Building Products Digest - December 1994

IStay on top with the top lin_e. Os_moseo WeatherShieldo Brand wood products, with the originalwater repellent additive for treated lumber. WeatherShield water repellent minimizeswarpine. splittina. crlckins and cubnino caused by weatherinpicycles - reducin{ expensive call backs and inventorv'daftaqe. AnilWeather"Shieldo ilran? wood products are backed with a limited lifetime warranty against termite attack*and fungal decay.

WHEII THE BOTTOM TIIIE DEPENDS

Serving the lumber: & home center markets in 13 Southern states

[n'S FnC 1T.... The Lumber ond your operoting costs to di$inguish yourself from the competition.

Building Moteriols morket is o service oriented business, You must exceed your custome/s expectotions while wotching

Success todoy relies on mointoining ond exponding your customer bose by selling the right inventory, of the right time, ot the right price,

To top it off, the lumber morket is volotile, ond prices chonge every doy, You con't be cought with too much inventory when the morket price drops,

Or too little; your customer moy drop you for the competition.

At the end of the doy, you wont to hove more in the bonk thon you storted with.

We solute those of you with these issues under controlond wish you continued success, But;

WHEil... You wont to monoge events thot seem to be out of your control,

WHEil... Some of your business is with controctors,

WHEil... You do window ond door fobricotion, Talk

Sofhrare lhat Knows bmber tud Buildins Materials. like You.

ore folling in laae utith LW

expand engineered waod. sales

Wiekes cuts laesea bt cutting staff, eoncentroting on pro Natiorwl sales teann of 400 dcueloped to uisit builders on site

How to sel.eet rcftwore progronw thot work for you Latest techrwlogy enables dealer to compete profitably

980,0(n eingle family unit storts possible in 1995 Mortgage rates aboue 97o expected to discourage buil.ding

PUBLFIIER Dardarbr EUTOR JuarihLornc ASSOCnIEEIxIOn Dafi Koenb COITRIBUTIIG EDIIOF Otrigil cunal G@ Hd(i]my, $raly Lyndr ARTURECTOR tlailtEEm€ry STAFFARIBT DhlFl.SbEl C|RCUL finCrq$m

StJBSCR|Pfprc U.S: 025oF yeaq $1.|-tm yoaB; fs$ltr€e yoaB. FoGhn o1r yoar payde In dvamo h U.$ fu<b: grto$3l Card a ribtu: 339, drr outbs. Af nb3 & avalabte. Shg5 oqle{S; badr bu*$a.50 rtun svab[,b, plr $Fphg. CHAIGE OF TIDRESS Sotd sdt€a hbel tom Dcanr bdl f pcsD5, mr da .d 4 coO. 8UlDf,G pnOOUCnOneStbprblbtrrlmonrilysil1600CrnFrlt,$..400,Xrpod8..d,C..f3660,010!52-l$,byqidfiRltbthg.llr' lbsnh(lpe.d0.trfntstpuHc.bnh[l |€bU, $oloeelo ad dulbfrn bvrb d tp lur$or ard home codor n8d€b h 13 sod|em dat6. CeydCttlggl by Cub. RbbhlTi lm. Co|E| nd 0nt!0 conbnb m tly @ctd td md mt bo tFmdrod h aflt menlrr rilDrl riton pombsbn. Al Rhll3 Ro3dlnd. $5fE Pmdtrb lXod assm6 m ldly |of mele&b tu]rilrd b L

The gente condfioning of our steam dry kilns yields exceplional products sudt as Dean Deck, Dricono fire retardant feded wood, Outdooro wood, Wolmanizedo Extra" lumber, and treated specialties.

A complete product line from one of the South's most modern mills

We prcduce over 110 million board feet of pnessune treated products annually, plus an additional 170 million board feet of untreated.

In all, hundreds of wood products...

INCLT]DING:

Radius edge decking, treated plywood, dog eared fencing, lattice, mail box kits, deco-posts and hand rail, balusters, picnic tables, Gothic top fence posb, stair stringers,

patio squares, bench supports for decks, French Gothic and C'othic 1x4 fencing in 4'and 6', landscape timbers.

PLUS: a complete line of Southern Pine dimension lumber in all three grades.

PLUS: enthusiastic seryice to back up our extensive line of quality products.

PLUS: a company fleet of 165 trucks for quick deliveries coastto-coast.

Beautiful "Arkansas Rustic Wood" in a wide variety of lumber items, all CCA pressure treated.

EDITORIAL

An important industry newcomer

For the first tine, an extensive listing of industry events with a different company sponsoring each month has been compiled in calendar form. We're pleased to tell you that you can find our Deluxe Industry Calendar in this issue. It is affixed farther back in the magazine and is designed for easy re,moval. Just gently pull it free from the publication. We've even punched a hole in it so you crm easily hang it up on the wall.

\{s think you're going to nnd it helpful when deciding which events you want to utend during 1995. If you're involved in scheduling meetings, the calendar should help avoid the conflicts and overlaps that seem to occur so often.

In compiling the events of next year, we've made every effort to include all those firmly scheduled by late 1994. To make the listings as inclusive as possible we contacted associations, institutes, clubs and selected companies. We figure the more the merrier. But when a meeting was subject to a possible change of date, we did not include it

What we didn't want is to have someone rely on the calenda and show up for an event that the sponsoring group had shifted to another

time and place.

DAVID CUTLER publisher

A tip of the cap is in order here for th€ ftms sponsoring the 12 months of 1995. They are: Hickson Corp., Sunbelt Marrial 116af,ling, Crnt Bean Lumber Co., Weyerhaeuser Co., Paiific Lumber Co., Spyder Lift Trucks, National Building Products Exposition & Conference, Cotter & Co., Dataline Corp., Srillamette Industries, Triad Sysrcms Corp., and Lumber Insurance Companies.

The Deluxe Industry Calendar is printed in full color m extra heavy paper fm gr€at€r &nability. It includes an extensive listing of industry qganizations, cmrplete with phme numbers o call fa frrther infornation.

You'll notie the calendar is a product of two sister publications: Tle Merclnnt Magazirc and Building Products Digest. The listings reflect the western and southern regims covere( re.lpoctively,by Merchant md Digest.

Please let us lrrow how you like tbe calendr and feel free to submit any dates yorr wmt onsidered for 1996.

A Computer Industry First...

Published Pricing - NOT - What the Gornplete Systelrrs as low

HARDWARE:

Wyse 150 teNninal

Barcode scarmer

Mag stripe reader

Oki 320 serial printer

Oki 321 serial printer

Oki OLE 400 LED printer

Texas Instrument Microlaser

Barcode printer

Star cash slip printers

Automatic cash drawer

Battery backup unit

Color VGA console

US RoboticsFA)Umodem

486150 computer

Pentium 90 MIIZ comput€r

1.0 gigabyte hard drive

16 port Maxpeed card

8 port Maxpeed card

Maxstation

250 meg tape drive

2.0 gigabyte dat drive

Dual floppy drive

Adaptec S CSI controller

This is the same equipment used by most of the competition.

Point-of-sale - Reprints for 2 years

General ledger lruty integrared to au systens)

Inventory maintenance

Payroll

Accounts payable - On-line history

Accounts receivable - 7 yr. history

Purchasing

Sales analysis

Word processing

Mailing list management

Kit sales (houses, decks, etc.)

Mill production

Takeoffs

Manufacturing (doors, windows, etc.)

Job costing (contract project mgmt.)

Custom programming @ $45/hr.

Vendor communications with:

Handy . Orgill Bros. Ace. Allied

Building Stores Coast to Coast. HWI

. Cotter True Value . ServiStar.

Henderson-Baird. South States .

House-Hasson Jensen-Byrd. TRW

Credit Srv and many others All

, fr wXS NoT A LONC, LONC TIM€ ACO, NOK IN A CALAXY FAK, FAK AWAY THAT TH€ IND€P€ND€NT LUMB€KYAKD K€IGN€D JUPK€M€. Y€T IN TH€ LA'T IO Y€AK5, TH€ INDU'TKY HA' B€€N OV€KTAK€N BY A STKANG€ N€W 5P€CI€5 KNOWN \5 ''TH€ WA.K€HOU5€ CIANT,'' PAC€D BY IT5 L€AD€K, ,TH€ HOM€ D€POT.' COUNTL€55 Y\KD5INCLUDINC FAMILY BUJIN€55€5 THAT HAD

'UKVIV€D THKOUCH WOKLD W\Ks AND A CK€\T D€PK€SSION - HAV€ GON€ UND€K.

Y€T iOM€ IND€P€ND€NTi, WH€TH€K DU€

TO TH€IK iKILL OK JUJT A LUCKY LOCATION, HAV€ €NTK€NCH€D D€€P€K, €V€N €XPAND€D. WHIL€ A F€W HAV€ 5€L€CTIV€LY

Robert Henkle

fte sident

Grrutd ('rtuttlrv IJtrtncu ork. Grore. Ok.

After vorkitt,4 .ft'tr brokerd'le .lirrrt.s in Chicuqc'. Hertkle bctttglrt tlre l5-tenr-old lurrher lrtr.tinc.i.i ubotl l1 veurt ug(). He i.r ptt.st pre.sitlt'nt tt.f tlte '\lid-'\'ntL'rit'a Lratbernen's A.i.scr6irrIrrrn ond u nu'ntber rt-f tlte .\'utit,rtul Lwnber & BuiIdin:1 .\luteriuI I)euIers '4'ssrtt'iulic'rt r ?()Ie rnilw nI ufl a ir.s t' tt trtrrtt| t e e.

W€ ASK€D TH€ €XP€KT5 TO FOK€CA'T

K€TK€\T€D FKOM C€KT\IN MAKK€T5, \^/AK€HoUi€ CHAINJ \PP€AK To CoNTINU€ TO CKOW IN iIZ€ AND 'TK€NCTH.

TH€lK 5C€N\KloJ: \^/H\I Do TH€Y J€€ H\P-

P€NINC ON TH€ HOM€ C€NT€K/LUMB€K

YAKD BATTL€FI€LD OV€K TH€ N€XT F€W

Y(AK'? \^/ILL TH€ W\K€HOUJ€ CI\NT

MAK€ TH€ iINCL€-JTOK€ IND€P€ND€NT

€XTINCT? ... OK HAs TH€ TID€ TUKN€D?

WH\T ABOUT M€DIUM-SIZ€D CH\IN5?

WHAT TYP€i OF BUJIN€5'€5 WILL THKIV€? IN WH\T AK€45? WH€N? AND WHAT

OTH€K CHANC€J AK€ ON TH€ HOKIZON?

IH( (DITOKt

TL ltcr sar tirc dltr ol thc :mall indcpcnclcnt is tlvcr. Itt larger contrnunitics. r'ou look lrround and scc thc rrltrchousc stores bcitting up oll thc rndcpcndcnts $itlt lots ol. advertising and lou priccs. \o* it appcars tltc lugcr. nublicll financcd cotnpanics arc trvinq to go aftcr lltrscr chunks of tlte conLractor husinc\\. 1' *gll. It's also itnrxrrtant ilrat tie sntaller chailts arc ltxlking at snlallcr c(rlnnlunities as thev scc market sharc disappcar in thc citics. But tle strong. ricll managcd indcpcndcnts. \\cll kntl*n ltttd respected in thcir cotnmunities. lLrc holding f-tnn :utd utrrt t lie down and play' dead.

Currentl,v our business. in a smaller retirelnent-oricnted community on a beautiful lake, is stronger than cver

............$l h...rc..SectOiS...Wherg.rlirmsi'.can..'takei.redvanri rlgge::::of :::bUylhgrrr pqrileii:r::di$tilbuti0n:r::[oureri and] isoff iSticat&....teohn016gyl..lhe..ii]eigq...lirmsri,eie incteaSinsf ii:pu5hi!:!g::::ffiiri,$rnallei:: lin:ns:::0ut, ,,1n th6i Sddtbis..id.ornin.etdd blr llte.i.individuatieed :pi0duclsr oir::serviCes:r::rlhe: srnall,,,firrn remains king.'

l

you're on your way down. It's inevitable.

Finally, there is one great disadvantage that's hard for an independent to overcome. That is financing. As rnnager of two of the larger stock brokerage offices in Chicago, I saw what public financing could do for companies. Sell stock and you're playing with someone else's money. Sell stock,

For the independent dealer, it's extremely important to be involved with strong, effective buying groups. We belong to Allied Building Stores and it's basically through Allied that we can maintain our competitive commodity pricing. I don't think we could survive without the benefits of Allied and Ace Hardware, through whom we purchase our hardlines. That combination has been tremendous for us. We use Ace advertising with John Madden continually; it brings people through the door.

