Building Products Digest - December 1992

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PUELFHER [hvldoulor gDtTOR JuanthLovr€r ASSOC] IEEO|ToR D.vtdKoontg COllTRlBUTltlc EoITORS tlwlgrt Cwran, GagB McKhney, Ken Thtm, lvatty LyrEh

MriluEmory STAFFARnSTDawSmth CIRCUI-ATK)I Trsq Stadtng

1

Taki ng more than your share of wood siding profits

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sales in the past decade. Prices were escalating unpredictably with changes of 203OVo not unco[rmon. which in tum cteated additional headaches for retailers trying to ensure adequate prcfit margins.

A growing number of lumber dealers and retailers are now able to take part of the uncertainty of tbe profit pichtre out by offering their siding prefinished to the builder. Besides being a particularly strong sales opportunity for the builder and homeowner, it greatly increases retail margins (by up to 3OVo), helping to smooth out the price fluctuations.

Prefinished siding is protected from the elements, then dried to a moisture content of L9Vo or less and then the coating appted. The builder realizes significant benefits, according to Joe Kastelic, manager of factory finishing for Olympic Stain and PPGAF Products. "Problems typically associated with finisbing at the building site (weatber delays, painter callbacks, uneven application lap marks, costly clean-up, etc.) are non-existent creating a satisfied builder who realizes cost and time savings."

The consumer wins because the siding product has been shipped directly to the operator without weathering. Studies by US Forest Service and US Department of Agriculture show unprotected siding can dramatically decrease the ability of a coating to bond to wood. Even a weatherlng perlod of four weeks before coatlng (common on Job sltes) can decrease the abillty of palnt adheslon by 5O%.

For the homeowner it means less cuP ping, splitting and chipping as well as providing a maintenance-free coating and appeiuance that is guaranteed not to crack, peel, flake or blister.

Since 1978, approximately I billion board feet of lumber has been stained through a factory process at authorized applicators. Olympic Stains, PPG Industries, is the pioneer in the process and remains the industry leader in providing a consistent quality process and products for over 30 years.

The process itself insures a quality job done in a matter of minutes. "Our siding material is checked for proper moisture control and then actually put on a conveyer which pre-heats the lumber for maximum coating adhesion," states Ron Cooper of MacMillan Bloedel Building Material. "It is then coated with hiSh speed revolving brushes to ensure a

smooth finish. At that point it is dried and cured under ideal conditions before being packaged and shipped tojob sites."

Olympic's operators can prefinish lumber or plywood including him and soffit materials in any width up to 50 inches and

in any thickness fiom 3/8" to 6". Material can be offered in a wide variety of semitransparent or solid colors in oil stains. Authorized Machinecoat operators can also offer Olympic's exclusive Machinecoat which includes a 15 year warranty.

Homeowners love the look and performance beneflts of real wood sldlng. Take the offense wlth a process that provldes years of trouble-free performance wlth a wlde range of Olymplc and PPG coatlngs, tncludlng a l5 year waranty on Machlnecoat"

Put your flnlshed product ln the best posslble defenslve posltlon a€lalnst nature whlle glvlng you the competltlve edge over other retallers. Flntshed product ls ready for lnstallatlon reductng constructlon delays and provldtng tnstant curb appeal and marketablllty for bullders.

Set your gamc plan today wtth a wood stdtng system offertng a no-nonsense warranty by phonln$:

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EDITORIAL

The Incredible Shrinking World

As is our custom each December, we present in Oe following pages a number of business forecasts by experts in our industry. Here we will be discussing a sweeping and long t€rm trend: the globalization of our and other nation's econouries.

While this increasing change to a world market is no new development, we believe all of us are likely to feel its effects surge at adizzyng pace in the next few years. New and different products from new sources and companies, upheavals in tbe old, comfortable patrerns of business, profit-affecting influences from far away places with strange sounding names are all going to mean business will never again be conducted as it has been in the past. No one in our business, at whatever level, will be immune to these changes.

Many forces are propelling the huge changes in domestic and world business. The environmentally minded new Clinton Administration is widelv ex-

pected to increase the lockups of federal timber, forcing industry to increasingly look abroad for new sources and species. A wide range of woodbased building products is expected to be affected, both in availability and cost.

Satellite linking of telephones and faxes has pushed the practicality of doing business with new sources and suppliers tlat would have been unthinkable just a few years ago. And this is the beginning of a technological revolution that will grab us all and accelerate us into new ways of conducting business.

While these sea changes may be unnerving to some, the new facton are not neccesarily negative,. just new and different. Coming with them are wonderful new opportunities for the swift and nimble to grow and profit as we ramp up to a new century.

DAVID (IUTI,ER publisher

ALSC To Monitor New Treated Wood Program

A new consensus program to accredit and monitor quality control agencies for the inspection and analysis of pressure treated wood products was approved by Oe American Lumb€r Standards Committee Nov. 6.

"The new pfogram is now open for applications from agencies who wish to be accredited and monitored for inspection of treated lumber," said Tom Searles, ALSC executive vice presiden. "This will mean that buyers, users and specifiers of treated lumber can look for the approved new quality marks. These will indicate that the products are produced under accreditation procedures developed to assure conformity to the highest quality standards."

Applications are expected from a number of inspection agencies including Southem Pine Inspection Bureau and Timber Products Inspection. In the past treated lumber certification and inspection was carried out by two separate programs from the Southern Pine Inspection Bureau and the American Wood Preservers Bureau.

ALSC and the Southern Forest Products Association played leading roles in developing the new single overview and accreditation program, alternately serving as catalysts and conciliators as the process moved along. The new program is built on the framework of several previous efforts which failed when all parties could not reach a consensus.

The new accreditation program will provide the first unified system of quality control in the treated industry's history. Industry observers believe that the ALSC is especially qualified to lead the accreditation and monitoring for treated inspection agencies because of its history of successfully accrediting grading agencies for untreated lumber. The newly recognized quality control program is expected to enhance acceptance of treated products in domestic and international markets.

1.33 Million Housing Starts

Housing starts will stay below 1.33 million a year through 1995, Resource Information Systems, Inc. forecasts.

They project U.S. softwood lumber consumption this year at 45.9 billion boaxd feet, aboat7 4o higher than 1991, 46.6 billion board feet in 1993 and 47.1 billion board feet in1994.

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By Steve Johnson Executive Director Home Center Institute

r[he hardware/home improvement industry looks I ahead positively. We anticipate steady growth and project a compound annual growth rate of 7.4Vo through 1996.

The hardware/home improvement industry is defined as those retailers whose primary line of ftade is hardware and lumber/building material products, including independent and chain home centen, hardware stores and lumber/building material retailers. We estimate these retailers generated $92.8 billion in 1992 and forecast sales will increase to $100.5 billion in 1993.

Tbe rate of store unit growth is slower than that of sales. We anticipate the number of stores will grow only 3.3Vo from 1991 to 1996. Maturity and competition control this figure. Following a decade and a half of double-digit annual sales growth through the mid-1980s, the hardware/home improvement industry is maturing.

The number of U.S. households now involved in do-it-yourself activity has reached 787o of the total. We do not expect that percentage to increase further. Thus, growth will come primarily from two sources: more activity by existing do-it-yourselfers and household formations.

Maturity sharpens competition. During the 1980s, home center chains grew and spread into many regions of the country. To date, none are truly national, but several are moving in that direction. Home center retailers now find themselves in market-share contests in many areas.

Still, the hardware/home improvement market is highly fragmented. The 25 largest home center chains clraim less than30Vo of total sales.

The slow housing market has affected some segments of this industry, primarily those whose business depends heavily on builders. However, we find that homeowners tend to fix up and upgrade their homes even if they do not move. Combine that with the tendency to renovate a newly acquired home shortly after moving in and we believe that home center retailers - indeed, all retailers in the hardwarelhome improvement industry - are poised for steady growth.

By Ernert J. Stcbbln Exocutivc Managcr National Hardwood Lumbcr Association

trbe rccession is over and sligbt growth in tbe econo- I my is on the horizon for 1993. Depending on where tbey sit, most economists are predicting Gross Domestic Product growtb between l% and 3% in 1993 in both tbe U.S. and Canada. This follows a possible 1.5% GDP 8trowtb tbis year.

The conventional wisdom on Wall Street sees the economy'tnuddling tbrough" next year, but we still hear comments that the federal government - tbrough the Federal Reserve System - should stimulate growth. That prospect seems unlikely based on recent reports of the chairman of tbe Fed's 12 districs. Most Fed managers report prospects from retailers, manufacturers and bankers look steady and are growing slowly with no real surpises. Therefore, no real action is likely on money supply.

There will be no major recovery in 1993. Like the

ltefore we look into the future, let's look at a few IJrecent events: July 1990, spotted owl added to threatened species list resulting in less softwood timber for harvest and closing of sawmills; 1991, environmental pressures hit eastern hardwood forests cutting available timber.

Concerned with job loss in the primary sawmill industry, s0ate economic developmerit departrnents encouraged secondary (value added) industry, resulting in more firms competing for dwindling lumber supplies, higher prices and more secondary manufacturers vying for a static customer base. Because of raw material losses and a shrinking customer base, moulding producers have had to look for altemative material supplies and explore foreign market development.

While imported species arc not a panacea, they may mitigate the demand for domestic species. They can replace or substitute for dwindling domestic species if the chain of disribution will accept change. The builder, remodeler and specilier must be educated on substitute species. They must be convinced a shortage exists. Some think it's a maneuver by suppliers to raise prices.

The wood moulding and millwork industry faces a growing domestic and world rrarkeL Since the boom years of the late '70s, the value of wholesale hardwood and softwood moulding product shipmens has increased from $757 million in 1979 to $1,067 bilton 1990. While inflation played a role, WMMPA members' production increased from 300,339,000 board feet in 1983 to 399,8U5N board feet in 1991.

A similar increase has been experienced in export markets where softwood moulding exports increased from 115,915,258 meters in 1989 to 422,794,599 meters in 1991. For the first six months of.1992, shipments

contest between tbe tortoise and the hare, slow and steady wins the race. No manufacuring s€c1or in today's Nortb American economy is prepared to lead tbe cbarge. Nei0er bome building, commercial building nor the aulomobile industry is strong enough. While all are important s€gments of our overall economy, none are the burning engines of economic growth they were in the past

Wbat does tbis mean for tbe bardwood lumber industry? Bas€d on conversations with NHLA meurbers, slow and steady growth is a good scenario. Because the industry is diverse in boh geography and market sec{ors, facors affecring individual memben ar€ not comparable; bowever, here are some thoughts I've heard expressed.

Manufacturers and sawmill operators are concerned about winter timber supplies. Wbolesale finns are worried about winter inventcies of sawlogs for related reasons. Sawmills are concerned about high stumpage prices (dircctly related to a shortage of timber supplies) because they end up in the final cost of their product. Wholesalers are concerned because higher product prices create more opportunities for oe final customer to use softwood and non-wood substitutes in place of hardwood

(coninued on page 14)

By Bernard J. Tomasko Executive Vice President Wood Moulding & Millwork Producers Association

exceeded 308,95 1,000 meters.

Hardwood moulding export shipments in 1989 totaled 18,286,481 meters and in 1991 increased to 263@,961 meters. In the frst six months of 1992, shipments were ahead of last year's pace at 17,127,54 meters.

As the world's hardwood forests come under more priessure, foreign buyers are looking to the U.S. for products. In many cases U.S. hardwoods and softwoods are replacing species no longer obtainable from the rain forests. As foreign markets develop, shipments of U.S. products will inoease.

Even in 1991, when home building hit the skids, over 399,824,000 board feet of moulding, frames and jambs were produced and shipped. In addition, millwork producers with technologically advanced equipment and educated employees are capable of producing a wide array of other quality products. This is the message being taken to domestic and foreign trade shows.

