Building Products Digest - February 1990

Buildinq

When you want the handsome, long-lasting quality of redwood lumbel come to Georgia-Pacific. We offer everything from garden grades, rustic sidings and trim to architecturalgrades of Bee, Clear and Clear all-heart. Our dedication to a Dry Program means more choices for you!

Our Common Program is both S-Dry (9o/o or less) and green. We do it naturally on our ocean bluffs with cool breezes off the blue Pacific. And as a fi nal assu rance of q ual ity, G-P ic ^ rnarnhorrrf

ciation and the Redwood Inspection Service. So lookforthe grade stamp on our lumber. Get the powerful advantages that only the finest in redwood lumber can provide. Rely on Georgia-Pacific to deliver the Redwood or Douglas Fir you need. Both are available through our Fort Bragg mill-of through our extensive distribution network. To find out more, simply call the Fort Bragg mill at707l9il-0281.

Hardware Software Seruice For Lumber and Building Material Companies.

1,000 Installations.

Experience equals Excellence. ALLGEIER COMPUTER is now in the U.S.A.

Edllor.Publlrhcr David Cutlcr

Scnlor Edllor Juanils Lovtct

Agchlc Edltor David Koeni3

Conclbutln3 Edltorr Dwight Curran, Gatc McKinncy, Ken Thim

Arl Dlrcctor Mrrtha Emcry

Srrfi Arllrl Cin3cr Johnson

Clrculrtlon Lynncttc A. Pcrkins

Bulttllrg huctrDi|esl is psHbh€4 tnoothly at 4500 Campus Dr,, Suite 480, NcwPort Bcach, Ca. 92650, phone (714) 852-1990, by Cutler Publishing, Inc.

ADVERTISING OFFICES

Advcrtising ratcs upon rcquest.

From all statss esst of the Rocky Mountains: Contact Jim Hein, national sales manager. From Arizona, Nevada and California: Contact David Cutler. Both may be reached at (714) 852- 1990 or by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660.

From Washington State, Oregon, Idaho, wyominr. Montana, Utah, Colorado, Northern Calil6rnia and Canada: Contact Carole Holm at (206) 714-3173 or 21819 77th Place West, Edmonds, Wa. 98020.

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Change of Mdrcss-Send subscription orden and addre.rs changes o Ciranlation Dept. ' Building Products Digest, 45@ Campus Dr., suite 480, Nervport Beach, Ca. 9660. Include address label ft,om recent issue ifPossible. plus new address and zip code.

Subscrlptlon Rrtes: U.S.: $25-one year: $41-two years; $55-three years; Foreign: one'year payable in advance in U.S. funds- Canada or Mexico: air-$42; surface-$3?; South America: air-$60; surface-$391 Asia: air-$701 surface-$39; Europe: air-$90; surface-$39. Single copies $3; back copies $4.50 plus ship ping & handling.

BUILDINC PRODUCTS DIGEST is an independenlyovned ptblication fur the rcnil, viulesale and dMibwion levek of thc lunber and home center rnarkets in 13 fuwhcm swes.

Copyrighto 1990, Cutler Publishing, lnc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. Building Products Digest assumes no liability for materials lurnished to it.

SixReasons Ilaster ThanAnyoneElse.

No matter where you need them, Glasteel can get panels to you faster. That's because we have six distribution regions, with eight warehouser, ruidy to serire you at a moment's notice. And we dontjust give you great service. We deliveriop quality, too. Because we're affiliated with Alpha Resins_Corporation, we can take advant"ge oit-he latest polyester resin technology. W" "."." provr{e you wit\ corrugated panels, USDA-approrred line.s and s"nif plut"s that are strong, durable, simple to install and easy to maintain. Plus, they're all available in a rmltitude of shapes and popular colors.

_ If you want panels fast, what are you waiting for? Call us now Toll Free at 1-800-238-5b46. Or, write for a copy of our free brochure. Glasteel Tennessee, Inc., PO. Box 520. Collierville. TN 38027.

Good manners are good buslness

A CHOOL teachers have often been heard to ED say to youthful students, "don't take that tone of voice with me, young man!" Or, when using a more conciliatory approach, "it's not what you say, it's how you say it."

This observation applies equally in business. From the top to the bottom, everyone in a business needs to be sensitive to not only what they're saying, but how they say it. And this applies to addressing co-workers as much as to customers.

Cood manners are not taught in business school. But from our observation they should be. How often we hear the curt reply, the annoyance in the voice, the constant interruption, the sarcasm, boredom, exasperation and plain old rudeness. ls this any way to talk to a customer?

The reasons it happens are varied. Employees

can be hurried, harried, unhappy with life, their job (or both). Perhaps they suffer from an unpleasant personality. Whatever the reasons behind rudeness, it has no place in business or life. And it should be rooted out and eliminated just as surely and just as quickly as if it were inventory shrinkage.

The schools, seminars, bookstores and the telephone companies all have materials available to help those who want to ensure that their employeesor they themselvesare not guilty of unintentional rudeness.

Everyone should make a conscious effort to project sincerity and courtesy to customers. To those who only project and don't honestly feel these qualities within themselves, we suggest they find another line of work.

Universal Expands In Florida

tJniversal F-orest Products. Inc. has assumed operation of two f ormer Weyerhaeuser Co. distribution centers in Tampa and Orlando, Fl.

The centcrs which will supply both retail and industrial custonters are being administered by Jim Ward, executive v.p. of Universal Southern Co., and Florida region general manager Kevin O'Neill. Sales in Tampa will continue to be handled by Aaron Babcock, manager, Robbie Welch, Ceorge Minskey and Bob Trujillo with Charlie Judkins as a new salesman. Linda Childs heads up Orlando assisted by Jim McKinney and Ben Evans.

In addition to a Prss5yps treating facility at Auburndale, F-1., Universal Southern Co. operates plants and distribution centers in Moultrie. Union City and Eatonton, Ga., and Guin, Al.

Lowe's Sets 1990 Growth Goal

Lowe's has a goal of growing by 1.4 million square feet in 1990.

Lowe's chairman Robert Strickland said, "Our strategy is to preempt competition in the small town south by converting our small showroom format stores into large, self-service destination home centers in the markets we currently serve. "

FIe characterized "destination stores" as mandating one-stop shopping with expanded merchandise assortments, adding "we're not finished (expanding) yet in the core categories of hardware, electrical supplies, tools, plumbing, paint, Iawn and garden, home decor and durables. "

"Sales per store are more important to us than sales per square foot," Strickland said. Lowe's doubled sales between 1970 and 1979 to $4 million. then doubled this to more than $8 million in 1988. The present goal is to double sales to $16 million.

Home Depot Fights Drug Use

Home Depot is saying "no" to drugs with a large notice addressed to job applicants and posted on the window of an Atlanta, Cia., store.

The sign reads "We test all applicants for illegal drug use. If you use drugs, don't bother to apply!"

LatticeDisp Center

STRONG COI]ORFUI, GRAPHICS Attract store traffic to the display and provide clear descriptions of leatures, benefits, and buyers' alternatives.

FULLSIZED LATTICE

SAMPLF^S Specimens of actual lattice rn a variety of grades and patterns make buyers aware of the range of choice. Gives the dealer opportunities for selling up.

SOLID COI,OR BACKGROUND

Makes lattice desrgn stand out sharply for best visibility. Eliminates visual confusion of open lattice tn retail premises.

SAMPLES ARB LABELED EACh lattice sample carries an identification tag giving the sPecies, grade, spacing, pattern and thickness. WOODWAY Quality labels, too.

SECTIONS HINGE TOGETHER

Hinging arrangement can be varied to suit location. ldeas and instructions are provided with disPlaY.

The Merchandiser You Need To Put Profit Into Your Lattice Sales

Homebuilders and home owners are in love with lattice and grillwork. But they are not willing to settle for the cheap, take-it-or-leave-it variety they usually find at their dealers They are looking for what they expect to find in any product that will add pride and prestige to their homes or lifestyle: good quality and good selection.

WoodwayQuality Lattice, from LWb, offersthefirsttrulyeffectivemerchandising unitforthisincreasingly popular product line. li displays a range of species, grades, patterns, and thicknesses. lt provides rnformative and illustrated buying guidance. lt directs the prospects' attention to the better grades that offer you the better margins. Easy to Set (lp. Attention Getting. Profit Generating.

Gedar kits build I proiect sales

G ELL the benefits. Sell the pro- 9 jecl. Sell both with cedar kits. Manufactured from both western red cedar and incense cedar lumber, gazebos, summer houses, and swings are among the garden structures offered in kit form. All have many benefits for both the buyer and seller.

Your d-i-y customer has the convenience of buying all the wood necessary, a list of needed tools, hardware, stain and complete instructions packaged together. Some kits even contain the hardware and use pre-stained wood. All the pieces are pre-cut with components such as lattice and ridge caps prefabricated.

Story at a Glance

Ways retailers can sell projects with cedar kits. benefits for both d-i-y customers and dealer advantages of complete package.

Packaged in boxes or poly lumber bags, the kits can be handled fairly easily despite weighing over a thousand pounds. Poly bagged kits measure 7' x 46" x 33" and fit in the bed ofa pickup truck. Boxed kits are similar in size.

Gazebos and summer houses come in a selection of sizes and shapes. Options such as cupolas are available. Deck Squares, stools, planters, bar kits, risers, steps, swings, cafe doors and decorator windows, all made of cedar, can be bought to expand the original project.

In addition to convenience, the kits offer your customer the advantages of quality and competitive pricing. Components are prepared on an

assembly line and inspected to assure top quality. Because of the efficiency of the procedure, the cost is often less than that of a comparable structure assembled without a kit. Prices run in the neighborhood of $ I 500.

Retailers find it convenient to build a model of at least one of the styles and sizes of gazebo or summer house they sell. They also find it pays off in sales to display the instruction booklet so that the customer can see what is involved. Securing the booklet to the structure or laminating the pages and posting them on a bulletin board are workable ways of displaying the instructions. Pictures of other available models and sizes should be a part of this display.

Although some retailers stock the kits, most prefer to special order, picking them up from their distributor as needed. Because they are completely packaged, the kits handle and stack well despite their size and weight. A forklift can move them readily.

In addition to add-on sales of nails and stains for kits which come unfinished without hardware, dealers can stimulate tool sales by cross merchandising. A display of hammers, levels, handsaws, power saws, step ladders, measuring tapes and squares adjacent to the model will encourage customers to upgrade or replace tools as well as buy those they don't own.

A demonstration of the assembly process can be effective. This is most easily done at the beginning of the season to build a model. If you want to repeat it every few months, you can skip the nailing and simply show the assembly of the various parts.

Although basically a seasonal item, cedar kits are good money makers with fairly high margins. The fact that they can be ordered as needed is an advantage.

Cedar Speclal lggue Marketing targets cedat users

technical information pieces, were distributed to cedar users worldwide.

?

HE 1980s provided some interI esting times for cedar producers, from changing markets and consumer tastes to continued pressures on available timber resources to a re' newed industry commitment to cedar marketing. And the decade of the '90s promises to be even more challenging for cedar producers in the U.S. and Canada.

It will be imperative in the '90s that a balance be struck between the needs of timber for products and the desire to preserve forestlands. And producers on both sides of the

What Is Ttrc WRCLA?

The Western Red Cedar Lumber Association is an affiliation of l5 cedar producers.

Companies represented are: Caffall Bros. Forest Products, Wilsonville, Or.; Canadian Forest Products Ltd., Vancouver, B.C.; Delta Cedar Products Ltd., SurreY, B.C.l Evans Products CompanY, Ltd., Vancouver, B.C.; Fletcher Challenge Canada, Vancouver, B.C.; Lamford Forest Products Ltd., New Westminster, B.C.l Landucci Industries, Surrey, B.C.; Loth Lumber Co., Inc., Gold Bar, Wa.; MacMillan Bloedel Limited, Vancouver. B.C.: McDonald Cedar, Fort Langley, B.C.; Mill & Timber Products Ltd., Surrey, B.C.; Sawarne Lumber Company, Ltd., Richmond. B.C.l Tolko Industries Ltd., North Vancouver, B.C.; Tyee Timber Products, Ltd., Langley, B.C. and Weldwood of Canada, Ltd.. Vancouver. B.C.

