world's greatest event for do-it-yourself retailers.

The lOth Annual NATIONAL HOME CENTER SHOW March 17-2O. 1985 Georgia World Congress Center/Atlanta, Georgia

Free Pre-Registrataon Instructions

'1. Must be received in the show office by February 15, 1985. Confirmation of preregistration and hotel reservation forms will be mailed within three weeks. Free badges will be mailed after January 2, 1985.

2. Late mail registrations will not be processed. Register again at Show. (At-show registration tee $10.00)

3. REGISTRATION COMPUTERIZED. ALL INFORMATION MUST BE FILLED IN.

4, NO ONE UNDER 16 YEARS OLD ADMITTED.

IMPORTANT: Please leave soace between first name or initials and last name

ilANq{AL }(Nft CETYIERxl,ElllPmrrEuctT a5 o(''renEssaExFcflxxl

IMPORTANT: In order lo process your registration, your company's business activity must be indicated below: 0) I Retailer/Dealer

(J) lWholesaler/Distributor

(P) E Other (please describe)

I{OTE: Exhibitor P6rsonnol should flot us9 this torrn. Pleaso use form provided in Exhibitor l$.

EUSINESS Elforecasts

can be risky because of the large number of unforseen factors that can change the picture. I will nwer forget the predictions of the late l9Bthatthe 198ft would be the "golden era" of single-family housing with something like 2.5 million starts per year. But those rosy expectations, based largely on faulty demographics, were far more than

Time to diversify

By Wllllam R. Ganser, Jr. Executive Vice President Southern Forest Products Association

Story at a Glance

Flve year SFPA marftellng plan alms lo Incrcase per house lumber use. .permanent wood foundatlon, prcssur€ treatlng and repalrlrcmodellng taryeted ...goal: 1.4 bllllon b.l. Increase per year In southem plne.

offset by unexpectedly high interest rates, and what actually happened was a bust rather than a boom, at least in the first three years of the present decade.

Well aware of the adverse consequences of faulty forecasting, the board of directors of the Southern Forest Products Association has approved and initiated a five-year marketing program aimed at a variety of targets as a hedge against future recessions in homebuilding.

While housing remains the principal market for southern pine lumber, the current SFPA objective is to increase the volume of lumber used per

Home centers at crossroads

By Rry H. Cooney Presidcnt Scotty's, lnc.

T::,"1"lf:

building supply market,likemost things, does not stand still; every day seems to be a new experience, requiring decisions that meaningfully affect your company's operations.

This coming year will be no exception. Warehouse retailers are springing up on every street corner in metropolitan areas. New competitors are leapfrogging across state and regional lines to enter into what is believed to be the most promising market place around.

I am reminded of the unfortunate

history of the discounters and a large segment of the grocery business, when overstoring resulted in the demise of some giants who miscalculated.

Growth is vital to command the attention of would-be stockholders, but growth for growth's sake alone can

Sfo4y at a Glance

Plan don't panic at new compe. tition...overstored markets a posslblllty. . .capltalize on your strcngths...growth for lts own sake can spell dlsaster.

spell disaster unless it is accompanied by a well-planned strategy that insures continued profit making long beyond the start up time.

This wholesale movement of competitors into a concentrated area places a heavy burden upon the established dealer, who must meet headon the challenge of the new entry into his market place.

With this new competition comes the fresh approach, a whole new look, that is enticing to the one stop shopper who views this large selection of products as "heaven come to visit." This, along with a lot of hoopla that accompanies the new entry, will cause many heads to turn.

In the face of all this, if you give in or give up, all is lost, but if you recognize your strengths and sell them just as enthusiastically as the new competi-

house to take up the slack that would result from future sluggishness in housing starts. We hope to do that through intensive promotion of permanent wood foundation systems, including Plen-Wood and wood slab on grade, at the expense of masonry and concrete. And since the permanent wood foundation system requires pressure treated lumber, and since southern pine is a preferred species where pressure treatment is involved, we expect that our promotion will help blunt the inroads of Canadian lumber into our southern markets.

Under our five-year plan, the promotion of permanent wood foundation systems will also be extended to nonresidential construction. In this area, our ads, seminars and other group demonstrations will also feature engineered wood structural systems for roofs, walls and floors.

Our third target is the repair and remodeling market which traditionally is strong when housing is weak. The promotional emphasis here will be on patio decks, fences, gazebos and other outdoor additions which require pressure treated lumber. Over 3090 of the current southern pine lumber output is pressure treated.

The ultimate goal is a 1.4 billion board feet increase in the consumption of southern pine lumber per year. tor, you can realize increased sales and profitability in the face of the most formidable competition.

A big splash does not spell success, it only invites attention. You can ride out the waves if your boat is seaworthy and your motor is fine tuned. Don't panic. . .plan. This is a dynamic business we are engaged in, one that offers a wide choice of options in the way we approach the market place.

Whether your expertise is promotions, customer service, price, d-i-y or contractor oriented, or perhaps a combination of one or more of these, take cognizance of those strengths and make every effort to capitalize on them. They are more apt to insure your continued success than running scared and doing things you are not equipped to handle.

I am a firm believer that a business person who serves his customers in a manner that fits their needs cannot and will not be driven out of the market place, but a strategy necessary to meeting these needs is a must.

Southeast building to slow despite growth

By Arnold A. Dill Senior Vice President Chief Economist The Citizens and Southern National Bank

Ai#"Jff

southeastern states are often thought of as a homogeneous, Sunbelt region, nothing could be further from the truth.

Florida, which receives one-third of the region's income, is a super high-growth state featuring a service based economy.

Economic performance in the regional states outside Florida has been very diverse in recent years. Alabama, Mississippi, and Tennessee were hard hit during the 1981-1982 recession. These states have heavy industry that was severely impacted by the national downturn. North and South Carolina, with their large, light manufacturing industries, also felt the recession. Georgia and Florida continued to grow, but at a slow pace.

Despite the varied economic performance, housing starts rebounded strongly in 1983 in all the southeastern states and were up 7ls/o in the region compared with 6390 in the U.S. By late summer 1984, growth in residential construction had slowed sharply throughout the region, with the greatest slowdown occurring in Alabama.

Looking ahead to 1985, economic activity will continue to expand in much of the southeast, but at a slower pace that has already set in during the second half of 1984.

Building activity will surely slow in the fast-paced Florida and Atlanta :ueas, but these locations should remain the most rapidly expanding areas next year.

The housing outlook within the region hinges, just as it does nationally, on the interest rate outlook. The rapidly growing southeast tends to have somewhat larger fluctuations in construction activity than does the nation as a whole. The decline in long-term interest rates from June to October 1984 should arrest the decline in the region's housing activity and eventu-

ally cause some revival in early 1985.

The biggest uncertainties in the interest rate outlook are the international value of the dollar and the huge federal deficit. If the economy expands at a moderate rate next year as expected, interest rates would reverse and begin to rise moderately. Such a development would eventually cause renewed weakness in the housing market and keep the region's 1985 housing starts below the 1984 level.

However, housing excesses in many of the region's major markets do not appear nearly as great as those which occurred in the mid-1970s, a healthy condition which should cushion the expected downturn in housing activity. In the happy event that interest rates continue their recent decline, housing would revive more strongly in the region than in the U.S. next year with starts moving above the 1984 level.

The longer run outlook for the region remains positive. Geographical amenities, low cost of living and doing business, outstanding transportation, and a growing dynamic market will continue to spur above average growth in the region, especially in much of Florida and in the Atlanta metro area.

Between 1983 and the year 2000, the most rapid growth areas within the region will be Florida's Gulf Coast metro areas, Orlando, selected East Coast Florida cities, and the Atlanta metro area. By the year 2000, absolute population growth in the region is expected to be geatest in Tampa, Fort Lauderdale, Miami, West Palm Beach, Atlanta and Nashville.

Story at a Glance

Slower economic expansion in the South. . .Florida and Atlanta metro areas willbe hot spots ot business. .interest rate is pdme factor in business. .long range outlook positive.

A decision making year for home centers l{#ffi"'i;

1985 should see a continued upward thrust, especially in the d-i-y segment. It appears now that regardless of our country's future economic situation, during good times and bad, the home center industry will increase in size and scope. This trend appears certain regardless of who may be in the White House and what he might do concerning the massive federal deficit.

Competition for market share will continue to occupy an increasing share of management attention. Coupled with this will be an extended

By John W. Hechlnger President Hechinger Co.

consumer need for more quality in the products we sell. Maintaining a competitive edge will force all types of home center retailers to keep their focus on pricing strategies which will greatly affect bottom line profits. How each company will plan to achieve the delicate balance required to survive could serve to confound

Story at a Glance

Contlnued upward lhrust for d-l.y...grealer emphasls on prlclng slralegles. .educatlng cuslomers wlll be more lmpor. tanl ...more mon€y wlll be spent on sales tralnlng. ..senlor cltlzen market rlpe.

Changes ahead for housing

By l(eith Lanning Exccutive Vice President & Ceneral Manager California Redwood Association

E OR the next I year, as ln recent years, housing will be a major influence on redwood industry business. We all know that there is an enormous pent-up demand for housing and that the keys to this waiting market are interest rates and affordability.

For the coming year, the best estimates seem to be that mortgage rates will fluctuate around a l39o level with housing starts between 1.6 and 1.7 million.

And while the sleeping giant of affordable housing waits, the character of housing continues to change, creating new challenges and opportunities for the producers that will supply the market in 1985 and beyond.

The biggest single positive influence on future housing sales will probably be the emergence of the two-income

family as a dominant pattern. This trend, particularly noticeable among the young married professionals, creates higher income per household, an encouraging counterweight to high interest rates in the struggle for affordability.

For many of these new families, townhouses, low-rise condos, or planned unit developments offer the first step in home ownership. While these types of housing present a smaller square footage of redwood siding

(Please turn to page 39)

Story at a Glance

Amenities create new market .remodeling continues strong .more Shoulder trade. .quali ty materials for custom hous. ing, commercial construction.

even the most experienced retailers amonS us.

How does a company achieve the balance desired? Where better to start than with the consumers who have an impact on that bottom line. ln 1985 companies who will thrive will have to establish better means of communicating with their consumers. Our customers have become more intelligent about analyzing their needs in the home center market. They will be even more aggressive in 1985 in their quest for knowledge.

In order to succeed, companies must be just as aggressive in satisfying their customers' expanded needs. I predict home centers will become better at listening to customers. lf appropriate customer feedback is not planned for, and meticulously derived with increased perception, companies will place themselves in a position to fail in the long run.

Greater attention will be given to our respective work forces. By this, I mean there will be a dramatic effort to increase the product knowledge of our sales associates. In order to satisfy our consumer's need forinformation about our products and how to use them, our industry will be forced to take constructive steps. We will have to "put our money where our mouth is" -sales education and training will be increased with concomitant budgets to facilitate this necessary change.

Companies will be forcedto develop greater interest in what brings customers back into selling units, be they home centers or warehouse outlets. Again, this translates into increased emphasis on paying good salaries and offering improved fringe benefits designed to enhance the welfare of our industry's sales personnel. Companies which will succeed in our sales markets will have to develop even better programs for recognition and promotion of deserving people into management levels. The increased training and support of management programs will necessitate increased monetary support based upon clear company policy decisions designed to attract and retain topnotch management personnel neces-

Economic upturn in place

By Frank W. Denny President Builders Square, Inc.

G.?"[iJ;

state of mind partially emanating from known historical events and partially created by a momentum within society.

We have enjoyed two years of a steadily growing economy without runaway inflation, large declines in the unemployment rate and more importantly record real levels of employment. With more people working than ever before and their real income increasing due to bridled inflation, I see our markets being positioned for a long-term economic upturn without the boom and bust cycles of the recent Past.

Within the d-i-y home improvement sector of retailing, I see two trends whose impacts warrant further discussion: (1) single family housing starts decreasing faster than total housing starts and (2) the shrinking size of new single family unit construction. With housing starts forecast to reach 1.66 million in 1985 and single family units, as a percent of that total projected to decline to 58.4s/o from a high of 76.8t/o in 1975, the building material industry should not look for expanded sales from the new housing industry. Rather sales growth will come from the rapidly increasing d-i-y market.

Another function of these statistics is the stable rate of multi-family housing starts. As the multi-family dwellers are not primary d-i-y customers and their numbers are increasing as a percent of total, the need for building material retailers to target their marketing at the existing home market is magnified. Looking to the future impact of this trend, expansionminded d-i-y retailers cannot look at proposed new locations without weighing the growth potential of the site in terms of future single and multi-family units.

The shrinking size of new single family unit construction further reduces the building material market in new home construction yet increases the potential for d-i-y retailers in the room addition and remodeling seg-

ments of our business. Therefore, although the overall impact of this trend is negative; there should be virtually no impact on the d-i-y retailer. This bright outlook is dimmed only by one major impediment, the federal deficit. While it was not the major issue in the 1984 presidential campaign, as maybe it should have been, the policy makers in both the public and private sectors are looking for

Story at a Glance

Housing trends change home improvement retailing...d-i-y potential increases. .confidence will bolster economy, bring prosperous year.

strong affirmative action from the Administration, including definitive targets for deficit reduction. I, for one, would be reluctant to make long term capital commitments at this stage of the recovery unless I can lessgn the risk factor to project an adequate rate of return. To lessen the risk factor, I will need to see the Administration no longer satisfied with "down payments" on what may be deemed the selling of America's future into indebtedness.

In closing, confidence is the key. We must be confident in the future and invest in it. We must be confident that our fiscal policy will come under control. We must have confltdence that our collective actions toward a sustained moderate economic growth will produce the projected results. Cautious, conservative confidence will see us through a prosperous 1985.

Industry must work harder

By A. G. Matamoros Vice President & Chief Economist Armstrong World Industries, Inc.

