Building Products Digest - December 1989

If youre not stocking lnuisiana-l'acifi c's Desert Drv redwootl, you're missing otrl on a golden opportunity.

Irind out how easy it is to

oller your customers an attractive new building material, while you earn beautiful new profits. Call our l)esert Drv redwoocl sales office at (7OZ) 443-7511.

lr| F

lU O

suPPot r{oo -u{oo's Lootfl

Next year the Intematlonal Order of Hoo-Hoo, the lralemel oder ot the torest products Industry, wlll celabrate our 100 year annlver' eary. Planned are a centennlal conventlon in Sept€mber, precoded by a commemorative lesue of "Log & Tallyr ln May. supportere of our Industry can be represented in this special edition, to b€ dlstribuled to 7,000lorest poduc-ts professionals, Including loggers, manulacturerp, wholesalers, retallers and transportatlon flrms. All the while, you'll be supportlng the oldest lndustrlal lratemal organlzatlon In the country and our industry in general.

Corponb Sponrorthlp (0S,OOO1 A 112 page ad ln centennlal lssue, recggnlllon In preceding newsletters and'Log & Tallys,' 2 prepald registrations, hotel room tor 2 for 4 nlghts, dally prognm llstlng, banner displayed al hotel throughout convenlion.

Contrlbutlng Sponrorrhlp ($,m01 A 1/3 page ad in centennial lssue, recognition

In preceding neweletterc and "Log & Tallys,' 2 prepaid registrations, hotel room lor2lor 4 nights, daily program listing, banner displayed in meeting rooms.

Gonbnnlal Sponrorrhlp ($t,OOO1 A 1/4 page ad in centennial issue, recognition in preceding "Log & Tallys,' 2 prepaid registrations.

Indlvldual Sponrorshlp ($200) Business card size ad in centennial issue.

For the Softrn'ood lrnoducts Indr.rshy, including both commodity and specialty hrnrber (i.e. Cedar, Moulding and Millwork) aid all panel pnrducb. Crcra/s pnrvide a consistent, current, accurab report on market price, hends, issues and indusbcy-nelvs and psPlj. Every tttu*"ibo

iloYtnllt reel

IWottorn lumbcr talct

Structural is hot new item

to t2 t3 t4

Northwcr,t analydt

Timber shortages are reall

Added value productt

States encourage new market

Faslener dlfilerences

How to pick the right ones

8ecurlty - dollarc

Lighting is a best seller

Storer ln the newt

Publicity lures customers

Florlda acoret agaln

Top speakers bring crowds

New Sosth open house

Customers tour plant, play

Hardwood producers tackle envhonmental crlsls

Grassroots speaker outlines ways to overcome restrictions

Dealerc Jlnd a new approach to selllng more wood

Winterized deck building program pleases d-i-y customers

availab|e.Sing|ecopies-S3;backissues-s4.50whenavai|ab|e,p|usshipping.c||rrE0F|00iqqq !Uum?m0ns[0|0tElispUb|ishedmon|h|yat{500c{0t0t.'8h.|E0.tgd'

PUTUEIIn oavid Cutler E0lI0[ Juanita Lov;et fSE0GlfIE E0lI0[ David Koenig C0finlll,fllS E0lI0lE owight Curran, Gage McKinney, Ken Thim, Wally Lynch fm DlnECI0l Martha Emery EITFF IRIIET Ginger Johnson CllCUUTl|lt Tracy Payne

Rodnoql hr u*frnhil uUnl pngs{or that ondmr it wlth advant4es over othor rwod spcies. Nov we have improved on tho selection, soasoning, manutacturing and protective packaging of this specbs to deliver Pnmlum Xlffiy-the ellte arnng tight knot redwood sidings.

>Each phr 0t Premhrm Krffiy is individually machlne monitored t0 assure a rdsture contsnt ol fio/o or lsse.

>Osroful po-roloc{or and exacfing contml of seasoning inhibits further shrinkage as well as relleving drying stresses which can contribute to checklng and loosenlng of knots.

>Tlgffrr rbndrrdr of seleclion and grading have also elimirpted all cut-outs formerly allotrvd.

>lmprovod probcfruo ond cep assures that all the values added at the mill ars delivered to the jobsite. The end cap carrles stonage, applicatlon and flnishing instructions to enable lhose values to be pr0perly uiillzed.

A hrndromr$ srw-torturod lrngo sf avaihbb patterns inclu$ Thick Butt

Rabbeted 8evel, V-Jolnt Tongue and Groom, 1" Channel Shiphp, V-Shiphp, and trim. Virtually all patterns have undergone perforrance enhancements including among ofrrors, increaslng to sA"the @ of the rabbet on the Thick Butt Barel sidlng pattern.

Boporly flnlrhcl, Fcmlun Kmilty will prwkle attmstirre, afhrdable, longh$tng porlcrmanco. $0 ild0 uilbfro b6lPnnlum l(rffif Um krot nffi rHlpg. Tho dvlour drolco. lhtunly.

For information on avallablllty and the name of your n€arest source d supply call:

Ibil fno Promhn Knotry Hot Llno 1-80S-637-7 077 fi{t }o7-82?1Q89

EDITORIAL

Wlll new favorltes foln old favorltes?

1' HESE days when the talk turns to western I lumber, the question of supply is always prominent in the discussion. Followed in turn by supply's affect upon price and the possibility of other species substituting for western woods.

The latter point is an inriguing one. Some authorities say no way is there enough Canadian east€m white pine, American southem yellow pine or radiata pine from Chile or New Zealand to fill the gap. They claim the same holds true for Douglas fir from westem Canada.

Others arc not so sure. Their side of the argument puts forward the thought that wherever a vacuum exists in the market, some species will rush to fill it. Advocates point out that this is already happening. Case in point: The Southern Pine Marketing Council participated in the products showcase for southern yellow pine sponsored by Georgia-Pacific at its distribution yard in Anaheim, Ca. Reflecting the concem that environmen-

talist prcssure will increasingly have a negative effect upon the supply of western wood in a taditional Douglas fir market, the showcase drew architects, builders, developers and rctailers.

While an adequate supply of western woods for the U.S. market is likely for the short term, serious questions overhang the long term picture. Implicit in this is the likelihood that new and unfamiliar species may indeed flrll in, but not supplant western woods.

How the retail-wholesale-disnibution chain will react and respond to these major changes is a question likely to be around for some time to come. It isn't that the woods of the west have lost their considerable allure, it's just that there may not be enough to go around.

Just one more example of how change has become a business constant and why flexibility and the willingness to change are vital to success in today's world.

FOR INFORIIAIION CONTACT'

George Kovooros, pres.

Rick Hovooros, v.p.

Lee Ror.ulin, soles

John Douglos. soles

P.O. box 9300

Foir Ooks. (o. 95698

(9r 6) 965-r r r 9

(800) 894-5878 Tott Free

FRX 91 6-965-0854

One of the notion's lorgest wholercles of quoliry pine {r fir mouldings, firomes, jombs ond rrirn--+olid €r fingerjoint Domestic 6 lmpon#-lnduding thiry mrckloods of @drolled Fodrrdion per month.mixed trudrloods our speciolty

€I. PRSO, TI. OFFIC€

il (800) 493-0868

(9r 5) 886-574r

FBX 91 5-886-3944

Arnold Smith o Jone €oves

DAVID CUTLER publlsher

Does your yqrd hqve the'Advqnlqge?

Or does your competitor? Hundreds of lumber componies hove olreody goined the edge with Advonloge Business Systems Here's why we're #1 ond growing: lowesf cost custom progromming, on-site demonsfrotions, personolized troining ond free consultolion.

You receive: inventory control- complete trocking purchosemonuol ond outomotic, occounts poyoble, poyroll, soles onofysis2-yeor hisfory on line, light monufocturing, generol ledger - completely interfoced, point of soleretoil or controctor, mu ltiple store copobi I ity, so les rep commission reporting, document reprint up to two yeors otter the sole, job quotes ond estimoting, infinite pricing copobilities, direct shipping, ond speciol wholesole ond brokeroge options.

DeckThe Halls.,.

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

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

As our special Christmas present to you, we are offering a free "How To Build A Deck" video with every truckload of treated lumber purchased from New South, Inc. between November 15 - December 31, 1991.- We at New South,Inc. take great pride in providing you with quality professional assistance and superior servicethe building material of a strong relationship with you.

Warmest wishes for the holidays and a bright New Year from your friends at New South, Inc.

A DEALER

who wants to

attract A non-residential contractors doing commercial framing must know the lumber products they need.

A yard may have some of them in inventory but have to special order others. Either way, salespeople must be familiar with lumber products commonly in demand.

Non-residential, commercial fi'aming requires #2 2x4s from the structural light framing category. These have a higher bending strength ratio than the construction, standard or utility grades used for light framing.

MSR (machine stress-rated) is another commercial framing product. A high stnength product, it is often used in tmsses. MSR means that each piece has been fed through a testing machine that bends it to measure stiffness. The stiffness measurements determine the assigned sEength values.

The strength and stiffness values (Fb and E) are stamped on each piece of MSR lumber, making it easy to sell to customers who order by design values. A salesperson can skip checking a design table. Some MSR grade stamps also include tension quality control (Ft) measurements.

MSR can usually be substituted in high strength applications normally using #2, if the strength values are equal or better. It's a product to consider because customers like its good looks and perceive it to be worth the slightly higher cost.

Long length joists are other specialty products sometimes required by commercial contractors. Extra length is customarily available as fingerjointed lumber. Short pieces of dry lumber are glued together, cut to the desired length and graded just like regular lumber. Because many of the undesirable characteristics are cut out in the process, stresses that cause warpage are relieved. Finger-joints stay straight, especially in hot weather. When projects such as condos require longer than normal lengths or espe-

cially stable material, finger-joint is the product to recommend.

A salesperson must be able to recognize the difference between the two stamps that designate code accepted uses for finger-jointed lumber. "Studs use only" means that the lumber should be used only for wall studs where the pieces will be vertical. Pieces stamped "cert ext jnts" have been joined with a strong, watelprcof glue and are code accepted for use anywhere regular solid sawn lumber can be used.

Scaffolding is another special structural lumber. Framing grades should never be sold for this purpose. Only lumber stamped with a scaffold plank grade can be safely sold as scaffolding.

Timbers, lumber over 5" in thickness, are required by some contlactors. These can be used for large headers, ridge beams and girders. Timbers are divided into two use categories: beams and stringers, posts and timbers. Beams are usually used horizontally. Posts are usually used vertically. Both are 5x or larger.

Beams are rectangular while posts are square or within two inches of square. They both have the same grade, but beam sizes are stronger because they are graded for horizontal use. A 6x6 post could be substituted for a beam, but it would not span as far.

Westem lumber timbers may have different grade names depending upon whether Western Wood Products Association or West Coast Lumber Inspection Bureau grades are used. Since timbers are shipped green, there will be no moisture content on the grade stamp. Timbers are never available dry, not even by special order.

Because timbers season in place, they may develop seasoning checks. Grade rules take this intc account, thus the checks don't weaken the timber.

Checks are a good sign that the timber is drying. They also give the timber a

warm, rustic appearance appreciated by some builders.

