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Northeast

Authorized O Distributors

George McQuesten Co.

Iron Horse Park

North Billerica, MA 01862

(508) 663343s

Mid-State Lumber Co.

200 Industrial Parkway

Branchburg, NJ 08876 (201\725.49m

SOUTHEAST

Earl Raiford Lumber Co.

P.O. Box 5498

Asheville, NC 28813

(7M)'EUs67

Epperson Lumber Sales, Inc.

P.O. Box 1559 Statesville, NC2fXn (704)87y321,

Furman Lumber Co.

8960 Henkels Ln.

Annapolis Junction, MD 20701 (30D792-2234

LAKE STATES

Boehm-Madisen

N16 W221.00 Jericho Dr. Waukesha. WI 53186 (4r4)sM-ffi

Dehoit Forest Products

12707 Eckles Rd.

Plymouth Township, MI 48170

(313) 4s9-s808

Empire Wholesale

P.O. Box 249

Akron, OH t14309 (216)4U-4U5

Forest Products Group, Inc.

P.O. Box 310 Piqua, OH 45356 $13\n8-0272

UPPER MID-WEST

Canton Lumber Co.

P.O. Box 9328

Minneapolis, MN 55440-9328

(612) 425-rm

WEST

All{oast Forest Products, Inc.

P.O. Box M Chino, CA 91708

(7r4\ 627-855',1

All4oast Forest Products, Inc.

P.O. Box 9 Cloverdale, CA 95425-0009

(707) 894-4281.

Colorado Forest Industries

P.O.Box16444

Denver CO 80216

(303) 288-2600 fl WNERS of older homes may be V seeing their energy bills going through the roof, almost literally. But they can put a lid on lost heating and coolingwhich most commonly seeps through the attic - by insulating their homes.

And building material dealers properly merchandising insulation can share in the profits.

(l) Stock the types of insulation best suited for your market. Loosefill, blanket, batt, rigid form, foam and reflective foil insulation each have their own strengths and weaknesses. For example, foam insulation is easy to use and usually higher in insulating values than blown-in materials, but it is more expensive.

(2) Know the recommended Rvalues for your area. "R" (re'sistance)-values measure insulation effectiveness. The larger the R-value, the greater the effectiveness. Last year, the Department of Energy upgraded its R-value recommendations for existing structures, basing its suggestions on the type of fuel used and the area by zip code. Homes heated by gas in mild climates may need R-ll or R-19 insulation, while houses in extreme temperatures merit R-49.

(3) If you carry loose-fill insulation, offer blowing equipment for attics and walls as a rental item.

(4) Advertise dollars. Insulation installation is not as expensive as many homeowners believe. List the cost for an average attic projectabout 14 rollsin your advertising. And when publicizing energy sav-

Story at a Glane

The merits of various prcduct types, why that's important. how to merchandise, display and sell frcse prolitable produclts.

ings, ensure your claims are based on facts pertaining to your geographic area and the types of homes in your area.

(5) Educate the customer. Offer installation literature. advice and clinics to aid do-it-yourselfers and lessen apprehension.

(6) Cross-merchandise insulation with set-back thermostats, caulk, weather sealing tape, utility knives, staple guns, staples, straight edges, flashlights, step ladders, tape measures, pipe wraps, water heater blankets, gloves, dust masks, repirators and goggles. Shoppers often spend as much for equipment and accessories as they do for the insulation itself.

(7) Utilize bold, colorful, graphic displays, signage and product descriptions. Insulation is not a showy designer item that sells itself.

(8) Play up brand names. Aside from price, brand recognition is the main reason for a d-i-yer's choice of insulation. And companies such as Owens-Corning Fiberglas, CertainTeed and Manville invest heavily in national consumer advertising to continually promote vendor and product awareness.

We Can Win In November

The upcoming election is going to have an immense impact on our industry. lt is important that we start educating ourselves, our employees and the public about what could happen in our daily lives.

Ifany good has come out ofpast elections and issues directly affecting the lumber industry, it is that, for the most part, when we worked together on local issues, we were able to win.

Now comes the big test. On Nov. 6, 1990. the voters of the State of California will decide the future of our industry. Now is the time to take the experience learned from local elections and join with all elements of our industry to apply it statewide.

We must do three things:

(1) Register to votemake sure all family members and employees are registered and that they do vote!

(2) Spread the wordif we all take just one hour a week for a letter to the editor, a presentation to our employees or members of an organization to which we belong to let people know the truth about our industry and the initiatives, we can win this election.

(3) Support the Californians for New

Forestry Initiative: Prop 138we need donations, we need speakers and we need endorsements. Those of us in Northern California who have been working with this group for nearly two months can not begin to tell the tremendous job they have done with the timber communities. Hired by our industry, they are at our service. They are professionals, so let's use theml

Claudia Jennings

Redwood Forest Products

216 W. Perkins, Suite 204

Ukiah, Ca. 95482

Does An Owl Outrank Peopb?

Urging the government to consider the impact of spotted owl protection rulings on the lives of people in the Northwest, American Forest Resource Alliance researchers predicted widespread damage and suffering in the region.

They say implementing the Jack Ward Thomas plan would inflict:

. total job losses of 102,757 during 1991-2000

. annual income loss of $2.6 billion

. restriction of secondary manufacturing and wood processing o increased unemployment in an area already suffering joblessness rates greater than 100/c o increased family violence, drug use, drunkeness and suicide caused by the disruption of people's lives

The study headed by Dr. John Beuter, a forest economics consultant, considered the economic and social impacts. Announcement of the final plan was pending as this issue went to press.

Environmental Tv Interaction

What is said to be the first environmental television program linked to its viewers via computer, Network Earth, made its debut on Turner Broadcasting System Aug. 12.

Available through CompuServe Information Service, it is designed to allow viewers to communicate with each other as well as with environmental experts and organizations and the show's staff. Viewers with a computer and a modem can log onto the system, read about current envi- ronmental activities, ask questions about the show, access material on environmental awareness and participate in live computer conferences, TBS says.

Labeled as participatory television, the program is designed to be user friendly to encourage viewers to get involved, according to the network spokesman. Some lumber industry computer enthusiasts have suggested that this could be a way to get the lumber industry's message to the public.