Building Products Digest - June 1992

thc '& home ccnter marketr ln 13 Southem rtater

f,..d c drngrl

Yard info from pros

rovfng s3ory

Cost cutting handling

tJock lcrlght

Care prevents losses

ncmporfng pegt

Make a friend, not foe

thorp Dugfng

Commodity lumber tips

fccp gour coof

Ways to win disputes

20 3t t6

TGxcr roasllcrs soo slgns ol scrongfihonlng cconomg

LAT members meet in San Antonio for 106th annual convention

Pcgfosr coshwags cancofs $lot mflilon scock ottor

lndustry sources wonder if chain cttn carry out expansion plans

survlvfng dcpondr on torward chfnlrfng orul dolng

Retail veteran expounds on ways to stay out of bankruptcy

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The Disttnction You Deserye

Superior performance. Consistent quality. An unmistakable look. Qrpress.

One of the most naturally versatile building materials, cypress has no equals when it comes to siding and fencing, paneling, trim and milhvork Qpress has gain character

like no other and it's easily installed and readily finished. Long known for its exceptional durability, cypress is available now in a wide variety of dimensions and pattems. Artisans have been making history with cypress for thousands of years. Qpress was the choice of kings, and that golden legacy can be yours today.

A.tlve Menbers

f.W. Black Lumber Compary 10l/857-7176

Coastal Lumber Comqny 919/5)G42ll

Cotbitt Clpress Compny X)4 / 397 -2676

Georgia-Pacific Corporation 404/521-1518

Griffis Lumber Company 904/?72-9965

Mackey's Ferry Sawmill 919/7%-2910

Marsh Plgr,ood Corporation ffi\/ 497-5 | | |

Roy O. Martirr Lumber Co., ltc, SOO/231-5174

Assodate Mernbers

Bames Lumber Sales, Inc. 912/7&'8875

Florida Clpress Wood Prod. lnc.%4/791.9752

Gaiennie Lumber Company 718/9&)0(6

McEwen Lumber Company 919/ 472-19A0

Rex Lumber Company 617/267455

Richard Landry Lumber Sales 318/4424457

The Mann and Parker Lumber Co. 717/8148)4

Mlliams Lumber Company of NC 919/442-2176

Mlson Lumber Company, lrc. 9Ol/ 27 4&7

EDITORIAL

How much ie that doggie in the window?

llrHEN THE mass merchandisers first began rr seling p,roducts,something else gotsold along with them: the idea that items cost less at the bigs than at the smalls. The perception remains today.

The truth is, however, that ttre independents in many cas6 have priced their inventory at orbelow the big guys'. But the public doesn't think so and therein lies the challenge for the independent to communicate why his store is the value place to shop.

The majon have done a superb job selling their price message. Ads scream price from top to bottom. Amazing loss leaders are sold for less than they buy it for. A bare bones warehouse atmosphere says savings and low price. But after you get past the loss leaders the prices are as high or higher for the balance of the inventory.

lndependents and small chairs need to ballyhoo their low prices; even if they aren't the absolute lowest. Use the word low. Shess price in all your

ads, flyers, s0orc signs, receipts, everywhere. By repetition you can crea0e a low p,rice image. Tie it with an equal shess on sen ice. Most people believe the smalls arc better at scrvice than the majors. For example, some dealers say in their advertising: 'Don't be fooled by the national chains, we're yorn best buy day in and day out for low p,rice, value and sewice.-

If the competition retails it for less than you buy it wholesale, sidestep the p,roblem by playing up areas where you can compete. Always play to your shengths, not theirs. Hammer home your message; constant repetition is the key.

Use your own loss leaders, borrow every idea you can from the other guy. But remember that variable pncing must be carefully calcula0ed so that you cover losses in one area with higher prices on other items. Because if yourpricing won'tpay yourbills, it's all for nought.

€Sunbelt Material Handling designs, engineers, and erects cantilever supported buildings and "T' sheds for the lumber industry iri all areas of the U.S. and Canada.

lf you're

., .Saving labor and eliminating weather damaged lumber .Properly handling and storing LVL, PSL, and lJoist .lncreasing storage capacity and product access .Better customer service through efficient yard organization

Call or write Alan Darnell today for complete information on these and all our other storage systems.

lnterested ln

Subsidy Battle Goes To ITG

A final ruling by the U.S. Commerce Department that Canada unfairly subsidizes softwood imported by the U.S. has kicked off more legal maneuvering.

The International Trade Commission is due to make a final ruling in early July to de0ermine if American producers are iqiured by Canadian lumber imports. Under U.S. trade laws, injury has to be found by the ITC before countervailing duties can be imposed on Canadian shipments. \\e 14.4% of value set in the Commerce Deparfrnent's preliminary ruling last March was cut to 651% rll.the ruling May 15.

Canadian Trade Minister Michael Wilson called for a review of the ruling under a dispute settlement provision of the U.S. Canada free hade agreement. This appeal could take as long as 315 days with a second appeal possible if the ITC rules in favor of the U.S. Iast lvlarch'sruling claimed Canada's ban on log exporting artificially lowers the costs of Canadian lumber producers. The final ruling conceded that the log ban affects only the coastal and tidewater forests of British Columbia. Canada maintains the ban is intended to conserye resources. Tom Buell. chair-

man of the Canadian Forest Industries Council, called the Commerce Department's decision on log exports "hypocritical" since the U.S. alsobans exporting logs from public lands.

Buell warned any duty imposed will increase lumber costs in the U.S. This opinion is shared by many lumber retailers including the National Lumber and Building Material Dealers Association which asked the Coalition for Fairlumberlmports, an industry group, to drop their claim that Canadian lumber exports are subsidized.

NAWLA/NBMDA Merger Off

The planne{ merger of the North American Wholesale Lumber Association and the National Building Material Distributors Association collapsed when NAWLA members at an open forum held at their annual convention soundly nixed a formal vote, thus tabling any immediate action. The convention in Colorado Springs, Co., was held late May; full details in the next issue.

In an exclusive interview, NAWLA

president Chuck Harris, Wholesale Wood Products, Dothan, Al., said the decision was a membership, not a board of directors, decision. Members were concerned that the lumber and product orientation of NAWLA would be dilutedby merging withNBMDA which is more concerned with the process of distribution.

Harris said no other mergerc are planned, but did not rule out the possibility of a future merger for NAWLA.

AFRATo Merge Into NFPA

American Forest Resource Alliance (AFRA) will merge into the National Forest hoducis Association on July 1.

Five alliance programs will be continued on a smaller scale with a budget of $2.3 million. Surviving programs are legislative action, litigation work, technical research, communications/ public relations and grassrootsnetworking'

AFRA board members voted for the merger aftet a move to "sunset" the organization came from the large forest products firms paying most of the funding for both AFRA and NFPA.

And they said the Earth was flat. . .

AII treated lumber was alike, too until they discovered Mellco!

Climb aboard and exploreanewworldof quality. Mellco Lumber is smooth, clean, and bright. It's specially selected for appearance. And with MellcoSeal Weather Stabilized lumber, the projects you sell will stay great looking for a long, long time.

We'll help you conquer your market, too! Ask your Mellco representative about our Deckpertsru program, the most extensive and flexible marketing and merchandising plan in the industry. Discover higber margins and more satisfied customers Just call Mellco!

:""Ti,$t'i*:$",t1ffi:"1':f,Jii,!1il::3#:lt1x

ailing yard, butmany dealers are leary of spending money to install an unfamiliar system. They have ques Aran Darner, Sunbert Materiar Handring; b,rtf$"il*:l

tional Store Fixtures, and Jerry Ritz, Auto-S0ak Systems, have agreed to field.

Q: Uy ,-all yard lacks sufficient shed and yard space. How can l improve it?

A: fni, is a common problem in central city yards and those in areas of expensive real estate. Solve the storage problem by maximizing the cubic potential of sheds, warehouses and open space with steel warehouse racks and cantilever racks, instead of spreading lumber units "one deep." With warehouse racks you can double or triple unit storage in a given area and pick orders without added labor moving one unit to get to another.

Q: W" t .ve ample room to spread out lumber for bulk storage and order picking. Why should we even consider changing our yard plan or adding storage racks?

A: Lots of space can create higher than necessary operational costs. Yard employees waste countless man hours rurming all over a latge, disorganized yard pulling orders from scattered piles of lumber. Even if most of it is stored under pole sheds, several units may have to be moved to reach the unit needed. Man hours are wasted handling floor stacked palletized products to pick needed material. Unnecessary moving of product also leads to damage. Less labor costs and fewer markdowns on damaged products can quickly pay for the addition of cantilever racks and warehouse pallet racks.

Q: norn ""n I get better storage for LVL, PSL,I-joists and treated lumber?

A! ttrese products are best stored under roof to cut down on scrap costs. Rack supported structures provide excellent protection and allow all items to be picked by hand.

Q: fforn can I improve lumber protection and cut waste?

A3 Properly stored lumber is protected from weather and potential forklift damage. A structural steel cantilever with a roof, a laydown lumber rack or a drive-thru application can provide this protection.

(Please turn to page 37)

questions

Story at a Glane

Solutions to overcrowding, excess labor costs, inventory damage, appearance and convenienceforcustomers suggestions for updating yards, solving material handling and storage problems.

How to save money with material handling

ATERIAL handling in a retail lumber operation affects the cost, distribution and selling of every product. Materials received and stored create a definite cost every time they are moved.

Developing a yard layout and storage pattern that accomplishes needed movement with minimum time and labor can save money, advises Norville Spearman, a material handling specialist. Use company records, a worksheet of yard facilities and a layout of yard storage areas and facilities and warehouse buildings to pinpoint areas that need attention. Consult key yard people for their ideas on unloading, storage and movement of materials and review handling costs as well as equipment operation and maintenance expense.

A proper yard layout is the only way to guarantee the area will serve its many pulposes efficiently, Spearman maintains. He emphasizes that a good plan

will minimize travel distances. reduce order picking time, eliminate duplicate handling operations, cut loading and unloading time, permit maximum storage in available space and provide for safety and security.

In planning a yard layout, a dealer should consider the nature of the market served, types and numbers of customers, types and volumes of materials stocked, rate of inventory tumover and likely storage needs. With these inventory and storage considerations in mind, the plan should aim for direct and unimpeded movement, mechanicalhandling rather than manual movement and full and effective use of all available space.

Spearman points out the concept of flow or unimpeded movement in the yard is all important. Distance means time and time means money. Even time as short as that spent in unnecessary maneuvering of trucks or lifts can result

ORDERLY rlorage of lumber in high piler parallel to th€ aicler for ealy aoools by llll tuck, paved yard, good hourekeeplng and elflcienl iack buildlngs add up to ercellonl ulillzalbn of proporty in these pholos.

in many dollars on an annual basis when multiplied by thc cost of drivers and equipmcnt.

With efficient movement of materials measured by the number of tons, board feet or square feet of material moved per man hour, there is little comparison between the efficiency of mechanical material handling devices and time consuming manual methods, Spearman says.

Every square foot of the dealer's property has a definite dollars and cents value, he stresses. Any space not used constructively is an unused asset. It is important not to ignore the potential contribution each specific area can make to the business if fully utilized.

A smooth, well paved surface is a definite asset to a dealer. By promoting faster movement, it encourages better service at a lower cost, Spearman tells those attending his Lee Resources material handling seminars. Damage to tires and equipment is held to a minimum and good housekeeping is made easier.

