Building Products Digest - February 1987

markets in 13 Southem states

Sunshine. And a cool breeze off the Pacific. Those are twoof the tools Georyia-Pacific uses to S-dry Common and Rustic gades of redwood atour Ft. Bragg mill in northem Califomia.

But sometimes Mother Nature needs a little help. So we also use pre-dryers, dry kilns and other modem facilities to assure consistent quality in our certified, kiln-dried Bee, Clear ahd clear all-heartgades.

Plus. we're members of the Califomia Redwood Association and the Redwood Inspection Service. So our gade samp is yodr assurance of qualityfrom the people whoknow redwood best.

Our Ft. Bragg facility is a full-service Douglas Fir mill, too. And that means one call can get you nvo of the best products Georgia-Pacific-and Mother Naturehave to offer. Call today: 7071964-0281. For redwood quality you can build on.

bu cantell a good entrance by ruw fast it CIdts

And considering that The Atrium Door is the fastest-selling wood swinging patio door in Americ4 it's an exceptional entrance.

For you, that means increased sales and higher profi tability

The Atrium Door gives customers more reasons to buy Like handcrafted all wood construction. Simple installation. Super high energy effi-ciency A solid brass morticC tockset with matching hinges.

And The Atrium Door gives you more to sell. Profitable options like hctory applied Polycronl' exterior

coating bacfgd by a lo-year qrarranry against cracking peeling, and exces_' sive color f"di.rg. And high performance Comfort-E'" glass -The Ti"ansparent lnstilation'* Sazng system designed to help etiminate hbric hde, cold spots, itrafs and condensation.

. To help move doors through your door, we p-rovide in-store Oisptays anO product clinics, coop advertising and national consumer advertising td create higher pull-through demand" And we back ttrat up with an exten_ sive dealer referral program.

So if 1ou're in business to make a profig stock up on the entrarrce that erdts the hstest The Atrium Door.

To find out the name of nour distributor, call l-8OO-52 7 -j24g. ln Texas, c:ll 2t 4434-9(fi3.

Publlshcr David Curler

Edltor Juanira Lovrct

Assisbtrt Edltor David Kocnig

ConEllorlq3 Ellrors

DYight Curran GsSe McKinncy

Art Dlrctor Martha Emcry

Strfi Artist Carole Shinn

Clrclletlon Louanna Mucll

Building Producs Dig6t is prrHbhcd rnonrhty at 45(X) Campus Dr., Suite 480, Ncflpon Beach, Ca. 92660. ptrone (714) 852-1990. bt Cutler Publishing, Inc.

ADVERTISING OFFICES

Advenising rates upon rcquest.

From all states east oflhe Rocky Mountains: Conlact Jean Waggoner, national salcs manager. From Arizona. Ncvada and Californir: Contact David Curler. Borh may bc rcachcd at (714) 852-1 990 or by writing 45fl) Campus Dr., Suite 4t0, Newpon Bcach, Ca. 92@.

From Washington State, Orcgon, ldrho, Wyoming, Montana, Utsh, Colorado rnd Canada: Contact Carol Holm at (206) 3,00680 or l0l8 Lloyd Building, Scerrlc, We. 98101.

ST,JBS'CRIPIIONS

Change of Addrcss-Send subscription orden ald addrcss dnnges o CirurLrin Dep., Building Producs Dige$, as0camprs Dr., suie 48Q Ncrrpqt Beadr, Ca. 9660 Irlude address label ftorn resr iqer if p6fuh, plus new addrcss ard zip code.

Subscription Rates: U.S.: $20-one year; $3Gtuo pars: $5Gthree yean. Forcign: orr year payable in advance in U.S. fundsCanada or Mexico: air-9421 surface-$37: Sor.rth America: air-960; surface-$39; Asia: air-$70: surface-$39; EuroDc: air-$90: surfrce-$39. Single copies $2; trk copi€s $3 plus shipping & handling.

BUILDING PRODUCIS DIGEST rs az indepndenlyoned Nblietior, for dE renil, nltolesak ond distrifutin lc:ek of dte lufur and lone center rmdet in 13 hdtm wcs.

y@rc

The murky cedar situation

lFl NE OF the effects of the Canadian-United V States agreement on Canadian softwood lumber exports to this country is that cedar will likely be more costly. The agreement includes a 150/o export tax by Canada that inevitably, somewhere along the line, will have to be paid for by someone. The question at this point is how much, if any, will it hurt cedar sales.

Our surveys have produced reactions that range all over the lot. Some are backing away from selling cedar to concentrate on redwood and presssure treated products. Others are convinced that the tax effect will be negligibte, that the costs will be absorbed.

One said, "it'll be just another cost of doing business." Another felt. "if they want good

Canadian cedar, they can pay for it." Ventured another wholesaler, "we'll be developing new sources in Oregon and California for domestic cedar to replace the Canadian product."

Economists see the situation as a classic case of government actions producing an artificial effect upon pure market forces. Others note that the entire business is far from permanent and cite possibilities that could cause major changes in the agreement and the money involved. The chance of a complete collapse of the agreement is also present.

At this point, the cedar situation is like an election where the polls have been closed for half an hour. It's just too early to call.

THE SMELLTHAT SELLS.

CEDARLINE 100% aromatic cedar closet liner panels are what the Builders and "Do-ltYourselfers" are looking for this year. That's why CEDARLINE 10OV" AROMATIC CLOSET PANELS ATE THE SMELL THAT SELLS.

CEDARLINE Dealers already know that Home Builders and Remodelers are looking for the Cedarline affordable luxury for their closet areas. That means good margins and good turns for you this year.

Our exclusive panel design provides the aroma, moth and mildew repellancy of cedar at one-half the cost of old fashioned tongue & groove. And, the installation is a snap. Giles & Kendall, lnc. has made a commitment to quality. Quality in our product, Quality in preselling the concept, Quality in customer

service. As a CEDARLINE DEALER, you will benefit from selling a trouble-free product with an increasing demand.

For distributor names or more information, call 1-800-C CLOSET and put this hot, new product on your sales floor soon. GILES

ADAPIABLE westem red cedar can be used as exterior siding on many styles of archrtecture. Because it takes both paint and stain well, it is equally suitable for Early American and contempoary style homes. Dealers, architects and homeowners are imoressed with its merits.

Ways to Finish A Cedar Sale

IAEDAR'S ability to readily accept Va wide range of finishes can be an importantselling point for retailers.

Unfi nished, lacquered, varnished, oiled, stained, bleached or painted, cedar performs beautifully and well for many years. Because it is relatively free from pitch and has both dimensional stability and fine grain, the wood requires a minimum of maintenance. Retailers can recommend a variety of quality finishing products and be assured that the results will please their customers.

The Western Red Cedar Lumber Association has published guidelines for both interior and exterior finishing of products manufactured by its members. Incense cedar producers suggest that finish recommendations developed by the Western Wood Products Association be applied to their products.

Lacquer is the interior finish to recommend to customers who want to retain the natural look of cedar. Although it is not suitable for kitchens, bathrooms or other areas where the walls will be scrubbed, it works well in areas that require only a light dusting to keep them clean. A rich sheen can be obtained by waxing smooth wood which has received two coats of lacquer.

Flat or satin varnish is recommended for smooth cedar surfaces. The application willdarken the wood for added richness and depth. Varnishfinish can be used in the bathroom and kitchen areas if more than the two minimum coats are brushed on.

Danish oil is recommended for use on western red cedar in all areas except those with high humidity such as a poorly ventilated bathroom. Applied with a brush or cloth, it works especially well on a saw-tex-

tured face. Oiled wood darkens slightly.

Pigmented stains add color to western red cedar while grain and appearance characteristics continue to show. Heavier body stains give more color. Brushed on, stains work on both smooth and saw-textured surfaces.

Western red cedar exteriors can be finished to suit a variety oftastes. Semi-transparent finishes will preserve a natural appearance with the bonus of additional water-repellency and mildew inhibition. All natural wood finishes recommended for exterior use must be penetrating, rather than film-forming. Penetrating stains are transparent, semitransparent or opaque, each working a little differently.

The transparent are water-repellent to protect the wood and slow the natural color change process. Semitransparent stains appear to be natural while slightly modifying the original color and characteristics. They are considered more durable than transparent stains. Opaque

Story at a Glance

Guidelines for cedar finishing...natural, oiled, stained or painted looks please customers. what samples, choice of merchandise and a well informed sales staff can do to increase add-on sales...

stains have high pigment content to hide the grain and color of the wood while retaining the surface texture. Although they do not penetrate the wood deeply, they are comparable to paint.

Painted cedar needs a water-repellent preservative undercoating plus a primer, best applied prior to applying the siding. Either an oil-based or alkyd-based primer is best, although some latex based primers are suitable for use with western red cedar. Two coats of either oil, oil alkyd or all-acrylic latex paint are applied over the primer.

The weathered effect preferred by some customers can be helped along with the addition of special bleaching agents. Particularly effective on rough-sawn or saw-textured cedar, this method is for use on new wood. A water-repellent or transparent penetrating stain added after the desired greying has been achieved will maintain the appearance.

Recommendations for incense cedar are similar. Alkyd, oil-base or latex paints are suggested with an alkyd primer being used for all but oil-base paints which require a zincfree primer. Two finish coats are recommended.

Heavy-body, oil-base, semi-transparent oil base, creosote or semitransparent resin stains are suggested for stain finishes. Commercial bleaches as weathering agents and water repellents to retain the natural look are additional recommendations for incense cedar.

Samples of various finishes on both types of cedar should be prepared and displayed in both the lumber and paint sales areas. It is important that the sales staffbe prepared to discuss finishing with customers. Add-on sales of materials and tools can be significant.

The scent that makes cents

Ll OMEOWNER interest in closet

I I organization is expanding the market for aromatic red cedar products, enabling dealers to cross merchandise them with closet accessories and systems.

Popular because of the pleasant

aroma provided by the wood and the theory that cedar can repel moths, the lining of a closet with aromatic red cedar can be a project for a do-ityourselfer. Free standing closets or cupboards for blanket and woolen storage can be built as well following diagrams available from several sources. The fragrant wood is a good material for lining old trunks and chests, eliminating the often unpleasant musty odor of age and providing moth protection.

A retailer can offer the do-it-yourselfer two different types of aromatic red cedar. One product is aromatic cedar boards, generally sold in bundles or packages. The other is a cedar panel made of chips and flakes of aromatic cedar formed under pressure into 4 ft. x 8 ft. sheets.

Both products have advantages. The solid cedar boards are often tongue and grooved to fit together. They can be put into any storage area, even as a lining for a dresser drawer. Solid cedar boards also can be used for shelves.

Cedar boards come in various lengths, usually 3/8 inch thick and 4 inches wide. Their handsome red and cream color gives a luxurious appearance to a closet or chest interior.

They can be applied horizontally, vertically or at an angle.

Formed cedar panels have the advantage of being easily applied and covering space more quickly. They also are less expensive than boards. They usually come in sheets measuring4ft.x8ft.

Both the solid aromatic red cedar boards and the formed cedar panels come packaged in easy to take home cartons. The boards also are available in 8 ft. bundles with the face size ranging from 3/8 inch x 2 inch to 3/8 inch x 4 inch. Cedar moulding is available for finishing.

Customers should be cautioned to leave the cedar lining in its natural state. The application of shellac, varnish, paint or other finish seals in the oil fumes and destroys the mothrepellent function. Older closets may be renewed with an application of cedar wood oil which is distilled from the cedar.

Story at a Glance

Tips to help sell aromatic red cedar as a closet organizing product...types ol material to stock for d-Fyers and buih ders... merchandising aids available.

Aromatic red cedar paneling product sales are not limited to the closets. Many of your customers will want to use them to panel bathrooms. kitchens, attics and basements as well as storage areas.

80lll tongue and groove aromatic red cedar boards and oanels made of aromatic red cedar chips and flakes provide pleasant aroma and repel moths. Packaged in takehome cartons, they are good d-i-y items.

Builders are finding cedar closets a selling point for new homes, apartments or condos. Remodeling contractors report homeowners are adding the luxury of cedar closets when enlarging or adding on to their present homes.

Dealers who want to include literature as part of their display of aromatic red cedar products can obtain a brochure describing how to line a closet with cedar from the Home Closet Planning Service, 221 N. LaSalle St., Chicago, 11. 60601. They ask that a self-addressed stamped envelope accompany requests for materials.