Competition is everywhere. We see it from several surrounding conrmunities, even from 75 or 80 miles away. Our Wal-Mart, which has expanded several times and is one of their eady locations, is being transferred to a super center in a community of 4,500! In the cities they just keep building the big boxes, but I just can't see them all being profitable or even coming close. They opened a big HomeBase in Tulsa. Home Depot came in with two stores, Builders Square already had two and replaced one with a big new Builders Square II, and HomeBase was gone!

Strong independents have advantages they can build on. Many have tremendous comnunity involvement that has gone on for years. They have niches in which they can compete quite effectively. Knowledgeable personnel who can spend time and offer the benefits of years of experience mean a lot to a custromer who needs help. Customers are attracted to businesses that can provide quality produca, lmowledgeable sales assistance, the ability to get in and out of the store quickly, dependable installed sales, special areas of expertise and reasonably competitive prices. It's a big order but it is being done all over the country by independents who are serious about their businesses and are willing !o put in the long hours and hard work it takes to win.

Things shouldn't be a whole lot different in 1995. Unless they stop going up, I see interest rates affecting building more than is being predicted. The Fed is walking a tightrope. If they run rates too high, the national economy will sputter and our local economy (which needs to continue to atlract retirees) could be severely affected by growing concern for the economy. I've seen it happen before and things got presy dead, pretty fast.

It seems to me that a great many in our industry are complacenL Business has improved in the past few years, profits have grown, confidence is growing. You get too comfortable. But the economy is cyclical. You have to

succeed and you can sell more stock. It's more and more of someone else's money and it's nuch easier to take a chance with and build another big box! Most independents don't have this ability and it really makes a difference. It's really a shame that many good opportunities can't be exploited due to lack of capital, tle kind of capital available to public companies. This problem will continue in 1995 in both cities and smaller communities across the countrv.

Arthur Blank President/Chief Operating Officer The Home Depot Atlanta Ga.

With chairman of the board and chief exzcutive fficer Bernard Marcus, Blank co-founded Home Depot Inc. in 1978. k is now the nation's largest home center retailer, with about $9.2 billion in 1993 sales. The company plans 645 new stores in thc next four years and as flnny as IN more Expo stores in thc next five. In an inteniew with the Business Journal of Clnrlotte, N.C., he told lnw.

T

We support the feeling of taking care of the customers by making sure our associates feel they are not cogs in the wheel but are the entire wheel. It's easy to copy our facilities. But it's very hard to copy what goes on between the ears.

We start by hiring the right people: and paying them what they're worth. Their wages are 20Vo ta 25Vo a}rrrve the indusfy average.

plan ahead and continue !o build your business. You have to keep your eves open and your expense. unh"r "ont ot, litre way to cornpele.with the big but you can't sit back. I don't believe boys,,is,,hot,lb compgterrwithiirtham..ttialf:....: you can plateau in any area of life.

'-

" '- -:;i

Lhere are a lot of reasons why we're as successful as we are - the merchandise, pricing, all the things we do in the stores. But the reality is that a very sEong commitment to taking care of the customers at all costs is the key.And we have over 30 formalized training programs. Some are in the stores, some are at the district level, and some are on the division level. For example, our assistantmanagertrain- * * * ing is *

* * *

done by the senior staff of the company - our c.e.o. works with them for a day, I take a day, the executive vice presidents take a day...

There are some things we've had to let go due to our growth in size, and there are some things we can afford to get other people to do for us. But training's so important" we continue to be involved.

We also have the notion of giving back to the communities we serve.

We're developing new prototypes to compete as well as to grow. We never want to paint ounelves into a corner. We'd rather do expansion while we don't need the numbers, so we have new stores ready when we need them.

The Expo division has a strong commitment to decorator-quality business with wallcoverings and floors for the kitchen and bath. The base of customers is interior designers and builders.

Most people make the mistake that the rural markes would mean smaller stores. Not necessarily. The merchandise is different. It would be geared toward the famrer and rancher.

There is such a thing as too big. Marmoth hypermrkets such as Bigg's that do well in Europe have not taken off in many regions of the United States. If consumers are looking for a specific item, they don't want to get lost in aisle after aisle of warehouse.

By concentrating on what independents are good at, such as convenience for smaller projects, a fine-tuned prodwt selection with a focus on quality, excellent service and good employee raining, they can crrre a niche where they can thrive. We'rc already seeing this in stores and lumberyards with power deprtnents desigrpd to fit their

customers' id€ntified needs.

? small rebiter cannd corn pete based solely on price because they will lose every time,::but they can go head to head with a laqe rehilerin otha waysand win."

- Michad Hensley, direc{or, Virginia Tech's Economic Development Assistance Center

A similar evolution of retailers took place in the grocery indusry wben many of the current chains moved into tbe market. Medirrm-sized stores that ran smaller versions of the chains and corner grocers couldn't compete on selection or price. Now those types of stores are virtually extincL

By looking at tbe snvivors, thougb, we can see many promising possibilities for tbe hardware industry.

Smaller convenience stores thrived by making necessity items available right

around the corner, 24 hours a day. More recently, specialty stores such as coffee shops and bakeries, like Starhrcks Coffee and Mrs. Field's Cookies, have flornished. By having a broad selection in one category, these outlets have persuaded consumers to make a special stop for one item.

The key to their success isn't price or location. It's quality. Can you imagine someone sayrng, 'kt's meke a special stop at Starbucks. They've got a geat selection of low priced, off spec coffees!" Specidty stores, such as plunbing and electrical stores, and focused outlet$ like the Ace Interiors stores, re already breaking ground in this market.

Sashco Sealnnts was founded by lzs' father, Donald J. Burch, in 1936. Les joincd the company in the early 1970s and quickly took leadership of the adhesive and sealant manufacturer. Sashco is banking on thc success of indeperdea dealcrs, refusing to sell to thc warelnuse giants.

Tt he independents will survive, even in the face of growing competition from the warehouse gians! By offering services the giants can't and focusing on their strong points, the independents will evolve to fill gaps the warehouses can't.

We must keep in mind that every time we believe we've reached an end point with a new merchandising method (like warehouse retailing), something else comes along. For decades, Sears was stable and unchanging, yet within the past few years, they have changed dramatically. They've drop@ their catalogue business and have qeated Sears Hardware, outlets focused around their Craftsrnan Tmls. We must ash "'What's beyond the wuebouse concept and, in a time of rapid change, how soon will they become ou0noded themselves?"

By taking innovative apprmches, independent lumberyards and retailers can lead the market into horizons we have yet to imagine. Maybe mail order catalogues will take a chunk out of the hardware industry, as J. Crew and Lands' End have done in clothing. Someone might become the Domino's of hardware, delivering all the supplies you need in lQ minutes (rless.

Not all markes are right for the giants, and some are already too full. Warehouses in larger markets will consolidate through ., "Tt laqe lims are a hteat, attrition and buyouts. An excellent exam- there s no queslion about lhat, pre is Build"rj square, which has been but there are a lot of industdes impressive in everyrhing exceptprofit

being smau seema to be the

biggelt downfall or many independents. aDsolulely no evloence lo sug' They can't compete with the giants on gest small relaibrs are a dying price and can't offer as wide a selection. breed'" Yet these independents can take their - David Kresge, economist, small size and turn it into a strength. Oun a BiaOsireet-

Independents will also sunrive by not being so independent. HWI's Do-it Centers give independents the advantage of large company buying power, rcgional or national identity, marketing position, merchandising and advertising assistance. Whether it's HWI, Servistar, Ace, Corer or some other affiliation, the sunrivors will use co-op progftuns more than ever.

Independent retailers can also find mar-

,.,.,ii',.fTffi,,axdQst9rl.:ofiiffimeieehtersi;lhiouEh fidi9805 and,into the 1990s allffi:i@0Surnei,$,:g r,:a :ioirp ucl$:,hat,,*ete,,lomefly::limited l0i..prcfessiofiali..:distiibut6:u. ,As,,,,a,,,rosUlti,,,do:itri6Urselleisi r ve:..6hilt lheirr :p0rcha$inCI rpiacticesr awey from :irdep.rtmehildiscount Ctorbs and hetd iClso...gfown to,: inclUde greater numhrsrrrofrr:Wom6n:,:who,,,ere ,more eomforbble in tre *arehouse setting ol a home,center:than the maleuorninai*..atmosnhec6r..mani::haidwere]:stoies:'..'

' - J.Chad Brown, The Fredonia Grcup ,

kets in the local contractor trade and industrial maintenance. They can design programs for individual needs in the region more readily than the giants can.

Better use of competitive tools, such as selling products not available or practical to warehouse giants, will also be imporanr Many independents tue already using Sashco's commitment not to sell our caulks Lexel and Big Stretch and our adhesive Glue Buddy to Home Depot, Builders Square and others. Since more suppliers are making simi lar commitments, independents can offer in many departments higber quality products that the warehouses can't.

Some independents that don't adapt to this new market will most certainly fail, but, overall, they will survive. We'll see fewer stores in the middle ground and some consolidation of warehouses as areas are over-built. In the end, we'll see some aggressive independents creating new markets and developing new strategies so that they not only sunrive the onslaught of warehouses, but also benefit from it.

chains will continue to gobble each other up in record numben.

Perhaps the best example is BMC West, the Boise, Id.-based contractor-oriented chain, which has acquired over 20 locations since going public in 1992. In the South, both Carolina Builders, Raleigh, N.C., and Pelican Companies, Conway, S.C., are scouting the countryside for independent businesses to buy.

In Chicago alone, Home Depot has taken over several stores from HoneBase. Even Canada's first entry into the world of big box retailing, Toronto-based Aikenhead, has fallen prey to Home Depot.

Forecast: The bigger companies will continue to expand, and the smaller operators who lack the capital, or don't have a firm marketing plan in place to drive growth, will either drop by the wayside or opt to sell out.

Most refailers, and especially those in netro markets, are finding it increasingly difficult to serve multiple market segments. Few owners and managers possess both the merchant mentalig required to attract consumer trade, and the big ticket mentality required to successfully market to the professional contractor. As retailing becomes more focused, managers will find it exceedingly difficult to be all things to all people.

Forecast: More and more independents in the meEo areas will abandon the consumer and focus on the professional contractor. The pritnary exceptions will be in rural areas with populations that are insufficient to support a warehouse store. In cities with the highest concentrations of housing activity, building material distribution will become even more specialized. Framing yards, millwork specialty houses and hard material yards will be more and more prevalenl

The medium-size chains such as Moore's, Roanoke, Va.; Grossman's, BrainEee, Ma., and Payless Cashways, I,,,Consumer spending is very irnportani o me,econffi and the go,vernment cani.;:,;411o16,.ic...,let.,..it.,.:CeClinE'r' , f,nerfoie,e

..,.,.'.'.......1Pe6,p,|9...0o,..10, ,.see.Whal kihd,,of priCes they have and iitlthat:::kind:::6l.::ill6tC$andiSe 'they,,,ha-ve,' But they come Hbkr"

.i...i......i.,.*,.rEmie....Mff nAi...gmilOf l. ::::eeiiifi$Sf s,:8ttiHin0,:SuPdY, [-rledhsast,,,,ll Paso; Ti, notr::ring:,rlMt,:,biu$irte$s:,:SUff eteU, a, 1 5%':,,diop:':.:.:whdn,Home Deoot$: rnovd : in::on tre east and,,,,,west,s,idbC,' of,'loWn, :,,tlrcu$h: business :has': itafied

ke Resources is a consulting, training, recruiting and psychological testing ftrm dedicated to helping improve organizational productivity in the building supply irtdustry.

that's afoot in the home center/lumberyard battlefield that will certainly pick up steam over the next few years is consolidation. Independent operatofs as well as warehouse

2' An aging popularion resrilts in:not::only :,the problem of ,declining Consumei spending Uut the,,,pioblbm of, fiaWa.,,ehry*leVelr: w.or\4qi:....lthelel..wilt..mr,,glgSt pressur-9:, ,to..sorve,bott.,df..ftt," rro- temsu'im.'f u0.01...''.,......,,.,.,.,..,,......