Weather resistant materials should be stored in the yard to conserve high value warehouse space for items that need protection from the elements or theft. By planning the location of stock according to use, both time and money can be saved, he emphasizes.

In laying out a yard, a scale drawing should be used to determine proper aisle widths including turning radius for equipment. The drawing can be used to determine the best use of available space with location of products identified. After aisle measurements and product storage areas are recorded on it, copies ofthe scale plan can be posted in the yard and warehouse forreference and also used for inventory control.

High activity items should be stored near the staging area for that product to make it easier to fill orders with trucks and materials moving a shorter distance. Low activity items can be stored in less accessible areas. This type of arrangement facilitates picking and allows planning for storage of other materials around slow moving items. Dealers with d-i-y, small contractor and remodeler customers who pick up purchases with their own trucks should consider locating products relating to

those customers in a separate storage area near the front of the yard or the retail area.

Whenever possible, related items should be stored as close together as possible with easy accessibility. Aisles must not be blocked by uneven stacking of lumber or other materials. Machines must be able to maneuver, unload or stack similar items and move easily within the yard. Arranging materials on a first-in, first-out basis keeps freshmerchandise moving into the picking area, providing automatic rotation of stock.

Story at a Glance

Waysayard plan and storage pattern can cutlaborand handling costs. procedurefor developing betterfl ow. ways to utilize every inch of a yard.

Storing lumber parallel to the aisles makes it easy to select and lift large loads by machine. If stored at right angles to the aisles, lumber must be removed manually to load the carier or an end loader must be used. All materi-

als should be stacked as high as possible to conserye valuable yard space. Height of stacks is determined by design and capacity to lift equipment and the stability of the material to be stacked. Lifting equipment currently available makes stacking to heights of 20 feet or more feasible, taking advantage ofboth surface footage and cubic space above. Organization can save time in picking and loading. On large orders, material can be assembled on a lift truck, banded and stored in an assigned stag-

ing area for transfer to the delivery truck. The overall effect of a well planned, efficient yard layout becomes apparent almost immediately, Spearman notes. Material handling operations and safety will be improved. Both d-i-y and builder customer buying will be encouraged by a neat, well arranged yard with better service and display of products. Everyone concerned with operations will respond with improved output and generally increased interest in the operation of the business.

How to save with proper storage

t, ERO LOSS from poor storage and G handling of lumber products should be the goal ofevery retailer and wholesaler.

Lumber not stored properly and handled carefully loses its appearance and dimensional stability, important benefits for customers. Moulding, millwork, cabinetwork and flooring deteriorate rapidly with improper storage and carelesshandling. Inbothcases, the retailer pays with materials that do not sell readily plus callbacks because ofpoor performance.

Lumber may change in moisture content and dimension while stored in a wholesale or retail yard. When l-inch

softwood lumber kiln dried to 8% or less is piled solid under a good pile roof in a yard in humid weather, average moisture content of a pile can initially increase at the rate of about 2% per month, according to the Forest Products Laboratory. After the first 45 days, the lumber will continue to absorbmoisture at about I% per month as long as the weather remains humid.

The same lumber stored under an open roofed shed would have an initial and continuing absorption rate of about 1 % per month. Storage in a closed shed cuts this to 0.3%. A western location changes the absorption rate for an open shed to 2.7% on the inside of the pile

Story at a Glance

Recommendations for storing softwoods, hardwoods, moulding & millwork, panels and treated lumber open or closed sheds best for most lumber products stickering, plotective covering required outside.

and3.5% on the outside in a year.

Lumber should never be stored in direct contact with the ground. It should be elevated on stringers to allow air circulation. Green orpartially dried lumber and timbers should be open piled on stickers and protected from surshine and precipitation by a tight roof or protective material that is porous enough to

llow to rave

(Continued from page I I )

allow moisturc to escape. Rain or water from othersources tends tobe absorbed by the wood instead of evaporating.

Framing lumbet and plywood with 2O% or less moisture content can be solid piled in a shed that provides good protection against sunshine and direct or wind-driven precipitation. Howevet, it is better if stock with MC above l2% is sticker-piled to bring the moisture content more in line with thatof a completed structure (12- l5%).

Dry lumber can be piled solid in the open for relatively short periods with a waterproof covering. Long storage in the open of solid piled lumber is not recommended, especially in the rainy season. If framing lumber must be stored in the open for a long time, it should be sticker-piled over good supports and roofed. Solid piled material that becomes wet should be repiled on stickers.

Kiln dried items such as exterior finish, siding and exterior millwork should be stored in a closed, unheated shed. Supports that raise the pile at least 6 inches above a paved floor and 12 inches above a dirt floor are recommended. Interiortrim,flooringandcabinetwork are best stored in a room or closed shed that is heated or dehumidified. Moulding stores best upright in segregated stalls. Wrappings applied by manufacturers can be left on for additional protection.

Kiln dried and machined hardwood dimension or softwood cut stock should be stored under controlled humidity conditions. If humidity is not controlled, the ends of the stock will absorb more moisture than the rest causing problems in working.

The simplest way to reduce relative humidity in storage areas of all sizes is toheatthe area to a temperature slightly above that of the outside air. Dehumidifiers canbe used insmall, well enclosed areas. The Forest Products Laboratory has developed tables to determine the temperature necessary to maintain equilibrium moisture content.

Structural wood panels are best stored in bunks under roof with sanded and appearance grades kept away from open doorways. The top panel in a stack should be weighted down to avoid walpage from humidity. Steel banding on bundles should be cut to avoid damage from moisture absorption.

Panels stored outside should be stacked on a level platform supported

YARDIilEN must lake care to keep lumber in prisline condition. Dnpping, knocking corners against hard objects, or gouging wilh forklift tines can damage lumber so lhat customors won't want it. Training for forklifl drivers and those who pick orders and load lrucks for delivery must include lumber handling basics.

by 4x4 stringersorotherblocking. There should be no ground contact. At least three full width supportsshould be used along the 8 foot length of the panel with one centered and one about 12 to 16 inches from each end, the American Plywood Association advises. Plastic sheets or tarps should be anchored over the stacks. Good ventilation with air circulation isneededtodiscouragemold formation.

Treated lumber should be stored in an open, well ventilated shed with protection from directsunlight. Paper wraps are best left on to protect from moisture and sunlight.

All lumber and related materials need careful handling. Pikes, cant hooks, picks, tongs and otherpointed tools that can dig into the wood should be avoided. Care must be taken to avoid crushing corners or edges of outside pieces. Throwing or dropping lumber can cause breaks and deep abrasions. Lift truck drivers mustmove material carefully to avoid these types of damage. Protection should be provided for the edges and ends of panels, especially tongue and groove floor and shiplapped siding panels. These should be placed on pallets to avoid damage from forklift tines.

Moulding, millwork and similar items should be moved manually after being unloaded. Care must be taken to avoid dinging comers or denting surfaces. Any protective coverings are best left in place.

Careful handling and Protection should be provided for materials as they are picked, staged and loaded for

delivery. End protectors and packaging should be left on bundles when possible. Padding should be placed under tiedowns on trucks to avoid damage. Dollars saved by damage prevention will exceed the expense of proper storage and handling.

Additional information on storage and handling ts available from Forest Products Laboratory, U.S. Dept. of Agriculture Forest Service, American Plywood Association, Southern Forest Products Association and lAestern Wood P roducts Assoc iat io n- e ditor.

The anatomy of customer service

EAUTY may be in the eyes of the beholder. but it also is a mind set determined by the interaction of knowledge and intelligence.

Customer service is a similar mental image that generates a perception of

satisfaction in a customer's mind. This reaction comes about when a seller develops a relationship with customers thatbrings a feeling of well being to the buyer before, during and after the sale.

For years sellers of goods and services have addressed this basic sales tool in a myriad of ways. Lumber yards, and today's home centers, have relied on "leaning stations" where contractors can go to be served. These have been our industry's traditional way of saying "we're here to service your needs."

Jesse Schwayder, one of four brothers who founded Samsonite, the luggage, card table and chair company, built an extraordinary customerservice program around the Golden Rule. Every executive and employee was given a marble wrapped with a metal band engraved with the words "Do unto others ." Executives were fined if they couldn'tproduce the marble whenasked to show it.

ln addition, the walls of the cafeterias in every Samsonite plant were emblazoned with each religion's version of this precept. The company lived and prospered with this philosophy of customer service and employee interaction.

Today many retail centers in our industry have customer service desks located right at the front door to say "we care about you." However few have followed the example of the late Sam Walton. For all his discount image, his Walmart stores have a greeter to welcome the customer as he enters and offer both a cart and assistance in finding what he is looking for.

The classic retailer generally makes a position statement in support of his customer service policy. "We won't be undersold." "Satisfaction guaranteed." "We service what we sell." Etc., etc., etc. More important, he backs up his posture with support programs that meet

or beat competitors, happily refunding money upon request.

The statements and supports are simple to set up, but not easy to implement. You don't develop a customer service force in your organization early one Tuesday morning and forget it. Once you start such a program, you must hone, refine, adjust, massage and work at it forevermore.

Story at a Glance

What customerservace is and how a retailer can best provide it... penalties of poor sen ice... guidelanesto make a tough job easier.

Statistics supporting the need for developing these happy vibes among customers are staggering. Studies show that only L rll'25 dissatisfied customers will take his troubles to the management for resolution; the other 24 mercly go elsewhere. With those who do seek redress, the retailer has only a 5O-7O% chance of retaining them as customers. The avenue to this success is most generally asking the customer whathe wants done and expeditiously implementing that request.

Customers who make the decision to go elsewhere usually tell at least 10 other persons of their dissatisfaction. This means thatforevery unhappy customer you make eleven enemies.

Use the accompanying "Customer's Bill of Righis" to evaluate where your service stands in relation to your customers. Somewhere within these rights lies a customer service position that you can launch or use to reinforce your necessary joining of hands with your customers to solve their problems.

G PECTALLY pricing commodity

Cl lumber at low margins is a common tactic among retailen to lure consumers into undertaking large projects, such as decks, fences and gazebos. hofits are padded by adding nails, connectots, tools, cement, stain and paint to the bill.

But the first step is shrewd lumber purchasing. "Timely buying is very important," says Dave Buf6, Mesa Forest Products, Costa Mesa, Ca. "You have to stay as close to the current market as you can. It's a constantly changing market. Today I wouldn't buy wood two months out yet two months ago I would have had a different story."

Retailer Bob Curtis, former president of the National Lumber & Building Material Dealers Association, has charted lumber prices from weekly newsletters for the last 40+ years, and definite, reliable pattems and cycles emerge. "You always buy when prices are at the bottom third (of the charts)," says Curtis. "It happens continuously, throughout the year. It depends on the species, like southern pine is notoriously low in September."

His company is large enough for him to take advantage of quantity discounts. Carloads offer the best price per unit, followed by truckloads and less than truckloads. Some wholesalers even offer lumber by the unit. Although wood can be stockpiled ("plywood or waferboard undercover will keep for two years," he says), turnover ofinven-

Story at a Glance

Getting the best buy on eommodity lumber

tory is a positive. When to buy, what to buy, how much to buy become an educated gamble.

"You always have to be thinking where the market is going," Curtissays. "You have to wake up in the middle of the night thinking about it. A real smart man who really is willing to work at it can get it down in five years."

For many retailers, the lumber wholesaler becomes an invaluable as-

set. The wholesaler adds balance between the retailers and producers, keeping the customer informed of availability and finding him the best price for what he needs,

"We are always in the market," says wholesaler Buf6. "We specialize. So maybe we know a few things (the average retailer) doesn't."