WMMPA has embarked on a "Brand Awareness" program to increase sales. Members are stamping their products with the WM logo. Through a public relations and advertising program, WMMPA is telling the consumer this logo assures him quality products manufactured to highest industry standards from renewable resources with optimum utilization of raw material.

t|aheAmerican Wood Preservers Institute deals with ! issues - mostly outside lumber treating plant and sawmill gates - that affect our ability to manufacture and sell rea@d wood products.

Arkansas Gov. Bill Clinton has successfully pursued his immediate objective of getting elected president. What does his presidency mean for Eeated lumber markets? Not that much, in my view, in the sense that the stage had already been set for 1993, regardless of which candidate was elected. This is generally good news.

Spring '93 will see gradual improvement in housing and related market sectors, including treated wood product sales. High hopes for "change" could translate into general consumer confidence and renewed spending. Couple this with pent up demand for housing after three weak years and we can be mildly optimistic.

The new administration will focus on key appointments in the next few months. The new Congtess, with as many as 110 new faces, will be gearing up and restrucfiring its agenda. The economy and health care reform are at the top of both Clinton's and the Congressional "to do" lists. How these issues are handled will profoundly affect business.

Public opinion research, commissioned earlier this year by the American Wood Preservers Institute with the support of the Southern Forest Products Association, foundT9?o of the respondents had little or no reservations about using treated products. However, 9.87o of adult Americans identified concerns about public use of pressure fteated wood (utility poles, railway ties, marine piling, erc.). Another l3.7Vo voicnd concern about home use. This sizable and influential minority and their concerns - even if based on misconceptions or misinforma-

By Ylctor E. Llndenheln President American Wood Preservers Institute

tion - needs to be addressed.

Purchasers need information on treated wood products and they expect the wood preserving industry to provide it. Understanding how the public views pressure treated wood products, educating consumers, and responding to the public's desires will be critical to the future of our industry. Negative public perceptions lead govemment authorities to conclude they must ilct to prG tect the concerned citizenry. Draconian local controls and restrictions are based on a limited understanding of our products. In essence, their actions are based on perceptions, not hard facts. Industry's challenge is to develop and deliver answers to a public that demands them.

With the support of the industry, suppliers and sister associations, AWPI has built an aggressive product acc€ptance progam. Research to support our claims of safety and environmental integrity is being identified, catalogued and continued. Media accounts of our products are being monitored, characterized and addressed.

Sound product information is being disseminated through numerous channels, including sawmills, treaters, users, specifiers, wholesalers, retailers and county agents. 1993 will get the word out that pressure Eeated wood is durable, safe and environmenraily sound. AWPI invites you to become pafi of our infonnation netwmk.

By John lV. Shoemaker Executive Vice President National Wood Window & Door Assn.

pconomists are predicting an increase of about 67o in lZresidential maintenance, repair, alterations, and additions and a 4.2Vo increase in nonresidential reconstruction (repair and remodeling) for 1993.

Following three consecutive years of decline (with a loss of alnost l74o rn 1991) demand and a gradually improving economy should show a faidy strong gain in residential additions and alterations. Improvement in maintenance repair and major replacement categories may be considerably more modest. However, the forecast (by the US. Commerce Department and Cahners Economics) is for a SVo to 6Vo increase.

In non-residential reconstruction, a 4.2Vo gun is forecast, based on environmental regulations and manufacurers' desires to become more efficient and productive with refofit/reconstruction work in the indusUial sector.

Statistically, building permit values for residential additions and alterations were up a solid 6.97o through the first several months of 1992. In contrast, lst quarter 1992 consumer spending on residential upkeep and

improvements dropped by nearly 87o from 4th quafier 1991. Although consumer spending on maintenance and repair work dropped by nearly 204o from late'91 to early 92, spending on "true remodeling" actually increased by 4.4Vo, rcarding to economists. h the same period, permits for nonresidential additions, alterations and conversions were up a modest 5.87o. Improvement was most notable in Midwest, interior south and Rocky Mountain states. The value of work in Pacific Coast and Middle Atlantic statos continued to fade.

Total consumer spending on home upkeep and improvement in billions of dollars in 1991 was $91.5 and forecast to reach $103 in 1992, Sll0.2 in '93 and $114.9 in'94. Other actual and projected spending: maintenance and repair, 1991, $49.8; 1992,$50.7;1993, $54.5; 1994, $57.2: additions and alterations, 1991, $30.9; 1992, $35.3; 1993, $37.9; 1994, $41.1; major replacement, 1991, $16.7; 1992,$17.0;1993; $17.8; 1994, $19.6.

As remodeling makes a slow recovery, the forecast is a change, however small, for the better. Design changes should be a consideration. Home remodeling, as well as commercial, institutional and some industrial renovations, is tending toward naditional lines using traditional building materials such as wood windows and doors. For exarnple, shopping center remodeling is taking on a different architecural loolq becoming more "residential" than "commercial."

By Robcrr H. Hunt Prosidcnt Wostcrn Wood hoductr Ae$ciation

f,Jo industry bas been more affect- Iled by Oe economic slowdown than lumber manufruring in the 12state western woods region of tbe U.S. WWPA believe.s the economy is ready 30 r€build, but will environmental constraints in tbe west allow enougb raw material (timb6) to meet the lumber needs?

Short term, the answer is yes. Long term, we're looking for the final answer.

It may be more positive than we Oink because - strangely enoughtbe world's environment will be better off if more struculres are built of wood than alternative nnterials.

Most of the set aside is public timber - federally managed national forests or timber operated by the Bureau of Land Management. This bas forced the western industry to rely on privately held forests which cannot offset the loss of production from federal lands. Nevertheless, log stocks are ample enough to meet

expected demand for the coming months. A year ago, many western mills drew logs from a variety of sources, thinking demand would be up in 192. Since it wasn't, that raw material is available.

Loolc for things to tighten in 1993 especially if the economy improves. Surplus reserves will be worked down and the indusry will be operating from limited sources of supply. When that happens, supply and demand imbalances are apt to bring volatility in lumber prices as we have seen this year.

Even at ioday's prices, western lumber remains a bargain. The WWPA Price Index for Douglas fir hit an all-time high of $357 per thousand board feet this April. But in 1979 dollars, the cost is only $llX.

WWPA expects the nation's home building pace to climb to 1.25 million units in 1993, increasing lumber needs 4.3Vo. Repair/remodel requirements will increase 3Vo, and non-resi-

dential 3.2%. Overall, U.S. lumber onsumpion should climb 3.5%, but 1993 western production is calculated to drop 2.1% compared wirh 1992.

Althougb environmental @ncerns lie at the heart of tbe timber (and lumber) supply problems, the environment itself may be a key to Oe solution. The most environmurtally compatible of all building producrs, wood is renewable and biodegradable. Its manufacture requires a fraction of he energy needed for alternatives and it provides a continuing reservoir for carbon storage.

Tbis pro-environmental reality is emerging as the world's markets and local building codes start "green" screening products to assure their environmental acceptance. The American Institute of Architects is now publishing an environmental resource guide for architects, designers, contractors and developers. In addition, major national retail chains are s€tting environmental criteria for products. Environmental values will soon take Oeir place in specifications.

Wood' s environmental advantages must become an integral piut of natural resource planning. When that happens, the planet as well as the forest product industries will benefit.

tflhere are strong indictors that frst I quarter 1993 will see stronger sales expected to continue throughout the remainderof the year.

Many experts predict we are entering a business climate of "permanent white water." This means we must be very skilled at not only avoiding the rocks, but also charting the course to survive and prosper through the rapids. We know the pace and impact of these rapids is accelerating and is expected to do so for the foreseeable future.

It seems there are many potential hazards as well as opportunities for those who effectively chart a oourse through these "white watet''conditions. The three most compelling factors facing distribution are: the new forms of competition now appearing on tle horizon, the need for distributors to provide true valueadded services to all cus0omers. and

By James M. Welr Executive Vice President National Building Material Disbibutors Assn.

the importance of asset and inventory management in deciding the success or failure of distributm operations.

A brief look at each provides clues to not only the hazards, but also to the opportunities inherent in each area. We need to assume the "white water" pressures being felt at each part of the channel are likely to increase.

Wholesalers continue to compete based on enhanced service, product diversification and geographical expansion. New forms of competi[ion, some not yet felt today, are the

challenges for tomorrow. This phenomenon is occurring because of the blurring of channel responsibilities. Examples are evident at each level in the pipeline. An ever increasing pie is required to satisfy sales pressures in an environment where the channels blur and new players venture in each other's market. In periods when the pie is not growing, staying keenly aware of the competition will allow wholesalen to avoid feeling the sting of losing customers while keeping (continued on page 14)

lfflll the upward trend of the UU structural panel industry be maintained in 1993? We think so, even though our predictions were developed during a period of uncertainty in the national mood preceding the November election.

Our forecast assumes the seeds of recovery have been planted and should yield further dividends in the next two years. We see U.S. structural panel production reaching 25.5 billion squarc feet (3/8-inch basis) in 1992,26.7 billion feet in 1993 and 27.5 billion feet in 1994. Indusffy production in 1991 was 4.3 billion feet

Our residential construction projections reflect tle slow recovery scenario. Single fanily starts should grow to 1.1 million in the coming year, up from less than I million in 1992. Multifamily construction is expected to remain affected by the high vacancy rate nationally and adverse lending requirements. Total housing starts are forecast to climb from 1.15 million this year to 1.25 million in 1993.

An encouraging aspect is the expectation that domestic markets beyond housing should begin contributing significantly to demand in 1993 and 19!X. Conrary to popular opinion, consumer spending has been improving. We look for a decided upswing in key markets like do-it-yourself. Tangible increases are also attainable in the nonresiden-

By Davld L. Rogoway President American Plywood Association

tial and industrial sectors.

It's also evident expor8 will continue to grow in volume and diversity. European consumption of our structural panels is increasing in spite of tough tariff and non-tariff barriers. Shipments to Japan in 1991 were 36Vo ahead of the previous year. With the recent completion by APA and partners of Super House, the 3,000 square meter timber frame demonstration aparEnent building in Yokohama significant changes have been made in Japan's building standards, paving the way for much wider use of wood products and systems. Under new free trade Provisions, the market for sructural panels in Mexico has also been elevated from minor to potentially major status.

The one wild card affecting every citizen in the long run is the threat to our economic survival posed by blockbuster legislation such as the Endangered Species Act (ESA). In the western U.S. today, 1.2 billion

squarc feet of strucural panel capacity is closed, though still capable of operating. About 304o of all western mill capacity will remain unused in 1993. One of the main reasons for mill closures is the designation of millions of acres of productive forest land as critical habitat for the northern spotted owl.

Yet the owl is just one of potentially thousands of species that could be utilized by extremists to achieve naffow environmental goals that, under present ESA provisions, completely ignore human and economic needs. The reauthorization of the Endangered Species Act in the new Congress provides opportunity for critically needed improvements and refinements that will save truly endangered species without sacrificing people.

As private citizens, each one of us must call upon our public representatives to end the ever tightening ESA stranglehold on people and communities nationwide.

By Nlcholas R. Kent Executive Vice President North American Wholesale Lumber Association

tlahere will be lots of good newsI and a few concems. The United Sta8e,s is poised on the cusp of a sustained recovery.

Interest rates for near term will remain attractive, and we will likely see growth in the housing sector

(particularly single family homes);

1.2 million total starts in 1993 is a distinct possibility. While not dynamic, this is an improvement, especially when factoring in the continuing trend in increased squitfe footage. That hanslates to increased

lumber consumption.