J: ThO ratio of single to,, ,tousetol&r:cohtiniie$rtCI:.:r,, incfease. Thus, there is a higher:;level of ndw housoiold, formation per capita than, Sas 6l5tbrically pie*ailed::, *tn..u*n*.."ttu,,ffTt.nou t.lllll.ll...,...,,,,lll

4 ,Ao increase in the nq4be,r of, ol,rler peorple receining, rSocial,,:securi$,,,and,,a,d,9 aS&riini.the.inumbei;:1ofiiiybungefiiiiii ,,do, utin$,:lio.: al:::secUntl:::1v,illiirc$ultiiiini:9efl'iiiii .SuieSi.bikeeb..more..p9o6,,,in,,,ther,,w.$p.$:,fuctr;.longCi;,,,:iSffi,,,, likely,,,ioIution:IiS:|:exte,nf,illg:rtherrietir,e.menurfa'gs.:]]r]firiSiiwiiliii], ,"tu,,,**n,*uFlu,, inellt*g'*i..lilllliiiii.i...ll*.,llllll..l., i.i.iiii..'.' .i 5,,,,, ifestyle,,clanges,and improving lezuth are. keeping .....ffi"p'l9.eduse..1ry..fid..io ..**..sFnffi3l.......l.r.i,........... ',t:,t,.,i,6t*,,,,**hlpiei.idenh::6.;:!firi:WitEAC..fne;.'...i:'....i.'.........,..

On".ou.*.nt

,,,,,,',,,3t.:,sti!l rthihk,,smaller locationS are p[cking up cedain business, lf yrcxr are doing a big projecl, you pick up items at a Home Depot or an Ea$l6.r But if pu loroet a screw, you go to the local,hedrare stdre.'

Kansas City, Mo., will find that their smaller fomrats cannot successfully compete with the rapid expansion of the industry players who have invested in large-store fomrats averaging well over 100,000 square feet. These smaller chains must decide: Are we fish or fowl?

Forecast: Themid-sized chains will begin fielding a larger contractor sales force as they shift their customer mix toward the professional. In markets where they cannot make this transition, stores will be shuttered.

Mary Fleckenstein,

The Home Depot has published that they plan to captue 25Vo of the U.S. home center market by the year 2000. Although they enjoy only an 8Vo r].€lrket share today, the odds are good that they will be successful in achieving their market share goals. Home Depot is a master at innovation. They are always experimenting with new concepts. But even though they will continue !o experiment with outside salespeople to service builders, I believe that they will achieve only marginal success servicing builders out of a big box store.

Forecasc As the nation's big box retailers (especially Home Depo| jockey to dominate specific geographical markes, they will speed up expansion by cannibalizing each other. We can also expect to see Home Depot introduce smaller format stores gearcd to serve smaller markets. I also predict that like Lowe's, Home Depot will soon realize that to successfully service builders, they must create large contractor-only yards.

"Thosa challenges mean we're going to have to innovate, we re going to have to find things that differentiate us, we're going to have to find things that bring more products and services to our custorners."

- Frank Doczi, president and ceo, HonB Quailers Ware house lnc., Virginia Beach, Va., speculat: ing on the overabundance of home improvement stores in ttteU.S.

Innovative independents will begin to market building materials in new and different ways. Several dealers in California and Ohio are already beginning to sell building contractors framing and rim packages on an installed basis.

Sunmary: Independens who are innovative and willing to adjust the way they do business to accommodate local market conditions will continue to be srong players. However, many of the independents who are unwilling to make necessary changes in the way they go to market will find it increasingly difficult to compete.

The retailers in our industry who have the brightest future are those who have developed a strategic marketing advantage. Whether it's consumer or contractor trade, customers always buy from the retailer that they perceive is offering the greatest value. The company that knows its customer's needs the best will have the edge.

So ask yourself two questions: How close are we to our customers? AnG what is our company's strategic marketing advantage? Don't allow your competitors to beat you to the Punch. r

After three years as executive director of the Minne son-Dakotas Renil Hardware Associatiott Jolnson joined tlv National Renil Hardware Association in 1987 as director of educatiotdrumber services and executive director of tlw Home Center Instituu. Under Ns direaion, NRHA ard HCI Inve added or ufiued over 60 taining proSruns.

\zan independent lumberyads and mid-size home center companies compete against large cheins? The short answer is yes. Many are, and doing so successfully.

We at the Home Crnter Institute believe, as we have for many yqus, that the hardware/home improvement industry is big enough, diverse enough to offer opportunity for small and mid-size companies as well as large ones. We are realistic enough to admit that not every independent lumberyard will survive, nor will every mid-size home center. However, they ae not endangered species.

Our research tells us tbat, altbougb storc mit counts are stabilizing, sales dollars are not. We estimate total industry sales (which include banlware stfr€s as well as lumberyards and home centers) in 1994 will lop 1993 by ll%; lumberyad sales are estimated !o increase l2A%.

Further evidence of the ability of independent lumber ret ilers to compete comes from financial data provided by retailers who participated in HCI's 1994 cost of doing business study, which reporB 1993 performance. These lumber retailers reported sales up 15.2% in 1993, compared to an increase for all stores of 9.8%.

Our projections for the next five yean call for a cmpound annual growth rate of 8.2% for the industry as a whole, an 8.87o rate for lumberyards.

Growth will not come easily for independent lumberyards and mid-size home cent€r chains. A sudy released earlier this year by G. A. Wright Inc. and Dun & Bradstreet Information Services lays out the challenges.

This study evaluated lumberyards on the basis of employmenL The researchers found that lumb€r retailing was one of five retail sectms where large companies werc gaining in employment market share at the expense of smaller conpanies.

In addition o point'lfs tre littb hingswe do Utat ing out the challenge, keep our customers coming the study also suggestback.' ed answers: specializa-

^ -.K"lth. vayglran, manaser, nL*

Q.urtis Paint & Hardware Co., .r*rror-ioo"pendents

-

analyst, Ragen MacK0niie:,lhc.

Their strategy is to concenfate on what they do bestsell lumber and building materials to professional and contractof customers. HCI's cost of doing business study shows a trend in that direction. The percentage of lumberyard sales in lumber and building materials categories has been increasing in recent years. So has the proportion of sales to contractors and professional customers.

At the same time, profitability - net before tax profits

and retum on investrnent - is showing improvement.

The large chains are powerful competitors. But they do not dominate the hardware/home improvement industry as they do in other lines of rade. The top 25 chains (in sales volume) control less than one-third of the sales in this channel.

There is, and will continue to be, room for aggressive and well-managed small and mid-size companies.

tlCw..:.te,:l.GCmp c, ef,"ffiI

I find oui'wno your Cusbmers are, where they come .frofirr geographipally;,:.:what, their.r,lifestyle'S.,.are, what media reachesithem, *here else tley, Shiop, what their in r,:i$,r:::lvhat:!:p.fodUcts:,:,they Want,:,:,and,,:what,:,services thgt!',woulcl...:lite;.,.,.,..rtrith:..an,.,increaSingltr,:diverse market, an abiliti to targei customers who are most likely to snbp in a specifiC store, as well as pasi customers, is

2iii.i.iBuiid iSftduCii#rafio*nips *itl "urto*".. usins,,rcit lonshin *8tdhntouda:..'.. . ...., ' '. u....n*n*u..n'mssovour$toe..iscarean0.easy;

4 Create a comforuble enviionment to shop in. Pro; tidei.a..fest..areu'.*,*

ii.'.i.............'.......l.. ..........iiiiii,......

5 Customer enteitainment is another key strategy. illithr:,:So,,rman'{i:r:Shop'pingr:,opdons" :th0::cir,stomers are fnblinred rto,ii,gd..ilwhereiii,thei'r afe::::moS,t,,,,e,n;teitained, Ifieginetion...is,...the...o.$l'y....limifin$....facfor..:heie,::::':Speeial elenf$r.::ConteBt$,i..i,er,gAtiv€....dgcofr,,.fiusic,,,,,merchandiSing, {ffi,,,bevgpge,:::demonSftation- -d,,rlighting,arp:::elements:.:thfltr: :rueab,rfi,,,entenaining:.:ifuppin$:enniionmenti.....snom*9.,,**,.tt"..,,,,:,.................

6 fay par,ticular,,attention to horv you can build value ft r,ou ,,,s0rviee,,,r,,,! k fot,,p.iMuc ts,:that rqqu iie sOrvice,, M4|gg..lshOpphg ea$ior,i':f ter,,,more,oonVenient, and fiof:.e:::lresslelfr,e'e:::with innovativ€ applieations,::of seiJ vicei.....The.,enn$ati$i.here iS,r,on:!innoVation:,,,,,Some retail: €rs::i:pquatg:::rimp.fov€di::,servic€::::wi0r moier:,s"les help anO morb payroll. '

7 Satisfy,the,coniumer's demand'for information about pioducts, pricing, tocation, availabitity and service. informatibn can be imparted by me0ia advertising, perConal communication: oi point-of-purchase matdalsil.,.;,Si94s,.depioting iifeature;:!:Uenefi trrrrend r price ihformation do thebeSf. r

8 ,fooi ai tue iociat Jnvironm'bnt created by :your slore, Social interaction is an impo t reason people goshopping.'.''.''.'.'.

9::: :Be frienuty to bniior-en, Parents'buy more:when'

I 0.:.:.: .fie.:ao;gatiiiio?.:ift istoi6,,,enVin nment,,,should bc carefuity engineered, using a "five sense" approach. Therrrpht$ical *iionment of..lhe store::iis the,only place

a.:.!cu,Stomef.r.rcen be ent!ggd,,,:to bty;,,,,u$in$.'..a11...$en.ses.;:':. ,sigh [, sound,,iit0ud_h, ASte,,aux,,sm0ni. The:: $,ho ng'.CInv,i r.l ionmeilt,presents great,,,[otentiat...for.. Uiff ordnfiating' a Ctore,f,rom!::the, CO.mpetition',andcr.6ating:::theriC0trnBgtitive!:: advantage.'

tt Find ways of identifying ualuabte'Customers,,as weU as::r:fhose,,,,*hO,,,,COSt,,,yOurrrmOngJ:::::r:,:Ilve:::heafd:::Sbnte: reaineis make,r:rfllerc6. e'ng,'They,,,,ca$ltr:r$Fd,r:cnongh,::i to make a difference." I suspgct those, ng this com. ment.are a long.'.way.,,,f.iom..!'tne,..UenCheC;.:,.,There's'no' doubt tha[ pio'fitability:i,idan:] be.enhanaecrr::wilh good:, information. ttre challeng* is obtaining,the ri]gbt infor-, mation..'an0 *len ..fiaking dee,is,iffi$.:.tha[:lleftance goSd,: wilt anO at the same time reduce tosro,,......, l'' -

12 toentiry and make " iiSt,"r:;air rhose things that cause aggravurto; 19 your cus6mers; and See if they can .be eliqlinated.'at.mini ,codt.or..r.!f'.&isiguifi ..oosl.'xs..,l involved - will it juatift a higher margin. ' ' '

t3 Private:,label ,proually provides,a 3il67o mrgin ,adVantage, r,EStablishind:,$e Store: as:,the,@pd:name carr, be a viable strategy;: :tn this buyets' m4rkeq,.piivate label::ismucE::,more::availabfeffm.manufae,,than.it'': was a decade ago.

14, : Feople titce sometning unique and different,,,,Look f6i., .ways to, eustorti2e,,,ptoiluCts,,,,and.,.m*C.,.,!our cusl,.,

.15...,..b iiiag.,.,piodncts.ith[i'.'arC.'.tm..n ,'fod..,the...mds.... merC.hant,. and,,,mus{,,be soltl,,,b,i, Skined,'.'salespeople Can creatC an advanuge. ,, ,;; ,

t 6 Trade agreements and manufacturing growth in other countries'are presenting ne* buying opeortuni-ties. hnpofts can;,;be,,,:usd,,,,to add value and prNiOellluni(Ue.... prodiCts., Foreign,,,sourcingr.iS rvithin::r.ea .:ofral lostrd!::: retailers. "' '

17 People nke to get a UatCain,anO tney fike to Ur4g aboui it. A,world without sal,es is not in the near funne, andr:rit :ieatly,,doesnirt,r:repfeSent::r,a:r.rrCASonhbla'::::goal::,, Markdowns and sales,arc a ngqgqsqy and dcsirable part of any,meidhandisinC phn. They, impibve turnover, Create eicitemenL attl4qt new custoners and add,,to:Cus. tomer Satisfaction; : :

,,,,- G-aryAi WtWltt, pre$i it, G A. WljElrt,;,.trnc.

LUED laminated beams have lfprovided good nr,argins for renilers since they were inroduced as the first engineered lumber products over 40 years ago. Now, a new generation of retailers is generating big-ticket, profitable sales volume in laninated headers, ridge beams and floor beams.

Although laminated veneer lumber (LVL) and I-joists have received a lot of recognition, structural glued laminated timber (glulam) still fills an important niche where longer spans and extra srength are needed.