Officers: Jeff Loth, president; Bob Landucci, vice president, and Gary Marshall, treasurer.

Marketing information as well as literature is available from the WRCLA offices, Yeon Building, 522 SW 5th Ave., Portland, Or. 97204-2122.

border will be working hard to meet this challenge.

The markets for cedar products have evolved in the past l0 Years along with housing designs and customer preferences. Wood decks, many of them constructed of cedar, have added a new dimension to homes by creating outdoor living spaces. The stark plastic, glass and metal look has given way to a desire for more natural tones such as wood. Cedar paneling, exposed ceilings and other decorative products have also warmed up the interiors of homes and commercial buildings, replacing non-natural materials.

These changes did not come about entirely by chance. In the mid1980s, the cedar industry determined it must take deliberate, wideranging marketing action in order to protect and expand markets for cedar lumber products. As a result, WRCLA embarked on an expanded marketing program to use these trends to create greater demand.

Story at a Glance

Cedar leaders remain committed to increased marketing efforts in the 1990s, building uPon promotaonal etforts in the Past decade. increased cedar use anticipated.

The industry identified four major audiences: architects and specifiers, builders and contractors. remodelers and retail/wholesale dealers. Special advertising was created for each group, highlighting the many benefits of using cedar. Projects using cedar in a variety of interior and exterior applications were publicized in major trade and consumer publications. Hundreds of thousands of publications, from idea books to

As the new decade begins, WRCLA's marketing effort has been expanded with the addition of a design awards competition conducted in cooperation with the American lnstitute of Architects and the American Society of LandscaPe Architects. A future competition will be created for interior designers. These competitions will recognize outstanding projects using western red cedar lumber and will provide material for future cedar pomotion efforts,

There are many challenges facing the cedar market in the coming years, making detailed predictions nearly impossible. However, in at least one area, the crystal ball is clear: Cedar manufacturers, through WRCLA, will remain committed to promoting and expanding cedar use and will work to build on the marketing efforts of the '80s.

Newcedat promotion

' n

N,xL:Jil9,3;l tl'.,il,ili

I is a quotation often cited by present day sales managers to motivate their people. This is particularly true in the cedar business.

And that's why the Western Red Cedar Lumber Association has been devoting much of its marketing efforts to assisting the dealer by targeting users such as architects and designers who specify the product, in addition to builders, remodelers and contractors who actually buY the product from the dealers.

In a new promotional direction for 1990 aimed at increasing the specification of cedar lumber Products, WRCLA is initiating a Professional Design Awards Program for architects and landscape architects. The program will be co-sponsored by the American lnstitute of Architects (AIA) and the American Society of Landscape Architects (ASLA). Awards will be given for the best uses of western red cedar for new construction, remodeling and reno-

vation in the categories of singlefamily and multifamily residential, commercial, industrial and institutional applications.

WRCLA advertising, publicity and direct mail will reach well over 50,000 architects and building designers, along with 20,000 landscape architects in the U.S. and Canada, with an invitation to submit entries. Judging will be conducted in the summer of 1990.

Story at a Glance

Cedar association is assisting dealers by contests and awards for achitects using cedar products in theirdesigns aggressive promotion of the results will spread the word on cedar.

The winning entries will be featured by WRCLA in publicity,literature and advertising to influence other architects and landscape architects to specify cedar in their projects. These same entries also will be featured in promotional efforts directed to builders, contractors and remodelers to stimulate increased cedar use by emulating the ideas generated.

The entries expected to be seen will be new applications of cedar for exterior environment in landscaping, for light standards, seating, berms, decks, walkways, fences. privacy screens, and even in imaginative uses combining functional uses with outdoor art and sculpture. These ideas translate into sales of cedar posts, beams, boards and planks in knotty and clear grades, capitalizing on the WRCLA marketing theme of the past several years: "Cedar - The Original Treated Wood."

Also expected are imaginative uses of cedar for exterior design in walls, fascias, decks and walkways, exploiting the natural beauty of cedar. Interiors, too, are expected to reflect the trend to the warmth of more natural products. This is where the beauty ofcedar has long been its most popular appeal. These ideas translate into sales of siding, boards, paneling, fascia, trim and dimension, with a whole spectrum of cedar grades used.

Ways to finish a cedat sale

fr etXn SALES, whether for in' \J door or outdoor use, are natu' rals for add on sales of finishes and the tools to apply them.

While a customer maY think he wants to leave his cedar bare to weather naturally, he will probably be happier if he gives nature an assist. Some of the drawbacks to natural weathering are uneveness of color due to variations in boards and the light and moisture to which the wood is exposed.

Wood protected by overhangs will weather more slowlY than wood directly exposed to harsh weather. Cedar hit by the overspray of lawn sprinkers will color differently than that with less exposure to water.

The natural weathering Process can be improved with an application of water repellent preservative. These products apply easilY and allow the cedar to gradually change from its original reddish color to a lighter shade. Additional water repellent benefits include minimizing watermarks and surface checks as well as guarding against decaY and discoloration caused bY mold and fungal growth.

Another option is a bleaching oil applied to achieve a gray, weathered look sooner. The bleaching oil speeds up the natural color change and provides a more uniform appearance. It minimizes the initial darkening and accelerates the natural color change to the final driftwood graY.

Customers who don't want a natural finish should be guided to

Story at a Glance

How to write bigger cedar tickets.. suggestions for add on sales of finishes and tools. do's and don'tsfor recommending finishes.

the exterior stains. These come in two types: film forming and Penetrating.

The film forming, such as varnishes and urethanes do not Penetrate the wood, so they must be refinished in a few years. TheY also prevent the release of moisture within the wood, causing blisters and cracks.

Penetrating stains are often recommended since they Provide both a natural appearance and Protection from moisture. There is no peeling or blistering. Most of them contain water repellents and in many cases rot and mildew inhibitors.

Penetrating stains come in three types. The transparent have no pigment but offer water rePellent features to protect the wood and aid the natural color change. Semi-transparent stains have added pigment to modify the original color of the wood while allowing the natural beauty to show through. They are more durable than transparent stains. Opaque stains have a high pigment content and hide both the grain and color of the wood.

Latex stains even though theY do not penetrate the wood are acceptable if the customer wants a color. Their life span can be extended with the use of a stain resistant primer. Because they have some PorositY they have more stabilitY and allow limited moisture movement with the wood underneath.

Cedar used inside the house can be finished with either a transparent or semi-transparent finish that will protect its surface while enhancing its beauty. Clear lacquer can be used in areas where there is little moisture. It should not be recommended for bathrooms or kitchens.

Varnish can be used on smooth surface cedar, but it tends to darken the wood. A flat finish sanding sealer is best recommended under the varnish. If varnish is selected to be used in a bathroom or kitchen, at least

Ccdar FlnlCtlng Prcductl

Alkyd Based Primer

All-acrylic Latex Paint

Bleaching Oil

Dsnish Oil

Lacquer

Latex stain

Oil Alkyd Paint

OilBased Primer

OilPaint

Penetrating Stain

Pigmented Stain

Varnish

Water Repellent

Flnlehlng Tools

Brushes

Caulking Gun & Compound

Cleaning Brushes

Dropcloths

Ladder

Paint Pads

Paint Thinner

Rollers

Sponge Applicators

three coats should be suggested.

Danish oil is a good recommendation for any room except those with high humidity such as a poorly ventilated bathroom. It is well suited to saw textured faces. Pigmented stains work well if the customer wants to accent a color scheme. TheY can be used on both smooth and saw textured cedar. The show of grain and characteristics can be controlled by the heaviness of the stain used.

In addition to recommending the finish which matches the effect desired by the customer, a dealer should make sure that the Proper tools are purchased. High qualitY brushes, rollers and materials to prepare the wood for painting or staining can make the difference between a poor and excellent job.

A six page brochure on.finishing western red cedar siding and paneling is available for 50( from rhe Western Red Cedar Lumber Association, Dept. 668, 522 S.ly. Fifth Ave.. Portland, Or. 97204-2

editor.

A S IF preparing to nimbly carry Fl eggs from the farm, lumber manufacturers are devising new, safer methods to protect their sensitive cedar during shipment to retailers and wholesalers.

"lt doesn't help us any to go to all the trouble of manufacturing it and milling it so it's looking good here, if by the time it gets to the customer it looks bad. We'd be wasting all that effort," says Mike Baldi, shipping superintendent for P&M Cedar Products, McCloud, Ca.

P&M tapes bundles together and affixes a special end cap constructed of four or six boards and featuring the company logo, a profile of the product, directions and applications information. Plastic film covers the shipment to protect the cedar's fine edges and tongues and grooves. Bolsters and spacers are strapped to each unit to keep the pallet together for a cleaner operation.

But the shipping additions provide retailers with more than good looking wood. After it is unloaded, the wrap can be left on the lumber while it sits in the yard to continue to protect it from the elements.

And P&M offers a specially designed ProPac, featuring prearranged 6, l0 and l6-ft. length boards. "When it gets to the yard, it's prepackaged in predetermined

Gedar packaging is a plus for retailers

amounts," says Baldi. "You don't have to go picking through the piles, and it ensures a fairer distribution of the different sizes to customers."

Loth Lumber, Gold Bar, Wa., has built its niche in the industry by priding itself on delivering its western red cedar in the best condition possible. Its earliest protective measure was selecting the safest loading procedure. "We tried everything from driving a forklift onto the truck to sliding lumber in on rollers," says shipping manager Richard Poole. "We found that piggyback van loaders worked best."

Three years ago, Loth designed a custom pallet of fir 2x6s with an attached pull rod. At the cedar's destination, a chain is hooked onto the rod so the lumber can be easily

pulled out without damage to the bottom of the lumber.

Loth also uses end capsr corner protectors, l-l/4" banding, airbag cushioning between the lumber and the walls of the van, and waterproof polybag pallet coverings. "Since we are in the Northwest, we have a good amount of rainfall, so we cover the lumber with as much plastic as possible to keep the moisture out. Rain also lessens the payload, adding weight and cost," Poole explains.

Story at a Glance

How cedar packaging innovations to protect shipments help retailers, wholesalers and customers. end caps, spacers, plastic wrap and custom pallets save money by reducing damages and loss.

For exports, Loth adds a wax-dipped cardboard siding to the polybags for extra protection in handling at the docks and during the ocean voyage.

In all, Poole is sure the added steps are paying off "because we neverhave complaints about the condition of our lumber."

Yet Baldi notes special packaging can add $25 to $40 per 1,000 to the manufacturer's cost, though it helps guarantee the wood arrives without damage or loss. Poole agrees: "There is no upcharge for our packaging. lt's saving us money in the long run. Other companies would rather go through a lot of customers than have contented customers."

Cedar Speclal lsgue

lncense holds its own

A LTHOUGH often overshadowA ed by western red cedar, California cousin incense cedar offers many of the same benefits, plus a few of its own.

Incense cedar can be found at moderate elevations in the Sierras, the coastal range mountains of Northern California and in Southern Oregon. It is named after the fragrant oil which seeps to the surface just after the wood is cut. The sapwood is white or cream-colored, the heartwood light brown to reddish-brown, often pecky, with a fine, uniform texture.

Its most outstanding characteristic is its high resistance to decay and high durability when exposed to weather. lt machines well, glues superbly, and takes and holds paints and stains well. High dimensional stability results in low volumetric shrinkage, while top marks in thermal conductivity make it one of the finest wood insulators.

