Building Products Digest - December 1991

l.P PRODUCIS ARE EUERYWHERE.

Even if youte already one of our many satisfied customers, you may not realize just how complete our product line is. Oui innovative, affordable products are at work and out-performing their competiton all tlrough the house, all through ttre industry, and all over the world. And that's the big picture.

INNER€EAL'PRODUCTIi

We've oontin€d specially engin€€t€d urood forms with our relolutionary tind€r to crgate hg best performirE, rnost comdete family of oriented strand boad panels available.

1 bp SElng - Stands up to the worst weather condiiions widrout glitting, oacking, or warping, and can be top nailed tor added beauty. Primed, cedar embosS€d overlaid or srnooth surface.

2 Panel Sldktg - lts exc€ptional strudural properties add shear str€r€ffi and rigidity to exterior walls. Primed and cedargrain embossecl, standad 4 x I foot panels.

3 T&G Floorlng - A sanded single layer floor oanel that has eamed the APAO Sturd-FFloor" performance rated approval.

4. Sheathhg - The workhorse of the construction industry, it's available in APA rated sheathing or Struc-19 Thicknesses ranging from 3/8 hrough 3/4 inch.

5. Concrete Form - Tough overlaid surface provides a uniform finish pour after pour.

The surlace is treat€d with a special releasing agent and the edges are sealed for greater dimensional stability.

6. Exterlor Trlm and Sofflt Panels - Combines all the benelits of Inner-Seal oanels with a smooth overlaid and primed surface. ldeal for fascia, rake board, comer, band board, and soffit.

7, l.Jolsts - Stronger and more stable than conventional lumber joists for stifie( straighter lloors and ceilings. Inher-Seal l-Joidts ardengineered with Innerseal OSB webs and machine stress-rated flanges. GNI'' Joists teature OSB webs and laminated veneer lumber flanges.

9. FlberBond'' Flber Gypsum Faml' youcan depend on fre.resr of Louisianafaciric's 8ffi,Ti'sH ffi"r3:,#xrgir?$il$Jl$"*- plodus to perform both insid€€nd o_yF,Fg:^. odthrcGda;didy'psnr o16. eiirrent nair No matter.what your tuilding ne€ds, wsll me€t fid'liii, f,oUi.g fffrer, frermal and sound hem. And, in many cas€s, exceed them. iii-ufiion. One m:uhiiu-rpose panet,,,rorks for 1 Rodtflood - FeaturirE afiodable Desert DDf almost all applications' grades. Bo-ads, dimensions, pgsts,jlll$Ftfgs- 11 Natup Guad'' Recycled Ftber Insuldoncia and silings are available, ar am kllndned. Environmentally sound, hrgh R value, reduces

OTHER L-P PRODUGIS

2 hessuetreatod Wood'Long-lasing air infilfaton' fire rated'

Wolmanized and Oudoor Wood are available fl. hdusfrlsl Parucleboards - For sheMng, in Westem and Southem species for decking, countertops, tables, kilcfien catinets, and other fencing, landscaping timber, and other projects. fumiture iunufacturea, L-P ofiers indusfrial

3 Constructlon Lumbrr - Western ,rrl grades of partideboad tace and edgefilled' Southem soth,nood species iriilfi'stil&, 1{e-d' ano 0rain printed in qlt-tesize she€b' boards, dimension, dxs, timbers, qrt stock, 12 liledlum Denslty Flberboad'Thidoesses anO indusfiat graOe's of lumber. range lrom 3/8 to 1-114 inch, and four, five and

4. LVL- Laminared veneer tumberqr-rosiz€, 88:lrls$st are available' Panels can also for use as beams' headec' truss cfiods' ii non"urar"l - Bagged and butk shipments and girders' of oinebark nuooets. mulcfi, composted p€at, top

5. Whdows - A complete line ot attractive and soit. mttino soil-anO feated timbbrs for iesidential energy-etficient residential wood and aluminum and bmmierciat landscape proiecfs. wirdows available in doublchung, cas€meni, awnino. bav and botv. and soecldiv=Gsions iot br more information on any Louisiana-Pacific n6iardhlirtrAonanO'renKt'eiing.' - -

product,writeorcallusat:

6. D,oors - SoliJ prine panel entrance and pas- Y:Hl Massey sase dgo'q, a.s "brr aiwood l"o"'iriri'irfrtiu- t3d'ilfl1#3"Xi"" ing and swinging patio chors.

Conroe. Texas z3O1

7. Mllhryork- Natural or primed, cut-tosize ('t09)75$05t1 MDF nnuldings and jambs for interior use are

pedormance rated interior, ex sheathing, textured sidings, u Sturd+Floor, and conctete form panels.

Reccsslon to Dc a "thlng of thc past by sprlng"

Slow and gradual recovery will bring | .25 million starts

Wood prcducts Industry nceds affordablc houslng

Unfair fees, regulations pricing builders out oF market

Adcquatc supply, slgnlflcant prlce swlngs ahcad

Remodcllng strcngths

Constant growth anticipated

Government regulations, environmental pressures continue to ll l2

Tleaters optlmlstlc

t3 l4

t5

2t 24

BUSTNESS FORECAST

Market temp tepld

Back to basics for builders

Hardwood looklng flne

Low interest rates to stay

Structural panel producers will face challenges

Economy, overbu ild in g, preservationists th reaten

Buildlng prcducts industry pace ls slow, steady Partnership with suppliers promotes retailer success

Southern pine seeks diverslfied market demand

l3 billion bf or 300/o market share possible in next year

PU8Us[tn David Cutler E|lll|!n Juanita Lovret lss|lcltlE E|lll|}n David Koenig C|ltTnlSUlll{G E0lI0[8 Dwighl Cunan, Gage McKinney, Ken Thim, Wally Lynch InT lllnEcl|ln Martha Emery SftFf lnTlSI Ginger Johnson CllCUUTl0t Tracy Payne

The most inexpensive and natural lighting for your conslruction and roofing n-"eeds,

Fiberglass reinforced panels from Glasteei add the extra light to your metal building without adding extra utility costs. Strong, durable and easy to maintain, our panels come in many different colors and shapes. With nine stocking locations and hundreds of distributors, Glasteei delivers quickly! For quality, selection and service depend on Glasteel Fiberglass panels to enhance your metal building. For a distributor nearest you call 1-800 238-5546, (In Tn. 1-800-367 -6042). For more information see Sweets Catalog #074l0lGLA Buyline 2834.

Glasteel Fiberglass Panels are available in many different colors and shapes to match most metal buildings,

EDITORIAL

ls Future Shock in your future?

lN fHe following pages you'll find what the I leaders and expefls of this business expect in 1992 and 1993. The section is packed with prognostications you'll find helpful in business. Here we present some philosophical thoughts about the future. We hope the ideas of these great minds will help us all to better contemplate and plan for that inevitable future.

"You can never plan the future by the past." Edmund Burke 1739-1797.

"...all the past is future." Robinson Jeffers 18871962.

"...the never ending flight of future days." John Milton 1608-1674

"Whoso neglects leaming in his youth, loses the past and is dead for the future." Euripides 484406 B.C.

"The future enters into us, in order to transform itself in us, long before it happens." Rainer Maria Rilke 1875-1926.

"lf we open a quarrel between the past and the pre-

sent, we shall find that we have lost the future." Sir Winston Churchill 1874-1965.

"lt is much less what we do than what we think, which fits us for the future." Philip James Bailey l8l6-1902.

"Behind the curtain's mystic fold the glowing future lies unrolled." Bret Harte 1836-1902.

"I see not a step before me as I tread to another year; but I've left the past in God's keeping,the future his mercy shall clear; and what looks dark in the distance, may brighten as I draw near." Mary Gardiner Brainard 1837-1905.

"I believe the future is only the past again, entered through another gate." Sir Arthur Wing Pinero l 855- I 934.

"I have but one lamp by which my feet are guided, and that is the lamp of experience. I know no way of judging of the future but by the past." Patrick Henry 17 36-1799.

"If vou do not think about the future. vou cannot have one." John Galsworthy 1856-1933.

marketr ln l3 Southern rtat€.

DAVID CUTLER publisher

Noru Aaoilqble

SOUTHE TAPER.S

AFFONDABLE

Made from the highest quality southern pine timber, pres€rvative treated taper-sawn shakes are more affordable than cedar shakes and shingles. Greater uniformity means installation requires less time, lowering labor costs. Waste is less than 5%. And taper-sawn shakes can be installed directly over existing shingles, eliminating costly, messy removal and disposal of the old roof.

ENERGY EFFICTENT

The extraordinary beauty of wood matched with the energy saving insulative value of SYP can reduce attic temp€rature 20 degrees during the summer. SYP R-values are 300% better than asphalt shingles, 4(X)% above built-up rooftng.

DURABLE

Service life is 35-50 years for treated pine taper-sawn shakes; 8-15 years for western red cedar shingles. Treated pine shakes can car4, a 30 year warranty against insects and decay. Cedar rooffng offers no wananty.

. Tlrea;ted uith Ulttanoood uaitel. rlepertelrlt.

SIow fiecoveryfor lumber suppliers

By T. R. Ingham, Jr. President Simpson Timber

f, f fHtS time it appears l99l will Fconclude with housing starts at their lowest level since 1946 and real GNP growth will be slightly negative. All indicators are the recession is at or close to the end. However. it will probably be the spring of 1992 before we can look back with confidence and say the recession is a thing of the past.

Forecasting what this means for housing and our related industries is a hazardous assignment, but like most firms who are planning for next year's business, we have had to form some judgements. First, we are assuming the recovery will be slow and gradual with housing starts reaching 1.25 million and real GNP growing at the rate of 2.5Vo. The demographics of net household formations and removals would imply a demand of 1.55 million starts but we believe the nationwide credit tightness and high consumer debt load will moderate construction activity.

If the above assumptions are achieved, total U.S. lumber demand should reach 47.9 billion board feet versus l99l usage of 43.8 billion. Structural panel usage in our country is forecast to be 27 billion square feet which would be 4Eo greater than 1991. Also, we believe repair and remodel will remain a significant factor accounting for about 3OVo of consumption.

All of our markets are more demanding in terms of quality and rapid response to expectations. The concept of just-in-time inventories as experienced by the unusually rapid depletion of inventories prior to the business downturn is a way of doing business today.

Unfortunately, our business forecast is clouded by the ongoing rash of environmental issues. Numerous well-

Story at a Glance

1.25 million housing starts...

2.5o/o real GNP growth...47.9 billion board feet lumber demand...repair and remodeling will remaln 30o/o ol consumption...industry must continue to fight for harvest rights.

financed groups are politicizing the science of forestry which ultimately will result in a reduction of the harvest levels from both public and private commercial timberlands. Even companies like Simpson, which prides itself on practicing sustained yield forestry, will be negatively affected by these takings. Some may view this as only a western issue but wetlands and other potential Iistings of endangered species are affecting other areas of our country.

Many people are skeptical of a timber shortage but we need to remember that we are finishing a year of very low housing starts and there is still public timber under contract. If there is no relief to the environmental frenzy and the market demand continues to improve, it is likely we will begin to experience significant timber shortages as the public timber currently under contract is depleted. We may see signs of this in 1992 and it will be a certainty in 1993. Our country is not running out of timber; we are losing the ability to manage and harvest our commercial timberlands due to the political and regulatory process.

All of us have a responsibility to work to change the tide of environmental extremism. We must continue to build strong coalitions at all levels of our industry to ensure our voices are heard.

Affordable housing & you

By Harry A. Merlo Chairman and President Louisiana-Pacific Corp.

Al;,",gYrtl,,tffi ""**"r':i;l

nomic recovery and a sharp uptum in the construction market. the truth is that none of us know what the next 12 months will bring.

So rather than an economic forecast, I'd like to use this forum to tell you about some of the things that are on our mind at Louisiana-Pacific as we plan for the coming year.

One of our big concems is the affordability of housing. At the same time as we work hard to develop products that maintain affordability, we're finding more and more government agencies imposing fees and regula-

tions th?t drive housing costs up. Fortunately, the U.S. Department of Housing and Urban Development under Secretary Jack Kemp has recognized the problem and they've asked for help from all of us to get it under control. H.U.D. has published a fascinating study called "'Not in My Back Yard: Removing Barriers To Affordable Housing." The report concludes that a web of unfair fees. unnecessarv red tape and overzealous regulation has priced millions of Americans out of the housing market.

