Building Products Digest - June 1994

Coilwifing Vou To

. Home and Building Center Designs . Over 2000 SKU's in Warehouse

. Competitive hicing Full Service Trading Staff in Chicago & Portland

. Experienced & Professional Management Team Flexible Home Improvement Direct Mail . Commodity Inventory Available from Disrict & Reled Centen and Mill Direct . New & Innovuivc Retail Image hogram . Winter Lumber Ma*et Dedicated o Building Materials Memben

. Extn Payment Terms on Group and Individual Purchase . Conespondence Course for Retail Employee Training

For more information on how you can get connected o the power source, contact Gary Smith at l-800621-8147.

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EDITORIAL

Don't klll your customers

In recent months we've had the unhappy duty to report on customers killed or injured in stores by falling lumber, panels and other building prod' ucts. These tragedies carry with them a message for everyone in the distribution segment of our business.

The rngatives for business resulting from these accidents constitute a multiple threat. It's amaling o oonsider that operations could become so sloppy tbat the very people whose presence we seek are injured or even killed during the simple act of shopping. But accidents that maim or kill can also srike employees up and down the disrib' ution chain. No phase of our business is exeupt.

Tbe publicity surrounding such accidents could well result in restrictive legislation at state and local levels. New laws and regulations could radically change tbe way we conduct our business and result in far higher costs of operation. Legislaors are dl troo eager to seize on isolated incidents to pass legislation whose sole thrust is the solons' desire for re-election. However false their claims, our industry would suffer and tbe public's interest wouldbepoorly served.

Just as furcreasing crime has caused shoppers o avoid certain areas and malls, so too could the public begin to fear for its safety in lumber yards and home @nters. The result could be a serious decline in customer raffic.

A spate of highly publicized accidents in rctail stores and wholesale warehouses could easily result in higber insurance costs for the firms operating them. Additionally, it could make it even morc difficult to attract and reain good employees. News of a faal aocident generally travels the grapevine at the speed of lighr

Inforrration on how to run a safe operation is available from associations, vendors, trade maga' zines, suppliers and other sources. There is no excuse for ovedoaded or under-engineered shelving, spilled liquids, loose nails, broken glass, blocked exits, sharp andjagged edges on shelving and all the rest

Custurers too must be taught and reminded of what is safe and what isn't. We can't assume they will lnow orbe prudent.

Lawsuits can kill a company as surely as accidents kill people. Cret serious about safety.

fTomllecklbllock

BuildersPrefer OutdoorWbodByCoN.

"DrraPine OutdmrWood by Cox is our deck wood of choice," says Ray Farmer. "It's redried after neatment, which minimizes shrinkingand severe splitting and twisting and allows for excellent structural strength and stabilityi' Carl,sonFarmer, Inc.lusnm hame and. deck builders. Raherfordnry NC.

Carlson-Farmer's D,raPine Outdmr Wood dealer, lewis Bames of Henson Building Materials agrees about the quality of wood. "When someone wants the best, I recommend D,raPine OutdoorWood. It's a and makes topquality product that gets better results, better-lookine nroiects. And looking projects. And when a customer's project tums out looking grea! they come backl'

HerconBuilding

Monrinls-Building materials supplier with four renil bcabru in NorthCarolhru

DuraPine OutdmrWood by Cox not only lmks great with normal mainlenance, it will stay lmking grea.t season after season. That's because the treatrnent also includes built-in Wolman@ EXTRA@ water repellent weather protector. More importantly, D-rraPine Outdoor Wcrdis re-dried aftcr Deohwnl lt's cleaner; lighter, easier ro handle, and erwiromwntally s{er rhan conventional wet-heated wood.

Be sureyou stock the heated wood the builderprcferc. Join the Cox team now and distinguish yourself from the competition with the most respected treated products and services in the industry. For information on how you can become a stocking dealer call I 800 4764/f1 or FAX &)35346328.

Go-ops vs. Wholesalers

The battle for dealers' lumber dollars

IirOR CO-OPS, it's the final frontier l' of growth - the undiscovered country of LBM. Since most every independent dealer already belongs to at least one buying group, the bulk buying-motivated co-ops realize that increased sales will come not from gaining more members but from gaining more business from existing members. Lumber seems to be that not-yet-fully-tapped resource.