EoLLOW-

I mg two years of the easiest pickin'since 19781979, participants in the building materials industry face a leaner harvestin theyear ahead. Clearly, a lot more imagination and perspiration will be required just to maintain momentum in 1985, as overall market potential grows at only half theraterealized thisyear.

Interest rate pressures have already pushed housing starts and existing home sales down from the levels reached in the second quarter. While the cost of mortgage money has eased recently, suggesting that no further erosion of housing activity is immediately in prospect, a new upward interest rate move around tax time next year could prove troublesome.

The decline in sales of older houses

that has been underway since early summer, together with conservative buyrng behavior on the part of consumers with heavier debt burdens have lead to a slackening in home improvement activity. Still, the home fix-up and refurbishing market remains and will continue in 1985 to be one of America's most robust.

Finally, the single strongest market for building materials next year will be found in the nonresidential area where both large project and main street activity promise to expand vigorously.

Story at a Glance

Leaner harvest ahead. ..more work iust to stay eYen...'8s market potential growth half ol '84's...fix up and refurblshing remain one of Amerlca's most robusl businesses.

Panel industry looking healthy

By Wlllrm T. Roblron Presidcnt Arnerican Plywood Association

HEU.S. structural panel industry is heading for its second successive record production year in 1984, and there is the likelihood of another quite strong production performance in 1985.

That these prospects amount to much less than Utopia for producers of plywood and other structural panels is an indication of the paradox confronting producers of all typesthe challenge of relatively high demand offset by low profitability and continuing excess capacity.

Our latest APA estimate is that U.S. structural panel production for 1984 will be about 21.8 billion square feet, 3/8-inch basis, or about 590 above the 1983 record of 20.8 billion feet.

The association's original estimate of 1.7 million housing starts in 1984 is likely to be exceeded by as many as 150,000 units. We now expect a total for the year in the range of 1.85 million, or 9 9o above 1983.

Concurrent with this quite vigorous housing performance which has helped keep many mills busy, if not prosperous, the panel markets beyond housing have continued to advance.

Nearly 6090 of total 1984 panel demand will be in the nonhousing marketsover-the+ounter sales for repair and remodeling; nonresidential construction; industrial applications, and exports. These markets are now receiving increased promotional attention, and will be even more significant in 1985.

APA sees a more restrained housing performance in the 1.5 million start range for most of the year ahead. There is no question that the still mounting federal deficit and a continuing high dollar will curb panel demand in home building and exports.

The preliminary APA forecast for 1985 is for 20.9 billion square feet of production, a drop of 4Vo from 1984 to just about the 1983 level.

Panel industry health in the years ahead will rely to an increasing extent

on our success in finding more diversified market outlets at home and abroad. This explains our continuing efforts to expand the nonhousing applications.

The overriding APA management objective for the next five years, as determined by the Board of Tbustees, is to expand the total marketplace for structural panel products of all types and close the present costly 2.8 billion

Story at a Glance

Panel productlon to be ofl only 4o/o ln'85 from a record '84. 1.5 mllllon houslng starts. .. nearly @o/o of lolal panel demand now In nonhouslng markets. .new promotlons wlll expand usage.

square foot gap between industry capacity and demand.

Projections by APA see the market for all panels rising to about 25.5 billion square feet by 1989, provided a substantial promotional attack on the total market is maintained.

The major structural panel markets are summarized below showing 1984 volume as estimated earlier this year, the target potential and the goal footage volume at current housing rates by 1989.

The homeowner or distribution

market, as the table shows, is the second largcst outlet for struclural panels after new home building. The market as defrned by APA has three major categories: (l) home repair and remodeline; (2) other homeowner uses; and (3) miscellaneous uses. It is served almost exclusively by retail distribution.

The home repair and remodeling sector promises new dividends for dealers and their suppliers in 1985. APA anticipates that 1985 additions and alterations expenditures will be about 590 above the strong 1984level.

Wood systems promotion for room additions should produce excellent results. Wood foundations for this purpose reduce landscape damage, go in on time and don't require another trade. They can add 2090 wood use to the typical room extension on a home.

APA is upgrading its service to dealers, and plans to emphasize its programs educating dealer personnel at all levels on how to specify or recommend the correct structural panel for each of many potential applications. Self+eaching programs for individual countermen and class-type instruction for dealer staff each have their place in the never+nding job of education.

With its fellow associations in the Wood Products Promotion Council, APA will give high priority in 1985 to encourage more dealer participation in the promotion of greater structural panel use by homeowners. There will be joint industry efforts to advertise and publicize wood use to consumers.

Dealer tie-in to these programs is essential. I encourage all in the distribution chain to take advantage of the new promotional initiatives and market-building tools available from APA and the other wood associations. There is much opportunity to expand the market for the mutual benefit of our closely allied industries.

Home improvement on fast track

By Ray G. Sponsler President Millers Falls Tool Co.

$,trff#ill::

ing starts will probably remain at or slightly below the levels reached in 1984, but home improvement demand will continue its strong solid growth, at least through the end of this decade. The d-i-y segment remains the fastest growth portion of home improvement, and by 1990 will represent over 6090 of the total market for all home improvement products.

Story at a Glance

60% of home improvement market in d-i.y by 1990...con. tractor business must be vigor. ously pursued...quality prod. ucts can improve ROl...invigorating year ahead.

The importance of the d-i-yer is very evident to manufacturers, suppliers, distributors and retailers of building materials, hard goods and hardware, and power and hand tools. Although the d-i-y market growth rate of nearly 1590 for 1984 will probably not be repeated, a compounded growth rate of approximately l09o per year is expected from 1985 through 1990. Very few markets in our whole U.S. economy will be able to grow at this outstanding rate!

To "be alive in '85" and beyond, and to grow with the d-i-y market, retailers, wholesalers and manufacturers must expand their market share, increase d-i-y awareness, and improve their sales productivity. The natural "pull-through" of building materialshardware-tools creates excellent opportunities for those willing to make the extra effort.

Manufacturers' support programs, through wholesalers andlor buying groups which provide advertising programs, point-of-purchase displays and d-i-y education, can help retailers

improve their sales per square foot, which will improve margins and R.O.I. which in turn will provide funds for increased advertising and additional d-i-y awareness. During 1985 we will see improved service from manufacturers on those quality products which have high perceived value by customers. Dealers and retailers who take advantage of these services will increase market share.

Even though 1985 will show increasing importance of the d-i-yer, the contractor portion of the home improvement market should not be overlooked. Generally speaking in the hard goods industry, and particularly in tools, the contractor is becoming more qualityronscious and less priceconscious.

In 1985 more and more lumber yards and home centers will introduce the proven successful concept of the "contractor's corner" or some similar special area set aside for displaying only highquality professional tools and equipment geared toward the building tradesman. A bonus of this plan is that in addition to capturing more of the professional market, which produces higher sales dollars and margins, it encourages many serious d-i-yers to "up-grade" themselves to items of higher perceived value.

Undoubtedly, 1985 will provide exciting opportunities and programs for all of us to participate in and nurture our businesses in an expanding market with excellent growth potential.

1985 looks tricky

By Burton G. MacArthur, Jr. Vice President Planning Building Products Champion International Corp.

?Hf,ysarllSJ

I is shaping up to be a qomewhat complex call. There's no recession on the horizon, yet prudence dictates that the recent boomfueled in part by budget deficits and foreigncashcan't go on forever.

We at Champion think the term "tricky" best describes the economic environment for the coming year. For most industries, periods of strong and slack sales will be interspersed as supplies temporarily get ahead of demand. In the building products business, conditions are unlikely to improve very much as housing starts decline somewhat and overproduction persists.

Acknowledging that economic forecasts do not exactly conform to economic performance, our caution for 1985 is dictated by the many optimistic scenarios which indicate a continuation of the present boom and,the much more pessimistic analyses which

make an argument for recession.

Our baseline forecast is conservative but by no means unreasonably so. We are rejecting the more extreme optimistic and pessimistic alternatives.

Although housing starts have held up surprisingly well since mortgage rates for fixed rate loans went back up b l4a/o in 1984, a careful look reveals that the situation is deteriorating.

We don't expect the single-family market to deteriorate much further, settling at about .95 million next year, as mortgage rates stabilize. Those markets in part tied to new construction, such as building products, furniture and appliances will be adversely affected by the downturn in housing.

Story at a Glance

Unstable economic environment...improvement unlikely for building products. . .continued overproductrion. .housing downturn will aflecl related markets.

There are good times coming

By Perc NlebllnS Executivc Vicc Prcsidcnt North American Wholcsale l.umbcr Association

rN DUSTRY

lorganizations, including ours, have numerous forecasts rcgarding 19E5. Thesc predictions, however well researched, are subject to a number of unpredictable factors. One major example is interest rates and their effect on housing. By the end of October they were declining, yet the consensus of many economists is that rates will increase sometime between now and the end of next year. Next, nearly every lumberman agrees that the market problems in 1984 were largely due to overproduction. How else can one explain the depressed mill prices in a 1.7 million housing start year? Last year NAWLA termed it "a tad too much production." With many others, we simply didn't realize how production capacities had been improved at the mills between 1978 and 1983.

Which leads us to the conclusion that we should "crystal-ball" the 1985 marketplace environment rather than cite a litany of projected statistics. Sooner or later demand and supply will come into balance in 1985. We have no more idea when that will be than anyone else. Perhaps by March, logically by mid-year, or it could be next fall, before production curtailment is sufficient enough to provide a strong market for lumber.

When this demand-supply balance occurs we will find our industry in a very healthy environment that should lead to excellent business activity. Let's look at some of these pluses.

Lumber manufacturers in North America have worked successfully to become low-cost converters. Although this translates into high mill production rates on the one hand, it can also be stated that surviving mills will be well positioned when demand equals supply.

More importantly, today's producer is thinking more about adding value to his products than adding a new high-speed widget to push up production. Manufacturer's have

geard up their trade associations to promote and expand lumber markets. We mentioncd this change in thinking last year,and it's nice to report that these promotion projects are going ahead full throttle. NAWLA foresees slight improvement in every major lumbcr market except housing in 1985. These promotional efforts by the producer may do even better in terms of demand than we expectl

At the wholesale distribution level there are many changes going on. Wholesalers have also been forced to

Story at a Glance

Promotlons wlll help achleve demand-supply balance...lncreased speclallzatlon by manufacturer, wholesaler and re. taller..."lt's golng to be a hell of a year."

bccomc "lean and meanr" and many have dcvelopcd a profitable niche in specializcd products or narrow product mix6 or spocial scrvices for both supplicr and customer. They too are positioned well forthe comingbalance in supply and demand. Wholesale distribution is currcntly receiving further impetus from the simple fact that when produccrs start thinking about addcd valuc rather than added production it helps wholesale distribution.

Finally, there is the retailcr. He is fast becoming a larger and a more sophisticated operator. He has reduced his inventory costs and is already a "survivor" from much higher interest rates than we have now, or are likely to experience in 1985.

Wait a minute. What about the fact that production is becoming concentrated in fewer hands? What about the concentration at the retail level? How about the growth of the superlarge wholesaler? We would submit the following:

Can the vertically integrated producer invest as many dollars in his production units (thereby remaining the lowest cost producer) as his competitor who does not have to invest in

(Please turn to page 46)

It's the year of the computer

By Robert C. Vereen Senior Vice President/Director Home Center Institute

R a number of years, experts have been predicting the impact of computers on retailing, and most of the industry has been waiting for realism to match prophesy.

It is our belief that the long-awaited impact computers will begin to be felt 1985.

Computers are not going to be widely used at all, by any means, but the rapid reduction in prices, coupled with the surge of new turnkey computer systems companies coming into the field, means that point of sale systems are becoming affordable for a

great many retailers.

And perhaps even more important, the performance improvements being achieved by computer pioneers are breathtaking in their scope.

The hardlines business traditionally has been a slow-turn kind of business, and the industry accepted it. A hardlines retailer who achieved four turns a year considered that good-reaching the industry average. But now computerized retailers who are able to identify their fast-selling items as well as their slow-sellers are turning inventories five, six or more times a year.

Returns on overall investment and the growing use of GMROI (gross margin return on inventory investment) indicate that no retailer should be happy with what had been considered an industry norm.

Research conducted bv the Home

Center Institute and the National Retail Hardware Association into product movement foretells tremendous changes at every level of the trade.

It will start at the retail level as an increasing number of retailers find out from their own data which items sell at what rate; which don't, and which are the major sales and profit contributors to the business.

For wholesalers, this means that traditional buyrng practices by retailers will be put under the microscope. Is it smart to buy as many items in drop-shipment quantity as had been done? Are some items selling so fast that they should be always bought direct or on drop-shipment? On how many items should order-points be reduced?

For manufacturers, the implica-

tions will be even more severe. Computerized retailers who know product movement at the item level will no longer blissfully accept factory-designated quantities of items in deals and assortments if those quantities do not coincide with their own sales experience. Wholesaler markets and buying shows, always evaluated on sales per-

Story at a Glance

Point of sale systems become affordable. . .close product movement tracking now pos. sible with computer. ..tremen. dous change at all levels.

formance, will play a less important role for those products that are found to be slow-selling in many stores, while they will grow in importance for the "A" or best-selling lines.

Factor packs on regular shelfgoods will be undei attack as well when retailers begin rebuying in smaller quantities pegged more to the real rate of sale. Wholesalers will find it necessary to repack more so they will demand changes in factory shipping quantities, even though some additional upcharges may be required.

The lonely voice in the wilderness of the computerized retailer of the past has become a quartet this year and will become a small chorus in 1985.

And another Mormon Tabernacle Choir in the vears to come.

Industry must adapt to change

AST Decemer I concluded that everything was in place for a good year and I think there is little doubt that 1984 has been a banner year for the building industry.