With a full307o decline in our production capacity and the so-called environmental community hammering away at the forest products industry, we are concerned about lumber prices and availability. In all probability, the laws of supply and demand will kick in and could actually consuict housing growth beyond our forecast. With so many variables in play, mills and retailers alike continue to capitalize on wholesaler capabilities to provide ready access to products and to buffer swings in themarket

By Kerl W. Llndber3 President Soutbern Forest Products Agsociation

fust as the daily weather varies across lhe nation, so iJ does the extended forecast for the lumber indusry in 1993. Partly cloudy in the west wirh stonns in the ancient forests; partly sunny in the south with a wamr front continuing in southern pine producing territory. The economy remains uncerlain, but we expect to get a better fix on it with the initial actions of the new president.

The southern pine lumber industry is prepared to either ride out a stonn or make hay while the sun shines because for the past eight years it has diversified demand through the Marketing Marathon program.

The program's key strategy is relying less on the diminished home-building market and morc on develop ment of new, value-added markets such as exports, industrial, repair & remodeling, engineered wood systems and treated residential. As a result, southern pine production has zoomed from l0 billion board feet to what may reach 14 billion board feet for 1992, during a period when housing starts tailed ofl plunging to a 46 year low in 191.

Mexico is showing enonnous potential for exports of southem pine, and preliminary work is underway in the Middle Fast to stimulate demand. A promising furniture market is opening up, while more and better timber

Dlstrlbutlon Forecast

( continued from page I 2) watch for how to serve a potentially different customer base.

Value-added services are in the eyes of the beholder. Not all customers in this new environment need, want, nor are willing to pay for the sane services. Flexibility will be the key to the wholesaler's ability to serve each customer's unique requirements.

These services are value-added when the customer perceives them as being provided in a manner more efficient/effective than they could perforrr them for thenselves or have them done by the competition. Wholesalers looking to maintain their market share and seize new opportunities will closely moniton the special requirements of their customer base and stay as close to them as possible.

Asset and inventory management have always been key management barometers. In the "white water" environment, they can be critical, perhaps unforeseen, hazards inflicting the heaviest darnge. Wholesalers can no longer look to growth to solve all ills. Financial management and partnerships with suppliers and customers will determine the companies that prosper in an environment of constant change. Study after study points to the fact that profitable wholesalers are those who consistently out-perfomr their

b,ridges, morc marine applications and steady progress in using southcm pine for highway sound barrien occur.

Development of sbop grades will talce advantage of ftesh demand for southem pine for mouldings, paneling, window stock and otber industrial uses. Empirical design values based on the In-Grade Testing Progran give southem pine advantages and we'rc developing a lmd rcsistance frctor design manual o intnoduce reliability-based design formulations into structural wood construction. Finally, tbe treated markets keep booming as bomeowners tum to decks, gazebos, sheds and otber outdoor living amenities.

Certainly tber,e is competition. The lumber industry has !o fight off concr,ete, steel and plastic, even though we have the environmental edge on these non-wood products, plus aesthetic and construction advantages. Competition from foreign species imported from Cbile and Russia will only get stronger.

But our greatest problem is timber supply. Preservationists struck first and hardest in the Pacific Northwest, using spotted owls, timber sale appeals and litigation to stop harvesting not just on public lands, but on private land as well. The same tactics are being used in the South, with the endangered red<ockaded woodpecker and a last ditch fight over the definition of wetlands.

Although tbe South recognizes its temporary benefit from timber supply constraints in the West, it knows it's only a matter of time before the straitjackets are fastened in our region. We hold out hope and will exert every effort o convince the public and elected officials that we are responsible stewards who grbw, harvest and replenish trees to produce lumber, plywood and paper the nation needs for useful products, tbousands ofjobs and a healthy economy.

competition. These companies accomplish this through incremental management improvements and constant monitoring of these two critical financial measures - asset and inventory miuragement.

Hardwood Forecast

(continued from page I 0) lumber. Lumber buyers in the furniture, millwork, flooring and industrial markets seem to have analyzed the concerns of both sawmillers and wholesalers in that they are doing their best to book business longer ahead. Adding up observations from these three sectors gives a clear look at ttre big picnre.

What pressures will slow economic growth place on a trade association such as NHLA in 1993? I think we will be listening to our customers (members). Just like their hardwood lumber customers, members want us to deliver a better product in 1993, and I expect there will be some price resistance at the margin. Right now, we are strerched to the limit to deliver programs members tell us they want: public education, legislative affairs, hardwood promotion, training programs, inspection service and it goes without saying, promulgating and teaching standard grading rules. A recent membership poll showed that NHLA members believe public education (on forestry issues) is the No. I progmm the association should continue to work on.

l\espite economic downturns, engiIJneered lumber products (ELP) will continue o gather greater market share over the rest of the decade.

A large part of the growth will come in the repair and remodeling market where expenditures could climb to over $100 billion by the end of the 1990s, George Carter, George Carter & Affiliates, forecasts.

Lack of knowledge on the Part of builders, architects and retailers is about the only negative seen ahead for ELP which includes wood I-beams, laminated veneer lumber (LVL), glulam beams, parallel strand lumber (PSL) and parallel chord trusses. Increased consumption of all ELP except wood I-beams is anticipated.

Story at a Glance

Opportunities in engineered lumber products market will continue to climb ... $100 billion possible by end of decade Gonsumption will increase for all ELP excePt wood l-beams which will be replaced by parallel strand lumber.

Engineered lumber products: what to expect by the next century

This decline can be attributed to the expected grow0 of PSL. LVL use will stablize and remain constant through 2000.

Although these products offer many advantages to both builders and homeowners, such as quiet floors and ease of installation, they remain obscure products in the minds of some. Carter tells the story of talking with one retailer who insisted that the larrinated venoer lumber he sold was calledplywood.

Education of those in the market place is factored into the expec0ation that ELP sales will increase approximately 160% by the end of the decade, the equivalent of an additional I billion linear feet of product. Anticipating the demand for wood building products in new housing and R&R markets, Catter's company will update its ELP study in 1993.

Questions about thc ELP markzt can be directed to George M. Carter, presi' dent, George Carter & Affiliates, 767 Park Ave., Oradell, N.J. 07649, (201)' 265-7766 - editor.

REIALERS must educate themsefuee, lheil staff and cuslomers on the advantages of engineered lumber oroduds in oder to achieve the use figures proiected for the remainder of the decade' Growttr has Ueen consistent sincc 1988 and is ex-peded to'continue as more builders and architeds, especially lhose in the remodeling industry, leam more about engineered producls.

National Home Ccnrcrs, Sprhgdale, Ar.,ls movlng lnto an 86,000 sq. ft. vacated Wal-Mart slte ln Conway, Ar., targetlng a Feb. I openlng, and completlhg remodellng and expandlng the Bentonvllle, Ar., store lt acquircd thls summer...

Stine Inc. has begun construction on a 45,000 sq. ft. replacement store adjacent to its 15,000 sq. ft. Stine Lumber Co. ln DeRidder, La., antlclpating a late springopentng ... Yeagerb opened q new Fort Smith, Ar., store, Rusty Dear mgr.

Wickes Lumber Co., Pelham, Al., in conjunction with Johnson & Associates Moftgage opened a Wiclccs Financial Seryice Center in the store to serve customeni Midwest Lumber Co. opened a Van Buren, Ar.,location ,.. Ridout Itmber changed the location for its 10th outlet to Rogers, Ar., ftom Fayetteville...

Lowes's received approval to build stores in Tuscaloosa, Al., and Fayetteville, Ar., a replacement for its Springdale location othet Loweb relocadons are under construction in Hendersonville, N.C., and Tallahassee, Fl.; a Longview, Tx., replacement unit held a grand opening, and a Greensboro, N.C., store is being considered...

Hechinger will close two stores in suburban Richmond, Va", and a Colonial Heights, Va., store in the spring shortly before opening a Hottu Quartcrs Warehouse in the area a Herndon, Ya., Hechinger closed in Nov. ...

Honu Depot acquired 16 acres in Humble, Tk., for a 130,000 sq. ft. store schduled to open in summer 1993; Charleston, S.C., Reston, Va., and Lake Mary, Fl., Depots are under construction ...

Home Quarters, Lowcb and Homc Depot are battllng ln Plnevllle, N.C., uslng newspapers and radlo to promote prlce cuttlng, superlor seMce and merchandlse selectlon ... Loutsvllle, Ky., lzvyb Lowe's, Funow tnd Home Quarters are slashlng prices to gain market shue ...

Chesnutt Lumber Co., Holdenvllle, Ok., was sold to Scot and Vlcki Treadwell ...... Marguerite and John Collins donated the old Collins Lumber Co. site, Adq Ok., to fte Pontotoc County Animal Welfare Society

Cooper, Tk., has closed

Moore's, Roanoke, Va., is switching its buying from a wholesaler to its own disfribution center staff... Nelson Smith, pres- ident, Smitty's Lumberteria, Alexandria, Va., has opened two prototype stores in Moscow, Russia Builders Material Co., Jonesboro, Ar., held its 24th annual appreciation dinner and shdw for 425 dealers, employees and ftiends...

Whit Davis Lumber Co., Jacksonville, Ar., is acquiring property in Cabot, Ar. Hunt's Horne Centetr, Evening Shade, Ar., has been renamed The Carpenter's Shop Home Center by new owners Ken and Colleen Coker

Pelican Building Centers, Conway, S.C., is remodeling Leeds Building Products units acquired in Florence, S.C., and Wilmington, Greenville, Kinston and Clinton, N.C. ... the Florence store had a grand opening to show off its new garden shop and millwork center ...

Builders Square opened new Houston and McAIlen, Tk., stores ard is near completion on a Lake Mary, Fl., unit opening in

February and rn Orlando, Fl., storc tsfg€ted for an Apdl dcbut"

Annlversarlesi Urccaro Lilnber Co., Forrest Clty, Ar., 85th; Benson Lunber Co., Pawhugka, ok.,76th...

Georgla-PrcrJEc wlll close lts Conway, S.C., hrrdwood sawmill by the etd of ttp year and bulld an orlented stnnd board plant in Lynchburg, Va., (see sory p. 37) Rockwall International Inc., Idabel, Ok., acqulred and reopened KCS lumber mlll, Iim Sexton mgr. Seven D. Wholesale opened a Deerfield Beach, Fl., sales office ...

Abitibi-Price has sold tts stding div., Roaring River, N.C., to a Kohlberg & Co.lnvesfinent goup, along with its hardboud paneling & plastic dlvs.; George T. Brophy heads the new corp., ABTbo, Inc.

Hampton Resourc es, Portland, Or., acquired a sawmill and planing mill ln Pallok, Tx., from Prccision Intnber Co. (see story p. 19) ... Temple-Inland will break ground by the end of the year for a $500 million upgrading and modernization at its Evadale, Tx., paperboard mill ...

H eritage Window s, Monroe, N.C., has been purchased by Woodgrain Millwork, Inc., Fruitland, Id., as the eastern div. of its Windsor Window Div. ...National Foam Cushion Manufacturing, Inc., North Richland Hills, TI., is expanding.

American Wholesale Hardw are Association and the National Wholesale Hardware Association will officially merge Jan.l (see storyp.38)...

Home Depot /rcc. posted its 27th consecutive quarter of record results with sales up 4lVo in the third quarter

Although new housing starts fell l.lVo in Oct. (latest figs.) to a seasonally adjusted annual rate of 1,229,W0, National Association of Home Builders projects 1.32 mil. lion starts in 1993, including 1,118,000 single family and 2O2,WQ multifamily units.

Quick Quotes for 1993 A random sampling of ideas and oprnrons

By this time next year, "the economy should be in a solid recovery - one that should last at least for another three or four vears."

Richard F.Ilokeson Economist

Donaldson, Luftin & Jenrette Securities Corp.