I hope you'll get a copy of the report (it's available for $3 by calling (800) 245-2691) and do your part to help break down the barriers it describes. You also can call the National Association of Homebuilders at (800) 368-5242 ext. 329 to find out whar specific steps you can take in your community to fight the problem. It certainly is in our interests as businessmen, but, more importantly, it affects us as parents and grandparents and as Americans.

Gautious optimism

By William M. Shields Executive Vice President, Wood Products Weyerhaeuser Co.

T"t 1992 ouriook ibr wood prod- I ucts is very encouraging. Demand, weakened during 1990-91 by a deteriorating economy and concern about the Gulf War, should improve and exceed the 1988 peak by 1994.

Interest rates are expected to continue to decline throughout mid1992 and could lead to single family housing starts recovery. We expect starts to be in the l.l-1.2 million range by the fourth quarter. Multi-family starts, however, are expected to remain weak, putting a mild damper on overall demand.

With existing home sales up and interest rates down, the repair and remodel segment should rebound.

Supply will be the key issue for

1992 and, most likely, for much of the remainder of the decade. Public attitudes, combined with government restrictions, are significantly limiting raw material from public and some private forestlands, particularly in the Northwestsupply needed to support the expected rebound in home construction.

The implication for lumber and other building products is that real prices, which have been essentially flat for most of the '80s, ought to rise significantly, well above the 1988-89 levels.

Predicting exactly where prices will go is difficult. We have never been in a situation where demand was increasing while supply response was significantly constrained.

Supply constraint will also affect the kinds of products that will be produced in 1992. With less "solidwood" sawlogs available, look to see increased use of engineered products and products like oriented strand boardproducts made either from lower cost raw materials or residual products such as chips and sawdust.

Also on our minds is the growing awareness worldwide, but especially here in the U.S.. that we need to take a careful look at each of the products we produce to be sure they are as friendly as possible to the environment. Although it's not recognized nearly enough, those of us who manufacture and sell wood products have a big advantage in that area since among major building materials, wood alone is a renewable resource. Often overlooked, too, is the fact that wood building materials require much less energy to produce.

What we need most is a renewed pride in what we do in our industry. We provide products that people needboth in America and throughout the world. And we produce and sell those products with great sensitivity to our country's environment.

Story at a Glance

Affordable housing should be concern of everyone in wood products business...wood building materials have big environmental advantage.

Raw material shortages will affect geographic regions differentially. For example, average tree size will decline in the South. Coastal Canada will be affected by environmental constraints. The U.S. Forest Service harvest plan revisions will affect the West Coast region and could, over time, have an impact upon the inland region.

In summary, we see 1992 as the turning point in the current downcycle. Demand and prices should improve, especially in the second half. We see a shift to more use of engineered wood products and products reconstituted from residuals of other product processes. From a raw material standpoint,1992 and the rest of the '90s will be quite different from the '80swith each producing region experiencing its own supply issues.

Story at a Glance

Outlook encouraging...l .1 -1 .2 million housing start pace by fourth quarter...supply constraints, higher prices, increased use of engineered and reconstituted wood.

Price & supply questionable

By Daryl L. Lansdale President & CEO Scotty's

llouslNG srarrs in 1992 are an- I lticipated to grow to l.l million on a national basis. Florida starts in 1992 are estimated at I 18,000 to t20,0m.

In 1990, Florida starts were recorded at 128,000, which was 337o below the l 985 level of l9l,l47 During the 1990-1995 period however, this trend is expected to reverse and Florida should approach the l4 housing starts h rhe 148,000 to 150,000 level.

Many communities and counties are advocating slow or controlled growth. We support the latter which should balance the infrastructure with the population and income growth.

We will face several issues in 1992 that will have an impact on the price and availability of lumber products.

The recent breakins of the Memo-

randum of Understanding (MOU) between Canada and the United States has created uncertainties as to Canadian lumber duties. If the two countries cannot come to an equitable agreement early next year, significant duties could apply to framing lumber from Canada.

The environmental issues will continue to cause concem reg:uding available timber supply. The recent trend is to take national forests away from the multi-use concept and lock them up for wilderness areas to protect threatened species. This has already created mill closings as producers of wood products have not been able to secure a log base to harvest.

Due to governmental regulations and environmental concerns, we anticipate significant market price swings in 1992; however, there will be adequate supply to fill the market demands. Astute inventory management will allow us to take advantage of the market conditions and continue to provide our customers quality lumber and building materials at competitive pnces.

The big winners in the 1990s will be those companies which understand

Supply/demand balance

By Harold Maxwell Group Vice President, Building Products Temple-lnland Forest Products Corp.

fiUn expectations for 1992 are for Ya much better balance between supply/demand relationships for building products.

Housing starts should move up to the 1.2-1.3 million range with housing activity in the west south central region (Texas, Louisiana, Arkansas and Oklahoma) remaining strong relative to the balance of the U.S. market. We also anticipate improved demand for repair and remodeling, industrial and non-industrial applications as well as continued good demand from Mexico.

Improvements in the repair and re-

model markets should continue to favor a strong demand for southern yellow pine, both treated and untreated.

The major issue facing the lumber industry continues to be resource-oriented with the more public issues of the spotted owl in the West and the red-cockaded woodPecker in the South maintaining their prominence.

Story at a Glance

Housing starts in 1.2-1.3 million range...improved repair and remodeling, industrial, non-residential demand... good treated and untreated southern pine markets...resource issues will remain a challenge...target marketing is key to'90s.

the two major factors for success: corporate thriftiness and customer service. In other words, cut the expenses where it's smart to cut them. and do everything you possibly can to satisfy the customers.

Our 1990s' customer will be very different. They will buy fewer new cars, fewer new clothes and fewer new homes. Instead, as the population ages, there will be a general decline in conspicuous consumption. Home centers in general will benefit because consumers will be very interested in remodeling and fixing up their homes. The 1990's customer will spend his money very carefully.

Story at a Glance

Breaklng of MOU by Canada and envlronmental lesues will affect lumber prlce and supply...corporate thrlftlness and customer servlce malor tactors for auccess...customers to demand value.

However, a number of other issues, such as the wetlands, bio-diversity and below cost timber legislation, will further restrict available resource from both public and private timberlands. The challenge in dealing with these issues will be with us throughout the '90s. 1992 may be the first year we experience a strong cost push that will affect the pricing of solid wood products.

Surveys have shown that the winning strategies of the '70s and early '80s were built around achieving lowcost positions. In the mid-'80s the more successful companies shifted to strategies built around quality products and services to achieve differentiation from their competitors. The winning strategies of the '90s will have target marketing as a comerstone. This does not mean that quality and cost will become secondary. Customers will still demand quality as a prerequisite for doing business and they will certainly continue to shop for the best relative value for products and servlces.

Good news in'92

By Steve Johnson Executive Director Home Center Institute

EO* those who believe the less I said about l99l business the better, there's good news for'92. Late last summer retailers began saying business was looking better. The Home Center Institute's economic forecast bears out their reports.

We expect the retail home improvement business to recover from the l99O-91 recession -". 'wit more rapidly than other segments of the economy. Following a flat 1991, we forecast real sales increases (adjusted for inflation) of 3Vo (real dollars) throush 1995. This compares to forecasts-of 1.97o real annual growth for all U.S. retailing through 1995.

Growth in the retail home improvement industry is slowing from its

boom years of double digit increases. We see little net increase in the number of store units coming into the market, although turmoil-among home centers will continue with some opening new stores and others pulling back.

Slowing rates of sales growth and stagnant unit growth are classic characteristics of a maturing retail industry.

They also describe a fiercely competitive market in which the best managed companies survive and prosper.

The industry is adjusting to a market-share battle, where growth comes less from an expanding market than from taking business from competitors. The do-it-yourself consumer market, which drove home improvement sales for the better part of the 1970s and 1980s, is changing, too.

A study published this year by the Russell R. Mueller Retail Hardware Research Foundation found that 787o of U.S. households are already involved in do-it-yourself projects. While the rate of participation is not expected to increase substantially, the

d-i-y consumer market will grow by about 7 million households durins the rest ofthe 1990s.

Given time pressures faced by most families, we anticipate the trend to buy-it-yourself and have someone else do the work will continue.

Story at a Glance

Real sales increases oI 3o/o (adjusted for inflation)...compound annualsales growth of 3olo (real dollars) through 1995...7 million more households in d-i-y consumer market...retail home improvement business will improve in '92.

Financial pressures, begun in the 1980s and exacerbated by the latest recession, may cause homeowners to delay or scale back some big-ticket home improvements, but we believe this is a short-term circumstance. Long term, homeowners have good reason to maintain and improve their homes: a home is the biggest asset on most personal balance sheets.

Remodeling roller coaster Story at a Glance

By Bill Greene, CRA President National Association of the Remodeling Industry

Jl rsetrE the ongoing housing

Uand real estate slump, the professional remodeling industry continues to show strength. The latest Census Bureau report shows high maintenance and repair expenditures for homeowners, with experts anticipating year-end figures reaching over $l l1 billion -alj%oin- crease since 1989.

Most NARImember contractors report slow but steady business. Many contractors find themselves looking for their next job as they put the final touches on the job they've just finished. This lack of a job back log will be an important factor as we head into the colder months when business generally slows until spring. In times such

as these, homeowners tend to maintain with hard-earned money being spent on repair and replacement rather than on major, "non-necessary" remodeling projects. In fact, this movement towards repair and maintenance has given some remodeling firms the chance to make up for lost business by open- ing separate handyman divisions. These operations are devoted entirely to projects that a homeowner must repair due to everyday wear and tear on a home. Jobs such as these may have been turned down during more prosperous times, but are now welcome.

While overhead costs have remained stable, many remodelers have had to lower their profit margins to remain competitive. This, of course, means that smaller contractors have a more difficult time withstandine the storm than larger firms. Whai has helped the professional remodeling contractor is the vast array of new building industry products and product Iines that have made previously custom products standard. These new products have allowed homeowners as well as contractors to become much

Professional remodeling industry continues to show strength...new building products allow cost effectiveness ...tighter cash flow hampers contractor buying power.

more creative.

While recovery seems to have taken a foothold in the West, remodelers in other regions continue to ride the roller coaster of economic ups and downs. I believe these inconsistencies will continue through 1992. I believe remodelers will see steady work with perhaps occasional quiet weeks during the winter months. This will, of course, lead to reduced cash flow and buying power. Little to no product inventory will be kept on hand since cash flow will be tight and profits lower. This means remodelins contractors will be paying a little m6re per item for smaller quantitiesjust enough to get through the presentjob.

We can only hope that lending institutions will continue to loosen up on credit and keep interest rates low.

TFeated lumber changes

By Victor E. llndenhelm President American Wtxil Preservers lnstitute

As l see lt, tour lssues wlrr nave a Flprofound impact on how well the treated lumber industry does in 1992.

First. economic conditions will influence consumer purchasing decisions, including purchases of treated lumber, consequently affecting wholesale orders and inventory levels up the line to the untreated wood supplier and the treating plant. Many economists are predicting a better year in 1992.

Resource Information Systems, Inc. (RISI) foresees a sub-par but solid recovery in 1992, continuing through 1994, with GNP growing 2.67o in'92 and 3.5Vo in '93. RISI's projection for total l99l lumber consumption is 43 BBF; for 1992 it is projected to increase by about l3%o to 7.9 BBF.

Story at a Glance

7.9 BBF of treated lumber and timber demand in 1992...consumer safety question must be answered positively...timber supply legislation important for supply...treating industry will take new approaches.

Second, regulatory compliance requirements at the treating plants could have some impact on production and capacity. The U.S. Environmental Protection Agency recently established minimum design and operating standards for drip pads in treating plant process areas. While AWPI and the wood preserving industry have been successful in obtaining additional time to upgrade existing pads and build new pads, the timing is still tight, and the costs are still significant. However, the good news is that most lumber treaters will be up and running in time for the 1992 construction season. Only treating plant wastes are regulated, not the product or customers.

Third, the timber supply issue is still

not resolved. The Forests and Families Protection Act (H.R. 2463, S. ll-56) addresses timber supply certainty, environmental protection and worker assistance in the West and purports to protect the spotted owl. Resolution could set a precedent for protection of the red-cockaded woodpecker in the South.

The other piece of legislation to watch, with a bearing on timber supply is the Private Property Rights Act, which limits the taking of private property by govemment.