How to sell cedar superiority for less

EALERS across the country from Virginia to California are discovering that theY can sell the curb appeal of cedar to customers with champagne taste on beer budgets by suggesting cedar PlYwood panels for exterior use.

With the rich look and durabilitY of western red cedar, the exterior siding panels have all the structural and price advantages of PlYwood with a face of western red cedar in premium or select grade. Surfaces are rough-sawn or brushed in a choice of patterns, all with shiplap edges. Ungrooved Panels can have either shiplap or square edges. Classified as western red cedar exterior 303 plywood bY the American PIYwood Association, cedar PlYwood panels should carry its grade stamp. Watch for it.

Cedar plywood Panels are appropriate for exterior application on sidewalls, soffits and trim and interior applications. They can be used for both residential and low rise commercial applications including remodeling. They can eliminate the need for sheathing or corner bracing.

Builders talk about saving as much as 500/o on labor and materials by using cedar plywood panels. Records show that a 1,700 sq. ft. house can be covered with 50 Panels in 13 manhours.

Cedar plywood Panels have the

low maintenance, resistance to decay and pests and durability advantages inherent in cedar. TheY can be finished with a clear wood preservative, light-bodied oil based semi-transparent stains or heavy-bodied oilbased stains for color variation. Leaving the cedar plYwood Panels unfinished is not recommended.

Story at a Glance

Help customers cut costs with cedarplywoodPanels ' '. offer curb appeal, durabilitY, APA grade stamP in an economical material that cuts labor costs.

Peninsula Plywood, now an ITT Rayonier Inc. division in Port Angeles, Wa., was the first mill to manufacture cedar plYwood back in 1958. In addition to pioneering cedar plywood, they are the second oldest APA mill in operation with the designation of Mill No. 2. Their membership goes back to 1941. PenPlY, as they are known, is Probably the major producer of cedar PlYwood today, manufacturing over 8 million

square feet monthlY, enough to side 4,000 homes.

Richard M. LYons, marketing manager, wood products Northwest' for the company, says that the product is "especially popular along the coastlines and in the mountain areas because of its superior stain retention characteristics and ability to resist severe weather conditions."

He anticiPates that todaY's increasing cost of western red cedar lumber sidings, including material and installation cost, will continue to make cedar plywood a more practical siding alternative in 1987.

Multnomah PlYwood is the other APA mill producing cedar PlYwood. Located in St. Helens, Or., the company had manufactured Douglas fir plywood siding for nearly 20 years' but done little with cedar until last year. Sales manager O. E."Erv" Lodeen, who was formerlY with Evans Products, a cedar PlYwood firm no longer in operation, says that the worker-owned mill has begun an aggressive program to secure the highest quality cedar logs. In addition to the APA logo, their Product carries the company's Indian chief logo.

Although cedar PlYwood is limited in availability, it does fill a need for the customer who wants the luxury of cedar without the expense' Retailers should keeP it in mind.

A remodelin

lA EDAR should be among the \f first thoughts of a retailer facing a customer. either d-i-y or contractor, who wants to buy materials for remodeling.

A big market at present, remodeling is due to grow even bigger with projections of $90.2 billion by 1990. Because cedar is a versatile product, it can claim a good chunk of these expenditures. Beauty, durability and easy workability are assets which make it easy to sell.

Where can cedar be used? Almost anywhere, both inside and outside the home, as well as in light commercial remodelings.

Cedar siding can be used to update the appearance of a home. In addition, ir will protecr the slructure from weather extremes and look great for years. Natural preservatives make it weatherproof. Cedar lumber can be stained, painted, clear-sealed or left natural to weather to a lovely silver patina. (See story on finishing on p.8).

Among the many pattems milled, bevel applied horizontalty is the most popular with tongue and groove and channel, both usually put up vertically, gaining favor. Cedar siding also can be applied as an accent to brick or stucco.

Other outside uses of cedar to update older homes and make new homes more livable include decks, fencing, trellises, garden structures, gazebos, patio covers, planters, steps and porches.

On the inside, cedar s[ars in bringing new life to dull kitchens with paneled walls and cabinets. Bathrooms also can be revived with cedar paneling. Clear sealers make the wood splashproof and washable in both areas. Cedar's natural sound absorbing qualities are an advantage in kitchens and bathrooms since they

avoritg. . .

reduce the noise level of appliances and running water.

Cedar paneling is b1" no nleans limited to kitchens and baths. It can be used in room additions as well as to give a new look to living areas, dining rooms, bedrooms and cntries. Old I'ireplaces faced with cedar beconre handsome new focal points. Basements and attics can become livable space with the applic:'tion of' cedar paneling.

Story at a Glance

Ways to gain a share of billion dollar remodeling market cedar suitable for both contractor and d-i-yer use suggestions for use in remodeling both inside and out.

Amenities such as bars, cntertainnlent centers. display cabinets, sludy or computer centers, bookshelves. telephone desks and clividers are easily'constructed of cedar lumber. Since cedar is resistant to moisture. it performs wcll in spa and sauna areas.

Cedar can be recommendcd in a variety of patterns. channel. bevel and tonguc and groove, with or without a surfirce v-groove. Cedar conres in clear and knotty' surfiices. both smooth and saw-texturccl. to give a do-it-yourselfer or builcler a variety' of patterns. surfaces and chiiracteristics from which to choose.

You can count on your custonters being happy with the results when they selecl cedar fbr renrodeling or updating their honre. Suggest it wlth confidence and pride.

Technology produces cedar look-alike

use as well as its ready availability from forests in the Pacific Northwest, Southern Alaska and British Columbia, Canada.

Incense cedar, grown mainly in Northern California and Oregon, is less abundant but readily available as fencing, siding and decking as well as pencil stock. Eastern red cedar, is used primarily for cedar chests and closet lining.

Now wood technology has produced a lap and panel siding product which is hard to distinguish from top grade cedar. Louisiana-Pacific Corp. has used an improved resin Waferwood formula to manufacture a product called L-P lnner-Seal. In addition to being similar in appearance to cedar, the product is considered durable, easy to work with. attractive and economical. Increased strength and stability come from the new formula. The products are made from 7/16 inch Waferwood with a resin-impregnated overlay embossed with a wood grain pattern.

The lap siding has eamed the American Plywood Association's siding performance rating. It is the first nonveneer siding product to achieve the rating, which is based on a stringent series of perforrnance tests conducted by the association. The new Inner-Seal panel siding is currently undergoing similar tests and is expected to receive the rating soon.

The lap siding is available in 16foot lengths and 6, 8,9-l/2 and l2inch widths. The panel version comes in 4x8, 4xl2 and 4xl6-foot sheets with a variety of groove patterns. All are primed and ready for painting.

EDAR has been around

V long time, with its use back to the Indians and

for a dating early explorers in this country.

As a group, cedar has six major species: Alaskan, incense, Port Orford. eastern red. western red and southern white. Western red cedar has been the most important to the market because of its popularity for residential and commercial buildine

Story at a Glance

New panel product has many of the qualities of kiln-dried solid wood...looks like cedar Louisiana-Pacific uses improved Wafenvood resin formula for new lap and panel siding products.

The new Inner-Seal resin produces a chemical bond with the cellulose in the wood fiber. Since water doesn't break down that bond, wafers with a higher moisture content can be used. That higher moisture significantly reduces any tendency the products might have to absorb moisture encountered after leaving the plant and arriving on the job site.

The new resin also gives the products improved physical properties with virtually no contraction, expansion or swelling problems.

I I ANY CUSTOMERS entering a lUl lumberyard or building products center have only a vague idea of the wide variety of western red cedar products and patterns available for their use. The obvious answer is to

Story at a Glance

Ways to increase cedar sales ... how cedar displays used in lighting, kitchen, garden dePanments can emphasize Product versatility... gazebos, Paneled areas demonstrate attractive ness in a variety of uses.

Products-ln-Use Displays Sell More Ced

put the cedar where theY can see it, and touch it.

Pretty pictures in a magazine or brochure may prompt a homeowner or a designer to consider using cedar products. But when they actually see the beautiful range of color variations from heartwood to sapwood, and touch a wall of surfaced or textured cedar paneling, that's when they'll be sold.

Displays shouldn't be limited to the lumber department. To Promote the uses ofwestern red cedar indoors and outdoors, use some tight-knotted boards as a background for gardening tools, or some surfaced, Vgroove paneling for a disPlaY of bathroom fixtures.

Another favorite use of cedar

products is in the kitchen, offering a myriad of display opportunities and design ideas. A wall faced with a selection of cedar paneling sizes and patterns can set off a display of lighting fixtures. There is another whole series of cedar siding patterns and sizes that can be used to set off outdoor or garden displays.

The versatility of board paneling or siding, as compared to sheet goods, can be illustrated with products applied vertically, horizontally, in herringbone patterns or with inset accents such as diamonds or squares. Gazebos or other outdoor structures can be constructed in various

areas, for sales consultation booths, as special display centers, or just for customers to relax in. A corner area can be set off with cedar fencing and decking, and used to display outdoor furniture or barbecue supplies.

Some dealers and distributors set aside a room for entertaining customers, or for community use, and use the walls as a colorful showcase of the hundreds of cedar products and patterns that are available.

The display applications of western red cedar are limited only by the imagination, but when cedar Products are on the wall where theY can seen and touched, they'll be sold.

Building Products Digest

Rock. Ar., part of its acquisition of .Superv:ood Inc.. Duluth. Mn. . . . Louisiona-Pacilichas acquired a mill in Jasper, Tx.. l'rom Ov'ens-lllinois

E$trWS

Low'e's has opened new stores in Southern Pines and Lexington, N.C.. and Somerset. Ky; construction is underway on a 16,500 sq. ft. store in Morehead Cit"v-, N.C.: a location has been acquired in Keowee Village shopping center. Seneca, S.C.l u site is under consideration in Tullahonra, Tn. units acquired by Lowe's from Boise Cascade in San Marcos and Temple, Tx., have been remerchandised

Buiklers Square will construct two warehouse stores in Atlanta. Ga. . . Hechinger Co. is considering reincorporarion in I)elaware

Scotty's opened a full-line home center in Sarasota. Fl., and hardware stores in Tifton and Bainbridge, Ga.. in Jan.; a fullline store opened in Boynton Beach early in Feb.: Port St. John Hardware, Cocoa: Land O'Lakes Hardware and FIonlosassa llardware are scheduled to open in mid and late Feb.

Ltrnrber.jacks Lumber oncl Hardv,are Co. is a new retail business in Crawfordville. Fl.. Warren Spooner mgr. . Moore's plans to remodel and upgrade its 87 units, adding garden centers to all stores

Cassit-v JonesLumber and Honrc Improvement Cenler has opened a branch in Cedar Hill, Tx., Bill McRae mgr. .. Scotlu's opened a building supply warehouse in Daytona Beach, Fl.

L'rlanger Lumber, Erlanger. Ky'.. is still operating despite a Jan. 3 fire which destroyed an estimlted $380.000 in buildings, inventory and vehicles .

Derickson Lumber Co., Leslie, Ar.. which has completed a program of adding covered storage, plans to expand its do-it-yourself

business

Bilbrey Ace Hardxzre. Crossville, Tn.. has closed after 79 years.

IJniversalForest Products. Grand Rapids. lVIi.. has acquired Far 14est Fir Sales, Huntington Beach. Ca.. to become the nation's fourth largest building materiaf wholesaler. . .\clrcll Forest Industries, Houston. Tx., has a new office in Orlando. Fl.. Garv Easton and Dan Hatcher i; charge. .

Reed & Sols Hordx,oods. Thibodeaux. La.. has acquired Timber Realization Co.'s cypress sawmill in Jackson. N'ls., renaming it Cqlrtn C.t,press Inc.. Jack Sikes sales mgr.

L'aughan &.Sons, Inc. has opened an office in Austin, Tx.. to handle building products sales for multi-unit projects throughour rhe L].S. . .

Bailco Hardyroods, Inc.. is a new wholesaler in Hickory, N.C., Bill, Marc and Bill Bailey Jr., owners Zickgro.f' Hardn'ood Co. has moved its sales office from Franklin, N.C., to Hickory. N.C....

Sotttlt Houston Lumber Co.. flouston. Tx.. is in the process of liquidating its lumberyard and builder sales assets; they are keeping all land and the trearing plant which will continue to operate...