"But it's not really a construction wood," says Bob Smith, Bohannon Lumber Co., Orange, Ca. "lt's a remanufacturing type of wood." Yet with its distinct appearance and properties, incense cedar proves an ideal material for countless products:

o Siding (due to is decay resistance, dimensional stability, high insula-

Story at a Glance

Proving western red is not the only cedar in theforest, incense cedar offers many of the same advantages. distinct appear' ance, high durabilitY, working properties lead to countless remanufacturing opportunities.

tion, light weight, workabilitY, weathering and paint holding properties) I

r Sheathing and subflooring (insulation, stability, resistance, workability, light weight);

e Paneling and interior finish (clear grades, rich color, small knots, wear resistance, easy maintenance, paint and stain receptiveness);

o Fencing, short poles and shakes (ease of splitting to post sizes, resistance, weathering, workability, light weight);

o Pencil stock (straightness of grain, softness and ease of whittling, light weight, workability, exceptional gluing);

o Venetian blinds (smooth surface. light weight);

. And closet lining, moulding, decking, lattice, outdoor furniture, hot tubs, toy stock, greenhouse benches. flower boxes, nursery flats, boardwalks, mud sills, rafters, window sash, ice houses, irrigation and drain boxes, grave lining, casket shook, shallow ditch shoring, duck boards, pickets, chicken houses, rabbit hutches, birdhouses, garden summer houses, garden stakes, trellises, beach dressing cabins, small boat houses, dog houses, feed troughs, plates, fire stoPs and other milled articles and specialty items.

P&M Cedar Products. Stockton, Ca., manufactures incense cedar into a wide range of products, utilizing the entire log, right down to the downfall. "The different size trees are graded while in the forest for their best intended use and then separated for size," explains P&M's Jean Fakundiny. "The larger, older logs have a lot of peck in them and are best suited for pencil stock. Smaller logs are good for exterior siding, interior paneling and mould-

ing. And even smaller logs go into our cutstock program for picture frames, window parts, handles for barbecues, and so on."

P&M even uses the wood chiPs to feed a cogeneration plant and to produce Duraflame woodwax firelogs at its California Cedar Products division. "We've done a lot of tests, and incense cedar seems to make a better firelog than all other species. It's better than pine, certainly better than any hardwood, because of its natural bonding properties to wax," saYS California Cedar Products' Chris Caron.

But why incense cedar and not western red cedar? El Louise Waldron, Waldron Forest Products, Carmichael, Ca., says, "People used to buy incense cedar because ol, number one, its color. lt's a creamy white and not the bright red of western red cedar. Two, the price had been considerably less, although now it's pretty much in line with western red cedar. Three, for decorative items, if you're looking for a lower grade of pecky cedar, incense cedar has it and western red cedar lower grades really don't. And finally, incense cedar can be found in California, while western red cedar grows in the Northern hemisPhere. So location may or may not be an advantage."

Yet with rising prices, the incense cedar business has changed over the last few years. "lt's not what it used to be," says Smith. "lt's fairly hard to find and there's not as much demand for it, so consequentlY the mills haven't been producing it like they had been. We just sell the moulding grade now."

Incense cedar may not be the onlY tree in the forest, but its advantages are clear.

(ircr!:ju-l\r'ilit' cotttinttcs its lcqirl battlc to obtltin control ol' (i'aut Nortln'rn Nckoostt ('orp. (scc p. l9 lbr story) ... Il.t'ttrnd l\tncl.s /lr'. is closing its Ncw Orlcurrs, l-a.. plant in a rcalignnrcnt ol'opcrutiotts (scc p. l9lor story)

llrchittgar ('o. hld grancl opcnings tor storcs in llcchinger ('cntcr, Ilcstun, \'u.. ut-tcl l:airlirx ('irclc. Vrr. ... Ittv't"s opcncd ncw storcs in ('r<lssvillc and'l'ullahonra,'I'n., and rclocatcd a (irccnwood, S.('., operittion

^5t'ol4'15 is cxPanding storc No' l6 in Winter I lavcn, l:1., to 42,800 sq. ft. plus a 10,000 sq. lt. nursery and garden center. plans lor cloubling the sizc of the Key West, lfl., St'oltYlr havc been submitted to the city

IIonrc Dcpot expects to open a new 85,000 sq. fi. store in Channelview, Tx., this ntonth a 102,000 sq. ft. Hotrtc DePrtt is planned lbr an ll acre site in Charlotte l'larbor, Fl., targeting a summer opening . . . fkttne DePot nlanagement is projecting three additional Atlanta, Cia., units this year...

Holsinger Lumber ('o., Staunton. Va., has been sold by Robert l-lolsinger to Bruce I'rank and Chapman Kester ll I'eonItardt Lunber Co.. Oklahoma City, Ok., had its bankruPtcY reorganization plan for paying back creditors in full approved by the court

horrrc rcpair training sessions for voluntccr groups like I Iabitat jbr I ltnnunit.v Addirtgton- Beennn, /lr'., Newport News, Va., recently gave $ | ,000 to help needy chilclren

Lr)v,e's 1'entple. 'f x., store has hclcl sessions prescntecl bY the police and assistant city attorney in a new progrant to recluce clr climinatc shopliliing

Anniversaries'. IJt'rtnn Lunrber ('o., Pawhuska, Ok., 73rd', Gull' Lumber ('o., Mobile, Al., -sorh . .

Acquisition negotiations between ()crtqinTced's Cameron Wholcsule. Waco, Tx., and ABC Supply, lleloit, Wi., have been ternrinated (see P. l7 for storY) . . .Gull' Lunfter, Mobile, Al., will use its recently acquired Novell Woocl Produt'ts Co.. Nashville. Tn., to double its pressure treated wood production capacity...

Hillsborough Holdirtgs CorP. which bought ./lnr ll/alter Corp. for $2.4 billion in 1988 has filed lbr reorganization under ChaPter l l bankruptcy... Re.Ynokls Metctls Co. is modernizing and expanding its Bellwood, Va., plant .

'flrc National Retail Hardware Association has moved to 5822 W. 74th St., Indianapolis, In. 46278 ... Hickson Corp., Allanta. Ga.. will have Wolmanized Extra weather resistant lumber as a finalist in the 1990 lnnovator Awards Competition at the Nationali 'Home Center Show, March ll-13...

Servistor ('orp., Butler. Pa., is purchasing KurJ'ees Coalings lrrt'., Louisvifle, Ky... . Azro<'k hirs moved its corporate Hq. and international Design Center to the CityView Bldg., San Antonio, Tx.

Gold Madal, Irtc'., Richmond, Va., hits acquirecl D)'er Woodlurnings, lnc., llouston, Ms., including mfg. facilities in Maben and Vardaman, Ms.

Enterprise Cotnputar .llsrctrts, (ireenville. S.Cl., has been recognized by VAR Rttsittcs.r ntagazine as one of'the 100 best comPanies in the computer software industry...

lJucll Door (,'o., l)allas, Tx., has been purchased by Lee Kirkley. pres. of the companY for the last 15 of its 22 years

United Plywoods & I'tunber, /rt'., Birntingham, Al., oPens a branch this month in Jackson, Ms.. Don Puckett, mgr. . Univcrsal Forest Produt'ls, Int:. has taken over two former We.verhaeuser Gr. distribution centers in l:lorida (see p. 7 for story) . '

The Building Code Changes Committee of Building Ollicials and Code Administrators Interna' rional (BOCA) rejected a change to eliminate single-layer Type l5 f'elt underlayntent under asphalt shingles on roof sloPes 4:12 and greater after hearing testimonY from Billy Thompson, executive v.p., Kentucky LBMDI, and rsprr,', resentatives from Owens'Corniig Fiberglas Corp., G-P, CAF and the Asphalt Roo.fing ManufacturersAsslciation...

Housing slal"/s were down 8olo to a seasonally adjusted annual rate of 1,235,000 units in Dec. (latest figs.) single familY homes dipped l0%; multifamilY units, 2.40/o uuilding permits for future construction were off 0.40/o

I Nt iE\,.v/ s lijlfJ,l_I lE lF s

Sequoia & Grip-Rite Merge

Sequoia Supply and Grip-Rite Group have merged in a $124 million transaction to form PrimeSource, Inc., the largest independent distributor of building materials in the U.S.

Marvin E. Miller. chairman of Grip-Rite, White Plains, N.Y., will be chairman/ceo of the new company. Paul W. Hylbert, president, Sequoia Supply, Irvine, Ca., will be president/ceo.

Miller Supply, Metropolitan Wholesale Supply, Guardian Purchasing, Pan American Building Materials and Mid-American Distributing, all Grip-Rite companies, will be part of PrimeSource, Inc. The merger results in 46 branch locations. but will be cut to 44 with the combining of Sequoia Supply locations in Dallas, Tx., and Chicago, Il., with Guardian Purchasing Corp. and Metropolitan locations in the same areas.

Elders Ready Cochon de Lait

Let the good times roll. Elder Wood Preserving Co., Mansura, La., will host its annual Cochon de Lait March 24,2 to 9 p.m. at the Mansura Pavillion.

Paul Lemoine will entertain. Snacks of boudin, cracklins and fried sweet potatoes will be served as well as a Cochon de Lait dinner.

Cameron Sale To ABC Aborted

Acquisition of Cameron Wholesale, Waco, Tx., by ABC Supply, Beloit, Wi., has been halted with both companies agreeing to discontinue negotiations.

The acquisition, which would have made ABC one of the biggest building material distributors in the nation, was first scheduled to close in early November of last year. Despite press reports of the deal being consumated, negotiations stalled and were called off in late December.

CertainTeed Corp., Valley Forge, Pa., parent company of the Texas wholesaler, "plans to restructure the business," according to Donald Huml, CertainTeed vice president and president of the building material distribution group.

treats you best.

At Tarheel Wood Treating Company we believe quality isnt just skin deep and that it doesn't come in only one size. Thatts wh; Tarheel offers lumber up to 20' in length, timbers uD to 8 ff i 8 rf u.mDers up u "x U " and 24' in length. and d Z+' rn plyvood, all treated 'r:iilii'frorn .25 to 2.5 pcf with high quality Osmose@ preservatives and Osmose Mold

SECONDARY WOOD PRODUCTS MANUFACTURERS DIRECTORY

Announcing the first and only comprchensivc dircctory covering the cntir€ sccondary wood products industry of North America. In its 6,659 llstln$ you'll find detailed information on: all major fumiturc, kitchen cabinet and component manufacturers, moulding and millwork operations. pallet and container producers, industrial panel producers. struclural components and specialty products manufacturers.

Vnluuble cross rcferences for cach section include Prducts manufacturcred and species used. Additional seclions list all major headquarters. a classified Buyers' Guide and much more.

Mlllcr ltccmen Prbllcatlons o Dl$rlbutl,o! Ccntcr' 66ln Slhccl Wry Gllroy, CA 95020 USA. (40t) t4t.5296 ' fAX: (40t) lt4t'57t4

Please send- copies of the new Se utndury lltxxl Pnxlutls Munu' fauurers Directory (# I 38-(n | ) for l0 day free examinalion. After reviewing. I will eitherretum the book. without obligation, or have your invoice paid at US $147 each (plus postage and handling).

Compony

City/Stale/Zip

Telephone (

CALENDAR

FEBRUARY

Vlrglnla Bulldlng Mrterlal Assoclrtlon - Feb. 12, sales seminars, Manassas, Va.l Feb. 13, Richmond, Va.

Carotlnr-Tennessee Bulldlng Materhl AssoclationFeb. l5-17, buying show, Winston'Salem, N'C.

l,umbermens Merchrndlslng Corp.Feb. l5'lE, buying show, Nashville, Tn.

Allied Buildlng StoresFeb. l7-lE, spring show, Arlington' Tx.

Vlrginir Building Maleriat Assoclrtlon - Feb. 20, OSHA/ VOSIIA seminars, Manassas, Va.l Feb.2l, Richmond' Va.

Forest Products Trrfflc AssociationFeb. 2l-22' annual meeting, Peabody Ilotel, Memphis, Tn.

Appafachian Hardwood Manufacturers Feb. 2l-23, annual mceting, Washington, t).C.

Orgill Bros. & Co.Feb' 23-25, spring market' Cook Convention Center, MemPhis, Tn.