If the warm, rustic look is rejected, seasoning checls and bow can be held to a minimum by using FOHC (freeof-heart-center). Seasoning checks are reduced when the piece has no heart pith. FOHC pieces can be picked out for an extra charge. When appearance is a major concem, glulam beams also are a possibility.

Decking is a companion product to timbers. It is commonly used in timber construction or whele beams are left exposed with the structural decking becoming the ceiling.

Story at a Glance

Baslc Informatlon salesmen need to sell structural lumber... products, orderlng Informatlon...grades and grade stamps...ways to get add-on sales.

Decking comes in two grades. Selected decking is for exposed use. Commercial decking can be used where appearance doesn't matter. Dimension lumber, #2 & btr 2x6s, for example, can be run to a decking pattem. This is okay for a sub floor or a truck bed, but a builder or architect will expect the high grade appearance and strength of an actual decking grade.

'Ihe grade mark on selected decking will be on the end or the back of each piece since the material is usually left exposed.

Add on sales are important to special structural lumber sales. Nails, metal connectors, plywood sidings, paneling, finishes, electrical wiring and wiring boxes can all be sold with a little jog to the conuactor's memory.

Western timber shortage: fact or fiction? ii!fr:{l#1uT""""'

11 EPRESSED markets for timber l/products have delayed the impending timber shortage resulting from environmental issues in general and the listing of the spotted owl as a thrcatened species in particular. As a result, customers of lumber and plywood mills in the Pacific Northwest are uncertain whether the predicted timber shortage is rcal or just so much sales propaganda.

The timber supply from public lands is shrinking because the land base for growing timber is being sharply reduced. The Draft and/or Final Environmental Impact Statements (EIS) prepared by the U.S. Forest Service for all Westside National Forests and BLM lands called for setting aside vast areas for the northern spotted owl. In addition, they imposed numerous other limitations on the remaining land, restricting the practice of fores0ry and the growing of [ees.

When the U.S. Fish and Wildlife Service listed the spotted owl as a threatened species in June 1990, the

Forcst Service's environmental impact statements immediately became obsolete. The listing resulted in even more timberlands being placed off limits for the growing and harvesting of timber. This year, further aggressive action by the U.S. Fish and Wildlife Service required the sening aside of additional new areas of land for the spotted owl.

These areas, equivalent to the states of Massachusens, Connecticut, Rhode Island and Delawarc, are much larger than we ever thought possible just six months ago. Additional lmpacts are occurring because of environmental litigation limiting foresnl activities in areas not involving the spotted owl.

Clearly, biologists are assuming almost total dominance in the programs of all the resource agencies. This development, as well as the complete absence of economic or sociological considerations by the government in both legislative and administrative branches, has further exacerbated the timber supply problem. It's important to realize that the Western Oregon,

Western Washington and Northern Califomia lands affected by these decisions are some of the most productive timberlands in the world.

The timber supply in the five-state area of Oregon, Washington, Idaho, Montana and California is a combination of private and public ownerships. Large industrial ownerships contribute the majority of the private timber to both the industry and to the log export markets. Public timber ownership in the Pacific Northwest is dominated by the federal government, which for over 25 years has provided morc than 50Vo of the timber harvest in Oregon and over lTVo of the timber harvest in Washington. In 1990, that harvest dropped to $Vo and l4Vo respectively. In the states of ldaho, Montana and California, the federal timber harvest ranged between 40Vo and 507o during the same period.

When we remove the volume of logs exported fiom private lands from this data, we find that Oregon mills have obtained approximately ffiVo of

CLOSURE SUMI.TARY

their timber from federal lands; Washington, over 30Vo. In ldaho, Montana and California log exports are at a minimum and the timber dependency equals 40-50Vo,which is the percent of federal timber actually harvested. In the five-state area, the mills have had a 48Vo dependency on federal timber in normal times. In the depressed year of 1990, this dropped 39Vo, the lowest in 25 years with the exception of the recession of 1982.

The decline of volume under contract on federal lands has accelerated in l99l and will continue into 1992 because of the continued decline in timber offerings. Moreover, not only do we have a decline in volume of timber under contract, we also have a major decline in the harvest, which indicates an even greater supply problem in the near future.

Continued appeals and lawsuits designed to halt both existing and new timber sales are being used by opponents of timber harvest to disrupt the already limited sales program. In May 1991, the Seattle Audubon Society prevailed in the case litigated before Judge Dwyer in the District Court in Seattle. As a result, the Westside National Forcsts in Oregon and Washington and the four Northern California

PRODUCTION

National Forests had their fiscal year l99l and fiscal year 1992 timber sale programs destroyed. They will offer only l0-20%o of the planned timber sale programs for l99l and 1992.

Whereas nine months ago, we estimated a 75Vo pertormance level of the congressionally authorized timber sale progmm for all of Region 6 (Oregon and Washington), we now estimate a performance level below 40Vo for l99l and 1992. This constitutes a further disaster for mills and their surrounding communities.

The West's privately owned timber can compensate very little, if at all, to offset this reduced federal timber supply. Private timberlands are being placed under new environmental pressures that may, in the long run, significantly rcduce their productive capabilities.

This year and next year are clearly "crunch time" for our industry in the Pacific Northwest. Because poor markets have curtailed log usage at the mills, the timber inventories have been maintained at higher levels than would have been the case in a normal market. There is, however, nothing on the horizon to break the final freefall of the federal timber volume available to western mills. Harvest levels have

continued to exceed the volume offered for sale. Consequently, we foresee more curtailments and closures of mills depending on federal timber in the immediate future.

Story at a Glance Overvlew of tlmber supply

In the Paclfic Northwest

...why envlronmental challenges are shrlnklng Inventorles, harvest and sales

...more mlll closures... no way to flll the vold at present

The forest products industry and timber dependent communities in the West are bearing the brunt of the unwise and unconbolled decisions being made by Congress and the government bureaucracy.

Currently, the forest products industry in the Pacific Northwest is going through the most traumatic period

(Please turn to page 38)

SOFTWOOD LUMBER AND STRUCTURAI, PANET (PLYWOOD, OSB, ETC. }

Dwindling rlesources encourage value-?dded wood products

LlEW PRODUCT opportunities are I lpossible for wholesalers and rctailers as several western states take a promising look at promoting their secondary wood products industries.

In Washington State, a year-old Forest Products Program is growing rapidly. Orcgon rccently passed legislation to assist its producers. Private pursuits in Montana and ldaho ane exploring possibilities for similar efforts.

Secondary wood products arc manufactured from primary wood products. Examples include composite wood products, veneered mouldings, wooden outdoor furniture, specialty products and custom manufactured items.

At least two factors have prompted the emphasis. One is a broadening consumer market for such items as doit-yourself projects and ready-to-assemble furniture. But more important is the rapidly changing western timber rcsource base. This is prompting state governments to diversify their economies by encouraging more valueadded products. Policymakers note that their efforts are intended to supplement, rather than supplant, western lumber products.

The $90 billion a year d-i-y indusnry is drawing attention from western producers wishing to either expand current production or develop new products.

Lumber retailers have already seen an influx of products including modular shelving, storage systems and paneling as well as wider material and design selections in kitchen and bath cabinets. A host of outdoor products such as deck kits, planters, benches, pattemed fences, playground sets, and treated millwork items including balusters, handrails and even post caps are available.

Outside of consumer Eends. environmental concerns are reviving old favorites. Wood berry baskets and ex-

By Pele Kent Special Prcjects Manager Wood Products Information Center Portland. Or.

celsior packing materials arc again on the risc.

In addition, trim ends and other traditional "hog" material, once viewed as waste, are now being sorted for fingerjoint stock, toy parts, and other components. These so called "wastestream" products could carry through to the retailer. For example, retailers could have custom packages of clear short lengths, which are highly sought after for small projects, packaged in shrinkwrap.

Retailers also are seeing the results of fingerjointing technologies that have improved to provide almost invisible joints. Fingerjointed pine door jamb and door/window assemblies provide a clear, smooth paintable surface without incurring the usually higher cost of using all clear lumber materials.

Story at a Glance

How retallerE can uac secondary wood producb to advantags...deck klts, treated mlllwork, modular shelvIng flll d-l-y needs... flngerlolnt stock can cut prlces ...lnnovatlve merchandlsIng posslbllltles.

Improved veneered slicing technologies have helped boost such products as oak wrapped mouldings with a fingerjointed pine core. Door stiles and rails may also be a solid core of a less expensive material covered with a fine grained veneer. Such combinations provide a natural wood appearance at a reasonable cost.

The product influx includes structural components. For example, westem prcducers of glued laminated tim-

bers, or glulams, are providing more standard sizes to satisfy the demands for door and window header stock.

Specialty wholesalers may find increasing domestic and international opportunities in supply materials for glulam fabricators, or in supplying the glulams themselves.

Wood composites, end and edge glued panels, and face laminated products are increasingly being used for non-structural items, such as fumiture components and flinished floor material. One westem window producer is using wood composites for the hidden components, relying on vertical gxain material for the exposed portions. In doing so, he can offer an atEactive yet affordable product.

Another trend and area of emphasis is the specialty manufacturer. Even now, retailers and wholesalers can arrange to have specialty products designed and produced exclusively for their operations. Current examples in the marketplace include designer outdoor furniture, storage modules, ready-to-assemble workbenches, stackable sawhorses and complete packaged deck kits.

Other opportunities may develop to rcstructure the industry. For instance, recent Oregon legislation provides incentives for forming manufacturing networks. Such networks, which originated in ltaly, could work like this: a hardware supplier, lumber manufacturer, and computer-aided design firm pool their products to deliver a complete retail package such as an in-store computer-designed fence and deck system. Once designed, the take-off sheet is automatically figured, lumber components custom cut, with hardware and fasteners provided to specification.

Retailers and wholesalers can further their own opportunities by providing insight to manufacturers on consumer fiends, current wants and needs.

The right nail for the iob

IJOW can a dealer eliminate having I lcomplaints from irate customers concemed over ugly stains that have developed on siding, decking, fencing and garden structures exposed to the elements?

Story at a Glance

Stalnless steel, hot-dlpped galvanlzed or alumlnum nalls avoid stalnlng on wood erposed to elements ...threaded shank, small head recommended...slze depends on thlckness of materlals.

WoodSidingNails

Structural Nails

Unless stainless steel, aluminum or top quality hordipped galvanized nails and screws are used, customers will probably have problems. The natural extractives in redwood and cedar and the CCA or ACA chemicals in pressure treated wood can react with metal to cause corrosion and rust stains on wood. Nails that are electro coated, mechanical plated or hot galvanized by the tumbling process have thin or uneven protective coatings, prone to rust.

Stainless steel is the most effective of the three types recommended, but it costs about four times as much. Hotdipped galvanized manufactured to ASTM A-152 standards is nearly always satisfactory. Aluminum nails are rust proof and stain proof, but because they must be made heavy enough to drive, they are not good for use on wood prone to split.

A salesperson also should recommend a slender gauge of thin shank nails with diamond blunt points. These features allow nails to be driven close to the edge of a board without having the wood split. A threaded shank (spiral or annular) also should be recommended since this type gives S0-lC['Vo greater holding power than a smooth shank nail and keeps nails from pulling loose if a board cups.

CHARTS show the variety of sizes, lengths, gauges, shank ard head diameters that can be specified br stainless steel naib.