Ra.v'mond Building Suppl.v, North Fort Myers, Fl.. has ac- quired Walker Builders .Supply, Naples. Fl. . Jordan & Bradley Bu i ld i ng .Su ppl.v, /nc.. Columbus. Ga.. lras nrerged with Wright and l'oung Building Supply. Newnan. Ga..

Georgia-Pacif'ic' has a new hardboard plant in North Little

Manville Corp. has completed a S I -5.1 million improvernenr project at its Winder. Ga.. fiberglass insulation mfg. facility' . Breeko Corp.. Nashville. Tn.. has purchased a mfg. plant on a 30 acre site in Menrphis. Tn . .

Hunter Fan Co., Memphis. Tn.. has acquired Kenroy lnternational, fuc.. Jacksonville. Fl.. for an undisclosed sum Alside has opened a 30.000 sq. ft. cabinet nrfg. plant in Liberty, N.C....

Wickes Cos.. /nc. has completed its acquisition of Collins & Aikman Corp.. .. Paylstt Cashw'ay5, 1nr. plans to open l2 new retailunitsthisyear: Amarillo and Dallas/Fort Worth. Tx.. Springdale, Ar.. and Lexington. K1'.. are anlong sites

I[ac'klo nburg- Duncan Co.. Oklahoma City'. Ok.. has taken over Cedar \u. Inc.. Oklahoma City. in a bulk sale of assets. .Varle.v Roof Tiles has acquired the roof tile mfg. assets of Carroll's Euilding Srrpplr'. Sr. Petersburg. F|....

Economy Fasteners, Inc.. Jacksonville. Fl., has been acquired by Unif'ast Industries, Inc.. and relocated to its Hq. in Hauppauge. N.Y... . U. S. Plywood plans to expand its prefinished paneling operation in Orangeburg. S.C.,to an annual capacitl, of over l5 million panels

Ply-Gem Industries has acquired Great Lakes Window, Corp.. Toledo, Oh., for about $18 million . EIk Corp.,Dallas, Tx., has opened a new technologl'center in Ennis. Tx.. adjacent to its mfg. plants

Housing starts for Dec. (latest figs) climbed |3.7oh to a seasonally adjusted annual rate of 1.802,000 units; multifarnily starts were up l90h; single farnily starts rose 11.20/o'. building permits surged 11.40/o: southern starts were up 3.7%,

nbeatable

High quality Western Red Cedar products and premium service Anu from combination Canfor!

We offer one of the broadest product lines in the industry:

o Clear and knotty bevel siding

o Knotty boards and dimension

o Clear and knotty panelling

o Finger-jointed and end-matched

Big volume, too - 85 million board feet annually.

Every piece is precision cut from our own premium cedar logs. Manufactured exclusively for Canfor by Terminal Forest Products Ltd.

We also offer our excellent Huntting-Merritt kiln dried Western Red Cedar shingles for both roofing and sidewall applications.

In addition, our marketing and transportation people are determined to provide you with the best service in the industry.

We have our own fleet of all-door railcars - easy access, great protection. Piggyback and flatdeck trucks also available. Yes, we'll ship mixed loads.

You'll find our combination of product selection, available volume, high quality and superb service second to none!

VOLTI\ITARY INDUSTRY QUALITY CONTROL BY CERTIFICATION OF QUALIFIED INSPECTION AGENCIES

At AWPB's l:rboralory. :rll tests and evaluations :rre performed by highl_r'qualified personnel.

FE BRUARY

Mid-America Lumbermens AssociationFeb. l2-13, convention. Bartle Hall. Kansas City. Mo.

Carolina Lumber & Building Meterial Derlers AssociationFeb. l2-14, buf ing show. Civic Center. Charlotre. N.C.

Amarillo Hardware Co.Feb. 14-15, spring market. Amarillo Civic Center. Amarillo. Tx.

Moore-Handley HardwareFeb. l4-15, spring/summer dealer bu.'-ing show. Birmingham/Jefferson Civic Center Exhibition Hall. Birmingham. Al.

Building Material Merchants'Associetion of Georgir& AhbamaFeb. 15-17, basic training seminar, Austell, Ga.

Nationel Lumber and Building Meterirl Dealers AssociationFeb. lE-20, officers' meeting. Broadwater Beach Hotel. Biloxi. Ms.

Wood Moulding & Millwork Produccrs AssocietionFeb. lE-20, annual meeting, The Pointe, Phoenix, Az.

Appalachien Hardwood MenufecturersFeb. l9-20, annual meeting. Mills House Hotel. Charlesron. S.C.

Mississippi Building Materirl Deelers AssocietionFeb. 19-21, annual convention & trade show. Royal D'lberville Hotel. Biloxi. Ms.

National Forest Products Associetion/Americrn Forest CouncilFeb. 24, Southern regional forum, Opryland Hotel. Nashville. Tn.

National Associetion of the Remodeling IndustryFeb. 26-2E, annual convention/exposition. Washington. D.C. Convention Center. Washington. D.C.

General Hardware Co.Feb. 2t-Merch I, Sentry market, Marriott World Center, Orlando, Fl.

MARCH

Internationel Hardwood Products AssocietionMerch 3-7, annual convention & World of Wood. Loews Ventana Canyon Resort, Tucson, Az.

Internrtional Hardware Trede Frir - Mrrch t-10, Cologne, West Germany.

National Home Center ShowMrrch t-ll, McCormick Place. Chicago, ll.

Hardwood Manufacturers AssocietionMerch ll-13. annual meeting. New Orleans. La.

Building Material Merchuts'Associetion of Georgir & AlebamaMarch 15-17, basic training seminar, Austeil, Ga.

Southern Forest Products Associrtion - Merch lt-I9, long range planning committee meeting, Westin Hotel. New Orleans, La.

Loss Prevention ConferenccMerch lE-20, sponsored by Home Center Institute, Embassy Suites Hotel. Orlando. Ft.

Oklahoma Lumbermen's AssocirtionMerch 20-22, Spring Mart '87, International Trade Cenrer. Oklahoma City Fairgrounds, Oklahoma City. Ok.

Nrtionel Building Materiel Distributors Assoclrtion - March 22-24, spring management seminar. Marriott's Marco Island Resort, Marco lsland. Fl.

Southern Hardwood Lumber Menufrcturers AssociationMarch 26-2E, annual meeting, Fairmont Hotel, New Orleans, La.

Southern Cypress Manufacturing AssociationMarch 27, annual meeting, Fairmont Hotel, New Orleans, La.

GonferenceDates Change

The 1987 Presidents Council/ Conference with Congress for the National Lumberand Building Material Dealers Association has been changed from March 7-10 to May 2-5 at the Hyatt Regency of Capitol Hill.

lllegal Alien Hiring Control

A bill designed to control the unlawful employment of aliens has been signed into law by President Reagan.

Civil and criminal penalties may be imposed on employers who violate the new employment related provisions. Compliance with new verification procedures and retention of

lUhen Vou

uont the highest quolitg ovoiloble in CCR TVpc C Pressure Treoted lumber, coll

records of compliance will be mandatory.

Prior to hiring a new employee, employers must verify that the person is not an unauthorized alien by examining at least two of the following seven documents: a U.S. passport, a driver's license, a state issued l.D. card, a Social Security card, a Certificate of Naturalization, a U.S. birth certificate or another approved means of identification.

The future employee also must attest in writing under penalty of perjury that he is lawfully admitted into the U.S. for permanent residency or employment. Forms for complying with the law will be available from the INS or Denartment of Labor.

Cedar Re-roofing Alternative

Over-roofing with cedar shingles or shakes-that is, applying these products right over the existing roof-is a fast-growing trend for professional remodelers and roofers. Easy to do, it is an effective alternative to tearing off the old roof and applying the new. A double roof doubles the insulation effectiveness, the mess of the tear-off is eliminated, avoiding leaving a structure vulnerable to the weather. The end result is a much stronger roof.

Expo'87 In June

Southern Forest Products Association's Expo '87 will be held at the New Orleans Convention Center, New Orleans. La.. June l8-20.

Possible ot Competitiys Pricing

c u RT,P,F,|!!)f,""}llJut e;,0*s.9,r, I N c.

llrkonsos tlrRTS l-(800) 482-2352 Notionol tlrRTS l-(800) 232-2326

Bltt HRRDING . IINDR PRIDDY . ROSS RRSSTUIUSSCN

UJe con fill oll Vour treoted lumber needs. . . londscopo timbers, plgtuood, oll dimensionol lumber, 4x4 through l2xl2. On 6x6 ond lorger ure hove lengths ronging up to 45 feet. Plus, u,e nou, in stock .60 FDN. [Ue olso hove our ou,n fleat of trucks to corrv stocK .ou FIJN. (ue o|so nove ourn fteec or trucH: help you solve ony deliv@ry orobl@ms Vou mov hov@. Rll our mot@riol is TPI grod@ mork@d. [Ue tootur@ th@ RTUPB quolitv mork on oll our tr@oted motoriol.

Highcst Ouolity

Sincel90fi,ouronlyway of doingbusiness.

Sure,we've made big changes over the past 80 years. Changes in harvestingtechniques.Inmill technology. ln productrefinements thatkeep us on

thecutting edge of ourindustry.

Still,wehaven't lost sight of the time-tested value that's guided us, all these years. The value of teamwork-

of pulling together-among ourselves and with you.

On our part, that means doing what we do best producingthe finest lumber and plywoodproducts available, bar none, backed bypersonal, milldirectserviceto help distributors like you profit from our lines.

That'stheonly way to assure that you and yourdealers and our Company can continue to prosper. So give us a

Home Center Merchant

BILL FISHMAN

Bill Fishman & Affiliates

11650 lberia place dent building material dealer wirh the San Diego, Ca.92128 impression that the show was positioned for the big guys only. The other

members o[ the board representingthe HE HOME Center Show in Chi- independents agreed with Helen. Dale cago this March is going to be a Boozer from Columbia, S.C., Pat Roo-

humdinger.

The show will be larger. There will be more vendors displaying and there will be more retailers attending. The attendance figures will be way up because of input by those attending the Home Center Show Advisory Board Meeting that I chaired about four weeks after the close ofthe 1986 show. We, the show's management team, got quite an earful from the advisory board.

Helen Jo Whitsell, ceo of the Copeland Lumber Yards in Portland, Or., remarked that some dealers felt that the show was outside their comfort zone. She let us know that some of the retailers that she talks to in her market felt that the very title of the show and its Chicago location left the indepen-

ney of J.T.'s Home & Building Cenrers in Newport, R.1., and Ric Russell of Millard Lumber in Omaha, Ne.. advised us to create an identity with the less-than-giant home center and we could count on more people feeling that this show was for them. "Let people know how much ir would cost to come to Chicago for the run of the show, how to get from the airport to the hotels and what to do after show hours." they advised us. "Pinpoint the seminar programs to their size and talk about concepts that they can adapt to become better merchants. Talk to them about their problems and within sales figures that they can identify with . " We listened carefully. The mann{F-

Building Products Dlgest

ment team was ver!' responsive to the advice of the advisory board. You have probably' received a copy ofthe 20-page promotion about the show. You may not. however. recognize that there are two versions of this promotional piece. Version B is the typical brochure thar is sent to the major home center chains. Version A is pinpointed to the rural markets. The opening two pages are specifically geared to those who have never belore visited Chicago or the previous Home Center Shows. lt shows typical airfares, cab fares, hotel costs, meals. courtesy buses. shopping areas and sightseeing.

As the board recommended. I pulled together a seminar program that identifies the needs ofthe independent dealer. There will be two opportunities to attend a full-day session with Jim Pence. Chilt Ellett of Chapin. S.C.. will, in his good-ol-boy style. present 25 ideas to increase effectiveness in dealing with people.

There will be sessions on how to attract big-user customers and idea exchanges that will put retailers at round-table discussions with other retailers of their size.

Most importantly. I have advised all the speakers at all l3 seminars to tailor their addresses to this newly identified audience of less-citifi ed operators.

But there's more to this month's

column than just the new format for the Honle Center Show. There's a point I'm trying to make. lt has to do with the overstoring of America. ls America overstored? You bet it is! Only in some very rural areas do you find people driving more than 20 minutes to choose lrom a variety of different retailers merchandising similar products. In the lumber and building material industry the competition has become fierce.