Fourth, public perceptions of treated wood products must be understood

and addrcssed. In general, people like treated wood products for many reasons and will continue to use them. But, questions about the chemicals in the wood and the proper handling and disposal of treated lumber must be answered. People want to know, "ls this product safe'1" As an industry, we need to answer this question clearly, forcefully and concisely, based on sound science. lf we cannot, we will lose market share.

ln short, what I see in the future1992 and beyond-for the treated lumber market, is a new way of thinking and a new way of doing business. This will be rellected in more sophisticated marketing, a new emphasis on quality, a heightened sensitivity to public perceptions and adaption to change.

Dealers stronget in'92

By Gary Donnelly Executive Vice President National Lumber & Buildins Material Dealers Association

start the economy.

Jl

untxc the pasr year the majori- Yty of lumber and building material dealers suffered the pain of a deep recession. While some areas of the country have suffered more than others, few escaped unscathed. When the recovery does come, probably not until mid-1992, we expect the individual dealer to be stronger than ever. Smarter credit manasement and innovative sales techniques that help him get by in tough times will pay dividends when we do pull out of the recessron.

Don't forget that 1992 is a presidential election year. We have a popular president, who is suffering about a 297o rating on his handling of domestic policy. It is difficult to imagine that an administration seeking reelection will not pull out all the stops in order to have a full fledged recovery well underway by the time election day rolls around. Watch for White House pressure on bank regulators to loosen their strangle hold on the nation's banks. Also, don't discount the Democrats who control the House and Senate and lust for the White House. If they can get their act together, and that is never a sure thing, you will see strong congressional effort to jump

President Bush campaigned four years ago promising to be the environmental president. That issue may resurface in '92 as both a virtue and a vice. In our industry environmental concerns are often synonymous with the spotted owl and timber harvesting. We need to be ready to counter any distortions or misinformation likely to surface from the preservationists in the guise of political correctness. The pendulum has swung too far in favor of the preservationists and 1992 may offer us opportunities to restore sanity and balance to the management of our most abundant and renewable natural resource.

Story at a Glance

Mid-year recovery fueled by election year maneuverings

...disproving preservationists' myths about our industry a must...lumber dealer may be the next endangered species.

On other fronts, in keeping with election year priorities, we will see renewed stimuli to get housing starts up. That welcome relief could come in the form of no-penalty IRA withdrawals for first-time home buyersa notion we have been supporting since it was first introduced by Senator Lloyd Bentsen (D-Tx.) last year.

The other big issue will be health care reform. That monster is not by

any stretch of the imagination going to be tamed in'92, but you can bet we will witness countless ways to solve what many consider our nation's largest and fastest growing crisis.

My fear is that short-sighted and short-term solutions will be pushed through the Congress by incumbents eager to tell constituents "See what I have done for you." Business could become the source of funding for new programs passed in a frenzy. One thing is certain: health care reform is overdue and will be a major issue in the national political campaigns. We need to be vigilant and prepared to act responsibly to assure that health care solutions do not create another bureaucratic monolith offering little or no relief.

The bottom line for 1992? We could lose the forest management/timber supply issue if we are not effective at the local, state and national levels. Out-numbered and out-financed by the

environmental groups, we will have our hands full in 1992 as we battle to sway public opinion. Too many people know too little about our industry and our role in society, yet they are being led by preservationists who believe our industry is raping the land and wood and wood products are dispensable to our way of life.

Disproving those myths has to be a priority for every one of us. Onerous regulations and bulging budget deficits, as burdensome as they are, pale in comparison with the necessity of maintaining the livelihood of the lumber and building material industry. I want 1992 to be the year in which we make a substantive difference in the way our industry is viewed. It must be the year in which we realize real relief from preservationists seeking to make the lumber dealer the next endangered species. That's the challenge for all of us in'92.

Survival tactics

By Nicholas R. Kent North American Wholesale Lumber Association

W#ff ,f ".nJ?*'"T,xT'"'J*x:

ket, decreased demand and an industry of nervous business people?

A time of change

By Jack Shoemaker Executive Vice President National Wood Window & Door Association

Jlun-uNG professionals who will Ufare the best in 1992 will be those who appraise new market conditions realistically. More than ever, the market belongs to those able to assess the new realities and define their niches accordingly.

The old rules do not apply anymore. In years past, a steady decline in interest rates would likely have jolted a sluggish homebuilding market into higher gear. However, even though interest rates will probably remain low until at least mid-1992, no dramatic jump in newhome starts is on the horizon.

Housing unit starts are not likely to exceed 1.25 million in 1992, a tepid improvement over the 1991's l.l million. Consumer confidence, weighed down by an unexpectedly stubbom recession, is entirely "out of synch" with the good news of lower interest rates.

Many builders will find their best opportunities constructing entry-level homes. Largely because of the lack of affordably priced starter homes, first

Story at a Glance

A tepid 1.25 million housing starts in '92...affordably priced starter homes most in demand ...larger homes will use more wood windows and doors... replacement market good... wood outselling aluminum.

time buyers as a percentage of total U.S. homebuyers declined from 487o in 1983 to 29Vo in 1989, only in 1990 did a modest reversal (to 34Vo) begin.

ln 1992 and beyond, demographics will limit builders' ability to focus strictly on trade-up buyers, making it timely to cater to starter home buyers. Affluent baby boomers (bom 1946 to 1964) have, for the most part, completed their trade-up moves into second and third homes, allowing the market to revert to more of a starter home focus. More and more, builders are using phrases like "getting back to basics" and "affordable housing" (meaning starter homes of $100,000 to $200.000, depending on pricing in various markets).

The irony: rather than selling overlContinued on next page)

In surveying our members, NAWLA found they trimmed operating expenses and inventory and tightened their credit policies. They recognized they are in for the "long haul" and adapted their businesses acbetter help them service customers. They are investigating exports and turning to more remanufacturing activity. Wholesalers are recognizing and responding to their customers' needs for continuity in both quality and service.

Many wholesalers are creating program sales for customers who believe that long-term relationships will mean better business for everyone. At the same time, wholesalers are integrating their suppliers into this chain and looking to them for increased marketing support. New areas of diversification are engineered wood products and products that respond to the upturn in remodeling and renovation.

While it is tempting to look for that one thing that is going to jump-start our economy, we must contlnue to keep our businesses viable, remembering there are no problemsjust opportunities. We must continue to educate ourselves and maintain open minds and open channels of communication. Primary producers and wholesalers must work to find the most efficient and economical ways to get products to the customer.

Story at a Glance

Wholesalers seek market niches and specialty products...will provide special programs for customers... survival depends on creating opportunities.

A time of change

(Contlnued lrom prevlous page)

whelmingly to post boom (under 30) occupants, starter homes will oflen bc bought by aging Baby Boomers. Truc, under-3O renters are the logical pcople to graduate to homeowning: however, they are being held at bay by recessionary anxieties. Moreover, as a percentage of the total U.S. population, persons under 30 are the fastest declining segment. Prime buyers for starter homes are the estimated 42 million boomers (out of a total of 82 million) who do not own their own homes and would dearly love to.

Where the use of wood windows and doors is concemed, there is cause for cautious optimism. Here's why:

(l) Even though starts of single-fami- ly detached (SFD) homes are down dramaticallv (to 900.000 in 1990) from theii mid-80s level (1.2 million in 1986), the average size of a SFD has risen to at least 2,100 sq. ft. and, according to some observers. could well be

closcr to 2,300. Morc square footage mcans morc wood windows and doors per home,

(2) Would-bc trade-up buyers, tbrced t0 stay put.bccause of the recession. arc prime candidatcs tbr remodcling. At prcscnt, it is estimatcd that replaccmcnt windows (all typcs) used in rcsidential remodeling totalled $9.tt billion in 1989; replaccmcnt entry doors (all types), $7fi) million.

(3) Wood windows continue to gain market share al the expense of aluminum. According to NWWDA 1992 should yield sales (remodeling and new construction combined) of over 20 million wood windows, an increase of between 500,000 and I million units over 199|. Aluminum windows are likely to drop about the same amount from their 199 I total of over l3 million.

For all of these reasons, we are cautiously optimistic. Builders who pick their niches carefully can, indeed, prosper in 1992 and, in the process, enhance their consumer appeal by using wood windows and doors.

Modest recovery

By Ernest J. Stebbins Executive Manaser National Hardwdod Lumber Association

llt E HAVE turned the corner on f U the recession with 1992 giving all the indications of a modest recovery taking place. Continued low interest rates will encourage home building and improve the lumber market.

S ing le- f ami ly construction will probably out perform multi-family starts, which will benefit the hardwood market. Hardwood floors, paneling and kitchen cabinetry are an important part of single family construction, particularly in the high end market. In addition, the two most often remodeled rooms, the bathroom and the kitchen, present tremendous hardwood opportunities.

If inflation continues to remain stable, election year politics may very well keep interest rates low, finally producing an upturn in consumer confidence. Lower mortgage rates would

also benefit the home resale market.

Politics will have a great deal to do with how far we go in 1992. It's a presidential election year and many have already given the victory to the Republican incumbent, Mr. Bush. Many concede that there are reasons why he looks good-a military victory in the Mideast, which secured oil supplies for the west; the fall of Communism, not only in eastern Europe, but in the Soviet Union as well; the easing of global military tensions and prospect of reduced government spending on the military. What Mr. Bush wants to do with the perceived "savings" will become the big question. I do not expect him to reveal any surprises in his spending plans next year, so I'll predict a mild recovery with the general excitement of the presidential campaign carrying his administration successfully through the November election and on to 1993.

Where will we find the wood products to put into the homes being built during the recovery next year? With national forest timber sales tied up in a gridlock of administrative appeals, lawsuits and endangered species regulations, and 50Vo of our softwood timber growing on federal lands, the material to build them might not be there.

Timber supply problems do not stop at the national forest boundaries. Private landowners are now finding out that endangered species regulations and wetland regulations apply to them too.

Story at a Glance

Slngle famlly constructlon wlll outperform multls, uslng more hardwood...presldentlal electlon wlll promoto recovery...lack of lumber a problom ...Wlse Use Movement scorIng agalnst preservatlonlsts.

The encouraging thing is we are finally doing something about it. The Wise Use Movement or Multiple Use Movement, a grass-roots network of people across the country whose livelihoods depend upon wise management of our natural resources, are beginning to outnumber environmentalists at some public hearings. The environmentalists are taking note of this "broad new protest with an amazing array of people" and a "sophisticated approach." Think what could happen in 1992 if they became as sophisticated as the Wilderness Society has been for all these years.

Little to smile about

By Eric Yeadon President American Wood Preservers Bureau

f HIs has proven ro be another I disappointing year for the wood preserving industry.

Provisional figures indicate a reduction in the treatment of lumber and timbers of l.85Vo as of the end of September. Current reports from plants in all regions indicate further declines before the end of the year. Special products such as plywood, foundation lumber and plywood, piling, etc. show an even more drastic decline (I57o for foundation material and 29Vo for plywood).

Gradual structural panel recovery

By William T. Robison President American Plywood Association

f, vean ago, I expressed the hope Fthat the anticipated structural panel market decline in 1991 would be slightjust a bump in the road followed by a quick return to better times.

pates U.S. structural panel production of 24.3 billion square feet, 3/8-inch basis, in 1991an 8Vo reduction from 1990. This is more than 2 billion feet below our original estimate.

Will 1992 signal an end to recession? Or will the present "double dip recession" become "triple dip?" Our APA market research department has the benefit of extensive input from our field staff across the country, and I'm happy to report enough positive indications from the marketplace to be cautiously optimistic about 1992.

in

years that

with

and the panel industry. It's been a roller coaster ride. First, the threat of a Gulf War, then the trauma of the war itself. the short euphoria that came with the victory, followed by the realization that the world has deeper problems which impede prosperity.

As we approach the end of a turbulent year for the wood products industry, and all involved in the supply chain, it is clear that for panel producers, 1991 will go into the record books as a year most producers would like to forget. A new APA forecast antici-

While signs of economic revival have been apparent recently in some market sectors, it is our strong feeling that recovery will be gradual. With allowance for 1992 being an election year, we don't believe the federal government can afford to significantly relax its anti-inflation policies.

Other factors that will slow the recovery are off-pace state and local economies; overbuilding in multifamily and nonresidential construction; and continued consumer wariness reflected in an unwillingness to commit to major spending.

Our APA forecast predicts 1.15 million total U.S. housing starts in 1992, up from about one million in 1991. The industrial market also has

momentum, led by the materials handling, transportation and furniture sectors.

Other positive factors assisting the overall brighter 1992 total market outlook include an expected surge in residential and nonresidential repair and remodeling, and recovery of the export market from 1991 lower levels associated with the Gulf War.