Retailers can and should take advantage of that market awareness.

Buylng Concldcratlonr

Whon or&ring lumbcr, kccp in mind:

1. Qurntlty Lincal fcct, board measurc, numbet of piccce of &finitc aizc and lcngth. the board mcacurc dcpende on tho thiclnccs and width nomcnclaturc uscd (nominal or actual, pattern eize, ctc,).

2: Slzc Thiclncss in inchee (nominal end aclual if surfaced on faces), width in inclrce (nominal and actual if aurfacad onoftce) andlcogthinfeet (nominal avcragc, llmitlng ot eingle uniform length). Establistt limits on thc rango andnumbct of critical longthe includcd inrandon lengthascortmenteat tirne of purchase,

3. Grrdc Per nrlee of lumbe'r manufacruitfaosbciations. Somc gradecombinatiorr (B&Btr) ere officiel; pthcrr "' (Std&Bb) arc unofficial combinetions of gradcs subject to purchasc agrecmente. Gradcstampr indicate the quality at thg timo of*.grading. Impropct atmtgc, &ylngot l*ind. U mtt caueo {$ofdl belgtg!.!o ori'ginll gradirWqk: ,hg c rcrorrnina a gra4ed product to,a pattern may.al-so alter the giade. Pu'ichase speciflbations shoulilbe clear on acceptirig wofied liimber. To checktheprade, yfei to the grading rule by num' bcr edd pardgraph.

4, Specier Sornospeeiteaeegrouped fdfmarkbtifigl,contrenience, othep'are rl'trcdcdubdcrvoriqqE;nettles Be"qurc$e ,,,:.,: 0pc6hp or spoeiee group ieraccutaiely ' grldcleslyohow&qlpqrthaqeqtcqificitior$. - ' :

5. Pi$rct Boafda,,tirnh9,ry, siding,

etc. Nomcnclahnc varies by rpecies, rogion anil grading assoclation. To cneuro it patchce the poduct, rsfct to gnding nrlc by numbcr and paragnph.

6. Serconiry Air dry, kiln dry, etc. ALSC dcfineo dry ooftwood lumbet at 19% c loeemoieturc content. Dcgrcas of drynese include air dry (AD), partlally air.dry (?AD), grecn (S-GRN) and 15% maximum (MC-15 or KD for couthotn ptno). If moietuo oontcnt is critical, iG lcvel and mcthod of dcterminotioa muet bo apccifiod.

7. Worting Rough, surfaccd ot psttorn stock. Spccify condition. If surfaced, liet ae.Sl4S, S1S1B, etc. If pattcmcd, inilicato pattdn number with rofetence to applicablc rulo* ' ',, &Grrdingnrlir Nameofagcncyand des uodct which podlct is greded;.:' product identiflcttion' paSc add Paragraph of gules, rulee' date ot ditioo. ' '

9. Mrrnrfqctugxp: Napoof manufacturcr, product traac nam". Sinoe,most lumber produets aro eold without iiferenco t'o the manufacturcr, any propdetrrynamce or qudity fcatulcs neoded must be cleady stipulated on purchase:,., agreemenL ,: . ,.....

10. Reinspectlon Pmchase dieputaor, over quality ot quantity may be rcsolved by rcirupecting the shipmeRt. Tirno lirirtts; liability, costs and complaint proccduies are described in rulgo of agency which graded the shiprnent.

Based on informatton in 'The Encyclopedia $ Wood' (Sterling, 1989)

Well priced lumbercan spark profitable proiect sales.. close attention to market necessary to buy right... wholesalers provide valuable information.

D EING in business means troublefl shooting. Fromhandling customer complaints to dealing with employee concerns, troubleshooting is a skill worthy of perfection.

Opinion surveys confirm that the vast majority of customer attrition stems from a perception that patronage is not appreciated. This can result from a myriad of causes ranging from unresolved complaints and poor follow up on inquiries to slow service and poor employee attitudes.

The next time trouble enters your world, try these guidelines:

Rule #1. Verify it is a problem. You may buy into trouble before it becomes reality. Question your people in detail and separate facts from opinions before you start "thundering around " In many instances you will discover only an easily diffused misunderstanding or potential for a complaint.

Rule #2. Remain calm under fire. Persist in asking questionsuntil you are comfortable you know all issues surrounding the incident.

Rule #3. Do not over react. Calmly consider what you have learned, then act decisively in proportion to the seriousness of the problem. Do not automatically become defensive and never become obstinate. The situation needs to be resolved and the faster the better. Speed is important. Respond at the first sign of an intemtption of normal business.

Rule #4. Always set a positive tone.

S:tm1at a Glance

The customer is always right

Call the offendedparty and assurethem you will take care of the problem. Thank them for their business and ask what problems have occurred because ofyour error. In the case of bad material, ask what replacement is needed as well as any additional quantities or products. Then ship it immediately before your competitor moves in. Selling on a complaint call is a chance to demonstrate your excellent customer service and positive attitude.

Rule #5. Stay with the situation until it is fully resolved. Make certain credits are issued, visits are made and every promise completed. If you or your people promise it,it must be done.

Rule #6. If your action has embarrassed the customer or offended him in front of his public, apologize. Tell him you afe sorry he was personally hurt and that you didn't intend to do that. (This does not mean you are giving anything away. It simply shows corhpassion and respect foranotherperson's feelings.) If you do not take the situation offanemotional plane, it is impossible to resolve it without lasting damage'

Rule #7. Dispense mildness in the face of angcr. Remain calm if you are coming in for heavy verbal abuse, un-

Wood Panel Market Growth

Growing market demand could boost U.S. structural wood panel industry production to a record 27.9 billion sq. ft. (3/8-inch basis) by 1994.

But that level of production, the American Plywood Association notes, is based on two important assumptions-resolutionthis year of the northern spotted owl protection plan impasse in the West and congressional modification of the Endangered Species Act to permit consideration of the

economic consequences of species protection.

Without timber supply relief, western production will continue to decline and "the industry will have difficulty supplying full expected demand beyond 1992," APA concludes. Western production fell about 9 billion sq. ft. in 1987 to just over 5 billion sq. ft. last year as a result of federal forestland timber harvest constraints.

Total industry production last year

fair accusations and even personal slander. Breathe deeply and wait until the storm is over. If it is a vehement diatribe, let it run its course, then ask, i'Are you finished now? I'll talk to you tomorrow after I have considered what you've said."

Regardless of the answer, walk away, hang up the phone or otherwise cut off the conversation. You will still have to resolve the crisis, but nothing is possible until you can reason with a calmer, more rational person. Many times the offensive person will immediately calm down and be easy to deal with.

Remaining calm inthe face of anger is a difficult trait to master, but it works in severe situations. Remember, you are not condoning such outbursis and correction may be appropriate when a calmer climate exists.

Rules #6 and #7 almost never have to be used if you apply the first five in a timely and professional manner. When a dispute escalates to the highest level, senior management must become involved immediately.

Your ability to troubleshoot effectively is of great value to your company. It is a positive approach that will improve both your business and personal relationships.

was 24.3 billion sq. ft., the lowest since 1985. The 1992 forecast is 25.6 billion sq.ft.

APA predicts single and multi-family housing starts will increase to more than 1.4 million in 1994 and that residential market panel demand will rise to 10.6billionsq. ft. by 1994. Residential construction consumes skuctural wood panels for floor, wall and roof sheathing, exterior siding, soffits, underlayment and other applications.

Rules for keeping your cool when problems and tempers flare positiveapproaches lor solving business prob lems.

NtrWS rcFS Y BR

Hcchinger hnd a grand opcning for the first lfc chinger Home Project Center in Leesburg, Va. BuiAers Square will open a store in Brandon, Fl., in the fall . Payless Cashways dropped its stock offcring (see story p. 35) . .

Home Depot is building a first San Antonio, Tx., unit and negotiating for a second site with Franklin, Tn., and Tallahassee, Fl., stores in the works and a Charlotte, N.C., unit due in July.

Lawe's opened a new Chancellor, Va., store andreplacement units in Smyma, Tn., Macon, Ga., and Montoe, N.C., announced a New Bem, N.C., replacement opening in '93 and an Owensboro, Ky., unit later this year, submitted plans for Cary, N.C., approval, closed a Dallas, Tx., door and millwork facility and ananged to borrow $250 million to finance 123 replacement stores in the next four years.

McCoy's Building Supply Center opened its 100th store in Edinburg, Tx. Gasparallo Lumber & Supply, Warm Mineral Springs, Fl., is updating the store, adding computers.

Benson Lumber Co. closed Dewey and Bartlesville, Ok., yafds. FoxwonhGalbraith,hnction, Tx., lost an undetermined amount of cash in a night burglary

Sorrento Lumber Co., Baton Rouge, La., in a pay dispute.

McNatt Lumber Co., Marshall, Tx., expanded its patio and exterior door merchandising . . . Memphk Lumber, Memphis, Tx., added a

GTE payment centff . . .Adans BuiWing Materials, Inc., Dundce, Fl., hcld a grand opening for their Build America Homc Center, a rreplacement for the facility that burncd last July.

Collins Lumber Do-It Center, Ada, Ok., is open for business. Bufo rd Whit e Lumbe r C o, Shawnee, Ok., added an fuidersen Window Center. . Owasso Lumber,Qwaso, Ok., was named Business of the Month by the Owasso Econonic Development Authority. ,

Sanco Lumber Co., Grove, Ok., moved into a facility replacing the store that burned last summer G rand C ountry Homeworfts, Gfove, expanded its sales area and tedecorated, adding a garden centet.

Cleburne County Building Center,Hebet Springs, Ar., moved into a new building .Gary Pack Discount, Inc., Hebet Spnngs, is now Ron Pack's of Heber Springs after being purchased by Ron Pack; Gary Pack Discounf, Clinton, At., is not affected.

CrowcV htmbcr, Itdadbon, N.C., 44th1 Anhavs ltmbcr, Ao&twq Tx., 39th; Butldcn Supu Markct, Wythcville, Va., 20th; Scon, ,q Fom Pic,rcc, Fl., lfth; @ddy ltmbcr, Tyronc, Ga., lSth; ProfitMantcr, Ausdn, Tx., lOth.

Huglus Wood Pro&rcrs ir cxpanding its Bon Wicr, Tx., sawtnill and has addcd a utility polc mill at DeQuincy, La., opctations. Southwcst Wood Products, Inc., Hop", Ar., cloccd.

S o uthc r n Pacl"f c incrcascd single and joint linc ratcs for lumba and pancl products by 4% wcrlt of the Rocky Mountains including El Paso, Tx. Mid-SouthTlansload,Memphis, Tn., added six acres to the facility.

Georgia- Pacytc plans to build an OSB plant at Mt. Hope, W.V. PernaGrain Products, Inc., acquired/rnStar,Lenon City, Tn. Ouwater Plastic/In&rstries, KWC, Ar mstro ng andP e lla/Ro lscr e e n w et e recognized for safety atthe Kitchen & futhShow Dewe & Raynolds, Houston, Tx., rcceived an OSHA award..

Southern Forest Products z{ssociation cut dues by 30 per thousand feet and 37A pr MBF on the first 3OMMBF. . southernpinelumber production is expected to hit 14 billion bf this year.