Today's customer, whether he's a do-it-yourselfer, a small contractor. a commercial account or a major developer. has the option of shopping close to home at the home center or lumberyard at which he feels most comfortable and where he feels he's getting the best value. (That's "best value" not necessarily the lowest price.) So how do you find out what to do to make customers feel comfortable in your location. Ask 'em! Sit 'em down and ask 'em.

One of the most important, yet neglected. sources of information available to a retailer about his own operation is lrom his own customers. Most retailers have never learned to harness this source of information. lt's so easy, so inexpensive ... and, regretfully, so overlooked. One of the best waYS to have your customers tell you how your showroom fits within their comfort zone is to create an advisory board just like the advisory board that provided us with the input to reposition the }lome Center Show.

What can retailers learn about their

own operations lronr an advisor-"- board of their customers and non-customers? llere are just a few areas that were touched upon by advisory board meetings that I have chaired for retailers:

o llow the community identifies the store

o What is missing or unnecessary ln the merchandise mtx

Just how friendly and knowledgeable are the "friendly and knowledgeable" sales people

o llow easy or dilficult it is to shoP the store

. Does the background nlusic and paging system create discomfort Ibr the shopper

. Do systems and Procedures need overhauling

o Do the employees understand and believe the companY's charter and goals

When you attend your first advisorY board meeting, wear your thickest skin and come ready to learn that what you wish you were and what you are are not necessarily the same.

ARKANSAS a OKLAHOMA

OT EVERYONE in Arkansas and Oklahoma is rooting for oil prices to stay low. Some are even cheering OPEC, hoping its latest plan to control production and raise the price of crude works just fine.

I'm talking about retailers, home builders, bankers and many others in Texas, Louisiana, Oklahoma and Arkansas. Thousands have lost their businesses, jobs and much more in the last year, watching helplessly in disbelief as OPEC flooded the market with cheap crude. This action has translated into lower revenues for domestic companies, less drilling and sharp cutbacks in exploration.

Unemployment is up dramatically. The unemployment rate in Texas was 9.lo/o in August I 986; it was 7% the same

month in 1985. The 1986 rate was 9.20lo in Oklahoma after only 6.80/o in 1985. Business failures and bankruptcies have skyrocketed. The rotary drilling rig count, a prime way of measuring exploration activity, is off500/0. Even the extraction of crude from the ground is headed down.

Everyone hoping for quick fixes because of OPEC's recent action could be in for a long wait. Domestic petroleum firms have reported that they are very cautious about their expansion plans for the future. They know, and we should know by now, that the precarious world of oil is more dangerous than ever. Risks could be massive if we assume the price of crude will quickly bounce back to past levels.

All of which continues to be very bad news for business people including lumber dealers who still depend on rhe petro economy. The bright side, however, is the fact that it everyone can make it

Jthrough this period by finding and creating new markets. just think what it is going to be Iike when crude flows again and the highways and back roads are clogged with the rig trucks.

want

change these rcok. They'ry made by some comryny called Metric and they don't fit the nuts on my cor."

Building

"I

to

Lumbermen's

Assoclatlon of Texas

TOPICS

t CTIVITY at the board and commitAtee meetings held in Austin Feb. 47 centered on preparations for the annual LAT convention and trade show, April3-5 in Ft. Worth.

Four instances of fraudulent grade

Home Center Show ExPands

Home center retailers view the next two years with optimism and confidence, with 83% forecasting increased sales and 69% anticipating increased profits, reports the 1987 National Home Center Show in announcing an increase in first time exhibitors at their March 8-ll show in Chicago's McCormick Place.

More than 70 manufacturers of

stamping are being investigated by legal authorities after being uncovered by the Southern Pine Inspection Bureau. Unauthorized use of legitimate stamps and counterfeit stamps are two types of fraudulent grade stamping. Contact our office if you encounter any discrepancies in the marketplace.

Warning tickets have been issued to some dealer truck drivers in other states for not having a medical card showing they had received a physical within the last two years. A federal law requires all drivers of loaded trucks weighing 10,000 pounds or more to have a physical every two years. Covered under Motor Carrier Safety Regulations 49CFR 391.41 -391, it has been in effect since 1983.

The National Lumber and Building Material Dealers Association's legislative action committee (ACTCOM) is requesting two co-chairmen from each state to serve as state coordinators when a major legislative vote or campaign is scheduled. lf you are interested, let the LAT office know as soon as possible.

products for d-i-y customers have reserved space for the first time in the show which is billed as the world's largest exposition of products for the do-ityourself market.

Ken Blanchard, author of "The OneMinute Manager," will be the keynote speaker. Those providing workhops and seminars for d-i-y retailers include Jim Pence, financial management specialist;

Bruce Merrifield, Jr., Merrifield Consulting Group, and Bill Sharp, author of "Around Home Centers EverYbodY Sells."

The annual awards for innovative products and presentations, the 13th annual Home Center of the Year award and induction ceremonies for the Home Center Hall of Fame also will be fearured.

SOUTHEASTERN SCENE

co.,".i,,g Arabama, Frorida, Georgia, Kentucky, Louisiana, Mississippi, the Carolinas, Tennessee and Virginia.

Florida Lumber and Building Material Dealers Association, Inc., is polling its members with a questionnaire to determine if it is feasible to add advertising assistance to its membership services.

Under consideration is a program which would aid retailer members in producing sales tabloids and catalogs as well as other advertisements. The service would be provided by an outside company.

FLBMDA has acquired a dealer training videotape developed by the American Plywood Association which is available for loan to members.

Mississippi Building Material Dealers Association, Inc. is completing last minute arrangements for the 6lst annual convention and building prod-

ucts trade show, Feb. 19-21 at the Roval D'lberville Hotel, Biloxi.

Yirginia Building Material Association's education committee under the chairmanship of John Spencer, Lambert Building Supply, Lexington. has developed a continuing education program.

Next on the schedule is a "Drug Abuse In The Workplace" seminar Feb. I I in Manassas. The program witl be repeated Feb. 25 in Richmond and March l8 in Portsmouth.

Seminar leader will be Patrick O'Hare who has spent 26 years in the criminal justice system. At present he is program head and counselor of the administration of justice program at J. Sargeant Reynolds Community College in Richmond.

Producto Dlgcd

Keith K. Luis. author of the Lumber Tech home study courses, will present information on how to sell more building materials for more money later in the year. Mid-October will bring a security seminar. All programs are open to nonmembers as well as members.

Building Mrrerid Merchants Associetion of Georgie end Alebut will conduct basic training seminars on Feb. 15-17 and March 15-17 ar rheir heidquarters in Austell, Ga.

The buying show which was in progress at presstime, Jan. 30-31, will be oovered in a later issue of Building Products Digest.

FutureDates

Check out our Calendar on Nge 18 for information on uryoming conventions, meetings and trade shows in your region.

OPERANNG OPPORTUNITIES

!r HE PROPONENTS of tele'mar-

agencies as well as directly with their own clients.

tele-marketers with programs built around the 800 numbers. This media doesn't have the rigidity of its broadcast cousins wherein messages are limited in length to 10, 30 or 60 seconds. Most of ttre-calts placed, however' are within a 30 to 90 second range.

I

t<eting say that it is more competi' tive than direct mail with a more personal touch. Many call the use of the telephone in marketing the latest media form, to be considered with radio, TV' newsprint and billboards.

They take the position that it facilitates communication of information to customers most interested in what they have to say and most likely to respond' They consider its use to be more selective demographically than the shot gun saturation provided by other media'

Tele-marketers are listed in almost every telephone directory's yellow oaees. The businesses come in several u"iieties and sizes. Their main function is to provide telephone access rapidly and measurablY for their client's messages. They work with advertising

Like many other businesses, some tele-marketers are computerized and provide large input capabilities- for their users. At the other end of the spectrum are those firms which place all calls manually. In between these are those comPanies PartiallY computerized and PartiallY manual. '

Some calls, like an advertising message, require no response, hence no operator monitor' other programs' such as surveys and polls' need manual assistance.

Still another variation on operating structure is the tele-marketer offering "networking." These firms can take a message bY Phone across broad geogtuihit aieas without the expense of iong distance charges. This is accomplished through local affiliates or associates similar to radio and TV net' works.

As you might susPect, there are also

A majority of observers believe that the first 20 to 30 seconds of the transmission are the most critical to getfing the message across. ln this respect' tele-marketing is very similar to the other electronic media. Likenesses don't stop with time Parameters. -Someone, and not the tele-marketer, must identify what to advertise, when and to whom. The media is only the method of conveYing the message' Even though many tele-marketers can help in scriPt develoPment, the customer and/or the ad agency must provide the creativitY.

A final similarity is cost. More than one operator we spoke with could provide a general advertising or a pr-efe^rred customer message at a cost of 280 each for a minimum of 1000 calls to a cost of 200 each for 100,000 Placements of the same message. The cost of only $280 to alert, nudge or contact 1000 contractors or households brings a new dimension to this industry's ability to communicate both economicallyand effectively wherever Ma Bell' et al. go.

Are You Absolutety Sure You Are Buying Your Building Materials Right?

If you have ever asked yourself - Am I Competitive? or Am I absolutely sure I buy my Builiins Materials and Hirdware right? Then iou need C.B.S.-Central Builders Supplies Company.

C.B.S. can take the guesswork out of buying. Since 1937, C.B'S' has been helping independent building materiil dealers remain iompetitive with mammoth corporation chains.

Because C.B.S. is a dealer owned non-profit corporation,all discounts, rebates, datings and advertising funds are all passed directly to the participating members'

C.B.S. Offers You

*C.B.S. has been nationally recognized as "The Place To Go To BUY Los"*

* As you buy more the cost to belong goes down-not up

* C.B,S. has an in-house Lumber Department

* C.B.S. has a General Building Materials Dept'

* C.B.S. has a program with the Blue Grass Tool CompanY

Central Builders Supplies Company 215 Broadus Street

Sturgis, Michigan 49091

Phone: (616) 651-1455

These Advantages

* C.B.S. is dealer owned

* C.B.S. has a state-of-the-art internal communication system with participating members

* C.B.S. Rebates are paid to the members in cash

* C.B.S. has an in-house Building Specialties Dept'

* C.B.S. operates as a non-profit company

* C.B.S. members share in the cost to operate

Headquorres for lhe

*c.B.s. was fearured in the october 1984 edition of the HoME CENTER

Allied Building Centers Magazine

Canada Tax Affects Cedar

Western red cedar is feeling the pinch of the l5olo tax imposed by Canada in January on lumber exports to the United States. thus ending the threatened U.S. tariff on softwoods from Canada.

The majority of the western red cedar used in the United States has come from British Columbia with about three-fourths of the members of the Western Red Cedar Lumber Association being Canadian companies. Although there are both Iarge and small western red cedar producers in Oregon and Washington, many cedar users feel the BC quality to be superior.

"The only good cedar comes from BC," said Bob Hayden at Riverside Lumber Co. in New Orleans. He and Tom Hayden have been importing it since 1938 for their

Southern Pine Grading Test

With the recognition that good graders are the key to the southern pine industry's continued quest for quality and profitability, Timber Products Inspection, Inc. is organizing a series of regional grading championships.

The first was held in cooperation with Westvaco Development Corp. at Summerville, S.C., with the assistance of Charles Ingram Lumber Co.,Cox Wood Preserving, Federal Paperboard Co., Georgia Pacific, International Paper and Sterling Wood Products.

customers, mostly custom home builders.

Wholesalers seem to be going one of three ways. Some are getting out of the cedar business, concentrating on alternate products such as redwood or pressure treated woods. Others are seeking out new sources of supply to replace the Canadian producers. Others are accepting their cost lumps and paying the price with the hope that retailers and customers will follow suit. Part of the blame for the shortage and price increase is put on the 20 week strike which was resolved shortly before the tax was applied.

KentColton, executive vice president of the National Association of Home Builders, predicts "There will be an impact on the cost of building a home." The anticipated

increase of about $1000 on a house cosring $80,000 to $100.000 will reflect the tax on all Canadian lumber, not just cedar.

Lyle Gramley, chief economist at the Mortgage Bankers Association in Washington, said "lt's not going to be a big blockbuster. lt's the land prices that have been the big factor in pushing housing prices up."

Western red cedar fence manufacturers are the hardest hit. The price increase brought by the 15% tax has laken away the margin many felt they had to have to survive in a competitive market.

At this point, the final outcome is uncerlain, but it appears that those who want Canadian cedar will pay for it and those who don't will buy substitute products or cedar produced in the U.S.