Exports climbed from only 300 million square feet in 1985 to 1.7 billion in 1990. I have no doubt that the long-term prospects for even more dramatic international market growth are excellent. The same applies to the domestic market, where markets like I-beams (today requiring 300 million square feet of structural panels) have the potential to reach half a billion feet by the end of the decade. APA estimates that U.S. structural panel production will rise to 26.5 billion square feet in 1992, a 9Vo improvement over the level expected in 1991.

Story at a Glance

APA optimistic...1.1 5 million housing starts; 26.5 billion sq. ft. structural panel production ...increased exports... preservationist activity is a major challenge.

New products such as water repellant treatment and the added value components for decks such as posts were predicted to stimulate the market, but, although these products have sold, no noticeable increase in total volumes have resulted.

Regional reports indicate the housing slump has caught up with all areas and, although the amounts of treated wood involved in a new structure are low, (plate stock, etc.) the material

Story at a Glance

No relief for pressure treating ...repair and remodeling optimistic...stricter environmental controls will reduce the number of plants...electaon fever may bring relief to a dull outlook.

used on new decks is also lost. Restrictions in government spending have affected school building and temporary classroom additions. Also, redwood and cedar may have taken some treated business. Texas has had indications of a better year but with little long-term confidence.

The outlook for 1992 is somewhat gloomy despite hopes for a pickup in housing starts. Comments indicating that the market has bottomed out may be more indicative of wishful thinking than improving order books. Winter buying programs although not significant do exist; but the only optimism is in the repair and remodeling sector.

Stricter environmental controls on the treating plants are bound to put more plants out of business in 1992, but the excess capacity in the industry will ensure that there are no windfalls for current producers.

Look for another flat year unless election fever and campaign promises stimulate an otherwise dull outlook.

A major challenge facing the wood products industry, particularly in the Pacific Northwest, is the preservationist-inspired rationing of an abundant timber supply. Environmental extremists have served notice that their ultimate goal is crippling the wood industry in all parts of the country. However, I believe that we can be successful in teaching the public that we can have a stable wood supply in harmonv with the environment. The current -anti-timber policies influenced by fear and misrepresentation must be decisively rejected.

More Forecasts

Pages 22,231 24

However, the past 12 months have been the wildest period

the 40

I've worked

APA

NtrWSER[trtrS

BMC West, Boise, Id., has assumed ownership of O'Malley's, El Paso, Tx., but will retain the name at least temporarily...Home Quarters Warehouse will open a store in Hickory Ridge Commons (Memphis), Tn., next spring...

Home Depot opened a Bellevue, Tn., store with plans to add a unit in Franklin, Tn.; started planning for a Loudoun, Va., stor€; rcquested rezonings for two sites near Decatur, Ga.; announced early 1992 closings for Doraville and Marietta, Ga., units which are being replaced by other stores; and moved a West Dade, Fl., warehouse disFibution center to Sunrise...

Inweb, which will open a store at Potomac Mills Center (Woodbridge), Va., inaugurated a Chantilly, Va., unit, and is relocating Dothan, Al., Jackson, Tn., Lumberton and Rocky Mount, N.C., and West Monroe, La. , operations...

Joe and Diane Garrison acquired Hennessey Lumber Co., Hennessey, Ok., from Robert Everitt, renaming it Garrison Lumber Co, Inc....Roy Johnson Lumber Co., Hennessey, Ok., was acquired completely by Danell and Gwen Lee who had owned it in partnership with her parents Roy and Ruby Johnson since 1980...

McCoy Lumber Co. is building a new store in West Monroe. La.... Henry Herder liquidated Herder's, Weimar, Tx., ending 118 years oi operation and his 42 vear associaWeimar, e ll8 vears of operation yew association with the firm...

84 Lumber expects to move its Ashland, Ky., operation into a new complex early in Jan....

Merchandise and lumber from Norriss Bros, Lumber Co., Wchita Falls, Tx., which closed last March, were sold at public auction in a foreclosure sale by order of Bank One Tbxas...

Seiling Lumber Co., Seiling, Ok., was renamed Sander Supply following its purchase from Frank Everitt by Shane and Teresa Sander...J. n. White Hardware and Lumber Co., Jonesboro, Ar., moved to a new location...

Georgia-Pacific is reorganizing its building products group into four areas: building products manufacturing, timber, disribution and specialty operations and chemicals; transition is expected to be completed by April 1...

Houston Woodtech, Houston, Tx., has a new wood treating facility in San Antonio.. .Connor Distributors, Fort Worth, Tx., now has an industrial reman operation and distribution yard in Alamo, Tx.

G. A. P. Roofing Co., Pryor Creek, Ok., is expanding its MidAmerica Industrial Park location by 12,000 sq. ft. in a $400,000 project to be completed in early'92... The Stanley Works will combine the operations of its Home Automation, Electronics and Door Systems divisions in the United States and Canada into a single business, Stanley Door Systems Division...

koh thailand, and Fbtfl@r S.nL, Fiorano, Italy, will join to manufacUre and mar*ct ccramic tile in the U.S. with Sian Ccment purchasing l0% of Finfloor which is acquiring 15% of TtleCera, Inc., Clarksville, TD., a Sdara subsidiary...

Kitchen Cab inet Manufacturcrs Associatbn reported a year+o-date dccrease in sales of 9% through Sept. (latest figs.)...

Industry rcpr€sentatives testified that the creation of new wilderness, scenic areas and a national recreation area on the Chattahoochee Natiotul Forest in Georgia would reduce cun€nt sales levels by nearly l0%,..Conmercial Lumber Sales, Inc.,Little Rock, Ar., donated pressure treated laminated wood panels to the USDA Forest Service for a 90 ft. long bridge...

Tlre National Association of Investors Corp. selected Home Depot, Inc., as its l99l Growth Company of the Year...USG Cotp. had third quarter operating profit of $38 million on net sales of $445 million...Ply Gem Industries had third quarter record sales of more than $160 million...

In a patent infringement suit , a New York court ruled Tornado Products, Inc. has sole rights to its patented chipper/shre dder... Mannington Resilient Flooring will donate vinyl flooring for all Habitat for Humandry homes built in the U.S. during 1992...

Georgia- Pacific, Atlanta, Ga., was ordered to pay a criminal fine of $5 million after pleading guilty to tar( evasion in overstating the value of swampland donated to a No. Fl. waste management district in 1984...

American Cabinet Inc., American Plywood and Builders Warehouse Association, Conway, Ar., were acquired by Omni Corp....

Siam Cernent Co., Ltd., Bang-

Housing starts for Oct. (latest figs.) were up 7 .3Vo to a seasonally adjusted annual rate of 1.1 million...single farnily starts climbed 3.97o; multifamily 26.IVo .,. the South had a l0% increase.

Quick Quotes for 1992

"The real issue is not interest rates as much as it is debt. We are de-leveraging this economy. In that environment, cutting interest rates has hardly any impact, because people have too much debt and they are cutting that debt, not bonowing more."

Lawrence Chimerine Senior Economic Counselor DRVMcGraw-Hill

"...the days in which companies would borrow to rebuild inventories are pretty much gone. "

Norman Robertson Chief Economist Mellon Bank

"It's an election year, and historically, election years are pretty good for the housing industry."

Terence Williams Executive Vice President GMAC Mortgage Corp.

"Some states are still in a recession--California is one of them. But I think we're coming out of it right now."

Arthur J. Shaw

Chief Economist Los Angeles Area Chamber

"'93 looks good."

of Commerce

Han Veltkamp Chairman Resource Information Systems,

Inc.

"We expect the beginning of a moderate recovery by year end. Due to everyone's uncertainty, we expect lumber markets to react wildly to increases in actual demand."

Mack Singleton President New South,

Conway,

Inc.

S.C.

"...a possible double-dip recession before the economy gains momentum in the spring."

David Seiders

Chief Economist National

Association of Home Builders

"(Home) buyers will wait until interest rates fall further."

Lynn Michaelis Chief Economist Weyerhaeuser

"We're only going to get this thing once. It's important that we do it right (dealing with the economy)."

Senator Phil Gramm R-Texas

"Buyers are hovering right now. But there's no need to strike yet."

Darlene McTaggart Windermere Real Estate Seattle, Wa.

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DECEMBER

Netlonal Hardwood Lumber AssochtlonD€c.9.10, forestry for non-foresters seminar, NHLA Educational Bldg., Memphis, Tn.

Vlrglnle Bulldlng Materlal AssoclrtlonDec. ll, building code seminar, place to be announced.

Lumbermen's Club of MemphbDec. 14, elcction of officers dinner, Racquet Club, Memphis, Tn.

JANUARY

North Amerlcan Wholesale Lumber AssociationJan. 5-1O Executive Management Institute, Mclntire School of Commerce, Univenity of Virginia, Charlottesville, Va.

ServlsterJen. 6E, market, Maniott World Center, Orlando, Fl.

Lumbermen's Club of MemphisJan. 9, installation luncheon, Racquet Club, Memphis, Tn.

Hardware Wholesalers Inc.Jan. l0-ll, winter building products miuket, Walt Disney World Dolphin, Lake Buena Vista, Fl.

Handy Hardware WholesaleJan. t0-12, spring market, George R. Brown Convention Center, Houston, Tx.

House Hasson Hardware Co.Jan. ll-12, Opryland Hotel & Convention Center, Nashville, Tn.

Cotter & Co.Jan. ll-14, True Value winter lumber market, Sheraton Harbor Island Hotel, San Diego, Ca.

Natlonal Housewares Manufacturers AssociationJan. 1215, annual expo, McCormick Place, Chicago, Il.

Mid-America Lumbermens AssociationJan. 14. state sales tax meeting, Lawton, Ok.

Southern Pressure Treaters AssociationJan. 14-17. winter meeting, Omni Hotel, Charleston, S.C.

Amerlcan Hardware Manufacturers AssociationJan. 1516, conference, Infomart, Dallas, Tx.

Carolinas-Tennessee Building Material AssociationJan. l7-lE, annual building products buying show, Charlotte, N.C.

United Hardware Distributing Co.Jan. 17-19, market, Orlando, Fl.

Atlanta Hoo-Hoo ClubJan. 20, meeting, Holiday InnPowers Ferry, Atlanta, Ga.

Kentucky Lumber & Building Material Dealers AssociationJan. 22-23, annual convention, Drawbridge Inn, Fort Mitchell, Ky.

Magnolia Hoo-Hoo ClubJan. 23, speaker meeting, Cafe Creole. Jackson. Ms.

Louisiana Building Material Dealers AssociationJan. 2326, annual convention, Lafayette Hilton, Lafayette, La.

Pafmetto Wholesale Co. -Jan. 24-25,martet, Cantey Building, State Fairgrounds, Columbia, S.C.

National Association of Home BuildersJan. 24-27. annual convention & exposition, Las Vegas Convention Center, Las Vegas, Nv.

Building Material Merchants AssociationJan. 25, outside sales seminar, Atlanta, Ga.

Central Builders Supplies Co.Jan. 28-29, annual buying show, Stouffer's Resort, Orlando, Fl.

Ace Hardware Corp.Jan.29-30,lumber & building materials show, Las Vegas, Nv.

SOUTHERN ASSOCIATION

Carolinas-Tennessee Building Material Association will stress supplier, dealer, association relationships with the theme "Discover Our Partnership: 500 Years of Building America" at a Jan. l7-18 Building Products Buying Show.

Association activities will center at the Radisson Plaza Hotel, Charlotte, with the show located at the Charlotte Convention Center. Brent Taylor will present two seminars. "Results Drive Sales for the Building Material Industry" will aim at the sales manager, inside and outside salesperson, general manger and owner. "Sales TrekThe Next Generation" will be tailored to young management.

Jim Enter, past CTBMA president and retired Pelican Building Centers manager, will lead a purchasing workshop on "The ABC's of Building Material Inventory Management." This is especially for purchasing agents, managers and owners.

Other activities will include executive committee and board meetings, an exhibitors reception, president's cocktail reception, membership dinner and presentation of exhibitor awards.

Florida Lumber & Building Material Dealers Association's new board will hold its first meeting Dec. l2 at headquarters in Orlando.

Oklahoma Lumbermen's Associationts convention committee is making major changes to Spring Mart '92, March 20-21, including cutting the buying show to one day.

The new agenda offers a Saturday only show with Friday dedicated to OLA organizational meetings and exhibitor move-in at the exhibit hall. Friday evening is open for exhibitors' hospitality suites. The All Industry Reception is Saturday evening.