E.C. Barton & Co. signed a lease for a new Union Salvage site in Tuscaloosa, Al., with a mid-summer opening expected Builders Supply Co., Lancaster, S.C., funded a scholarship at the University of South Carolina-Lancastef

Anniversaries: Steves & Sons, San Antonio, Tx ., l26th;Abbeville Lumber Co., Abbeville, La.,67th; Gulf State Lutnber, Tylet, Tx., 64th; Pow e lI- McClellan hrmber, Norfolk, Ya.,57th; Martin's Native Lumber, Dayton, Va., 50th; Coat McCain Itmber, Tyler, Tx., 49th; Snipes-

Northwest lumber producers got a hint of relief with the God Squad's vote to exempt 13 of 44 Oregon timber sales from the Endangered Species Act and Interior Sec. Mamrel Lujan's proposal to soften the draft recovery plan.

Housing slarls in April Qatest figs.) fell 17% to a seasonally adjustedrateof l,l l5 millionunits . single family starts were down | | %, building permits 3.3% .. the south hada 10.7% dtopinstarts despite this sharpest decline in 8 years, starts fot the first four months of '92 ate 14% above the same '91 level. .

(Please turn to Page 38)

Dallas Economy On lts Way Up

Housing permits in the Dallas-Fort Worth, Tx., area were up 45% in March from the l99l level and this is only one of the signs that the economy is gradually improving, according to Dallas economist Keith Phillips.

Anotherexample is an increase in di-y buying. Some compare the customers in the checkout line at Home Depot to hungry Russians at a Moscow meat market. They're buying everythinglumber, cement, paint, potted plants.

"Many of our stores are setting first quarter sales records," said Lonnie Fogel, Home Depot. "Business in Dallas has been excellent."

"Growth in new home sales as well as housing permits has put new life in the region's manufacturing sector. Demand for lumber, cement and bricks is increasing," Phillips said.

Large Treated Wood Donation

Chesapeake Wood Treating Co., West Point, Va., and Culpeper Wood Preservers, Culpeper, Va., have donated 2400 board feet of treated wood for the construction of 1O Jimmy Carter Work Project homes in Washington, D.C.. a Habitat for Humanity Intemational undertaking.

Millwork Firm Expands

Outwater Plastics recently added 50,000 sq. ft. of warehouse space to its existing 140,000sq. ft. facility inWoodRidge, N.J., to accommodate its growing architectural detail line.

Polyurethane details inventoried include mouldings, ceiling medallions, niches, corbels, columns, pilasters, wall lighting sconces, door and window surrounds, mantels, louvefs, afches, domes, tiles and glass block alternatives.

Code Changes Downgrade Wood

The National Association of Home Builders and the National Forest Products Association's American Wood Council are challenging the reasoning of restrictive model building code changes that may add as much as $4 billion to the cost of housing in this country.

Proposed seismic provisions could add 5Vo to the cost of housing nationally with windJoad provisions increas-

ing housing costs in the southeast from 10-40%.

NAHB and AWC oppose the proposed provisions which ignore wood's favorable performance under earthquake and wind conditions in addition to reducing the cost competitiveness of wood frame construction.

R&R Tax Benefit Proposal

The National Association of the Remodeling Industry is proposing tax leg-

islation which they say will generate 600,000 new jobs and $15 billion economic activity in the housing industry.

The proposal would extend tax benefits to home and rental property owners by permitting up to $10,000 to be withdrawn tax free from IRA or pension funds or a limited tax deduction of $10,000 maximum, $1,500 minimum for repairs and improvements.

The NARI says these incentives could generate $15 billion in repair, alteration and improvement expenditures in the first vear.

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CALENDAR

JUNE

Hardware Slore Management CourseJune t-12, Navarro College, Corsicnna, Tx.

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TECO/LumberLok formed seat hangers feature angled flanges to insure fast ioist seating and proper alignment reducing installation time up to 500/o Call or wilte us lor a lree catalog.

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1-800-221-7905

. Corrugoted Droinoge Pipe o Culverf Pipe

Slotted. Solid. or Septic-Leoch Bed Styles

Droin Pipe4" or 6" Sold in l0 ft, lengths or rolls

Culvert Pioe8" to 24" Comes in 20 ft. lengths

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For the Best Quality and Seruice Call 800.334-5q^7 1 FAX 919-525-5801

Distribution AmericaJune l0-14, Partnership Conference, Hyatt Regency Grand Hotel, Orlando, Fl.

Lumbermen's Club of MemphisJune ll, tneeting, Racquet Club, Memphis, Tn.

Carolines-Tennessee Building Material AssociationJune I l-14, sumrner nreeting, Radisson at Kingston Plantation, Myrtle Beach. S.C.

Hardwsre Store Finance CourseJune 15-19, Navarro College, Corsicana, Tx.

National Hardwood Lumber AssociationJune 15-17. hardwood lutnber buyers workshop, NHLA Educational Bldg., Mernphis, Tn.

Southern Pressure Treaters Association- June l7-19, surnmer meeting, Sandestin Hotel, Destin, Fl.

Florida Lumber & Building Material Dealers AssociationJune 17-21, surnmer conference, Mission Inn, Howie-in-theHills, Fl.

Forest Products Research SocietyJune 2l-24, annual meeting, Omni Charleston Place, Charleston, S.C.

Carolinas-Tennessee Building Material AssociationJune 23, contractor sales seminars, Holiday Inn, Carowinds, Fort Mill, S.C.; June 25, Holiday Inn, Jackson, Tn.

JULY

ServistarJuly 7-8, Horne & Garden Showplace market, Opryland Hotel, Nashville, Tn.

House Hasson Hardware Co.July 11-12, sumrner market, Gatlinburg Convention Center, Gatlinburg, Tn.

Southern Forest Products AssociationJuly 14, marine construction seminar, Savannah, Ga.

Lumbermen's Club of MemphisJuly 23, meeting, Racquet Club, Memphis, Tn.

Louisiana Building Material Dealers AssociationJuly 2326, summer confetence, Orange Beach, Al.

Odell Hardware Co. - July 24-26, Sentry market, Charlotte Convention Center, Charlotte, N.C.

International Lawn, Garden & Power Equipment ExpoJuly 26-28, Kentucky Fair & Exposition Center, Louisville, Ky.

AUGUST

Watters & MartinAug. 4-5, show, Scope Norfolk Convention Center, Norfolk, Va.

SoutheasternLumberManufacturersAssociationAug.6-8t annual meeting, Opryland Hotel, Nashville, Tn.

Clarke Siviter Co.Aug. 7-8, Sentry market, Orange County Civic Center, Orlando, Fl.

Brown-Rogers-Dixson Co.Aug. 8-9, market, Charlotte Merchandise Market, Charlotte, N.C.

National Wood Window & Door AssociationAug. 8-12' summer meeting, Grove Park Inn, Asheville, N.C.

Virginia Building Material AssociationAug 13-16, summer management conference, Ramada Oceanside Tower, Virginia Beach, Va.

Virginia Building Material Association installed David Ball, Middleburg Millwork, Inc., Middleburg, as president.

Other officers: George Burton III, Burton Lumber, Chesapeake, president-elect; Ed Hunt, Windowland, Springfield, and Fred Siewers III, Siewers Lumber & Millwork, Richmond, vice presidents; Gary Hazelwood, General Products Co.-Benchmark, Fredericksburg, associate v.p.; George Haw III, Ruffin & Payne, Richmond, treasurer; David Cappellari, Moneta Building Supply, Moneta, director, and Horace Ledbetter. American Stone-Mix. Midlothian, associate director.

George Burton Jr. was made an honorary lifetime member at the 66th annual convention at Pinehurst. President in 1962 and a past treasurerof NLBMDA, he is still active in Burton Lumber Corp., Chesapeake.

SOUTHERN ASSOCIATION

Mid-America Lumbermens Associationts expo advisory committee headed by first v.p. and chairman Ben Mayo, Mayo Building Supply, Bentonville, Ar., is planning a fall seller's market and expo for Oct. 24-25.

from Canada. All companies are members of the Coalition for Fair Lumber Imports which supports a countervailing duty.

A suggested letter points out that the duty must share with environmentalists some of the responsibility for the curent high lumber prices. The letter adds that high prices are bad news to dealers as the economy seems t9 be headed out of the recession.

tr'lorida Lumber & Building Material Dealers Associationts summer conference is June 17-21 at Mission Inn Golf and Tennis Resort, Orlando.

This working vacation will include a business seminar on "The Americans With Disabilities Act and the Drug-Free Workplace," a tax and electionbriefing by Florida Secretary of State Jim Smith and business sessions for the board of directors and numerous committees. Golf, tennis, fishing, bicycling, "fun run," river yacht reception and swamp party are scheduled.

Thol's How lt Goes!

Shangri-La Resort, Grand Lake O' the Cherokees, Afton, Ok., has been selected as the site. More than 30 exhibiting firms will participate with table top exhibits. Educational seminars and sports activities are planned.

Other advisory committee members: Dave Bond, Cedar Creek Wholesale, Broken Arrow, Ok.; Wayne Gunn, Wayne Enterprises, Poteau, Ok.; Bob Henkle, Grand Country Homeworks, Grove, Ok.; Jerry Henry, Mill CreekLumber& Supply, Tulsa, Ok.; Linda Jennings, Oran Huston Lumber, Oklahoma City, Ok.; Evalena Mayo, Mayo Building Supply, Bentonville, Ar.; Linda Priddy, Curt Bean Lumber, Glenwood, Ar., and Doug Walker, Crescent Lumber, Crescent, Ok.

Planning is underway for Mid-America Expo '93, Feb. 10-12, Kansas City, Mo. Ben Mayo, Evalena Mayo and Richard Ryerson, W. W. Stan Lumber, Alva, Ok., are on the committee. Preliminary plans include 12 seminars, a sports celebrity speaker, an exhibitor pledge of support, bonus bucks, pancake breakfast and a special trip drawing.

Louisiana Building Material Dealers Association's annual summer family outing and board meeting is planned for July 23-26 at the Perdido Bay Hilton, Orange Beach, Al.

Board members will review the current position of the association and plan for the future at a morning session July 25. A general business session will be held that afternoon.

Members are making reservations for a sand castle contest, volleyball, a fishing tournament, golf tournament at Cotton Creek and an evening cocktail party and award ceremony.

Carolinas-Tennessee Building Material Association will present two contractor sales training seminars this month.

Bill Sharp will instruct the first session at the Holiday Inn, Carowinds, Fort Mill, S.C., June 23.The June 25 session will be at the Holiday Inn, Jackson, Tn.

Kentucky Lumber & Building Material Dealers Associationts board has voted to relocate the association headquarters to Louisville this month.

National Lumber and Building Material Dealers Association affiliates are asking members to write T. Marshall Hahn Ir., Georgia Pacific; R. B. Madden, Potlatch; John Georges,Intemational Paper Co., and CliffordGrum, Temple Inland Forest Products, asking them to withdraw their support of the "unfair, unjust and potentially ruinous" duty on softwood lumber imported

Gene Mueller, former region manager for House-Hasson Hardware Co.. has been hired to replace executive vice president Billy Thompson who is leaving to pursue other business interests. Martha Thompson, secretary, also decided to remain in Lebanon.

KLBMDA convention chairman and trade show manager Terry Barnes, Independence Lumber, Independence, and his committee are making plans for the Jan. 192l convention. A site will be selected in northern Kentuckv.

"l thought you said you knew how to operate one o/ those thingsl.r"

Better times at Texas convention

Story at a Glance

Herbert Ebefiard named LumbermanoftheYear. . Richard S. Ledermann elected president. attendance and exhibitor count approximatelY the same as'91 '93 dates: April15-18.