Lowe's To Use Vkleo Sabs

Lowe's Companies Inc. will begin a test of video terminals as sales aids in five of its stores early this year.

Lowe's management said that the terminals will be utilized in three ways. They will enable the salesperson to display more of a product line to customers and help customers determine more clearly what items they may need for a doit-yourself project. The terminals also will be used as a training tool for sales personnel.

PRODUCERS FINE CEDAR OF PRODUCTS

P.O. Box 389 Gold Bar, Wa 98251

Two Mill Locations:

GOLDBAR - for sidings-bevel, channel & other products

FORKS . Rosmond, for fine old growth clears

Gedar Selling Helps

Rctuilcrs can make gttocl r-rse of literature ofl'ered bl" the Wcstern Rcd ( cdlrltrntber \sstreirrlion in reaching cLlston.ters and cclucating sales personncl.

Envelopc stull'ers in lull color are availablc as wcll as pronrotiilnal literature with attractivc colored pictures showing hundreds of $'a1 s to use ccclar i n bu i lcli ng itncl rcmodeling. Inlctrr-rtlrtion cards providing cedar use tips such as nailing and linrshing arc ai ailable as rvell as technical infbrnratiott brochurcs.

The flrst 100 copics are liec. I)riccs on aclditional copies are nrininral. ranging f'ront 100 to 30c. A litcrature list is available front thc Wcslern Red C'eclar .\ssociation. Ycon llLrilding. [)ortlitt.td. Or. 97 20.1.

66th SHTA Annual Meeting

Inlernroclalisnt. part o1' the ever changing transportation industry since dcregLrlation. stack train serr,'ice. containcrization and competitive rates on piggyback shipntents will be anrong topics discussecl at thc (r6th annual nrccting of the Southern I lardwood l'rafflc .\ssociation, l0:3[) a.nr.. Feb. 26. at the Peabody' llotel, llcniphis. Tn.

SPECIALIZED TREATMENTS NOW AVAILA8LE

o Wolmanized Lumber

. Dricon Fire-Retardant

. Creosote

PRODUCTS AVAILABLE

o Landscape Timbers

o Railroad Ties

o Poles

o Posts

I Dricon Fire Retardant Treated Wood

r All Weather Wood Foundations-

r AWPB-FDN StamFed

For informatian on quick sarvico call the treating exqerts!

This cvcnl w'hich ivill kick ofl'the 76th anniv'crsarl' of SIITA will be follorved bl' a.toint luncheon with the Lumbernren's Club of Memphis at I 2:l-5. A IrosPitrrlitr mecting for lriends, carricrs. luntbermen and associates *'i11 be l.rosted bv SIITA l'ronr b lo \) l).n1. ()n the evening helbre the ;.rnfl urrl nlceting.

,\n-u-one engaged in or connected with the lumber or wood products industry is invited and urged to altend. according to Rick Jackett. executive I'ice presiclent. rvho is taking reservirtions.

PERS NALS

Jim Sasser is the new mgr. of Wickes Lumber Co., Goldsboro, N.C.

Nate "The Kitchen" Newton, Dallas Cowboys football player, has been named the official spokesperson for Boro Wood Products, Fort Worth, Tx.

Gerald Cook, Cook Industries, Orlando, Fl., has been elected to the board of the American Wood Preservers Bureau, Lorton. Va. Other new board members: William B. Cox Jr., Cox Wood Preserving, Orangeburg, S.C.; Clif Jones Jr., Brunswick Pulp & Paper, Brunswick, Ga.; Howard Powell, Timber Products Inspection, Conyers, Ga.; Ken Porter, GeorgiaPacific Corp., Atlanta, Ga.: Jim Respess, Langdale Forest Products, Valdosta, Ga.; Jack Smith. Hoover Treated Wood Products. ThomsonGa., and Alan Bell, Quality Forest Products, Enfreed, N.C.

Edwin Hughes, v.p., Strong-Lite Products Corp., Pine Bluff, Ar., has been elected pres. of the Perlite Institute.

Charlie James has been appointed v.p. and gen. mgr. of FLM Building Products, Orlando, Fl. Robert Davis is now v.p. and gen. mgr. at the St. Petersburg, FL, branch; Warren Rowley, v.p. and controller. Mario Martinez and Bob Davis will run the new Tampa, Fl., branch, according to Fred Macl-eod, pres.

Nora Logan has joined the sales team in Fl. for ldaho Timber Corp. Cary Holaday is now in Tx. sales. Richard Anderson has been named gen. mgr. of Foxworth-Galbraith. Lampasas, Tx. Tim Alderson will manage in Pearsall, Tx., and Bill Briggs, in McKinney, Tx.

Gary S. Broughton, American Plywood Association, has been ap- pointed Northeastern region field rep, concentrating on Richmond, Va., area. Gregg W. Froman, now South Central rep, will focus on Dallas, Austin and Lubbock, Tx., and Oklahoma City, Ok., markets.

Building Products Dlgert

Mike Walker has resigned from Duke City Lumber Co., Albuquerque. N.M.. alter 13 years with the co. to become a bond broker in the Houston, Tx., area. Kathy f'resquez Chavez succeeds him as southern yellow pine salesperson in the Houston area.

E. Sterling Brown has been appointed mgr. of marketing services at Briggs Plumbingware, Inc., Tampa, Fl.. according to J. L. Huss, pres. Diene P. Sicks has been appointed government affairs asst. for the Southern Forest Products Association, New Orleans, La.

F. Daniel Wilder, senior v.p., Champion International Corp., has resigned after 27 years with the firm to pursue other interests.

Drrrell Thornton, Steger Lumber Co., Durant, Ok., has completed the basic estimating course arthe MidAmerica Lumbermen's Association. Kevin f,dwerds is now co-mgr. of 84 Lumber Co., Baton Rouge, La. Willie Heyes is now distriburion mgr. for Glamourtop Corp., Birmingham, Al. Dick Gerdner is production mgr. Bred Foreman will manage Scotty's l03rd St. S. srore in Jacksonville. Fl. Other new Fl. mgrs. are Mike Hager, Silver Springs Blvd., Ocala; Jimmy Lewis, Arcadia; Fred Sims, Tamarac, and Drn Yrrosh, St. Johns Bluff Rd.. Jacksonville.

Gary Moore is now director of millwork operations at CausewaY Lumber Co., Boca Raton, Fl., according to John W. Wigger, exec. v.p. and gen. mgr.

James H. Stoehr, Searcy Flooring, Inc., Cincinnati, Oh., has been elected pres. of the National Oak Flooring Manufacturers' Association, Memphis, Tn., succeeding W.T. Mullican. McMinnville Manufacturing Co., McMinnville, Tn. Harry Preston, Cumberland Lumber & Manufacturing Co., McMinnville, is now v.p., and new directors are Mullican, Terri Birkett, Stuart Flooring Corp., Stuart, Va., and Lawson Maury, DeSoto Hardwood Flooring Co., Memphis.

Ken Boone will manage the new Scotty's Hardware in Tifton, Ga. Other new mgrs. in Ga.: Joel Fuller Moultrie, and Mike Thompson, Bainbridge. New mgrs. in Fl.: Juan Cabo, Bradenton; Jim Crews, Lake Placid; Michael Dickinson, TamPa; Rodney Faulk, Belle Glade; Rita Glenn, Winter Park; Bob High' West Palm Beachl Colin Leisher, Altamonte Springs; Larry Little, Orange Park; Ray Mason, Orlando; Wayne Mayo, Tampa Carrollwood; Leonard Nix, Port St. Lucie; Scott Page, Fort Myers; DwaYne Prater, Land-O-Lakesl Milt Reed, Stuartl Wes Shallenberger, Port St. John, and David Sparks, Vero Beach.

Kalisa Kydes will head the new M.L. Sandy Lumber Sales office in St. Petersburg, Fl.

Jerry Norris has been elected v.p. of Westvaco Development Corp., Summerville, S.C.

Stark Buckner is the new waferboard/ OSB products sales mgr., Southern div., for Louisiana-Pacific Corp., Conroe, Tx.

W.T. "Bud" Eichhorn has been appointed national sales mgr., construction, at Stanley-Bostitch lnc., Atlanta, Ga., according to George Weissman, senior v.p., sales & marketing.

William G. Durocher is now product mgr. of Briggs Plumbingware, Inc., Tampa, Fl., according to J.L. Huss, pres.

Randy Mahaffey, owner, Ply-Mart, Inc.. Norcross, Ga., has been named Associate of the Year by the Homebuilders Association of Metropolitan Atlanta.

Bobby Graves has been named mgr. of Houston's Building Material & Supply's Roswell, Ga., facility.

Lana Leitner-Salts has been appointed director of communications at MidAmerica Lumbermens Association.

Harold L. Garber is the new Ga., S.C. and Fl. regional market mgr. for Southern Forest Products Association. Stationed in Atlanta, Ga., he succeeds Jim Haney, who will retire in March.

[riilfi ASPEN

This fine and uniform-textured hardwood contains no resin, has good toughness and exceptional stiffness for its light weight, shows a high resistance to splitting in nailing, and is soft and easy to workwith either hand or machine tools. Aspen has good gluing and paint-holding qualities. Stability is one of its outstanding qualities.

Try our WP-4 "Panel Grade" ASPEN!

Ernie Banks is now asst. mgr. of Scotty's, Palm Beach Gardens, Fl. Other new asst. mgrs. in Fl. are Richard Black, U.S. Hwy. 92 W., Lakeland; Phil Devore, 22nd Ave. N., St. Petersburg; Ken Duvall, Hypoluxo; Paul Grey, Tamarac; Bill Lents, Port St. Lucie; Rick L'Heureux, Silver Springs Blvd., Ocala; Steve Miller. Palatka; Ole Moe, Myrtle Ave., Clearwater; Dan Nagle, Homosassal Dave Purcell, Lake City; Randy Spears, Haines City; Doug Stone, Neptune Beach, and Bob Walker, Pinellas Park.

Clark E. McDonald, who has retired from Hardwood Plywood Manufacturers Association after 29 years as pres., sec. and treas, has been honored by the Western Hardwood Plywood Producers with a scholarship in his name at Oregon State University, School of Forestry. He will visit the Indonesian Wood Panel Producers Association in Jakarta and Bali in Feb. and the UN/FAO Expert Consultation on Wood-Based Panels in Rome, Italy, in Sept. Ernest T. "Bill" Altman succeeds him as HPMA pres. and treas.

Lisa Marin has been named director, technical div., of Southern Pine lnspection Bureau.

(Please turn to page 45)

Have A Hearth

Hearth furnaces which offer the convenience of a gas fire while eliminating heat loss up the chimney draft are available from Morton.

NEW PR DUCTS

and selected soles oids

The Love Line

A red heart shape phone has been introduced by International Telephone Systems.

Designed to wipe clean with a damp cloth, they have raised rims to inhibit spills. No tools are required for assembly.

Futuristic Rounded Spa

A modern whirlpool bath employing contoured, flowing edges instead of traditional souared corners is now available from Jacuzzi.

A blower unit draws air into the system at a rate ofup to 60 cu. ft. per minute and forces the air into heat tubes located in the flames. The air is heated and jetted lhroughout the room by specially-designed nozzles. For safety, the blower housing insulation conlains no asbestos and the electrical cord is heat insulated. The furnace is equipped with a manual light, variable flame control with an on/off switch for seasonal control and a built-in sand pan for heat and flame distribution.

The case is made of ABS plastic and on the bottom isa foldable mouthpiece with a sensitive hook switch.

It is available in pulse or touch dialine with last number redial and a reselfunction (pulse model only). Also included are a variety of greeting cards.

Tables For Three

A set of three portable plastic tables which occupy only the space of one table when stacked for storage is new from Stylette in white. almond and brown.

With a shell made of high-gloss acrylic reinforced with fiberglass, the Aero comes with contoured reclining backrests and multi-leveled sculptured seating which includes a molded lounge seat and an integral step on the inside.

Other features are a spout which creates adazzling waterfall effect as it recirculates water into the spa, two built-in front loading filters/skimmers, four directionally-adjustable whirlpool jets, a silent air control system, a safety suction device, controls concealed by a smoked acrylic cover, full foaminsulation, a custom-fitted rigid thermal cover, a redwood wrap-around skirt, a low voltage underwater light, and a builtin heater with temperature control. Available in a full range of colors, the 84" long x 76" wide x 30" high spa comfortably accommodates up to seven people.