Now, after two years of very strong recovery and expansion, growth is beginning to plateau. The last half of 1984 has shown that the recovery has cooled as measured by a decline in both GNP growth and housing starts. The business climate is very different than last year in that restrictive monetary policies, high interest rates and an over-valued dollar weigh heavily in the consumer's mind. In addition, consumer spending has become attuned to current needs and is no longer rising sharply as a result of pent up demand.

Next year will be characterized by a continued slowdown in the economic growth. Analysts agree the recent drop in interest rates has postponed the possibility of a recession at this time. As we embark on 1985 we face a market place projected to have a lower growth rate than the previous two years. Therefore, the building industry must adapt to the needs of both a

By Jerold Tuft President, Lock Division Schlage Lock Company changing consumer and

economy.

Throughout 1984, the Federal Reserve modified monetary policy to sustain the recovery. Early in the year, the Federal Reserve's restrictive actions caused premature panic among financial institutions resulting in a dramatic increase in interest rates. Later, in order to stimulate future growth, policies were relaxed. Once again financial institutions reacted as shown by the decline in interest rates.

During 1985, interest and mortgage rates are anticipated to level off and remain stable. As a result, housing starts are expected to continue at the prevailing 1984 fourth quarter rate through the first half of 1985. In the latter half of the year, however, starts are predicted to pick upthe reverse of what occurred in 1984. The net effect will be a 1090 reduction in housing starts amounting to 1.5 to 1.6

Story at a Glance

Economic growth slowdown ahead.. .'85 a year of slabilization.. .157o increase in repaar and remodeling market. ..morlgage rates will level off.

million units. The "mix" of single to multi-family dwellings will continue toward the prevailing 60:40 ratio. Although demographics are the primary determinant of the demand for housing, the cost and availability of money will be major issues next year.

The outlook for residential renovation appears to be favorable throughout 1985. Overall, a liv/o increase is anticipated in the repair and remodeling market. This segment offers great potential for the building industry because remodeling spans the entire spectrum from single family homes to major urban development.

The d-i-y market is also expected to remain strong. It is estimated that 75u/o of existing homeowners will be involved in d-i-y projects. In order to remain competitive, manufacturers and retailers must speak the customers' language. They must meet consumers'needs through new product development, customer service and advertising progr:rms. All of these areas will be prime targets for recvaluation in the coming year.

Compared to the past year of growth, 1985 will be a year of stabilization. As the economic pace tempers, the construction industry will be challenged by a static environment. The winners will be those who are able to face the changes with new and innovative ideas.

I lotnacru.flcr.s Ll?rafutusc, I ttc'., Birrninghant, Al., ltas opcncd twtl ncrv warchousc storcs itt Ltlttisvillc, Ky., and plalts lwo tttorc itt the Denver, Co., ntarkct in carly spring. .McCo.v,'.s Buiklitrlg Sttlt' pl-t, Cenlcr.s opcncd storcs No. 57 & 58 in Tornball attd (ionzalcs, Tx....

Hechittger will open 20 ncw stores in thc ncxt two ycars as rvell as two warehousc stores incltrding one in Greensboro, S.C. . . .Build' ers Square (ex-Home Centers of America, lnc. and now part of K-mart) opened one store in Tulsa, Ok., and two in Houston, Tx., in Nov., part of 35 planned by the end of 1985. .

Lov,e's Cos. Inc'., North Wilkesboro, N.C., plans to expand from 242 to 250 stores and increase selling space in existing stores by l09o next year. .14r. HOW Warehouse, Margate, Fl.. will expand into Il. and Oh. with ll new stores.

The Home Depot has acquired Bowater Honte Centers in Tx., La. and Al. (see page 23 for complete story). .W. R. Grace will open its first warehouse store in a 103,000 sq. ft. ex-Woolco building in Lynnhaven (Virginia Beach), Va....

Shapard Lumber held a grand opening for its new Do-lt-Center in Columbia, Tn. . . .Wickes Lumber and Building Supply Center, Paducah, Ky., has closed .George Ollie Lumber Co. has sold its ready-mix plants in Poteau, Spiro, Stigler and Pocola, Ar., to Twin Cities Ready-Mix, Inc. . .

Wickes has closed its Richardson, Tx., store. . .Home Building

utttl Ltttttltt'r (it., Roscnbcrg, 1'x., is cclchratirrg its 50tlr urtttivcrsary . .Boo:,er Ltttnlrcr ('rr., ('oltrrnbia, S.('., ltas convcrtcd ttt rvarchousc stylc rctailing. .

I)oug Ash_v Ruilrlirttr4 Mutcriul.s has operted a secottd storc irt Rayne, La. . . .l,.ton.t Ltttttlrcr uncl Coal Co,, Inc., DcQuincy, La., is celebrating its 60th year in busincss. .

Construction on a second Pa,yIes.s Cashways lumber and home improvement facility in Lubbock, Tx., is set to be completed late this ntonth; cost of the 37,500 sq. fl. salesbuilding is $1.5 million; more will open in Longview, Dallas and Houston. Tx. .Colonial Hardwure has moved into a new 3,400 sq. ft. store in Memphis, Tn. . . .Dublin Hurdwure, Dublin, Va., has been acquired by Terry and Diane Blair. .

South Slales,1nc., has acquired Henderson & Baird Hardware Co., Greenwood, Ms. . . .Haven Btrilding Products, Inc., Winter Haven, Fl., has added roof and floor structural systems to its inventory. .

Woven Wood Designs, Marianna, Fl., is doubling the size of its plant. .General Aluminum Corp., Carrollton, Tx., has added a 42,000 sq. ft. manufacturing plant at its national Hq. site. . Owens-Corning Fiberglass Corp. has completely acquired Bayer Owens-Corning Glasswool S.A. of Vise, Belgium.

Hardwood flooring ssles were up 9Vo during the first 6 months of 1984.

Ii' r r t1tI c - l'-u.s t c.r I r tt'., DibolI, Tx., Itas acqttircd I'-ltttt'ntktr'/' lltrurd (\tryt., ('larctttortt, N.tt., lirr $5,150,0(n. .('oplu.r' ('t'rttt'rtl, Nazarctlt, I)a., a subsidiary of Stlcictc dcs ('itrtcltts l;rartcais, I)aris, I;rartcc, has acquircd Lotti.st'ille (-errtt,ttl ('o., l.ouisvillc, Ky., lbr $l 12.5 rnilliott. .

Sottthcm Lurnlx'r Speciulty ('or7r. has rclocatccl to ('itntak, (ia., l.rulrn 'T'hotrtson, Cia., opening a rcnrarr. l'acility. . .'l-klev,aler Trudirt.s Inlertrutionul l.ld. is a ncw lunrber and lorcst prodttcts inrport f irrn f ormcd by Tirlcu,uter /lr'. (oil & gas) in Ncw C)rleans, l-a., (icorge Byrn, mgr.

IT'T' Ru-y,onier has a $17 million cxpansion and modcrnization underway in Baxley, Ga.; sawmill capacity will be increased to 63 million b.f.

TMA l:orest Produclshas moved its sales office to Tuscaloosa, Al. . . .Hamplon Lurnber Sales Co., Portland, Or., is now the exclusive sales agent for Edwsrds Forest Div., St. Maries, Id.

T. H. Rogers Lumber Co. has purchased the former Boise Cascade facility in Watonga, Ok., for its 33rd yard. .Gibbons Lumber Co., Kingsport, Tn., is voluntarily closing after 34 years with the retirement of owner Cilbert Gibbons.

Chaney Luntber Co., Corbin, Ky.,lost four kilns and four buildings in a Nov. fire. .

Latest housing start figs. show a sharp decline of 9.8V0 in Oct. from Sept., 9.390 behind the Oct. '83 pace; the seasonally-adjusted annual rate is now 1,515,000. single family starts sagged 9.3V0, multis 10.590. . bldg. permits for future construction declined 2.290 . . .$$ costs were mostly blamed for the drop. . .V.A. mortgage rates were recently lowered from l3Vo to l2.5Vo.

Western Softrroods, Moufdhgs & Mlllwork

Agiloltural Wood Products, Pl5nrood, Partlcleboard

CALENDAR

DECEMBER

ProfltMrsler/Lumbermen's Assoclallon of Texas - Dec. 12, home center open house and seminar, Houston, Tx, Tennessee Bulldlng Matcrlal Assoclatlon-D€c. D, Western Wood Products seminar, place to be announced, Memphis, Tn.

Lunbermen's fusoclation of Texas - Dec. 12, Good ldea! Conference, 9 a.m. - 5 p.m., L.A.T. Building, 2510 N. Lamar, Austin, Tx.

Oklrhomr Lumbermen's Assoclallon - Dec. 13, Improving Consumer Selling Skills, seminar, Lincoln Plaza Hotel and Conference Center, Oklahoma City, Ok.

Oklahoma Lumbermen's Association - Dec. lt, board of directors annual meeting, Lincoln Plaza Inn Conference Center, Oklahoma City, Ok.

JANUARY

Florida Hardware Co. - Jan. 5{, market, Sheraton Palm Coast Resort, Palm Coast, Fl.

Moore-Handley, Inc., Hardwdre Div. - Jan. 5{, market, Birmingham Civic Center, Birmingham, Al.

We are also pleased to be a West Coast area distributor for CF&I steel products as well.

BERGER & COMPANY IS AN INTERNATIONAL COMMODITIES TRADING ORGANIZATION

WTTH OFFICES IN: San Francisco. Ca. (headquarters): Chicago. Il.r Colfax. Wa.: Fargo, N.D.; Filer, Id.; Grand Cayman, Britlsh West Indiesr Santlago, Chile; London, England; Geneva, Switzerland; Nicosla, Cyprus; Buenos Aires, Argentina: Moose Jaw, Canada; Johannesburg, South Africa; and Taipei, Taiwan.

Lumbermen's Association of Texas - Jan. 9-11, basic construction materials take-off workshop, Ramada Hotel Northwest Crossing. Houston. Tx.

Belknap Inc.-Jan. 12-14, winter market, Expo Center, Orlando, Fl.

National Roofing Conlraclors Association-Jan. lE-19, productivity conference, Nashville, Tn.

Speer Hardware Co. - Jan. 19-20, show, Fort Smith Municipal Auditorium, Fort Smith, Ar.

American Hardware Supply-Jan. 2l-22, lumber market, New Orleans. La.

ProfitMaster/Lumbermen's Association of Texas - Jan. A. home center open house and seminar, Fort Worth, Tx.

Stratton Baldwin Co. Inc. - Jan. 25-27, market, The Rivergate Exhibition Center, New Orleans, La.

Genuine Hardware Co. Atlanta - Jan.26-27, show, Sheraton Twin-Towers, Orlando, Fl.

Florida Hardware Co.-Jan. 26-21, market, Jacksonville Beach Auditorium, Jacksonville Beach, Fl.

National Association of Home Builders Show-Jan. 26-29, Astro Hall & Astro Dome. Houston. Tx.

ProfitMaster/Lumbermen's Association of Texas - Jan. 30. home center open house and seminar, Lubbock, Tx.

FEBRUARY

Oklahoma Lumbermen's Association - Feb. 1-7, mid-winter meeting, Hotel Del Coronado, Coronado, Ca.

ProfitMaster/Lumbermen's Association of Texas -Feb. 6, home center open house and seminar, Tyler,/Troup, Tx.

Louisiana Building Material Dealers Association-Feb. 7-10, annual convention, Lafayette Hilton Hotel, Lafayette, La.

Mid-American Lumbermen's Exposition-Feb. 14-15, Bartle Hall, Kansas City, Mo.

Bill Hanrahan, Jim Haas. Bob Glatt, division mgr.

Home Center Merchant

BILL FISHMAN

Bill Fishman & Affiliates

1'1650 lberia Place San Diego, Ca.92128

lN MY last column I suggested lumber land building material dealers must consider different strategies to be positioned for:

(A) Contractor, commercial and industrial customers

(B) D-I-Y customers

Here are some of the elements to be considered!

SITE LOCATION

(A) For Commercial & Contractor Customers

Almost any site location will suffice if it's within a short drive and relatively uncongested. Depot street is okay. Parking for trucks and pickups.

(B) For D-l-Y Customers

Nearby. Main Street. Well lit safe neighborhood. Easy access in and out. Safe left hand turns across traffic. No competition between d-i-yer's home and the store. Allow ample parking cars and pickuo trucks.

MERCHANDISE MIX

(A) For Commercial & Contractor Customers

Heavy toward commodity items. In stock on commercial building needs. Heavy duty professional tools and hardware. Long lengths. Large size containers. Bulk pack merchandise. Availability of special orders,

(B) For D-l-Y Customers

Cut sizes. Promotional brands and models. Bubble and blister packs on pegboard. Household size containgrs. Progres-

sional sizes and price points. "Packages" of materials to complete projects.

(Of course the merchandise mix for the aftermarket can easily be expanded beyond the requirements of the contractor, commercial and industrial customer.)

VISUAL PRESENTATION

(A) For Commercial & Contractor Customers

No visual presentation of commodity items is required. A chalkboard listing of "instock" and "outs" is helpful. Minimum requirements for display of non-lumber items.

(B) For D-l-Y Customers

How-to-install displays. Promotional end caps. In-store lumber inventory. All merchandise price marked. Descriptive and promotional showcard signs. Fact tags.

STORE HOURS

(A) For Commercial & Contractor Customers

7:30 a.m. opening weekdaysminimum till 4:30 p.m.

(Please turn to pase 27)

an opportunity to address dcficits in a fashion that b both fair and cffoclive.

As it turned out, only a minority of Congress agrccd with this solution. The plan was defeated by a 2-l margin.

The problem, howcvcr, won't go away. Annual deficits of just undcr $200 billion are projected throuSh the end of the decadc. And as long as they are prescnt, the economic stability we seck cannot be achieved.

af,ONTINUING

thc discussion of the Yfederal deficit started in this column last month, we explore hcre more thoroughly the effect a Constitutional amendment might have on the problem.