Glued laminated timbrs are often

Glulams earn good margins

stiffness of glued laminated beams can carry the load of these add-ons. Stripling Blake frequently provides builders with 26 ft. glued Iaminated beams which are capable of support: ing this type of addition without posts or columns in the garage.

"Glulams are a familiar product to our pro customers and they continue to gain market share with builders as well as remodeling contractors," Strickland says.

The company also sells a gmd volume of glulams through its truss plant. "Most of the laminated products are used for headers, ridge beams, floor and roof beams," he notes.

REIAILERS find pro ortomen like glulams. specified for basement beams, roof ridge beams for cathedral ceilings and garage dmr headen. Another popular application uses clear-span glued laminated beams to support second floor or over-the-garage room additions.

Many retailers promote glued laminated beams and other engineered wood components with product seminars at their yards. These events can double as Contractor Appreciation Days with exhibit booths manned by supplien. Retailers who cater to pro customers report builders attending engineered wood seminars often become consistent customers. They also find customer education helps to reduce claims and complaints.

Austin, Tx., is a "hot" market for glu-

David Scurlock, Calcasieu Lumber, Austin, says his customers find laminated beams especially well suited to extra long roof and floor systems that can't be spanned with conventional trusses.

"We find architects specify a lot of glued laminated beams. They're a good product for us because of their versatility in a wide range of applications," he adds.

he says. "Builders like their versatility for a wide range of ap'plicati@s."

Scurlock notes contractor customers are using glued laninated beams for open space design homes which require long-span rmf supputs without int€rmediate colrrmns. Whib conventional trusses are impractical for many complex rmf shapaf $ued laminated beams can be specffied to extend the roof load to the outside walls, he adds.

Calcasieu prc cusSome$ also consider the built-in cember of glued laminated headers and floor beams m

Story at a Glance

Calcasieu Lumber believes a lot of contractors like glued laminated beams because they are delivered to the construction project ready to install. They consider them cost effrcient because they eliminate the need for fastening flitch plate headers or laminated veneer lumber beams together at the job sire.

How retailers earn high margins on glulam products ... marketing taps.

lam beams. Don Stickland, Stripling Blake Lumber, Austin, reports many of the glued laninated beams sold by his company are for "bonus" rooms over two-car garages. These rooms can be used as dens, home offices, storage areas or bedrooms. Strickland explains the inherent strength and

Contractor customers choose glulans for many applications because they

are produced in exact widths for specific end uses, Scurlock points out. For example, a 3-ll8" laninated bearr marches up with the width of a 2x4 while a 5-lE" glulam matches a 2x6.

"We inventory several types of stock glued laminated beams in different sizes and lengths, up to 26 ft.,"

advantage because the beams level out when they crry floa lods, thus avoiding the problems of sagging or deflection which sometimes occur with l-joists and laminated veneer lumber.

Engineered wood creates an opportunity for special retailer services, since many builders need estimating and engineering assistance for these wood products. To help contractor customers and enourage use of glulams, Calcasieu offers engineering and estimating assistance.

For more inlormation contact thc American Institutc of Timber Constttrction, 7012 S. Revere Partway, Suite l4), Englewood, Co. 80112, (303) 792-9559, FAX 202-792-0669 - Editor.

GLULATS arc baded lor ddiyery lo pb sile.

l.P PRODUCIS ARE EUERYWHERE.

Evetlf vgu're {eady-qne-of our many satisfied cuqtomgrs, you may not realize just how complete our product line is. Our innovative, affordable prqdugts_ are at work and out-perfor-ming their c6mpetitors all-through the house, all through the indusfy, and all over the world. And that's the big picture.

INNER€EAL'PRODUCTS

WeVe combined specially engineered wood icrms with our revolutionary binder to create the best performing, rnost comdete family of oriented strand boad panels available.

1. tap Siding - Stands up to the worst weather conditions wifrout splitting, oacking, or warping, and can be top nailed for added beauty. Primed, cedar embossed overlaid or smooth surtace.

2 Fanel Sldhg - lb exceptional structural properties add shear strength and rigidity to exterior walls. Primed and cedEr grain e-mhissed, standard 4 x 8 foot panels.

3 T&G Flooring - A sanded single layer floor panel that has eamed he APA6 Sturd-l-Floor@ performance rated approval.

4. Sheathlng - The workhorse of the @nstruction industry, it's available in APA rated sheathing or Struc-1g Thicknesses ranging trom 3/8 through 3|/4 inch.

5. Concrete Form - Touoh overlairl surface govirJes a unilorm finish-pour after pour. The surface is treated with a soecial releasino agent and he edges are sealeid for grealerdimensional stability.

6. Exlerior Trlm and Sofllt Fanels - Combines all the benefits of Inner-Seal panels with a smooth overlaiJ and primed surface. ldeal for tascia. rake boad, comer, band board, and soffil.

7. Ljoists - Stronger and more stable tfran @nventional lumber joists tor stitfer, straiqhter ttoors and ceilings. Inner-Seal lJoisb ardenqineerecl with Inner-Seal OSB webs and macfrine stre.ss-rated flanges. GNI- Joists feature OSB webs and laminated veneer lumber flanges.

OTHER L.P PRODUCTS

You can depend on the rest of Louisiana-Pacilic's products to perform both inside and outside. No matter what your buibing needs, we'll meet them. And, in many cases, exceed ttrem.

1 Redtnood - Featurino affordable Desert DrW grades. Boards, dimensJons, posts, timbers, fdscia and sidings are available, air and kilndried.

2 hessure-treated Wood - Lonolastino Wolmanized and Outdoor Wood(are av-ailaHe in Westem and Southem species for deckinq. fencing, landscaping timber, and other projeds.

3 Consffirction Lumber - Westem and Southem sottwood s@ies include studs, boards, dimension, posb, timbec, cut stock, and industrial grades of lumber.

4. LVL- Laminated veneer lumber oJt-tcsize, for use as beams, headers, fuss cfiords, and girders.

5. Wndovvs - A complete line of attractive and energy-efficient residential wood and aluminum windows available in doublehung, casement, awning, bay and boiv, and specialty designs lor new construction and remodeling.

6. Doors - Solid pine panel enfance and passage doors, as well as wood and aluminum sliJing and swinging patio doors.

7. Malhryort- Natrral orprimed, o.rt-to-size MDF mouldings and jambs for interior use are light in color and exceptionally srpoth.

8. Softwood Plyloods - APAgnde rnarked and performance rated interior, exterioc and sanded sheathirE, textured silings, underlaymenb, Sturd*Floor, and concrete form panels.

9. FiberBond-" FlberGypsum FanelStronger and more duraHe than conventional drywall. Solirl composition ol cellulose fiber blended throughout wih gypsum ore. Excellent nail and screw holding power, thermal and sound insulation. One muhi-purpose panel works for almost all applications.

1O l,laturc Guad* Recycled Fiber lnsuhtlonEnvironmentally sound, high R value, reduces air infilfaton. fire rated.

11. Industrial Fartlcleboards - For sheMng, countertops, tables, kitchen catineb, and oher fumiture manufacturers, L-P offers industrial grades of paticleboad face and edgefilled, coated, and grain yinted in qlFtosize sheets.

12 liledium lbnsity Flbedoald - Thicknesses range from 3/8 to 1-1l4 inch, and four, fMe and eight foot widths are available. Panels can also be cut-tosize.

1e Honicunural - Bagged and bulk shipments of pinebark nugqeb, mulcfi, composted peat, top soil, potting soil, and treated timbers for resirJential and commercial landscape projecls.

br more information on any Louisiana-Pacific product, write or call us at:

Vernon Massey

Louisiana-Pacif ic 100 Interstate 45N

Conroe, Texas 2301 ('lo9)7sG(Fll

Foxworth-Galbraith bts a new professional division operation in Ft. Worth, Tx. Fox Lumber, Altus, Ok., will build a new yard Ridout Lumber, Searcy, Ar., plans a contractor sales outlet in Fayetteville...

Roy T Hoke Lwnber, Stillwater, Ok., is building a warehouse and office addilion Alatno Lumber, San Antonio, Tk., plans to remerchandise and remo&l all stores to the Do-il Cmter format arxl computerizeduring 1995...

Lowe's added stores in Christiansburg, Va., Panama City and Ocala, Fl., a superstore in Chesapeake, Va, and prepared to convert another Chesapeake, Va", location to The Contractor Yard format in early 1995 construction will begin soon on Lowe's four& distribution cent€tr, a I million sq. ft. facility on 150 acres near Statesville, N.C., due to to be inoperation by early 199,6

Scotty's signed a 20 year lease for a Lakelanq Fl., location double the size of its present store and began preparations for the relocation ... House-Hasson Hardware Co. added 100,000 sq. ft. to its Knoxville, Tn., warehouse

Shqard ltrnber Do-it Express, the first of anHW|4,00G6,000 sq. ft. lumber/hardware store prototype, opened in Mount Pleasant, Tn. Cape Coral Hardware Doit Express is due to open in Cape Coral, Fl., in Feb. or March ...

Commercial Lumber Sa/es is relocating a recently acquired Grayling, Mi., teating plant to its North Little Rock, Ar., location ... work continues onAnthony Forcst Products Co.b new engineered wood laminating plant in Washington, Ga.

distribution center in Houston, Tk., will stress just-in-dme deliveries...

Anniversari w: Pacific Ittnber Co., 125th Cumberland Lumber Co., McMinnville, Tn., 50th...

Metro Wholesale Lumber Co., Dallas, Tx., purchased a reman plant in Waco, Tx., from Sagebrush Sales, Albuquerque, N.lvL, and will operate it as Metro Lumber Industries ... Forest Lumber Co., Meridian, Ms., opened a branch office in Newton" Ti., Marvin TVilley mgr.

Cururon Ashley Inc. subsidiary Ashley Aluminum, Dallas, Tx., opened branches in Mobile, Al., and Baton Rouge, La Roy O. Martin htmber Co.3 LeMonyen, La., OSB plant is back at full capacity after an Oct.24 hot oil fire in the heating system

G eorgi a- Pacr.lic completed the LVL press production line at its Roxboro, N.C., engineered wood plant and started single shift production in mid-Nov., anticipating I-Bean production start up by the enl of the year adding state-ofthe-art equipment at the El Dorado, Ar., sawmill, part of a $250 million modernization package including Tbledo, Or., and Big Island, Va., containerboard mills, was approved by the G-P board

Mobil Chemical's Composite Products Division shut down its Tampa, Fl., Tfex (wood polymer composite) plant with production now from its Winchester, Va., plant's three production lines

Delcor Inc., t subsidiary of Golden Eagle Industies Inc., Charlotte, N.C., offered $940 million in cash for National Gypsum, Charlotte .., Earal Bricks, Inc., will spend $1.3 mllfioh b upgr,a$e

its Gleason, Tn., plant ... Fbxiblc Ptoducts Co., Marietta, Ga-, finished the first phase of a multimillion dollar expansion at InstaFoan Prducts,Inc., Joliet, Il.

CamlinaNaiL Rural Hall, N.C., purcbased equipment ftom Arrco, Thomasville, N.C., for Viking Fastener Corp., Thomasville ...

Andersen Corp. $96 a lffi of intent to purchase t Tl Intcrnat i on al C anadian subsidiary, Dashwnd Indusnics IJd. ...

Willamette Industries Inc.'s Moncure, N.C., plywood plant upgrade increased production to 134 million (318") feet annually ... Stanley Dnr Systcms will sponsu the Spanish language Mejorodo Su Hogar Qmproving Your Hore) tv series

Builders Material Co., fonesboro, Ar., had 450 dealers afiml a vinyl siding seminar ... Celoux Corp. gave the Russellvllle, Al., plant the l99S Roofing Prodncts Division Quality Award and named Atlanta, Ga., Building Products Region 1994 Region of the Year for the second consecutive year

International Paper moved decorative product corporste offices from Raleigh, N.C., to Odenton, Md. ... Lumbermen's Underwriting Alliance, Boce Raton, Fl., received tlrc A*osas Workcrs Compercation Con trission's l99a OutsCading Ferftrmance Awrd...

RealWorld Corp.'s newly formed Reseller Advisory Bmrd ond Teclmobgy Cowrcil ret dring Condex in las Vrryas, Nv. Enterp rise C omputer Syslcns, Greenville, S.,C., and Snir Parts, Etc., Inc., Liberty, S.C., rcceived Better Business Bureau of the Futffils GoldcnTorch Awuds ...

Housing starts dropped 5.2%l^ Oct. Qatest figs) to a seasonally adjusted annual rate of 1.42 million ... single famtly starts declined 7.4%; multifamily starts rp 4.8% Southern starts down 2.1% National Association of Homc Buildcrc expects about 1.43 million starts for the year, an ll% ,inerease over 1993.