Small heads with a checkered or diamond pattern show up less on natural finish woods because they diffract the sunlight. The pattern also helps the paint to adhere to the nail head if the finished structur€ is painted. A small head allows both face nailing and blind nailing for tongue and groove siding.

The size of nail used is determined by the thickness of the material to be fastened. On horizontal siding, the length should be long enough to penetrate l-ll2" into the studs or wood sheathing and studs combined. On vertical siding, an 8d nail for ll2" minimum thickness plywood or l" nominal thickness lumber sheathing is

adequate.

The size of nail used with pressul€ treated wood also depends on the head thickness of the material. To hold the length must allow for suffrcient penetration. For fastening decking to 2" dimension framing lumber, lOd or 12d is recommended. Decking screws, lag screws, carriage bolts and specialty connectors such as joist hangers, hinges and post anchors also should be hot-dipped or made from stainless steel for use with pressure treated lumber.

The time spent in helping the customer select the proper fasteners for his project will pay off in satisfaction for both him and the store.

Selling the latest Story at a Glance in home security

THE BAD news: Every six seconds

I a home is burglarized. Three out of four homes will be burglarized in the next 20 years. Only 5% of stolen goods arc ever recovercd.

The good news: Homes with security systems have 15 times fewer burglaries. And due to irrcreasing motion sensing and light activating technology, affordable security systems are becoming more commonplace in homes and on home center shelves.

expandable, since additional door/window sensors and lamp modules can be purchased.

Eversafe makes similar alarms. A portable motion-activated alarm attaches easily to any window or door with Velcro and emits a loud waming when it detects movement. They also offer light-activated timers and light-activated sockets that automatically tum lights on and off to make it look like people are home even when they're not.

Outdoor motion sensors automatically activate lights when they d€tect heat in motion within a ceftain radius. Heath Zenith, for example, makes a number of different models using pulse count technology to ensure accuracy and prevent false alarms caused by rain or blowing leaves. A photocell shut-off saves energy by deactivating the sensor in daylight.

For the indoors, the company produces motion sensing wall switches and even an entire wireless home protection system, which flashes lights and sounds a pieqcing siren if anyone tries to enter a guarded window or door. It is

Even the packages of the products help sell. Heath Zenith packages are compact enough to be easily handled by consumers; a full wireless security system comes in a box 14 inches wide by l0 inches tall. Type on the box is bold and reversed out to attract attention even in low lit display areas. And the top of the box folds back to create a point-of-purchase display with the system in full view.

Larger operating displays are also available. "Working displays give retailers a chance to demonsEate how the products operate," says Heath Zenith's Bruce Peterson. "Unfortunately, what

crlmc ratc powcrt crlmc prcvrntlon tcchnology...hot opportunltlcr In motlon tcnror! and llght actlvatcd dcvlccr...how to mcrchendlsc ncuY rccurlty lbmr.

Rlrlng

you gain can be offset by it aking uP too much shelf space. It's really got to be worrh it to demo it. The retailer must have a good rEason."

Still, enough information must be provided so the consumer can make a proper choice. "We offer eight different light conrols, so there must be a reason for the difference in price points," he says. This especially necessitates more than line art and a price in co-op advertising.

He suggests placing the low end items on the lower shelves and fte stepup products closer to eye level, deducing people will come in for the low end items anyways.

While usually displayed in the electrical or hardware area, motion sensors are ideal for end caps. Heath Zenith research shows a 607o increase in sales for products on an end caP with the price promirrcntly displayed.

Some retailers like to sandwich them around light bulbs, since the bulb is the one component not included in the security kits.

Finally, product knowledge is vital. "With 22,000 stores canying our products, we've found the most successful retailers have as much taining as possible. They hold semi nars and bring vendors into the stol€. lt's a tremendous boost to have knowledgeable salespeople," he says.

They should know how the products work, the difference in comparable products and the basic how's and where's of installation. Suggest placement at the front door, back doors, sliding glass door, windows, indoor hallways and dark spots in the yard, expens say.

Interest in this new product category is growing among consumers. So should awareness among retailers.

llOTlON SENSOR light contrcltriggers dualflood lighb when someone approaches.

Public relations help punch up marketing efforts

/F\ROWINC numbers of retailers

\Iand manufacturers are working on their relationspublic relations that is. In the marketing-intensive and competitive'90s, they've discovered PR can be a cost-effective key to increasing visibility, traffic and sales.

Public relations includes a wide variety of elements, from media coverage to promotions, sponsorship of affordable housing groups, in-store demos and other activities. Retailers are finding they can reinforce all the positive aspects of their store, sending a message to customers that they're knowledgeable, helpful and responsive.

Here are some ideas for building a PR program for your stor€ from John Shaughnessy, Mona, Meyer & McGrath & Gavin, a firm which specializes in promoting d-i-y, home products and the building industry.

Story at a Glance

Innovatlve ways to Increase company vlslblllty, tralllc and sales whlle helplng others...ways to become an expert source of Information...partlclpatlon In local events creates good wlll, posltlve lmage lor your firm.

Media cover"ge through print and broadcast stories is one of the mainsays of a PR program. One way to generate coverage of your store is to take advantage of the publicity programs and materials created by manufacturers and vendors. Check to see ifthey have news rcleases, backgrounders or feature articles that could be localized to support efforts with your media. Building a constructive two-way relationship with the specialists at these companies is another good idea. They can be helpful in providing localized

news releases, suppoft materials or pointers, plus they also often look for local retailers to quote or refer to editors for their own PR efforts.

Another good relationship with the editor of your local daily or weekly paper, or the reporter assigned to homes and home improvement is worthwhile. The key is to position yourself as an idea source for the media, providing ideas and information that their readers can use.

For example, you could suggest a story on do-it-yourself insulation and weatherizing projects. Or, ry a spring story on prepping and painting the house. You might even write the story yourself. Many papers print informative articles.

Radio presents opportunities too, since many cities have weekly radio shows that focus on do-it-yourself topics. Call the producer and suggest some ideas he and his listeners might be interested in. You might even propose a weekly guest segment featuring your store's "answer man."

Good PR can have a good conscience too. Growing numbers of retailers and manufacturers are getting involved in homeless and affordable housing projects. Scottys, Inc., is donating up to $10,000 worth of building materials to Habitat for Humanity for every $100,000 in cash register receipts collected at stores in Florida, Alabama and Georgia. This project has merited numerous stories in the press. Lowe's, 84 Lumber, Home Depot and Builders Square are other companies recently receiving newspaper recognition for making donations to charitable organizations.

Participation in these projects can carry the bonus of coverage in the local press. They will carry a feature story or photo of the project, interviewing the sponsors. This can build goodwill, showing customers that you're a good neighbor, giving back to the community.

Major manufacturets such as Stanley Tools, DAP Inc. and Loui-

siana-Pacific support affordable housing groups around the country, and there are lots of different ways for you to get involved too. Check to see if Habitat for Humanity or The Affordable Housing Coalition has projects scheduled for your area. Or, contact Paul Peterson at the Local Initiatives Support Coalition, (212) 455-9807. He can help refer you to housing groups that need help.

You can help leverage your promotions by adding some PR to the mix. Think of a way to add a charitable event or neighborhood benefit to your next promotion. For example, for the spring lawn and garden selling season you could invite local drive+ime radio personalities to compete in a riding mower road rally, with the proceeds going to a local affordable housing group. You'll create a great media event, and get plenty of advance radio promotion in the bargain.

Marketing experts say media coverage can go a long way toward building long-term credibility with your customers. In a tough retail market, including PR in your marketing mix just might be the creative solution to keep you a step ahead of the competition.

PARTICIPATING in a poject srch as this com. munity playground built by rolunteer workers with donated materials is an excellent wav br a company to receive lree publicity.

Builders Express, /nc. filed Chapter I I bankruptcy (see story p. 17)...Builders Scluare opened its first N.C. store in Raleigh, subrnitted plans for a 107,400 sq. ft. store in Coral Springs, Fl., and finished inventory reduction sales for stores being closed in Coconut Creek, Davie and North Palm Beach, Fl....

Sco/t),ls will provide $10,000 in basic building materials to Habitar J'or Hwnanir.], for every $100,000 in cash register tapes until April... Black's Lutnber Co., Corning, Ar., is adding a new storage building...

Bulldlng Products Dlgest

L)arth I"irst! defcndant Marc I)avis was scntcnced in Arizona to 6 ycars in prison fclr wrecking power Iines and ski resort property; four othcr dcfcnclants interruptcd thcir trial with guilty pleas ancl will probably gct lcsscr sentcllccs...

A new lowa law requires w'ood products to be identificd according to recognized industry standards in all advertising to allow consumers to basc buying decisions on quality rather than price alone..

Home Quarters Warehouse opened stores in Cary and Fayetteville, N.C., and proposed building an 88,000 sq. ft. unit in Florence, Ky...

Home Depot purchased a site in Boca Raton, Fl., for $3,673,654, expects to open a Lakeland, Fl., unit by Oct. '92 and its first N.C. store in Pineville (Charlotte) about a half mile from a planned 100,000 sq. ft. lnwe's by next sumrner...

Lowe's, with expansion plans for 30 large store projects, about 1.75 million sq. ft. of incremental space, in 1992, opened a relocated Burlington, N.C., unit and scheduled stores in Ashland, Ky., Seneca and Anderson. S.C.. and Lincolnton, N.C., as well as conversion of a former North Wilkesboro, N.C., store to office space...

Tahlequah Lumbe r, Tahlequah, Ok., has moved to a new location.. .Wic ke s Lumb e r, Greenville, Al., staged a "Birthday Blowout" ..,84 Lumber held a grand opening in Columbia, S.C....Mill Creek Lumber & Supply Co. purchased Robert Allen Lunber Co., Jenks, Ok,, and an adjacent building as a showroom...

Bennett Lutnber, Vinita, Ok., and Shattnon Supply, Clinton, Ar., closed. ..a Home Depot under construction in Mobile, Al., had extensive damage when a fire reportedly started from a cutting torch...

Grady Fuller Lunber Co., BY' halia, Ms., is celebrating its 27th year in business under the ownership of Grady Fuller...

Guthrie Lumber Sa/e.r has moved its wholesale operation to Austin, Tx.... C. M. Tucker acquired the former Dot'le Lunrber Co. pressure treating plant in Henderson, N.C., and is operating with site mgr. Trae McElheny; sales are being handled by the Tucker office in Pageland, S.C....

Trus Joist MucMillan a Linited Partnership, Trus Joist Corp. and MacMillan Bloede I's Engineered Wood Products Group's new joint venture, will be headquartered in Boise, Id., with l5 mfg. facilities in North America...

Harris-Tarkett held a grand opening for its new $35 million hardwood flooring plant in Johnson City, Tn....National Building Material Distributors As:;ocicttion and Habitat for Hwnanit)' Interna' tional formed a partnership to build affordable homes for the working poor...

A lrrolrosul by tlrc l./..\. l:islt & ll ihllilt' .\r,r licc to drolt more thun .l ntillion ucrcs liottt thc critical hlbitat sct asiclc firr the northcrn sllottcd owl down to 8.2 ircrcs is no\,\' opcn lilr pttblic comntcnts .

Southern Wholesale Hurdware Association celebrated its l00th anniversary by changing its name to American Wholesale Httrdware Associutirn...