(ialbraith Steel & Supply Co.Feb' 24-25, market, Lubbock. Tx.

National Wood Window & Door AssociationFeb. 24-28' annual meeting, Inter-Continental Hotel, Cancun, Mexico.

MARCH

l,ouisiana Building Material Dealers AssociationMarch l-4, annual convention, Holiday lnn Crowne Plaza, New Orleans, La.

Amarillo Hardware Co.March 3-4, market, Amarillo' Tx. Henderson & Baird Hardware Co.March 3-4, Sentry market. (ireenwood Leflore Civic Center, Greenwood, Ms.

Virginia Building Material AssociationMarch 6, store, yard & warehouse planning seminar, Charlottesville, Va.

lnternational Hardwood Products AssociationMarch 610. annual convention, Walt Disney World Swan, Orlando, Ft.

National Home Center ShowMarch 1l-13, McCormick Place, Chicago, ll.

Oklahoma Young LumbermenMarch l6-17' education seminar, Oklahoma CitY, Ok.

Vinyl Siding InstituteMarch l8-21, joint meeting with Vinyl Window & Door Institute, Marco Beach, Fl.

Mississippi Building Material Association - Match22-24, annual convention, Coliseum Ramada Inn, Jackson' Ms.

Associated Building MaterialsMarch 22-25, annual meeting, Saddlebrook Resort, Tampa, Fl.

Southern Pine Inspection BureauMarch 23, annual meeting, Sea Island, Ga.

Oklahoma Lumbermen's AssociationMarch 23-25, spring mart, Oklahoma City, Ok.

Elder Wood Preserving Co.March 24, Cochon de Lait, Mansura Pavillion, Mansura, La.

National Lumber & Building Material Dealers AssociationM arch 24-27, legislative/leadership conference, Washington, D.C.

American Wood Preservers InstituteMarch 26-28' legislative conference, Washington Court Hotel, Washington, D.C.

Hardwood Manufacturers AssociationMarch 29-31, annual meeting, Royal Sonesta Hotel, New Orleans, La.

G-P/Nekoosa Fight Gontinues

Georgia-Pacific Corp. is continuing its legal battle to acquire Great Northern Nekoosa Corp. although Great Northern's poison pill antitakeover defense was upheld by a U.S. District judge in Maine.

Analysts and arbitragers predict that G-P has the upper hand in the $3.47 billion tender offer. Continued legal maneuverings, they say, may only delay what is inevitable, the sale of Great Northern Nekoosa to the highest bidder. G-P says that more than 750/o of Nekoosa's shares have

been tendered in their $63 a share offer.

G-P is soliciting proxies for the March 2 meeting of Nekoosa shareholders in an attempt to oust board members. A second shareholder meeting March 20 will consider invalidating the poison pill. GeorgiaPacific also may appeal the latest decision on the pill.

Nekoosa is hoping for the success of a lawsuit in the U.S. District Court in Connecticut arguing that a takeover would violate antitrust laws.

Major PPI Realignment Underway

Plywood Panels Inc. (PPI) is realigning operations to complete the integration of Davidson-PWP, Inc., which it acquired in 1988.

PPI's New Orleans manufacturing plant will close over the next three months, consolidating operations at a larger facility in Norfolk, Va. Headquarters will remain in New Orleans, along with regional sales and import operations, and warehousing.

Manufacturing of wood-based products will be transferred from PPI's facility in Tualatin, Or., to its plant in Chino, Ca., with the Tualatin plant concentrating on gypsum products. Specialized manufacturing in City of Industry, Ca., will continue. Warehouse/distribution facilities will be in Norfolk, New Orleans and Sacramento, Ca.

Last November, Kenneth E.

Glass was appointed president and ceo succeeding L. Russell Haan who remains a member of the board of directors.

Since then a number of senior management appointments have been made to integrate production and marketing operations company wide: Robert Trojan, chief operating officer, New Orleans; Dietrich L. Petersen, executive vice presidentoperations, Chino; James N. Haynie, executive vice president-marketing and sales, Norfolk; Don MacMaster, Jr., vice president-imports, New Orleans; Robert Taylor, chief financial officer, New Orleans.

Dick Olano, vice president-distributor sales, New Orleans; Vic Johnson, vice president-national accounts, Norfolk; Mike Swanson, vice president-mobile homes and recreational vehicles, Chino.

Commenting on the realignment actions, Trojan said they are "part of a new strategic plan designed to make PPI even stronger and to position the company for long-term profitability. The business objective for all of these actions is to streamline operations so that we can serve our customers even more effectively."

ome Center erchant

11650 lberia Place San Oieoo, Ca,.-gilZA

lllS year's llome ('enter Show in ('hicago is going to be a humdingerl

Last April. in a smoke filled room at the Wcstin llotel at O'llare airport, the show management was given a mandate from their ldvisory board to make this 1990 show a "must see" for the indenendent retailer.

"l)o whatever has to be done to ge( the small town and rural dealers to this event," they said. "lt's the only way to fill the aisles now that the show has increased the exhibit area to stretch over all the floors in both buildings at McCormick Place.

"Put together an educational program that is different than the typical programs presented by state associations and buying groups. (iive these independents information they can act on to make them more profitable."

l)onel How's this for a lineup?

Forty-five different Presentersfrom A to Z (Arndt to Zimmerman)including: l5 independent dealers talking about how they compete with the giant chainsl 7 key executives of the largest home center chains reacting to the trends of increased customer service and new product categories; 3 building material suppliers; 2 kitchen & bath expertsi 4 hardware suppliers; 5 distributorsl I professor, and 8 creative industry consultants.

In addition to the l0 workshop ses-

Home Center Show Features

Twenty leading industry associations are participating in the 1990 National Home Center Show March ll-13 in Chicago, Il., with special displays highlighting their programs, services, industry legislation, issues and trends:

American Plywood Association, California Redwood Association, Cedar Shake & Shingle Bureau, Hardwood Plywood Manufacturers Association, Home Center Institute, International Hardwood Products Association, National Association of Floor Covering Distributors, National

sions there will be four general sessions

bringing together independent retailers from all parts of the world to sit at round tables exchanging ideas and seeking solutions to common problems. Two of these programs will begin with a complimentary continental breakfast.

The board cautioned show management that they have a responsibility to put the show within the comlort zone of the rural retailers.

"(;et the message to the exhibitors that they are to recognize the combined buying power of the independents and to extend all the courtesies in the booth that they extend to representatives ofthe giant chains."

"Just once I woud like to be invited to the top of the exhibit booth," chuckled one of the rural dealers at the meeting.

It's going to happen at this show! Throughout the past year show management has directed a promotion program to exhibitors, advising them of the importance of the independent dealers and the ways to make them leel wanted and comfortable in their booth. There will be a special workshop on "boothmanship" lor exhibitors before the show.

To make this show extremely cost effective, management has arranged to categorize the products, making it easier to shop the show. Then they cut the show by one day, arranged lor discounted air fares and Put together coupon books that offer additional discounts and premiums from many of the Chicago attractions and eating places. It's going to be a humdinger!

Building Material Distributors Association, National Concrete Masonry Association, National Decorating Products Association, National Kitchen & Bath Association, National Lumber & Building Material Dealers Association, National Retail Hardware Association, National Sash & Door Jobbers Association, National Supply Distributors Association, National Wood Window & Door Association, North American Wholesale Lumber Association, Southern Forest Products Association, Western Wood Products Association and Wood Moulding & Millwork Producers Association.

OPERATING OPPORTUNITIES

Paid Associates

PO. Box 741623 Dallas, Tx.75243

UVAen and building material

Ib dealers. home centers and hardware stores have for some time been selling furniture items, lighting fixtures and lamps, appliances and floor coverings. These products, along with decorative accessories and draperies, are the core lines of the retail membership of the National Home F-urnishings Association. Last month the Dallas Winter Home Furnishings Market was held and to keep current on this part of our business I attended it.

There are two such shows each year in a dozen different cities at which the national and affiliated associations participate. The Dallas market, one of the larger ones, normally has an attendance

registration of dealers, manulacturers and reps of about 15,000. There is no registration fee. The meeting is scheduled for five days, but the activities were primarily clustered during the weekend.

What our industry sells is in the minority in relationship to the total product mix that was presented. The home furnishing industry is as fragmented as ours, but, according to the almanac and the Statistical Abstract, they do a good deal more business than we do with about half the stores.

What blew my mind was the emphasis on education. In a tightly packed two days there were 28 seminars and workshops. Of these, l6 were free. The other 12 were available in a one day package that included breakfast and lunch for $25. Here are descriptions of some of the freebies:

How to make your advertising 95%

The Bohemia Cedar Team.

effective: Learn what successful retailers already know.

R.O.C. return on customer: The best salesperson in any company is the one who has the greatest return on each customer they wait on, not necessarily the one with the highest sales volume. The only accurate measurement of individual sales productivity is R.O.C. (return on customer).

The hottest new styles and themes: How to buy and display them: Making the most of today's newest themes and styles in your store. A visual look at what they can do for you.

There's no such thing as a browser: Increase store profits and customer satisfaction with add on accessory sales. Learn how to capitalize on this high margin area.

The dynamic duo of radio and print: How to combine radio and print to make your advertising more effective, find out how to use the two mediums to build a winning combination.

How to avoid stagnation in your business: Recognizing the symptoms of stagnation before they seriously affect your business is the surest way to avoid the problem. How to spot early signs of stag-

(Please turn to page 23)

SOUTHERN ASSOCIATION

Forest Products Trrfflc Assochllon will hold its 69th annual meeting on Feb. 22 at the Peabody Hotel, Memphis, Tn.' followed by a joint luncheon with the Lumbermen's Club of MemPhis,

Richard Hackett, mayor of MemPhis' guest speaker.

Those attending the meeting are invited to a kickoff for the association's 79th anniversary at 6 p.m. on Feb. 2 I R.

L. Jackett, executive vice president. is handling registration for the annual meeting.

Bulldlng Material Merchants' Assoclrtlon (Ceorgia & Alabama) installed Romeo Adams, Adams Building Supply' llartwell, Ga., as president at the annual buying show.

Others elected al the meeting at College Park. Ga., Jan. l2'13 were Richard Barr, Adel Trading Co., Adel, Ga., vice presidentl Jack Nunn, lleacon Co., Ellijay, Ga., secretary/treasurer, and Fred Thomas, Cordele Sash & Door Co., Cordele. Cla., chairman of the board.

Over 180 vendors exhibited at the show which drew people from more than 200 companies. Attendance was over 600.

l)ates and location of the I 99l buying show will be announced later.

Florids Lumber and Building Material Dealers Associalion is scheduling speakers and entertainment for the 70th annual convention and buYing show Sept. 20-22 at the Marriott Orlando World Center, Orlando.

HOME CENTER SHOW

Mlrch 9-14, 1990

Modern and economically pilced.

Chicago's Essex Inn is right on the city's lakefront al Grant Park and Michigan Avenue. Within easy walking distance ot everything in Chicago - Bears football al Soldier Field and Loop business ollices. Free courlesy car service to other attractions. The Essex Inn has 325 attractively appointed modern rooms and suites, colorlul, comfortable lobby, meeting and banquet rooms, free cable TV, large outdoor swimming pool and 0ecK.

And, the 8th Street Deli, a tasty new New York style ealery and lounge wilh late night enlertainmenl. FREE PARKING. Airport Limo Service.

()ne toll free phone call for reservations: 1-800-621-6909. Fax 312-939-1605

ESSEX INN

Michigan Avenuo at 8lh Stroot Chicago, lllinois 60605

31 2-939-2800

Willard Scott, host of NBC's TodaY show. F. Lee Bailey, attorneY and novelist, and BobbY Knight lrom Indiana University are on the program. Saturday night performer will be Louise Mandrell.

Bonnie Lewis is chairing I-LBMDA's Give Kids The World Fund Drive with a goal of $25,000. Employees of member firms are being asked to contribute one hours wage during the week of Feb. 14.

l,ouisiana Building Material Dealers Association will add table top exhibits at the l990 convention, March I -4 at the Holiday Inn Crown Plaza, New Orleans.