The traditional convention breakfast Saturday moming will end with the exhibit hall opening at the State Fairgrounds. Drawings for cash prizes will be conducted hourly. Four of the eight drawings are designated as district drawings ro ensure that a dealer from each district wins a prize. Exhibits close at 5 p.m.

Oklahoma City will be the Spring Mart site as in the past with convention activities at the Oklahoma City Marriott and the buying show at the State Fairgrounds. The AII Industry Reception begins at 6:30 p.m. in the Grand Ballroom at the hotel. Grand prize drawings for $2000 and $1000 cash will be held during the evening.

Arkansas and Oklahoma members of Mid-America Lumbermens Association will join in a "Plant-A-Tree" campaign approved by the board.

Scheduled to kick-off Jan. l, the program is unnamed at present. Association members have been asked to submit names with a $100 prize offered.

Tree plantings will take place Arbor Day Weekend, Apil 24-26, with participating dealers giving trees to customers. A variety of species suitable for the MLA area will be available from MLA. Ad slicks, ad drop-ins and timber promotional material also will be available.

MLA members are asked to get civic groups involved in tree planting projects.

4

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You're looking at the fufure.

Seedlings, which 60 years from now, will become part of an order shipped byWillamette.

An orderwe'll ship right on time.

This isn't an idle boast. Because ifyouVe ever ordered from Willamette, you knowwe ship exactly what you want, when you want it.

Partly due to the fact that our salespeople knowyour market, and visit the mill at least once a week to ensure the quality and timeliness of your order.

And partly because we have a source of consistent supply - more than one million acres of our own forestland.

To ensure that supply, we practice the most advanced forest management in America. Which includes replanting some 16.7 million frees everyyear.

So that when your grandkids place an order with Willamette, ttrey'll get it right on time.

Give or take a few minutes.

OlHllruili$:,nc

llmber & Plywood Division

Western Sales Office

Albany, OR (503) 92G7771

Southern Sales Oftce

Ruston, LA (318) 25ffi258

Aflantic Sales Office Rock Hill, SC (803) 32&38/-4

Maneuvering the maze Story at a Glance

By Stephen C. Brown President MacMillan Bloedel Building Materials

P*:ilI'"T,8, il,"il:'"*T:' :?#

cult as maneuvering a successful path through an ever changing maze.

.--

Although inter-

est rates are cur-

rently very attrac-

'

iltive for home

l rr.r-"tr". rtc: rrr.tt

year, but these efforts may fall on deaf ears. The stimulus must have real and lastirrg positive effects on a more informed public. Efforts must be made to increase investment in job creating sectors of our economy.

It is time for our elected officials to stop playing politics. We all look to our government to be pro-active rather than reactive.

could be the llght at the end of the tunnel.

see any significant

I turn around in the

market. The housing market should be somewhat improved in 1992, but not be enough to provide the increased demand our industry desperately needs. Concern over the economy has brought consumer confidence to its knees. Efforts will be made to stimulate the economy during an election

Projecting for 1992: the past improvement in the repair and remodeling segment should continue. The public will continue to spend money to improve their homes. More specifically, the public's desire to get out of their homes should provide significant opportunities for the lawn and garden segment. Many consumers will enhance their homes and lifestyle by adding decks or enlarging existing decks.

After three slow years in the housing sector, the real unknown for 1992 is when a turn around begins. Although there is currently little indication that demand will increase significantfy in 1992, the real winners today are the new home owners. With low

Better housing yeat

By Tom Denig President and CEO Trus Joist MacMillan

A vennl-I-. we think that 1992 Ywill be a better year for housing, though we certainly won't see the sharp rebound we've experienced exit-

lns nre\'rnilq receqsions. Interest rates have recently become quite attractive. Banks are starting to adjust, however slowly, to the new, tighter lending rules.

Our best guess is that housing starts will range between l.l and 1.5 million. That represents an increase of l0-157o from today's depressed levels, the lowest since 1945. It's been a year for survivors, and next year those survivors should start benefiting from an improved market.

Structural composite lumber products continue to expand their market

penetration, and 1992 should be no exception to this. Engineered wood structural components have found a growing acceptance for a number of reasons.

O.ld-growth timber is -rapidly becoming a scarce commodity. What's available now from the second and third growth commercial forests is often of unsuitable quality for stmctural applications. Trends also indicate that solid-sawn lumber prices will continue to increase over time. These combined facts lead to engineered wood products as the long-term solution to the structural applications previously provided by sawn lumber.

Structural composite lumber and wood I-joist products put much less pressure on our dwindling old-growth forest resources. They accomplish this in three ways: by initially recovering more of the log for structural purposes than traditional sawmill methods; by using currently non-commercial species; and by employing wood fiber in far more efficient methods. As an example, our new PSL 300 long strand lumber uses almost the entire

interest rates, reduced land costs and lower labor and materials costs, the consumer may not have a better opportunity to buy a new home. No one is projecting a tum around in the housing sector. However, the industry did not see the tum around in 1983. The existing home surplus could be rectified quickly with a boost in consumer confidence and some changes in our lending institutions. A better than anticipated housing market will create much higher building material costs due to supply reductions, especially products from the Western United States and Canada.

The industry needs a boost. It will come, but the major question is "When?" 1993 could be the light at the end of the tunnel.

log with the bark converted into heat and energy. This is a much higher recovery rate than a sawmill producing dimension lumber can achieve. We also use aspen, rather than the expensive and dwindling fir and pine resources. Our joist is a structural member that uses about half the wood fiber, yet achieves results far superior to those of a comparably sized solidsawn joist.

Next year we should see structural composite lumber start to transcend "specialty" status as the prototype lumber preferred for quality construction. A healthier market should speed this along.

Story at a Glance

Better environment for housing...starts between 1.1 and 1.5 million, a 10-15% jump ...structural composite lumber products growth will continue solving some old growth availability problems...advantages will lift it from specialty status.

Hourlng lomewhat lmproved ...more lepalr/romodellng strength...hlgher materlal co3ts due to supply reductlone...l993

Slow but steady

By George A. MacConnell Senior Vice President, Distribution and Specialty Operations Georgia-Pacifi c Corporation

T HE BEST phrase to describe the I building products industry outlook for 1992 may be "slow but steady," particularly after the roller coaster ride

f weronirrn ivvi

E- l\lm uncerriunrv

nnces

G 'litgreM dru ule downfum in

our industry'

-oncommoolnr

and renewed remodeling activity. We're still on that slow, steady climb back, and we're not anticipatin! any significant drops in the near future. With an expected gradual recovery in housing starts predicted for 1992,prhaps to a level of 1.2 million, retailers can see some relief in sieht. Consumer confidence to undertike major remodeling activities is up as well. With today's "buyer's market"

in real estate, homeowners need to make their aging homes attractive to increasingly finicky house shoppers. This bodes well for both d-i-y and remodeler-oriented yards and home centers.

How can a retailer succeed in the slow, steady climb in '92? By getting suppliers directly involved in his business as a key partner. Retailers should challenge their best suppliers to help solve their business problemsto come up with ideas that will increase sales and profits. This, however, cannot be a one-way street. Retailers and their employees must be willing to work hard and be open with suppliers. They can'tjust put key vendors under the microscope, but must scrutinize their sense of partnership with each other.

Here are some partnership keystones to work on in'92:

' Is communication a two-way street? Are needs and demands addressed? Are you familiar with the services your supplier offers?

'Does your supplier have control over resources from which products are made? Is his supply dependable and timely?

. Look at how electronic technology is changing the way we do business. EDI and UPC are fast becomins

South to fill void

By John E. Stevens Senior Vice President/C.O.O. Dixie Plywood Co.

lOneCeSTlNG, ar best, is a risky

I business. However. at this time of the year, we all must do our best job of forecasting to develop an operating plan. Each year as changes occur in our industry and in the economy there are additional factors to be considered.

This year, the environmental movement has created a new item for

As a result, we must consider the possibility of shortages occurring in the wood products we receive from the Pacific Northwest. We must assess the impact of these shortages on the available supply of southem wood products. Because of the harvesting curtailments in the Northwest, the South almost certainly will increase the volume of wood products sold in previous years.

Story at a Glance

Shortages in Northwest will increase demand for southern wood products...higher prices probable...lower mortgage rates will stimulate building, probably in late 1992.

part of the building products landscape. Can your supplier be a part of the new technology?

' Retailers are lookins at manufacturers and suppliers t5 help sell products better and faster. In-store merchandising programs, displays and product training are providing retailers with differential advantages. What can your supplier offer?

' More and more suppliers are being called in to develop and manage complete programs for specific product categories.

' Just-in-time delivery programs help control inventory costs for retailers. Can your supplier deliver when you need it and in the quantities you need?

Story at a Glance

Gradual recovery ...perhaps 1.2 million housing starts ...more remodeling...supplier will be a key to retailer success.

While you can't control the economy, you can control the way you do business. And building closer, longlasting partnerships with a few top suppliers can help win the race in this slow but steady recovery and beyond.

The increased demand for southern products will cause market dislocations due to expected higher prices being charged for some products in some areas of the South. The ramifications of these environmental pressures represent just a few of the factors we must consider.

Other concerns to be addressed: housing starts both national and regional, the remodeling market, nonresidential business activity, regional business conditions and the general economy. There have been many forecasts made for 1992. Most are flat to negative for our industry and the economy overall.

Our crystal ball shows pretty much the same story. The only bright light is lower interest rates with mortgage rates the lowest since 1986. At some point, we think these low rates will stimulate the building of more new single family homes, and eventually lead the country out of the recession. This could occur in 1992. However,

(Please turn to page 38)

A good year

By Karl W. Llndberg President

Southern Forest Products Association

lvenvoNE who remembers h"Gone With the Wind" recalls that, in the midst of the worst turmoil and tragedy, the plucky Southern belle Scarlett O'Hara would lift up her chin and muster her spirits by saying, "After all. tomorrow is another day." The southern pine lumber industry, struggling to operate profitably in the nation's sluggish economy and wondering if conditions will ever get better, might echo Scarlett's words, for tomorrow will surely bring not just another day, but a better day.

The economy is ripe for recovery, lumber markets are poised for acceleration, and southern pine producers are positioned to dash ahead as soon as the starting gun is fired. I don't know, and I doubt if even the experts know, just when that will come. It is a matter of precise confluence of consumer

confidence, credit availability and other variables largely beyond control. However, a very good year is waiting out there, only a tomorrow away.

The southern pine lumber industry has been diversifying demand for its products through the Southem Forest Products Association's five-year marketing marathon. This aims to boost demand a billion board feet by the middle of the '90s by stimulating such market sectors as engineered wood systems, exports, industrial, repair & remodeling and treated residential.

By relying less on fading homebuilding and more on new, valueadded markets, when housing starts dwindled to 1.2 million units in 1990, southern pine production was 12.9 billion board feet. the fourth consecutive year that production exceeded l2 billion board feet. In 1991, with homebuilding still feeble, southern pine production has fallen only slightly, giving every indication of finishing over 12 billion board feet for the fifth consecutive year.

When the economic recovery comes, we will be able to produce more than l3 billion board feet of southem pine lumber annually, representing a3OVo share of the market.

Clearly, the southem pine industry is braced for the long haul in its marketing approach. Just as cleady, it sees that it must increase attention to chal-

lenges on the forest resource front, where preservationists have Proclaimed their true agenda to stop the harvesting of trees for any reason.

The preservationists manifest the zealot's strategy of using any means to achieve their uncompromising ends. They are turning spotted owls. old growth forests, biodiversity and, in the South, the red-cockaded woodpecker into padlocks to cage America's forests in a museum-like state.

We must take aggressive but sophisticated steps to convince the public that we are responsible stewards of the land, using the bounty God has provided to produce needed lumber, plywood and paper, and then replenishing what has been harvested so that tomorrow can be another day in the most positive sense.

Story at a Glance

Southern plne Industry ready for recovery...13 bllllon bf or 30% market share posslble ... new markets wlll create demand...preservatlonlste must be defeated by convlnclng the publlc lumbermen are responslble stewards of the land.

One Fire Retardant Treated Wood

ICode Compliance Beprt with evaluation of elevated temprature stength testing for roof apflications.

IThhd Party Kiln Monitoring in addition to UL follow-up seruice.

a FFf bbor and nateilals replacenent cost waffanty covering FFf lumber as well as flywood,

Kerlin Drake, Anthony Forest Products, El Dorado, Ar., is recovering from severe bums suffered in a gas explosion.