Seruirrg/ou 24 9{ours A Dny/7 Doys A'ltuuK

A key contribution to the remarkable growth of Scherer Brothers Lumber Company is our increased levels of customer service. We consistently search for new programs which help us to better serve our customers.

One such program is our Pricing Information System. Working with Dataline, we developed a system add-on which allows our customers to directly access information within our corporate Dataline system. Primarily, the Pricing Information System has been used to protect our customers from volatile lumber prices. They have instant access to our Dataline system for the most up-to-date lumber prices. We also make these prices available to our customers on computer floppy diskettes which

are distributed and guaranteed for 90 day intervals.

The best part of the Pricing Information System is that it allows our customers to do business with us 24 hours aday, seven days a week. That high

level of customer service is what separates Scherer Brothers Lumber from our competitors.

While all of our customers do not currently utilize the Pricing Information System, we expect participation to grow in the future. Some time next year we plan to implement ordering capabilities which, in addition to checking price information, will also allow our customers to electronically upload orders to our Dataline system.

Dataline has been a good technology partner working cooperatively to help deliver the technology tools we require to meet our growth and profitability goals.

-Bill Clemen, Systems Manager Scherer Brothers Lumber Co.

To learn more about how a Dataline solution can help you better numage your business, call us today.

BiIl Clemen of Scherer Brothers hmber "fine tuncs" the pricing Information System for his customers.

lhe ASI Adrantage* means nnnufrdring and enginming b*rstfi p ftat go wdl @nd ilre ordinary ASI Ad\antage'" also means crroi(- - midortial building's mo* coc dciart ergineercd wood conponent seledion ptntanenndrcdfor buildingruperiorhomc. FmmASI

t Adtrarfteger|..bfrsts for silenffiouble freefloors and mofr, rAdVantager Eand for insallaion ease and hst dosein, r Adva@€ ISL and fI m&ermafi LUI for snong lreaders and beams, to t Panllam@Fsl,, wilh ib ofaversadlity forbeamsandposs.

Alpine Strudrcs is pur prown source witr nnterial r€sourc€s, people, and prodrdion crycity to nutchpurneeds phs, solid back-up wift he A.SI Adantage* Training Teaq and easy-tcuse CADvantapicr nd hamGafc9 softnart. Also, ,{SI Tecinical REreserrtatim sand rcady to give you local srpport All give pq trc pm adrrantage to make confid€ntAsl pmfud seleOions and conputer gen€rate conplde insaldion drawings and d€iails. And here's tre bonom-line.

.4.SI prodrcs arervarranteedfortre life of )our qrshmeds home. We'll ddivtr compaitirdy priced prodros wtrcre you want trem and wtren you need ftern! Cnll.... 800.672.2326

CALENDAR

l)stings are oflen submitted months in advance. Always veify datcs and locations with sponsor belorc m&ing plans to anend-

JANUARY

Hardware Wbolesalers Inc. - Jen. 6-7, winter market' Tbe Pointe Hilton-South Mountairu Phoenir, Az

Servlstar - Jan. 9-11, lrrmber market, Marriott World Center' Orlando, Fl.

Ac.e Hardware Corp. - Jan. til-13, lumber & building materials show, las Vegas, Nv.

House Hasson Hardware Co. - Jsn. 14-15, winter market, Op'ryland Hotel & Convention Center, Memphis, Tn. Cotter & Co. - Jan. lS-lt, winter lumber conference, Hyatt Regency and San Antonio Convention Center, San Antonio, Tx.

Internatlonal Houseweres Show - Jsn. lS-lt, McCormick Place Complex, Chicago, tr.

Loufslana BulHtng Matcrbl l)ealers Assodetlon - Jtn. 19-22, annual convention, Hilton, l:fayette, [:-

Carollnas-Tennessee Bullding Meterlrl Assoclatbn - Jen. 2021, annual convention, Convention Center, Charlotte, N.C.

Handy Hardware Wholesale, Inc. - Jen. 2U22, spnng muket, George R. Brown Convention Center, Houston, Tx.

Southern Pressure Treaters Assocletlon - Je,n.22'4, wintet meeting, Rie Carlton Buckhea4 A0anta Ga.

Natlonal Assoclatlon of Home Bullders - Jen. 27'311, annual convention & expo, Asuodomain Complex, Houston, Tx.

Wm. Cameron & Co. - Jan.2&30, show, San Antonio, Tx.

DIY & Home Improy€ment Show - Jen. 29-31, Olympia 2' l-ondon, England.

Natlonal Assoclatlon of Wholeselers-Dlstributors - Jen. 30Feb. 1, annual meeting, Capiol Hillon, Washington, D.C.

FEBRUARY

Lumbermen's Assoclatlon ol Teres - Feb. 2-f, board & commitee meetings, l:keway Resort Austin, Tx.

Natlonal Wood Wlndow & Door Assodadon - Feb. {{, ennual meeting, Mountain Shadows Resort Scottsdale, Az.

Kentucky Lumber & Bulldlng Meterlal Deshrs AssocledonFeb. 6-7, annual convention, Marriott Griffin Cate Resort, t exington, Ky.

Florlda Lumber & Bulldlng Materlal Deelers AssoclatlonFeb. ll-lE, ski & management seminars, Snowmass, Aspeo, Co.

Moore-Handley Inc. - Feb. l&20, market, Birmingham Civic Center, Birmingham, Al.

Natlonal Rooflng Contractors Assoclatlon - Feb. 19-22, New Orleans, La.

I)omotechnla 95 - Feb. 2l-A, intemational fair, Cologne, Germany.

Appatachlan Hardwood Manufacturers - Feb. 22'4, annual meeting, Bonaventure Resort Fort L:uderdale, Fi.

Mid-Amerlca Lumbermens Assoc{ation -Feb.2l2'A, Expo 95, Marriott Hotel, Kansas City, Mo.

Wood Mouldlng & Millwork Produc.ers Assodatlon - Feb.XL 25, annual meeting, Silverado Resor! Napa, Ca

Natlonal Assoclatlon of the Remodellng lndustry - Feb. 2]25, convention/expo, Indianapolis, [n.

Lumbermen's Associatlon of Texas is combining management training with a ski trip to Aspen, Co., Feb. 11-18.

Seminar leaders Jim Brown, labor attorney, and BiU Carson, Florida Lumber & Building Material Dealers Association executive vice president, will discuss A.D.A., family leave, labor law changes, teamwork and offer a l0 hour OSHA safety course with certification.

An excess inventory auction is scheduled Dec. 17-18 in the Amon G. Carter Building at the Will Rogers Memorial Center, Ft. Worth.

Carollnas-Tennessee Bulldlng Materlal Assoclatlon's 1995 building products buying show Jan. 20-21 at the Charlotte Convention Center, Charlotte. N.C., will follow the theme "The Goode Old Days!" Exhibits will be open 9 to 5 each day, closing between 12 and l:30.

Oklahoma Lumbermen's Assoclatlon designated Randy Smith, MidAmerica Lumber, Lawton, voting representative to tbe National Lumber and Building Material Dealers Association board.

Loulslana Bullding Materlal l)ealers Assoclatlon board of directors will be briefed by B. Harold Smick, Jr., National Lumber & Building Material Dealers Association president, during the annual convention, Jan. L9-22 at the Lafayette

SOUTHERN ASSOCIATION

Hilton, Lafayette. He will detail the NLBMDA's success in building a shong legislative network and outline the Managing for Excellence program to be initiated in January.

Smick will also keynote LBMDA's first annual awards and installation banquet. A wood dust & heated wood seminar conducted by representatives of the American Forest & Paper Association, NLBMDA, Elder Wood Preserving and LBMDA will review OSHA HazCom Standards. Exhibitors will host a luncheon during the table top presentations.

Wallace Poole, George Kellett and Steve Ashy are serving on the nominating committee.

Mld-America Lumbermens Assoclation under the direction of vice president Bill Plyler, John Plyler Home Center, Glenwood, Ar., is re-establishing the Arkansas State Committee to deal with issues and concerns that affect lstail lum-

ber dealers and suppliers on a state level. Over 40 dealers attended a meeting Oct. 13 at Commercial Lumber Sales, Nortb Little Rock, to discuss possible revisions in the Arkansas lien law.

Regional manager Truman Hall is assisting dealers in contacting legislators. Jerry Caldwell, president, Caldwell Lumber Co., Wynne, expressed the need for an annual statewide meeting with seminars, speakers and other events reflecting mutual dealer needs.

Mtssissippl Bulldlng Materlal Dealers Assoclatlon has sold all booths for the 1995 convention and building products trade show March l6-18 at Treasure Bay Resort Hotel, Biloxi.

Kentucky Lumber & Building Materlal Dealers Association is soliciting exhibitors and sponsors for the 90th annual convention Feb. 6-7 at Marriott's Griffin Gate Resort, Lexington.

Management Changes lmprove Wickes' Profit

Empowering sales people t0 make decisions and giving managers direct telephone contact with president Douglas Woods is proving healthy for Wickes LumberCo.

Faced with $50 million in losses and sliding sales, the company reorganized in early '94, cutting senior managers, giving salespeople decision-making authority and instimting the practice of having the 12 district managers report directly to Woods by telephone each Monday.

"Having too many people making decisions slowed down the organization," explains George Bajalia, chief financial officer.

By the end of the second quart€r in June, Wickes had a 1057o improvement in income with a net of $7.36 million. Revenue improved l47o to $259.2milIion.

Purchasing and outside sales also were sFeamlined. Three management and two vice president positions were eliminated in merchandising, replaced by a morning conference call between managers and the vice president of merchandising.

Concentrating on the professional customer, stores are staffed by only three people, all with constructifrr ex-

perience. Little auentim is paid to location or size since most sales are now handled by a nationwide team of 400 visiting construction sites.

Using laptop computers equipped with modems, they give the contractor the prices on the spot and arrange fm delivery within Z houn. Nearly 70% of Wickes sales are delivered.

"The builder is looking forproduct right now, even if be must pay a slight premium," Bajalia said. "He's not going to stop construction to run down to the neaest Home Depol"

The outside sales system was started two years ago with one salesperson. After the pilot program racked up a fi% increase in sales, it became company policy.

Delivering materials the way a builder wants tro receive them is emphasized o all employees. 'Builden want what they're going o use first loaded on top," Bajalia said. 'If it isn't done, they spend houn moving supplies to get to what they need."

A sateuite communications network is in the works to replace conference calls with interactive video teleconferences. The system will also be used to educate salespeople about new products.

Npw Ypents AD oNLY $60 E.+"

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

Celebrate the New Year by communicating with the trade. And at a price that can't be beat!

ITs THrs EASY:

Just send your business card and a check for $60 before December 16 to Building Products Digest, 4500 Campus Drive, Suite 48O, Newport Beach, California 92660. At this low price, your check will be your receipt.

Questions? Call David Cutler at QIa) 852-1990.

Start 1995 right by sending thanks and best wishes to customers, friends and suppliers. Happy New Year!

MEETING VEIERAN Peter Lovehnd is center of attention at his 40th National Building Material Distributors Association convenlion. Others pictured (1) Roelif Loveland, Michael Kennedv, Bill Driscoll,Tom Koch, (2) Don Barnes,'John Ramsey, Gary Hofmann. (3) Cliff Pert, Mark Jutte, Gary Donnelly, Dick Lundoren. (4) Helena Reslrepo, Tim Elbers. (5) Phil Liitl'e, Doug Fenwick. (6) Tom

Korborn, Hobie Swan, Mike McFarland. (7) lncoming pres. Gary Leonard, outgoing pres. Andy Ellis (8) Jim Hassenstab, Rick Mclaughlin, Randy Luebe, Monte Jensen, Jim Stewart. (9) Scon Klein, Julie Horning, Gene Shawaryn, Naeem Malik, Randy Wilke. (10) Peter Loveland, Jimmy Blackmon, Robin Daughon. (11) Wayne Rice, Randy Ingersoll. (12) Norris Wood, Ed Kallaher. (13) Peter

Tolk, Ron Zanchelli.

Eary Ashwell, Lloyd Leirdahl. (15) Frank Tisch. (16) Peter Loveland, Dave Bennetl, Sr. (17) Steve Omli, Allan

David

Doug

Charlie Eden. Bill Powell, Diane

Rick Montoya, Kelly Kurtz. (19) Fred Van Dyke, Bruce Horwath, Steve & Diane Wyatt. (20) Gary Smith, Mike Sims, Kevin Cummings (21)Jim Weir, Andy Ellis, Kevin Gammonley Voting to merge with the Canadian Natronal Buildino Material Distribulors Association Jan. 1, NB[,lDA adopted a new name, North American Buildino Material Distribution Association, at lhe 0c1. 1&18 meeting at the Hilton, Las Vegas, N. "lt won't be too long before we take on associates and members in Germany, France, Japan and counlries throughout the wodd," Gary Leonard said.