National Wood Fboring Associ' tttion moved to 233 Old Meramec Station Rd., Manchester (St. Louis), Mo. 6302l...Door and Hurdwure Institute is now at 14170 Newbrook Dr., Chantilly, Ya.22022...

Residential lighting fixtures are projected to increase 9.ZVo per year through 1995.. .cabinet nnnufac' turers reporl a l0.3Vo year-to-date decrease in sales...

Housing starts for Sept. (latest figs.) were off 2.2Vo to a seasonally adjusted annual rate of 1.03 million...single family starts dropped 2.0Vo; multifamily 2.9Vo ...building permits were up 2.77o ...the South, the only region to post a gain, had a I.6Vo increase ...Martin Regalia, National Council of Community Bankers, said the drop was a temporary plateau, not the start ofa recurring recession.

Lumber Duties Update

Reacting to Canada's unilateral termination of the 1986 Softwood Lumber Memo of Understanding last month, the United States imposed bonding requirements equal to the MOU export tax on imports of lumber from that country.

U.S. importers of lumber from Alberta, Ontario, Manitoba and Saskatchewan provinces must post a bond of l1Vo.Imports from Quebec require a 6.2Vo bond. Lumber from British Columbia was exempt from import taxes because higher stumpage fees are in effect in that province, but a0%obond must be posted.

The Commerce Deparlment began a countervailing duty investigation to determine whether Canadian provinces are providing stumpage subsidies. If they are, an offsetting duty will be imposed on Canadian lumber imports with importers paying the lesser of the bond rates or the subsidy rates for the interim period.

APA Sees Shortages Spteading

Against a business climate of projected slow recovery, American Plywood Association members were warned at the group's 55th annual meeting that environmentalists are committed to shutting down the wood products indus[y everywhere.

APA chairman John Galloway, Hood Industries, Hattiesburg, Ms., said too many in the South look at current western timber supply problems and say to themselves, "too bad, but

A Coalition for Fair Lumber Imports spokesman said that the U.S. industry group was pleased with the action and that they are confident that the Commerce Department will find large subsidies still exist.

The importer of record will be responsible for paying the bond. If implemented, permanent duties may be higher or lower than the amounts of the bonds. Bonds will be returned if the investigation fails to reveal subsidies. If duties are applied only to provinces participating in the MOU, lumber from British Columbia will not be affected.

Because of the low demand for lumber, the action has had little effect so far on the market. However, there is concem over lumber purchased in Albetla and Ontario in anticipation of the Oct. 4 tax cancellation. This lumber is now subject to the l5Vo bond and a possible l5Vo duty.

rallying for a unified, gassroots effort.

APA also predicted U.S. shuctuial panel indush'y production of 26.5 billion sq. ft., 3/8" basis in 1992 up 9Vo from the 24.3 billion expected for 1991.

About 400 attended the Sept. 29Oct. I meeting at the Red LionJantzen Beach, Portland, Or.

Canada To Sustained Yield

In an effort to enhance its most important expolt, Canada has begun a long term program in eight forcsts to move to sustained yield.

Under the $88 million plan, Canada will attempt to balance planting and cutting so that a continued and permanent supply of forest products is produced from the nation's forests. Onetenth of the world's forests are in Canada.

Bullders Express Bankrupt

better them than us."

"These people don't realize that them is us and us is them," he said. He added that at the cunent 5Vo annual rate of preservationist-inspired land withdrawals, the South could lose access to half the region's public forests by the year 2000.

"We are short-sighted if we take only a corporate view or a regional view because the environmental movement has taken a long view for the entire country," said Galloway,

After looking for additional capital for several months, Builders Express, Inc., San Antonio, Tx., filed for protection under chapter I I of the U.S. Bankruptcy Code.

The company has warehouse home center stores in Longview, Tx., Clarksville; Tn., and Topeka, Ks. Company officials feel that the bankruptcy filing will give them breathing room to arrange a capital infusion.

Chairman Sean F. [,ee pointed out that despite its difficulties, the stores have been performing well. "We have a good concept that works and we still hope that an investor will see the value we have created and come forward."

CALENDAR

NOVEMBER

Nedoml llardwood Lumber Assoclstlon - Nov. 11'12' lumber predryer workshop, NHLA Blucational Bldg.' Memphis' Tn.

VlrSlnh BulHlng Mrierbl AsoclrtlonNov. ll'13, residential framing lumber estimating scminar, Richmond, Va.

BulHlry Mrierhl Merchenb ArsoclrtlonNov. l2'f3' fall confercncdshopping spree, Tenace Garden Inn, Atlanta, Ga.

Amerlcrn Forest Councll - Nov. 12'13' issues workshops, Hopcwell, Va.; Nov. 14' Greensboro, N.C.

Badmat - Nov. 12-19, international building exhibition, Porte de Versailles Exhibition Center, Paris, France.

Natlonal Wood Floorlng Assoclatlon - Nov. 13'14, wood flooring school, Tampa, Fl.

Forest Products Research Soclety - Nov. 13'15, environmental forum, Vancouver, 8.C., Canada.

Kentucky Lumber & Bullding Matertal Dealers AssoclatlonNov. 14, sales seminar, Holiday Inn, Elizabethtown, Ky.

Kltchen Cablnet Manufacturers Assoclatlon - Nov. IE 20, management conference/exposition, Holiday Inn Four Seasons, Greensboro, N.C.

Vlrgfnla Bulldlng Materlal AssocledonNov. 19, wood products knowledge seminar, Williamsburg, Va.; Nov. 20, Charlottesville, Va.

Amerlcen Forest Councll - Nov. 19, issues workshops' Clemson, S.C.; Nov. 20, Columbia, S.C'; Nov. 21, Summerville, s.c.

Amerlcan Lumber Standards Committee - Nov. 20' meeting' Atlanta, Ga.

Wallace PRO Hardware Co. - Nov. 20'21, fall market, Grand Hotel Convention Center, Pigeon Forge, Tn.

Netionrl Decorating Products Show - Nov.22'A, McCormick Place, Chicago, Il.

Butldlng Materlal Merchants Assoclation - Nov. 30' outside sales seminar, Atlanta, Ga.

DECEMBER

Lumbermen's Club of MemphisDec. 2, nominations luncheon, Racquet Club, MemPhis, Tn.

Virginia Bullding Materisl AssociationDer.2'4, retail building material management seminar, Richmond, Va.

National Hardwood Lumber AssociationDec. 9'1O forestry for non-foresters seminar, NHLA Educational Bldg.' Memphis' Tn.

Virginia Buitding Material AssociationDec. 11' building code seminar, place to be announced.

Lurnbermen's Club of MemphisDec. 14, election of officers dinner, Racquet Club, Memphis, Tn.

North American Wholesale Lumber AssociationJan. 5'10' Executive Management Institute, Mclntire School of Commerce, University of Virginia, Charlottesville' Va'

ServistarJan. 6E, market, Marriott World Center, Orlando' Fl.

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

SOUTHERN ASSOCIATION

BulHing Material Merchants Association (Georgia and Alabama) after a feasibility study by the executive committee has decided to discontinue its annual buying show.

"We feel the time for a show of this nature has come and gone," explained executive vice president Erv Goodroe. "Many members are involved in buying groups and attend at least two buying shows within their groups."

The association will stress sales and marketing seminars, continuing its educational program year round. Sales seminars are scheduled for Nov. 9 and 30. 9:30 a.m. to 3:30 p.m., at the Ameri-Suites in Duluth, Brent Taylor instructor.

A fall conference and shopping spree planned for Nov. 12-13 will offer speakers and panels for dealers while their wives shop. The Terrace Garden Inn in Buckhead is the site for programs which will begin with a noon luncheon on both days. Ceorgia Lt. Governor Pierre Howard and Georgia insurance commissioner Tim Ryles are among those scheduled to speak.

BMMA has also notified National Lumber & Building Material Dealers Association of its decision to withdraw from NLBMDA, effective Dec, 31.

Lumbermen's Association of Texas is asking members for copies of video tapes of LAT meetings, their businesses or family activities. The tapes will be used at the '92LNt Expo, April 30-May 2 in San Antonio.

Kentucky Lumber & Building Material Dealers Association is sponsoring a sales training seminar Nov. 14 at the Holiday Inn, Elizabethtown, 9 a.m. - 4 p.m.

Guy Fowler, author of Tlrc Lumber and Building Material Reference Manual, will instruct. Basic sales techniques, estimating and product knowledge will be stressed.

KLBMDA is suggesting that dealers who may have to use the Kentucky lien law in securing payment for a bill include specific information on each printout of material purchased by a customer,

They advise that the front side of the invoice carry the statement "See notice to owner and contmctor on reverse side" with the backside of the invoice carrying the following "Notice to Owner."

"Failure of this contractor to pay those

[Ersons supplying matprials or services to complete this contract can result in the filing of a Mechanic's Lien on the property which is the subject of this contract pursuant to KRS Chapter 376 et al. To avoid this result you rnay ask this contractor for lien waivers from all persons supplying material or services for the work described in this his contract. Failure to secure lien waivers may result in your paying for laboi and materials twice."

Arkarsas and Oklahoma members of Mid-America Lumbermens Association will be represented by Ben Mayo, Mayo Building Supply Inc., Bentonville, Ar., as lst v.p., and Robert Henkle, Grand Country Homeworks. Grove- 2nd v.o.

Arkansas directors for l99l-92 are: Billy Plyler, John Plyler Home Center, Glenwood; John A. Davis. Whit Davis Lumber Co., Jacksonville; James Terry, OneSource Home & Building Centers, North Little Rock; Don Thompson, Barton's of Pine Bluff, Pine Bluff.

Oklahoma directors are: Henry Bockus, Gordon White Lumber Co., Oklahoma City; Charles Dungan, Virgin Lumber Co., Inc., Chickasha; Gary Ketcham, H. E. Kercham Lumber Dealer, Muskogee; K.C. Rothschopf, Jr., The Lumber Mart, Guymon.

Thomas E. Bryant, Bryant Bros./1.{orth Arkansas Cash Lumber Co.. Batesville. Ar., is NLBMDA board representative.

Dan Parrish, The Lumber Shed. Oklahoma City, has been replaced by Mark Wofford, Wagoner Lumber, Wagoner, as Oklahoma trustee on the MLA Health Insurance Trust, Harris Kimbell. Curt Bean Lumber Co., Amity, Ar., was re-elected associate director to serve with David Bond. Cedar Creek Wholesale, Broken Anow, Ok.

The silver lining in a weak recovery was found to be low interest rates. Other findings of the survey:

The worst of the recession ended in the second quarter, although recent data revisions have raised some doubts.

. Evidence continues to accumulate that the recovery will be subdued with no fast-growth sector to boost incomes and consumer spending.

o Much of the third quarter's expected growth is attributable o the reduced level ofinventories, Sales cannot continue to be met out of stocks, and will require increased production.

. Sluggish demand means low inflationat:put 3% this year and under 4% in 1992 and 1993.

Short-time interest rates may rise a little next year as economic growth revives, but long-term rates should decline gradually in line with expectations of future inflation.

. Political turbulence in the former Soviet Union has few short-term implications for the U.S. economy beyond a possible slight incrcase in grain prices. The long-term consequences, greater export opportunities and reduced defense needs, are clearly good but totally unquantifiable at prcsent.