Suppliers will host lunch and refreshments in the exhibit area. Roundtable discussions on dealer problems will be held on March 2. A board meeting, past president's luncheon, president's reception and dinner and a riverboat cruise are on the agenda, according to Gayle Passman. executive vice president.

Virginia Building Material Association is completing plans for the 64th annual convention at Williamsburg Lodge, Williamsburg. April l-4.

Tabletop programs and a buffet breaklast will open the second day, followed by dealer/supplier roundtable sessions. Hiring and firing. saving money on insurance and handling collections are topics to be discussed. Speaker will be Edmond J. Seifried, chairman ol the

ll you'rc coming to Chicago lor the NATIONAL

department of economics & business, Lafayette College.

John Purcell chairs the convention planning committee including Noel Borden, Richard Ferguson, Burke Johnson, Lloyd Burton, John Spencer, George W. Lester II, J. Howard Luck, George Meeks and David Ball.

As part of a continuing education program, a retail building material man-

Operating Opportunities

(Continued from page 2l)

nation and what to do to correct it.

How to increase your multiple sales and double your average sales: How to increase the productivity of your sales staff and improve store productivity.

How to apply credit insurance to your credit receivables: A how to discussion of credit insurance.

Hiring a sales staffthat closes 6 out of l0: How to develop a sales team which beats the industry standard.

Improve advertising results by 500/0

Gedar For The Southeast

Dealers in the southeast can now recommend western red cedar shakes and shingles especially treated to withstand the high humidity and heat of the area.

agement seminar is scheduled for Feb. 6-8 at the Sheraton Charlottesville, Charlottesville. Craig J. Stearn, manager of customer training and development, Armstrong World Industries, will be the instructor.

Bill Sharp will offer a selling seminar on Feb. 12 in Manassas and Feb. 13 in Richmond. Reservations for both may be made at the VBMA oflice.

with a layered play: A how to approach to creating an advertising plan.

Smart warehousing: M inimizing costs and improving quality: Explore advanced technology currently available to drastically reduce operating costs in new or existing warehouse lacilities.

Any retailer could learn something just from reading the description of the programs, let alone attending them. Business wasn't the only thing happening, but it sure dominated. Keynote speakers were knowledgeable home furnishings people. The whole atmosphere was how can we help you to do it better. Some 15,000 people thought it worthwhile. There must have been a reason.

uct with a 30 year warranty against fungal decay. They are manufactured by Cedar Shake & Shingle Bureau. members to conform to their specifications.

Cedar shingles and shakes bearing the Certi-Last treating label are a special CCA pressure treated prod-

Virginia Market Expanding

A growing Charlottesville, Va., market is creating a flurry of home center activity.

The Hechinger Co. has announced plans to open a store in Seminole Square this spring. Lowe's opened a second area store in the Rio Hill Shopping Center just before Christmas. Phillips Building Supply recently completed an expansion.

Sales by large home improvement retailers such as Lowe's and Moore's Building Supply rose about 200/o in 1989 over 1988, said Mark Sandridge, manager of the new Lowe's, Home improvement projects,

"Certi-Last has regenerated the cedar roofing market in the southeast," said John Walker, Norcross Supply, Atlanta, Ga. "Our sales of cedar shakes and shingles are up substantially since it has been made available." Both the Better Homes & Gardens 1990 Innovation House and the Southern Living Idea House in Atlanta. Ga.. use them.

both d-i-y and contractor driven, are an alternative to moving to bigger, more expensive homes in the area where housing cost are rising rapidly. "People who can't afford to step-up on the normal wage they're making will add on or renovate what they have," Sandridge said.

"New bathrooms in winter and new roofs in summer are at the top of the home improvement list," said J. D. Lowman, manager at Moore's.

84 Lumber, Better Living Home Center and Blue Ridge Builders Supply also report an increase in home improvement sales.

These case-hadened screws arc hot-dipped in molten zlnc, and are excellent for use with pressurc trcated lumber, cedar and rcdwood. Outdoor uses include decks, boat docka, steps, pataos, furniturc, fences, llower boxes, or any project wherc long-term corrcsion-rcsistance and exceptional holding power are Gquir€d. No pre-drilllng necessary. Phillips head sets flush.

Aromatic red cedar: the closet queen

O-lT-YOURSELF home

owners continue to look for ways to update and improve their houses with easy, economical weekend or one day projects.

Aromatic red cedar boards and panels for lining closets offer for a few dollars and a few hours benefits that are usually found only in expensive custom built residences.

An informalsurvey of do-it-yourself projects accomplished in one neighborhood showed that the majority of households had either lined one or more closets with aromatic red cedar or planned to do so in the near future. Popular because of the pleasant, luxurious scent provided by the aromatic wood, cedar lined closets are considered a necessity by many for protecting fine wool blankets, clothing and furs.

Preference for the two types of aromatic red cedar available is fairly evenly divided. Some homeowners select panels pressed from aromatic red cedar chips because the 4x8 ft. sections install more easily in their closets.

Others choose the tongue and

groove boards because they like the option of being able to apply them in a horizontal, vertical, angle or herringbone pattern. They also hnd the boards suitable for building shelves or storage cubicles. Many d-i-yers cover the closet floor as well as the ceiling and walls. Cedar boards come in 3/8" x 4" or 3/8" x 2" in 8 ft. lengths. They cut easily to the lengths needed.

Renters who want the luxury and protection of aromatic red cedar for their clothing and blankets line drawers with cedar boards or pieces of cedar panels or place them on existing shelves.

Aromatic red cedar products come packaged in cartons or bundles. They can be displayed as impulse items or cross merchandised with closet fixtures, paneling products and lumber. Because of the cur-

R&R Spending Keepo Glimbing

Expenditures on residential repair and remodeling soared during the 1980s, from $45 billion in 1982 to over $100 billion in 1988.

When adjustments are made for the impact of inflation, expenditures climbed 870/0. All regions shared in this growth. Economic and demographic fundamentals supporting R&R expenditures will remain solid for at least the next five years, pushing R&R expenditures from a little over $100 billion in 1988 to $133 billion in l99l and $168 billion in 1995. In inflation-adjusted terms, expenditures would rise from less than $85 billion in 1988 to $100 billion by the mid-1990s.

In 1987, an estimated 12.5 billion board feet (BBF) of softwood lumber were consumed in the R&R pro-

rent emphasis on closet organization systems, customers are looking for such products. Builders and remodelers also are potential customers since aromatic red cedar lined closets are hot items in new homes and for remodeling jobs.

Story at a Glance

Summary of aromatic red cedar closet lining market tips on merchandising, displaying, advertising free materials.

Panels and boards can be suggested for other d-i-y projects. Free standing cupboards or additional storage closets in bedrooms, attics, basements and garages can be built

Gedar Special lssue

with them. The aromatic odor is excellent for freshening a musty basement. Some people like the scent well enough to panel a bathroom or other room with aromatic red cedar.

Dealers find that advertising the aromatic cedar panels and boards or scheduling clinics demonstrating how to improve closets with them encourages sales.

Free information on aromatic red cedar products including closet applications can be obtained by sending a self-addressed stamped envelope to: Home Closet Planning Service, 221 N. LaSalle St., Chicago, Il. 60601 - ed.

jects as well as 7.3 billion square feet (BSF) of softwood plywood; 1.5 BSF of OSB and waferboard; 3.3 BSF of sidings (most importantly vinyl)l and large volumes of windows, doors, cabinets, fencing and roofing materials. Combining changes in product usage trends with the increases in R&R expenditures, Resource Information Systems, Inc. forecasts further increases.

Softwood lumber consumption is expected to climb from 12.5 BBF in 1987 to 15.9 BBF by 1995, led by continued growth in the consumption of treated lumber. Between 1980 and 1987 the volume of treated lumber consumed in R&R projects more than quadrupled, reaching 4.3 BBF in 1987. Over the succeeding eight years, treated consumption is expected to grow an additional 750/0.

The Quality Leader in Treated Wood Producfs

lltlhy C-edarPro' ls the Smart Cholce.

oday's smart builders take the time to know their projects-and their clients. They know what materials will give the best results. What level of quality the client demands-and what the budget will allow. Smart builders shop around for products they can trust and sources they can depend on.

So it's no wonder that when the job calls for premium cedar siding, smart builders call for CedarPro.

CedarPro is genuine incense cedar siding, manufactured to exacting

specifications by P&M Cedar Products in its own sawmills. Kiln-dried for dimensional stability, CedarPro Sidings are carefully graded for their intended use. It's a tough test-P&M allows fewer defect characteristics

You can make the right choice, too. For premium

than most standard grading-agency specifications. This "custom grading" means less waste and better performance where it counts. . on the job.

And CedarPro's quality commitment goes even further, with consistent machining and tally counts, breadth of line, custom-wrapped protective packaging, and in-field customer service. It's easy to see why CedarPro is the right siding choice for so many smart builders.

cedar siding from a dependable source, call for CedarPro Sidings, from P&M.

Dlstrlbutors

NORTIIEAST

GEORGE MCQUESTEN CO

Iron Horse Park

North Billerica, MA 01862

(617) 663-343s

MID,STATE LI'MBER CO.

20O Industrial Parkwa\/ Bnnchbug, NJ 08876 (zot)72s-49no

SOUTHEAST

FURMAN LUMBER CO.

896O Henkels Ln.

Annapolis Junction, MD 2O7Ol (3Ot) 792-2234

EARL RAIFORD LUMBER CO.

PO. Box 5498

Asheville, NC 28813 (704)253-s€67

EPPERSON LUMBER SALES. INC.

PO. Box 1559 Statesville, NC 28677

(7O4) 873432r

WOODFORD PLYWOOD

PO. Box l73l

Albany, cA 31703

(912) 883-49OO

Branches ln Alabama, Geo4gia & Florida

I.AXE ST'IIES

EMPIRE WHOI.ESATE

PO. Box 249

Al(ron, OH zt43@

Qt6) 43e545

DETROIT FOREST PRODUCTS

35135 Glendale

Livonia, MI zAl5O

(3r3) s22-O6lO

BOEHM-MADISEN

Nl6 W22IOO Jericho Dr. Waukesha, WI 53186 (414',)5444ffi

T'PPER l|ID WEST

CANTON LUMBER CO.

PO. Box 9328

Minneapolis, MN 5544G9328

(6t2) 42$1400

WESI

AIL{OAST FOREST PRODUCTS, INC

P.O. Box M

Chinq CA 91708

(7r4) 627€,s5r

rrcoAsT FOREST PRODUCIS, INC

End of Railroad A',rc.

P.O. Box 9

Ctoverdale C'A, 95425-OOO9 (707189il-428r

CEDAR WEST CORP

PO. Box 5224 Denver, CO 8O217

(3O3) 294-9lol

BuildinaProducts

PERS NALS

Rob Gresham is now v.p.contractor sales promotion at Lowe's, North Wilkesboro, N.C.

Roger E. Peterson, pres., Ace Hardware Corp., will be the keynote speaker during the Aug. l2-15 Hardware Industry Week show.

Mark K. Baldwin is the new mktg. mgr.door products for Masonite Corp. Tom J. Paulsen is sales mgr.door products, and Bill Hoel, product mgr.door products.

Richard Bradford has been appointed Wickes Lumber director of area operations for 35 stores in the Southeast.

Bill Burgan has been promoted to director ofoperations at South States Sentry, Inc., Shreveport, La. Buddy Daley and Cliff Hataway were recently honored as top salesmen of the year.

Robert Lemoine, Robert Lemoine Sentry Building Supply, Cottonport, La., won the grand prize drawing for a new pickup truck at South States Sentry's recent annual dealer market.

Carol Stafford, Madill Lumber Co., Madill, Ok., won a 1990 Ford pickup truck at a drawing held by Inland Sales. Dallas. Tx.