(1a)

Omli,

Hombak,

Omli. (18)

Monlova,

Sunbelt designs, furnishes and erects rack supported warehouse buildings and freestanding building material storage racks nationally. Products include:

. Rack supported drlve-thru warehouses and T-shed$

. l-beam cantllever racks for tumber,

SFPA

Installs

Board for 1995

G. Robin Swift III, Swift Lumber, Inc., Atmore, Al., is the 1995 chairman of the board of the Southern Forest Products Association, succeeding Mack Singleton, New South, Inc., Conway, S.C.

Others elected at the annual meeting in Savannah, Ga., Ocl 15-18, are Buford Price, Union Camp Corp., Savannah, Ga., vice-chairman, and John Hammack, Hood Industries, Inc., Waynesboro, Ms., treasurer. Karl W. Lindberg was re-elected president. Lionel J. Landry continues as secretary.

The board authorized a $100,000 contribution to the Coalition for Fair Lumber Imports to help fund legal and legislative efforts to offset the effect of subsidized softwood imports from Canada.

1995 Southern Forest Products Associalion leaders (1) Mack Singleton, Robin Swifl lll, Buford Price (standing), Lionel Landry, Karl Lindberg (seated). (2) Jeny Nonis. (3) Sandy Hardee, Dave Balling. (4) Stan Elberg. (5)Jill Overstreet. Robin Swift lll.

mlcro-lams, glulams and l-jolst englneered products. Pallet racks for sheet goods and palletlzed products. Racks for moldlngs, boards, and mlllwork.

PERS

Ben Podblelskl is the new branch mgr.

Canton Lumber Co.'s Greeneville. Tn.. dishibution center.

Tom Hlcks and Jason Colller, Kenhrcky Wholesale Building Products, L,exington, Ky.; Ron Russell, Boland-Maloney Lumber, Louisville, Ky., and Larry Ethlngton, Ethington Building Supply, Shelbyville, Ky., placed second in the Tri-State Golf Outing at Sultan's Run, Jasper, In. Bruce Humphrey, Charlie Quinn Lumber, Sturgis, Ky., and Ron Goode, Cole Lumber, Paducah, Ky., served on the tournament committ€e.

Mark & Shellle Todd, Custom Cutting Millworks Inc., Oklahoma City, Ok., became parents of a son, Collln

Nathanlel Oct. 7.

Charles "Chlp" Cofer, exec. v.p., Cofer Bros., Tucker, Ga., is offering remodeling tips on WFOX radio.

Davld Kennedy, div. mgt., T. H. Rogers Lumber Co., Edmond, Ok., will retire March 31 after 33 years. Don Kennedy, newly named asst. div. mgr., will take over April I, according to president and gen. mgr. Mlke Kennedy. Don & his wife, Bernlce, have a new daughter, born Oct. 12. Grandparents are Davld and Dee Kennedy.

Bob Holland has joined Tarheel Wood Treating Co., Morrisville, N.C., as outside sales rep.

Jlm Hodklnson, hired to assist Home Depot, Atlant4 Ga., with international expansion plans, has resigned and returned home to England.

Jlm Precht, former Ben. mgr., Weyerhaeuser, Oklahoma City, Ok., and Springdale, Ar., distribution cenlers, will manage the company's new 5.6 acre Houston, Tx., DC.

Bud Webb is managing the new McCoy's Building Supply Center, Ardmore, Ok., not Bob as report€d last month.

Greg & Judy Pennell, Pannell's l)'o-it Center, Glenpool, Ok., have a new daughter, Alysse Lynn, born Oct 10.

Jln Dunn, Mill Cr€€k Lmber & Supply, Tulsa" Ok., was elected to the Metropolitan Tulsa Chamber of Commerce boud of directon.

Dlck Derrone bas joined Pelican Building Center, Myrtle Berch, S.C. Mlchrel L. Nobbe is swceeding Tony B. Chembers as presi&nt of tbe Railway Tie Association, Gulf Sborss, Al. Mett Nelson, sales mgr.-souttcast region, Hitachi Power Tools USA- bas movcd to Atlanta, Ga., Hq., where BenJlc Hopklns is now purcbasing mgr. and Heldl Couch, sales & marketing, is flrlling the new public relations @odinator position. Doug lrndwehr is a new account exec. covering No. VaMlcheel Medlson bas joined Dickson Weatberp'roof Nail Co. as v.p. of sales. Caltlln Beker, l0-yecold daughter of Ed Baker, MacMillan Bloedel Building Materials ngr., Jacksonville, Fl., cleated an mimdlsd video which won second place in tbe Florida Shdent Media Festival.

Jeffrey T. Kates has been naned president of Hdoc, Louisville, Ky.

at

Joseph Haggerty IV is new to sales at Williams Lumber Co., Rocky Mount, N.C.

Alan Smlth is the new OSB sales mgr. for Louisiana-Pacific, Southem Div., Conroe. Tx.

A. D. (Petett Corr.ell, ceo, Georgia-Pacific, was nominated as chairman of the Atlanta Chamber of Commerce for 1998.

Donald S. Huml, Snap-on Inc., and Don A. Rlce, Texas A&M University, have joined Cameron Ashley's board of directors.

Monty Reese, formerly senior v.p.-marketing and advertising, Emst Home & Garden, Seattle, Wa., has joined Home Quarters Inc., Virginia Beach, Va., in the same position.

Charles R. Graham has been named plant mgr. at Inter-City Products Corp.'s lrwisburg, Tn., facility.

John Cox and Lynn Hyche have joined the sales team at Atlantic Trading Co., Bimdngham, Al.

Fellpe Salaverry has joined Plasti-Kote, Fort Lauderdale, Fl., as Caribbean & Latin American operations director.

Bob & Janet Armer, Southem Components, Shreveport, La., are grandparents ofSpencer Lane born to Scott & Tammy Smith Oct. 25.

Robert L. Tillman has been named chief operating officer at Lowe's, North Wilkesboro, N.C., and a director, relacing Jack C. Shewmaker, who has resigned from the board. Mlchael Rouleau is now pres. of subsidiary The Contractor Yard, Inc.

Don Smith Jr., Bowman Lumber, Lubbock, Tx., and his wife, Debbie, are parents of a baby girl, Adrlan Lynn, bom Sept. 22.

Wendell M. Cramer, W. M. Cramer Lumber Co., Hickory, N.C., is the new pres. of the National Hardwood Lumber Association; Andre G. Lemire, l,emire Lumber, Sherbrooke, Quebec, lst v.p.; Robert M. Owens, Owens Forest Products, Duluth, Mn., 2nd v.p. Directors: Bob Matson, Matson Lumber Co., Brookville, Pa.; Byron Hawklns, Webster Industries, Bangor, Wi.; Dave Redmond, Highland Hardwood Sales, Augusta, Ga.; Timothy McCagln, Coastal Lumber, Weldon, N.C.; Parnell Lewls, Anderson-Tully Co., Memphis, Tn.; Gustave Brunet, Sylvio Brunet & Fils, Fassett, Quebec, and Brent Stief, Peter Thomson & Sons Inc., Alliston. Ontario.

Bryan Jeremy Lange, store mgr., Home Depot, Woodstock, Ga., wed Holll Alana Hudglns Nov. 5, 1994.

Stqinless SteelScrews

Swaneze :=_"j"::1'fl9

fl|Y7lrlril

. Fences. stairs lr I ni No Staining! & Railings. nouse F.l rrim o o"utooo, {4 H I IVo Slrea king!

Furniture_o Boat ffi- #l . Setf-counter sinking

Repair o Piers & df h I buste or trim heads

Docks o Window Jfr El . Square drive recess

Boxes & Planters W E etiminates driver bit Lattice W fh cam-out .,,Beavel

Lengths: K W Bite" Point for quick

1" through 4" ffi +q- penetration o Self---; WffitaPPingcoarse

.fE_!QE+-) W # threads. Coated with .fff,g kffi non-stick. drv rubri-

!IE!13-{ Ygb catins film o Sorid

B-tXfi frS W nicKer/cnrome starn\p t 51i 4t less steer for supertor V Y V corrosionresistance.

For additional data and dealer intormation:

Rlck Meiser is replacing Emery ..Bud" White who resigned as senior v.p./gen. merchandise mgr. at Builders Square, San Antonio. Tx.

Wllllam P. Fanell, pres. and ceo, American Hardware Manufacfurers Association, will be the Spirit of Life honoree for City of Hope, Duarte, Ca.

David Allen Loftin, Lowe's, Hickory, N.C.. and Gloria Ellzabeth Whltener planned a Dec. t0 wedding as did George Robert Humphrles, credit mgr., Greenwood, S.C., and Ellzabeth Adea Long, and Mlchael Todd Tharpe, North Wilkesboro, N.C., and Mellssa Kay York. Other Lowe's weddings: Cory Alan Mthallk, Hendersonville, N.C., and Anlta Faye Mlller Sept. 24; Robert Mlchael Hogston, North Wilkesboro, and Kelll Sarratt Sept. 17; Chrlstlne Mlchelle Huffman, Myrtle Beach, S.C., and Chrlstopher Carson Green Sept. 10; Mark Edward Smlthey, North Wilkesboro, and Teresa GalI Shumate.

Gary Bundy, Lowe's, Rock Hill, S.C., wed Tanya Faulkenberry Oct. 15.

Janet Toryall has joined the night clean up crew at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

. Covers old, unsightly ceilings . Reduces noise

. Increases light . Moisture proofs Resists fire

. Insulates . Washable o Wont water stain, warp, sag

. Can be applied directly to sheetrock or funing strips

. Available in 12' x 12' interlocking squares for do-it-yourself installation, plus 2' x 2' ot 2'x 4' panels

NEW PR DUCTS

sentices an[ safes ai{s

in proper selection and sizing of Advantage I-Joiss, ASI beam products, solid sawn lumber and special products. The system reportedly will find the most efficient depth/width choice and list all viable beam sizes for users' "what if ' considerations.

Stainless Steel Siding Nails

The op4uality steinless steel type 304 wood siding neils re now available from Maze Nails.

Ring sbank nails made from a fme grade of stainless steel, "Slim-Jim" siding nails are said !o drive well and hold tight. Tbeir slender diameter re-

portedly reduces wood splis and their small, texured heads are inconspicusus f61 minimun visibility.

Enqineered Wood Software

fwo new software packages that automatically optimize engineered wood product orders cut from inventory to generate the least amount of waste have been designed by Alpine Structures.

The BeamCalc Structural Analysis Program assists designers and dealers

Economical Coater

An economy vacuum coater for operations that finish small substrates at line speeds up to 100 Sm is now available from Advanced Manufacturing & Developmenr

Featuring stainless steel construction, the value-priced Vacumizer 100 applies waterborne stains, primers or topcoats to substrates with consistent profiles up to 5.5" wide and 1.5" thick.

Options include a conveyor, vacuum take-away, fluid filters and fluid level control.

Screws That Bite

Sham screws with "teeth," a highlow threadform with special indentations that bite fast and hold tight in most materials, are new from Swan Secure Products.

Made of spe-

cially modified 316 stainless steel, the fasteners reportedly are

The BeamCut program allows wholesalers and dealers to plan efficient cutting of ASI products to me,et userdefined waste allowables. It also helps manage inventories, jobs and cut lists. Users control tbe poducts to be optimized and determine the cut pattern. Fully automatic optimization can be selected and results instantly compared. After the initial optimization is complete, non-scrap cut-off lengths are returned to inventory for reuse in later optimizations.

engineered to outperform conventional self-tapping, wood and particleboard screws used in marine and other severely corrosive environments.

For use in composite materials, engineered wood products and wood substitutes, the screws' extra sharp points speed screw starts during assembly. Screws tbrough l" long are fully threaded. Screws over l" long are threaded 2/3 up the shank. They are available in flat, pan and oval head styles.

Green Windows

A new energy-efficient residential glass product specially designed for warmer climates with high cooling requirements has been introduced by Libbey-Owens-Ford Co.

Featuring a light green tint that helps create a relaxing interior, EverGreen Solar Control Glass absorbs heat from the sun, resulting in reduced cooling costs. It also blocks 60Vo morc of the sun's ultraviolet and other damaging rays than clear glass, protecting carpeting and fumishings from fading.