"The recent spurt of post-hurricane rebuilding in Florida and Hawaii wasn't enough to pull the (construction) industry out of its slump."

Douglas P. Handler Econometric Analysis Manager Dun & BradsreetCorp.

"I just hope that he (Clinton) and his Democratic cohorts in Congress remember that only the private sector can create long-term, survivable jobs."

Jarnes L. Vincent Chairman Biogen Inc.

"Yes, things are improving, but there are still parchy spots."

Rosalind Wells Economist NPD Group

"Higher interest rates in the near term will impede the recovery in the interest sensitive housing sector. However, a revival in income growth (which will occur in 1993) and/or a more upbeat oonsuner will push the housing market ftom the 1.20-1.25 (million) level to the 1.30-1.35 (million) level by mid-1993." Resource Information Svstems Inc"

"I wouldn't say we should bring out the party horns and start celebrating (refening !o current retail sales figures)."

James Chessen

Chief Economist American Bankos Association

"If you don't feel crazy, you're not in touch with the times!"

Tom Peters Author of Liberation

Managerncnt

"It is essenl:l| that the bank loan markets be restored to a semblance of vigor if adequate financing of overall grow0 is 0o re-emerge."

Alan Greenspan

Fed€ral Reserve Chaimran Washington, D.C.

"The economy will grow l.2Vo in the current quarter and continue to rise slightly in 1993, with first quarter growth of 2.37o."

The Coqgrrcssional Budget Office

Washingtou D.C.

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CALENDAR

DECEMBER

Vlrylnle Bulldlng Mrterlel Arrochtlon - Dc.9, building code scminsr, Richmond, Va.

Lunbermen'r Aococlrtlon ol Terrc - Dec. 12-13, building materials auction, Nortb Texas Fairgrcunds, flenlon, Tx.

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,"". 7, inststlation or officers, Racquet Club, Memphie, Tn.

Hrdwrre Whohcders Inc. - Jen. t-9, winter building products martet, Walt Disney World Dolphin Holel, Orlando, Fl.

Cotter & Co. - Jen. t-12, winter lumber conference, Buena Vista Palace Hotel, Buena Vieta, Fl.

Nrtlonrl Houcewerec Menulecturers Assoclrtlon - Jon. ll}'13, international housewares show, McComrick Place, Chicago, Il.

North Amerlcan Wholecale Lumber Assoclstlon - Jan. 10-15, executive management institute, University of Virginia, Charlottesville. Va.

ServlStar Corp. - Jan. ll-13, lumber home center market, Marriott World Center. Orlando. Fl.

Southwest Assoclatlon - Jan. 14-17, annual convention & expo, Arlington Convention Center, Arlington, Tx.

Carollnas-Tennessee Bulldlng Materlal Assoclatlon - Jan. 1516, building products buying show, Cbarlotte Convention Center, CharloBe, N.C.

House Hgsson Hardware Co. - Jan. 15-17, market, Opryland Hotel & Convention Center, Nashville, Tn.

CSI - Jan. 17-19, annual customer seminar, South Seas Plantation Resort & Yacht Harbor, Captiva Island, Fl.

Southern Pressure Treaters Assoclatlon - Jan. 17-19, winter meeting, New Orleans, La.

Amerlcan Hardware Manufac{urers Assodatlon - Jan. 19-21, hardlines technology conference, Infomart, Dallas, Tx.

Kentucky Lumber & Bulldlng Materlal l)ealers AssoclatlonJan. 19-21, annual convention, Drawbridge Inn, Fort Mitchell, Ky.

Loufslana Bulldlng Materlal Ihalers Assoc'latlon - Jan.2l-24, annual convention, Lafayette Hilton, Lafayette, La.

Palmetto \ilholesale Co. - Jan. 22-23, matket Cantey Building, State Fairgrounds, Columbia, S.C.

Handy Hardware Wholesale Inc. - Jan. X2-24, market, George R. Brown Convention Center, Houston, Tx.

Lumbermen's Assoclatlon of Texas - Jan. 29-30, winter board & committee meetings, Austin, Tx.

Natlonal Ilecoratlng Products Assoclatlon - Jan.29-31, annual Southem Decorating Products Show, Georgia World Congress Center, Atlanta, Ga.

Florlda Lumber & Bulldlng Materlal l)ealers AssoclatlonJan. 29-Feb. 7, German construction shrdy tour, labor law update & Austria ski tip, Innsbruck, Ausbia.

FEBRUARY

Vlrgfnla Bulldlng Materlal Assoclatlon - Feb. 2-4, Amrshong retail building material management seminar, Charlottesville, Va.

Natlonal Wood Wlndow & Door Assoclatlon - Feb. 6-10, annual meeting, Marriott Rivercenter Hotel, San Antonio, Tx.

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Mld-Amerlca Lumbermen's Assoclatlon - Feb. 10-12. Bartle Hall Convention Center, Kansas City, Mo.

Mld-Amerlca Lumbermens Assoclatlon will open its annual expo, Feb. 1012, with baseball executive Whitey Herzog speaking on "The Winning Edge."

The tsade show at Bartle Hall. Kansas City, Mo., will again feature a "bargain bam" of discontinued styles, slow movers, scratch & dent items as well as the traditional exhibitor area.

MLA/Young Lumbermens Groups have selected a beaver for tbeir logo. The new mascot will be named after a selection committee composed of current Young Lumbermen chairmen reviews suggestions submitted by members. Prizes of a $lfi) and two $25 gift certificates for an association program or services and an autograpbed football from the Kansas City Chiefs will be awarded.

SOUTHERN ASSOCIATION

available booths sold 4 -1l2 months before the March 18-20 event.

Committees for the 67th annual met recently at the Ramada Convention Center, Tupelo.

Lumbermens Assoclation of Texas is sponsoring a public auction of surplus building materials Dec. 12-13 at the North Texas Fairgrounds, Denton.

Peak Auctioneering is in charge of the adnual event featuring surplus inventory, obsolete stock and slow movers consigned by members of the association.

LAT winter board meeting and committee meetings will be held in Austin Jan. 29-30. LAT annual convention and expo is scheduled April 15-18 in San Antonio.

tr'lorlda Lumber & Bulldlng

Material Dealers Assoclatlon celebrated relocating to new headquarters at 1330 Limit Ave., Mount Dora, with an open house Nov. 12.

Mlsslsslppl Bulldlng Materlal

Dealers Assoclatlon, Inc. is anticipating the largest convention and trade show tbey have had in recent years with 66 of 77

Hampton Buys Southern Mill

Ifumpton Resources, Inc., Portland, Or., has acquired from Precision Lumber Co., [nc. a sawmill and planing mill under construction in Pollok, Tx. Scheduled for completion early in 1993, the mill will have an annual production of 50 million feet of kiln dried southern pine for domestic and export markets.

The move is considered an initial step by the company to diversify into souftern pine which is subject to fewer preservationist intemrptions and continue manufacturing growth impossible in the Northwest because of court challenges shutting off the supply of federal timber.

"While preservationists are also

Tbe Florida Wood Council, an independent entity affiliated with FLBMDA, has named Scott Whiddon, Causeway Lumber; Sam Dunn, Dunn Lumber: Bob Alderman, Golden Triangle Supply; Fraser Lynn, MacMillan Bloedel; C. D. Blythe, Coastal Lumber Co.; Mike Riffe, Georgia-Pacific; Jeff Easterling, Southem Forest Products Association. and Bill

Carson, FIJMDA, to its executive committee

Kentucky Lumber & Buildlng

assaulting the South, aboil 757o of southem timber is owned by numerous small woodland individuals who are a much more difficult target for broad scale at[ack," said John Hampton, chairman of Hampton Resources, Inc. "We are excited about reaching new markeB and developing resource acquisition opportunities in a geographical area which is new to us."

Depot Staff Saves Customer

Employees of Home Depot, White Settlement, Tx., have been recognized for prompt action in administering CPR to a customer who collapsed at the store with a heart attack.

Materlal Dealers Associationts

88th annual convention will be held at Drawbridge Inn & Convention Center, Ft. Mitchell, Jan. 19-21, in conjunction with a buying show.

Bob Rader will present educational seminars on "How Does tbe ADA Affect You?'and "Update on OSHA."

Meetings of the general membership, executive committee and board of directors, lumber yard tour, past presidents' dinner, banquet for awards and several social activities are planned.

December 31 is the closing date for the current membership drive, Gerald Scott" chairman. Huttig Sash & Door will contribute a vacation for two as a prize. Two nights lodging at convention also will be awarded.

SFPA/APA's joint annual meeting in Nashville

lAalling attention to threats from Vpreservationists attacking the r€source base, raids from competitive wood species, and fruh assaults from non-wood building materials such as steel, John Shealy, Willamette Industries, Ruston, [^a., told the joint annual meeting of Southern Forest Products Association and American Plywood Association "we are circling our wagons to figbt off attacks from every direction."

John Galloway, APA chairman and president of Hood Industries, Inc., Hattiesburg, Ms., told the group Oat although industry exports declined last year, "our industry is once again on pace to match or exceed the record mark of 1990. And I believe we are poised to make guantum leaps throughout the balance of this decade and beyond."

Keynote speaker William Peny Pendley, Mountain States Legal Foundation, Denver, Co., delivered a denunciation of the preservationist agenda locking out loggers, miners, ranchers and developers from using nature's bounties.

Luncheon speaker David Gergen, political commentator, gave delegates an analysis of the presidential election.

Willian T. Robison, in his last major speech to the industry before he

Story at a Glance

oJOlilf SFPA/APA medhs:(1) Stdfen & Lynn Lake. (21 Lary & Adene Ki{o{old, Tom Luihy.

(3) John Shealy, Clary Anthony, Maik Singlelon, Robin Swilt lll, Karl W. Lindbers.

(4) Ben Cdm, Lionel Landry. (5) Mary Ann It Karl Lindberg, Bill & Eliza Robi3on, -(6) Joe Frank Poder, Daw Mason, Mark Tdnka. Bob Glowinski. (7) Hnck DeVenzlo, Gary Caskey. (E) Jack Slevens, Fred Kurpiel. (9) Terry Clark, Tom Jones, John Thompsrin, Larrlr Lewb. (10) Leo Ashbum, Tom Ellins[on. (11) Ken & Dollie Peterson, Dave Fleiner, (12) Digges Morgan, Robin Swift lll. (13) John Nichols, Durand Darbyshire. (14-) Tony & Diane Lynn DaSilva, Jim Anderson, John Qalloway. (15)Tami Kessler, Cathy & Stan Elberg, (16) Richard Dannenburg, Eric Yeadon.

retired as APA president Nov. l, reaffirmed his faith in the propects for industry growth, provided the industry continues to invest in aggressive marketing and remains united through its association in addressing issues and crises.

Clary Anthony, Anthony Forest Products Co., El Dorado, Ar., was elected SFPA chairman succeeding Shealy. Others elected: Mack Singleton, New South, Inc., Conway, S.C., vice-chairman; G. R. Swift III, Swift Lumber, Inc., Atmore, Al., treasurer. President Karl W. Lindberg and secretary Lionel J. Landry were re-elected. David L. Rogoway, APA vice president, marketing, succeeded Robison Nov. l.

Lindberg announced planning for Marketing Marathon III, which will run from 1995 to 2000, will begin next year and lauded the success of the present marketing push which has raised southern pine production from 10 billion board feet to "what may reach 14 billion this year."

More than 600 delegates, spouses and staff attended the Oct. 10-13 meeting in Nashville, Tn.

Associations expect record production despite threats from environmentallsts ... APA's Robison makes final speech to industry prior to retirement ... Clary Anthony assumes SFPA presidency.