Louisiana Lumber & Building Material lhalers Association will hold its annual convention at the L,afayette Hilton & Towers, Jan.23-26, in t afayette.

The association also has announced the dates of July 23-26 for the annual summer conference at Orange Beach, Al.

Virginia Building Material Association has three continuing education programs scheduled this month.

Bill Darling will present a three day residential framing and lumber estimating seminar in Richmond, Nov. ll-13 at the Holiday Inn Koger Center. Instruction begins at 9 a.m. and concludes at 5 p.m. each day with an emphasis on providing skills needed to calculate framing lumber requirements for the complete shell of a house. It includes estimating and sales for new home construction as well as d-i-y projects.

Carolinas.Tennessee Building Material Association, Inc. in a recent phone survey of dealers and suppliers tbund that the reported re,covery has not appeared in most of its areas.

Business is off from last year's figures in the 30% range for most members. Profits are taking a beating because of intense competition and the inability to cut expenses quickly or low enough. It is felt that the next six months at best will be poor to moderate.

A two day speed estimating seminar will be presented by Darling Nov. 14-15 at the same location. Classes will follow a similar format with the emphasis on reducing by as much as 50% the time normally spent estimating.

A wood products knowledge seminar featuring lumber, panels and engineered wood products will be offered Nov. 19 at the Holiday Inn in Williamsburg; Nov. 20 at the English Inn in Charlottesville and

(Please turn to page 38)

Tough times don't stop Florida showgoers

FIESPITE a climate of sparsely l/anended conventions, the Florida Lumber and Building Material Dealers Association was able to attract more than 2,500 to its recent Tlst annual convention and buying show in Orlando.

Exhibitors booked 316 booths on the show floor. MacMillan Bloedel Building Materials took best of show honors. Second place went to BestBilt Windows, third to Knechtel Millwork Ltd. and honorable mentions to Andersen Windows, Peachuee Doors and Champion Forest hoducts.

Story at a Glance

Healthy turnout at Florlda associatlon's annual despite recesslon...show dates swltch back to weekend In '92...Joyner contlnues as presldent...50-year veteran Pascual honored.

Tom Joyner, Joyner Lumber Co., Lakeland, Fl., who took over as FLBMDA president in April when Larry Peeno stepped down, was inducted to serve another full year tenn.

Murray Pascual, Booker & Co. Inc., Tampa, Fl., was honored with the association's Industry Service Award, recognizing his 50 years in the industry. Alpine Engineered Products, Pompano Beach, Fl., took the Associate Member of the Year Award.

The Sept. 14-16 Main Event also included a seminat on "Developing a

Tom &yner. (9) Michael Barkley, Dave Curda, Butler, Mike Petty, Dan Hashbarger. (.|4) Pete Mike Mbore,'Davo Watts, Roh Meeks, Ray Edlin, Kevin Dennis. (15) Len Wardman. (16) , Edlin,-Kevin Qgfuis, (1!) W'ardman.

KEYNOTER (f) Larry King, Lavonna & Gary Adams. (2) Carol Joyner & incoming president Tom &yner. (3) Betty Goolsby & 1st v.p. Rbk Goolsb!. (4) Bob & Barbara Secrist. (5) Ed Dieredch. (6) Don smyttr.(7) charlie Hamden, Tom &yner, Bill McAlpine. (8)Munay Pascual,

TibDib, Roger Gray, Gary Dean. (10) Michael Roberts, Doug Stingfellow, Mike Keesee. (11) Debbie McDaniel, Jim Horton, Clark Briggs. (12) Jack Almand, Andy Fischer. (13) Dennis

Jack Gianni. (.|7) Jim Reynolds, Bill Kabella. (18) Kent Cofoid. (19) Conclusion of another successful show.

Marketing Plan for the '90s" by consultant Bill [€e, luncheon talks by author and talk show host Larry King and Football Hall of Famer Larry Csonka, board of directors meeting, technical committee meeting, truss division annual meeting, receptions,

silent auction and golf and tennis tournaments.

FLBMDA meeting planner Terry L. Jalbert said the show was excellent, "considering the times and that the (buying) show dates were on Sunday and Monday. There was a lot

of grumbling about those days. I guess people don't like to be away from the office on Monday, But the hotel did this to us. We had no control over it."

(Continued on next page)

FLBMDA Main Event (1) Robett Taylor, Steve Brown, Jefi Buckley. (2) Show logo. (3) Sherry Marlow, Bonnie Lewis. (4) Brian Mulvaney, Maft Callender, Mark Sylvain, Doug Moulton. (5) Becky Magee, C. D. Blythe, Jay Wrenn, Sam Howard. (6) Lena Thurman, Dan Waters, Bob Chamberlin, Sandna Johnson. (7) Bill Sims, Andy Schermer, Lee Norvelle, Brent Brissette,

Wayne Holmes. (8) Lee Asbum, Bill Baihy. (9) Jim Webster. (10) Ralph Steele, Ray Miller. (11) Steve Strange, Karen Dowdle. (12) Gany Cadrette, John Banaghan. (13) Billy Lynch. (14) Joe Kastelic. (15) Wayne Phillips, Joel Burk, John Nonis. (16) Jim Hurt, Mark Truenow, Jim Chaput. (17) Peter Clark, Jim McGarry, Don Fonder. (18) Scott & Jacquie Aslinger, Billy

Farmer, Janice Augherton. (19) Bob Rose. (20) Gary Whitfield. (21) Jan Kirschner, Sandy Davis. (22) Bob Geyer, Bay Beecher, Jim Proctor, Craig Smith. (23) Al Surrett, Jan Burdette. (24)Ted Rittberger. (25) David Hill. (26) Jimmy Tucker, Dave Adamson, Tony Gambino, Bob Carroll. (27) Chris Autry, David Watts, Tim Naish, Dave Wilson.

prnnru

Florida show

(Continued from previous page)

Next year's Main Event will return to traditional Fliday-Saturday show dates, with the convention Sept. 24-26 again at the Maniott World Center in Orlando.

ON THE FL00R: (1) Ron Phillips, Bill Thrower. (2) Ken Tassey. (3) Todd Harleman, John Evenson, Dave Pasolli, Balph Spickerman, Keith Bundle. (4) Bruce Palmer, Hubert Lang. (5) Travis, Angle & Alan Darnel, Don Baldwin. (6) Don Hayes, Lisa Houvardas, Ken Hutto. (7) Chris Wold, Jack Dunlap, Frank Brennan. (8) Joe Flemming, Jim Hill, David Martin. (9) Paul Vance, Tim Girardi. (10) James Callahan, Jim Gallup, Jack Peddy. (11) Bryan Dickey, Cliff Snedeker. (12) Wayne Pliss, Mike Linsley. (13) Randy Loren, Rick Wright. (14) Jim

Distefano, John Stapleton. (15) Terry Besnier, Murray Pascual. (16) Mike Timmons, Charlie Hamm. (14 Brian Glass. (18)Karen Glas. (19) Dennis Torgeson. (20) Steve Tennent. (21) Bob Cumings. (22) Burt Nightingale, Randy Frye, Randy Britt. (23) Dave Pratt. (24) Don Stephens. (25) Stephen Demos. (26) Chuck Beilein. (27) Gary Jones. (28) Gary Gurga. (29) Brian Taylor, Mike Patneaude. (30) Debbie Wilgenbusch, Larry Blass, Dean Mull.

PERS NALS

Cara Bulkley and Johnny Rodriguez are new to sales at L*e Roy Jordan Redwood Lumber Co., Houston, Tx., according to mgr. Tony Hare.

Cecil Jordan has joined Grady Fuller Lumber Co., Byhalia, Ms.

Michael Leary is now northeastern Fl. sales rep for James Hardie Building Pnrducts, Orlando, Fl.

Roy Jolly, pres., E.C. Barton & Co., Jonesboro, Ar., is recuperating from major surgery.

Rick Harris is now with Tabor City Lumber, Charlotte, N.C.

Jim Sanders has opened a new engineered wood products sales office for Boise Cascade in Atlanta, Ga.

Robert Tillman, Lowes Cos., North Wilkesboro, N.C., has been promoted to exec. v.p.-merchandising, reports pres. and ceo Leonard Herring. Robert J. Sampere is the new store mgr. at Chesapeake, Va., and Marty Aynes is mgr. in Tyler, Tx.

E.C. tChuck" Steiner is now residential roofing products mgr. for Celotex Corp.'s roofing products div., Tampa, Fl. Rich Gelatka is commercial roofing systems prcduct mgr., according to J.D. Hasselbach, div. v.p. & gen. merchandising mgr. Smith A. Funk, gen. mgr.-technical administration, has been accredited as a certified roofconsultant by the Rmf Consultants' lnstitute.

Greg Easley, Georgia-Pacific, Lubbock, Tx., has been named pres. of the Lubbock Lumbermen's Association.

Ken Morey, Morey Lumber, Fort Worth, Tx., has been elected pres. of the Fort Worth Lumbermen's Association.

Joann Gillebaard, Holland Southwest, Houston, Tx., had a 6 lb. 8 oz. child, Ahxandra Nicole, July 8, 1991.

Tom Hanover, Hanover's Cash & Carry, Pflugerville, Tx., has joined the board of directors of Pflugerville's Chamber of Commerce.

Victor L. Gaylor has joined Georgia-Pacifrc Corp., Atlanta, Ga., as gen. mgr. of containerboard recycling operations.

Ray Eggert Jr. is now gen. mgr. of Columbia Forest Products' laminated pnrducts div., Thomasville, N.C., according to prcs. Andrew J. Honzel.

Jim Burnett is the new sales mgr. for Wholesale Wood Products' engineered wood products div., Birmingham, Al., rcports pres. Chuck Harris. BJ. Jones is engineered wood products techni cian,

Don Baldwin, DBI, Kennesaw, Ga., a Frontier Cedar Siding rep, has returned from a trip to Califomia.

Harold R. Zassenhaus has been named export director for the Wood Machinery Manufacturers of America.

Rick E. Keup is now pres. and c.o.o. at Ames Lawn & Garden Tools, succeeding Richard G. Mason, who has retired, reports chairman and c.e.o, Douglas E. Cochran.

Tony R. Parks, v.p.Jand mgr., AndersonTully Co., Memphis, Tn., spoke on wetlands legislation at a recent Lumbermen's Club of Memphis luncheon.

William Morgan Flammer, Home Depot, Kennesaw, Ga., married Carol Lynne Morgan June 8, 1991.

Debra Parnell, Gretchen Heunemann, Mickey Leapley, Richard Huie and Ken Wantuch, Lowe's Cos., North Wilkesboro, N.C., recently won awards in the company's employee suggestions program.

Ed Mayberry has been promoted to mgr. of Moore's Lumber & Building Supplies, Norfolk, Va.

Bob Vanderlinden has been promoted to national training director for Bruce Hardwood Floors, Dallas, Tx., according to director of mktg. Dave Hicknra&

Russ Kimball is now handling sales for Idaho Timber Corp., Rison, Ar.

Don Nelms is the new pres. of H&P Wood Tumings, Inc., Rocky Point, N.C.

Chuck Harris, Wholesale Wood Products, Dothan, Al., and Tom Talbot, Glen Oak Lumber & Milling, Montello, Wi., were on the faculty of North American Wholesale Lumber Association's recent wood marketing seminar in Athens. Ga.