They are available in brigbt, welllabeted l-Ib., 5-lb. and 251b. boxes, in 64 84 lOd and l6d lengths.

Back-Door Storage

A unique new line of hooks and hangers has been introduced by Hinge-It Corp.

The line includes 18 wood and brass or powder-coated tubular hooks, bars, toweUslack racks, shoe pockes and recyclers that hang on a door hinge u can be auacbed with brackets to a wall.

An endcap display is available with an installed sanple product to offer customers a hands-on oppornnity to test tbe concept.

Perfect Toppings

New quarter radius and trans.om shutter extension tops have been added to Cellwood Products' extensive product line.

Transom tops are offered in a raised panel style, while the quarter radius extension tops come in both raised panel and louver designs.

Manufactured of a tough copolymer material that reportedly won't rust, crack or peel, they are available in seven colors.

Roof Protector On Display

A new Shingle Shield floor merchandiser from Chicago Metallic illustrates the problems fungus and moss can cause on asphalt and wood roof shingles.

Engineered Wood Siding

MDO lap siding, soffit and trim offering the appearance of solid wood yet engineered for superior resistance to the elements has been introduced by Fourply, Inc.

APA-rated Eagle Classic lap siding uses 3/8" thick three-ply construction, with premium veneer grades throughout and a tough MDO ovedaid face. Its glue formulation is the same as found in Marine grade plywood.

It is said to provide year-round di-

mensional stability, easy installation, durability on the job site, painability and low naintenance.

Available in woodgrain textured or smooth surface, lap siding comes in 6", 8" or 10" widths and 8' ot 12' lengths; soffit panels in 5/16 to 1-118" standard thicknesses, 4' widtls and 8', 9', 10' or 12' lengths, and trim boards in 414 to 8/4 standard thicknesses, 4" through 12" widtls, 8' through 12' lengths, and textured one side/smooth one side.

FREE ADDITIONAL INFORMATION

on any product in this section is available bywriting 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660. Or call (7 | 4) 852-199 0 or FAX 7 | 4 -852-023 I Requests will be fonparded to the manufacfurer. Please list product(s), issue and page number:

The display stores enough product to protect several homes and includes a built-in literature holder containing product information and detailed installation instructions for a variety of roof types.

o Doatg0as Ffltr - [€rc{b alb ofup@ffiBthmBs

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Board Bender

Tbe Contracor Crade Boardbender from Stanley Tools is said to straighten deck boards fast€r and easier tban any other tool.

cessed into true, fla pieces of sone perfect for lawn edging, ornamental and dry-stack walls, aquariums, indoor and outdoor gardens. It comes in two colors, in ls-lb. packages.

Stepping Stone is said not to flake or weath€r, and its non-skid qualities make it ideal for pool decks el vnlkways. Offered in two color ranges, the flat slabs are handsplit o approximately l-ll2" thick

Designer Stone can be applied to any structurally sound surface, including wallboar4 bloch b'rick or wood.

Working equally well with or without spacers between deck bords, tbe tool is desigDed !o achieve maximun leverage quickly and safely to save, time, labor and lunber in installing decks, joists and tongue and groove plywood subflouing.

Simply hook the tool over the joist, pull the tool against the deck boar( twist the hook to lock it in place, and push the handle down to move the board into tbe desired position. One the board is in place, kneel on the handle to maintain pressure on the board, freeing both hands for easy nailing.

A "IJ" hook swivels 180" so it can be positioned on either side of the joist for woking in tight areas or for bending bords being angled for decorative desrgn.

Rocky Roads

Vengeance Creek Stone products from Quikrete provide an easy, affordable way of designing natural stone landscape walks, borders and fireplace walls.

Three types are offered to suit a variety of indoor and outdoor natural sone projects. Accent Stone is pro-

Ideal fa floor usage, including patios and steps, it reportedly requires no footen, ties or elabtrate b'racing. It is pre-split into uniform 1" thick slabo which re easily applied with sandad mortar mix. Available are boxes which provide 5 sq. ft of coverage and bulk cartons which provide 100 sq. ft ofcoverage.

Bench Saw Fence System

A fene system forbench op table saws is now available from Trojan Manufacturing.

The Rip Rite replaces tbe stock fence and provides an extensim table for making rip cuts up to 2E".

Building Materials Software

trior IBM @mputets

Designed for building materials retailers and wholesalers. this complete-system includd point of sale. order processlng, bltlng, sophlsucated pricing (markup, markdown, contracl quandty brealcs,-etc.l accounts receivable and credit, inventory control, Purchase ordcr control, sales analysls, accounts payable. general ledger.

Easy to use. complete$ ht€rateda slngle transacflon updates all relevant data. Call or wrlte:

Cedar-Look Siding

Meridian vinyl sidTng from CertainTeed Corp. combines the appearance of natural, stained wood with the quality, convenience and affordability of premium quality vinyl.

Popcorn Ceiling Repair

Two new repair products for popcorn-textured ceilings have been introduced by Bondex International.

Thick-bodied Ready-Mix Popcorn Ceiling Finish enhances the acoustical properties of ceilings and hides surface cracks and imperfections. It is applied with a ll4" or 3/8" nap paint roller and cleans up with soap and water.

Mobile Motorized Miter Box

It reportedly reproduces the rich subtleties ofclear, vertical grain cedar siding, while providing long-lasting durability, virtually no maintenance and about half the cost of premium wood siding.

For optimum weatherability and resistance to damage, the color and pattern are integral to the siding panel, not added on as a laminate. Five colors are available.

The new Sidekick 10" Compound Miter Box from Delta Intemational Machinery Com. is constructed of lightweiglit maferials and is easy to move around the construction site. Its 13-amp motor provides ample power to crosscut a nominal 2x6 or 4x4 at 90" and miter a 2x4 flat or on edge at 45". Its tilting blade bevel cuts a 2x6 at 45", or compound angle cuts a 2x4 at 45" miter and 45" bevel cutting positions. It has positive detent miter stops at 0",22-112" and 45', and positive bevel stops at 0 and 45".

Features include a large, multiposition handle, work clamp, dust bag and steel 10", 104-tooth cross cut/trim blade.

. Corlugoled Droinoge Pipe

o Culved Pipe

Slotted. Solid. or Septic-Leoch Bed Styles

Droin Pipe4" or 6"

Sold in 10 ft, lengths or rolls

Culverl Pipe8" to 24"

Comes in 20 ft. lengths

Crumpler Plastic Pipe, Inc.

Post Otfice Box 68 Roseboro, NC 28382

For thd Best Quality and Seruice Call 800.334-50^7 1 FA)( 9r0-s25-5801

Applied with a good quality latex paint brush, Popcorn Ceiling Patch is designed to repair blemishes, scratches and water-damaged areas in blownon acoustic/popcorn ceiling finishes. It also comes in a ready-mixed formula, containing aggregates that duplicate original finishes.

No matter what the design challenge for wood web or other cornposite wood products, Simpson Strong.Tie has a connector designed and engineered to meet the needs of your customer.

Working closely with the major component manufacturers, we are constantly developing new products to meet the needs of rnanufactured wood products. Often, these connectors are in stock at our local distributors for same day quick snrpment.

So if you're a manufa,cturer of composite wood products or lurnber dealer who sup- plies these building cornponents, look to Strong-Tie Connectons to make-vour Iife easier and your cristomer service gCpgrrAl.

Window lnsulator

A new kit providing a low-cost, long-term solution for drafty, singlepane windows has been introduced by Window SaverCo.

The kit fits any window with an energy+fficient inside stomr window of rigid, reusable acrylic. Tough and

lighnneight, it reportedly reduces window-related energy loss as much as 809o.

A unique magnetic mounting system is said to ensue an airtight seal that eliminates condensation and drafls, and permits insrlnt mounting or dismounting.

The Window Saver traps a 2-3' pocket of still air between itsef and the window, increasing insulating effectiveress.

For use with casements or other hrd-toreach windows, it is invisible from the outside and baely noticeabb inside. The slender frame is colorod to blend with window rims c can be painted to natch.

In-Store Window Repair

Elgar Products' complete assortment of tools, matrials and training aids for screen and glass repairs to windows and doas allows retailers !o establish in-sOre repair @nters.

Materials include scr€en and glasg

splines, alnminum ftaming natefialsr c(rner and tilt keys and clipg weatherstripping, patio and shower door pafis, garage door replacement hadware, low profile casement window handles and storm and screen gri[e.s and push brs.

Professional installation tools, miter boxes and adhesives are also available, plus pomotimal ad slickS decals, counter cards and other materials advertising stores' window, screen and door repair services.

Patio Greenhouse

The easy-to-assemble Easy-Grow SunGarden has been added to Homestyles Home Products' line of Juliana hobby greenhouses.

Consfuced of aluminum, the patio greenhouse features unbreakable polycarbonate panels. A three-piece shelf package is optional.

Quick Strip

A quick new way to weatherstrip both new and existing wood doors and hinged-windows has been designed by Resource Conservation Technology.

The RCT Cornersealing System consists of a cornergrooving tool and a series of state-of-the-art silicone rubber weatherseals. The tool features a quality router motor mounted in a ligbtweight, machined aluminum body coated with a nylon finish. It uses a spiral router bit to cut a continuous 45K groove in the corner of all sides of the door or window jamb.

5/4

The tool's nose shields the bit for safetv. Its handle design keeps thecord. out of the way and eniures the optimal pressure angle. A small-diameter, crush-resisant vacuum hose threads directly into the hollow base for efficient chip removal and an unintemrpted line of sight.

Five different sizes of thin-wall silicone rubber weatherseals are available to sed gaps from 0 to 3/8". Their friction-foot design holds the seals tightly yet allows removal for painting. The weatherseal is also ideal for sound control on interior doors.

Dean Lumber Adds Management Seminar to Traditional Open House Activities

A management seminar was added to the traditional Sometimes Annual Wood Chip Gotf Classic, ennual 5[ss1 shooting contest and bi-plane ride activities at the annual Dean Lumber Company open house in Gilmer, Tx.

"This is an event we look forward to hosting every year," said Steve Dean, president, who piloted guests on 15 flights in his bi-plane. "This year w:rs no exception. We were pleased to have visitors from several states and throughout Texas come to Gilmer to see our facilities."

Janell Gilman, Management Development Systems, Waco, Tx., pnesented "Managing Yorn Human Resources for Greater ProfiL" Paul Williams, Gilmer Lumber; Scoc Hoffinan, Hickson; David Conrad Cmrad Lumbec Scor Peebles, Peebles Lumber; Roy Deering, Fort Worth Lumber, and Mark Schwartz, Hickson, were golf winners. Scon Courell, Fry Wholesalei Sandy Bate, Temple-Inland; Pete Hermrann, Economy Auto Supply, and Ron HiXiarG Fry Wholesale, took skeet honors.

Guests oured the sawmill, wood treating planC wastewood fueled steam-electric cogeneration plant, viewed the JC40 log crane instelled last year, attended a Pioneer Log Cabin Supper hosted by Elliott Dean and cmked by Mry Jo and Linda l(ay Dean and a frsh fty drning he Sepr 2829 evenl

That's A Lot Of Pickle Jars

Fiberglass insulation is the largest seoondary maket for recycled glass containers, according to the Glass Packaging Institute. Using 718,249,000 lbs. of recycled glass in 1993, fiberglass insulation saved over 19 million cubic feet of landfill space.

Lumber Tag Specialties Go.

Please call us with your lumber tag requirements. By specializing in manufacturing tags only for the lumber industry we provide our customers with quality materials, fair prices and a customer service system that makes ordering tags a painlcsstsskl

(800)20-0984 - (713)469-3838 - FAX (713)469-4041

12330 Knigge Cemetery Rd. - Suite G - Houston,TX77429

GUESTS at the annual Dean Lumber Co. opn house in Gilmer,Tx., look time out from a busy sdredule of education, sporls actMties, plant tours and social events to pose for a pholo.

(B'rght) The Gilmer, Tx., company was founded by John Dean (cente| and b operaled today by sons Steve (dght) and Ellbtt.

Willamette Producing EWP

Early next year Willamette Industries will begin production for the first time of engineered wood products by its Southern division, Ruston, La.

The company is applying finishing touches ro a new glulam manufacturing plant in Simsboro, La., anticipating beginning production in late January. With a 1M,000 sq. ft. main building plus a shed for finished goods, the facility will produce beans np to 72 ft. long. Jim Weber is plant manager.

Willamette is also clearing a200-acre site in nearby Arcadia to construct an OSB plant, expected to start up in first quarter 19!)6. They hope to eventually add plants o produce laminated veneer lumber, I-joists and other engineered wood products in the area.