CORRUGATED plaslic pipe costs less to inslall, Figuree compiled in Noilh Carolina show higher hbor coets for concrete and corrugated melal pipe syslems,

Latest niche market: corrugated plastic pipe

lAonracra oriented building marerVial and hardware dealers bave sold small diameter comrgated plastic pipe for years to light backhoe contractors serving tbe septic tank and landscape and fann drain markets.

Now a new niche martet is developing for large dianeter comrgated plastic pipe. "A recently completed telephone poll of state highway departments sbows that 70% now approve large diameter (over 12") HDPE (high density polyethylene) corrugated plastic pipes for either slope or culvert drainage or both," Houston Crumpler, Crumpler Plastic Pipe, Inc., Roseboro, N.C., reports. "The combination of increased engineering acceptance of large flexible plastic pipe and the national cry for improved water quality standards is opening up market opportunities."

Industrial, urban and agricultural

development has left impervious roads, parking lots, airpors, factories, buildings, open srip mines, clear cut forest land and farm ftelds, all sloping toward water run-off outlet streams lhat become polluted because nature's "soil plant" sediment filter systems have been sripped away.

"Society is faced with the dilemma of decreasing options," Crumpler says. "On tle one hand, we cannot exist without Oese features, and, on the other, we cannot adequately project ounelves into the future without clean water tesour@s." This requires land use engineers to develop more exacting environmentally safe technologies that allow for sustainable growth while minimizing conflict between environmental and land change needs.

Controlled drainage systems that mimic nature's soil plant filter sys-

Solid copper nails for slate, tile and sheet metal roofing as well as copper flashing. Swan Secure manufacturers a complete line of copper nails in smooth and ring shank sizes from 3/4" lo 6" in length. Eliminate the possibility of claims resufting from rust or wind damage. Copper nails are corrosiqn resistant and will last as long as the roof itself without staining or streaking. Swan Secure copper nails stay put when slates, tiles, wood or metal roofing materials expand or contract. Large flat heads atford easy driveability.

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We demand a lot fiom oul tacking system.tt

Greg Fowler Gen. Mgr., B&C Home Center Grass Valley, CA

"Our products need to be highly visible and accessible, and we required a product separating system that reduced material moving and damage. That's why we selected National Store Fixtures. From planning to product selection, to turn-key installation, they made sure we were 1007o satisfied," said B&C General Manager Greg Fowler. National Store Fixtures products are the preferred heavy-duty, custom made racks for lumber and building materials home centers nationwide.

For more information, or your free products binder, call National Store Fixtures toll-free at 1-800,638-7941.

tems have become a key ingredient of a Best Management Practice (BMP) water quality control system. Pipe chemically unaffected by water effluent combinations is essential to the system. HDPE, the most chemically inert of all commercial grade plastics, assrres engineers of a chemically safe

Experimental Store In Atlanta

An experimental Expo store selling custom kirchen and bathroom design and upscale home items will open by the end of next year in the metro Atlanta, Ga., area

Home Depot is lmking for a site to house a laboratory type store similar to one they found successful in San Drego, Ca. Projected to occupy about 100,000 sq. ft. with a 30,000 sq. ft. carpeted and tiled showroom, the store will have a staff of about 175. No lumber or building supplies will be sold, although picture framing, a flower shop, window and floor coverings and custom kitchen counter fab'rication are planned.

Home Depot recently introduced installation service at 13 metro

pipe system, Crumpler points out Dealers can begin to develop a niche market for large diarneter comrgated plastic pipe by contacting city, county and state engineering departments to investigate their needs and buying procedures.

Center Show and Conference March 2t-23, McCormick Place East, Chicago,Il.

A dealer and distributor panel is being formed to roact to the messages of A. D. Correll, G-P president and c.o.o.; William R. Corbin, executive vice president for wood products, Weyerhaeuser, and Peter J. G. Bentley, chairman and ceo, Canfor.

Atlanta locations. About 50 local contractors have been recruited to install around two dozen categories.of products ranging ftom ceiling fans to vinyl flooring. Tom Kesling, marketing manager of the new installed sales division, expects to move beyond single installations and offer complete kitchens and bath remodeling by spring. He expects to offer installed sales in all stores by the end of 1994.

Wood Supply To Open Show

"Forest Products '93: Where Will The Wood Come From?" featuring senior executives from GeorgiaPacific, Weyerhaeuser and Canfor will launch the 1993 National Home

Several concepts introduced last year will be continued: mid-daY workshops with box lunches, infonnal dealer-to-dealer breakfast or lunch roundtables on business topics, and Meet The Merchants, a Pre-show Progran for exhibitors. Advertising and management faining seminars will be offered.

Lowe's Ladies Morning Out

Lowe's in Roclcy Mount, N.C., has a new approach to clinics with a special Ladies Moming Out.

Store manager Wayne Hill explains the class caters to women who might feel uncomfortable participating in Lowe's weekend how-to clinics which men tend to dominate.

GOOD GOLF, lishing and fun wilh litlle sun as New Soulh Inc, enteilained 135 on Customer Apprsciation Day'92 in Mfile Bead, S.C. (1) Charlie Spell, Regina Williams, Chester Abee, Henry Wanen. (2) Dan Calver, Mark Moosa, Wayne Hill, Andy Bowden. (3) Debbie Sand, Edsel Harden. (4) Richaril Benton, Phillip

Great Southern Open House

Great Southern Wood Preserving, Abbeville, Al., celebrated completion of a $2.5 million upgrade with an open house and dedication Nov. 17.

Guess tou€d the 18 acre facility, viewed supplier exhibits and visited with college coaches who are commercial spokesmen for the company.

Pat Dye, Auburn; Bobby Bowden, Florida State; Ray Goff and Hugh Durham, University of Georgia; Larry Blakeney, Troy State, and Wimp Sanderson, former University of Alabama basketball coach now associated wittr Great Southern, made guest appearances and autographed balls for door prizes.

Housing Will Lead ln 1993

Housing will lead construction in 1993 with the single family sector slated to grow to 1,050,000 units, a 9Vo gain, F. W. Dodge forecasts.

EIAllen, Lee Ashburn, Larry Collins. (5) Mike Johnson, Joe Haruell, Geirrgp Adams, William Hemphill. (6) Donnie Wilson, Davkl Flenin,

Strongest regional gains will likety be in the south cenral area which has demonstrated consistent growth in recent years, and the south Atlantic, spurred by rebuilding in the wake of Hurricane Andrew. Defened demand from the 1990-91 downturn and the uneven 1992 rebound is expected to account for the increase.

Scotty's Theft Ring Exposed

Four suspected members of a theft ring that may have stolen more than $100,000 worth of power tools from Scotty's Winter Haven, Fl., distribution center have been arested, according w The Lakeland l-edger.

Two former employees were charged with grand theft for allegedly passing merchandise 0o the others for resale, said sheriffs deputies. About $25,000 worth of power tools bas been recovered by undercover detectives, but authorities believe tools were sold.

Treated Needed At Olympics

CCA treated wood will be used to build planter boxes for 25,000 trees which Georgia Trees Coalition plans to plant prior to the 1996 Olympics in Attanta.

Donations of lumber treated with CCA at .40 pcf are being solicited from lumber companies in Georgia and neighboring states. Each planter box will carry a name plate identifying the donor.

Builders Like Recyclables

Environmentally sensitive construction pnrducts are a major concern for residential home builders, according to 2,400 responding t0 a Dow survey on environmental questions.

Landfill costs and product recycling were top issues with32Vo spending between $250 and $500 per home built on disposal costs and 9Vo spending more than $1000 per home.

Qale Seay, Mike Gilben. fi)John Wadell, Ed Robinson, Sam Coble, Bill Richardson. (8) Jery Nonis, Ronnie Thomas, Bob Steed, Gad Bare. (9) Jim Bryant, Kent Adams, Davir

Bower, Stan Beckley, (10) Mike Schramn, Swanson Ferguson,'8ruce Pey,lon, Bob McMahon. (11) Swanson & Lynn Ferguson, Kent Adams. (12) Ken Edwuds. (.|3) Etird Wallace. (14) Dwight Mishoe, (15) Ridiad StilEs, A tour of New South's Conway, S.C., plant, lundt and a cocktail pany compleiod the Sept. 18 event.

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SECOND ANNUAL customer appreciation ooen house al Lee Rov Jordan Redwood Lum' bbr Co., Houston, Ti.: (1) Lee Roy Jodan,

Chulie Jennings, Cara Bulldey. (2) Jack Waters, Tony & Dirnna Han. (3)Kerry Kennedy, Donna & Brad Langford. (4) Some of lhe more

than 100 guests. The facility was open lor browsing and viewing with a lot of beer and BBO serued al the Od. 6 svent.

PERS NALS

Prul Armbrurt ig now contractror salas arcs mtr. for the Southcast at 84 Lumbcr. Jell Rydlmrn is th€ ncw comtr. st thc Anarillo, Tt., storc.

Nltr ritclr bag been promoted to salcs mgr. at Atlantic Trading Co., Bimringham, Al. Derlcne Drvh ir now purcharing mgr. Now to ralcg: Arron Chency in Birmingbam cnd Genc Scbet[en in Atlantr, Ga.

Denlce Fontenot has joined American Paneling Plywood & Lumber, Port Nechcg, Tt.

Phll Gucmen ig now in outside sales for Lake of tbe Woods Home Center, l.ocust Grove. Va.

Kry Cempbell is the new sales mgr. at Parrott Forest Industries, Houston, Tx.

Charley Snyder is new to Renner Lumbcr, Dallas, Tx.

Rlck Renshew has joined Westwood Forcst hoducts, Browns Summit, N.C.

Peter Dohn has been named mgr.-new product mktg. for Stanley Tools. Lee Wllklns is now mgr.-product mktg., and Alen Slpe, sales mgr.-special markets, reports Jceph L. Jonec.

Bob Harrlngton is a new sales rep for El Paso, Tx., at Mallco Lumber & Building Materials, Phoenix, Az., reports Rlch Bllby.

James C. Benney bas left the National Wood Window & Door Association after seven years as mgr.-tecbnical services to join the Primary Glass Manufacturers Association,

Darrell M. "Buddy" Bean is the new chairmu of the Soutbeastern Lumber Manufacturers Association, completing the term of the late BenJamln W. 'Chlptt Ingram, III.

Robcrn C. L. Corycr ha8 b€cn prcmoted to bardwood sales mtr. at Coastal Lumbcr Co., Weldon, N.C., rcports Lynrn C. Shlphy, v.p.-mktg.

Prul C. Mlchelowrkl is now merchandise/mktg. mgr. of Distribution Ancrica' aocoding to pres.Rooeld A. Ptnk. Mlchclle M. Bcll is a ncw accotmt erccutivc for lumbcr & building matorials.

Hovrrd Smlth, Soutb East Door & Plywood, Choctaw, Ok., has retbed after 45 years in tbe business.

Jecslca B. Buck has joined Lowe's, Greenville, N.C.. as an outside contrsctor sales rep,

Vernr M. Dorsey, personnel mgr., Home Quarters Warehouse, Mempbis, Tn., married Berry D. Davls Nov. 6, 192.

Terry Clerk, Bearden Lumber Co., Bearden, Ar., has been named chairman of tbe Southern Pine Marketing Council, replacing Jerry Norrls, Westvaco, Lce Ashburn, East Coast Lumber Co., is now vice chairman. Sandy Hardee, T. R. Miller Mill Co., replaces Tom Elllngton, Union Camp, as export subcommittee cbair; Mac Lupold, Federal Paper Board, succeeds Asbburn as industrial subcommittee chair, and Joe Henley, Jr., Potlatch, replaces Jlm McGhln, Union Camp, on the special products subcommiBee. Rlchard Dannenberg, Mellco, remains treated subconrmittee chair and Larry Klrkwold, Weyerhaeuser, engineered & framing subcommittee chair.