If Congress should adopt such an amendment, its intent could be skirted. Congress could do this merely by revising the federal budget structure by shifting more deficit-riddcn federal programs into the "off-budget" category. This, of course, would only compound the problem.

This past spring, Congress surprised the pundits by taking a sincere look at potential solutions to the deficit problem. In the Senate, several senators proposed looselydescribed "freeze" plans to cap or freeze federal spending in some major areas.

The most broadly-based and equitable proposal was an across-the-board freeze in all federal spending for one year. Under the plan, all departments, agencies and dependents of the federal government would have shared the burden of reducing the deficit.

The proposal had the backing of a bipartisan group of senators. In the case of appropriated programs, both defense and nondefense, we proposed that budget authority befrozen atthe l984level. In entitlement programs, we suggested that individual benefit payments, as well as reimbursements for health care providers, be frozen at their 1984 level. The plan also called for freezing federal pay and benefits along with a one-year revenue increase of about $10 billion.

ln short, everyonc who receives either a federal paycheck or a federal benefit chcck would receive no mor€ or no less in fiscal year l9E5 than they received in fiscal year 1984. All federal departments, agencies, and programs funded through discretionary appropriations also would have been required to operate in fiscal year 1985 at fiscal year l9&4 funding levels. The equity of such an approach to deficit reduction would afford Congress

Thc freeze idea may not be appealing in the years ahead. But something like it-something that is equitable and broad-bascd-will be necessary. It is strong medicine, but our stricken federal budget is in need of such a prescription. If the optimists ard pessimists among us are to breath easier, Congress must be willing to act sooner rather than later. A lumber and building material industry in search of stability demands it.

TOPICS

P[3:]triiTil'f""#if L"'*:

hours" open houses at selected home centers across the state to introduce lumber 'and building material dealers to the capabilities and uses of computers in merchandising, in-store operations, yard operations and store management techniques of lumber and building materials operations.

Unlike most seminars, these sessions will include hands-on use of the T.I. Computer System designed for lumber dealers. In addition, ProfitMaster will have one of the newest computer features

available to the industry, a "hands free" point-of-sale computer.

This latest technology advancement allows the op€rator to handle merchandise, wait on the customer, make change and sack the merchandise without making any keyboard strokes since the sales transaction is controlled by spoken commands which the computer system understands and reacts to appropriately.

The free seminars which will be held in five areas include a barbecue dinner. Dates are Dec. 12, Houston; Jan. 7A,

(Continued on next page)

guALrTY RED\IrOOD FENCE BOARDS

Lumbermen'r Aroclatlon of Texar P.O. lq tL6. Artla, Tr.7t76! (lrl) aTt,rr9a

Manufacturers of fence boards, posts and rails, decking and speclalty ltems. Our sawmill and reman factlitles provide us with versatility in meetlng your customers'needs.

Historic Sites Restored

The Brick Institute of America,celebrating its 50th anniversary, is providing bricks to historic American landmarks in need of rehabilitation. Working with the National Historic Tfust for Preservation, BIA has already contributed bricks to the Woodlawn Plantation, part of the George Washington Dogue Run Farm, in Mount Vernon, Va., and will soon make a delivery to hatur House, home of naval hero Stephen Decatur, in Washington, D.C.

EIICOURAGING people to vote in the recent elections, McCoy's Building Supply Centers, San Marcos, Tx., gave away free vote buttons at all 58 stores, according to Anne Clark, promotional manager. Each voter presenting a current voter registration card received a lree package of light bulbs.

TEXAS

(Continued from previous page)

Fort Worth; Jan 30, Lubbock, and Feb. 6, Tyler/Troup. Reservations may be made through the L.A.T. office.

Other association sponsored educational sessions include an idea sharing conference on Dec. 12,9 a.m, to 5 p.m. at the L.A.T. Building, 2501 N. Lamar, Austin. Instructor will be Jim Pence. Cost for this workshop is $150 for the frst person from a company and $130 for each additional person. Registration is being taken through the L.A.T. offrce.

A basic construction materials takeoff workshop is scheduled for Jan. 9-ll at the Ramada Hotel Northwest Crossing, Houston. Cost for members attending the 20 hour session is $85. Non-members may attend for a $100 fee. Larry Willman, Texas State Technical Institute, will be the instructor.

SOUTHEASTERN SCENE

Cowrlng the dater of Alabama. Ftorlda, Georgla, Kentucky, l.oulclana, Mlcelselppl, North Carollna, South Carollna, Tenneecee and Vlrglnla.

Vlrglnlr Bulldlq Mrlerlrl Assoclrtlon has named a future planning committee including the members of the executive committee and past presidents Dave McClung, McClung Lumber, Salem; Noel Borden, Borden Lumber Co., Strasburg, and Jim White, W. v. F. White & Sons, Richlands, to take a look at the policies and procedures of the association

and make long and short range recommendations.

According to Bobby Taylor, president of the VBMA, he will be appointing chairmen for a number of committees in the next few weeks.

Tom Hartley, executive director, has been traveling through the state meeting with store owners. He also has set up

SEASON'S GREETINGS

seminars on the Miller Act and mechanics' lien laws in scveral areas and is establishing Roundtable groups.

I.oulslrnr Bulldlng Mrterld Deders

A$oclrtlon is organizing its Feb. 7-10 convention in the Cajun style, according to Gayle Passman, who is making arrangements for the meeting at the Lafayette Hilton Hotel.

More than 30 building material firms have committed to sponsor events at the annual convention.

Tennessce Bulldlng Materld Associatlon will join with over 30 other Tennessee trade associations in co-sponsoring a 1985 Business Forecast Conference with the University of Tennessee at the Chattanooga Center for Economic Education, Jan. 9, 1985, at the university.

J. Peter Crace, head of President Reagan's Private Sector Survey on Cost Control and chairman and c.e.o. of W. R. Grace and Co., will be among the national authorities in money, housing, energy, transportation, politics and government addressing questions to be faced in 1985.

TBMA also is sponsoring a Western Wood Products Association seminar in Memphis Dec. 12. Randy Rinks, chairrhan of the TBMA education committee. in charge.

Gordy Martin Gary Mallatti Bob Haas John Blatchford

S0UTHERN region sales people receiving 1984 Most Valuable P€rformer awards from Champion International Corp. were (left to right) David Boyd, Alabama: Curtis Posey, Lake City, Fl.; Jimmy Tucker, Southern Florida. and Sandra Smith. Georoia.

Home Depot Acquires Bowater

The Home Depot, Inc., Atlanta, Ga., has acquired Bowater Home Center, Inc., Plano, Tx., from Bowater, Inc., Darien, Ct., for $4O million.

The nine store chain, open for about 14 months, will be added to the 22retul warehouse stores operated by The Home Depot.

Notes Bernard Marcus, chairman and c.e.o. "First and foremost, the merger provides us with an immediate opportunity to enter the Dallas, Tx., market with a significant number of stores and sooner than we had originally anticipated. Of Bowater Home Center's nine existing stores, six are located in Dallas with an additional store being built in Fort Worth which

will bring the number of stores in that marketing area to seven. Two stores are located in Louisiana, one in Baton Rouge and one in Shreveport, which will complement our presence in the New Orleans market. The ninth store in Mobile, Al., is also a prime location and fits our overall marketing strategy. "

Hardwood Annual Attendance

Registration of 1,222 persons helped to make the 87th annual convention of the National Hardwood Lumber Association an outstanding function. Sessions held at the Westin Crown Center Hotel included discussions of action being taken to improve the business climate for hardwood

people. Other sessions conducted items of association and industry business including the election of officers.

E. R. "Ted" Thomas, Jr., Thomas & Proetz Lumber Co., St. Louis, Mo., was elected president at the Oct. 29-31 meeting in Kansas City; Walter M. Fields, Jr., Walter M. Fields Lumber Co., Inc., Memphis, Tn.; John G. Thomson, Peter Thomson & Sons Ltd., Alliston, Ontario, and Henry C. Fulcher, Jr., Sitco Lumber Co., Wilmer, Tx., vice presidents.

Directors elected were Archie H. Carpenter, Robert A. Forester, Jim C. Hamer, William R. Jorgensen and E. Lawrence Sauder.

The 88th annual convention will be held at the Century Plaza Hotel, Los Angeles, Ca., Oct. 2l-23,1985.

Highost Ouolitg Possible ot Compotitlve Pricing

in

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INC.

Box 9, Rmitv, Rr.71921o (501) 342-5275

Rltt HRBDING o IINDR PBIDDY . ROSS RRSSIiUSSCN

We con fill oll Vour treoted lumber needs. . . londscope timbers, plgtrood, oll dimensionol lumber, 4r4 through l2xl2. On 6x6 ond lorger ure hov@ lengths ronging up to 45 feet. Plus, ure nou corrv in stock .60 FDN. [Ue olso hove our ourn fleet of trucks to help you solvo ony delivory problems Vou mov hov@. Rll our mot@riol is TPI grod@ mork@d. UJe feoture the- RI.UPB quolitv mork on oll our tr@oted moteriol.

Fks Choice INSULATION

Wcycrlutclsjor f r()w slor;k:; il r;u)(lo of R vttlrtc rnsLrl;tltctn prorlrrr;ts rrro:;l rrr rlcrnitrrrl lor yor rr lllrrtit;Lrltrr ro(lrort of llrc corrnlry, inclrrriinr; rrr;rrifolrnr slrt:lrllrrnry,lrnrlliltt:rr;1trss llrtls trrtrj rolls

COMPETITIVE PRICING

Weyerhaeuser prices are always competitive. You can count on it. You can also count on consistent quality of products at the best value in the industry. Day in and day out.

RELIABLE DELIVERY

When Weyerhaeuser people give you their word, you can rely on it. All orders will be shipped when promisedon time. No excuses. lf a problem does occur we will go the extra mile to satisfy our customer.

CONSISTENT QUALITY

Weyerhaeuser-produced products are measured against rigid quality control standards. We will not cut corners. You can rely on Weyerhaeuser products to meet your performance expectations. Ptoducts purchased for resale by Weyerhaeuser will meet

the same demanding requirements. lf it comes fromWeyerhaeuse[ you can counton its quality.

DEPENDABLE SERVICE

Weyerhaeuser Customer Service Centers are conveniently located to meet the supply needs of our customersquickly and accurately. We work with our customers as partners, anticipating their needs and staying ahead with new products and new ideas. And our Trading Centers are primed to give you prompt service on all direct mill needs.

PEOPLE WHO CARE

You will always get a quick response, accurate information and insightful cooperation from the people of Weyerhaeuser. We are dedicated to solving customer problems, and working hard to be the preferred su p p I er. You r respect is Weyerhaeu se r s top priority. We will never take it for granted.

WEYERHAEUSER CUSTOMER SERVICE CENTERS:

ALABAMA

Birmingham: (205) 663-1870

Tuscumbia: (205) 381-3550

ARKANSAS

Little Rock: (501) 490-0465

FLORIDA

Miami: (305) 592-0633

Orlando: (305) 295-7431

Tampa: (813) 247-6671

GEORGIA

Ashburn: (912) 567-3416

Atlanta: (404) 355-5971

KENTUCKY

Louisville: (502) 368-3331

LOUISIANA

New Orleans: (504) 733-6800

Shreveport: (318) 631-3190

NORTH CAROLINA

Asheville: (704) 684-6484

Charlotte : (7 O4') 37 5 - 5547

Greensboro: (91 9) 668-0961

OKLAHOMA

Oklahoma City: (405) 670-2811

TENNESSEE

Memphis: (901) 363-5693

TEXAS

Dallas: (214) 245-3511

Houston: (713) 462-9991

San Antonio: (512) 661-8415

Sweetwater: (91 5) 235-4331

VIRGINIA

Richmond : (804) 222-7 37 3

SOUTHERN TRADING CENTER

(800) 27 2 - 2200 (i n Arkansas)

(800) 643-1515 (all other states)

@ Copyright 1984 Weyerhaeuser Company

How you can save on delivery costs ffi

QUESTION:

Recently a reader we had met asked: "What should a dispatcher's normal responsibilities be in a lumber yard like ours?" His yard, in the $8 to $10 million volume range, owned and operated 12 trucks. The answer given was specifically geared for his operation, but the basis of it applies to almost anyone performing the "dispatching function."

ANSWER:

Literally, one definition of "dispatching" is "to send away." Delivery is often defined as the act of sending to an intended destination. Thus, a lumber and building materials dispatcher is the sender of materials to an intended destination. In many cases, the dispatcher must meet time requirements as well. The implementation of such responsibilities revolves around the l0 basic functions listed.

Queslions on delivery costs? Send them to this magazine al 4500 Campus Dr., Suite 480, Newporr Beach, Ca. 92660. Wally Lynch will answer them in future issues. This is your chance to take advantage of his expertise in curting your delivery costs.

(3)

IMPLEMENT COMPANY'S DELIVERY POLICIES. First, does your company have one stating what your people will do for the customer? lf not, why not? If so, what should it contain?

DTRECT THE COMPLETION OF THE COMPANY'S DELIVERED SALES WITHIN THESE POLICIES. Delivery completes the sale and makes it a receivable, but not one dime can be collected until delivery is made. Liken management of delivery to management of receivables !

MAINTAIN THE COMPANY'S DELMRY LOG. Plain and simply, a list of things to be done. It's an almost indispensable planning and managing tool.

(6) MONITOR TRIPS AND DE. LMRIES. How effcctivcly are the company's pcoplc being used? What is thc average first out? How long is the turn-a-round time in the yard? How many miles are driven? What is the value of materials delivered?

(7) OBSERVE AND EVALUATE PREVENTIVE MAINTENANCE PROCRAM. Does the company have a program? Who is responsible for it being used? What is done to solve a problem when it occurs? How is a vehicle lost to maintenance replaced.?