The unit is placed in the firebox, plugged into a standard outlet and connected to a g;as supply for easy installation. lt accepts any standard cement or ceramic logs of appropriate size.

Pipe Down

A new plumbing system said to be cost-efficient, quick-to-install, and dependable has been introduced by Brass-Craft.

The Poly-Lock system involves inserting polybutylene pipe into a special fitting and then tightening the nut with a wrench.

The process is said to offer a higher insulation factor and improved resistance to freezing, corrosion, and banging and clanging.

Elegant Garage Doors

New insulated raised panel steel garage doors oflering quiet, easy operation and an attractive, stylish appearance have been introduced by Wayne-Dalton Corp.

Thermowayne 34 doors offer a strong, compact sandwich of steel skins with integral struts containing a solid polyurethane core, while a "U" shaped bottom seal helps block air infiltration at the floor.

An embossed, woodgrain, raised panel outer surface has a baked-on white prime coat ready for paint. The design facilitates cleaning, eliminating pockets and corners where dust and dirt can collect.

wallpapered and is available in slim or broad size.

A Tib For Every Wall

A new 8" x 8" ceramic tile line in six colors has been introduced by Wenczel Tile Co.

Treating Grade Trademark

New trademarks identifying treating grades of plywood are now in use by American Plywood Association member mills.

The "Treating Grade" and "Foundation Treating Grade" trademarks identify products suitable for pressure preservative treating. Only panels meeting requirements of the product specification for treating grade plywood may bear these trademarks, according to the American Plywood Association.

Texture On Top

A new finish designed for quick and easy d-i-y restoration of textured ceilings to their original beauty has been introduced by Beadex Manufacturing Co.

Other features include the moisture resistance of steel, noncorrosive hinges with self-tapping, galvanized fasteners, extension or torsion spring installation, and an optional auto-latch locking system with keyed-in handle.

Wallboard Junction

A wallboard finishing trim for installation at the junction between the walland the ceiling is new from CSR Inc.

A curved cornice made of plaster encased in a strong linerboard, Gypcove simplifies room construction by covering the wall/ceiling joint and reducing the time and effort required to produce precise right angles at the joint. It also eliminates the need to tape and mud finish the junction.

The product also reduces maintenance costs by reportedly eliminating potential cracking and lifting along the joints and the shrinkage, settling, expansion and contraction commonly associated with tape and mud.

Compatible with most surfaces, it can be painted, textured or

When coordinated with other Wenczel lines for walls, backsplashes and counters, 42 color combinations are available. Called Impressions, the tile can also be used on any interior wall surface. Also available is 4" x 8" trim for use as a baseboard. threshold or wainscot.

Attic Door Insulator

An insulating panel for hidden attic stairway doors is new from Stripe Energy Seal.

Stairshield is fitted with an electro-plated metal mounting frame so it can be slid onto the door, installing without screws or nails.The foam insulation panel has an R-factor of 4.17 and a density of 1.5 lbs. per cubic ft.

Unlike latex paints which can often dissolve ceiling textures, allowing stained and soiled areas to telegraph through, Texture Fresh becomes a part of the texture.

Not a paint, but a specially formulated, highly reflective coating, it is applied with a long nap paint roller or brush. Paint thinners and solvents allow easy clean up.

FREE READER SERVICE

For more information on New Products write Building Produc* 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!

Kiddie Time

A new juvenile clock line including three alarm and three wall clocks has been introduced by Spartus Corp.

unique sonic-welding process to a structural foam handle.

The compact, shrink-wrapped boxes, designed to be pegboardhung or bin-stacked, are packed l0 to a carton.

Shingle&Available

Fancy Cut Decorative Cedar Shingles are now available in a new smaller retail package from Shakertown.

New door chimes with a unique tonal bar material to produce a superior chime sound are available from Maple Chase Co.

The line features primary colors and whimsical shapes while emphasizing education and decorative themes rather than faddish licensed names.

Models include a wall clock that helps children tell time, recognize colors, spell and read, and the Happy Face, a round analog quartz bedside alarm.

Paste Up Kits

Two complete wallcovering tool kitsone for wallpaper, the other for vinyl - are now available from Allway Tools.

Each kit includes a paste brush, smoother, seam roller, break-a-way blade knife, chalk, plumb bob, chalk line. and instruction booklet. The vinyl and wallpaper kits are identical except for the length of the bristles on the smoother.

Included are new typesof brushes, made with crimped polypropylene bristles, attached by a

INFORMATIOI{ CONTACT: TERRY TURPHY TREATEO ANO WHITE LUTEER SALES TANAGER OR JlM TOYER SALES REPRESENTATIVE

Featuring a full-color label with applications pictured, the 48-piece pack comes with complete installation instructions and has an "easv carry" handle for the customei. The pack will cover l2-l/2 sq. ft. at 7-l/2" exposure for exterior applications and 16-l /2 sq. ft at 10" exposure for interior applications. Made from l00o/o clear western red cedar, straight grain and knotfree, the shingles are available in nine different patterns.

P.O.80X 536

BROOKHAYEI{, TS 3060I PHOIIE: 601-83&1911

Chimex chimes also feature lighted push buttons with 50,000hour bulbs, a two-note chime for the front door and a one-note chime for the rear door.

Spray&Stay

A spray adhesive specifically for wallcoverings has been introduced by Custom Building Products.

TA]IUFACTURERS AXD TREATERS OF OUALITY IOUTHERX PIXE

TFEATTEilTS AYAILAAIE .25. .30, .'OAND DRI.CON

TILil DRIEDAFTER TNEATTEilT AVAILABLE ALL LUTSER IS AGENCY INSPECTED AND CNAOE TARXEO LOAOING TRUCTg ATO CANSONI.C.G.RAILNOAO

Used to cover switchplates, outlet covers and A/C vents. it is as easy as spraying the object, adhering the wallcovering directly to it, and trimming off the excess.

New To Trim

A new consumer class linetimmer equipped with a l6 cc twocycle engine, flex-shaft, bump-feed twin line trimming head and "D" handle is from Sachs-Dotmar.lt is designed for homeowners with moderate trimming jobs.

Bit Of A Display

Router bits can now be displayed in a handsome wooden cabinet from Henry L. Hanson, Inc.

products which primarily reduce the flow of heat and heated air, the foil-bubble laminate reflects the thermal energy which passes through conventional materials. It uses two polished aluminum surfaces separated by encapsulated air, which reduces conductive heat transfer.

Reportedly, it will retain as much as 970/o of radiant energY in winter and gain only 3% of solar heat in summer.

The merchandiser features 82 pieces of 60 different sku's, with enough storage space for 80 additional bits. The 23" wide x 27" high and 10" deep cabinet is made to provide maximum imPact in minimum space.

Also included are shaPe and identification label and price strips to mark each bit, a four color header with photo of the product in use and list of its benefits, and an easy-to-read chart behind the header for retailer reference.

Precision Pruning

An ergonomically designed nursery knife which conforms to the shape of the hand has been developed by Fiskars Manufacturing Co.

FREE READER SERVICE

For more information on New Products wrile Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

Please mention issue date and Page number so we can process your reouest faster! Manv thanks!

Basement Security

A hinged window cover to protect against basement window break-ins is new from Cadillac Plastic.

A double Lexan panel, which lets light in, opens to permit full use of the existing window for ventilation, permits fast emergency escape, insulates against heat and cold, and may be decorated to complement any decor.

The durable comfort-curved handle and stainless steel blade make the tool dishwasher safe. Designed for precision pruning of delicate, soft-stemmed plants, the knife comes in bright optic orange for easy identification.

Reflections On Insulation

Reflective insulation emPloYing a matrix of specially formulated polyethylene air bubbles sandwicheO between layers of 99% Pure aluminum foil has been introduced bv Reflectix. Inc.

- Unliketraditional insulation

Said to be virtually impenetrable,the steel basic frame has a hinged steel cover fitted with two sheets of Lexan. lt reportedlY can be installed in 15 minutes or less using only a drill and hammer. Standard finish is greystone semigloss baked epoxy.

Premium Quality Lumber Half Pak PIL. NAVA.PAK

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

Premium Mldgs. and ML. wrk. Bundled/Unitized/

WestenrRed Cedar ls a natnral.

FAMOWOOD

is the PR0FESSI0I{A['S Att PURP0SE PtASTIC

Boat builders, furniture makers, cabinet makers, etc. have found it the one sure answer to correcting wood defects, filling wood cracks, gouges, covering countersunk nails and screws.

Can be used under Fiber Glass!

Ready to use right out of the can, Famowood applies like putty-sticks like glue; dries quickly; won't shrink, and will not gum up sander. Waterproof and weatherproof when properly applied. :1

16matching wood corors

Dumpster Out Back

A hydraulic dump body for pickup rrucks is new from Roof Manufacturing Co.

Built with l4-gauge steel sides and l2-gauge sreel bottom, Dump E's triple action tailgate opens from the top, bottom or with slide chute for controlling dumping. lts 6,000 lb., 65 cu. ft. body will handle 4' x 8' sheets of plywood, drywall, etc.

Other features include push-button control: completely enclosed power unit protected against weather, theft and vandalism; twin cylinder hydraulic hoist for more power: positive control; smoother action, and a heavy enamel finish.

It comes completely in | /2-.3/4-, and l-ton an hour.

assembled for easy installation pickups in reportedly less than

Always Golden Arches

A prefabricated arch that guarantees a perfect arch and costs one-third that of a conventional arch is new from Architectural Molding, Inc.

With a design which allows for simple installation of interior and exterior archways in variable depth and width square openings, Tru-Arch is ideal for doorways, windows and arched niches.

The preformed polyurethane arch comes with drywall paper permanently bonded to the surface which allows drywall taping compounds to be applied directly to the surface.

Sealed WithA Touch

A silicone sealant packaged in an innovative dispenser unit for application by a finer control device to reeulate sealant flow rate and beaO lvidttr more precisely is new from General Electric.

Silicone II One Touch Bathroom

Tub & Tile Sealant utilizes a simple lever to apply sealant through a high-precision, non-clog PolYethylene valve. Once the job is done, an easy turn ofthe flow valve closes off the container and preserves the remaining sealant. -

The product is said to be ideal for sealing around the tub, sink and showe-r as well as for securing and moisture-protecting Plumbing hardware, fixtures and accessories. It adheres to ceramics, glass, porcelain, marble and wood as well as many plastics and metals.

A Little Flood

A new 75-watt mercurY miniflood fixture has been designed for landscape lighting applications by Stonco Lighting.

The square mini-flood is compact and lightweight, with its meriury lamp producing bluish white light for perfect accenting to rich green color found in landscaPes. Its die-cast aluminum construction and Duraplex II finish resists harsh weather.

AddA Glow

An epoxy that not onlY adds a protective chemical-resistant suriace. but also can be applied simply by mixing and pouring, is new from B.D. Classics Enterprises.

Producing a thick, glowing, crvstal-clear finish, Aristocrat Epoxy is 100% pure with no solvents added. It is imPervious to water and spills from alcoholic or acidic beverages.

Recommended for interior Purposes only. it can be used on rough or smooth surfaces including leather, wood, ceramics, varnish, rocks, dried flowers and shells.

VersaTile

A new 8" x 8" ceramic floor tile combining heavy duty durabilitY and ease of maintenance with good looks is now available from Wenczel Tile.

Also used. for walls, the tile comes in almond, beige, camel, clove, sand and silver and was designed to coordinate with other tile line colors for walls, backsplashes and counters, resulting in 42 different color combinations.

For baseboard, threshold or wainscot, 4" x 8" trim tile is also offered.

Rubbish On Wheels

A 34-gallon wheeled refuse container which permits rolling trash to the street for pick-up without bending over is new from Rubbermaid.

Features include molded-in handles on two sides, heavY dutY 6" wheels with cold weather impact resistance, secure snap-on lid and reinforced l /2" axle for extra strength.

Holding up to 75 lbs. and sized to fit 39-gallon or larger lawn bags, it will reportedly stand up under subzero temperatures and will not rust or dent.

More about oak- part three

llfneN Europeans came ro U U North America they especially valued the white oaks because these species closely resembled the European oaks. They used white oak to build their sailing ships, furniture and wagons. For generations woodworkers preferred the greater strength and durability of the white oaks over the reds. That has changed more recently because the red oaks, a faster growing species, have become more plentiful than the whites and more available in wide widths and long lengths. But white oak remains superior in any application that requires a resistance to decay, such as boats or barrels, or extra strength, such as spokes, rims or handles. When quarter or rift sawn the white oaks show more figure than the red, so they are most prized as veneers. In recent years the finest white oak logs, called veneer logs, have been exported to Europe where they bring exceptional prices.