Sam Grove, Georgia-Pacific, Atlanta, Ga,, was rccently in Las Vegas, Nv., on MSR business.

Lerry Colllnr bu boon namcd mgr. of Pack'g Discount Lumbcr, Ncwport, Ar. Cherler T. Grccn ir now v.p.-msnaSment inforuration at Scrvirtar. Jan Trach b v,p.-invcntory con!,ol.

Drnny Vlnron ia mgr, of tbo new Builderr Squarc, N. Houeton. Tx. Jrmor Butler ie mgr. of thc McAllen, Tx.. rtorp.

Jlm Ycltrop ic now mgr. of McCoy's Buildtng Supply Centsr, Searcy, Ar.

Jlm McNutt, owner, Timbcrlinc Forest hoducts, Knoxville, Tn., will lead an cxploration to Venezuela and Dominca in Fcb. to study rainforest lumbering and pocure species for import.

Hugh Rhorde!, store mgr., Lowe's, Gadsden, Al., won a 1992 Ford Explorer plus $10,000 for hie employees in tbe company's annual golfing contest in Myrtle Beach, S.C. Carl Mlller, mgr., Concord, N.C., won $10,000 and $6,000 for hie crew.

Herrl Foster, sales mgr., Deltic Farm & Timber, El Dorado, Ar., has retired after 3l years at the co.

John lhledzlc, Teal Cedar Products, has been elected chairman of tbe Cedar Shake & Shingle Bureau. Ace Johnston, Sunshine Shake Co., is now vice cbair/treas. New directors are Fred Amundson, Chemco; Gerry Feaver, American Wood Treaters; Larry Peterson, Peterson Shake Co.; Klrk Nagy, Waldun Forest Products; Paul Nesenson, Midwest Cedar Shake Supply; Rlchard Nlpper, Iron Mountain Cedar Products; Rlck Sherneck, The Clarke Group; Dennls McKamey, Northside Cedar, and John Walker, Norooss Supply.

George Sleet is now v.p. and sec. of the American Plywood Association, according to new pres. Davld L. Rogoway. Dennls Hardman is v.p.mktg.; Thomas R. Fllnt, v.p.-standards & regulations; Mlchael R. OtHalloran, director-technical services div.; Gene Zellner, directorquality services; Thomas G. Wllllamson, director+ngineered wood systems.

Anexoacone-of-u-fr1nd.wood. BesLrifut. Durshb. Resktantto detty onlwatzr.Uni,format abr. Smooth. Aromatic. And now sunty tn srypty fu avwieE of usu: Boatpfarhng ml. anbas , Talrfr. stoci., E[unw stacA., Potio defiinq , Ffoorvrq, Sta[um qrolu , Porcht4 , Amension, C[e.ars anf Sfwp.

Joe Hurd, purchasing director, Pixley Lumber, Claremore, Ok., has been named a trustee for the Claremore Public Schools Foundation'

Tlm Bablngton has been named merchandise depts. group merchandise mgr. for Cotter & Co. TonY Busch, major appliances merchandise mgr., will also head the portable appliances dept.

John Wallace, Pres., Wallace PRO Hardware Co., Morristown, Tn., bas returned to work after Sept. multiple bypass heart surgery. Marvln WlIeY has joined the fimt as field sales mgr.

Jennlfer McCord has been named carpet & floor covering dePt. sales mgr' at Davis Lumber Co., Texarkana, Tx' Kendra Hlckerson has been Prcmoted to contractor/commercial sales'

Leon M. Whlte, formerlY of Home Lumber Co., Seminole, Ok., has received the Melvin Jones Fellowship' the higbest recognition awarded by tbe Lions Clubs International Foundation.

Robert Joeeph RoY, Home DePot' Atlanta, Ga., wed NancY KaY Bollck Oct. 24, 1992. Andrla Dawn Lord, Marrietta, Ga., married \ilaYne Wllllam Bryant Sept. 12.

Bill Prultt' Triad Face Veneer Co., has been elected chairman of the Hardwood Plywood Manufacturers Association. Vice chair is now Blll Burkholder, Willamette Industries; directors-at-large Gall Overgard, States Industries, and Bo Edwards, International Veneer; cut-to-size div. v.p. Ctay Howell, Howell PlYwood' and director Rlck PhlllPPs, Eggers Industries; prefinish div. v.p. Bruce Fortln, Plywood Panels Inc., and director Don McDonald, PIY*Gem; stock panel div. v.P. Phll Austln' Fibreboard, and director Larrl Brock' mann, Timber Products; supplier div. v.p. Henry van Brussel, Veneer Systems, and director Chuck Robertson, North American Products CorP.; veneer div. v.p. John Malloy, Idaho Veneer, and director Per KalstruP' David R. Webb Co.

Charles and Ann Dungan, Virgin Lumber, Chickasha, Ok., were Presented a plaque as Chickasha Established Business of the Month bY the Chasrber of Commerce.

John Wlggtns is the new mgr. of Builders Wuehouse Association, Paris, Ar.

Thomas J. Jann is now lumber & building material account executive for Distribution America.

Rlck Crocker has been named pres' of the recently acquired Pelican Building Center in Florence, S.C.

Steve Barnes is now mgr. of Oak Grove Lumber, Paragould, Ar.

Genie.

Gregory Charles Cothren, Lowe's Distribution. North Wilkesboro, N.C.,

Turno Thic. . . to. .Thla

TIME SAVER

MONEY MAKER

Setseml &ys olcr.:rtmuhfom of fundlng, normolly rcqulre a sper,:lol frp to the bndffll.

Emplqees lnte the funga ond work to tmnster to dumpter or truck' A tant mtnuia-when unpocklng unib, tesu'b ln thts amw:t, wlly stord ualuable rrrtp, alrwdy stored ln o siter;l drum tor dbpocorl qd so,le Thi "Br,od-f,drc"-Erlg to Bay-Catly to bc vlthotJ.

THE "BAND.ADE''

tndlan CountrY, lnc., Alt?ort Road

Dcpooft, NY 13754 6O7'467'3tOl

wed Connle Renee Trlplett Oct.24, 1992. Other Lowe's, N. Wilkesboro, weddings: Conrad Dallas Yount and Evelynn E. Gwaltney Dec.5; BarrY

Dean Bllllngs and Carla Ann Relns Nov. 28: John Brlan Schumate and Brenna Jean Johnson OcL 3; NancY Moore and Terry Blackburn Oct. 2; Sonya Johnson and Davld Garrlzun Chapman Sept. 26; Roger Kelth O'Dell and Stephanle LeAnna Rogers Sept. 12; Yvonne Nlcole Jones and Danlel Franklln McMlllan, Jr., Sept. 12; Ray Yon Garrts Itr and Mlranda Tars Thar?e Sept. 5; Harold Lee Wagoner and Michelle Yvonne Ferguson Aug. 29, and Willlam Gwyn Brown and Mellssa Marle Pearson Aug.22.

SAVER R@Y @" ETDER

Celeste Brooks, Irwe's, Morehead City, N.C., married Robert Warren Orr, Jr., Oct. L7, L992. Otler [-owe's weddings: Tlna Sue Bradshaw, Goldgboro, N.C., and Ronald Scott Peele, Oct. 10; Davld Matthew Hall, Atlanta, Ga., and Ellzabeth Renee Yockey Oct. 3; TlmothY Scott Klllebrew, Rocky Mount, N.C., and Mellnda Ann WhltleY SePt. 20; Jameis Llnvel Nelson, Henderson, N.C., and Kayren Stephanle BraY Sept. 12; Sherrle LYnn McKee, Dublin, Va., and Mark Joseph Bloomfleld, Jr., Aug. 8.

Horace Power is handling truck maintenance et Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and tr'reddY Fungus.

G@., [NG"

SOUTHERN YELLOW PINE

Dimencion Timbcrc

Boerdr (All Pattcmt) Scatfold Plank

HARDWOODS WEST COAST SPECIES

INDUSTRIAL GRADES

Boardr and Tlmberu

Reduuood Fir Gedar

Judy L. Albrlght bas been Promoted to mgr.-mktg. services for

In Loco Than 2O Dltnuteo The ..BAND-ADE"

Oulck Bricke

Easy Brick, a unique system of recycled plastic bricks tbat is titerally a snap to inscall, is new from Outwdter Plastics.

NEW DUCTS

and selected soles ofds

Doors On Dlsplay

A4 "ntty door merchandising system has been developed by-Cille Sewell to showcase its new California Door.

The unit includes a simulated entrv door mounted behind the Californii Door, plus a sill and brick molding.

The California Door featurEs a solid core sandwiched between an aluminum skin, improving durability over standard hollow aluminum screeir doors.

Undercover Wood

A polymer-covered wood product line offering the structural intecritv and beauty of newly painted tufrUer without the usual periodic maintenance is new from TimbeClad Technologies.

The unique manufacturing process, utilizing a cross-head extrusion die, extrudes linear low density polyethylene over kiln-dried pine lumber of various dimensions.

TimbeClad never needs painting and, when installed per the manufac-

turer's instructions, carries a 10 year warranty against fading, splitting, peeling and cracking. A special ultraviolet inhibior adds years of weather resistance to the already durable, chemically resisant polyethylene.

It is ideal for post and board fencing and other applications requiring an attractive, durable wood product.

Stock sizes are 2x6xl6 and 4x4x8. Other lengths and 1x6 and 2x6 dimensions are available by special order.

It provides tbe took of bricks without the mes and expense of cement foundations and footings. The ultrastrong plastic material reportedly won't crack or chip due to wear or bding nailed.

The system is based upon a fullsized interlocking brick, but accepts both a ready-made interlocking topcap-brick and a ready-made half-cap brick. Surdy, attractive fences, flowei planters, interior accents and fence and sidewalk borders snap togetler, with no special skills required on most installations.

LSL Rim Board

The first structuxal building product using TimberStrand laminated strand lumber made from aspen has been introduced by Trus Joist MacMillan.

For use with the Silent Floor System, TimberStrand LSL rim board replaces 3/4" plywood, the material most commonly used as rim board. It uses 8' long aspen logs from which thin strands up to 12" long are cut. These strands are then bonded with high perfomance adhesive in a unique steam injection process that densifies the wood to produce huge billets.

It is available in a standard thickness of l-l/4" and in depths matching Silent Floor joists. The rim board ii ripped to precise tolerances at the manufacturing plant, eliminating field cutting plywood for rim board.

Other claimed advan0ages: replaces a multitude of possible rim details with a single detail for virtually all applications, speeds installation with its long lengths, comes in a solid section for a continuous, solid backing for attachment of exterior siding and decks, requires no additional filler, anO enables accurate and effective nailing of floor sheathing to the rim, which increases the system's resistance to wind and earthquake loads.

Instant Stone Walkways

Walk Maker, a concrete form shaped like several different sized stones for producing pathways, patios, courtyards and other outdoor areas, is new from Quikrete.

To build a path, the user merely places the 2 ft. by 2ft. durable plastic fomr level on the ground and fills the cavities with prepared pre-mix concrete. The form is removed immedi-

FREE ADDITIONAL INFORMATION

on any product in this section is available by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660' Or call (7 14) 852-1990 or FAX 7 14'852-A23 1 Requests will be fonvarded to the manufacturer. Please list product(s), issue and page number:

at€ly and the concrete stones are left to harden. Then the form is placed adjacent to the section just completed and the nrocess repeated until the entire lengih of the pith is finished. The resuli is a walkway resembling multishaped stones.

iiach 2x2 section requires one 80 lb. bag of pre-mix concrete and takes only a few minutes to pour and finish. Walk Maker can be adaPted to Produce curves, corners and different surface colors and textures.