-

HE BAD old days of the Texas I recession seemed safely in the past as the Lumber Association of Texas met for its 106th annual convention in San Antonio.

While not up to the boom levels of the early to mid '80s, the local economy in most areas continued strengthening

as the Lone Star State's economy continued its recovery.

Attendance of those registered for the April 30-May 2 eventwas approximately 210O, virtually the same as last

(Please tutn to page 22)

BIG HOWDY at LAT from (1) Danny Smith and the Pink Panther. (2) Hanis Kimbell. (3) Ray Miller, Lee Plant. (4) Bobby Burk & Linda Burk, (5) Marshall Steves Jr., Ron Ross, Sam Bell Steves ll. (6) Wayne Scolt, Debbie Wenzel. (7) JohnWolf, BobJohn,Andy Haynes. (8) Mark Casey, Diana & Larry Covin. (9) Al Oldenettel. (10) Rob Trexler, Elliott Dean, Wayne Tramel.

Greg Pannell, Emmett McOoy, Steve Dean, Brian McCoy. (12) Ron Yarbrough, Jetf Loth, Kerlin Drake. (13) Scott Klein, Ed Gray, Gary McCoy. (14) Bob Chamberlain, Antonio De Nigris $ada. (15) Sandy & Richard Guidry. ('|6) Tom & Mary Guenero. (17) Frank Davis, Kyle Williams. (18) Larry Burns. (1 9) Larry Fitzgerald, Steve Sims, Keith Watts (rear), Vicky

(11)

Johnson, Bridgett Andrews, Phil Johnson. (20) Batsman Pele Smarl. (21) Chene, Kenneth (1'l months) & Dale Guthrie. (22) Steve Jackson, Walter Hixson. (23) Walter & Mary Terry, Gene Thompson. (24) Ron Middleton, FrankWeidman. (25) Lou, Kevin & Jim Gentry. (26) Rosemarie Franklin, Bosemarie & Bobby Leisner.

Texas convention

(Continued from page 2 I )

year. While the show appeared slightly smaller to some observers, the number of exhibitors was the same as last year. Most exhibitors felt the floor traffic Friday and Saturday was the level they had anticipated.

The Austin-based association announced that 1993's convention and expo would be held again in San Antonio, its now permanent expo home. Dates are April 15-18.

Two nationally recognized state coaches presented motivational talks to conventioneers. University of Texas Lady Longhom's coach Jody Conradt said the three essentials for a winning team are focusing on your mission,

rRm TCIT

completing your role on the team and possessing extraordinary communication skills. "I let each team have its own standards and hold them responsible for their actions," she said.

Former Texan Jim Wacker, head football coach atthe Universityof Minnesota, said "We must understand who we are and where we are. Self esteem is vital; we must walk tall."

"Establish priorities, then use persistence and perseverance to get to where you want to be," Wacker emphasized.

Honored as Lumberman of the Year by the LAT was Herbert Eberhard of Eberhard Lumber Co., New Braunfels. In the business 39 years, he is 64.

Elected new president was Richard "Dick" Ledermann, owner of Olshan Lumber Co. in Houston. He besan his

(6) Ramona Dobbins, Kathy During. (7) Wayne Jones, Jerald McNelly. (8) Roy & Justine Elder.

(9) Darryl Motley, Tom & Ethel Rice, Craig Rohlfing. (10) Randy Leyendecker, Johnny Moore, HumbertoGarza. (11) Ben Fields, Sherry Fallin, E. Z. Hunt. (12) RonTamlyn, Scon Homefenger, Steve Jones. (13) Steve Colaya, Steve DeMagistris, Scott Slewart. (1 4) Lowell Mannering, Mike Wardlow. (15) Kalhy Sanders, Gary Parks. (16) Karen Tonning, Jeff Johnson.

(17) Bob & Sherry Hixson. (18) Pete Follett, LonnieGoolsby. (19) RichardYoungblood, Larry Grothues. (20) Myron McCormick, James Jones, Melvin & Mary Follis, Gary Henderson.

career as a CPA. Otherofficers: Parker Beebe, firstv.p.; Lonnie Goolsby, second v.p.; Jerry Jones, secretary; Dan Guerra, treasurer; Allan Ritter, sergeant-at-arms.

Show sales were nearly $2 million. A number of exhibitor prizes were awarded. In the Lum-Pac political action drawing, Don Smith Sr., Bowman Lumber Co.. won a stereo tv. The drawing raised $2,500 towards LAT's goal of $ 10,000. Approximately $4,000 still needs to be raised for the fund.

New Red Cedar Offioe ln Southeast

Ken Myers has been named south- tive director at the association's head east manager for the Westem Red Ce- office in Vancouver, B.C. dar Lumber Association.

The southeast WRCLA office will Hewilltravelextensivelyonbehalf be located at 429O Bells Ferry Rd., of the association, providing product Suite 106-581, Kennesaw, Ga.3OI44, information, technical and marketing telephone (404) 928-3318. services, said Ken McClelland, execu-

Panel Exports to Rebound

After a lO% 1991 decline, U.S. structural wood panel exports are forecast to rebound 6% this year, predicted the American Plywood Association.

APA cited declining European economic growth, due in part to the Persian Gulf War, as the primary factor in the fall to 1.42 billion sq. ft. of foreign shipments of U.S. softwood plywood and OSB last year from 1990's record 1.59 billion sq. ft. Exports should near 1.5 billion sq. ft. for 1992.

The United Kingdom remained by far the largest importer of U.S. structural panels (23Vo of the total), followed by Canada, Mexico, Belgium/ Luxembourg, Germany, the Nether-

lands, Italy, Denmark, Ireland and JaPan.

While foreign exports are only about 6% of total market demand for U.S. structural panels, they have increased dramatically in recent years. Exports, for example, rose to I 990's 1.59 billion sq. ft. worth nearly $302 million from 1985's 300 million sq. ft. estimated at $75 million.

Home lmprovement Steady

Despite a yearof low consumerconfidence, a soft economy and stalled overall retail sales, home improvement product sales for 1991 totaled $104.1

billion, inching up from 1990's $103.7 billion, reports the Home lmprovement Research Institute.

Consumer sales represented6lVo of the total at $67.9 billion, though sales to professional remodelers grew faster, up 1.5% over 1990 to $36.2 billion.

Lumber and building materials accorurted for $28.9 billion in 1991 climbing .9% from 1990; hardware and tools held at $20.1 billion, and lawn and garden equipment and supplies slipped 33% to $13.3 billion. Paint, sundries and supplies rose fastest among consumers, climbing 1.L% to $5.6 billion.

Expo'95 Moved To Atlanta

Atlanta, Ga., will be the location for its Expo through 1997 following a vote by the Southern Forest Products Association.

The forest products show has rotated between New Odeans, La., and the Georgia city on odd years,butbetter attendance in Atlanta convinced SFPA to relocate Expo '95, Expo director Lionel Landry said. Expo '93 and'97 were already booked in Atlanta.

PERS NALS

Torry Cook is now nlgr. ofSouthern Lunrber Co., Warren, Ar., succeeding Sleve Pernell, who has retired.

William J. 'Bill" O'Connell, Norrnan Lumber Co., Norman, Ok.. and his wife celebrated lheir 50th wedding anniversary April 2.

Robert "Butch" Pritcherd, T. [I. Rogers Lumber Co., Brislow, Ok., celebrated his 25th anniversary with the co..

Dave llickman is lhe ne w pres. of Universal Flooring Ltd., Dallas, Tx.

James H. Duke Jr. is now pres. of DeSoto Hardwood Flooring Co., Mernphis, Tn. R. Lanny Trottman is exec. v.p.-sales & mktg.

Dave McGill is southern gen. sales mgr. for Robbins Hardwood Flooring.

Charlie Walker, mgr., Ridout Lulnber Co., Brinkley, Ar., is recuperating front a heart attack.

John Deen Jr., Deen LunrberCo., Brinkley, Ar., continues as mayor of the city.

Anthony M. Frank has been narned to the board of Temple-lnland Inc., Diboll, Tx.

Eddie llunt has joined lhe sales force at Norlhcutt Woodworks, Crockelt, Tx. Dan Burlon is now v.p.-nrenrber developrnent & nrerrrber services for Cotter & Co. Jon Haugen is v.p.-rndsg./inventory nranaSement.

Mark W. Trinka, Melnphis, Tn., is new to Southern Forest Products Associalion, replacing Stephen Neal as South Central Region regional market tnllr.

Greg Beal is now So. and W. Texas district nrgr. for Ridge Tool Co. J. J. Justesen has joined Micarta Lanrinates, Hampton, S.C., as distribution sales rngr.

James R. Terral III is the new soulheast rep for Professional Coatings, North Little Rock, Ar. Robert S. Carpenter is a new quality control & assurance specialist.

George W. Delaney, Powermatic, McMinnville, Tn., has been elected pres. of lhe Wood Machinery Manufacturers of America. Rurccll D. McBroom is v.p.; Michael C. Burdic, treas., and Terry ColTey, a direclor.

Sondra R. Rehm is now Southeast regional sales mgr. for PerrnaGrain Producls.

Debbie Koznr is new to Distribution America as rnerchandise mgr.-building tnalerials, reports Weyne C. Wiggleton.

Jimmy Reeves, owner, Reeves Lumber Co., Salt Lick, Ky., is recuperaling after double bypass surgery.

Ralph Singer, Diarnond W. Supply Co., has been elected pres. of the National Wood Flooring Association. Pete Lanham, Lanhatn Hardwood Flooring, Louisville, Ky., is treas., and directors include Dan Harper, Mannington Wood Floors, High Poini, N.C.; Ron Parkinson, Hartco, Knoxville, Tn., and John Bast, Bast Hardwood Floors, Tarnpa, Fl.

David Rowland, Hughes Lutnber Co., Ponca City, Ok., recently colnpleted a Mid-America Lunrberrnens Association-sponsored estimating course.

Brenda Sellers, office mgr., Lowe's, Whiteville, N.C., was honored for 25 years of service to the co., along with co-workers Sudie Wright, Roy Jernigan, Adrian Savage and John Curtis Batten.

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I Terry Laughlin President, Mar Vista Lumber Mar Vista. CA

"Mar Vista Lumber displays a lot of stock, and when we needed heavy-duty custom racks, we turned to National Store Fixtures," said Mar Vista Lumber President, Terry Laughlin.

National Store Fixtures has a reputation as the industry leader for customized pallet racks, cantilever and specialty rack systems that are guaranteed to increase accessibility, add substantial storage space, and require fewer workers to maintain.

To find out more about the value-added advantage of National Store Fixtures' products, call 1-800-638-7941.

Richard Miller. Anderson Hardwood Floors, Clinton, S.C., has been named v.p.-sales & mktg.

Don Wolf, pres. and ceo, Hardware Wholesalers Inc., received an honorary doctorate of humane letters from Purdue University.

Rick Knowles has joined Bruce Hardwood Floors, Dallas, Tx., as district sales mgr. for Tn., Ar. and New Orleans, La. Joe Thompson is now covering Tx., La. and Co., and Don Lefebvre is national accounts mgr.

Joe C. Strickland is the new pres. of Amoco Foam Products Co., Atlanta, Ga. Warren J. King is exec. v.p.

George K. Eliades has joined the Association Management Services div. at E. Bruce Harison Co. as managing director.

Michele Mire is new to National Lumber & Building Material Dealers Association, replacing Nancy lVeis, who has left after 10 years with NLBMDA.

Jeff North is now director of the Golden Rule program and retail sales director for Distribution America.