The operations will be overseen by Mike Hunsaker, previously with glulam producer Bohemia Inc., Eugene, Or., which was acquired by Willamette three years ago. He has transferred from the West's Engineered Wood Products division, Saginaw, Or., to Ruston as sales manager-engineered wood products.

READY for the 1995 aclion, Lowe's car at the Charlotte Molor Speedway, Charlotte, N.C., is surrounded by owner Junior Johnson. Robert Tillman, representing Lowe's, driver Brett Bodine and crew chief Mike Beam. Sylvania, MTD Yard Machines, Owens-Corning, Valspar Paints aid Southwesl Wood Treatment are among

ENGINEERED ENTRY: 104,000 sq. ft. glulam plant in Simsboro, La., should be operational in January, marking Willamette Industries' initial foray into engineered wood production in the South.

NEW LITERATI

The Big Finish

"Grand Finishes for Walls and Floors: Interior House Painting, Wallpapering and Wood Floor Refinishing," a 12E-p. paperback is $16.95 plus $3 shipping from The Globe Pequot Press, Box 833, Old Saybrook, Ct.06475; (800) 2434495.

The Competitive Edge "Product Selection: A Competitive Guide," advice on how retailers can gain a competitive edge going head to bead with the superstores, Sashco Sealants, 3900 E. 68th Ave., Commerce City, Co. 8O022; (800) 289-7290.

Patio Plans

The 96-p. paperback'ldeas for Great Patios & Decks" is $9.99 from Sunset, 8O Willow Rd., Menlo Park, Ca. 94025; (80o)227-7346.

RetailTrends

A l6-p. Retail Trends Special Report is available from G. A. Wright, l()99 18th St., Ste. 2090, Denver, Co. 80202; (303) 295-6222.

Trade Show ldea Kit

A 69-p. kit to help companies get more from trade shows is free fron Skyline Displays, l30l E. Cliff Rd., Burnsville, Mn. 55337; (8OO) 328-27 25.

Inside Stories

"How a House Works," a paperback behind-the-scenes trip through the stucture of a home. is $14.95 from Reader's Digest

Forestry Field Trip

"Whistlepunts & Sliverpickers: A Fun Look at Forestry," a 30-min. VHS video educating children about timbcr, milling and wood products, is $18.95 pltts shipping from I Can Do It! Prodrctions, Box 5934, Beaverton, Or. 970O6; (800) 698-3567.

ildinq Proi[ucts Bu

ClaAdvertising

EI{GINEERED WOOD PRODUCTS SALES

Expanding southern pine manufacturer looking for aggressive, self-motivated outside salesperson fa Eas Coast. Applicant should be EWP technically oriented and possess good communication skills. Required to wck with engineers, arddtects, builders, retailers, training seminars, etc. Our employees how of this ad- Write to Box 89, c/o Building Prodrrcts Diges! 4500 Campus Dr., Suite 480, Newport Beach, Ca92ffi.

LUMBER YARD MANAGER.: Northern San Francisco Bay lumber company has immediate opening for yard manager. Company was founded in 1920. Applicants must have: experience selling lumber & building materials to retail, conlractor & indusrial customers, dedication, the ability to get the most from their people and the knowledge that customer service is #1. Ercellent salary, health &profit sharing package. Send resum6 to: David Jones, Foster Lumber Yards, 3280 Sonoma, Blvd., Vallejo, Ca.94590.

Twenty-five (25) words for $2 I 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.

35'x60'x10' I I $6,588

BUSINESS FOR SALE: Custom lumber milling/pre-stain facility for sale. hime Northern California-Sacramento foothill location. Price includes 6+ acres land, buildings, equip ment and inventory. Seller financing available. $1,415,000. Bruening Associates Red Estate, (916) 5465161; FAX 9165465474.

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SALESMAN WANTED: Erpanding, well-established wholesaler of softwoods and hardwoods seeks an aggressive, selfmotivated salesman for retail/industrial accounts wirhin California and neighboring states. Must have proven track record in sales, Generous commission and benefits package available. Write to Box 88, c/o Building hoducts Digest, 4500 Campus Dr., Suite 48Q Newport Beadr, Cagzffi.

YARDMAN RADIOS Jbhola WALKIES $260 FREE

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Using the latest software technology improves profit

"IJse the latest technology" is often the answer given to the question, "How do you run a business more profitably?"

But with fast tJack technology constantly and rapidly changing, how does a retail store owner or manager keep up? "Find a technology business parmer who can s€lect and implement the best of the latest technologies for your particular business," advises Dataline Corporation's Les Goldman.

Drawing on his experience with a company that has successfully provided business computer solutions to lumber and building material retailers and wholesalers since 1971, he recommends finding product offerings that ar€ both on the leading technology edge and simple to master. This is the kind of software tools a business needs to profitably compete through the'90s, he adds.

Choosing wisely from software available, a retailer can increase mar-

gins for each sale, reduce shrinkage and materials handling for each reorn-of-goods transaction, speed up customer handling and data entry and accurately track special orders and delivery ofgoods.

State-of-the-Art Software

/:Optlmr;m prlce modellng

/ Prlor purcbase verlflcetbu

I Custom transaclton bulldlng

I Speclalorder & dellvery systems

Care should be taken to select software Oat integrates with other technology components of your business, Goldman cautions. This will ensure you can perform take-offs, $eate deck designs and more on your favorite trC progran, then electronically forward the information for reprice, recost and quoting. A systerr database that permis you to tie into

off-the-shelf desktop packages like Microsoft Excel will allow you to report business informatim gr4hically or in custom desigred reports.

Most importanL Goldman points out, an open system design also allows you to choose how others can a@ess your system. A contractr cm be granted aooess to look up an item's price and availability at any tine of day or nigbt using a FC at his hmq office or on the job site. With this kind of access, he can post an order for scheduled delivery or exemine accounts receivable information for his account. When the store opens in the morning, the order or price request can be waiting for review md processing. The same system will allow the stor€ to reorn onfirmation to the contractor via his FC.

Technology has brought many competitive advantages to business and will continue 30 cbange the way we do business in the future, Goldman reiterarcs. A retailer must continue o sbop for tecbnology that will help him rcalize improved customer service, maximum profiability and more efficient management of business.

A NATIONAL EVALUATION REPORT (NER"flt7) has been issued by the National Evaluation Service of the Council of American Building Otficials to confirm that PYRO-GUARD Fire RetadantTreated Lumber and Plywood meets requirements of the BOCA, UBC, and SBCCI model building codes.

PYRO-GUARD is the FIRSTFiTe RetardantTreated Wood with:

Third Pafi Kiln Monitoring in addition to U.L. Follow-up seruice

FRT labor and materials replacement cost wananty Code Compliance Report with evaluation of elevatd tempercturc strength testing for rcol applications

t High temperaturc strength test resulfs

t NewYork State SmokeToxicity teslrcsulfs

' NER rcWrts arc subject to re-examinatan, rcvisims and possible closing of tile.

'95 Housing Stans To Slow

Housing activity slowdown due to increased mortgage rates should continue during the first half of 1995 as mortgage rates move above9%o.

McGraw-Hill, Inc. expects the restrained economic climate of 1995 to have none of the pent-up demand from the early 1990s recession that

helped propel single family housing over the 1 million unit mark in 199394. Althougb the principal homebuying age group, 35 to 54, expanded by 10 million persons during the first half of the '90s, implying continued demographic support for the housing market" they forecast aZVo de*hnein 1995 to 980.m0 units from l.M5 mil-

lion single family units.

Construction contracts will advance 37o in 1995 ta $294 billion. "The current pattern of recovery, a surge of housing followed by a handoff to nonresidential building and public works, is certainly consistent with the traditional construction cycle," McGraw-Hill said.

Encourage customers to Decorate with Confidence!

We, your customers afull line of classic and period style mouldings. Your Southern Ornnmentalo Mouldings distributor las the largest selection of decoratioe mouldings in the South. This high quality, high profit line is perfect for pro's and D-I-Y'ers.

Mouldings: Dentil, Embossed, Cornice, Chair Rail, Baseboard, Casing (window and door)

Accessories: Pediments, Corner Blocks, Plinth Blocks, Corbels, Medallions

Species: Poplar, Red Oak, Special Order woods

/-ouzt o Fox (vuc) 6c/-Jzt I

641 Hordwick Rood . Bolton, Ontorio Conodo L7E 5R2 . Tel. (905) 857-6021 . (905) 857-3211

Obituaries

Alva Edison Tate, Jr., former chainnan of A. E. Tate Lumber Co., Inc., Richmonnd, Va., died Sept. 10, 1994, after a heart attack during a family vacation in Nags Head, N.C. He was 66.

Born in Richmond, Va, he joined his father's firm in 1949, retiring in 1992.

Thurman John Underwood, 60, yard foreman at The Lumber Shed, Oklahoma Ciry, Ok., died Sept. 21, 1994, after aheart attack.

A native of Shawnee, Ok, he had worked at Barney Stewart Lumber.

Homeownership To Boom

With lower housing costs and renewed income growth, American households are once again moving up the housing ladder !o homeownership, according to the Joint Center for Housing Studies.

Homeownership rates are aheady on the rise for most age groups, halting the downward spinl of the 1980s.

Demographic trends - including the aging of the baby boom generation and the movement of immigrant households into tle economic mainstream - should supptrt strong homebuying potential through the 190s.

"Not since the 1950s has singlefamily demand so dominated the housing market," said center director H. James Brown. '"The ingrediens are in place to lift the national homeownership rate to an all-time high by the year 2000."

Despite the recent rise in interest rates, the sudy forecasts rising income could offset higher mutgage costs.

Ad Index

Dcrn Lumber Co.

Dylc lndustries

Gcniri Systems Soft ware---.---Cover IIf

Hrsc lndostdes (Magnefic Push Bnoom)-70

Holdoo Buil&rr Sryfl y---.--......-.---73

Hoovcr Trcdcd Wod h,oduds-.-Cover III

Hoocton Wood.fh -----69

Hugh6 Wood Prodo.fr ------6t

Jordn Rcdvood Llnbcr, Lec Roy-60

King Auctio Grcq, J.P.-?f

KinS & Co" (TbcmoTilc)---51

l,rhyetlc Wood-Wortr --7J

IJB Imbcr srlcr----- ---------6t

Looidenr-Prrnbc Corp. ..----...-----3

I^umbcr Try Spcdddc-6t

Mss Sydcru Co., IDc.--Al

McEvco Lmbcr Co--37

Millwort

Mooldirys & Milworlq IDc. .-at

Omrmcdd Moo|ding ------*7J

Ormac --------*-Covcr I

PinTrosr

Professioorl Forcst hodoctr *--{t

R.sDdr[ Brothers -------------73

RcdApflicriou, Ird.

Sccondr ID Brrildfr1g Mrr.rlC! ----71

Simpcoo Stnry-fi c -----_----65

Sothem l-nnbcr Co. h.---Covcr tr

Smbclt Mrt riC HxdllE----------59

Srvn Sccurc.------61

Tns Jdsr MrcMillu..--------....,10-56

Wood llbcr Produdr.---dl

ln the building moteriols industry, it's your business to know lumber ond hordwore But, whot obout softwore?

The Gemini Softwore Solution developed exclusively for the building motericis morketploce is everything you need to keep poce in o ropidly chonging environment, Our LHSystem will leod you from point of sole to your profit ond loss stotement, And, Gemini hos built o relotionship wiih Digitol Equipment Corporotion to provide you with o cost-effective fomily of high performonce products thoi con help you monoge your business. And build it, os well, Don't you think it's time you picked up your most importont iool? Ccll us iodoy Io see how we con moke your business more profiioble When it comes to outomotion, Think Gemini... Soflwore for your Hordwore.

Our unique TrimJoist ends allow on-site trimming for a custom fit. Their hi-uh-strength construction eliminates compression blocking in most cases.

TrimJoists are easy to install. A TrimJoist tloor requires no lateral blockin_9. The open-u eb construction provides access to r''aluable underfloor space without knockouts or cLrttins.

TrimJoist

(800) 844-8281 . FAX 601-329-4510

P.O. Drawer 22%, Coltmbus, MS 39704

Eren ductuork isrt't a problc'rr. Thc uidc' nailing and gluing surface quiets tloors - e\en on longspan applications.

The standard ll.l5" deep TrinrJoist is compatible rr ith l"x ll' drrle nsional lurnbcr. Other depths are ar ailable lur crc'n application.

Put an end to r our f'loor .ioist problenrs. Call Trim.loist todar.