As with other oaks, geography plays a crucial role in the growth of the best white oak timber. Again the lumber manufacturers of the Appalachian region produce some of the best white oak lumber. Only two species of white oak usually reach the commercial market from that regionthe true white oak (Quercus albo) and forkedleaf white oak which assures a uniformity in workability, texture and color. Exceptional white oak lumber comes also from a broad area that includes much of Kentucky, Tennessee and Missouri. As one experienced lumberman put it, "the best bourbon and the best white oak come from the same counties. "

From other regions of the country lumber buyers expect less uniformity. The white oaks that grow to the north, especially around the Great Lakes. represent a wide variety of species. The

northern logs are usually smaller than the Appalachian logs, thus providing more limited dimensions in lumber. The white oaks that grow in the lowlands of the south generally make the poorest product because of difficulties in seasoning such lumber. Like the sw:rmp red oak, swamp white oak is tough and stringy. It is best used for ties and timbers.

The hardwoods that produce fine lumber in the eastern portion of the United States normally do nor develop a good product in the west. Soil conditions and limited rainfall restrict the growth of hardwood trees west of the Rockies, making them impractical for saw logs. Nevertheless, some Western distribution yards will stock black oak (Quercus kiiloggi) from sourhern

Story at a Glance

White oak resembles European oak. Appalachia, Ken. tucky, Tennessee produce some of the best. . . black oak found in West . live oak, dry oak thrive in dry climate . . other oaks found south ol the border.

Oregon and California. This rree grows best between 2500 and 450Gfoot elevations in the Sierras.

Reasonably good timber also grows in the foothills surrounding the northern Sacramento Valley. Most black oak lumber ends up in pallets, crating and dunnage, but the clears have been used in place of e:rsrern white oak. Although black oak is extremely difficult to dry, some cabinet plants have used it successfully in mass production. The craftsperson, however, will find greater workability and consistency in the slstern varieties of oak.

Several other types ofoak also grow in the dry climate of the west. Live oak (Quercus virginiana), sometimes sawn nezu the California coast, belongs to the oak family although its grain is dissimilar to other oaks. The "tan oak" (L i t hococpus densifiorousl from California, although sometimes usd for furniture, is characteristically unstable. The tannin obtained from its bark gives it its only commercial value.

Many species of oak grow south of the American border. True oaks grow in the lower altitudes of southern Mexico and in the higher altitudes of the Sierra Madre, but generally these are used only for local consumption. Other oaks grow throughout Central America and into the northern regions of South America. Trees in these warm climates produce dense, dark-colored, tough wood which is usually unsuited for fine woodworking.

This is the third article in a mini-seria on oqk. Author Gage McKinney is a contributing editor with a w,ide background in hardwoods-ed.

Gomputer buying show comesto You

I T'S the trade show of the future. I Forget registration' airfare, hotels and time away from the office. Dealers review vendor specials and place orders without ever having to leave their offices. Vendors pay a fee to show off their wares by staying home and avoid the costs of booth space and running a three day display. The over-the-computer products show has arrived.

The first annual electronic exhibition was held in September bY Central Builders SupPlies Co., afast growing buying cooperative. A-Line, the communication system over which the 48-hour show was carried, has been a big reason for CBS's recent expansion. Two years ago, CBS had a sales volume of $M million done through 400 stores. Sales for 1986 through well over 500 members are projected at$226 million with $325 million predicted for this Year.

Two years ago CBS adoPted A-Line'

named after Allied Building Centers (ABC), the chain name for CBS members. The system, emPloYing the 3M Whisper Writer and Western Union's EasyLink service, affords nearly instant distribution of messages.

"Basically, we can send out a message and in 20 minutes all our dealers will have itl' says Phil Pobanz, general manager and treasurer. "We can run sales, promotions, deliver information on the market. And dealers can communicate back to us' to other dealers, or within their cnryn companies in the same waYl'

The next step was a buYing show over A-Line. It worked. More members ordered, more vendors participated and a higher dollar volume was generated than at any previous CBS show. Compared to last fall's show, 55% more of the membership attended and orders placed totaled 45% more. And manY members Placed "new orders" with vendors they had never done business with before. Attendance and sales grew while the show was staged at a much lcnryer cost to everyoneCBS saved about 80% of its regular show costs.

CBS says the electronic show will permanently replace its fall exhibition, although its second yearly show will remain as is. "We will have a physical spring shorv in February when you will be able to see, feel and touch new 1987 offerings. New products are generally introduced at the new year which is common in the industry. Although we believe the spring show is absolutely necessary. it will be interesting to comParel'

But CBS is so confident in its A-Line' that by the ftrst of the year each member

was required to connect to the service. While the sYstem was originallY installed for ordering and sending out messages, newsletters, market reports and special sales, CBS is always searching for n-ew applications, such as the show. The cornpiny has now transferred its entire listing of products onto the line. "We have a computerized catalogl' says Pobanz ' "There's no big paper volume, nothing to file, nothing to keep up. Our catalog is updated every morning. Even the microfiche is obsoletel'

Story at a Glance

Computers bring buYing cooP's trade show to terminals in mem' bers' offices show sales rise 45o/o electronic show to Permanently replace fall expo, although sPring show retains traditionalformat.

These and other technological breakthroughs, such as a new sYstem for authorizing credit card transactions within seconds, are helping the innovative group grow and remain strong alongside mammoth-sized dealer-owned cooperatives like Cotter & Co.'s True Value Hard-

(Please turn to Page 46)

NEWLITERATURE

Top Echelon

Complete Rxfing Handbook: Installatiort, Mointenonce, Repair by James E. Brumbaugh can help a d-i-yer. Priced at $29.95. the 640-p. book is from MacMillan Publishing Co.. 866 3rd Ave.. New York. N.Y. 10022.

WhirlpoolPinUp

A giant 33" x43 " full color portable spa poster with major features highlighted is free to dealers from AquaSpa. 501 N. Miller. Oklahoma City. Ok. Blct.

lron Sides

A 4-p. Cedarwood steel siding panel brochure is free from Alcan Building Products. Dept. LRCW. P.O. Box 1100. Warren. Oh.44482.

Toying Around

"Making Timeless Toys in Wood." a 96-p. full color book. is $9.95 plus $1.50 postage from Sun Designs. P.O. Box 206. Delafield. wi.53018.

Room UnderThe Stairs

.'Understair Storage." a plan sheet and building materials list. is tiee from Western Wood Products Association. 1500 Yeon Building. Portland. Or. 972M.

Alarming News

Catalogs on two fire alarm systems, one with an intruder alarm, are free from NuTone Inc.. Madison & Red Bank Rds.. Cincinnati. oh.452n.

Views Thru Vinyl

Five new brochures on vinyl windows. window condensation and the Vinyl Window & Door Institute are free from VWDI, Sociery ofthe Plastics Industry, Inc.. 355 Lexington Ave.. New York. N.Y. 10017

Plaster Reinforcer

A new stucco and plaster reinforcing mesh pamphlet is free from Keystone Steel & Wire Co., 7000 SW. Adams St.. Peoria. ll. 6l&1.

Storm Watch

An aluminum storm window brochure. t'eaturing double hung. slider. picture and basement designs. is free f'rom Season-all Industries.S0 Wayne Ave.. Indiana. h. Frol.

Cabinet Making Made Easy

For a store's craft library: Cabinet-nwking: The Professional Apprrnch by Alan kten has 197 pages well illustrated. Part of the MacMillan Practical Arrs Library it is available for $29.95 from MacMillan Publishing Co.. 866 3rd Ave.. New York. N.Y. 10022.

DIY Storage Units

"Build-and-Stack Srorage Unis." a d-i-y plan sheet for modular storage units. is free from Depr. PS50M. Western Wood Producs Association. 1500 Yeon Buildine. Fonland. Or.992Ol.

Prcssure Preserved

"Characreristics. Use ard Specifications of Pressure:Trcated rdbod," an &p. gukte, is fr,ee from V'bstern \rr'ood Preserrrn Insitute,5830 Oberlin Dr.. San Diego. Ca. 92121.

VinylLine

"The Homebuilder's Ansu'er Book." l0 pages on vinyl siding. windor,r's and doors. is free from the Vinyl Siding Insrirure. 355 Lexington Ave.. New York. N.Y. 10017.

FOR PROMPT SERVICE

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

Pallet System

A 6-panel pamphlet describing a new computer-designed pallet system is free from National hllet & Container Association. 1625 Massachusetts Ave.. N.W. Washineton. DC. 20036.

lce Breaker

Information on a new winterized water system for cottage, camp or trailer is free from Pyrotenax U.S.A..Inc.. by calling l-800526:7545.

Finishing Touches

"Finishing Wood Exteriors: Selection. Application and Maintenance." a 56-p. handbook, is $3.25 from the Superintendent of Documents, U.S. Govemment Printins Office. Washington, D.C. 20402.

OuterSpace

A 24-p. "Homeornen Cuide To Outdoor Storage" is free from Arrow Grotrp lndusries, Inc.. 100 Alexander Ave.. Pompton Plains. N.J. fi444.

Broadcast Ads

"Guide to Local Radio and TV Advertising." a 24-p. pocket-sized booklet. is free from CertainTeed Corp.. P.O. Box 860. Vallel Forge. h. 19482.

Prcssure Garden

"Pressure Treated Wood In Landscape Architecture" is free from Western Wood Preservers Institute, 5830 Oberlin Dr.. San Diego. Ca.92l2l.

TYvo On The Roof

"The Commercial. Industrial and Institutional Roofing Materials Guide" is S85 for tro biannual issues from National Roofing Contractors Association. 8600 Brvn Mawr Ave.. Chicago. Il.6063l.

New Light On lamps

A 6-p. fluorescent lamp brochure is free from GTE Products Corp., 100 Endicon St.. Danvers. Ma. 01923.

Buildinq -Proi[u6

ClasEified Advertising

WANTED

Knowledge of your surplus machinery. We will share this information with our thousands of customers at no charge to you.

Belmont Industries, Inc. 264 Flat Shoals Rd. Stockbridce. GA 30281 (4041 934-$2ror (404) 493-3s2E

FOR SALE

Ouantity of used and rebuilt machinery so laige that it's busting out the sides ofour warehouse.

Band mills, resaws, chippers, planers, etc. One item or a complete mill.

Belmont Industries, Inc. 264 Flat Shoals Rd./Stockbridge, GA 30281 QM) 9344329 or (,()4) 493-352E BUILDING

IMPORT VINYL FLOORING

6 fu only, 20 ft. containers (15,600 yards)

Under $1.00 per sq. Yard, most U.S. locations. All first quality, drop shipments oossible. ' Shaw Wholesale ComPanY (50r) 767-6464

P.o. Box 2474,Hot Springs, Ar.71914

Twenty-five (25) words for $19. Each additional word 650. Phone number counts as one wom. Addreis counts as six words. Headlines and centered copy ea. line: $5. Box numbers and special borders:$5ea.Col.inchrate:$4ocameraready,$45ifweSetthetype.Namesof-advertisers urml u Uo* number cannot be released. Addresi replies to box number shown in ad in care of Brtthg Prnducts Digest, 4500 Campus Dr., Suiie 1130,- I'{ovport Beadr' Ca' 92660' Make .t".t, pu'uUf. to Cutftr i\rbli.hing, inc. Mailrcopl to_above address or call (714) 852-19m. O"uOfin" io..opy is the l5th of the-month. PA1MENT MUST ACCOMPA1W COPY unless you have established credit with us.

March 8-11. 1987

REPRINIS of Building Products Digest arti cles to use as promotion pieces to increase vour marketing results are available from 'Building Produdts Digest. 4500 Campus Dr'. Suite 480, Newport Beach, Ca. 92660. Call (714)852-19m.

Modern and economicallY Wiced. -

chicago's Essex Inn is right on the city's laketront at Grant Park and Michigan Avenue. Within-easy walking distance of everything in Chicagothe city's greal museums' shopping,'Bears

A picture is worth a 1000 words

lltITH THE idea that informaUU tive or how-to videos can help to ease the consumer into the active d-i-y market, both manufacturers and retailers are experimenting with reaching the do-it-yourself customers through this media.