James "Jim" A. Chaffman is now store mgr. for [-owe's, Greenwood, S.C. At North Wilkesboro, N.C., hq., Dan Par. due is senior director-real estate: Stan Hostetter, director-real estate; Robin C. Watkins, replenisherJawn & garden products; Ricki Barger, advertising analyst, and Jodi Deal and Kathy Hamby, suggestion awards program winners, Seymour Wood is now in charge of VIP tours at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

(Please tunt to page 3 8)

Fine Textured/ Kiln Dried

NAVA-PINE

Premium Qualiby Lumber Half Pak PIL.

NAVA-PAK

Handi-cut/ Home Ctr. Brds. Half Pak PT.L. and PW.

Premium Mldgs. and Millwork Bundled/Unitized/

Dryruall Scpwa

Drywall scr€ws ane now available from Building Products of America Corp. in convenient, small packages for fast sales and higher profits.

NEW PR DUCTS

and selected soles oids

Shake Tough

WeatherShakers, Wolmanized pressure treated southem yellow pine taper sawn shakes with a 35 year warranty, are new from T.R. Miller Mill Co.

The 24-in. shakes are colored with a cedar.colored pigment and eventually weather to a driftwood gray. The roofing is said to provide better insulation values than cedar, asphalt or tile, morc strength than cedar, lower labor costs and less waste.

The manufacturing process reportedly provides stability, uniformity, texture and resistance to rot, decay, termites, fungi, cupping, splitting and curling.

The complete selection includes hne thread, coarse thread, laminating, trim heads, tek drill points, hex washer heads, plated screws, pan heads, etc. They come in I and 5 lb. packages.

A "Pac-A-Rac" display stand is also offered free to retailers with a minimum purchase of packaged screws.

Beam Cutter

A 12" beam cutter from hazi USA attaches in 60 seconds to any Skil, Makita, Milwaukee, Black & Decker or Craftsman 7-ll4" wormdrive or hypoid circular saw to allow 12" cutting capacity while improving accuracy.

Blg Yard Bln

Ideal for yard work and trash removal, Top Haul 90-gallon all-purpose containers from Step 2 Corp.

measure 12 cubic ft. to handle loads up to 200 lbs.

A seamless, one-piece body and a rugged handle are balanced on three easy-roll wheels for simple maneuverability. A removable, snug fitting lid is also included.

FREE READER SERVICE

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

It will cut compound angles, arches, rafter pitch cuts, miters, stairs, log cuts, notched 6xl2 panels and ripping.

Closet Llnlng Pack

Cedar closet lining from George C. Brown & Co. is now offered in newly designed Tra-Pac packaging.

ic pattern for any category, while incorporating fixture size, demographic data and product mix and movement information.

Instead of constantly rearranging planograms to fit their vision, merchandisers input their design and then watch the software do the work. Their expertise, coupled with customer demand, yields a finished planogram that is financially sound, space efficient and aesthetically pleasing to shop.

Horizontal and vertical merchandising by category and subcategory, similar to a "family tree" effect, helps create a generic pattern, usable for other planogram versions, cluster or store specific planograms.

lt consists of an inventory interface which determines how much of each product to stock and a physical blocking capability which develops the correct placement on actual shelfsets.

Handle lt With Brass

Up to 20 of the new boxes are displayed in an easily assembled rack measuring 33" wide, 13" deep and 63" high.

Preservatlve Sprayer

The new Deck Saver wood preservative applicator from Ames applies wood preservatives, sealers and light stains without messy drips or waste.

Five new handlesets manufactured of solid forged brass have been designed by Kwikset.

The Sheridan and Monarch models, of contemporary design, and the Arlington series, with'a colonial traditional motif, come in polished brass, antique brass, antique nickel and polished chrome. Colonial-style Chelsea handlesets are finished in polished brass, antique brass and antique nickel. The Mediterranean-design Athens model is available in either antique brass or antique nickel.

The handlesets, which can be matched with interior knobs or levers, contain an all steel rack and pinion mechanism, plus separate matching rose design, with a l" steel deadbolt.

&

sturdy 2 gallon poly tank fea-

removable poly flat fan-type nozzle, heavy duty poly shut-off, extra long 18" curved poly extension wand and 32" hose.

Pattern Merchandlslng

Spaceman Asno-Set from logistics Datr Systems allows merchandisers to use their expertise by creating a gener-

Two interior level styles, as well as six knob styles, are available in combinations with single-cylinder deadbolts and dummy functions.

New transparent, wrap-around packaging shows consumers the handleset style, finish and interior hardware. The back of the package features illustrated instructions for both replacement and new installations.

Long Strand Lumber

PSL 300 long strand lumber from Trus Joist MacMillan uses wafer-thin shands of wood from currently underutilized species, such as aspen, to build quality lumber for the wood window industry and the residential consfruction market.

Hollday Light Hooks

One-piece, solid brass hooks to hold holiday lights on homes or buildings without rusting or leaving ugly stains on siding are now available from Curtis lndusfies.

The long-lasting hooks make it easy to install lights by hand on most surfaces, with strong grip threads to support heavy strings oflights.

Point of purchase displays contain 42 boxes. Each 4O count box is UPC coded.

Roofing lnsulatlon Nalls

tVersatile, cost effective nails from Maze Nails are ideal for applying roofing paper, insulation board, housewraps and other roofing and insulation materials.

tAvailable in eight sizes from 3/4" to 2-112", Plastic-Hed nails feature large 15/16" head size for good bearing pressure and clipped corners to protect against cutting into roofing felt and housewraps. Deep ring shanks ensure superior holding power.

The

tures

Cedar Sauna Kltr

New easy-to-assemble cedar sauna kits from Am-Finn Sauna Co. come in over 100 sizes from 4'x 4'to l0'x l0'.

chandiser from Stanley maximizes sales in a space.

Door Systems minimum of

literature and a tamper-proof literature holder for pricing and warranty information.

Overstrlke Force

A sturdy fiberglass hammer featuring a high impact yellow polycarbonate alloy jacket for overstrike protection is new from Stanley Tools.

The pre-fabricated panel system makes it possible to install the kit in about four houn.

Features include fragrant cedar planks said to be water and rot resistant, specialized stainless steel heater that can produce both hot dry air and wet rock steam, and insulated safety glass vision panels.

Garage Door Caddy

A free standing garage door mer-

The unit stands high for better visibility, features panel samples that allow product examination, has a scratchresistant vinyl surface, and includes built-in slots for consumer "take-one"

While traditional fiberglass hammers may splinter with repeated overstriking, the new l6 oz. curved claw and ripping claw models are designed for superior durability.

Sidinq Nails-

o No Staining

. No Streaking

Hlghest quallty nalls for cedar, redwood and other flne wood materlals.

o Slender shank and blunt diamond ooint

Diamond oattern head blends with wood texture. Small head diameter oermits lace nailing and blind nailing o Annular ring threads preclude nail head popping and cupping of siding boards. AlSl Grade 304 nickel/chromium

alloy.

SWANEZE

IItlllood Screws

o Self-counter sinking bugle and trim heads r Seuare drive recess eliminates driver bit cam-out Sharp point for quick penetration with minimal oressure

o Self-tapping coarse threads o Coated with non-stick, dry lubricating film o Solid nickel/ chrome stainless steel for suoerior corrosion resistance r 6 lengths: 1" through 3"

For additional data and dealer information:

Fan Club

A contemporary fan merchandiser designed to display more fans in less area has been introduied bv Boitoir Metal Products.

The Boston Breeze display features a vibration-free frame, engineered and designed to hang anywhere in a store without interfering with store Iighting or sprinkler systems. Modular sections provide flexibility for expansion or adaptation.

Treated Lumber Saw Blade

A new carbide circular saw blade designed for smooth cutting through pressure treated lumber is new from Oldham U.S. Saw Co.

The 7-114" Deck Blade features an antistick chemical coating to eliminate bind-up and reduce friction between the blade and the lumber. It is ideal for decks, landscape timters, retaining walls, fences and other outdoor projects.

lt also has an ultra-thin kerf and an agsressive-hook angle to provide high-speed cutting acdo;iilith minimal stock loss. Shallow side clearance angles are designed to smooth-cut materials without splining or chipping. And the micro-grain Carbide X-Cel t6oth c-ons auclion-improves impact resistance by 22Vo over conventional carb-ide to keep the blade cutting sharper longer.

They are available in bulk displays or attractive individual packages that are fully recyilable.

Space Saving Sink

A full-size vanity top that can be built into a corner to make best use of tight areas or for layout and design flexibilities is new from Swan Coqp.

The neo-comer vanity top is constructed of Swanstone, a unique material that provides uniform thickness throughout and is impervious to stains. Reportedly cigarette stains can be easily rubbed off, and deep scratches or cuts can be removed -with fine grit sandpaper or abrasive pads. The top carries a 25 year warranty against cracking.

Vanity lavatories are offered in a range of neutral soft tone solid and aggregate colors,

Super Suctlon

A rrew line of heavy duty wet/dry shop vacuums has been introduced by Genie Co.

The Professional Power line includes a 2O-gallon vacuum with 3.0 peak hp motor and a l6-gallon and 12gallon model both with 2.5 peak hp motors.

Fclt Fartcncrr

Plasti-Top felt nails from National NailCorp. attach dry-in felt on steep, nailable roof decks.

The fluorescent green nails have large l" diameter polyproplylene caps pre-assembled with 3/4" to 3" ring-shank nails. Edges are beveled

All three pick up wet or dry materials both indoors or out. They arc ideal for heavy household cleaning and major bulk pickup jobs, such as for garage or workshop debris, sawdust, teaves, broken glass, wood chips, standing rainwater, laundry room spills, basement soepage and clogged drains. They are easy to use, tip rcsistant and simple to stor€.

All Natural Fertlllzers

Two new organic fertilizen derived from animal and plant sour@s and free of manmade chemicals have been inroduced by Koos, Inc.

Produced as homogeneous mixes, Nature's Best All Natural Organic Lawn Fertilizer and All Natural Organic Garden Fertilizer both contain 80Vo water insoluble nitrogen that

down, creating strong bearing pressure and eliminating blow-offs and lateral slippage of the felt.

Roofing nails which fasten overlaying shingles or tile will penetrate the plastic top.

slowly rcleases nutrients into the soil. Because of this slow rclease pnocess, the granulized fertilizers are non-buming and do not need to be "watered in."

The lawn fertilizer nurients are derived from borc phosphate, sunflower

seed hull ash and natural animal organic ammoniates, which contribute to better root development. The garden blend comes from bone phosphate, hydrolyzed feather meal and sunflower seed hull ash, to yield similar results.

lf Burldrng Materials is your business, get to know BPA, a leader in the ield. We offer a diversrfied money making line of products * BPA IIRYWALL SCREWS -

Complete line includes regular, coarse thread plated. drill points. pan heads, etc * BRAND NEvt'!

Now available in fast selling. high-profit 1# and 5# packages for the retail and contractor trades.