(t) SUPERVISE DRIVER'S ACTIVITIES. Does every driver have a copy of his job description? Do drivers load, unload, drive forklifts, take orders, etc.?

(9) COORDINATE LOADING ACTIVITIES AND EQUIPMENT USE. Are deliveries staged and preloaded? Is equipment rotated among drivers? ls paper work completed?

(TO) DEVELOP DAILY P & L ON DELIVERED SALES. Do you know the value of what is delivered and what your delivery costs are? Can you tell a profitable delivery from one that loses money?

(4)

DEVELOP AND PLAN LOAD SIZES AND MAKE-UP. Prevent the most costly disease in the delivery business-"reactionitis," which generates enormous yard chaos and sale losses.

(5) SCHEDULE AND ROUTE TRIPS. Take the loaded trucks to the customer during his work hours on a mutually profitable basis.

Each of these functions will be further developed and explained in future issues. In the meantime, identify which of the above are in place at your company and which are not in evidence there. They won't all apply in every instance, but they represent a check list for any delivery operation.

"Monagement Sumeys the Black Hole ol Delivery," divided into three seporote dollar volume manuals, under $2 million, $2-5 million and over $5 million. is available for 545 from Builders Express Inc., Ib50 Plano Rd., Dallas, Tx. 75243.

Attention: Wally Lynch

We shlp to ancl from the 48 contlnental states and Into Ontarlo and Quebec, Canada wlthout Inter- llnlng. Coast-to-Coast forest products haullng ls our speclalty.

shlp Attawoy . . o ;esponsl. ble, se;ulce€rlented truck. Ing systern opersted by o relloble, well-estobllshed compony you con rely upon.

HOMECENTER

(Continued from page 19)

(B) For D-I-Y Customers

Evening shopping hours. Weekend shopping hours.

SERVICES

(A) For Commercial & Contractor customers

Commodity deliveries. Fireengine special deliveries. 30day company accounts. Telephone orders. Blueprint takeoff estimates. Salesmen's visits to offices and job sites.

(B) For D-I-Y Customers

Shopping carts, lumber carts, hand baskets. Consumer credit (bank cards, etc.). Installation instructions. Assistance loading heavy purchases. Free twine, flags, cardboard car top carriers.

Availability of installation for some merchandise. Cutting services. Clinics and demonstrations,

SYSTEMS & PROCEDURES

(A) For Commercial & Contractor Customers

Contractor desk or counter. Tickets written for purchases. Tallyman loading of lumber and commodity items.

(B) For D-l-Y Customers

Central checkout. Quick check and credit appraisal. Rainchecks. Exchanges. Refunds. Price changes. Employee discounts.

PRICING

(A) For Commercial & Contractor Customers

Full margins except on competitive commodities. Negotiable corporate discounts.

(B) For D-l-Y Customers

Market competition dictates some selling prices. Variable pricing. Pricing for logical price steps. Promotional pricing for traffic. Lower overall margins to be compensated by more inventory turns.

PROMOTIONAL ACTIVITIES

(A) For Commercial & Contractor Customers

Small budget. Pinpointed market easily reached by direct mail. Minimum frequency of promotions. Gifts and Pre-

miums cement relationships. Booklets and catalogs effective. Outside advertising and production sources are cost effective.

(B) For D-l-Y Customers

Weekly advertising is a must. All mass media is a consideration. Special purchasing for advertising. Soliciting and administering cooperative advertising funds. In-house advertising production.

While the grass may appear greenerit's not an easy step to position from a contractor to d-i-y operation or from a d-i-y store to contractor operation. The step requires financial, inventory, and operational considerations as well as a shilt in attitude for management and staff. Don't make it a quick decision .make it a realistic one.

Coming In January

Southern Pine Special Issue

Wdler llcldr Jr., owncr, Walter M. Fields Lumber Co., Inc., Memphis, Th., and 2nd v.p. of the National Hardwood Lumber Association, has bcen named 1984 lumberman of the year by the Lumberman's Club of Memphis.

Jlm Hrycr, Bonsteel Lumber Co., Harrison, Ar., will chair plans for the 1985 Arkansas Lumberfest; Blll Mrylleld, Reynolds Supply, Smackover, lst vice chairmani Bcn Mryo, Mayo Building Supply, lnc., Bentonville, 2nd vice chairman; J. L. Mullens Jr., Mullens Builders Supply, Inc., Heber Springs, 3rd vice chairman; Rob McCown, Elk Corp. of Ar., Stephens, associate/ supplier liaison; Tom Nabholz, Nabholz Supply Co., Inc., Conway, retiring chairman.

Gerry Vavak, Leonhardt's Big L Lumber and Home Center, Oklahoma City, Ok., is a new member of the Bethany public schools board of education.

Royct Pennln3ton is now v.p., finance, at National Lumber Co., located in Springdde, Ar.

Wllllrm Murphy is the new co-mgr. at the 84 Lumber store in Smyrna, Ga.

Tommy Grooms and Blllle Crmpbcll are new at Westwood Forest Products, lnc., Climax, N. C.

C. B. "Bud" Slevens, senior v.p., Kirby Forest Products, Inc., Silsbee, Tx., is the new chairman ofthe board oftrustees, American Plywood Association.

Rlchatd Wrlght, v.p.-sales, AndersonT\rlly Lumber Co., Memphis, Tn., has completed a sales trip to Japan.

Josc Lopez is now a district mgr. for Payless Cashways, with responsibility for the El Paso, Tx., retail center.

Mac Moort, Greensboro, N. C., is a new rep. for Kapman Co. in Va. and the Carolinas. Blll Golden and John Price, Richardson, Tx., now represent the firm in Tx. and Ok.

Bod Bhfhy of Blakley Lumbcr and Carpets, Davcnport, Ok., and Bud Blakley Lumbcr Co., Chandler, wasclccted Home Builderof the Year by thc Oklahoma State Home Buildcrs Association.

Dde Boozer, Boozer Lumber Co., Columbia, S.C., recently spoke at a m€eting of the Western Building Material Association in Portland, Or.

Grbc P. Ferrrzzrno is now national sales mgr., building products div., Clairson International, Ocala, Fl., according to Rry Krye, executive v.p.

Thrmen W. Hdl, Lyman Lamb Co., Little Rock, Ar., is the new 3rd v.p. of the Mid-America Lumbermens Association; Grrdy Ollle Jr., Geo. Ollie's Lumber Co., Inc., Pocola, Ok., was elected 4th v.p.

Rel Olscn, Western Turnings & Stair, Commerce City, Qe., and his wife, kllr, vacationed in Italy and Greece.

Jrmes A. Hrrrls is the new N.E. FL. sales rep for American Standard's U.S. Plumbing Products Group.

B. Dale Srulley has joined the builder products div. of Luwa Corp., Charlotte, N.C., as operations assistant. Edwrrd W. Hglllburton, Jr. is a new product engineer.

Lelf Penson has been appointed product service mgr. for Sachs-Dolmar Division, Atlanta, Tx., according to Jim Yount, pres,

Harry Horrocks, director of governmcnt affairs, National Lumber & Building Material Dcalers Association, Washington, D.C., and Jane Hollinshed, daughter of Joe Hollinshed, Cape Fear Supply, Fayetteville, N.C., honeymooned in the Bahamas after an Oct. wedding.

Steven l'irkins is replacing Ramon Jordan who has retircd l'rom Seiling Lumber Co., Seiling, Ok., after 30 y'cars.

Joe Kaufman, pres., Kaufman Lumber Co., Little Rock, Ar., has been named Arkansas Lumber Dealer of thc Year by the Mid-Amcrica Lumbermens Association. Darrell McFarland, International Paper Co., Fort Smith, Ar., made the prcscntation.

Gene Skrivan has joined sales at Mary's River Lumber Co., Corvallis, Or.

Mit Scott and Joe Aulds have joined sales at Willamette Industries. Simsboro. La. Lydia Watts is now supt. at the particleboard plant with Roger Randolph, new gen. foreman.

Wilson Woolley is the new director ol advertising at W. M. Barr & Co., Memphis, Tn.

Roger Redick is tlie new corporate credit mgr. at Buford White Building NIaterial Center, Shawnee, Ok.

David MacNicol is norv assistant mgr. ol Scottl-'s in Ar.rburndale, Fl. Harry Tomlinson has been promotcd to assistant mgr. at thc Haines (-ity' unit.

Bill Whited is now co-mgr. at thc 84 Lumber store in Mt. Pleasant, S.C. M.J, Robichaux Jr. and Edward R. Wedee Jr. have been added to the board of directors ol Bernard Lumber Co., Inc., New C)rlcans, La., according to James B. Goldsmith, prcs.

Iluford White, Buford White Building Material, Sharvnee, Ok., hosted rnembers of the Oklahoma Lumbermcn's Association at a barbccue dinner.

Norman J. Sicvert is the ne*' Weste-rn Wood ProdLrcts Association rep in So. Tx. and La.. based in flouston.

\\'illiam T. Robison is lhc nerv pres. of' the American Plywood Association; Ilruce E. L1'ons, r,.p. ancl gen. mgr.; l)avid L. Rogotal , r'.p., marketing; Tcrrl R. Lamp, treas; (icorge'l'. Sleet, director of quality services, and I)ennis J. Hardman, director of infornralion serviccs.

Jcrrr llrunller is rrorr lumbcr'.tlc\ rngr. at Nlanville For cst Products. West \'lonroe. La.

Clalton Blanton is norv lumber salcs rngr. for Louisiana-[)acific mills in Cia.. bascd in Wa1,'nesboro.

Duane Mulsenbocker is norv branch rngr. at thc Weyerhacuscr Co., building prodrrets custonlcr :cr\icc Lcnlcr. Houston, Tx. Darrll Knight is the- nov branch rngr. at the Shreveport, La., center, according to Tom Turner, human rcsources mgr., southern zone.

Randl Thurman is the ncw mgr. at T. H. Rogers Lr.rrnber Co., Stroud, Ok. Mikah Lipscomb is the new mgr. at the Temple- location.

William R. Jorgcnsen, Jorgcnscn-Bennett N'lanufacturing Co., Menrphis, Tn., is a new member of the board of directors of the National Hardwood Lumbcr Association.

(;. W. "Bill" Bechtold has been named sales executive lor Gardner Asphalt Corp. in So. Tx., according to Edmund W. Lanctot Jr., v.p. marketing.

Patricia L. Sacha is norv mgr., promotional services, at the home products dir'. of Rubbcrmiiid, according to Harrl C. Chapman, director, advcrtising and rnerchandising.

Jack Bland, lndiana Lumbermens Mutual Insurance Co. representative in Tennessee. has retired.

l)ale Eisert has rctircd from H. E. Ketchanr Lumber Dealers, Muskogcc, Ok., al'ter 33 % y'ears. Lold Bivins has retired as mgr. of the Clhecotah branch after 291./: years.

(iene Braf is now responsible for salcs/ customer service at Canadian Millrvork, Inc., I'reeport, Tr.; .lim Lougher is southcnst sales mgr. and Marvin Wood is northeast sales mgr.

Plle I|1rne is the new yard superintendent at Nlungus l;ungus Forcst Products, Clirnax, Nr ., according to Hugh l\lrrrrgus urrJ lrctldl Fungrrs.

NEW PR DUCTS and selected soles ofds

Residential Coverup

Edco Products, lnc. has a new preformed and prefinished aluminum windo*, door casing and sill covering system that eliminates the need for brakes, slitters or coil stock.

The new system features a unique casing corner cap which makes application easy and economical.

Designed to fit over wood brick casings and sills that need to have chipped and peeling paint covered, the covers are available in five colors. They can be installed with combination windows, prime replacement windows, over existing siding, during siding installations, over stucco, or in new construction.

FREE READER SERVICE

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

Basketweave Planters

Outdoor planters handwoven in fine brass and stainless steel are available from Wovenwork.

The new product can be used indoors or outdoors. It comes in all popular planter sizes.

Natural Rustic Siding

The rustic beauty of real wood has been captured in a new plywood siding from Champion International Corporation.

Called Natural Rustic Roughtex, the exterior panel is produced in two styles: a deep V-grooved random plank pattern and a standard squarechanneled grooved version. Both feature the natural wood splits, knots and knotholes of Douglas fir.

Because it is designed primarily for stain finishing, semi{ransparent oilbased penetrating stains, opaque solid color stains, or water-repellent wood preservatives may be used, as well as acrylic latex paints. The 4' x 8 ' panels come in nominal 19/32'thickness for applying direct to studs or over sheathing.

See How They Saw

1',ry6inew saws for cutting wall board and dry wall are now available from Raki International: Model 169 wall board saw and Model 168 dry wall saw.

Model 169 with a 6" blade has an elongated point and a polished hardwood handle. Model 168. has a replaceable 14" blade with a pointed end and a handle of ABS, a material said to be virtually indestructible.

The blades of high tensile spring steel have teeth treated with a patented electro-induction hardening process claimed to enable them to resist abrasion and promote a cleaner initial cut and faster sawing action.

Both saws are said to be able to easily plunge and penetrate up to 5/8 " wall board with ease. Extra wide gullets in both blades are designed to help prevent clogging.

On The Wall Storage

Designed for racking shovels, rakes and other garden tools, a heavy duty downslant utility hook from Art-Phyl Creations is constructed of solid 3/8 " diameter plated steel rod with a full 4-point board entry.

Designed to fit securely into l,/8 " or l/4" perfboard and slatwall, it has five compartments to keep items separated and safely displayed.

Powerful Dirt Chaser

Northeast Industries. Inc. has a new power washer designed for a variety of uses.

Economical, compact and portable, the unit is said to do an outstanding job of removing dirt and debris from houses, motor homes, pools, automobiles, air conditioner ducts and farm equipment.