Chuck Browning has joined Furman Lumber, Atlanta, Ga., trading southern pine products.

Jim Sarver is new to Midway Forest Products, Spanish Fort, Al.

Newell Lavoy has joined Builderway Inc., Greenville, S.C., as pres.

Allynn Howe is new to National Lumber & Building Material Dealers Association as director of govemment affairs.

Mark Wilcox is the new mgr. of Higginbotham-Bartlett Lumber Co., Stanton, Tx.

WHAT'S NEW WITH YOU?

Building Products Dlgesl wants to know when you changejobs, get a promotion, take a vacation, get married, have a baby or receive recognition. Send your note to Buildins Products Digest, 4500 Campus Dr.. Suite 480, Newport Beach, Ca. 92660 or call (714) 852-1990. We're waiting to hear from you.

Bruce Lyons, American Plywood Association, will retire Nov. 1.

Don Osteen, East Coast Lumber, Fort Pierce, Fl., was presented the first Florida Lumber & Building Material Dealers Association Presidential Services Award.

David Carmichael, Albany, Ga., was named to Lumber Mutual Insurance Co.'s President Club.

Greg Campbell and Jack Ritter, Pixley Lumber, Claremore, Ok., completed a Mid-America Lumbermens Association basic construction and material estimating course.

Bernard Marcus, Home Depot, Atlanta, Ga., was honored as Most Respected CEO by Business Atlanta Magazine.

Jason S. Stanley, Home Depot, Decatur, Ga., will wed co-worker Ashley Leigh Long lune 13,1992.

William llopkins Farris II, Farris Lumber Co., Nashville, Tn., married Jean Therese tr'orte May 30, 1992.

Gene Ferguson has joined McClure Lumber & Builders' Supply Co., Lebanon, Va., as gen. mgr. of the concrete div., replacing Joe llerndon, who has left the co.

Mark Butz is now western regional sales mgt.-commercial/industrial insulation products for CertainTeed.

John Walker, Norcross Supply, Norcross, Ga., has been appointed to the Cedar Shake & Shingle Bureau board ofdirectors.

Phyllis Glass is manning the water cooler at Mungus-Fungus Forest Products, Climax, Nv., report owners llugh Mungus and Freddy Fungus.

\\NU Installing the ProfitMaster point of sale system is like having Superman behind your check-out counter. All of a sudden he knows exactly what's in inventory. He can "package sell" a redwood deck as a unit and easily capture all the component stock information. He eliminates the need to batch enter the day's invoices. And he serves your customers with increased speed and accuracy. You know, a lot of computer companies talk about a good point-of.sale system. But ProfitMaster delivers. Ask us. \7e'll give you an earfrrl.

A few reasons why the ProfitMaster Point

Of Sde System has set the computer industry on its ear.

NEW P DUCTS and

selected soles olds

Lumber Jack

The Lumber Jack from T.C. Manufacturing cinches up boards and holds them in place for nailing.

The tool speeds up laying of decking or plywood subfloor by temporarily attaching to joists with springloaded cleats and then releasing with a jiggle of the handle.

Lift Truck Twosome

Two new lift trucks designed for demanding indoor or outdoor applications are now available from Hyster Co. in 4;000, 5,000 and 6,000 lb. capacities.

The H40-60XL^ features convenientli located hanil controls and foot pedals, easy on/off access, easy-to-read instpment panel, redesigned overhead guard for improved visibility, one-piece hood which opens to expose the entire engine compartment for convenient servicing, five-position tilt steering column, three mast styles and powerfrrl gasoline, LPG or diesel engine.

The J40-60XL, offers adjustable, body-contoured se-at, conveniently located levers, adjustable steering wheel, uncluttered floor, one-touch direction and speed control pedal, efficient SCR control for fast cycle times and low battery consumption, and swing-back fiberglass battery cover for full battery access and easy removal.

FREE READER SERVICE

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

Straddlc Stackcrr

A linc of manually propcllcd, bat0ery opcratcd, hydraulic telescopic pallct straddlc stackcrs cquipd with a fifth whecl forhandlingiaijc pallcts in tight spaccs has becn introduccd by Lec Enginccring Co.

Stackerc featurc a raisc-lower level

Difficult jobs can be done by one person standing on the board, pulling it in place and driving the fastener. The 32" lever-arm achieves a l0 to I mechanical advantage.

Engineered Additions

Two new engineered lumber joists have beetr added to Georgia-Pacific's Wood I Beam family to give builders designflexibility and added cost effectiveness for residential uses.

Made of Douglas fir, they feature a 3/8" thick oriented strand board web fitted into G-P Lam laminated veneer lumber flanges in lengths up to 60 ft.

The GPI-25 is available in depths of 9ll4" to 11-7l8", the GPI-35 indepthsof 14" andL6".

All G-P Wood I Beam joists offer longer lengths and more load carrying capacity per lb. than traditional dimensional lumber. The strong yet lightweight engineered beams come in depths consistent with standard lumber sizes and can be cut to length on-site with standard construction tools. They are resistant to twisting, splitting and warping, stay rigid and straight, reducing floor squeaks and other problems.

ergonomically located on a panel, a heavy duty hydraulic system, built-in l0 amp full automatic tapering battery charger, extra large deep cycle 12 volt battery, and 36" long adjustable forks, Models come in three types of bases to accommodate different pallet sizes and three weight capacities from 1,500 to 2,70O lbs.

Deck Hardware Hub

A deck hardware merchandiser with a new header is available from TECO/ Lumberlok.

Measuring only 2' x2' x5' with wheels mounted on the bottom, the display comes with a bright header with the company's new logo and bin cards.

Tilt-in Windows

New double-hung windows from Weathervane Window Co. tilt inward so they can be cleaned from the inside of the house.

Porch Screening System

A new porch screening system has been designed by Screen Tight to replace screening with staples and wood lattice.

The cap and base system combines spline screening with the low maintenance features ofvinyl. The base, which attaches to 2x4or 4x4framing, has two spline grooves which accept screen and spline rolled in with a standard screen roller. The cap snaps onto the base to selve as a trim piece. For rescreening, the cap snaps off to allow replacement or'repair. Cap and spline tighten the screen consistently to eliminate ripples.

Cure For The Shakes

Cedar Breather from Benjamin Obdyke maximizes the life of cedar roofsby creating a continuous airspace between shakes or shingles and plywood decks to reduce damaging moisture.

The entire underside ofshingles can

Manufactured from premium kilndried ponderosa pine and thermal insulated glass, windows have "nominal slzing," meaning they will fit into existing window spaces.

Building Materials Manager

The new UNIX-base Building Materials Supply Distribution System from Global Turnkey Systems allows processing and management of hundreds of daily transactions, all tailored to a business's specific needs.

Capabilities include order processing, point-of-sale, accounting, inventory control, purchasing, list management, sales analysis and ad hoc query/ report functions.

The system features hardware and software independence using UNIX, ability to integrate additional application software packages; order searching; accelerated response to customer inquiries for availability and order status; downloading of data to popular pc software packages without rekeying;

simplified reporting, calculating and file sorting using SQL and IQ; instantaneous display of open orders and invoice histories; enhanced order entry control including canceling, pre-setting and back ordering items; easily modifiable screen generator prograrns; windows, zooms and search and find; interfacing to pc's and networks; manipulation of all plan, optional and tally items; more extensive detail tracing; faster processing, and improved accuracy of orders.

Services include analysis consultation, installations, conversions, training, software support, hardware maintenance, on-going enhancements, custom programming, technical support and leasing.

Tough, Textured Siding

Duratemp plywood siding from Miller Redwood is said to provide a durable, weather resistant exterior that won't split, check or crack.

Manufactured by laminating textured hardboard to exterior plywood, the low maintenance siding has a natural woodgrain textured appearance.

Featuring a 25 yeat warranty and American Plywood Association grademarking, the panels are available in 3/ 8" and 5/S" thicknesses, and 4'x8',4'x9' and 4'x10'sizes.

then dry uniformly, preventing premature deck and shingle failure and eliminating the need for lath or strapping.

Since it raises the shingles orlJy ll4" offthe deck, therereportedly is noneed to change the rake and fascia boards and a lesser chance for bees or other insects to nest under the shingles.

Installation is easy since the patented three-dimensional nylon matrix rolls out across the felt-covered plywood deck to be secured.

Bag Gaddy

The sturdy Lawn and Leaf Bag Cart from Ames is ideal for holding aluminum cans, paper, plastics or other recyclables or for hauling leaves, clippings, boxes, litter, trash cans and other items up to 80 lbs.

Made of durable molded poly with a rust resistant tubular steel frame, the rnulti-purpose cart fits all bag sizes from 20 to 45 gallons, has no sharp corners or bolts to tear bags and folds flat for storage.

Purhovcru & Cut-Upe

Dcluxeflight reel push-typc lawn mowers from American Lawn Mowcr Co, arc said to cut even the toughest grass.

The reel and bed-knife blade are precisely engineered from heat-treated alloy steel to hold the edge longer and maintain a clean, scissor-like cut. Featured are a five-blade ballbearing recl, ll2" to 2-114" cutting height with adjustable seven-section roller, and composite wheels with radial tread tires that adjust to three positions.

Models come with 16" or 18" cutting widths, weighing 22 ot 24lbs.

Flnlgh Cutters

Stanley Tools has added 12" and 14" professional grade backsaw models to its Short Cut hand saw line, which features aggressive tooth technology said to cut up to 500/o faster than conventional saws.

The ProVest chainsaw resistant upper body protector has eight layers of Prolar fiber to jam the saw chain on contact and prevent upper body InJUnes.

ProChaps have eight layers of chainsaw jamming fibers to protect the legs and lower body.

The ProGuard System includes safety cap, noise reducing ear muffs, and nylon mesh face protection.

FREE READER SERVICE

For more lnformatlon on New Products wrlte Eutldfng Producb Dlgest, 4500 Campus Dr., Sulte 480, Newport Beach, Ca.92660. Please mentlon lssue date and page number so we can process your request faster! Many thanks!

Sell-Drilling Anchor

A new wallboard anchor made of zinc that can drill iis own hole and thread into dense wallboard, waterproof sheetrock or thin plywood up to ll2" thick has been introduced by The Rawlplug Co.

Only a manual or electric screwdriver is needed to install theZincZip- It anchor. To drill its own hole, the anchorhas a unique drill tip configuration consisting of four offset blades that ensure fast, true cutting. Two are cutting blades, two guide blades.

With their l2-point tooth blades, both saws reportedly provide fast, clean finish cuts, ideal for moulding and trim.

Each saw has a rigid steel back to provide maximum blade support.

Woodsman's Wardrobe

Protective gear for the outdoor power equipment user has been designed by Elvex Corp.

The thread design has thin, knifelike threads with an oversize outer diameter to permit greater engagement into the wallboard and a tapered root to enhance load capacity by compacting the wallboard material around the anchor. Once the anchor collar is flush with the wallboard surface, a #6 or #8 sheet metal or drywall screw is driven through the fixture into the anchor. Anti-rotation ratchet teeth under the collar secure the anchor to allow easy removal of the screw.

Prehistoric Hangings

"Fossil Fuel," l6 feet of authentically depicted dinosaur species, is the newest theme in Environmental Graphics' "Border Posters" series.

Hardwood Door Stands

Solid mahogany doorstands from Glass Craft Specialties, Inc. provide free standing showroom displays for doors. Stands come unfinished, in a kit that includes all parts needed for assembly.