* BPA EUCKETS Giant profits. 1flsf packases

Color coded contractor buckets of

Gustomers tour New South

ANNUAL customer appreciation day at New South, Inc., Conway, S.C., began with the choice of a mill tour or a customer product knowledge seminar. (1) Guests gather in the yard. (2) The tour begins with Jerry Groenke (lefi). (3) Lloyd Benton (in hard hat) explains

operation. (4) Southem pine logs after debailing. (5) Bobby Smith, Rod Sanders, Mike Johnson. (6) Danny Buder, &e Swaim, Buck Newcome. (7) Mary & Lloyd Benton. (8) Dick Townsend, Chester Abee. (9) Sallie & George Wilkins. (10) David & Rhonda Johnson. (11) Mack Singleton, Thomas Mende. (12) Barry

Pryor, Bob McMahon, John Waddell, Mike Connor. (13) Bobby & SindiAustin, Tom While. (14) Terry Johnson, Debbie Winburn, Terry Bnadley. After lunch, guests played golf or went deep-sea fishing. A cocktail party concluded the sept. 13 evont.

The Quality Leader in Treated Wood Producfs

Redwood wholesal ous

I EE ROY Jordan Redwood Lumber LCo., Dallas, Tx., rccently held an open house at its Houston, Tx., branch yard to introduce customers and supplien to the new facility.

Nearly 100 attended the Sept. 5 event, which included a chance to meet company rcprcsentatives, management and owner Jordan, the exDallas Cowboys football legend, a barbecue and plant tour.

The company moved the branch to Houston from Austin, Tx., a few months earlier. The new 9 acre facility includes a 48,000 sq. ft. warehouse, 2,000 sq. ft. office, 6,800 sq. ft. outside covered storage, 7,760 sq. ft. covered ruck shed and 4,000 sq. ft. covered rail dock.

It sits on a Burlington Northern railroad spur and is also serviced by its own trucks. The company can ship to all states in the country.

On hand is all redwoodboards, timbers, patterns, dimensions and bevel sidingsone of the largest redwood inventories in the South.

Houston manager Tony Hare attributes the company's success to stocking this wide range of products, along with product knowledge,

NEWLY acquired Houston yad with (left) branch manager Tony Hare and ownsr Lee Roy Jordan.

lnveils fard

prompt service, hard working employees and honest work ethics.

The business has evolved considerably since its founding in Dallas in 1977: growth by area and size of inventory, and a more aggressive approach to sales plus telemarketing.

Story at a Glance

Lee Roy Jordan treats customers and suppllers to open house at new Houston, Tx., yard...nearly 100 tour plant, check out extensive redwood Inventory.

Still, the changes are far from over. Hare predicts "mor€ demand and less availability of lumber due to environmental issues and restraints on cutting of timberlands. (Bu$ a better economic picture for Texas at a steady increase."

Emplqees lute the danga ond uork to bansfer to dumryter or truck- A fant mlnutq whenunpcklng unlts, raults ln this amryt, aslly stord oafuable stzap, alrady stord ln o steel drum lor dispoul qd sle. Thc

of redwood products at the ready.

HARDW000 FOLKS: (1) Erica & Arnold Curtis. (2) Norm Murray, George Banett. (3)Tom & Virginia McGoldrick. (4)Jim & Mary Holmstrom. (5) Pal & Herman Herkert, Tommy Thompson. (6) Bill Abraham, Don Weber. (7) Valerie Johnson, Tom Hirons. (8) Shirley & Eudell Bivens,

Laura Gavis, Ron California. (9) Eric Lacey, Kenneth Averitt, Victor Baninger. (10) Ruby Lanier, Georgia Robinette, Norma Harrison, (11) Don Brugge, Gary Gestring, Mike Boden (12) Roy Newman, Butch Pope, Faye & Jack Kelly. (13) Stacey & Robert 0usley, Charlie

James. (14) Jim Krutiak, Sue & Duane Roth. (15) Val Beesley, Dennis & Cindy Snow, Bud Mikelonis. (16) Tom Millan, Bob Owens. (17) Johnny Schaffauser, Guy McLean, J L. Gary, Noel Collins. (18) Laura h Dick Gavis, Bobert Goodfellow, Russ Jacobson.

National hardwood meeting

QOtrtWOOD tirnbeL ploblerns are tJcontasious and haldwood dealers could be tlh. n"^t target, warned reprcsentatives of the Oregon Lands Coalition at the National Hardwood Lumber Association's annual convention,

Coalition chail Valerie Johnson stressed industry can battle unfair environmentalist claims through awareness, education and action. "The world is run by those who show up," she said in her talk on "lessons Lear-ned in the Pacific Nofthwest."

About 1,050 attended the Sept. 29Oct. I convention at the Fairmont Hotel. San Francisco. Ca. Other seminals included "Public Attitudes and Perceptions of the Forest Products Industry" by psychologist Dr. G. Clotaire Rapaille; "Future of Timber Supply Under National Forest Manasement

Plans" by Dr'. John Beuter', LI.S. Depaltment of Agricultule, and "Lumber' Buyer's Seminar" and "Lurnber Sales Techniques" by Walt Clarke.

Also on the agenda: a tour of the redwoods. exhibits. Hardwood Forest Foundation leception and meetings of the NHLA board of managels, Inter'national Haldwood Ploducts Associa-

Story at a Glance Preservationist problems

headed for hardwoods...

94th annual hardwood association convention... new di rectors installed... 1 992: Oct.19-21, Chicago.

tion, Arnelican Walnut Manufactut'ers Association, Hardwood lndustry Promotion Council, American Hardwood Export Council and haldwood bureau of the Canadian Lumbermen's Association.

New dilectors elected ale Joe Long, J.E. Higgins Lumber Co., Concord, Ca.; Joe Kelly, PJ Lumber Co., Prichard, Al.; Albert Whitson Jr., Whitson Lumber Co., Nashville, Tn.; Waltef Fields, Walter M. Fields Lumber Co., Memphis, Tn.; Harold White, Harold White Lumber Co., Morehead, Ky.; Jeny Fuller, Frank Paxton Lumbel Co., Kansas City, Mo., and John Wooley, John M. Wooley Lumber Co., Indianapolis, In.

Next year's convention will be Oct. 19-21 at the Chicago Maniott, Chicago, Il.

Overseas Wood Projects

Two overseas projects using U.S. wood products are getting underway this fall.

A 32,000 sq. ft. demonstration project called Super House is being coordinated by the American Plywood Association in Yokohama, Japan.

A 93,000 sq. ft. wood frame, 99 unit resort hotel will be built in the Soviet Union Far East as a golf and fishing r€treat for wealthy Japanese. Some 700,000 sq. ft. (3/8" basis) of APA structural wood panels will be used on the project.

Depot Sued Over Death

The widow of a man who tipped over merchandise at Home Depot, West Palm Beach, Fl., has filed suit, claiming the accident led to his death.

The lawsuit claims employees negligently left merchandise in the aisle, creating a hazardous situation, which fatally injured Marvin Ferguson Aug. 3.

Home Depot contends the death was not a result of the accident, since medical reports reveal Ferguson died after suffering a heart attack.

Psychologlst Brlefs SFPA

Delegates to the Southern Forest Products Association 76th annual meeting leamed a new way of talking about trees and harvesting from keynote speaker Dr. G. Clotaire Rapaille, an eminent French psychologlst.

Send positive messages, he advised. Never use the word clearcutting. Talk, instead, about nuturing and enhancing the natural forest cycle and providing people with its natural components in the form of useful and aesthetically pleasing wood products.

Most people, he said, perceive a hee as nearly human. Use women as forest industry spokespersons, he ad-

vised, because they are more attuned to renewal, caring and cyclical structure and less identified with voracious, vectoring behavior than men.

John C. Shealy, Willamette Industries, [nc., Ruston, La., was elected chairman. Others taking office at the Walt Disney World Swan, Orlando, Fl., Sept. 16-18: Clary Anthony, Anthony Forest Products, El Dorado, Ar., vice chairman; Mack Singleton, New South, Inc., Conway, S.C., treasurer. Thomas H. O'Melia Jr., Scotch Lumber Co., Fulton, Al., is the immediate past chairman. Karl W. Lindberg was re-elected president; Lionel J. Iandry, secretary.

One Fire Retardant Treated Wood lsGlearlyTheWinner,

NEW SLATE of Southem Forest Products As. sociation offrers: (lefr to dght) treasurer Mack Singleton, immedhte past chairman Thomas H.

O'Mella Jr., presilont lGrl W. Lindberg, chairman John C. Shealy and vice chairman Clary Anilnny.

NEWLITERATURE

Organlc Pcst Plwcnllon

Ttn ZA-p. Bugs, Slugs & Other Thugs: Controlllng Garden Pests Organically is $21.95 in hardcover, $9.95 paperback fiom Storcy Communications, Schmlhousc Rd., Fownal, Vt.05261.

Trcatlng Standards

Thc l99l reviscd Anprican Wood Prcscrvcrs Association Book of Standards is $30 for members. $40 for non-members from AWPA. Box 286, Woodstock, Md. 2t163.

Orcgon Tlmber Supply

Oregon Forests, a full color magazine on th€ state's timber supply and replanting efforts, is fiee from the Oregon Forest Industry Council, Box 125 19, Salem, Or. n30B'

Plyrvood Rep Dlrectory

USated listings of American Plywood Association's 27 field representatives are frec fiom APA. Box 11700. Tacoma, Wa. 9841 t.

Surge Ahead

A 6-p. surge protection brcchurc is free fiom Intermatic, Intermatic Plaza, Spring Grcve,I1.60081.

Shelf Education

A l6-p. storage and organization products catalog is free from Leel Rowan. (800) 325-6150.

Alumlnum Columnr

An extruded aluminum columns brochure is free from Superior Aluminum hoducts, Box 430, Russia, Oh.45363.

D-l-Ycr's Drsambook

A totally rcvised New Complete Do-itYourseltManual, featuring 528-p. and over 4.000 illustrations, is $30 from Reader's Digest, Pleasantville, N.Y. 10570.

Inslde In-Grade

The 6-p. "In-Grade: What It Means" is free for up to l0 copies from Western Wood Products Association, Yeon Bldg., 522 SW 5th Ave.. Portland. Or.972M.

Speck Sheets

Pocket-sized 4"x8" color charts of the 12 Fleck Stone faux granite spray-on finishes or the six Cracklin' Finishes are frce from Plasti-Kote. Box 70E, Medina, Oh. 4258.

lnsulated From Sound

The E-p. "Practical Tips for a Quieter Home," an 8-p. booklet on how insulation can be used as an effective noise barrier. is free from CertainTeed, (800) 523-7844.

Talk The Plank

A new point-of-purchase Berkeley Plank ash and maple flooring brochure is free fiom Mannington Wmd Floors, 1327 Lincoln Dr., High Point, N.C.27260.

Communication Tips

A planning kit on new business communications is free lrom Answer Network, 23015 Del Lago Dr., Suite D2, Laguna Hills, Ca. 92653.

Doing Business In Europe

Resource Guide for Doing Business in Central and Eastern Europe is $l from Dept. 36-KK, Superintendent of Documents, Washington, D.C. 20402-9325.

SellTo Woodworkers

Popular llloodworking, a full color, bimonthly magazine for all levels of woodworkers. is available for resale in retail storps on a no risk consignment basis and at I generous profit margin. Call (800) 777-1164.

Western Lumber Stat Sheet

The 36-p. l99l Statisticd Yearbook of the Western Lumber Industry is $15 from the Western Wood Pncducts Association, Yeon Bldg., 522 Sw 5th Ave., Portland, Or.97204.