Kenneth and Shelby Breland, Breland Building Supply, Philadelphia, Ms.; Curtis and Dee Dee Seay, Liberty Building Supply & Hardware, Liberty, Ms., and executive director William Lee Russell and his wife, Sammie, represented the Mississippi Building Material Dealers Association at the NLBMDA convention in Louisville, Ky.

Gary Rice is now sales mgr. of southern pine sales for MacMillan Bloedel, wood products div., Pine Hill. Al.

Jeanette Randolph is new to sales at Olon Belcher Lumber Co., Brent, Al.

Joe Churchman, Moore and Cone Lumber Co., Newport , Ar., will retire in Jan. after 45 years with the co.

Brian Richard Smead, Bean Lumber Co., Glenwood, Ar., married Shannon Lee Young Oct. 19,1991.

PERS NALS Get the mos of

Al Hiegel, Hiegel Lumber Co., Conway, Ar., has retired after 50 years with the firm, tuming it over to his sons, Philip and Jerry, and brother and partner Paul. The Conway mayor proclaimed Sept. 30, 1991, as Al Hiegel Day.

Walter Foxworth, Foxworth,Galbraith Lumber Co., Dallas, Tx., will participate in a "Texas Connection" seminar at Jan.'s Northeastern Retail Lumber Association convention in Boston, Ma., along with Ray Nunn, Simms-Moore Lumber, Fisco; Jeff Chapman, Woodson Lumber Co., Caldwell, and Richard Ledermann, Olshan Lumber Co., Houston.

Roy and Ruby Johnson, former owners of Roy Johnson Lumber Co., Hennessey, Ok., recently celebrated their 50th wedding anniversary.

Kathy Grim, wife of Marjoe Grirn, Fairview Lumber. Ok.. has been named Citizen of the Year by the local Chamber of Commerce.

Jim Dunn, Mill Creeek Lumber. Tulsa. Ok., has been reelected to the Metro Tulsa Chamber of Commerce board of directors.

Beverly Pixley, Pixley Lumber, Claremore, Ok., is l99l Claremore area United Way co-chairman.

John'6Mike" Kennedy has been named gen. mgr. of T. H. Rogers Lumber Co. hq., Oklahoma City, Ok., effective Jan. l. Mike Goodwin is now mgr. of the Cherokee, Ok., yard.

Jeff Chapman is the new pres. of Woodson Lumber Co., Caldwell, Tx.

Donald L. Glass has been named senior v.p.-building products mfg. & sales for Georgia-Pacific, Atlanta, Ga. Willie L. Duke is now mfg. group v.p.-softwood lumber: David R. Fleiner, v.p.-structural panels; Duncan B. Facey, v.p.distribution; J. Wayne Amy, v.p.-met- al, and William B. Nagle Jr., v.p.-lumber distribution.

Larry Kunz, pres. and c.o.o., Payless Cashways, was named a director of Sprouse-Reitz Stores.

Hugh Mungus and Freddy Fungus, Mungus Fungus Forest Ploducts, Climax, Nv., are sponsoring a tv expose'program on KRUD-TV that dares ask: Does Chevy Chase? Is Glenn Close? Does Tom Cruise?

(Please tunt to page 38)

yard

Bulldlng Producte Dlgert

Chaln Gang

Chain products displays which can fit into existing store fixtures are now available from Curtis Industries.

Chain-Paks feature a built-in handle to make restocking easy.

NEW P DUCTS and selected

sotes oids

a strong defense against back, hand, wrist and arm injuries, while allowing dexterity to get the job done. All are machine washable.

Safety Supports

SafetyMates personal protective geiu, a full line of safety products for the do-it-yourselfer and professional contractor, has been introduced by Ergodyne Corp.

Comfortable and durable, supports limit excessive movements to provide

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!

Eliminates Moulding Indents

A new industrial strength rubber band for bundling mouldings without causing tie indentations is new from Henrich Packaging Co.

The Henrich Green Rubber Band is said to greatly reduce damaged mouldings, employee wrist injury claims and high labor costs.

Automated rubber band machines are available to apply the bands automatically, increasing productivity and profits.

A back support provides a broad base of lower back and abdominal support for any lifting task, while reminding the wearer to use proper lifting technique. Designed for jobs that require holding vibrating tools like a power drill, chain saw or lawn mower, anti-vibration gloves feature padding to reduce the effects of vibration and an anti-bacterial lining to wick moisture away from the skin, keeping hands dry.

Wrist supports neutralize wrist posture while permitting full movement of the fingers and thumb. Tennis elbow supports can be used for jobs requiring forceful, frequent arm use, such as hammering and painting.

Laundry Grab Bag

In a value-added promotion, free matching laundry bags are being included with Seymour Housewares ironing board ensembles featuring board cover designs by Joan Luntz.

Cover patterns and comPanion laundry bags include Provence, a French country design in three colors, and English Garden, elegant borders with fields of hunter green and pastel flowers.

Short lengths of chain are easily transferrable from reels onto the displays.

Textured Wallboard Panels

A new textured wallboard product from Plywood Panels, Inc. can be used in place of drywall panels to save time, material and money in a variety of new construction and remodeling applications.

Murus panels provide a completely finished surface that can be installed quickly and easily, eliminating the need for painting or other wallcoverings. They come in several colors in standard sizes with either gypsum or plywood substrate.

The finished surface consists of an acrylic latex painted base over which natural textured yam strands are posi-

tioned and laminated. A matching seaming tape with the same base coat and pattern of yarn strands has a peeland-stick permanent adhesive backing to cover panel joints, providing a seamless appeiuance.

The clear acrylic latex coating makes the panels durable, washable and able to be painted with normal latex paint without special undercoat.

Pallet Carts

A new warehouse nestins stock truck from Hodge permits elsy unloading of pallets-froin trai lers.

^ Incoming pallets are placed directly from the trailer onto trucks to bb wheeled to the aisle or left as a trans-

federal tax table and tax tables for all states, federal magnetic media changes, quarterly report templates, plus 75 l99l W-2 forms. Users will be sent tax bulletins throughout the year with current information on state and federal tax tables and quarterly report chanees.

Fuel-lnjected Lifts

The first electronically fuel-injected, gasoline-powered lifi trucks have been introduced by Hyster.

Four series of lift trucks will be equipped with the fuel-iniected ver-

Portable Bar Coders

Two.new peripheral bar code printers designed for use with radio frequency handheld data collection terminals have been added to Monarch

fer station. Trucks are nestable for storage when not in use.

Trucks feature all-welded construction with a base "H" frame made of structural channel. To support heavy loads, the deck is built of iteel anslb iron. The deck hinges up and is held-in an upright position with pin chain when nesting. Trucks roll smoothly on 8" x 2" plastic casters, two rigid-and two swivel, mounted in quick change caster brackets.

Slatelike Cement Shingles

Caroline Slate, a new non-asbestos fiber cement slate-simulated shingle, has been introduced bv FibreCim Corp.

sion of the 4.3liter, V-6 engine. Advantages include lower fuel consump- tion, lower exhaust emissions, dependability for cold starting and smooth w€um-ups, improved handling characteristics and auiomatic altitudE compensation.

Marking Systems' line of Pathfinder Scout printers.

They are completely portable and provide high quality, low cost marking. Featuring self-contained keypad and display and a variety of options, each model can be customized so retailers pay only for the features they requlre.

Up to 10 different fixed label formats can be stored in the printer,s memory. Each printer accommodates one of six label sizes1.5" wide and from .55" to 4" long.

One model operates online to the host radio frequency device or as a stand-alone, offline printer. The other runs only in the on-line mode.

This channeled section prevents the cable from being damaged by garden tools, burrowing animals, severe weather, etc.

It comes in a three-tab form to offer the small slate look while keeping the Euro design configuration of the firm's other three slate products.

. Th" roofing features a 50 year limited transferable warranty.

PayrollSoftware

New software from RealWorld Corp. keeps payroll systems current by keeping federal and state tax files up to date.

The Payroll Tax Service includes ygT 9n{ updates for RealWorld Pay- roll (including W-2's, 1099's and federal magnetic media), the new 1992

Lightscaping

A new lighting system has been designed-by StoneWall Landscape Systems for use with its decoiatiire, lightweight, mortarless retaining wall. Walls can now accommodate a low voltage electric cable within the block for on-the-wall lighting.

Lighting is installed as the wall is built. Notches at the top of each block provide space for cable wiring to be concealed below a decorative cap.

Lights are easily mounted to the block face. Lead wires from the fixture pass through a hole drilled in the block at the time of installation. Spe- cial connectors clamp these leads to the main power cable, which rests inside the notches on the top of the block.

AlmogtTlle

SwanTile, flrberglass shower wall systems that look and feel like expensive grade custom design tile, has been introduced by Swan Corp.

Innovations readg all anglesnot just level and plumbfor jobs like stair, roof and drainage calculations.

The easy-to-read digital disPlay provides decimal point accuracy in de8rces.

And unlike other professional levels, it can be recalibrated to factoryperfect accuracy at the touch of a button.

Instant Escape

Resembling a vertical drain gutter aloneside a bedroom window frame, the Frotector from Carbis Ladders quickly opens into an emergency escape ladder.'When the Quik Disconnect Pin is released, the 500 lb. capacity, aluminum and stainless steel ladder lock into position.

Bulldlng Productr Dlged

tant since it cannot be opened from ground level.

Two- and three-story models are available.

FREE READER SERVICE

For more information on New Products write Euildin g Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca,92660. Please mention issue date and Page number so we can process Your r€quest faster! Many thanks!

Door Store

A new entry door merchandiser from Simpson Door Co. displays three doors in a channeled framework, like three spokes in a wheel.

The three- and five-panel systems reportedly never develop the cracks or moldy grout lines typical of ceramic tile.

They also feature two shampoo shelves and a soap dish. Panels are available with an extension kit to provide total wall coverage from tub ledge to ceiling.

Versatlle Level

The new Smartlevel Series 200 digital electronic level from Wedge

Doors can be easily removed to facilitate a sale or to change the designs disolayed.

With the pin properly engaged, the device reportedly is burglar resis-

bpiional recessed lighting illuminateithe doors, revealing the detail of the handcrafted leaded glass and Innerbond raised wood panels.

For Special Needs inTreatedWood

Urgent delivery? Tough{o-find items? Sales promotion?

Pattern lumber? FDN, Wdmanizedo, Dricono, FRTW, TSO, KDAT? Reman? Wolmanized@ Extra'u, Dean Deck?

Routine orders too.

Automatic Door Opener

A new door opener from Direct Door can open, close and stop interior doors in any position.

In Le,cc Than 2O l[inuteo The ..BAND-ADE" Tutns This. . .to. . .Thic

Measuring 9 - | |4" x7 - | 12" x2- | 12" deep, the wall unit attaches above a door and can be painted or papered to match the decor. Effective up to 50 ft., an inft'ared remote contlolled transmitter opemtes the unit.

Installation, which takes about 30 minutes, requires five mounting screws and no wiring. Powered by a l2 volt rechargeable battery, it will operate for a year before recharging is necessary.

The opener has a slip clutch and doesn't interfere with manual operation of the door. It may be added to any standard interior door fitted with a conventional cylindrical door knob.

lllum inated Reflections

TIME SAVER

SAVER

MONEY MAKER

Seveml days occamulation of fundlng, normollg requlres a spaful trlp to the londfill.

Employees lnte the danga ond work to tmnster to dumpster or truck. A fant mlnuta when unpacklng units, resutts in this comprct, aslly stored uoluoble se'rrap, olrady stored ln o steel drum tor disponl ond so.le.

Thc "Btnd-Adc"-Eaey to Bay-Cootly to bc vithoa,t.

THE "BAND.ADE''

Indian Country, lnc., Ait?ort Road

I)epoolt, NY 13754

Arch Windows

The Arch window line featuring low maintenance exteriol, energy efficient glazing and natural wood interior has been inEoduced by Andersen.

Exterior lineal lengths are covered with low maintenance reinforced engineered plastic, and the arched head members are constructed of stretchformated aluminum. A durable finish is added.

Interior lineal lengths are consuucted of clear pine and arched members of laminated maple. Two types of low emissivity glass are standard.

Windows come in three exterior color options and 87 standard sizes. Special order sizes arc also available.

6O7-467-3tOf

They are non-operating units compatible with Andersen Perma-Shield casement, awning and patio door lines.

Hapny ffoHdays!

The Comtess de Luxe illuminated make-up and shaving mirror is now available from Hansgrohe.

It features soft, even illumination and an optical quality mirror that provides a slightly enlarged image, without distortion. The height of the mirror can be easily adjusted up or down on the vertical mounting bar. An unlighted model is also offered.