The colorful, educational wallcoverings borders are 93/4" wide and pre-cut into 4' sections for easy hanging. They are pre-pasted, washable and strippable.

Four color combinations are available.

Picture Framing Kit

A complete five piece picture framing set from Swanson Tool Co. includes everything needed to produce sturdy, professional looking frames.

Four 90" corner clamps hold frames steady so all corners can be glued, stapled or nailed when assembling framing or screening. A miter saw guide ensures frames, moulding and trim are cut at accurate 45'angles. The guide adjusts to fit a crosscut saw blade or backsaw.

Die cast of high strength aluminum alloy, the set is available in the five piece set or individually packaged pieces.

Heavy Duty Dropcloth

Made of modern non-woven absorbent surface materials with a leakproof center, Canvax from Tufco reportedly provides a superior alternative to butyl and cotton canvas dropcloths.

Available in 9'x 12' and two hallway runner sizes (4' 6" xI2' and 4'6" x15'), reusable, tear resistant and leakproof, Canvax protects furniture, floors, carpets, shrubs and sidewalks against paint damage, water and dust.

Hot, Hot, Hot

The Hot Stuff scrics of thrce ncw radiant hcaters, which heat peoplc and objccts dircctly to provide floor level comfort with l0O% fucl cfficicncy and minimal main0enance, is now offered by Mr.Hcatcr.

A garage/workshop heater come3 as a 25,0(X) BTUfu. natural gas unit or a 22,0@ BTUfu. propanc gas heater. Easy to install, thcrmostatically controllcd and rcquiring no electricity, it includes all necessary hardware, mounting bracket, thermostat and installation video.

ing bed design, with dumpbed or flatbed attachments. Optional rear caster wheels permit operation on level ground or paved surfaces reportedly with no lifting needed to move the load.

Power Protector

The new Protect-A-Plug weatherprotected outlet cover from Intermatic Malibu allows homeowners to plug equipment into a standard outdoor electrical outlet and protect the connection in all weather conditions.

A heavy duty portable heater comes fully assembled, ready to hook up to a standard 20 lb. propane cylinder. The durable, 35,000 BTUfu. model requires no electricity and is ideal for taking to construction sites, sporting events, lawn/patio parties, etc.

A larger salamander unit heats in all directions at once, attaching to a 60 lb. or larger propane tank. It is completely portable, requires no electricity and features rugged construction and adjustable heat control valve.

Motorized Wheelbarrow

A motorized wheelbarrow flrom HP Wheelburro Co. is said to reduce hauling time and labor by up to 800/0.

UL tested for "wet locations while in use," the cover consists of a backing plate mounted on the existing outlet or electrical box. two inserts for a ground fault circuit intemrpter and duplex receptacle, a gasket and a clear plastic cover. After plugging in the equipment, the user closes the cover securely over the backing plate and plug.

The cover comes in two sizes: one to fit most l4-gauge and smaller cords and a deeper model for most l2-gauge and larger cords.

Suggested uses include low voltage lighting, outdoor timers, swimming pool filters and bug zappers.

A Bit Extra

Duo-Fast's Extend-A-Bit ll extension and self-feeding screwdriver reportedly makes screwing down subfloors and screwing off drywall ceilings easier than ever before.

Desrgneo to tacxie the heavrest of screw-tool applications, the modular system uses extension cartridges to increase the screwdriver's reach.

With its 5 hp Briggs & Stratton engine, Wheelburro moves loads up to 500 lbs. at 3 mph in forward or reverse. It climbs or descends slopes up to 35o with 300 lb. loads at the same controlled pace. A parking brake on the drive also helps prevent movement without operator control. Dumping is made easy by a pivot-

The extensron attaches easily to reduce operator fatigue when using the system high overhead or at ground level.

Each coupling has a tough, nylon bushing to increase the stability of the internal drive mechanisms at high rpm and torque. And since the extension is offered in attachable 4I/4" sections, its length can be easily varied.

Gombination Golor Display

The Color Spectrum paint display from Valsparcombines paint chip rack with computer cabinet to offer special assistance to consumers selecting paint colors.

In Lz'cc Than 2O Dltnuteo The ..BAND.ADE'' Thtng Thia. . .to. . .Thig

TTME SAVER

MONEY MAKER

fuierul &ya acrumu|rdlon ol fundlng, normally requlra a spaful Hp to the |orndffn.

A "spectra-selector" computer provides a wide range of professionally selected compatible colors (contrasting, accent, designer or off-whites), a paint chip visualizer lets customers see how various color combinations look together, and a variable light switch permits them to view colors in both incandescent and fluorescent light.

Demo A Drill

An interactive merchandiser from Skil Corp. allows do-it-yourselfers to personally test a line of cordless handheld power tools.

Employea lnte the danga ond work to fianrr,ter to dumryter or tuck. Afant mlnutq when unryklng unlts, reslulb ln thls amryl, aslly stord uahnWe sr:lrap, olrdy stored ln a steel drum Jor d|rlpcrrl olrd sr,le, fhc "Btnd-Adc"-Etry to Bay-Cully to bc rlltborl,t.

THE "BAND.ADE''

Indlan Country, lnc., Al4rort Boad Dcpoolt, NY 13754

project, the Demo Station stands l'3" high and nearly l-Ll2' wide. Each unit has reversible demonstration boards as well as an extra back-up board and a no-slip rubber attachment along the bottom to stabilize the unit.

Antique White Siding

A new color simulating an antique wood finish look has been added to Heartland Building Products' vinyl siding products lines.

Flexible Gaulk

Constructed of raw wood materials simulate the look of a home shop

Pro-Stik 230 Latex Adhesive Caulk With Silicone, a high perfomiance caulk forthe replacement window and siding market, is new from Ohio Sealants. Adhering to wood, glass, vinyl and aluminum, the caulk contains silicone for flexibility and adhesion to withstand up to 5O% total joint movement.

weatherproof seal prevents

(800) 822-8315

Mold and mildew resistant, easy to apply and paintable, it cleans up with soap and water. Uses include around windows, doors, baseboards, moulding, trim siding corner joints, kitchen counters, tubs, showers, sinks, skylights and vents.

NEWLITERATURE

SP Matcrlal Handllng

GET

YOUR COFY

of anv Nerrr Ltterature ltems by contactlng each company directly. Plea-se mentlon you saw lt here!

Highlighted ln Hardwood

'Hardwood Expressions" is now available in a new format focusing on a single product category (furniture, cabinetry, flooring and rnillwork, etc.) from Hardwood Manufacturers Association, (412) 829-0770.

Shingle Guarantee

A brochure on the 20125 year limited warranty for red cedar shakes and shingles is free from Cedar Shake & Shingle Bureau, (206) 453-1323.

Tax Breaks

"How to Reduce Taxes by Donating Excess Inventory" is free from National Association for the Exchange of Industrial Resources, (309) 343-0704.

New Lifts

A brochure on the new 3,00O and 4,000lb. StanDrive lift trucks is free from Hyster, (8OO) 221-l l9l.

Exterior Wood Gare

A new 28-p. "Wood Care Guide" is free from The Flood Co., (800) 321-3444.

A l6-p. booklet on material handling applicatione for eouthern pine lumbcr, focusing on pallets, crates and specialty packaging, is free from Southern Pine Marketing Council, (504) 443-449.

Better Water

'Guide to Quality Drinking Water," a 24-p. consumer education booklet, is free fiom Bverpure, (800) 323-7873.

Yard Buildings

A l6-p. ready-to-assemble wooden kits catalog, featuring storage buildings, gazebos and playhouses, is free from Handy Home Products, (80O) 221-1849.

Siding Sheets

A series of four vinyl siding specification sheets and a l6'x24' poster have been added to Georgia-Pacific's vinyl siding merchandising program, available from GP, l 33 Peachtree St. NE, Atlanta, Ga. 30303, (404) s2t-4708.

Fax Bulletin Board

A marketing newsletter to help wood product manufacturers acquire raw materials, equipment and services and provide an information network for product development and marketing is available from WoodFax, (503) 863-6260.

SYP SALES MANAGER FOR TOLLESON LUMBER GO., ING.

We are moving the sales of our Preston, Ga., sawmill (60 million board feet annually) to our headquarters in Perry, Ga.

Your integrity and character must match our reputation as being the premier producer of Southern Yellow Pine.

You will sell to wholesalers,

treaters, retailers and industrial accounts.

Have you got the experience, energy and reputation to join us?

We want the best!!!

Send resume to Tolleson Lumber Co., Inc., P.O. Drawer E, Perry, Ga.31069. Attention Rusty Wood.

SupaTimber' Makes It Last!

SupaTimbeis built-in protection deters rot, decay and termite attack to add years to outdoor prolects. It's the attractive, clean and odor-free pressure-treated lumber with strong sales appeal. lt can easily be painted, stained, or sealed with water repellents. There's excellent collateral sales potential with SupaTimber products. Look for the complete line of SupaTimber deck accessories and outdoor specialty items! And, for extra value your customers will appreciate, SupaTimber features the best guarantee in the because SupaTimber pressure-treated lumber is produced only under strict, third party, quality control requirements. So, whatever the project, SupaTimber's the versatile dream builder that lasts!

industry! That's

Hoover Treated Wood Products announces that a NATIONAL EVALUATION REPORT (NER-457) has been issued by the National Evaluation Service of the Council of American Building Officials to confirm that PYRO-GUARD Fire Retardant Treated lumber and Plywood meets requirements of the BOCA, UBC, and SBCCI model building codes.

PYRO-GUARD has a degradation-free track record, a S0-year projected useful life, and is the FIBST Fire Retardant Treated Wood with:

a fhtrd Party Kiln Monllorlng ln additlon to U,L. follow-up service

a FRf labor and maleriols replacemen] cost warranty

I Code Compliance Report wllh evaluation of elevoted temperalure slrength iesting for roof appllcatlons

I Hlgh temperoture tlrength ]es] resulls

I l{ew York State Smoke loxlclty test resulls

' NER reports are subject to re-examination, revisions and possible closing of file.

For Technicol Informstlon Coll r-800-TEc-wooD

Advertising

Twenty-five (25) words for 321. Each additional word 700. Phone numbcr counts ss one word. Address counts as gix words. Headlines and ccntcrcd copy ea. lincl 36. Box numbers and special borders: 36 ca. Col. inch ratc: $45 camcra ready. $55 ifwe set the typc. Names of advertisers using a box number cannot bc relcascd. Address rcplics lo box numbcr shown in ad in care of Bulldlq Products DlScsl. .15(n Crmpur Dr., Sullc

Newpori Berch. Cr. 92660. Mokc chccks payablc to Cutlcr Publlchl4, Inc. Mail copy to above address or call (714) 852-1990. Deadlinc for copy is the 20th ofthe month. PAYMENT MUST ACCOMPANY COPY unlcss you have esublished credit with us.

WANTED TO BUY

All typcs of building materials, hardwarc, closeouts, overruns, irregulars and buy backs.

CALL COLLECT:

Spcncer Prrkcr or Bubb Moryrn

2ndr In Bulldlng Melcrlelr, Inc.

Phonc: 615-t!19{203

Fex: 615-t9"{,{29

WE BIIY eurplus, salvage,

SCOTTY'S Home Centers has joined Habitat for Humanity International to provide building materials for new homes to be built for Florida, southern Georgia and Alabama families. 'We're able to give something back to the communilies we've served forover65 years," said Ron Russell, marketing services v.p. for the 162 store Florida drain, in explaining the company's program lo exchange materials for sales receipts collected by Habilat atfiliates, To date materials have been committed lor six homes.