Paul Coleman has been named c.e.o. of Gold Medal's Fortex div., Richmond, Va., according to C.H. Yahn. Torrey A. Glass is v.p. - sales/mktg.

H. Wayne Lancaster is a new lumber trader at Noranda Forest Sales Inc., Mobile, Al.

M.J. "Mike" Smith has opened a Lake City, Fl., ollice for Robbins Wholesale Lumber Co., Tampa, Fl.

Jeff Hughes, Hughes Lumber Co., Fort Smith, Ar., recently completed a t!voday basic construction and material estimating seminar sponsored by the Mid-America Lumbermen's Association.

Barry Kronick, formerly pres. of Furman Lumber's Slaughter Bros. div., Dallas. Tx.. is now treas. of Furman Lumber.

Nona Jean Hulsey has been elected chairman of the board emeritus at Macklanburg-Duncan, Oklahoma City, Ok. Richard L. Gaugler is now chairman, and Mike Samis, pres./ c.e.o.

Thomas V. Maxwell has been promoted to v.p. of sales at Robbins/ Sykes, reports pres./c.e.o. James H. Stoehr.

Bobby Mathews, Foxworth-Galbraith Lumber Co., Sulphur Springs, Tx., has been honored for 20 years ofservice to the co. Also recognized: f,d Hill, Rick Utley, Sue Tittle, George Walker, Margaret Welsh, Wesley Brewer, Jimmy Canup, Richard Bunch, Loretta Caldwell, Scttt Isham, Shawn Collins, Damon Dixon, and in Kerrville, Tx., Jim McGlothin and Fox Parker.

Ray Nunn, Simms-Moore Lumber & Hardware, Frisco, Tx., has been nominated to serve on the American Lumber Standards Committee by National Lumber & Building Material Dealers Association pres. William Morton.

Christopher Grover has been promoted to v.p. of promotion at the California Redwood Association, reports pres./ c.e.o. Keith Lanning. Charles Jourdain is now v.p. oftechnical services. Lee Leaman, Home Lumber, Rosenburg, Tx., is also the new pres. of ProfitMaster Computer Systems, Inc.. Austin. Tx.

Cecil Ryman has been promoted to v.p.finance at Doyle Lurnber, Inc., Martinsville, Va. Joe Beavers is the new v.p. - sales, reports Debra S. Wingfield.

Henry Hass III has joined the sales force at Buie Forest Products, San Antonio, Tx., according to Bob Buie. David Hilley, DeSoto Hardwood Flooring Co., Memphis, Tn., and Dan Kimbrel, Thomson Oak Flooring Co., Thomson, Ga., have been elected directors of the National Oak Flooring Manufacturers' Association, Memphis.

Jodi Saxton has returned to the National Lumber & Building Material Dealers Association as director of membership & mktg., reports exec. v.p. Harlan Hummel.

Keith Marks and Denise Fontenot are new to Leader Lumber, Lafayette, La.

Wallace Zin is the new chief of fence construction at Mungus-Fungus Forest Products, Climax, Nv., according to Hugh Mungus and Freddy Fungus, owners.

(Please turn to page 38)

NEW PR DUCTS

and selected soles ofds

Cedar Deck Accegsorles

Western red cedar spindles and accessories have been added to Gerber Industries' line of outdoor deck components. Spindles, newels, porch Posts, post tops, post caps and railings are available, each tagged with a blue ribbon highlighting product features' Displays and "how to" literature are also offered.

Triple Bath Views

A tri-view bath cabinet with builtin lamps is now available from Triangle Home Products.

The kit offers three entrance hole sizes; precut, interlocking pieces requiring no cutting, hammering or

Get The Green Out

Exterior transparent stains in four natural wood tones specifically formulated for pressure treated lumber are now available from Duckback Products Co.

Without hiding the wood's natural grain and texture, the stains use a unique blend of transoxide pigments to transform the treated wood's green tint into a cedar, heart redwood, canyon or coastal tone. The Superdeck "Special I'-ormula" stains' three different oils, transoxide pigments and other ingredients provide high durability, ultraviolet protection, water resistance and mildew control.

They are recommended for exterior use on quality wood siding, shakes, decks. gazebos, spa cabinets and furniture.

Sharpen Up

A sharpening tool for rejuvenating dull and damaged chisels and blades is new from Martek International.

nailing; a removable roof for easy cleaning; wide roofboard; vents at the sides and under the roof for proper air circulation, and floor drains. Designed to mount on top of a pole or on a wall, it uses exterior grade, solid core plywood for the nestbox and roof.

Aid For The Stripped

A tool designed to remove striPped screws that will turn but not come out of a multitude of materialsis new from RO-KEY.

The chisel sharpener attaches to any 318" or larger portable electric power drill to reportedlY Produce razor sharp edges.

Features include beveled mirror edges, distortion-free plate glass mirror, a glossy cabinet finish said to be resistant to scratches and rust, and self-closing, concealed EuroPean hinges with three-way adjustability.

Build A Better Birdhouse

A build-it-yourself birdhouse that can be constructed in any of three sizes depending upon the tYPe of bird the owner wants to attract is now available from Lancom Marketing.

Screw-Key is held with its specially designed claw flat along the screw head. A screwdriver is Placed through the center of the tool and turned as slight pressure is placed against the base of the screw bY Screw-Key.

It is designed for screws, including slotted, Philips and hex head, uP to l/4" shank.

Specially formulated "cool runnine" erinding stones are said to preveni 'f,lueing-" or weakening of the metal's temper. Coarse and fine replacement stones are offered.

Hooked On Hardware

New floor stops and wall bumpers, both with hold-oPen hooks, have been added to Door Controls International's line of auxiliary door hardware.

Both are said to feature high quality casting in brass or bronze, finely polished to assure a smooth finish with a black rubber tiP 3-7 /8" projection from the floor; a shield for att iypes of mounting, and packaging two to a box with wood screws.

Non-Gonosive Deck Fasteners

Stainless steel decking fasteners have been designed by Deckmaster to eliminate nail holes. hammer indentations and rust discoloration in new deck construction.

The fastener is attached to the deck joists by corrosive-resistant nails. The boards are then attached to the fastener with l-l/2" non-corrosive screws. Automatic spacers ensure boards are held firmly in place.

Fancy Cut Cedar Shingles

Decorator shingles hand-cut from No. I grade 1000/o heartwood, vertical grain western red cedar are now offered in 12 patterns from Cedar Valley Shingle Systems.

The 18" tapered shingles are kiln dried, trimmed to 4-15116" width and precision cut for smooth texture and uniform thickness. Each 96-

wood species. Sidelights, toplights and Sculptured Crystal glass are also available.

Liquid Electrical Tape

Liquid vinyl applied to wires or terminal junctions to bond, seal out moisture and prevent corrosion is new from Star Brite.

Sensor Siren

Porta Guard, an infrared motion detector to keep watch over indoor and outdoor areas ofup to 8,400 sq. ft., is now available from Daisy Manufacturing Co.

Siren volume, alarm duration and infrared sensitivity are all adjustable. Models are battery-powered or run by a solar-charged battery or a/c adaptor.

The liquid electrical tape, applied with its brush-on cap, dries to form a flexible protective coating which helps prevent loose connections.

The waterproof product is packaged in a 4 fluid oz. can in black, red. green, clear and white.

Framer's Helper

A multi-purpose tool for turning, levering, prying, wedging and stripping all types of 2x4 lumber has been introduced by Hart Tool Co.

count carton covers 25 sq. ft. of exterior wall at7-l/2" exposure.

Patterns include sawtooth. acorn. lull cove, half cove, straight, octagon, diagonal, diamond, hexagon, round, arrow and fish scale.

Entry New

The Registry, the first wood door to offer the design and energy benefits of the Pease Door System, has been introduced by Pease.

The oak, teak or mahogany doors are framed with a special polished brass finish edge trim which attracts the door frame's magnetic weatherstripping for a refrigerator-tight seal. Other door system features include polished brass Normandy lockset and hinges, five-finger bottom sweep, adjustable frame, and adjustable solid brass sill with a weep system to drain water to the outside.

Offered are five designs in the standard 36" door width. one in the 42" width, and two stain choices per

The heat-treated steel tool also features two different sets of claws for pulling nails.

90' Glass Corners

Corner Windows featuring glass bent at a 90" angle for seamleis corners without posts, mullions or butt joints have been introduced by Marvin Windows.

A unique two-stage heating process is used to create the virtuallv defect-free glass.

Windows are constructed of solid ponderosa pine, with 1-5l16" thick frames, 4-9/16" jambs, finger-jointed brick mould casing and l " insulating glass. Wood glazing stops are removable so the glass may be replaced if broken.

FREE READER SERVICE

For more information on New Products write Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca.9266O. Please mention issue date and page number so we can process your request faster! Many thanks!

Shelves For The D-l.Ycr

Steel shelving designed to meet the storage needs of the do'it'your' selfer in the home, garage or work' shop is new from Penco Products.

Easy-to-assemble Titan shelving is an adjustable, commercial grade shelving available in oPen and closed-type models.

Strong steel clips attach shelves to the posts. Vertical shelf adjustments can be made at l " increments without disassembling the shelving unit.

Double return front and rear shelf edges, double-flanged side and roll' formed offset angle posts allow each shelf to hold up to 400 evenlY distributed lbs.

Sections are 75" high, 36" wide

Hand-Rubbed Wood Flnlsh

Scotchgard Wipe On Poly Finish from 3M is said to provide wood surfaces with superior protection against liquids, chemicals and heat.

and in depths of 12", 15", 18" and 24" with five shelves per unit, Packages of four extra shelves are also offered.

Save Your Energy

Solid vinyl replacement windows from Reynolds Metals Co. now combine interlocking meeting rails and a frame step-sill to minimize air and water infiltration and maximize energy savings.

Applied with a clean cloth, the clear finish penetrates and seals wood. Its formula permits twice the coverage of other polyurethanes with a penetrating action that brings out the woodgrain without creating an artificial, built-up appearance.

Fine Leather Pouches

Tool pouches and holders made from the finest grades of leather and canvas are new from Stanley-Proto. Features include extra-thick, top-

grain saddle leather tanned scientifically for durability, strength and extended wear; cap-riveted, industrial-strength nylon stitching at all key stress areas; rust-resistant, zincplated tool snaps, and extra deeP pockets on all construction aprons and nail bags.

Holders utilize either handpicked, chrome-tanned leather; heavy-duty moccasin leather, or rugged number 8 white canvas.

Water Watcher

A water leak detector to Provide early warning before serious water damage is now available from Cuno.

Renovator windows also lbature full-length extruded sash lift handles. Options include double or triPle glazed glass.

Power Prods

Two new electrical testers to measure voltage, indicate dc PolaritY, distineuish between ac and dc, and differdntiate circuits of 25 and 60 hz are now offered by American Electric.

When the test prods are touched to a live circuit, an indicator lamP glows and the level of voltage is registered on a scale. The solenoid within each instrument Produces a hum. the volume and tone of which indicate voltage intensitY.

Both models are equipped with replaceable, 30-in., color-coded test leads with retractable prod covers. A durable thermoplastic rubber housing provides insulation and a comfortable, no-slip griP.

The device is said to mount anYwhere and automatically sound an alarm when its sensor comes in con' tact with water. It also sounds offand flashes when the batterY is low.

The Guardsman protects carpets, flooring, wallpaper and personal possessions from leaky hot water tanks, heating systems, humidifiers, dish washers, washing machines, PiPes, valves, jacuzzis and water beds; overflowing bathtubs, sinks and toilets. and basement flooding from heavy rains, sump pump failure, rising ground water table levels, and frozen pipes that have ruPtured.

The higher end model allows circuit continuity to be assessed from 0 to 350k.

"My father was fond of saying that you will have to change many things over the years in the lumber business, " recalls Joseph M. Galvin, President and CEO of Horstmeier Lumber Company, wholesale warehouse distributors, Baltimore, MD "but never change your insurance coverage from the Pennsylvania Lumbermens. "

Joseph Galvin leads the current crop of five Galvins in the family business established by his father. John T. Galvin purchased the Horstmeier Lumber Company in 1904 and selected the PLM for his insurance coverage. Although it was less than l0 years old at the time PLM had already established a reputation

for specialized coverages, reasonable pricing and outstanding performance at the time of a loss.