Quality controlled construction provides trouble free longJife. The units are furnished with 30 ft. of high pressure hose and stainless steel cleaning.wand with trigger gun. It weighs 57 lbs. net, transports and stows easily, is simple to operate and requires minimal maintenance. It is said to be a real demand item for the equipment rental market.

High Speed Paint Mixer

Red Devil. Inc. has introduced a high speed paint mixer which does not require a clamp adaptor to mix either gallon, quart or pint containers.

Easy ldentification

Placing an identifying mark on virtually any firm surface including steel, wood, cement, glass, plastic and ceramics is now possible using the Stylmark permanent paint marker.

Leaving a bright, fade-resistant mark that dries in less than 3 minutes, this marker has a rolling ball type applicator designed to eliminate skipping and clogging. It is available in standard, low chloride and high temperature (to 1850'F) versions in a choice of colors.

Stylmark comes in 2.63 oz. writing tubes in boxes of l0 from Dixon Ticonderoga, Graphite & Lubricants Div.

The new unit features a new universal clamp which accepts a variety of plastic and metal shapes and sizes, including universal color cans in sizes ranging from 3-3/4" deep to 9-l/2" deep. Because the design uses top and bottom clamps, the need for a sleeve adaptor for the mixing device has been eliminated. This insures better securing of the container lid and ends damage to bails.

Double Whammy Label

Instead of requiring two separate price labels and timeconsuming label substitution, retailers can now use a single TearTabs label from Avery. After the sale is over, the bottom part can be torn off with only the regular price remaining.

Wholesalers and retailers also can use the tag in inventory control. Both halves can be imprinted with merchandise data. such as bar codes. When items are shipped or sold, the bottom part can be torn off. A running tally may be maintained by keeping track of the bottom tabs.

EasyWheellng

A new four cu. ft. wheelbarrow designed for home use with "contractor" features is from Tlallfa, U.S., lnc. Weighing 35 lbs., the unit features a 2&gauge seamless steel tray with baked enamel finish, hardwood handles, and a 14" pneumatic tubeless tire, with ball bearing wheels for easier handling.

Take lt AllOfl

A new electric paint removal tool designed to be used by do-it-yourselfers, the Power Stripper, is now available from Wagner.

The tool has two settings with both a concentrator and flare nozzle to provide the temperature and heat pattern combination needed for almost any paint removal job. It can be used to remove paint from wood trim, siding, furniture, floors, tile, metal surfaces and smooth concrete.

The tool also provides a flameless heat source for jobs such as thawing frozen pipes, melting solder joints and softening adhesive for tile removal.

Let The Sun Shlne In

A new opening skylight featuring a self-flashing insulated frame is available from Bristol Fiberlite lndustries.

Insulating foam material built into the aluminum frame is said to help keep out the cold even in extreme climates. The frame is thermally broken by a pvc liner used on the interior of the frame instead of the usual aluminum. The liner is said to help control condensation and give the skylight a more attractive interior appearance as well as provide additional insulation.

Hot Water Bollers

Hydronic Technology, Inc. has introduced a new line of wall-mounted, gas boilers for residential central hot water heating systems.

Featuring automatic electronic ignition and pure copper heat exchangers that convert 40,000 to 120,000 BTU inputs to supply hot water, the wall-mounted units are said to be easily installed.

Bit and Pleces

Five new l/6" increment bit sizes are now available from Parker Manufacturing Co. to complement the existing line.

Designed for precision, the power wood bits are made from steel, heat treated to stay sharp and ground to provide accurate drilling. Ground power tips are designed for easy centering and fast cutting. Cutting edges are angled.

Shanks are first cold formed, then heat treated and tempered for strength and durability. Hex shanks fit conventional chucks and large markings on blades allow easy size identification.

Featuring a hang hole for storage convenience, the wood bits are available packaged individually or in sets.

Fueled by natural or propane gas, they use all-brazed, single quart capacity exchangers and non-condensing atmospheric combustion. The steelcased devices weigh 4Oto70 lbs., and measure 35" x 12" x 12" to 38" x20" x 12".

Emergency Exit Hardware

Designed to open locked doors in case of emergency, Quick Rescue strike plate is from John Sterling Corp.

The door latching hardware is installed by removing the old conventional strike plate and deepening the cut with a chisel, knife or screwdriver to allow the flat spring to flex from the body impact against the door.

Hammering Away

An eyecatching hang tag is being supplied with all True Temper hammers in a new merchandising program from the Allegheny International Hardware Group to help consumers select the most appropriate hammer for their needs.

The informative hang tag illustrates and describes four important features in the construction of a hammer, balance, striking face, claws and heat treatine.

Thermostat for Handicapped

A thermostat for the visually impaired, the modified T87 round thermostat from Honeywell features an enlarged cover ring with raised temperature graduations every 2 degreesi enlarged raised numbers on the thermostat cover; and an enlarged raised pointer to determine where the thermostat dial is set. In addition, the thermostat clicks every 2 degrees when the dial is turned.

Western Turnings Company

FREE READER SERVICE

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

Bug Off

A new latex paint coating designed to kill bugs shortly after contact, has been introduced by Barrier Coatings, Inc.

The anti-bug paint is US EPA registered for both interior and exterior use on walls, ceilings, woodwork, wallpaper, paneling, masonry, concrete, tiles and on non-food contact surfaces.

CATALOG 101

TURNINGS Spindlos, Porch Posts, Newsls, Posts, Tops & Drops, Rails, Shoos, Fillots, & Mouldings in Hemlock, Red Oak & Eeech

CATALOG 301

WONDERAILPre-Assembled Slair/Rail Systom in 2' to 14' Lgths 29n & 35" Hts.

CATALOG 401

MARBLEINE COLUMNSSlock Sizes 6' r 8' lo 12' x 16', including Caps & Bases

Cordless Food Appliances

Four new cordless appliances have been added to NuTone's built-in food center. All are dishwasher safe with stainless steel cutting blades that rinse clean in sudsy water.

A new adapter base locks onto the food center power unit to operate all flour appliances, a juice extractor with pulp collector; lightweight blender in break-resistant Lexan; coffee grinder and blend 'n store container set consisting of three polypropylene containers with interchangeable stainless steel blending blades.

The paint applies like any latex paint with a roller, brush or spray. During the drying and curing process, active insecticidal particles move to the surface. This creates a thin, dry film of insecticide crystals locked into the paint surface.

Almost Authentic Stain Glass

DuraPane, a leading stained glass product by Charlton Industries, looks identical to a high quality handmade piece of stained glass.

Each window is a solid pane of glass with lead permanently bonded to both sides, providing the strength, insulating and weatherproofing capabilities of ordinary glass. Tempered or safety glass can be used if desired.

Multi-Purpose Light

A new electric cord reel from AeroMotive Manufacturing Co. features an incandescent hand lamp 4ttached to a retractable 25-foot cord.

A ratchet lock holds the cord at the desired length and an adjustable ball stop on the cord positions the lamp within easy reach. The unit's removable swinging mounting bracket may be installed on a ceiling, wall or post.

The cord reel can be used for most indoor multi-purpose applications. The hand lamp is equipped with a receptacle. An automatic shut-off switch is optional and can be activated when the cord is retracted.

The unit features lifetime lubrication, an external spring adjustment and a lead-in cord. For safety the reel is grounded through a collector ring which cannot be used as a power conductor.

Loose Fill Insulation

A loose fill insulation called Thermacube is new from Owens-Corning Fiberglas Corp.

The product claims a number of advantages over standard blown insulation including 6090 more coverage per bag than the firm's standard blown wool due to an advanced manufacturing process that makes it more resilient than standard wool.

Other advantages are said to be superior dust control, a poly bag

package and package graphics. The product also reportedly does not settle when installed properly, therefore retaining its R-value. It will not burn, resists fungus, mold vermin and the absorption of moisture. It is non+orrosive.

Switch On To Color

A colorful new screenprinted pattern simulating handpainted ceramic tile has been added to the line of electrical switch plates offered by Grove Products.

Duplicating metal, wood and ceramic materials in injection molded polystyrene, the switchplates come in a wide range of styles and patterns in single and double toggle and duplex outlet models.

Boldly colored blister cards are convenient to store and restock as well as being appealing in point of purchase displays.

Combination Oven

Jenn-Air's new combination microwave/selective-use oven offers the consumer, in a single installed wall unit. the choice of four different cooking methods: microwaving, convection baking, conventional (radiant) baking or broiling.

The versatile oven teams microwave with a self+leaning oven that converts from conventional bakeand-broil to convection baking with the turn of a dial.

The selfcleaning oven comes with three oven racks for the three rack baking possible with a convection oven.

|]|0 [il10 ca]|$ tTill| lI|B il0 PR0Hffi!

FAMOWOOD

is

the PR0FtSSl0llA['S Att PURP0SE PtASTIC

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

Can be used under Fiber Glass!

Ready to use right out of the can, Famowood applies like putty-sticks like glue; dries quickly; won't shrink; takes spirit stains, and will not gum up sander. Waterproof and weatherproof when properly applied. '4

MANUFACTURERS OF LUMBER

Ponderosa Pine / Douglas Fir

White Fir / Engelmann Spruce

Southern Yellow Pine / Aspen

PATTERNS J

Channel Rustic and other WWPA

Standard Patterns

our specialty

WHOLESALERS OF LUMBER Cedar /Hemlock

Fir /

SFPA marketing program blasts off

A"XlH.ffl Tfr iiii'f g#1"'#l annual increase in consumption of southern pine lumber was approved at the 70th annual meeting of the Southern Forest Products Association, Oct. l7 - 19 in Orlando, Fl.

The select marketing panel chaired by Dwain Cless designed the program to solve market problems including sluggish home building and growing incursions of Canadian lumber into southern markets. Goals seek to increase southern pine's share of nonresidential, export, repair and remodeling markets as well as the housing market.

Intensive promotion of permanent wood foundation systems including Plenwood and wood slab on grade is directed toward 280 million b.f. increased consumption of southern pine lumber per year. Promotion will be tied in with the trend toward industrialized housing (modular, mobile and panelized) which now represents 49t/o of all single family and low rise apartment construction.

In the nonresidential construction market area, the emphasis will be on engineered structural systems and components such as floor and roof trusses, panelized roof systems, lam-

Story at a Glance

1.4 bllllon b.l. annual Increage largeted. .lnnovatlve new SYP markels sought...problem ot Canadlan lumber...Jack Stev. ens elected chalrman.

inated lumber, bridge timbers and decking. The market target here is a 445 million b.f. annual increase.

SFPA will vigorously promote the use of southern pine for patio decks, fences, gazebos and other outdoor additions which require pressure treated lumber. The market goal in the repair and remodeling area is an annual increase of 490 million b.f.

The export phase of the program already has in place representation in the United Kingdom. A market manager will be added in the Caribbean Basin. The result sought is a 95 million b.f. increase.

SFPA regional market managers will conduct seminars and demonstrations, many under the auspices of the

Timber Producfs

Inspecfion, lnc.

NATIONAL AND INTERNATIONAL TNSPECTION AND QUALITY CONTROL SER. VICES FOR ALL WOOD PRODUCTS, AND AII SPECIES, INCLUDING GRADEMARKING OF LUMBER UNDER THE ALSC PROGRAM, QUALITY MARKING OF TREATED LUMBER UNDER THE AWPB PROGRAM, AND QUAUTY CONTROL/. QUALITY MARKING PROGRAMS FOR FIRE RETARDANT TREATED WooD,TRUSSES, AIID BUILDING LOGS. SERVTCES TNCLUDE TRAIN|NG, QUAL!. TY MONITORING. CERTIFICATION. SAMPLING. REINSPECTION. SPECIFIC,/{IION WRTTING AND/OR CLARIFICATION AND CONSULTATION ON LUMBER (TREIIIED/UNTnEATED), TRUSSES, PLYWOOD, POLES, CROSS T!ES. FINGERJOINT, LAMINATED STOCK, AND BUTLDING LOGS.

Wood Roducts Promotion Council.

Jack Stevens, Kirby Forcst Industries, lnc., Houston, Tx., was elcctcd chairman. He succceds James Biblcr, Ashdown, Ar., who becomes immediate past chairman. Dwight Harrigan, Harrigan Lumber Co., Monroeville, Al., is the newly electcd vice chairman and J.C. Jcssup Jr., Weycrhaeuser Co., New Bern, N.C., is treasurer.

Drectors-atlarge include Harold Airington, Georgia-Pacific Corp., Atlanta; Wayne Edwards, Crown Zellerbach, Bogalusa, La.; Jack McWhirter, Tennessee River Pulp & Paper Company, Counce, Tn.; B. H. Monzingo, Deltic Farm & Timber Co., El Dorado, Ar.; Don Taylor, Champion International Corp., Stamford, Ct.; and R. V. Warner, Potlatch Corp., Warren, Ar. Clayton Barns, Willamette Industries, Inc., is the affiliate-treaters representative and Elton F. Jones, Structural Wood Systems, Greenville, Al., is the affiliateJaminators representative.

The I I district directors are J. Greeley McGowin, Il, Union Camp Corp., Savannah, Ga.; Eugene Parker, Westvaco Lumber, Summerville, S.C.; John C. Nichols, AT&N Lumber Service, York, Al.; J. T. McShan, McShan Lumber Co., McShan, Al.; Rod Black, Leaf River Forest Products, New Augusta, Ms.; John Shealy, Willamette Industries, Ruston, La.; John E. Anthony, Bearden Lumber Co., Bearden, Ar.; J. C. Dellinger, Pinecrest Lumber Co., Morrillton, Ar.; Elliott Dean, Dean Lumber Co., Gilmer, Tx., and Ronald Paul, Louisiana-Pacific Corp., Conroe, Tx.

TEXANS Walt Stricklin, North Texas, and (right) Jefi Miller, Houston, received 1984 Most Valuable Performer awards from Champion International Corp.