FOR PROMPT SERVICE

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

Value-Added Products

The 218-p. hardcover Value-Added Wood Products: Manufacnring & Marketing Strategies is $54 from Miller Freeman, Box 7339, San Francisco, Ca.94l2O.

Insulation Answers

"The Insulation Answer Book" and two training videos (one for retail sales reps, one for d-i-yers) are available from Owens-Corning, Fiberglas Tower, Toldeo, oh. 43659.

Mulching Mower

An 8-p. mulching mower brochure is free from Troy-Bilt, l02nd St. & 9th Ave., Troy, N.Y. 12180.

Uslng Western Wood

An updated, expanded Western Wood Prcducts Association Product Use Manual is free for the first 5 copies, 750 ea. thereafter from WWPA, Yeon Bldg., 522 SW 5th Ave., Portland, Or.97204.

Advertising

PROFESSIONAL TRADERS

with expertise and a good reputation in specialty lumber products are needed at Cascade Empire Corporation. Our growing company, with currenl annual sales of $145 million. wishes to double its size within the next five years. lf you're interested in a future with a forward thinking company, please respond to Ray B. Haroldson, president, (800) 767-8371. All responses will be held in strictest confidence.

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

FAMILY OWNED retail Redwood and Cedar Lumberyard. Established 1981. Sales up to $2.3 million in past. Excellent leasc on real estate in Texas metropolitan city. Needs boost from a new owner. Assets and business for under $1m,000. Write Box 86, c/o Building Products Digest.

CLOSE OUT: Ash, Poplar, Maple. 1x2, 1x3, 1x4, 1x6, 1x8, 1x12-3',

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 Buildlng Products Digest, 4500 Campus Dr., Suite 4E0, Newport Beach, Ca. 92660. Make checks payable to Cutler Publishing, Inc. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 20th of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credir with us.

FOR SALE

Hard to find items, long lengths, custom timbers, special patterns. Clear cedar to 4x12, clear & clear hrt. redwood to 4xl2

Winter deck clinics boos

I]ECK sales of pressure treated l/lumber, redwood and cedar are an all year event for dealers who promote the idea of "build inside this winter to use outside next summer."

Modular decks or small projects can be built in a basement or garage workshop regardless of the temperarure outside. Planters, benches, picnic tables, play equipment, sand boxes and post lamps as well as deck modules that fit together to form any size deck are excellent items to promote.

Some dealers have had outstanding results with winter deck clinics. A Minnesota retailer counted 40 con0ac-

tors and about a hundred d-i-yers at two outdoor living project clinics he conducted on snowy midwinter afternoons. "People were definitely interested," he reported. "They held the instructors and vendors for over an hour after the regular sessions were over."

In addition to displaying a number of attractive pre-built projects and hiring pros from the local tech college as instructors, this dealer brought summer to Minnesota for the clinic. Although there was no sunshine outside, only snow, the clinic area was blooming with colorful flowers, trees and grass. A summer picnic of free hot

dogs, chips, soda and iced tea added to the summer mood.

Other dealers have brought sunshine to their stores by trucking in sand, putting up beach umbrellas, providing sand pails and frisbees imprinted with the store's name and posing a few bathing suit models among the displays. Flyers, newspaper ads and radio blurbs plugged "summer's coming" prior to the clinic.

On average a consumer will spend just under $500 when he builds an outdoor project, the Western Wood Products Association points out. In addition to lumber, projects usually requirc fas-

For Special Needs inTreated Wood

Urgent delivery? Tough-to-find items? Sales promotion?

Pattern lumber? FDN, FRTW, TSO, KDAT? Reman?

Wolmanizedo. Dricono. Wolmanized@ Extra*, Dean Deck?

Routine orders too.

PROllOTlNG deck modules, benches and planlers which can be built in a garage or basement workshop during lhe winter can keep sales of oudoor woods steady all year.

[mber sales

teners and finishes. Sales of new tools are another possibility. Pre-packaged kits of materials and plans for individual projects sell easily. People see the prebuilt display and instantly perceive it as doable using the kit. Ready to assemble projects make the purchase easy for the customer and profitable for the store.

Building in the winter for summer use definitely appeals to homeowners. A "build'em indoors when the weather's bad, install'ern outdoors when nice weather returns" feature in a spring issue of Women's Day magazine generated 10,300 requests for plan sheets at 509 each.

A dealer can capitalize on the interest created by articles such as this. "One advantage of having national consumer exposure like this," WWPA says, "is that not only does it call attention to a simple project that virtually anybody can do, but being published in a national

consuner magazine gives projects additional authority and authenticity. It's no longer a matter of a retailer or a trade association trying to push his own products. A magazine trusted by millions of readers is saying 'Try this. It works."'

The WWPA will provide a retailer with a free kit including a 20-page, full color book on outdoor building, plans for six projects including a modular deck, clip art advertising, radio taglines and merchandising ideas. Additional plan sheets can be ordered for customers.

Story at a Glance

Promote bulldlng modular decks, planters, benches, play equipment to keep treated sales steady... winter deck cllnlc ldeas... free klt to help you plan.

Clinics can promote some of the other advantages of outdoor living projects. Emphasize that this is the least expensive kind of remodeling since projects involve no electrical work, plumbing, drywalling, or other major expense items. It is also important to point out that outdoor rooms can increase a hone's enjoyment factor, add substantially to its value and enlarge the living area at a minimal cost. Outdoor projects, because they are simple enough for almost anyone, can create pride and satisfaction of accomplishment.

The idea of a winter deck clinic works in a mild climate as well as an area with a harsh winter. As summer activities wind down, most people find they have time for an exffa project or two. Building outdoor furniture, decks and deck accessories arejust the thing.

The complete "Build Outdoors. It's Easy" kit and literature form are available free by writing Western Wood Products Association, Dept. ROS, Yeon Bldg., Suite 400, 522 SW Fifth Ave., Portland, Or. 97204-2 I 22-editor.

Designers, builders, retailers and truss minufacturers are besinning to use new Empirical DesimValuesbased on thdtl-vear In-6rade testinsprosram for 0.s. and canadian luinberl Nearlv 7 0,000 fu ll-size oieces of dim6nsion lumberbnoueh to build loo sinele-familv home"s-were tested toihe brea(ins point to determine the perforinance of a wide range r5f species, erades and sizes.

Among the results, new design values thit confirm the strengtti characteristics attributed to Sbuthern Pine over the past 20 vears, plus data to refine spai tablesind irirprove ensineerfrre desim with wood. There ar-e also foimat ihanges for Southern Pine moisture content designations and density dassiffcations.

One fact is unchanged' Southern Pine retains its positioin as the stronqest specids for trusses and other-struitural applications.

All the latest chinges are induded in new technical pub'lications available from the Sorithern Pine Marketine Council. If vou specifu or purch-ase lumber, isk u^s for i freE copy.

Obttuarles

Jamec A. "Jlmmy" Guthrle, 64, retired officer of Buzick Lumber & Construction Co., Bardstown, Ky., died Sept. n,1991, in louisville, Ky.

He joined the family business in 1956, retiring four yean ago.

Western timber

(Contlnued from page II)

of timber supply change in its history. The problem continues to worsen and will not be resolved without further significant loss ofjobs and productive capacity. Partial or limited mill closures have been substantial during 1990-91 and represent a loss of production and employment roughly equivalent to the full closurcs.

The westem states supplied 447o of the lumber and 33Vo of the plywood consumed in the United States during 1990, a year in which markets were depressed. Current federal timber management policies indicate a clear tend to reduce to &Vo or less the his-

Personals

(Continued.from page 23)

Doug Grlfllth has joined Scholl Forest Industries, Houston, Tx. R. C. McCord is now mktg. director-commercial div.

Judy Broverman is now with Ace Hardwarc, Peachtree City, Ga.

Bill Mulllns, shipping & receiving dept. mgr., Roper Brothers Lumber Co., Midlothian, Va., has retired after 2l years on the job. John Eller succeeds him.

Emerson Clauss has joined James Hardie Building Products, Orlando, Fl., as cenfal Fl. sales rep.

Ronald F. Keptner is now Tx. and Ok. terriory sales mgr. for Afco Industries wall products div.

Southem Associatbn News

(Continued from page 19)

Nov. 2l at the Holiday Inn, Fair Oaks, in Northem Virginia. David Mason, regional marketing manager, Southern Forest Products Association, and Gary Schweizer, Atlantic Regional engineer, TrusJoist Corp., will be the instructors. New strength and

Burton

Buye Ralllng Llnc

Burton Woodworks, Montgomery, Al., has purchased thc assets of the Rapid Rail division of Hien Timber, Waycross, Ga., and is moving Rapid Rail production to Montgomery.

Burton is adding 40 jobs and 32,000 sq. ft. to its production facility to accommodate production of preassembled rail sections for outdoor decks.

Bulldlng Productr Dlgpet

organized an auction that has become an annual affair with MLA. Since then other associations have used auctions to help their members turn surplus stock into cash.

Called a "pooled auction," these sales offers merchandise from many dealers and lumberyards in a neutral location to avoid affecting the local retail trade of any one participant.

torical patterns of federal timber harvest in the West. This means that between l0% to 13% of today's U.S. lumber consumption and 8% to 12% of U.S. plywood/structural panel supply will have to come from other sources. There is no area in the world capable of filling this void today nor in the coming years when the full impact of federal government policy changes will be felt.

As always, the consumer and taxpayer will pay the ultimate cost of current federal timber management policies. Alternative timber sources to offset this fabricated shortage ane not economically available anywhere in the world.

Peak, who has parlayed his experience with the first auction into a company known as "the lumberman's auction company, Peak Auctioneering conducts most of them. He also holds auctions for individual hardware stores and lumberyards that need to raise cash or liquidate. Peak, who is based in Kansas City, Mo., has developed a formula that covers advertising, direct mail, and personal telephone follow-up as well as soliciting the goods, renting the site, accounting and sending out checks.

design values for dimension lumber, new formats and design procedures will be major topics.

Mlsslsslppl Building Materlal Dealers Association's convention committee has confirmed the dates for future conventions: March 18-20, 1993, Ramada Convention Center, Tupelo, Ms. . March l719, 1994, Convention Center, Natchez, Ms.. March l6-18, 1995, Royal D'Iberville Hotel, Biloxi, Ms.

Dog & Cat Auctions

Auctions sponsored by regional lumber and building material associations to give members an opportunity to dispose of stagnant and overstocked merchandise date back about four years.

Glasteel Tennessee

Hoo-Hoo Internatlonal..............-----Cover II

Hoover Treated Wood Products...................33

Houston Woodtech, Inc.................................ft

Idaho Cedar Sales Indian Countra, Inc..-.------.------.........31

Lakcwood Treating Inc. ...............................17

Loulslana-Pacilic...................................Cover I

Mouldings & Millwork, Inc. ...........................6

Navqio Forest Products Indusir|es...............23

At this time Bob Johns, executive New Sourh, Inc,

vice president of Mid-America Lumbermens Association, and Richard Peak, a manufacturer's rep to the lumber and building material trade and a former lumberyard owner,

Product Sales €o..........

Simpson Tlmber Co.........................................5

Southern Pine Marketing Counci1................37 Swan Secure.... ......................26

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