Reformulated Wood Filler

A new, environmentally safe formulation of the popular Fanowood wood filler family has been introduced by Beverly Manufacturing.

Solvent-Free Wood Putty is designed to meet VOC and envhonmental regulations while still filling the

Name Company

Address City State zip

Phone

tions. Also ideal for home use, its water-based formula is environmentally safe, non-flammable, low in odor and non-toxic.

Designed for small defects and open grain in woo( the filler is easy to use with excellent handling properties. It spreads evenly and smoothly, filling any voids in the wood completely with a minimum of shrinkage; offers excellent adhesion; dries fast; sands quickly and easily to a smooth surface without plugging the sandpaper; blends with the grain; cleans easily with water prior to drying, and can be stained with conventional oils and stains.

Because of its unique properties, it doesn't remove the preprinted ink from the surface being filled. There are no ab,rasives to scratch the printed surface and no solvents to remove the ink

It comes in 1/4 pints, pints, gallons, 5 gallon pails and drums. Its six standard colors, whi0e, natural, fir/maple, oak walnut and birch, will blend in with virtually any wood, moulding or paneling.

Most Uniform Lumber

Because the lumber is uniform in size, on-the-job end fitting problems are eliminated. It is made by a patented Drocess from surfaced Douglas fr in iizes from 1"x2" through 12"x18" up to 40'in length.

Attractive and available for prompt shipment" it is custom made to exact requirements for grade characteristics anil appearance value and fis standard hardware.

Trained personnel select and Process the product by hand, preventing soilage and nan0ting damage nomally associated with rough sawn products.

Accuruff lumber can be made from virtually any softwood species on one or morb faces including dry lumber and glulam beams.

wood product industry's production needs in plywood, cabinetry, millwork, flooring, paneling, furniture and other custom woodworking applica-

Accuruff, reportedly the most consistently unifonn rough sawn lumber available today, is now available ftom Forest Grove LumberCo.

360'Signage

A new three-side hanging sign mount has been designed by Popcb, mc.

The mount bolds three mid-weifit signs or posters up to 40" wide to ofTer 360" visibility for visual impact at point of purciase.

Skylight Add-Ons

A roof window accessories disolav is now available from Roto p'rani< of America.

Heavy Duty F$tonlng

A new powdcr actuated fasrcning qystem from Hilti Inc. perfonns single fastenings !o conqEte and steel.

Weighing les than 5 lbs., tbe tool is ideal for electrical, plumbing and drywall installations.

Features include automatic cartridge case ejection, padded gnp to reduce recoil and noise supptesser. It utilizes a .22 calibr;r boosrcr and fasteners ranging from ll2" to 2-718" long.

Made of wbite comrgated stock, the Three-Sider folds into a sturdv triangular platform. Plastic arrowstyle clips on the sides of the platform allow secure attachment of pre-drilled sign panels. It ships flat and takesjust minutes to assemble.

The white-coated wire rack is built as an add-on module to both the new and original models of Roto display racks for Vision, Sunrise Series ll-and Hilight roof windows.

Requiring no electrical power source, it reportedly is up to three times faster than drilling and reduces in-place fastening oosts to a fraction of the cost of using anchors. P.O.

(7Vl)

Holding six operating poles, four window shades and l0 hex ball adapters, the rack is free to recailers who purcbase a minimum assorfiient.

Swinging Salesman

Swinging panel display units from Multiplex maximize selling spaceTor gift items, decorative accessories, mirrors and artwork.

Ten-panel units provide 20 display surfaces (either 360 or 560 -sq. ft.) to show a wide selection of merchandise stvles.

'Available in various sizes, units feature sturdy steel panel frames with durable baked enamel finish and tembered pesboard fillers with attractive painted finish. Roller 'separatois maintain spacing between panels and protect itrjms, and special flatiened peg hooks hold items close to the panel surface.

Recycled Sprayer

SafeWorld International's Can Gun aerosol spray can handle is now made entirely from 1007o post-consumer recycled plastic. '

The-impact-modified, chemical qrd solvent resis[ant plastic off6rs minimal environmental impact and superior durability.

An improved trigger pivot post adds to its,accurate control over ^the amouil, spleeO air0 direction of virtually any spray can's contents.

Retaller Deslgns New Nlche

W.T. Harvey Lumber Co.'s new kitchen and batb design divislm at lts main stfi€ in Columbus, Cr&, hn 11creased sales volume, padded tbe bottom llne and inproved its image.

Naned Bowden Design after on-site designer Jere Bowden, tbe center offen design services, full-size mock kircbens and batbs, upscale disphys and other aids, irrluding a slide presentation showing before and after photos of pastjobs.

Bowden, who holds a degree in kitc.hen and bath design, belps homeowners design kircbens and baths to fit thair requirunents and tastes, then has the cabinets custfrr made and installed.

"Con@tors like it bocause tbey don't bave to fool with it" and customers, especially the ladies, like it for @nve-

lbne ud quality at a fair price," said Hanrey Lumber's Ricky WrlSbt.

The dlvlslm ls aimed at the upscale remode[ng mrket "hopb bave refrnancod tbelr bomes, doclded Ocy tte tle arpa and are golng io stay, but they don't llke the small kitr,hen," eaid Wrigbt. "fuid tbey want sqne of the nicer things."

The new concept has attracted customefs as far as 100 miles away in east Alabama and south Creorgia. A couple qtjqll in t[e last few montbs have brought in over $50,0m apiece.

"Wben contractonl send people over lo look u our leadd glas doors, they see tle kitcben," said Wrigbt. ,.Maybe thgy don't want to spend that kind of money right now, but a few years down the road, maybe they'll thinkbf us."

Remodellng Spending Hlgh

Residential remodeling urd re@ expenditures were ar an all-time high in second quart€r 19D2 at all?..l billion seasonally adjusted annual rate, up 35% fuom the estimated $924 billion fint quarter.

Major replacement spending, such as re-roofing, residing and new finnaces had the greatest surge, rising 892o. Maintenarrce and repair rosc, 39% and additions/alterations ll%o in Departnrent of Commerce figures.

Robert Sheehan, consulting economist for tbe National Association of tle Rem@ling Industry, agrees that residential remodeling and repair expendinres have improved but questions the estimates, believing the first quarter too low and second quarter too high.

Although expenditures will continue to improve, there is no reason to believe a boom is underway, he said. Second quarter numbers are most likely to be revised downward.

Robbery? What Robbery?

Two gunmen forced the manager at Scotty's Hardware, Pensacola, Fl., to empty the safe and then slip@ out of the store without anyone else noticing.

Employees first learned of the armed robbery when sheriffs deputies arrived in response to a call from the nunager, handcuffed in his offioe.

The cashier at the register near the front door noticed few customers pass by her the evening of Sept. 26. .If they'd been nnning or something I might have noticed,,' she said. "People walk in and out past me all the time."

HELPING HAND for Hunicane Andrew relief effotts is extended (left lo rioht) to Elizabeth Dole, American Red Cross, by Dixie Plywood & L[mber Co.'s Mike Moore and Chuck Kuhlman at the rec-enl Floilda Lumber & Buildinq Material Dealers Association Main Event. Dixieply's Flodda distributioi c'enters donated $1,300 on behalf of bcal retailes Builderwav. W. Palm Beach: Banning Building Maledals, St. Petersbuq; $onlemyrii and Shoemaker, Sarasot-a; Naples Lumber, Naples; Prcstige Lumber,-Odando; All Qualily Building Materials, Deland; Haven Building Materiab, Wnler Haven, anil East Coast Lumber, Ft. Pierce.

COLLEGE

plants

:mddv Wevoand. Diane Phillios, John Hine and Phillipo,

FOOTBALL niqhts for relail and contractor dealer, whole saler. mill and distributor vlrd customers are held bv Gieal Southern saler, mill and ylrd Gr_eal salsr, distnbulor yard nen D1 urea uounern Wood Preseruino eadr year to kick off the season. The Conyers, Ga', planl toast€d Ui'iversilyof Georgia Bulldogs coach Ray Goff Aug. 27, iryith Aubum Univenity's Pal Dys ap-pqring al the_grand opcning of.lhe ol illuogs coacn hay ('(xl zt, Dve-aooearino the qrand opening of lhe rvamb'er. Similar 6vents fd'aured'Flodrfa $ae Abbeville, Al., plant in Novamb'er. Similar6vents fCaured'Flodrfa $ae Universitv codch Bobbv Bowden and University of Florida's Sleve Spunier.'Mobile, Al., and Bushnell, Fl., plants also host dinners. Jim Spunier. Dby, Jenniler Crisco, Fmddy Weygand, Bob Worfel (lefr lo dghl) get in lhe spiil.

MW WIND0WS. Rockv Mount, Va., will sponsor this Chevrolel Lumina driven bv Terv Labontir in 18 Busch Grand Nalional events in 1993. A 15 vear ieterair. Labonte has 10 Wnston Cup wins and two Busci Grand National wins tb his credil. MW has prodirced an equally succsssful

recod during ils 53 years in the residential door and window business.

NEW LITIERATIURE

Glulam Glorury

'Data Filc: Glued Laminated Boam Deeign Tablcc for Weetem Spccieo" ie $2 from American Wood Systcme, Box I l7(X), Tacoma, Wa. 9E4l l; (206) 565-6600.

Bulldlng Products Pogter

A building materials wall dieplay poetor, fea[rring brngoro, ancbors, platee, bracketr, nailc, flaobing and vents, is fre€ from R.H. Tamlyn & Sonr, 104O6 Carh Rd., Stafford, 1\. 77 477 ; (7 13) 499 -96U.

Get The Power

Tlmber Supply Vldco

An ll-min. viilcr, Gcruratlons Buildlng the Futurc, whlch rofutcs msny urisconcoptionr rbout tho cnvircnncntal impact of timbor barvorting in a low key, frtual otylo, ls $25 fron Nadonal Lunber & Bullding Materiat Dealers Arsociation, l()Ivy St. SE, Warbinglon, D.C. 20003; (2O2\ 547-2230.

Lumber By Mail

Your Hardware Connectlon

A 48-p. full linc catalog of conrtruction bardware for wood-to-wood and wood-toconcrete applications is available from Southeastern Metals Manufacturing Co., 11801 Industry Dr., Jacksonville, Fl. 32218: (800) 874-0335, or in Fl., (800) 342-1279.

Bandsaw Show

Mastering Your Bqndsaw, a 60-min. video in VHS or Beta format, is $34.95 from The Taunton Press, Box 355, Newtown, Ct. 06470; (203) 426-8t7t.

A mini-catalog of heavy duty power tools and accessories is free from Atlas Copco Electric Tools, Box 6003, New [.ondon, Ct. 06320; (800) 243{870.

A direcory of 62 catalog firms which sell wood products (including lumber, plywood, dowels and veneer) through the mail ie $50 frcm The Irland Group, 7 N. Cbcstnut St., Augusta, Me. 04330; (207) 622-&23.

SellTo The Finish

"Tbe Finishing Touch," a VHS haining video on how to boost sales of Watco Danish Oil Finisb, is available from Minwar, 15 Mercedes Dr., Montvale, N.J. 07645; (800) 526-u95.

Lockset Installation

A leaflet on how to install deadbolts. locksets, levers and knobs is free from Kwikset, 4020 Birch St., Ste. 203, Newport Beach, Ca. 92660; (714) 8516313.

GET YOUR COPY of any Nal Literature items by contacting each company directly. Please mention you saw it here!

Masonry Numbers

A 28-p. masonry conshuction statistics booklet is $4.95 from Bon Tool Co., 4430 Gibsonia Rd., Gibsonia, Pa. 15044; (800) 444-7060.