Housing Outlook Called Positive

With interest rates starting to turn around, the outlook for the 1985 construction market is more positive now than it was only a few months ago, according to George A. Christie, chief economist, McGraw-Hill Information Systems Co. He predicted that construction contracting in 1985 will equal 1984's anticipated record of $2ll billion. "As interest rates retreat during 1985," he said, "the next several quarters are likely to be a replay of 1984-but in reverse, with housing picking up strength in the second half of the year." The assessment was presented at the Building Products Executives Conference.

In presenting his annual forecast, to 600 industry leaders, Christie pointed out that during the past two and a half years construction contracting value has increased by more than 5090. "The record total of new construction started in 1984 implies a very busy 1985, when most of the work contracted this year will be brought to completion. The surprising strength of the economy's recovery from its deep recession is still supporting vigorous expansion of commercial and industrial construction."

The present building cycle is now at its midpoint and is showing "the symptoms of midlife crisis," he believes. "Although still expanding, the building market has lost much of its earlier drive, and during 1984 its primary source of support shifted from housing to nonresidential building," said the economist.

"Now that the economy has settled back to a more desirable growth rate, monetary policy must be modified

in order to keep it there as long as possible. Sustaining a 4Vo rate of GNP growth requires relaxation of 1984's tightening and that adjustment appears to be in the making. The consequence: lower interest rates and a revival of the building market next year," Christie said.

He foresees next year's first quarter at an annual rate of 1,585,000 housing units, a last quarter moving up to 1,650,000 units, and the year's total at 1,600,000 units vs. 1,770,000 for 1984. "The recent dramatic shift toward mutli-family building because of the affordability of this type of housing," he said, "will recede in 1985 to 650,000 units from this year's extraordinary 760,000 unit volume. The mix of one-family homes and multi-family units, a 60:40 ratio, will probably be the prevailing pattern for the next several years." He expects residential construction in 1985 to total $98.5 billion, a 4 9o decline from this year's 5102.2 billion.

htblicotions lor the Industry since lt2l

Crow's Buyer's Guides

Thousonds of Producers, Wholesolers, qnd Distributors in one ottrqctive volume:

Lumber Guide, $79.50

Plyvrood/Pcnel Guide, 069. 50

II youre poying more, you're poying too much.

Crow's Mcrketing Services

Crow's Weekly: Morket onolyses cmd price reports for the modem wood products compony, Irom monogement to production

Free Referrcl Senrices: Notionol exposure for your personnel needs qnd product promotion. Free io subscribere.

Sead lor o tee saple.

Allvantagcs Aduertising System

NLBMDA 68th Annual

Dean Leaman, Roscnberg, Tx., was elected president of the National Lumber and Building Material Dealers Association at its 68th annual convention, Oct. 3l - Nov. 4 at the Fairmont Hotel, New Orleans, La.

President of Home Building and Lumber Company, he succeeds William R. Morrow who became chairman of the board.

Other officers elected were: first vice president, Patrick McCormick; second vice president, Gerald A. Jewett, Jr.; treasurer, Earl T. Carpenter, and secretary and executive vice president, John M. Martin.

Regional vice presidents elected included William Morton, Home Lumber, Hatard, Ky., and E. L. "Al" Newkirk, Chandler Lumber Co., Van Nuys, Ca.

J. P. Bolduc, senior vice president of W. R. Grace & Co., opened the convention with a litany of recommendations which, if followed by Congress and Federal agencies, would improve the efficiency of government and greatly assist in reducing the nation's federal deficit. Bolduc served as c.o.o. of President Reagan's Private Sector Survey on Cost Control, which was chaired by J. Peter Grace, chairman of the board of W. R. Grace & Co.

In a dramatic look toward the balance of the decade of the eighties, Robert J. Day, president and c.o.o. of the United States Gypsum Co., predicted an overall growth in housing production, increased volume in do-it-yourself building activity, and an ever greater need for management efficiencies at both the manufacturing and the retail levels. In his "Focus '85" presentation, Day stressed the importance of being sure that government maintained its posture that housing is a cornerstone of this country's economic system.

Delegates heard forecasts on interest rates and availability of mortgage money by James Christian, chief economist of the U. S. League of Savings Institutions. A three hour session headed by Dr. William Slaughter concentrated on the importance of retailers strategically planning ahead to be able to compete in a market of high volume and tough competition.

New trends in supply & demand

By Hank Ricklefs General Sales Manager Simpson Door Company

IIAJOR IUlconcern

for energy awareness among all building materials manufacturers and contractors will continue in 1985. Some products will lose favor because they are energy wasters, while new or adapted energywise products will be introduced. The cost of producing more energy-efficient materials will have to be weighed carefully against the real benefits provided, if the public is going to buy the more efficient materials.

The industry also must be keenly aware of traditional aesthetics which seem to counterbalance energy consciousness. For example, consumers still show a preference for traditional materials and techniques such as wood doors with leaded glass inserts. This means new product innovations will have to combine the best of both aesthetics and energy conservation.

Economic pressures for space efficiency (both land costs and building costs) will stimulate construction of smaller units and more multi-family dwellings. Builders will have to provide increased amenities and better aesthetics to balance the "value perception" among home buyers. Home buyers will demand more features and better quality to offset shrinking home size.

Strengfh in the U. S. building industry along with the soaring value of

the dollar, expected to continue through 1985, will draw increasing attention from foreign manufacturers who face stagnant domestic markets. This trend is already evident in the influx of products including Canadian dimension lumber, Asian entry doors and Brazilian hardboard products.

The emergence of the repair and remodel market with better profit potential and greater stability than new construction is a long-term trend. Repair and remodel has all the economic factors going for it.

The building materials industry can no longer sit back and fill orders. It is necessary to educate builders and consumers about new products and tech-

LANNING

(Continued from page 10)

sales opportunity, the amenities of decks, patios, pool areas and saunas are an excellent market for other redwood products.

Affordable smaller houses, smaller lots and zero lot-line site plans are also indicated. They are made more salable with quality amenities like privacy fences, screens and trellised outdoor living areas.

Remodeling, another good redwood market, should continue strong especially where there is availability of equity mortgages and shorter-term variable rates.

The redwood industry itself will continue to produce a large amount of young-growth lumber-knot grades well suited to the remodeling,

niques for using them. Continuing demand must be created through the use of merchandising programs, advertising, and publicity.

Story at a Glance

Energy awareness, economic pressures, foreign competi. tion, changing technologies trends of the future...builders and consumers need education ...demand lor products must be stimulated.

outdoor living and add-on projects that are indicated by the affordability crunch. In an industry move to address the affordable siding market, young-growth redwood is being dried and cut to pattern, creating lowerpriced redwood sidings that have sold well and should continue strong.

At retail level, the two-income family trend indicates more shoulder trade and d-i-y purchases by knowledgeable, quality<onscious male and female shoppers encouraged by industry advertising and public television instructional programming.

In the custom home market and for low-rise commercial/institutional uses where affordability is not a major concern, continued sales of fine quality redwood siding and interior paneling are indicated.

West African hardwoods return to U.S. market

QUARTET of West African hardwoods is now readily available to the United States from Liberia. Khaya and lovoa are already familiar here, but sipo and sapele are better known in Europe where they have been used extensively.

Khaya, also known as African mahogany, is one of the most widely used mahoganies at present. It is said to be reasonable in cost and readily obtainable in all sizes. Coarser textured than other mahoganies, it often has an interlocked grain which produces figuring.

This interlocked grain makes it more difficult to work than the Honduras variety, but, nevertheless, it is fairly easy to work with both hand and machine tools although there is a tendency for the grain to pick up in planing, It is considered to veneer well.

Seasoning can be easily accomplished by either kiln or air seasoning methods. Little splitting or checking occurs but care must be taken to avoid warping. The strength compares favorably with that of Honduras mahogany. The wood is only moderately resistant to decay, but this is not a factor since it is seldom used where fungi are liable to attack it.

Both the lumber and veneer form are used in the United States for furniture and interior decoration. The wood also is good for quality joinery, boat interiors and such. Sawn timber is available in lengths up to 20 ft in widths of 6 to ?.0" and thickness of I to 4".

Lovoa is known as African walnut because of its golden brown color marked with black streaks. A member of the mahogany family, it has many of the same characteristics in grain,

texture and weight. It dries quickly and well.

When planed, the surface is distinctly lustrous. The sapwood is narrow, buff or light brown and normally sharply defined from the heartwood. It works easily with most tools but tends to pick up on quarter-sawn stock due to the interlocked grain. Hand turning requires care and sharp tools. Drills must be sharp.

Used in the United States for decorative veneer, it is popular in Europe for furniture, cabinet-making, billiard tables, paneling, veneer, joinery, chairs, gun butts and flooring.

Sipo and sapele closely resemble each other with pale pink to reddish brown heartwood and pale yellow or whitish sapwood. Sipo has an interlocked grain which produces a broad ribbon-stripe wider and more irregular than that of sapele. Sipo dries moderately slowly while sapele dries rapidly with little degrade. When freshly cut safele has a cedar-like scent.

Story at a Glance

Liberia seeks to develop U.S. market for four Wesl Afrlcan hardwoods ...mahogany and walnut characteristics. .widely accepted In Europe...parquet, other hardwood products available.

Sipo has strength properties similar to those of mahogany while sapele is much harder with great resistance to indentation. Its bending strength, stiffness and resistance to shock loads almost equal those of English oak.

Both woods work well with hand and machine tools, take stain and glue well and polish well. A cutting angle of l5o is recommended for best results with both woods.

Both sipo and sapele are used in Europe for furniture, cabinets, joinery, shop-fitting, boatbuilding, veneer for plywood and decoration. Sapele also is used for paneling and flooring. Khaya, sipo and sapele are being used in parquet flooring manufactured in Liberia for export. These parquets are produced to APA standards available unsanded and paper faced or mounted on substrate and presanded. The latter can be custom finished with multiple coats of Varathane. Five patterns are presently available. Unfinished tongue and groove strip flooring as well as trim strips and moldings for professional floor laying, casings, chair rails, coves, hard rails, corners, wainscot caps, stops and other products manufactured from these hardwoods also are available.

Liberia is making a concentrated effort to produce hardwoods from their virtually unharvested forests to meet the increasing needs of U.S. wood product manufacturers and decorative wood product users.

They reportedly are able to produce a stable quantity of quality roughsawn nine months out of the year. Shipping is done from Liberian deep water ports. Since the Liberian currency is the U.S. dollar, pricing is said to be competitive.

lT IS a popular economic and social lmisconception that middlemen are unnecessary, are responsible for higher consumer costs, and therefore, should be avoided. This is far from accurate in the trucking industry.

Each day thousands and thousands of trucks fill our country's highways to service customers. A truck and trailer easily cost $100,000. With this expensive equipment, a profit+onscious trucker's main objective is to avoid costly down time by staying loaded with the best revenue-producing loads available. To achieve this objective there must be someone available to give specific instructions to the drivers as where to pick-up and deliver and to issue cash advances. Major trucking companies have dis-

Story at a Glance

Truck brokers sen e both trucker and shipper...save both time and money.. .responsible for security of load and payment to driver. .comparable to wholesaler link between manufacturer and retailer.

Middleman helps solve transportation worries

By Mark Pedersen Sales Manager Attaway, Trucking Division

patching departments that can handle all of these situations. Belonging to these large companies has advantages and disadvantages. The advantage of always having a load is good, but when a load is found, these large companies take 20 - 3090 of the total revenue. This leaves the trucker with 68 - 850 per mile, which is below the I"C.C. guideline.

What about the independent driver who has no company to drive for? How does he find a load?

In almost every city you will find truck brokers or transportation middlemen. These transportation professionals provide profitable loads for the independent driver through their constant scanning of the national marketplace. This service saves an independent driver literally thousands of dollars each year.

Being an independent driver, you

would spend at least 50 -75V0 ofyour time calling mills, distribution yards, wholesalers. and manufacturers for material to haul. After having spent much money in phone bills calling blindly and wasting days in valuable time, you may have a load. But if you are in an area that is not familiar. a load may never be found. Imagine how long truckers would be in business if they wasted time and money to find freight.

This is where the transportation middleman fits in. Saving truckers money and creating a valuable service is what these individuals do. They put the customer and the trucker together, when both parties may be thousands of miles apart. Taking only 5 - l2Vo and leaving over a dollar a mile for

(Please turn to page 46)

NEWLITERATURE

Plptood Buye/s Gulde

"Where to Buy Hardwood Plywood and Venecr," a 4l-p. booklet, is $2 from the Hardwood Plywood Manufac{urers Association, Box 27 89, Rcston,Va. 22090.

Supreme Grlnder

The Sinkmaster garbage disposer line's 6-p. brochure is free from thc Anaheim Manufacturing Co., P.O. Box 414'6, Anaheim, Ca. 92E03.

World Wood Markels

"Trends in Trade: The United States in World Wood Markets" is $25 for nonmembers and $12 for members from the National Forest Products Association, 1619 Massachusetts Ave., N.W., Washington, D.C. 20036.

Palnt Patler

A sample copy of a new quarterly Olympic Stain newsletter for dealers is free from "Brushstrokes," 1932 First Ave., Suite 800, Seattle, Wa. 98t01

Uplifting Advice

A new 6-p. full<olor bulletin (No. 2861) on lift trucks is free from Yale Inquiry Center, Dept. 508, P.O. Box 12936, Philadelphia, Pa. 19108.

Clutter Busters

A storage systems stufferis freefrom Excel Wood Products, One Excel Plaza, Lakewood. N.J. 18701.

A Cool ldea

A full<olor catalog of attic fans and ventilators is free from NuTone Housing Group, Scovill Inc., Madison & Red Bank Roads, Cincinnati, Oh.45227.

Sound Relief

"The Manville Fiber Glass Building Insulations Catalog" is free from Manville Service Center, 1601 23rd St., Denver, Co. 80216.