Coordinating accessories include wall lamps, towel bars, soap dishes and paper roll holders.

Does your customer service stack up?

cUSTOMER service is the most important function of your busi-

ness.

Regardless of the product or service you sell, your ability to produce satisfied customers enables your company to prosper.

Customer service builds loyalty

and earns the kind of quality reputation envied by competitors. Outstanding customer service can be mastered with the proper attitude and by focusing on the daily contacts with your customers,

An attitude of appreciation for your customers makes acquiring the habits of effective customer service a pleasure. In all areas of your business, it helps to remember that "to serve" is the true definition of customer service.

Here are some suggestions from Roger M. Hunsberger, ASR Industries, that will have enorrnous impact upon the people with whom you deal: Courtesy: a cordial greeting for all who contact your establishment in person or by telephone, regardless of their appearance or demeanor. They pay you a compliment by choosing your enterprise over the competition. Rcspond with sincere gratitude.

This includes answering the telephone immediately. Don't assume someone else will get it. Knowing the answers to the questions a caller may ask isn't all important. It's concern that they are not kept waiting that demonstrates you care. It will not go unnoticed.

Followup: don't let any inquiry languish. Prompt quotations can result in immediate sales, even when the price is higher. You may lose the sale, but gain a customer through your eagemess to serve his needs.

If you follow up fast, problems will not become complaints. Ask questions and provide solutions. Telephone messages, especially voice mail and elec-

A Customer Has A Rlght To:

o courtcous. consideralc trcalmcnt at all timcs, havc cxpcctations that quality. pricc and dclivcry will bc as rcprcscntcd prior to thc purchasc.

be scrvcd by skillcd, knowlcdgcablc pcrsonncl dedicatcd to his besl intcrclilli.

bc promptly and fully informcd whcn thc scller's commitmcnl cannot bc mct. to complain and rcccivc prompt. fair handling and rcsolution of thc cornplaint.

. cxpcct extru cftbrt in crncrgcncics.

. ncver hcar'"That's not my dcpartmcnt."

. cxpect apprcciation lbr prescnt, past and futurc busincss.

Annesy { M iclrigtu Rcnil thtnlwtre Asvx'ittttun.

tronic messages, need to be answered promptly if you hope to receive a future opportunity to serve.

Thank you: you can't say it too many times. We all need to hear it.

People make a difference: we all see examples of good customer servers each day.

The salesperson who patiently assists a confused customer, always informing and helping, and never making the non-expert feel uncomfortable.

The credit person who recognizes that the loyal customer, with a previously good payment history, may need support as much as a reminder of payment due.

Managers who stay in touch with their customers, periodically calling just to say, "Thanks for your business."

No matter how sophisticated technology becomes, it will never replace the personal touch. Customer service in its essence is people. Salespeople who successfully interact with customers enable your business to survive and flourish.

Protect Your Share Of The Remodeling Market

With dwindling new home construction, the talk among building materials suppliers has been to pursue the expanding remodeling market. But even that has been tightening oflate.

The National Association of Home Builders recently calculated that home remodeling expenditures will fall this year for the first time in at least 20 years. They expect Americans to spend $105.7 billion in l99l on remodeling, a l.03%o dip from 1990's $106.8 billion.

NAHB explains fewer people are moving this year, causing remodeling expenditures to shrink. Money has gone more for maintenance and repairs rather than improvements.

"We've probably reached a saturation in households doing home improvements," seconded Judy Riggs, spokeswoman for the Home Improvement Research Sales Institute. "The growth now is from existing households."

And with so many retailers' increasing reliance on remodeling customers, competition is intensifying. To

maintainand possibly even increaseyour share in these tough times, experts point to a credo among non-professional remodelers: "Keep the customer comfortable." Basics include:

' Bright sales floorneat, organized, well lit, showy, attractive displays.

' Accessible aisleswide, well marked. safe.

' Merchandiseneatly and fully stocked shelves, fresh looking products, logically situated, good selection, quality.

' Pricing.- competitive, clearly marked.

' Upbeat salespeoplehelpful, friendly, knowledgeable, interested, easy to locate, problem solvers.

' Extrasclinics, design terminals and specialists, specialty departments, refreshments, samples and freebies.

The winners are consumers. who can choose the best environment in which to shop, and retailers who can provide it.

New Glulam Beams Near Approval

With a green light from model code authorities, new high performance southern pine glued laminated timber beams will stretch span horizons for designers and builders.

New design stresses and layup combinations resulting from recent tests by the American Institute of Timber Construction with the Forest Products Laboratory, Madison, Wi., have been submitted to model code authorities for approval. Acceptance will open new opportunities for designers and contractors to specify glulams in competition with other engineered wood products and construction materials, an AITC spokesman said.

The results of the testing programs support the assignment of a bending stress of 3000 psi and a stiffnes,s or modulus of elasticity of 2.0 x 106 psi for the beam combinations of southern pine tested. These values will be applicable to glulam timbers made using nominal 2x4 and 2x6 dimension lumber typically used in header and purlin applications. Slightly lower bending stresses will be assigned for wider width members commonly used as primary supporting elements. (See Building Products Digest, July 1991,

p. 17 for details on testing utilizing materials made by Anthony Forest Products Co., El Dorado, Ar.)

Southern pine used in the manufacture of glulam timbers has been shown to be of consistently higher quality than that used to generate the current published design stresses for the species. Joint AlTC/Louisiana State University southern pine beam tests conducted in 1990 at LSU revealed that bending stresses 20Vo or higher than existing published stresses for the species can be achieved.

Lumber Club May Admit Women

Bylaw changes to be voted upon by the Lumbermen's Club of Memphis Dec. l4 could allow qualified women to become active or honorary members and add an associate members category.

A recent survey revealed that over TOVI of the nearly 300 members were in favor of opening membership to women and business associates, according to William S. Decker III, president.

Fine Textured/ Kiln Dried

NAVA.PINE

Premium Quality

Lumber Half Pak HIL.

NAVA-PAK

Handi-cut/ Home Ctr. Brds. Half Pak PLL. and PY/. NAVATRIM

Premium Mldgs. and Millwork

Bundled/Unitized/

TREATERS annual: (1) Joe Daniel, Fred Omundson, Bob Gowin. (2) Bob Hawes, Ed Abrams, Victor Lindenheim. (3) Trae McElheny, Carl Tucker, Tom Marr, Gus Staats. (4) Jeff Bull, Bob Oltmanns, Bob Michel. (5) Mike Dilbeck, Joe Elder. (6) Al Baxter. (7) Eric Yeadon. (8) Jim Batchelder, Ester & Ray Ohlis. (9) David Cusic. (10) John High-

tower, John Cashmore. (11) Bob Smith, Rick Danielson. (12) Agnes 0sborne, David Hatcher. (13) Mike Wrenn, Corry McFarland. (14) Del Sahn, Bert Nowak. (15) Stan Elberg, Karl Brohammer. (16) Lou Fancher, Mary Rutowski. (17) James Beauchamp, Karl Brohammer, Richard Dannenburg. (18) Scott Kamprath, James McGougin, Buster

Julain, Ron Cauley. (19) Mike Pruett, Bill Arrants. (20) Rick Heath. (21) Tim Love, Joe Payne, Conrad Kempton. (22) Greg Busch, Bill Crossman. (23) Paul Phillips. (24) Mary Sullivan, Tonja Tate-Taylor. (25) Dennis Hayward. (26) Mike Freeman, Joe & Roberte lgnatoski.

TFeaters tackle problems

INTENSIFYING problems ranging lfrom environmental pressures to product liability claims were tackled by the American Wood Preservers Institute at its annual meeting Oct. 30Nov. I at Marriott's Camelback Inn. Scottsdale, Az.

"Product liability is the only section of the law where we are guilty until proven innocent," noted J. Harvey Graves, Empire Wholesale Lumber Co., leading a panel on liability and insurance claims. Especially troubling were the many dozens of lawsuits involving fire retardant treated wood.

Keynote speaker David Cusic, Daniel & Cusic Advertising, addressed "What Business Are We in Anyway?" Robert Hawes, Mellco, Inc., and Alfred Baxter, J.H. Baxter & Co., spoke on legislation. urging companies to increase campaign funding.

Story at a Glance

Preservers association discusses growang problems: environmentalists, legislation, lawsults, false perceptions...set strategy for future...Ted Clay, Honolulu Wood Treating, honored.

chairman of the board, was recognized for his industry leadership. Panel discussions centered on cus-

tomer needs, moderated by Earl Clendaniel, Koppers Industries; industry challenges and opportunities, led by Jeffrey Bull, Ken-McGee Chemical Corp.; perspectives from outside the industry, by Bob Oltmanns, SPS, and Hawes; environmental technology papers, by Mike Freeman, Chapman Chemical Co.; RCRA listing rule, by Bull; future requirements, by C. Conrad Kempton, Allied-Signal; plant safety and process efficiency, by Jeffrey Smigel, Atlantic Wood Industries, and a look at six other treating associations.

Also featured were a look at the future by AWPI president Victor Lindenheim, AWPI board of directors/annual membership meeting, and Expo '91, a one day showcase of environmental and operating technology for the wood preserving industry.

Sidinq Nails-

o No Staining

o No Streaking

Hlghesl quallly nalls for cedar, redwood and other flne wood materlals,

o Slender shank and blunt diamond point

o Diamond pattern head blends with wood texture. Small head diameter permits face nailing and blind

SWANEZE

ttbod Screws

r Self-counter sinking bugle and trim heads

o Square drive recess eliminates driver bit cam-out o Sharp point lor quick penetration with minimal oressure

nailing o Annular ring threads preclude nail head popping and cupping of siding boards. AlSl Grade

304 nickel/chromium

r Self-tapping coarse threads Coated with non-stick, dry lubricating film r Solid nickel/ chrome stainless steel for superior corrosion resistance o 6 lengths: l" through 3" alloy.

For additional data and dealer information:

Theodore Clay, Honolulu Wood Treating Co. president and AWPI

NEWLITERATURE

Facts On The Forcgt

"Thc American Forest: Facts & Figures l9l" is $2 from American Forcst Council, (202) 463-U74.

Storage Plans

Sottlr.dan H.Ut tlc$dula3Co"irc. --L!AF=E.--

ooilErRufilot{ HAROWARE

Resldentlal Sheathlng

A residential sheathing products catalog is free from Rmax, (800) 527-0890.

Lamlnated Shlngles

An 8-p. laminated roofing shingle products brochure is free from Celotex, 4010 Boy Scout Blvd., Tampa, Fl. 33607.

Constructlon Hardware

A 48-p. catalog of engineered steel construction hardware is available from Southeastern Metals Manufacturing Co., (800)874-0335, or in Fl., (8W)342-r279.

Flberboard Flnder

A "Fiberboard Sources" pamphlet listing sales contacts and plant locations is available from American Fiberboard Association, 520 N. Hicks Rd., Palatine. Il. 60067.

Colored Forcsts

Our Friend the Forest, achildren's coloring book promoting forest resource awareness. is 500 from National Hardwood Lumber Association, Box 345 18, Memphis, Tn.38184.

Mid-America Sourcebook

The annual 199l-1992 Mid-America Lumbermens Association Buyer's Guide & Dealer Directory is $15 plus $2.90 postage for members, $50 plus postage for others from MLA, 800 Westport Rd., Kansas City, Mo. 64111.

You Can Make lt

A new series of "You Can Make" project books, beginning with lnrge Furni' ture, Small Furniture, lVoodworking Tools and Favorite Toys ($12.95 to $14.95 ea.), is available from Wood Magazine, 1716 Locust St., Des Moines, Ia. 50336.

Wood ln Construction

The Wood Reference Handboo,k, a 560p. guide to the properties, functions and applications of all types of wood products in residential and commercial construction, is $80 from Canadian Wood Council, (800) 531-3122.

FOR PROMPT SERVICE

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

Safe Shredding

The Right Impression, a l7-min. video explaining six basic safety steps for operating lawn mowers, tillers, edger-trimmers, shredder-grinders and log splitters, is $29.95 plus $3 shipping from Outdoor Power Equipment Institute, 341 S. Patrick St., Old Town Alexandria, Y a. 22314.

New d-i-y storage project Plan Sheets (Nos. 50-61), including Build-and-Stack Storage Units, Understair Storage, Garage Storage, Organizer, Storage Room, KidSize Storage Modules, Understair Work Center, Kitchen Island, Mobile Baking Center, Bookcasey'Room Divider and Mobile Workbench, are free for the first l0 copies, 209 ea. thereafter from Western Wood Products Association, Yeon Bldg., 522 SW 5th Ave., Portland, Or.97244.