Treated Pine Slide Program

A 20-min. slide/audiotape program promoting CCA-treated southern pine lumber, including 73 slides, audiocassette and printed text, is $35 or loaned free for seven days from the Southern Pine Marketing Council, Box 6417fi), Kenner, l-a. 7 00&; (5O4) 443 4464.

Weather Tough Roofing

A 4-p. Storm Yrng2s roofing shingles brochure is free from Celotex, Box 31602, Tampa, Fl. 33631; (813) 873-4230.

Red Hot Vinyl Windows

The t6-p. "Facts About Rigid Vinyl Window Frames: Fire Properties" is free fiom Vinyl Window & Door tnstitute, 355 [,exington Ave., New York, N.Y. 10012; (212',)3sr-5400.

Southern Pine Trusses

A 4-p. southern pine floor truss brochure is free from Southern Pine Marketing Council, Box 6417fi), Kenner, la. 7 OO64; (504) 443 4464.

Southern Pine Distributor

A profile of 80 year old wholesaler Stringfellow Lumber Co. is free from Stringfellow, Box 1117, Birmingham, Al. 35201; (800) 825-9&0.

Advertising

Twenty-five (25) words for $21. Each additional word 700. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line; $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready, $55 ifwe set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of Building Products Digest, 4500 Campus Dr., Suite 480' Newport Beach, Ca. 92660. Make checks payable to Cutler Publishing' Inc. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 20th of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

EXPERIENCED LUMBER TRADER

We are Hardwood and Sottwood log and lumber wholesalers with otfices in Canada and the United States. We are seeking sincere, exoerienced lumber traders who have a vis r towards the long term.

Wok from your part of he counry, or fom our olfices in the Toronto area.

This is an excellent opportunily with a well-established company.

We enjoy an oulstandlng financial and marketing repulation.

For comdete deuils, please phone or write Bob Wilson in slrict confldence.

NEW. NOWAVAILABLE INBOOKFORM

HTIIAR BUSINFSS ADVICE COLUMNS

Our best articles are compiled in a handy book, "What Every Business Needs to Know," and covers toPics srrch as improving profits and employee productivity, cutting waste, increasing sales, niche profit opportunities, motivaring a sales force, etc.

$4,876

WANIED: Plywood/OSB strips, drops; somd, squaro, uniform, dry, thickness 1/4 through 23132. Fefened width, 3-12, 5-ll2 or wider. Lrngth 32 to 96 inches or longer. Mixed or Truckload. Send price and availability to FAX #901-682-8501, or mail to: lamber Source, 47,16 Spottswood, Memphis, Tn. 3Ell7. Phone (8@) 874-1953.

BUILDING

MATERIALS

WE'LL

dyed CCA Fencing, Balusters, Roofing Shakes, Lattice, Decking, Landscape Timbers, or Whatevet.

Savennch Vfood Pr.egerving Co., Inc. 1-800-847-9663 t Fax l-912-236-2338.

0l]$T0ilI 0Rnml$

Winning with incentives

By Lrddlc F. Huirr, CMC heeidcnt Hutar Growth Managcment Ingtitutc

ftugher competition and tighter gross margins make ! employee productivity and profitability more impatant tban ever. Obtaining poductivity is not easy. Motivating employees, creating a need or desire (o express ore's talents and skills or be acce,pted as part of tbe team), is essenrial.

Desirc for recognition (an awald, certificate, comnendation at an employee event, bonus, raise, promotion, etc.) or fear of having pay cut or being assigned to a lower level job arc both motiva0ors. To create effective incentives, managers must understand individuals have four basic needs: emotional, psyc,hological, financial and social. This means inentives mustmake them feel goo4 reward them psychologically or financially or give them recognition anong their peei

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The best incentives are tailored to stimulate and excite an individual o positive action. Exanrple: an avid fisherman can be interested and motivated by an award tied into his hobby. On the other hand, a strong family person with small children can be equally motivated by a $5 or $10 McDonald's certificate. Incentives, like any other management tool, must be understood and used properly to be effective. An incentive program with weak appeal or interest will fail.

Incentives can be short term u long terur. They can be progranned into a store program to increase sales, reduce waste or improve productivity or they can be varied and spontaneous to recognize achievement. The same incentive used year after year loses its luster, especially if it is expected and received without outstanding effom.

Money is an excellent incentive. Usually tied to a specific goal, a sales target" a number or dollar anount, it should be piedetermined with the employees knowing what they need to accomplish in order to receive the additional compensation. The award can be a bonus, a commission or a raise.

Financial incentive programs range from simple to sophisticated. Research, analysis and evaluation can make them auractive to the persons involved and affordable for the company.

Non-finarrcial incentives vary greatly depending on the level of the job and what the employer is trying to accomplish. Some perks, such as uniforms, personalized shirts and caps, annual picnics and holiday parties, are offered !o build a positive relationship.

Story at a Glance

Use incentives to increase productivity and profitability ways to tailor awards to individuals, catch their interest and desire to participate.

KDATW DEANffi

For pressure-treated wood that's kilndried afier treatment, call Dean Lumber Co.

The gentle conditioning of our steam dry kilns yields exceptional products such as Dean Deck, Dricon@ fire retardant teated wood, Outdoor@ wood, Wolmanized@ E)dra'" lumber, and treated specialties.

To be effective, an incentive must relate o the importance of the employee's contribution to the company. For exanrple, if unifomrs are furnished, an insignia designating the number of years the employee has been with the company or mait badges for customer service citations or outstanding achievements can caeate pride and be important to the wearer. A bulletin board, often at the front of the store, can become a motivator if it displays ftunes and picures of employee of the week, month, quarter or some other period of time.

Gifts, trips, dinners, an aftemoon or day off can be successful incentives. Certificates, awards, a letter of appreciation or recognition at an employee dinner are other effective motivators. Announcement of the awards in the company newsletter or the local paper increases the motivation.

With thougbt and effort it is possible to qeate amotivational program that rewards both the employee and the store, but recognizing everyone marches to a different drunmer must be part of the plan.

See related story page 38 - &litor.

G-P To Build Virginia OSB Plant

Georgia-Pacific is making preparations to puild an oriented strand board (OSB) manufacturing plant on 300 acres near Lynchburg, VaNorth of Broolneal in Campbell County, the new plant will augment the Skippen,Va, OSB plant and the South Boston, Va., particleboard planr

Hoover Treated Wood Products announces that a NATIONAL EVALUATION REPORI (NER-457) has been issued by the National Evaluation Service of the Council of American Building Officials to confirm that PYRO-GUARD Fire Retardant Treated Lumber and Plywood meets requirements of the BOCA, UBG, and SBCCI model building codes.

PYRO-GUARD has a degradation-free track record, a SO-year projected useful life, and is the FrBSf Fire Retardant Treated Wood with:

a lhtrd Party Klln Monltorlng ln additlon to U.L. follow-up servlce

a FRf labor and materlals replacemen] cos] worranty

I Code Compllance Report wlth evaluatlon of elevaled temperature slrength tesltng for roof appllcailons

I HIgh temperoture strength tesi resulls

I New York State Smoke foxlclty tesi results

* NER reports are subject to re-examination, revisions and possible closing of file.

For Technlcol Informotlon Call t-800-TEc-wooD

Incentlwr That Work

How do you inrpiro omployoor o maximizc productivlty? Dlck Lodcrmann, Olrban Lumbor Co.. Hourton. Tr., rharor tccbnlquor urod by bir company.

o Carhicrr aro prid a ccrtain asrount for crch tranraction tbcy ring up.

O frcr fillcrs ro paid a pcroent of totrl valuo of malerial tboy load.

o Lift oponton arc paid a ccrtain smount for cach truck unloaded or loaded.

o Socurity guarde uo paid I pcrccnt of valuo of mistrkcs they catcb.

a Truck drivcrc aro paid r pcroant of valuc of matcrial dcUvorcd.

O Salcamon aro paid totally on couuriccion witb a flat porccnt of salcs plus a bonur pcrcont on bigb margin itcms or items tbe company is trying to movo.

O Specific dollar bonuses are awarded to first, secord utd third place winners in weekly sales contosts.

O Free lunch certificates arc awarded on tbe spot for extra effort in job perforurance.

o Profit sharing.

O An experimental program based on reduction of inventLory shrinkago.

Hardwood Veteran Kllled

Jameg W. Howarr( Sr., founder and owner of Atlsnta Hardwoods, Atlants, Ga, and a 8o@nd nun died after belhg stnrck by a ftont€nd loader.

The men wer€ doing site preparation work on property adjoining Atlanta Hardwmds Oct. 19 when lhey wer€ hit by the front end loader which rolled down a hill. They didn't hear it coming because of bulldozers and heavy oquiplnent operating on the site.

Bom in Cochran, Ga., Howard,68, started Atlanta Hardwoods in 1961. He also founded-and still headedHunrcrsville Hardwoods, Huntersville, N.C., in 1975; Hunterwood Special Products, Huntersville, in 1978; North C-reorgia Hardwood Corp., Cleveland, Ga., and Charlotte Hardwood Cenrcr, Charlotte, N.C., in 1983, and Greenville-Spartanburg Hardwood Center, Greer, S.C., in 1987.

Long-time associate James Miller, 63, Rainwater Construction, also died in the accident.

Hardware Association Merger

National Wbolesale Hardware Association and tbe Anerican Wholesale Hardware Association will merge Jan. I with a yet to be decided new name.

Smith, Bucklin & Associates, Chicago, Il., will manage the new wholesale trade organization with Glen R. Anderson as managing director. Tber€ will be approximately 92 wholesale firm members.

cut tarcb, pine, spruce and cedar bundles are wrapped in plastic. Shipmens have been unloaded in Grays Harbor, Wa., and Jacksonville, Ft.

THE TRUTH WILLOUT

I would like to thank you for your editorial support of the forest products community's efforts to bring some common sense to the environmental regulatory ovedoad that has buried a large segment of the industy. Tbe lawsuits urd potests that stsrted in the Pacific Northwest are now in the Midwest 8nd East Coast ae well.

I think as an industry we are getting smaf,ter and we have begun to stand our ground, and hopefully, with the support of people like you, we will be successful in telling the trutb about our wonderful renewable natural resource - our North American forest.

Erncst J. Stebblns Executive Manager National Hardwood Lumber Association

One of the first activities will be co-sponsorship of the Hardware Industry Convention March 14-17 at Marriott's Marco Island Resort, Marco Island, Fl. The annual fall North American Hardware Convention will be dropped with the annual neeting of the new group held during the spring convention.

Russian Lumber Comes to U.S.

Kiln dried lumber from Russia is being imported into both east coast and west coast ports by American International Brokerage Corp., a subsidiary of American International Commercial Corp.

The company expects to bring in more than $100 million in lumber from mills in the Russian Far East during the next four months and between ?40 and 480 million board feet in the next 12 months. The rough

\\U Installing the ProfitMaster point of sale system is like having Superman behind your check'out counter. All of a sudden he knows exactly what's in inventory. He can "package sell" a redwood deck as a unit and easily capture all the component stock information. He eliminates the need to batch enter the day's invoices. And he serves your customers with increased speed and accuracy. You know, a lot of computer companies talk about a good point-ofeale system. But ProfitMaster delivers. Ask us. \Ue'll give you an earfiul. Ask

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DeckThe Halls...

. ..the porch, a backyard deck or any other outdoor project. vhatever is

on your customer's wish list, we at New South, Inc. have the right stuffto fill their stocking. From prcssutt trcated dimension, boards arird5/4 RED to balusters, spindles, handrails and we 've got it all. And to make it easy for your 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 specid Christmas present to you, we are offering a free "How To Build A Deck' video with every truckload of treated lumber purchased from New South, Inc. between November 15 - December 31, 1992: We 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*

FAX: (803) 347-4214