FOR PROMPT SERVICE

on all New Llterature stories wrlte directly to the name and address shown ln each item. Please mentlon that you saw it in Bulldlng Producb Digest, Many thanks!

Southern Forest Survey

A A-p.brochure of forestry practices in the south is free from the Southern Forest Products Association, P.O. Box 5268, New Orleans, La.70152.

Top Perlormance

An 8-p. booklet on reroofing for consumers is $12.50 per 100 from the Asphalt Roohng Manufacturers Association, c/o Sumner Rider & Associates, Inc., 355 Lexington Ave., New York, N.Y. 10017.

Top Twelve Questions

"The Twelve Most Asked Questions About Glazing Materials" is free from General Electric Co., Plastics Group, Inquiry Handling ServicePR #107-84, one Plastics Ave., Pittsfield, Ma. 01201 or (800) 422-1ffi.

Privacy Barrier

A 4-p. "Concepts" brochure on fencing is free from the Western Red Cedar Lumber Association, Dept. 669, yeon Building, Portland, Or. 972M,

All About Housewares

"The Housewares Story," "NHMA Trade Panel Europe," "Profile of the American Housewares Consumer," "Marketing Research Study of Housewares Manufacturers" and information about the NHMA free loan film program are available free from the National Housewares Manufacturers Association, l3Z Merchandise Mart, Chicago, Il. @654.

Lumber Buylng Help

"Thc l9&4 North American Wholesale Lumber Association Membership and Distribution Directory" is $10 from NAWLA, 2340 S. Arlington Hcights Road, Suitc 6S, Arlington Heights, [. 60005.

Income Boosler

"Growing Profits," a publication for dealers, is free from Building Products Communications, Georgia-Pacifi c Corp., P.O. Box 105605, Atlanta, Ga. 30348.

Plaster lmposler

Two brochures on veneer plasters are free from United States Cypsum, Dept. 122-ZZ, l0l S. Wacker Drive, Chicago, I|. 60606.

Frelght Carrlers Gulde

"A Comprehensive Guide to Freight Classification" is $19.95 from Bohman Industrial Traffic Consultants, Inc., P.O. Box 889, Gardner, Ma. 0144O.

Intercom Inlo

A l6-p. radio intercom catalog is free from Broan Mfg. Co., Inc., Hartford, wi. 53027.

Side With Beauty

Pine and cypress plywood siding is detailed in "The Southwoods" which is free from Georgia-Pacific Corp., Dept. NR, P.O. Box 48408, Atlanta, Ga. 30362.

Controlling Time

A new 6-p. brochure on electric time control systems is free from Touch-Plate International, Inc., 16530 Garfield Ave., Paramount, Ca. XJ723.

Air it Out

An automatic foundation vent brochure is free from Witten Automatic Vent Co., Inc., P.O. Bn.x2?A, Gastonia, N. C. 28053.

Buildinq -Proilucts

Classified Advertising

ESTIMATOR and cost control administrator for major distributor of building materials in San Antonio, Tx. Prepare cost estimates for stock maintenance and building projects. Approve materials purchase based on projected costs; prepare computer based cost estimates based on lumber market, labor costs, transport and storage costs; suggest mark-up and discount perimeters; review all sales/purchase contracts; bids. Requires 4 years experience estimator and cost control administrator or financial contract administrator. Also experience in computer programming; materials cost planning for building industry. Must have state-of-the-art knowledge of lumber and building materials industry; experience in cost control, purchasing, and inventory control in building materials industry. Must have experience in preparing cost reports, purchase/sales contracts, written bids. Salary $21,9W/year. Applicants apply at the Texas Employment Commission, San Antonio, Tx. or send resume to the Texas Employment Commission, TEC Building, Austin, Tx., 78778, Job Order No. 3660888. "Ad paid for by an Equal Employment Opportunity Emnlover "

REP. FOR IMPORTED WOOD PRODUCTS

A newly formed company, but with 20 years experience and mill contacts, has requirements for representation in various territories throughout the U.S. and Canada. The candidates must have experience in selling lumber and dimension imports from the Far East. Please respond to Box 45 c/o Building Prodrrcts l)iqesl

DFW LUMBER TRADER

Aggressive Texas wholesale firm seeks experienced lumber trader. Unlimited earning potential. Hospitalization and retirement provided. Excellent work atmosphere in a growing area. Please send resume to Box 46 c/o Build-

WHOLESALE LUMBER FACILITY

(In use and will be until sold.) 33 acres located Roseland. La. off I-55. 80 minutes from New Orleans and Baton Rouge, La. Railspur 1,000 feet on mainline ICG Railroad. Approximately 140,000 square feet floor shed space. Can warehouse 15 million feet of lumber. 3-phase power, sort chain, band resaw, maintenance shop, fuel depots, etc. (Other equipment available.) Facility only $1,600,000. Call (504) 748-5184.

WANTED TO BUY

All types of building materials, hardware, closeouts, overruns, obsolete, odd lot, buy backs, irregulars. Cash buyers. Call collect: (615) 624-'1371. Ask for Randee Laskewitz. 2nds in Building Materials, Inc., l9l2 Dodds Ave., Chattanooga, Tn. 3740{.

600 a word, min, 25 words (25 words = $15), Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line: $4, Box numbers and special borders: $4 ea. Col. inch rate: $40. Names of advertisers using a box number cannot be released. Address all replies to box number shown in ad in care of Buildlng Products Digest, 45(X) Campus Dr., Suite 4t0, Newport Beach,Ct.9ll'660. Make checks payable to Cutler Publishing, Inc. Mail copy to above address or call (714) 852-1990. Deadline for copy is the l5th of the month. PAYMENT MUST ACCOMPANY COPY unlcss you have established credit with us.

MARION PRESSURE TREATING CO.

Creosoted fence posts, timbers, barn poles and piling. Truckloads only. Marion Pressure Treating Plant, P.O. Box 217, Marion, La.71260. (3181 292-4511.

A 70 page history of the Pacific Coast hardwood lumber industry. It preserves stories of the hardwood giants of the past: Capt. Robert Dollar, Bob Osgood, Roy Barto, Paul Penberthy, Leroy Stanton. Sr.. Donald F. White. l0 pages of historic photos.

Anyone in the hardwood business anywhere will enjoy these stories.

Limited edition. $12 special offer includes postage and handling. Order from author: Gage McKinney, P.O. Box 6'1"12, San Jose, Ca. 95150. Publication endorsed by the Los Angeles Hardwood Lumberman's Club.

PRESSURE TREATED creosote and CCAposts and barn poles. Truckload quantitiesdealer inquiries welcome: Penick Forest Products, P.O. Box 479, Macon, Ms. 39341 (ffii)'t26-5224.

DEAIERS can sllmulate sales wllh vlgnones or models ol prolects such as thls now ontryway uslng skylights lo capture natural llghting and froo onorgy.

Ways to warm up sales

EEMODELING and energy savfling are predicted to become two of the most active markets in 1985. You can profit from the trend with increased sales of weatherwise and fashionwise doors and windows for retrofit.

With more than a thousand different sizes and styles of windows manufactured in double and triple glazing, some already weatherstripped, you should have no trouble being able to provide just what the customer wants. Your challenge is to make him rryanl to replace the existing windows in his home. By promoting both the practical energy saving features and the esthetics of architectural styling, you can stimulate sales substantially.

Doors as well as windows become outmoded and need to be replaced to meet current standards of energy efficiency and fashion. Replacement doors are one of the most efficient and economical ways of dressing up an older home. Both entry doors and replacements for sliding glass patio

doors are relatively simple and inexpensive projects that pay off big dividends in appearance and energy savings. By stressing these points, you can make a homeowner aware of advantages available to him.

You can make the consumer more aware of the inefficiency of older doors and windows as well as the attractive possibilities of retrofitting and remodeling. Additions utilizing solar heating with skylights or window walls range from enlarged entryways to living areas. Properly planned

Story at a Glance

Ways to develop energy and remodeling sales...improve prof it with doors and windows. .promoling projects with clinics, advertising, literature.

use of double and triple glazed windows with wood frames for insulation plus weatherstripping can increase the use of sunlight for heating and cut utility bills.

Literature from manufacturers spelling out the advantages of door and window retrofit should be made readily available in the store. Models, vignettes, and illustrations should be used to show the possibilities of improving the looks of the home as well as the energy efficiency. Clinics and seminars also can be used to emphasize the ease and practicality of projects adding energy efficient windows and doors.

For those who are not do-it-yourselfers, you should consider store-provided installation or the recommending of contractors. Both methods will increase sales for you.

Call on your sales reps for help and ideas or write to associations such as the Fir and Hemlock Door Association, Yeon Building, Portland, Or. 972M, for literature.

PANELS OR SI(/LIGHTS

BUILDING materials other than windows and doors must be ourchased for most additions or remodeling jobs. Numerous materrals can be sold to complete this welcome room.

Gt&R stands tall on a n'hole n-'frln$R forest of redwclod products COMPAN'I'

G&R has an extensive selection of redwood materials plus direct mill shipping to vour vard bv rail or truck.

For Inquiries call

Marty Olhiser, sales mgr.

Craig Cookingham, assistant sales mgr.

Chris Jepsen, production mgr.

Ken Osbom

Harold Fuerst

John Cavallo

Tom Henderson ( Minneapolis 612 - 541-123 5 )

Obltuarles

Wode Cothran Hrrrlson, Jr., president of Millway Lumber Co., died in Greenwood, S.C., on Oct. 24, 19E4. He was 70.

A graduate of The Citadel and an Army veteran of World War II, he was a past president of the South Carolina Forestry Association and the Southeastern Lumber Manufacturers Association.

He is survived by his widow, Sarah Nicholson, a son, two daughters, his mother, five brothers and two grandchildren.

HECHINGER

(Continued from page I0)

sary to maintain a competitive stance.

Home improvement retailers will ultimately recognize that there is a huge market potential of senior ciqizens among our population. This heretofore relatively untapped segment of over-55 consumers today numbers fairly close to 50 million people. Think of it! In the years ahead, the number of people in my age category will increase to the point where one out of every four people will be over 55 years of age. Do we want cater to this group? You bet your life we do!

Look at the statistics. Senior citizens control 28s/o of the discretionary income in this country of ours; their combined personal household annual income is over $575 billion dollars. Seventy percent own their own homes and most have already paid off their mortgages. I'm a do-it-yourselfer and I've seen 80-year-olds in our Hechinger stores who would put me to shame. We, as retailers, must cultivate this group by educating them. They can and should be an important, vital part of our industry's consumer mix.

As many in our industry know, the Hechinger Company is in the midst of a two-year expansion program which should result in 20 new stores. We, as home center retailers, are upbeat about 1985 and beyond. Along with our expansion, we know that finetuning our market approach is vital to our future. We are prepared and confident that our decision making skills and new awareness will result in 1985 being a growth year of opportunity.

NIEBLING

(Contlnued lrom page I4)

distribution? There is a cost to performing the wholesale funclion.

Can the largc raailer rely solely on buying direct or utilizing buying cooperatives for his supply needs? Will these suppliers have the financing and the professionalism to increasc their impact in such a changed environment?

In the past decade, the independent wholesaler has found that he cannot be dl things to all people. He has also found' that he can be more than competitive when he specializes in doing something better than anybody else. The large nation-wide wholesaler of commodity dimension is just as specialized as the small industrial wholesaler.

We think it's goingto be a hell of a year. . .sometime in 19E5.

TRUCK BROKER

(Continued fron page 4 I )

the trucker, the transportation middleman provides service that is necessary and valuable.

Since he acts as the custodian of the material being shipped, the responsibility of any freight claims that may arise is certainly the duty of the truck broker. He also carries substantial cargo and liability insurance, as well as being licensed by the Interstate Commerce Commission, to insure the security of the load for the customer as well as the prompt payment to the driver.

ln 1929,7590 of all the distribution in our country was done by the railroad. With the help of the truck broker and the recent deregulation in the industry, trucks have been successfully competing with railroad. Presently, rail and truck are hauling nearly equal percentages.

With more and more freight being distributed by truck the role of the truck broker goes beyond the truckers and into the realm of the consumer and shipper. Instead of calling numerous trucking companies each day to pick-up their loads, a mill or wholesaler now has the convenience of making only one phone call to the transportation professionals. This saves the customer time and money along with creating a variety of loads for the trucker.

There has been much talk that certain wholesalers do not particularly

carc to usc thc scrvices of thesc truck brokers, for the simple rea$rn many do not own thcir own trucks. Howcver, if dl the raail yards across the country felt the same way about the role of the wholesaler, who owns no mills or manufacturing facilities of his own, a kcy link of distribution and sales in the lumber industry, or any industry, would bc lost. The forest products industry would quickly come to a frightful halt.

Transportation middlemen are important in many channels of distribution. Putting the trucker and the customer together while saving both money and time turns this inexpensive transportation service for truckers and customers into a priceless resource.

Longleaf Wood Pres erving

GGA lYpe G Pressure l?eating of Kiln Dried Southern Yellow Pine

* We have a facility with a 120 million board

* We offer a minimum of three retention foot annual capacity. levels of treatment .25, .40 and .60.

* we feature the highest quality manufactured

* Kiln drying after treatment is available' Southern Pine available in the market.

* We have a timber surfacer capable of surfacing timbers up to 16" x24" and

* we are members of the AWPB and feature lengths up to 30 '' the Cloverleaf "No Question" Mark, proof

* We maintain a working inventory in excess of quality on all our CCA treated products. of 12 million board feet of which a minimum of 3 million is treated.

* We offer a thoroughly kiln dried, Itigh.es-t_-^

* We offer truck and rail shipments. quality agricultural fence post or landscapetimber, marketed under the trade name

* We offer straight as well as specified Durapostru. length shiPments.

tt We specialize in long dimension and timbers.

Quality"