Tiue to his father's maxim, many things have changed at Horstmeier Lumber Company in the last 84 years. The company has taken on many new product lines, it has increased its volume of business immensely, it has taken on new customers, new management and it has even moved to a new location.

Amidst all this growth and changg two factors have remained unchanged: the Galvins still run the show at Horstmeier Lumber Company and PLM still provides the coverage.

Since 1904, We've Served Three Genemtions of Galvins.

Pictured are from left:

John T Galvin III, Vice President Sales

Joseph M. Galvin, Esquirg President

Joseph M. Galvin, Jr., Vice President

David Calvin, Office Manager

Easy Accctr Whlrlpool

A new liberglass hydro tub featur' ing a removable side panel for easy access to the whirlPool sYstem has been introduced by Cerilean Products.

l)esigned for single and multifamily homes, the baths offer onepiece tub and apron construction, iully directional pvc jets, adjustable

tool required for installation is a Phillips screwdriver.

A sliding cover keeps contents dust free, and the wheels allow for smooth rolling over carpets or floors.

The organizers come in a light beige finish,

Toolr Gan't Be Lltted

An alarm system to Prevent shoPlifting of power tools is new from Se' Kure Controls.

Surface Olart 9talnr

Adhesive-backed film which can be cut and positioned on windows to simulate stained glass has been introduced by LCV International Ltd'

More thah 150,000 designs are available in two Product ranges. Krafty Glass is an economy range of film, featuring simulated lead strips and designs including rectangles, diamonds, circles, characters 8nd pictures.

air controls, rigid pvc piping, an antivortex suction system, 1000/o drain down system and a I hP. PumP.

Planters'Bunch

A wide range of planters has been added to Novelty Manufacturing Co.'s line of wood products.

New are two 21" high bY 14" square upright cedar planters (in a solid or slat-like look)l an 8" wide by 5" high hanging planter, offering the crate look of natural wooden slats and durable plastic liners, and the 21" long by 14" wide Berry Box Caddy, a rustic, country-look crate with two removable, white plastic flower box liners.

Hide Under The Bed

The Under Bed Organizer, a drawer-on-wheels that serves as an ideal hideaway for blankets, toys and games, is new from AFCO Industries.

When assembled. the kit measures 2 ft. x 2 ft. and is 5-ll2 in. deep. Two units fit under a single bed, four under a double. The onlY

The unit consists of a batterYoperated alarm module and electronic alarm receptacles, operated by simply plugging in the power tool cord.

Water Purlfler

A new system for separating good water from bad, leaving safe, clean and better tasting water has been developed by The Water Professionals.

Canterbury Vision is designed for more advanced handymen, offering special templates and tools to cut the sblf-adhesive lead strip which gives the finished window an authentic appearance.

Reflect On The Options

A full line of bottom roller, toP rolline and frameless bi-fold mirroredtloset closures is now available from Century Shower Door.

The mirrored doors are offered with pencil edge and beveled mirrors, are adjustable and can be custom-built to fit any opening.

The Reverse Osmosis system is said to produce crystal clear and pure water free of bacteria, chemicals, mineral salts and organic matter.

Backyard Tennis Court

Tenkit, a mini-tennis kit which reportedly can be constructed in three hours, is now available from the French firm Elan.

The kit includes 36 surface panels, lines, net, fence, special racquets and low pressure tennis balls. The game is played on a playing area 7/4 the size of a traditional court. Its special equipment and slow, flexible, skidproof surface are ideal for learning and practicing regular tennis.

No special tools or concrete are necessary for installation.

Picture Time

Timeframes, a new line of over 120 solid wood desk and table top photo frames with clocks, are now available from Edward Art Products. Featuring a variety of handapplied finishes, the frames are tissue-wrapped in gift boxes, and come in standard 3x5, 5x7 and 8x10 sizes.

Your Number's Up

Stick-on mylar numbers and letters to identify buildings, boats, mail boxes, vehicles, storage racks or equipment are now available in space saving rolls from Sem-Torq.

Tough, weather and wear resistant, the boxed rolls (available in 50 or 100 units) are contained in a compact6" x 15" point-of-purchase selfserve dispenser.

The backing strip, on which the white-on-black round cornered figures are presented, is deeply perforated for easy separation from the roll.

The numbers and letters come in two sizes: l-3/4" by 1" wide and 3" high by l-3/4" wide.

Sacramento. Ca.

Ponderosa Pine, Sugar Pine White-Fir, Douglas Fir, Cedar, S-P-F

James A. Haas, gen. mgr.

Richard H. Mills

Mouldings, Millwork, Cut Stock, Plywood, Lumber, Particleboard

Sales Agents for:

Duramold Wood Products, El Paso, Tx.

W&W Moulding Co., Loomis, Ca.

P.O. Box 255546, Sacramento, Ca.95825

u.s. wATs (800)624-5319

cA. WATS (800)321-1278

(9161972-7282

FAX 916-972-7290

San Francisco, Ca.

Mahogany, Meranti, Keruing, Ramin, Nyatoh

Mouldings,

244 California St.. Suite 7ll.

San Francisco. Ca. 94111

(4r5)391-6700

FAX 415-981-4r30

NEWLITERATURE

Foundatlon Pltnt

Standard foundation plans for mobile homes using the Permanent Wood Foundation system are available from the Western Wood Preservers Institute, 603 Stewart St., Ste. 1018, Seattle, Wa. 98101.

Hardware Folder

A 40-p. sliding, folding and pocket door hardware brochure is free from Stanley Hardware, (800) 622-4393.

Skyllght Wrltlngs

A modular, wide-area skylighting system brochure is free from Wasco Products, (800) 522-l l8l.

Put Up Wlth Vlnyl

The 32-p. "Rigid Vinyl Siding Application Instructions" is $3 from the Vinyl Siding Institute, 355 Lexington Ave., New York, N.Y. 10017.

Outdoor Prolects

The 512-p. revised Homeowner's Complete Outdoor Building Book is $ I 6.95 in paperback from Sterling Publishing Co., 387 Park Ave. So., New York, N.Y. 10016.

lron Sldes

An 8-p. decorative metal ceiling and wall sheets brochure is free from Shanker Industries, Box 3l 16, Secaucus, N.J. 07096.

Tiled Up

A 1990 product and design idea catalog of cement-bodied floor and wall tiles is free from Ro-Tile, 1615 S. Stockton St.. Lodi. Ca. 95240.

Roof Tips

A booklet on GAFTEMP thermallY efficient roofing systems is free from GAF, l36l Alps Rd., Wayne, N.J. 07470.

Sink Tank

A European design sink catalog is free from Republic Sinks, Box 1010, Ruston, La.71273.

Rerooflng Report

An 8-p. booklet on new All-Weather Crete reroofing base is free from Carolina Perlite Corp., Box 158, Gold Hill, N.C.28071.

Coatlnge Gatalog

A 24-p. aerosol and brush-on coatings catalog is free from Plasti-Kote, Box 708. Medina. Oh. 44258.

Ingulatlve Angwerg

A loose-fill insulation question-andanswer booklet is 250 from the Mineral Insulation Manulacturers Association, 1420 King St., Alexandria, Ya. 22314.

Foam Facts

An 8-p. Styrofoam brand plastic foam brochure is free from Dow Chemical Co., (800) 258-2436.

Stick Around

The l2-p. "Adhesive Selection & Use Home Improvement Guide" is free from DAP Inc., Box 277, Dayton, Oh. 4540t.

FOR PROMPT SERVICE

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

3 For The Bath

Brochures on new toilet, tub and shower lines are free from Briggs Industries, Box 31622,Tampa, Fl. 33631.

Uniform Code Guidelines

Bar Coding Guidelines .for the Wood Products Industry for wood products manufacturers and distributors is $25 for National Forest Products Association members, $50 lor others from NFPA, 1250 Connecticut Ave. NW, Washington, D.C. 20036.

Dlrect To The Door

"lnstalling Wood Windows & l)oors," a l6-min. video with notebook, is $25 in English or Spanish from the National Wood Window & Door Associ' ation, 1400 E. Touhy Ave,, Ste. G-54, Des Plaines, ll. 60018.

Open Wlndows

A 20-p. architectural window guide is free from Season-all. 1480 Wayne Ave., lndiana. Pa. 15701.

The Llght Show

A 6-p. video on direct burial and anchor base fiberglass light poles is available from Shakespeare, (800) 845-7750.

Trlmmlng Tools

A mini-booklet on string trimmers, brushcutters and air blowers is free from Solo Inc., Box 5030, Newport News, Va. 23605.

Profiles In Protection

"Protect Your Home Like A Pro," a 20-p. profile of l0 wood cleaners, finishes, preservatives and sealants, is free from Klean-Strip, Box 1879, Memphis, Tn.38l0l.

Classic Gupolas

A 4-p. brochure on five new classic cupola designs is free from Webb Manufacturing, Box 707, Conneaut, Oh. 44030.

Added Security

The 1990 Sweets catalog of mechanical and electronic security products is lree from Schlage Lock Co., 200 Parkside Dr., San Fernando, Ca. 91340.

Lift Talk

A 24-p. lift truck selection, operation and fleet management guide is free from Nissan, 425 N. Martingale Rd., Ste. 1900, Schaumburg, Il. 60173.

Tool Plugs

A ll4-p. electric tool catalog is free from Milwaukee, 13135 W. Lisbon Rd., Brookfield, Wi. 53005.

Classified Advertising

i{fli:i:li:iiiiiil;iij:iiiiiiii:,iiii:i;tt.+iil:iiiii:ii;ii:iiii:iiii:iii:iiii1:iii::iiiiiii:rii:i:iii:::ri::i;:::il:ii::1i:::,:li::i

Twenty'five (25) words for $21. Each additional word 700. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line; $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready, $55 ifwe set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of Building Products Digest, 4500 Campus Dr., Suite 4E0, Newport Beach, Ca. 92660. Make checks payable to Cutler Publishing, Inc. Mail copy to above address or call (714) 852-1990. Deadline for copy is the l5th of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

liil:lll:i,l:i:::,..ii:iill.:.iiililil:iltllllliii.'i:#ii;!:11,1:iiiLiiii:i:iiii:'ii:iti!:':{ti

Fire Retardant Guidelines

Ncw intcrirtr tcstirrg guitlclincs lirr thc rlcsigrr lncl installation ol lirc rctlrrtlirnt trcittc(l wo<ld hitvc bccn rclcirsctl hv tltc l:irc I{ctitrtlant I rcatcd Wootl lVlirrtulrtcturcrs ('otlncil.'l ltc ncwlv-lirrrrtctl cotrncil cottlprtscs a group ol' llrc rctardant chcnticlrl and lirc rctirrtlittrt treittc(l lunthcr lllllnul uc t tt rcrs.

Accorrlitrg t<l (icorgc l:liltlcs, prcsitlctrt <ll'thc Srtcicty ol. Anlcrican Wood l'rcscrvcrs ltntl cxct utive tlircctor ol'thc cottncil, "'l'hc ncw tcstirtg guidclittes hlvc bccn cle vcl<lpctl irr rcslx)ttsc to is<llittctl rcports ol' prorlttct tlcgritdltion ttntlcr scvcre rlr<listurc contlitirlns <lr unr'rsually high tcrrpcritturcs." Specilically, the lrcw gtritlclirrcs cstrrhlish ntltxinlum tcnrl)e rittttrcs itt.ttl tt.ttlisture lcvcls lor llrc rctirrdant trcittctl lunrbcr lrnd plywo<lcl.

Otlre r ntitior clcnlcnts <lf'thc ncw guidclincs incluclc spccilic rcquirenrcnts rcgar(ling tlrying <ll' thc pr<lduct alicr trcatmcnt; propcr storagc at thc job silc; prgcltutions ltl bc tlken prior to applying the rool'covering and vcntiltrtion rcquircmcnts.