Osmose Wood Preserving, Inc. is one of the first companies to come out with a series of how-to videos. Their presentation is called "Great Plans." Scotty's in Winter Haven, Fl., is pioneering a test of video demonstrations with its "Ask Scotty" program. Lowe's will also be testing video merchandising this spring.

In discussing the video construction guides which his company has filmed to walk the viewer through all the steps in constructing fences, decks and gazebos, Paul Goydan, a oorporate vice president at Osmose in Griffin, Ga., said, "Osmose entered the video arena primarily because consumers were not getting the proper information on how to build projects using our pressure treated lumber."

"For the retail community, videos serve a dual function. First, they offer an additional source of revenue while occupying little, if any shelf space," he added. "S@ondly, they encourage customers to undertake projects that they otherwise may not have had the inclination to do. This obviously means increased sales of pressure-Eeated wood products, nails, screws, glue, and tools. A selection of videos also gives consumers the perception that their retail outlet is full-service, offering aid inside the store and out."

The Osmose videos were designed for the average homeowner but are demonstrated by a professional carpenter. Each comes with an instruction manual that includes safety tips and handling procedures as well as supplemental drawings and photographs.

Video orders are handled through Osmose Wood Products dealers or by the company's l-800-522-9663 number. They retail for $15.95 each.

Scotty's is the largest home enter chain in the country and the on$ one in Florida to try video demonstrations of various do-it-yourself pro!>cts. "'We are offering information to our c'ustomers in greater quantity and better qualig than ever before," said Dave Bryant, vice president and sales promotion manager.

"Customers have always been able to get the products they want at Scotty's. Now they can also get the information they need."

Story at a Glance

Vldeos show d-i-yers how to succeed with projects... Os. mose markets hou-to cassettes for fence3, deckq gpzebos... Scotty's tests kloslc

Eleven selected sores in Pinsllas, Polk and Hillsborough counties are testinS the 7ft. tall, fre€ standfuU video kiosks. Each kiosk is customized with two video players, a color television monitor and control devices. Each machine has 35 selections for customers to watch.

The demonsbations last abut2r/z minutes and show the basics of popular do-it-yourself projects such as installing ceiling panels or fxing a toilet.

"S@tty's is beginnhg to treat information as a product"" Bryant said. "We are merchandising it for the greatest possible customer a@ess."

Orens-Corning Fiberglas Corp. is joinirg Scotty's in the test progam. Vendors providirU &monstrations include Gold Bond Building Products, Stanley Tools, Congoleum Corp., Eagle Electric, General Electric and W. R. Bonsal.

The test will be evaluated by a research firm. Survey responses and sales figures during the three month

test will be used to determine the success of the program. Results will be available late this month.

Manufacturers also have been successful in using video to reach their customersthe distributors. P&M Cedar Products Inc. relates this success story as an examPle.

Inspite of vigorous marketing efforts in print and personal sales calls, P&M found manY Potential cedar customers still didn't understand the difference between incense cedar and other western cedars. In addition, the storY of P&M's unique system of qualitY control and customer suPPort was not getting told. what they needed was a program that could inform their audience about the benefits of incense cedar and the unique qualities of P&M Cedar Products Inc.

After identifying their audience and deciding on how best to reach them, P&M decided to invite their distributors throughout the United States to host events where their program would be Previewed. It

Personals

(Continued from page 33)

David DeBell is now director of human resources for U.S. Brass, Plano, Tx. John Gibson is eastern region sales mgr., covering Me. to Fl. plus Tn., Ky. and Al.

Ron Vergakis has been named gen. mgr. for Weyerhaeuser's Eastern Sales Center, Hot Springs, Ar. Also new at the center are Larry Kirkwold, residential sales & marketing mgr.; Bob Revell, industrial mgr; Howard Fischvogt, rePair & remodel mgr., and Jerry Wilson, floor mgr. for mill sales mgrs. Mill sales mgrs. are now Gary Wejrowski' mid-south lumber; Bob Schultz, Ms./Al. lumber & plywood; Carlton Morgan, N.C.-all treated; RaY Enloe, N.C. and mid-south PIYwoodl Bob Loucks, west coast, and Walt Sitter, Weycan.

Mark Richard Smith, Lowe's, Burlington, N.C., plans to marrY AmY Denise Thomas on Feb. 28, 1987.

Robert B. Claytor will continue as chairman and c.e.o. of Norfolk Southern Corp., Norfolk, Va., until Feb. 28, 1987, despite earlier plans to retire on Dec.3l. 1986. His successor, Arnold B. McKinnon, vice chairman, recently had heart bypass surgery.

Harold Rowland Jr. is the new Ga. and western S.C. sales rep at Collins-Caddell Lumber Co.. Charlotte, N.C.

was determined that a three projector, multi-image program would provide the greatest impact for this audience. The program was also transferred to video tape to be used in conjunction with sales calls and more traditional presentations.

The combination of multi-image slide/tape and video gives P&M the best of two systems. The multiimage program is excellent for use in their Hq. viewing room or a large gathering while the video is easily shown to a prospective buyer in his office. It can even be mailed to someone who wants to view it. The flexibility of the program has enabled P&M Cedar to use it both as an educational tool and a Public relations presentation through their distributors.

"Count On ItPremium Products from P&M Cedar Products Inc." has been in use since SePtember, and P&M is still discovering the benefits of marketing with video and multi-image programming.

Don Langston, v.p., merchandising, General Sentry Hardware Co., Atlanta, Ga., and Merv Warrick, v.p., director of purchasing, West Texas Sentry Wholesale Supply Co., Abilene, Tx., were named to Sentry's merchandise committee.

Randy Marks has been promoted to comgr. of 84 Lumber Co., Lafayette, La.

J. David Cartwright, v.p. and gen. mgr. of Campbell Chain, Apex, N.C., part of The Cooper Group, is now v.p. of operations at the Raleigh, N.C., Hq.; David Christmas, former marketing and sales v.p. for Campbell, is now director of technical sales for The Cooper Group, reporting to George Schlitt, v.p., sales.

Terry Pruitt is mgr. of the new Lowe's store in Lexington, N.C.; Debbie Frazier is retail sales mgr. and Mark Sarver is contractor sales mgr. Emory Worley will be mgr. at the new Lowe's in Southern Pine, N.C.

Rod Lott is now a managing partner at Ervac. Inc., Peachtree City, Ga.

Charles Curtis has been promoted to co-mgr. of 84 Lumber Co., Hickory, N.C.

Ray J. Berckes and Michael D. Wells, W.M. Barr & Co., Inc., Memphis, Tn., have been promoted to senior v.ps.

(Please turn to Page 46)

Watch for these

Exciting Issues in Colrrling Montts

March: Redwood Special Issue

April: Pressure Treated Wood Special Issue

Flay: D-l-Y Home lmprovement Special Issue

June: Panel Products Special Issue

July: Door 6r Window Special Issue

trffiffi@

I{ORTIIEAST

GEORGE MCOTJESIEN CO.

lron Horse Fark

North Billertca, MA 01862

(617) 663-343s

MIDSTAIE LI'MBER CO

200 Indusuial h*vray

Bnnchbug, M 08876 (2Ot172549po

SOUTHEAST

FURMAN LUMBER CO.

8l9l Annapolis Junction Rd.

Annapolis Juncdon, MD 2O701 (30rl792-2234

EARL RAIFORD LTJMBER CO.

PO. Box 5498

Ashe\rille, NC 28813

(7M',253-ffi7

EPPERSON LIJMBER SAIES, INC.

PO. BoB 1559

Siatesvifle, NC2fl577

(704)8734321

L&L LUI'BER CO.

PO. Box 3267

Hunlsville, AL 35810

(205) 533€220

L&L LI'MBER CO.

2613 Cfiimnery Drirrc

Marletia, GA 30062

WOODFORD PLY$rcOD

PO. Bos 1731

Albary, GA 31703

(912) 8834900

Branches in Alabam4 G€o€ia & Florida

ItrfiE SI]ITES

EMPIRE WHOTTSALE

PO. Bor 249

Aktorl' OH 44309

(216)4y4ys

iloRnilpEsr

CAI{ION LTJMBER CO, PO. Box 9328

Minneapolis, MN 5544S,9328

(612) 42s-140O

utD {lEsr

CEDAR WEST CORP

?O. Box5224

Dewer, CO 8O2t7

(3O3) 294{077

WEST

Art{oAsr rcREsr rcDucls INc

PO. Box M

Chinq CA 91708

(7r4) 627€sst

IMPERIAI WI{OIEAII

PO. BoE 25605

Salt lak City, UT 85125

(8Or) 972.s6s6

HUMFHREY LUMBER CO.

P0. Box 9S,43

Tacoma, llrA 98499

(206) 584€263

HEDLUND LTJMBER & TdTCT{INE STI$!{I!TG

P.O. 8ox 6OO38

Srctamer*q CA 95860

prq33r€6il

Obituaries

Abe Lemsky, editor and publisher of the Hardwood Market Report, died Jan.2,1987, in Memphis, Tn. He was 84.

A native of Warsaw, Poland, Mr. Lemsky moved to the U.S. at an early age. He joined AndersonTully Lumber Co., Memphis, in 1918, eventually becoming manager of lumber sales, worldwide. In 1955 he purchased the Hardwood Market Report.

He was elected 1975 Lumberman of the Year by the Lumbermen's Club of Memphis and also served as a director. He was a former president of the National Lumber Exporters Association.

Mr. Lemsky is survived by two brothers.

Gomputer Buying Show

(Conrinued from page 4I )

ware Stores (over 6,000 members) and Ace Hardware (4,500+).

But CBS is a little different. "Unlike others who tell you they are dealerowned, we are truly dealer-ownedl' says Pobanz. "Here, everyone has one share of stock each. I know, for example, that there is a buying service in the South in which at least three men have more stock than everyone else. They have a more vested interest than the others that the company do welll'

CBS offen full service lumber, building materials and building specialties departments, featuring most every brand name. Everything is shipped straight from the manufacturer to the dealer. without a middleman.

To join, a store must be independently owned, have a history of discounting its invoices and being able to pay its bills, and have a desire to buy as low as possible. CBS gets its prices down by running as a non-profit organization with operating costs of t/z of l% of sales. Any leftover "earnings" are returned quarterly to dealers as rebates in cash, not as credit or paper stock.

CBS has placed all is faith in succeeding as the computerized co-op. "The marketplace has changedl' explains Pobanz. "It's more competitive. To be more competitive, we changed. You have to change, you have to progress. No one is driving Model T's anymorel'

Personals

(Continued front page 45)

Frank Perrott, Jim Woodard and Lee Schrock, all formerly with Eastex Forest Products, have opened a sales oflice for Vaughan & Sons, Inc., in Austin, Tx., according to Kathy Kallemyn.

Bill Rice is the new mgr. of Wickes Lumber Co., Cookeville, Tn.

Ken Hite is now mgr. of 84 Lumber Co.. Staunton. Va. Jrmes Merds is co-mgr. in Chattanooga. Tn.

Peul Dodge has been named pres., dealer div., of Builder Marts of America. Greenville. S.C.. according to Clerencc Beuknight, pres. and c.e.o. He succeeds Richerd Ingram. who has Ieft the co.

Al A. Certe is now in charge of the Meals on Wheels program at Mungus-Fungus Forest Producs, Climax, Nv., according to Hugh Mungus and Freddy Fungus.

PRESS SPE D IsSUE

Our always informative annual on pressure treated wood will again present special features on how manufacturerc helP dealcrc sell, a proftle story on a pressure treater' updates on news affecting the lndustry plus helpful tipc for you on marketing lnd selting profttablc pressure treated products.

ADVERTISERS: Be cettain your message is Part of this imPortant industtY issue. Call or rvrite todaY. The deadline for sPace reselvations is

March 16, f9t7. For information or space resewations, iust urite the address below or call (7141852-1990.

GUARANTEE IT'

Our company recognizes that great teamwork is made up of great personal efforts, and that the individual is thefoundation for corporate success.

P&M is a team of taiented individuals who believe a complete product is more than a competitive price. our business relationships are more than a sales transaction A vitai interaction between the company and the customer must be maintained to creale a pleasani, economically stable environment for both.

Our people pledge to manufacture the highest quality product possible, and suppori it with the most conscientious service in the industry.

We guaranlee il.