Constructlon lllustrated

Graphic Guide to Frame Construction: Details for Builders & Designers, including 240-p. with 459 illustrations and 14 charts, is $29.95 from Taunton Press, (800) 283-7252.

Rerooflng Tlps

The l6-p. "Roof Alterations & Renovations" is free from Southern Forest hoducts Association. Box 641700. Kenner. La. 7006r''.

Lawn & Garden Prevlew

A l0-min. video highlighting this summer's International Lawn, Garden & Power Equipment Expo is free from Outdoor Power Equipment Institute, (800) 5588767 , or in Ky., (502) 473-1992.

Yel lowstone Remanufacturer

A full color introduction to Yellowstone Woodworks' Livingston, Mt., re. manufacturing operations and their valueadded products is free from Yellowstone Woodworks, (800) 336-4306.

Advertising

FAMILY OWNED retail Redwood and Cedar Lumberyard. Established 1981. Sales up to $2.3 million in past. Excellent lease on rcal estate in Texas metropolitan city. Needs boost from a new owner. Assets and business for under $100,000. Write Box 86, c/o Building Products Digest.

FOR SALE: Independent retail building material and hardware store. Located in western North Carolina. In business for 2l years. 6500' in store, 19,000'in warehouse and lumber storage, Owner wants to retire. Write to Box 85, c/o Building Products Digest.

ESTATE SALE: Family owned lumber yard for 43 years. Downtown Wimberely, Texas. 3000 square feet business area, 8765 square foot shed area. Financing available. Gilcrease, (512) 392-5549. Write Box 170, Wimberelv. Tx. 78676.

Twenty-five (25) words for $2 l. Each additional word 700. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line; $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready, $55 ifwe set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of Building Products Digest,4500 Campus Dr., Suite 4E0, Newport Beach, Ca. 92660. Make checks payable to Cutler Publishing, Inc. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 20th of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

Wqtch for these

Exciting Issues in Coming ilIonths

Janua4r:

Southern Yellow Pine Pressure Treated SYP .

Transportation . Coping with Enviro Problems

building materials, hardware, closeouts. overruns. irregulars and buy backs.

Febmar5r: Cedar & Cypress . Spindles, Mantels & Architectural Millwork Working with Coops

March: Redwood . Deck "TieIn'Sales . Pricing for Profit

Distributors annual

Dallas, Tx. ln

PARTNERING between distributor and manufacturer was a key focus at the National Building Material Distributors Association 40th annual convention. (1) Bill Anders, Mike McFarland (2) Jefl Rockenbach, Jim Beerling (3) Bryan Dickey, Bob Riedlinger. (4) David Still, Deke Welles, Al Leitschuh, Dick Lundgren. (5) Mike Sexauer, Roelif Loveland (6) Tom Butler, Doyle Norman, Hugh 0liphant. (7)

Paul Hylbert. (8) Jack Golden (9) Doug 0mli, Jim Daniels, Allan 0mli. (10) Allan Snyder, Rick Gottesman. (11) David Kruse, Mike Foreman, Gail Foreman. (12) Florian Maylath, Jim Turner. (13) Art Ramey, Steve Miller (14) John Baxter, Nelson T Russell, Kent Kiddoo. (15) Stan Conning, Joe Baughn, Dan Kris. (16) Roy Warren, Larry Gumpert, Gene Nelson. (17) Jim Ramsey,

Jane & John Ramsey. (18) Lawrence Prendiville, Scott Watson, Wayne Knutson. (19) Jess Meritt, Jim Moseley, Bob Van Winkle. (20) C "Mac" McAllister, Gary Rogers. (2'l) Dave Berenbaum. Dick 0lano, Tony SanIoro. (22) Gray Owen, David Miller, George Hall. (23) Tom Korhorn, Fred Zimmerman. 1992 meeting: Nov. 1-3, Marriott s 0rlando World Center, 0rlando, Fl.

(rlf"

0UALITY is not what you do, but how you do it, Jeff Blackman told distributors at the NBMDA meeting at Loews Anatole Hotel, Dallas, Tx.,0ct. 26-29. (1) Darrell Hungerford, Shawn Mick. (2) John Ramsey, Gary Fallin, Keith Corley, Chris Wold. (3) Glenn Hart, Ron Calhoun, Carl Liliequist. (4) Harry Tappen, Scott Klein, Ken Fishbein. (5) Chris Hatton, John Kellogg. (6) Tony Butler, Tom

Bailey. (7) Sara Bills-Thwing, David Campbell. (8) N. T. Russell, Bill Stocks. (9) Florian Maylath, David Magley. (10) Bob Riggs, Diane Montoya. (11) Hobie Swan, Mike McFarland. (12) Chuck Taylor, Bill Bird. (13) George Bryson, Tom Seymour. (14) Steve Krystosik. (15) Kent Blanchard. (16) Don Shaw, Kathryn Johnson, Pete Loveland. (17) Randy Jackson, Denny Redfield. (18)

Freddy Rayner. (19) James Nichols. (20) Charlie Fidler. (21) L. A. Richard. (22) Mit Scott. (23) Norma Sheuthelm, Bob & Audrey Martin. (24) Ann & Steve Ellinwood, Louis 0rtiz. (25) Cliff MacDaniels. (26) Keith Dodds. (27) Dave Wisner. (28) Bill Reeb, Lou Maspero, Bill DiGaetano. Special recognition was given to NBMDA for its contributions to Habitat for Humanitv.

Obftuarles

Thomas Colllns, 71, president of Collins-Cadell Lumber Co., Charlotte, N.C., died Oct. 4, 1991, in Charlotte.

Born in Blusten, Ga., he served as an Air Force pilot during World War II before joining McLaney Lumber Co.. Charlotte. in 1947. He worked his way up to president, leaving in 1972 to stan his own company.

South to fill void

(Continued liom page 23)

more than likely, it will happen towards the end of the year with the full effect of the growth spurt felt in 1993. We are looking at 1992 as a relatively flat year compared to 1991. It will be slow in starting and gain momentum towards the latter part of the year.

Next year will be a time when distributors must work harder than ever to gain customers' confidence and maintain market share, The increased competition all distributors face from the mills will accelerate as the low level of activity continues in our industry. We must therefore do a better job of supplying our customers by providing value added services.

We must not only be aware of the "just-in-time" concept, we must be prepared to put it in practice. We must prove to our customers that it is more cost effective for them to buy through stocking wholesale distributors than from the mills. The proof of this concept lies in becoming the low cost supplier in the industry. The more efficient a distributor becomes, the more likely he will be successful and survive the increased competition from the producing mills.

Being successful in this business as in other businesses relates to the planning process. The better we plan, the better we will perform.

Lowe's Agrees To Save Trees

In response to more than 40 letters urging them to save the trees on 15ll2 acres Lowe's is developing in Asheville, N.C., the company will plant 150 trees when they landscape the new store.

R. L. Strickland, chairman of the board, visited the city to personally assure residents that replacement trees

Wllllam James Goodman Sr., president and owner of Goodman Lumber Inc., White Bluff, Tn., died Ocl22,l99l. He was 61.

Mr. Goodman started the business with his father 37 years ago.

Doug Moulton,45, sales manager for Great Southern Wood Preserving of Florida, Bushnell, Fl., died Oct. 18. t991.

A l4-year veteran of the industry, he worked at Cook County Wood Preserving, Adel, Ga., before joining Great Southern two years ago to help op€n the Florida plant.

v.p. and a director of Temple-lnland Inc.. Diboll. Tx. Robcrt F. Adellzzl is group v.p.-fi nancial services.

A. J. Harrls recently celebrated his 30th anniversary with Baton Rouge Lumber Co., Baton Rouge, La.

Edward A. Wolfe has joined Home Depot, Atlanta, Ga., as v.p.-loss prevention. Mlke Glaccone is mgr. of the new Bellevue. Tn.. store.

Herman L. Uprlght has been named merchandise-operations mgr. for Lowe's Cos., North Wilkesboro, N.C. Janet E. Tharpe is now mktg. specialist for paint sundries; Llsa B. Carroll, paint dept. operations specialisti Terry S. Csrroll, director of construction, and Mark J. Restlno, mgr.-distribution logistics.

would exceed city regulations by l57o and be larger than required, averaging 16 to 20 feet tall. In addition, he said, Lowe's will donate to the city a tree for each tree cut down. This donation. combined with the trees to be planted, will total 1000 trees.

Lowe's is negotiating to donate to the Preservation Society of Asheville and Buncombe County a l9th century colonial house located on the property, including the cost ofrelocation.

The new store will replace an existing I1,000 sq. ft. location.

Personals

(Continued from page 2 5)

David D. Leland, Plum Creek Timber Co., Seattle, Wa., has been elected chairman of the National Forest Products Association, succeeding Dan M. Dutton, Stimson Lumber Co., Portland, Or. Dana G. Fitzpatrick lst vice chairman, and David W. Oskin, 2nd vice chairman and treas. Marc Draper has joined Lumbermen's Association of Texas, Austin, Tx., as member services rep. Staffer Jennifer Brown manned the Texas Forestry Association's booth at the recent Texas State Fair in Dallas. LAT exec. v.p. Barbara Douglas attended the NLBMDA convention in Louisville, Ky., with Jeff and Ann Chapman, Woodson Lumber Co., Caldwell; Ray and Eileen Nunn, Simms Moore Lumber & Hardware, Frisco; Cassity and Claudette Jones, Cassity Jones Lumber & Hardware, Longview; George and Nancy Natsis, Edna Lumber Co., Edna; Dean and Jackie Leaman, Home Lumber & Hardware Co., Rosenberg, and Don and Debbie Smith, Bowman, Inc., Lubbock, Tx.

Gaylon Robbins is a new sales & transportation asst. at Travis Lumber, Mansfield, Ar., reports Bill Travis. Ben J. Lancashire has been elected exec.

Advertiser's Index

Bean Lumber Co.. Curt...................................3

Berkot Manufacturing

BGM Equipment Sales

Bowie Sims Prange...........................................6

Brungart Equipment .....................................25

Bule Forest Products......................................29

Carolinas-Tennessee Building Material Associ4tion........................Cover III

Chesapeake Wood Treating Co....................33

Crow Publications. C.C. Cover III

Dean Lumber Co......

Deep South Equipment..................................25

Elder Wood Preserving Co. ............................7

Glasteel Tennessee

Hoover Treated Wood Products...................24

Houston Woodtech, Inc.................................18

Indian Country .....................29

Jordan Redwood Lumber Co., Lee Roy........7

Lakewood Treating......................................,.30

LJB Lumber Sa|es..........................................30

Louisiana-Pacific..................Cover I. Cover II

Navajo Forest Products Industries...............3l

New South Forest Industries..............Cover IV

Outwater Plastic/Industries ......................,...19

Phillips Machinery............................,............25

Product Sales Co........,.....................................4

Stewart & Stevenson Material Handling.....25

Swan Secure

Willamette Industries...............................20-21

Woodfold-Marco Mfg. Inc.........................,..17

Wrenn Handling --.---.-.----.....................25

Lumber ctnd tsutldtng hdcrterisl Beference hdcrnucfrl

The pocket size reference manual was developed lor all building material employees including sales, warehouse, purchasing, receiving, etc. Developed and sponsored by your Building Material Association.

srNcE1e21

THE PREMIER INFORMATION SOURCE FOR THE FOREST PRODUCTS

For the Softrnrood llroducts Industry, induding both commodity and specialty lumber (i.e. Cedar, Moulding and Mllwork) and all panel producb. CroVs provides a ocnsistent, orrrent,acorratereportonmarketprices,tnends,issue andindusbry-neh/s andpeople

DeckThe Hallso,o

on your customer's wish list, we at New South, Inc. have the right stuffto fill their stocking. From pressure treated dimension, boards and 5/4 RED to balusters, spindles, handrails and lattice , we've got it all. And to make it easy foryour customers, we designed the New South, Inc. "How To Build A Deck" video. Stepby-step instructions help the doit-yourselfer to complete a deck that lasts a lifetime while maximizing your profit potential.

As our special Christmas present to you, we are offering a free uHow To Build A Deck" video with every truckload of treated lumber purchased from New South, Inc. between November 15 - December 31, l99l: tVe at New South, Inc. take great pride in providing you with quality professional assistance and superior servicethe building material of a strong relationship with you.

Warmest wishes for the holidays and a bright New Year from your friends at New South. Inc. (803) 347-42V+ FA)G (803) 347-4214