"'l'hcsc intcrim guidelines have bccn clcvcl<lpcd lor designcrs and cnd-uscrs in order to Providc a mcaningf ul standard bY which to mcasurc product integrity," l:liades aclcls. "li<lr user groups, thcse uniItlrmly acccptcd lcvels providc maximum moisturc and tcmPcrature limits below which satisfactory perlirrmancc can bc expected."

Thc council is working with the National Iiorest Products Association (Nl;l'}A) to develoP test Proccdurcs for evaluating firc retardant prcssure trcated wood products under ambient and accelerated conditions. Thc Nl'PA alreadY requires third party tcsting and certification of recommendcd strength values as well as continuous monitoring of the production and redrying processes by an approved third-party inspection agency.

The council is working closelY with numerous organizations including lumber dealers, contractors, retail dealer associations and various municioalities.

Don't Give To Your Foes!

As part of the industry's concern about the protection of its forest management rights, the Western Wood Products Association, Portland, Or., is asking people to check the environmental position of organizations before contributing money.

Mac Epley, vice president, WWPA, explains, "Make sure they're not in business to put you out of business."

WWPA suggests investigation of state or local organizations calling themselves "friends of, citizens for or save the ," as well as environmental councils. natural resources councils, conservation leagues, green alliances, native plant societies and wilderness groups.

Other organizations considered by WWPA to be antiforest management include Alpine Lakes Protection Society, Ancient Forest Alliance, American Wilderness Society, Animal Protection Society, Cascade Holistic Consultants Inc., Cascadians, Cathedral Forest Action Group, The Conservation Foundation, Defenders of Wildlife, Earth First!, Earth Island Institute, Ecodefense, Environmental Action Inc,, Environmental Defense Center, Environmental Defense Fund, Environmental Policy Institute.

Friends of the Earth, Fund for Animals, Greater Yellowstone Coalition, Green Committees of Correspondence, Greenpeace, Inc., Greenworld, Headwaters, Izaac Walton League, League of Conservation Voters, Mazamas, Middle Santiam Wilderness Coalition, Mountaineers, National Audubon Society, National Coalition Against Pesticides, National Parks and Conservation Association, National Wildlife Federation, Natural Resources Defense Council, North Cascades Conservation Council.

Obsidians, Oregon Environmental Council, Oregon Natural Resources Council, Recreation Equipment, Inc., Renewable Resource InstituteGreen Century project, Rural Oregonians Against Deadly Sprays, Sierra Club, Sierra Club Legal Defense Fund, Southern Oregon Citizens Against Toxic Sprays, Student Conservation Association, Sundance Institute, The Wilderness Society, Wolf Sanctuary and World Wildlife Federation.

Handling Customer Complaints

Effective response to a customer's complaints can mean the difference between that customerand his friendsever returning to your business.

Tips for the manager:

7. Respond quickly. As soon as you are aware of the complaint, contact the customer.

2. Listen to the complallt. Allow the customer to complete his explanation without interruption. Listen, nod and only say "l understand" until he is finished.

3. Don't solve the problem too quickly. Work on it. Speed belittles the problem.

4. Complete the circle. Until everyone understands the importance of not letting the same problem happen again, the issue is not finished.

5. Always say thanks. Instead of complaining to you, the customer could next time just take his business elsewhere. It is a compliment that he thought enough of you and your company to complain.

IAccordion doors desisned for use where performance is importint for HOMES . OFFICES . CIIUR CHES . RESTAURAN?S . TNDUSTRY

lCustom-sized room dividers shipwithin a two week production cycle from the factory

IAccordion doors custom sized to vour customer requirements J

Custom orders mean profitablc return on inuestmentno inuentory!

Greensboro. NC

HUTTIC S{SH & DOOR COMPANY, Oklahoma (litv. OX ADDISON CORP0RATION. GTCENViIIC. SC

DYKE INDUSTRIES. MemDhis. IN_'

At)DlS0l\ (IORPORATION. Nashville. TN

KNOXVil,t.t: D(X)R & M|l,t,WORK, Knoxvi[e. TN

TUXAS DISTRIBUTORS OF HOUSTO\. Hou*on. TX (i{MEROf\ VHOLESALE. Vaco. TX HtrTTlC SASH & D(X)R COMPA\Y, Fredericlsbure.VA R {NtX)t,PH-BtrNDY. rN(:.. Norfotk.

Color Booldot Boootr Decks

Just in time for sPring and earlY summer outdoor Promotions, a new color brochure is available illustrating the manY uses of west' ern red cedar for decks and outdoor accessories.

The four-page "Cedar ConceptsDecks and Outdoors" shows your customers examples of western red cedar decks for barbeques, sun bathing or just as a secluded, relaxing retreat.

Cedar decks are illustrated in a variety of styles and with accessories such as planters, trellises, railings, steps and benches to suit simple or complex designs. Cedar is available in a wide range of sizes, grades, surfaces and Patterns for any outdoor Proiect'

Also of interest to the home' owner or prolessional designer are the durability, appearance and workability of western red cedar and its ability to accept a variety of finishes, from Paint to stains.

The new publication is available for promotional use. Litera' ture on other western red cedar products, applications and finishing is also available.

Copies of the new ConcePts brochure are available from the Western Red Cedar Lumber Association, Dept. 653, Yeon Building, 522 S.W. Fifth Ave., Portland, Or. 97204.

Pereonals

(Continued l'rom Page 27)

Bob Pickard, Muller Warehouse, Bedford, Tx., won the grand prize trip' lor-two to the Super Bowl in PlastiKote's annual sweepstakes. Runnersup: Mark Wiggens, Al Pro Inc., Andalusia. Al.: Michael Vitala, Associated Distributors, Snellville, Ga.; Phil Server, APW CorP., Greensboro, N.C., and Don Thieman' Florida Hardware Co., Jacksonville, Fl.

Bernard Marcus, chairman and c.e.o., Home Depot, Atlanta, Ga., received the 1989 Human Relations Award from the Institute of Human Relations of the American Jewish Committee.

Phil Hartsfield is a new rep for treated products at Bean Lumber Co., Glenwood, Ar.

Wlllhm R. "Chlp" Murrry has joined the American Forest Resource Alli' ance as natural resources counsel, according to exec. director Mrrk Rey. Heldl Blggs is government affairs rep.

Chrrles M. Hrmmer, sales mgr., Allied Plywood Corp., Alexandria, Va., has been appointed to Forbo'Arborite's distributor advisory council.

Blll McMrhon has been Promoted to sales mgr. at Lumberman's Informa' tion Services, Natchez, Ms., according to Jlm Lee.

T. Marshall Hehn Jr., chairman and c.e.o., Georgia-Pacific, Atlanta, Ga.' has been named best chiel executive in the forest products and paper industry by a Wall Street TranscriPt survey.

Jim Cowllshrw recently received a ser' vice award for his 23 years with Fox' worth-Calbraith Lumber Co., Kerr' ville, Tx., Also recognized: Jrckle Grnnel, Bob Goldsborough, Glendr Colwell, Joe Villruevr, RandY Mlddleton. Steve Larrik, Wlllhm McDonald. Forrest Green, Eugene Thomas' Elalne Buckner, David Polndexter, Dan SamPle' Jlmes Ratliffe, Judy Ashcroft, Don Robblns and Kim Moss.

Ray Harvell has joined the sales team at BiWood Flooring, MemPhis, Tn.

Steve Newhouse has been named v.p. of human resources at Scotty's, Winter Haven, FI., reports pres. Daryl Lansdale.

Jerry Mason is now with Leader Lum' ber, Lake Charles, La.

Chris Ferrell has joined Ferrell Lumber, Inc., Huntersville, N.C., assisting in all departments, according to Harry R. Ferrell.

Gordon R. Pollock is the new gen' mgr. of Bradley Plywood Co., Savannah' Ga., according to Charles A. Jackson, exec. v.p., operations, The Bradley Group. Robert E. Briggs is now mgr. of human resources.

Gerald H. Johnson has been promoted to pres., Witliams Brothers Lumber Group, Atlanta, Ga.

Frank Paxton Jr., Frank Paxton Lum' ber Co.. Kansas CitY, Mo., has retired.

Charlie Netterville, Fred Netterville Lumber Co., Woodville, Ms., has returned from a recent business trip to California.

Tim Booth is the new mgr. of 84 Lumber, Charlottesville, Va.

J. Howard Luck, Manassas Lumber Corp., Manassas, Va., has been elected 2nd v.p. of the National Lumber & Building Material Dealers Association. Carl Tindell, Tindell's Inc.. Knoxville, Tn., is regional v.p., and Robert Mc{lure Jr., McClure Lumber Co., Charlotte, N.C., district director.

Mlke Schwlndt has been transferred to Wickes Lumber. Dothan, Al.. as store mgr.

SFPA Meetlngs On The Road

Southern Forest Products Association will hold district meetings in March and April. Opening with coffee at ll. the sessions will include lunch and an afternoon business session.

Dates and places: March 6, Diboll, Tx., Temple Civic Center; March 7, El Dorado, Ar., Best Western Kings Inn; March 8, Jackson, Ms., Holiday Inn Medical Center; March 20, Mobile, Al., Mobile Hilton; March 21, Tuscaloosa, Al., Sheraton Capstone Inn; March 22, Atlanta, Ga., Radisson Inn & Conference Center; April 3, Charleston, S.C., Omni Hotel; April 4, Raleigh, N.C., Velvet Cloak Inn; APril 5, Richmond, Va., Holiday Inn.

rwii.ifiif'Jlill:llli

Altgeler Computer Corp. ...'...Cover II

Arizonr Paciflc Wood Preserving '. ' , ,7

Besn LumberCo', Curt .....'.3

Berdex tnternational. ....'.'.33

Bohemla' Inc. '. .21

BowieSlmsPrrnge. .......'.25

Cole & Associates, John T. '... '..35

Columbus Lumber ..., ,., '...24

Essex tnn .'..,,, '.,22

Fishman & Affiliates, Bill .....'.....36

Georgla-Paclfic ..... ....Cover I

Glasteel Tennessee ......'. '..5

Glen Oak Lumber & Milling ..'.....'35

Jordan Redwood Lumber Co., Lee Roy 19

LJBLumberSales. .....'....6

LWOCorp. ...'....'.8

Mansionlndustries'.....'...25

Maze Nails .'.....'.23

Miller Freeman Publications ... '.... ' 18

Navajo Forest Products Industries '.20

P&M Cedar Products .. '26'21

Pennsylvania Lumbermens Mutual Insurance Co. '. ....31

Performance Coatings .Cover lV

Pressute Treated Wood Special Issue ......'..Cover III

Product Sales Co. .....'......4

SimpsonTimberCo.....'.....15

Tarheel Wood Treating Co. ..........' 17 Woodfold-Marco Manufacturing Inc. 37

DOIVT'ffiT R IT, Iw

PENOFTNO TRANSPARENT WOOD FINISHES

nsr-t tride your bceufful wood wi& an'opa+n gain' Discovq tt with IJtu;fi"t'tt"*p.t ,t nood frnishes. Iistiad of using irypen1ivg impenetrable clay pigmenb like most semi-traruparent stains Rnofino usee microecopiiatty-glound strategic metals that are so small 'lou can see right tf,ttigt tt*i. tt et" microecopic T9"lt 1* o{o the best in W protectlonbecause they dort't absorb sunliglrt, thuy t"fl"* t.- -

From penofinso color Jyrt"t" to its Brazilian Rosewood Oil base, Pmofino contains the finest ingredients available for wood protection. Brazilian Rosewood oil penetrites deep into the wood fibers alowing them to breathe. It doesn't leave a film on the surface to crack, peel and chip. we could make it cheaper but it wouldnit be the finest wood finish in the world.

For information on how you can discover the beauty of your wood with Penofin@ call our toll free number for the nearest dealer in your area. In California, (800) 468-8812 outside California (800) 46,&8820.