Payless Stock Offering Flops

Scuttled by a lack of buyers, Payless Cashways Inc., Kansas City, Mo., cancelled a $405 million mid-May stock offering.

Bob John, executive vice president of Kansas City based Mid-America Lumbermens Association, which has members in Arkansas and Oklahoma, said, "Originally Payless announced they would go public with a stock offering of 33.5 million shares at between $13 and $15 a share. After having no luck with Wall Street, Payless officials tried to disguise their rejected offering by lowering the initial price to $9 to $10, but increasing the number of shares offered to 45 million. According to local stockbrokers, the only people interested were Payless employees and Kansas City area investors who like to dabble in local stocks."

Payless, which went private in 1988 after a hostile takeover effort, expected the stock offering to help refinance the $ I .3 billion leveraged buyout. Cancelling the stock offering can be a severe blow to the chain's plarn for new store expansion. About a fifth of ie 195 stores are located in the south with Texas having the heaviest concentration. Competitors such as Home Depot, Builders Square and HomeBase are moving into many current Payless markets.

"It's anybody's guess (if Payless will be able to survive this setback), buttheyhave good penetration insome areas," John explained. *The big question is can they compete against new, glitzy stores and will the industry remain strong enough for them to survive to try Wall Street again."

According to confidential sources at Payless, John said, ceo David Stanley is a financial guru, not a lumberman, and you can bet he will try again.

YEttOW PI]IE ilMBERS

4x6 - 24x24 8'- 40' S4S, ROUGH DRY, ROUGH GREEN

4-Wheel Drive Spyders

The Portable All-Terrain Forklift

Fix it, even if it ain't broke!

l,,;|EADLINES in the latest industry E magazines surprise me and bring back many memories.

"Oee Yields To Recession" After 10'6 years they are going out of business.

"Stone Readies Leeds For Sale If Efforts To Reorganize Fail" They had 28 stores at the end of l99l and $145 million in sales. That is $5 million a store. I do not understand how you can fail to make a profit at that sales level.

"Builders Express Finishes Liquidation", "Pay 'N Pak Will Close Nine Stores" They're also reorganizing their corporate staff.

"Pergament Struggles To Stay Out of Banlauptcy" Closing six of their Room 'n Light specialty stores.

oNew stability and safety systems

Light-weight, better weight distribution (some models weighing only 3500 lbs.)

.3000-5000 lb. lift capacity

rExtend-A-Fork reaches across truck

.New counterweight-system allows picking up longer, wider loads

.Engine and wheel motor options

.2-Wheel and 4-Wheel drive models available

1.-800-23L-5916

"Busy Beaver Plans To Emerge From Bankruptcy" They filed December 1990.

From what I hear in the trade there are others that may have to take the Chapter 1l bankruptcy route. A good part of these problems can be blamed on the recession. Another portion on the warehouse units that have captured the imagination of the buying public.

On the other hand, how can so many others survive and go on? Put the blame or bouquets squarely where they belong: Management in some cases made good things happen with forward thinking and aggressive action while others said, "If it ain't broke don't fix it" and buried their heads in the sand.

I have consulted with some of the largest in the industry as well as with single unit independent home centers and yards. I was part of the team that worked on the Kmart "store within a store," a 10,(XX)-12,000 sq. ft. home center as part of the unit. Kmart management could not understand the need for knowledgeable service to take "the fear out ofthe project." They kept their self service and the project went down the tubes.

On the other hand, I consulted with

Lowe's for a six month period after they relaid their units. They admitted they needed a better merchandise mix to get more d-i-y sales. They charged me with enlarging some of their 12,500 sq. ft. units to 24,0fl) sq. ft., bringing di-y lumberand building material inside. They admitted their shortcomings, were willing to listen and succeeded. Kmart ego knew it all and failed.

S:Wyat aGlarre

Noted consultanton etcps to suoocss. whyyou need to change. thc rolc of rcntal programs, installed salcg and commercial accounts.

I have consulted with well over 1(X) clients in the past 15 yean. Maybe five had made a fairly good market surveythe starting point for success. Just about every store needed a better traffic pattern. Over the years they had become cluttered and disjointed. Almost every store needed a face lift. Vendor signs of every color and description had grown like weeds. End caps had lost their impulse attraction. Adjacencies were poor. Since a new layout and traffic pattern were part of my fee, they went along with it.

Because I don't do graphics and design work, I'd suggest that they have it done. Since many had gone into "sticker shock" when they had contacted the co-ops and buying groups about their programs, the answer usually was, "Too expensive" and "We're doing well, making money, why bother?" A design and graphics program would cost l0 to 2O% of a co-op

(Please turn to page 38)

Experts answer questions

(Continued from page 9)

Q: Uorn can I improve the appearance of my yard?

A: fn" best way is to work with a company that offers complete in-house yard planning. A plan based on size and product movement will keep the yard orderly and clean, sending a positive message to customers. Some companies specializing in lumber and building material fixtures provide planning at no charge.

Q: fforn ""n I get the most for the least in modernizing my yard?

A3 first determine stock needed to service your customers. Plan storage and retrieval of materials to allow customers to get in and out quickly. The goal is to cut down on movement necessary to pick orders and allow more customers to load theirownmaterials to cut labor costs. If your business leans towards d-i-y and small contractor, all items should be pickable by hand.

Q: Wfr"t best enhances the operation and bottom line ofa yard?

A: e well sited cantilever drive-thru lumber shed can maximize loading efficiency of yourdelivery trucks as well as those of customers. This shed will save more man hours than any other single addition to your yard. Add the savings gained by eliminating lift truck damage to lumber and weather losses and you may have investment payback in as few as two years. Better customer service is a plus. Both contractor and d-i-y customers appreciate the time saved in pulling orders and the convenience of a covered loading area.

Q: Uoro long does it take to retrofit a yard? Will I be able to operate while work is in progress?

A

A ! Most storage systems can be installed in about a week. The work usually doesn't interfere with day-to-day operations.

Q: Will the expense of a new layout pay? If so, how?

A3 fne expense of a new yard layout begins paying for itself immediately by reducing waste and increasing operational efficiency. Your yard will run with fewer people who have more time to assist customers, thus increasing sales. By using cube space, you can move upward, not outward, to free usable space for future expansion or other areas of business. An important aspect often ovedooked is flexibility, especially for future growth. You want to add on, not rebuild. Equipment such as racks depreciates faster than a building or shed.

Q: Wft"t are the tax benefits of rack supported buitdings?

A 3 R""t "upported structures can be depreciated in seven years since they are considered equipment. Only the cement pad is exempt from this.

Obttuarles

Llllle D. Glbbe, co-owncr with her latc husband, Albert, of Cash and Carry Lumbcr Co., Chattanooga, Tn., dicd April E, 1992, in Chattanooga.

Ben L. Cowglll, 66, owner of Southcrn Supply Co., Lcxington, Ky., died April28, 1992.

A former Kentucky Lumber & Building Material Dealers Association board member, Mr. Cowgill closed his company about a ycar ago.

Lorc's Paraeol Puts Out Powsr

About 1,2fi) residents of Rome, Ga., lost their electricity recently when strong winds blew a patio umbrella from the local Lowe's into powerlines.

The umbrella caused an electrical short March 8, temporarily knocking out power and toppling three hot lines. Falling wires smashed a windshield and burned the hoods of several cars below.

News Brlels

(Continued from page I6)

Cenaintced Corp. donated over 4000 squarcs of asphalt shingles to Habitat for Humanity. .

Moen Inc. is a sponsor for the 1992 U.S. Diving Team at thc Summer Games in Barcelona, Spain Ace Hardwarenamed The InvinCo. as an Acc Vendor of the Year

Annivcsaries: National Forest Products Association, 90th; Wagoner htmber, Wagoner, Ok., l00th; Home ltmber, Seminole, Ok., 65th; Pearce Lumber and Hardware, Ruston, La.,56th; Forest Products Trffic Association, Memphis, Tn., SLst; Florida Menl Products Inc., Jackson, Fl.,69th.

Fix it

(Continued.liom page 36)

program, yet, in spite of telling them how to do it, I usually got, "[t ain't broke so why fix it?"

I would suggest a rental program. The average do-it-yourselfer doing a major project will need professional equipment only once or twice in his lifetime. After they go to a rental store, they have to shop for their materials elsewhere. Give them good knowledgeable service and a rental program and for the most part you'll sell the materials.

Gablnot Salor Lorp

Kitchcn cabinet selcs jumpcd 15% during Fcbnrary ovcr the samc pcriod last ycar, thc largcst singlc monthly incrcasc in ncady fivc ycars and the third consccutive month of growth.

*It's bcen 15 months since we've had threc consccutive months of growth in cabinet salcs, and the spikc of I 5 % is ccrtainly a pooitive indicatorthat wc're on the right back,'said Kitchen Cabinct Manufacturcrs Association cxecutive vicc president Dick Titus, analyzing a KCMA survcy of stock and custom companics reprcscnting over half the cabinet markct.

STORY PLUGS CASSETTE SALES

I was overwhelmed by the extent of the coverage you gave the'I'm a Tree" audio cassette project in your magazine. Your generosity is truly appreciated.

We have sold almost 1,00O copies during the past month, so we are very excited about the potential for reaching reasonable people and the very important elementary school population.

P.O. Box 1066

Buffalo, N.Y. 14215

For background on the proiect, see editorial, p.6; story, p. 38, andorder blank, p. 35, inJanuary issue plus order bl'ank" p, j5, in

I would suggest installed sales as a means of fighting the competition and increasing sales and profits. I would tell them to go after commercial accounts, again for plus sales, profits and a plus competitive niche. It was frustrating to hear "That would take too much time and effort, plus additional people. Why should we bother when we're doing great now?"

The key to success, I have found, is "When you're doing well and on top, start planning ahead on what you have to do to stay on top when the inevitable competition knocks on your door."

Join the Cox team and provide

Dried after treatment \Tolmanized@ wood that insures maximum chemical fixation

\Tolmanized@ Extra'" weather resistant lumber

Outdoor@ wood with built-in water repellent

DuraPine@ premium decking

Edgefield Plank" premium decking

Five plants to serve you better Complete remanufacturing facility

On-time and quick delivery

TSO - .25,.40,.60, .80, 2.50

o $helsrir wood

. Island@ furniture

o Dricon@ FRr wood

. Signode@ strapping

o Laminated beams

. Timbers, poles & posts

MOVEYOUR \/TATERIALMR

Forgel traditional lork lilts - the Piggyb ack' Material H and I er will load and unload itselt lnm your truck, then lill and load lunber and olher materials al lhe job site all day long.

The Piggyback'" Material Handler is the strongest, most versatile handler of its kindl With six models to choose from, the Piggyback Material Handler can lift and load 3,000 to 5,500 lbs. with complete stability. Stability is achieved because the Piggyback Material Handler carries its load between the drive wheels. This unique design lets you maneuver it with ease through mud, gravel, sand, steep grades and other site conditions - traditional fork lifts can't compare. And, at the end of your work day,

the Piggyback Material Handler will lift and load itself to the rear of your truck. You won't waste load soace or need a trailer - the unit rides suspended from your truck.

See the Piggyback Material Handler lift and load for yourself Call Rodger Osborne at Teledyne Princeton to arrange a live demonstration, or see the Piggyback Material Handler in action on videotape. 0nce you move your materials with the PiggybackT" brand Materral Handlel you'll forget traditional fork lifts.