LBM (Lumber & Building Mal€rials) is now the fastest growing segment for almost every co-op. Eager to promote their benefits of low prices through block buying and rebates, coops are steadily encroaching on the territory of the lumber wholesaler. Wholesalers are not only fmstrated to lose business in products they helped to introduce to the mafket but also skeptical that co-ops really offer a better deal and wry that an undercapitalized co-op could leave mernbers holding the bag. So, as one independent wholesaler understated, "that's why most wholesalen don't care too mrch for the co-ops."

Ace Hardware's LBM Division is one of its fastest growlng businesses. Since 1988, LBM deparment sales have tripled; its staff has grown from l0 to 40. Ace's market share of its dealers' LBM business grows every year.

"Ace LBM operates as a stand alone department, when it comes to covering its overhead," said Wayne Wiggleton. "The hardware dealers afe not subsidizing the cost of the LBM deparEent. Nor are tbey sharing in the sepamte LBM dividend rhat goes back to each LBM dealer based on that dealer's participation in LBM purchases each year. Because ofthis, the LBM department has a very low

overhead,

and its profits go back to the dealers who use it. The Ace LBM traders are an extension of the Ace dealer's buying staff. They are not commission salespeople, and are in runy ways a consultant for the dealer, advising them when to btry."

A big push is creating regional pool buying programs, so members can achieve truckload pricing on pallet quantities. *Pooling of truckloads has been going on in an informal basis for years," Wiggleton said. "It is getting more formalized as we create regional offices and the focus of the service areas becomes smaller. Our traders use a fax system to let dealen know when it's time to buy. ln addition, a regional block buy session is held every yeat at the LBM show to combine the dealers' buyng powa for their first quarter needs."

HWI makes rronthly product offerings, with items varying from region to region based upon seasonality, HWI circular advertising and competitors' advertising for that area and month. Each offering includes about eight to 15 "bulky" truckloadpriced items which members can buy in pallet quantities.

Items are $ipped to IIWI's reload

Story at a Glance Co-ops increasing

LBM sales, programs wholesalets warn of dangers of coops' under-capltalization, reliance on commodities.

centers and delivered to the members using dimensional lumber as filler. Due to the program's dependence on special pricing, members are required to sign confidentiality agreements before participating in the program.

As retailers place more of their lumber orders through co-ops, independent wholesalers' sales - especially of commodities - suffer. But these products weren't always commodities.

"Co-ops can't sell anything," charged one Southern wholesaler. "Thirty years ago somebody down here tried to sell spruce framing for the first time. It took some real work to get people to try it. But once the sale was made, then came an onslaughtofpeople to carry it. There w:N no selling to it. In the same way, the co-op comes along, rakes all the chips off the table and says, 'Thank you v€ry much."'

He added, "When a mill has a product that's on the specialty end, it can't say to a cG.op, 'Put this on the market.' A co-op can't affmd to sell. It doesn't have a sales force. It can't provide service if there's a problem in the field. We're going to be selling the product. The co-ops become a conduit. They price it."

Retailers who blindly send all their orders to the co-op migbt be getting fooled, wholesalers contend. "These dealers are being brainwashed," the wholesaler said, bitterly. "A co-op sucks a lot of money out of retailers because co-ops have to buy in bulk.

Go-oFS YS. Wholesalers

(Continued lrom prafuus Pge )

Co-ops have got a monster to feed called Overhead and Dealer Rebates. All they want to do is drive uP the r€venue. And dealers buY ino it If I didn't have to go bid for jobs, if I didn't have o sell Producls, if I was working on somebody else's cash and lnew that I was going to 8et aU their orders, I could work a whole lot cbeaper, too. I'd just hirre a couple of guys to take orders."

"It might be argued that retailers believe there is srength in nutrlbers," said Nick Kent, execttive v.p., North American Wholesale Lumber Association. 'Retailers may s€e their combined buying power as a weapon against the giants. While this may be a compelling argument on the surface, particularly for a retailer who believes his fortunes lie in trading commodity items on razor-thin margins, cooperatives cannot possibly stock the variety of lumber products and sPecialtY items needed by their retailer members. This is where lumber wholesalers shine and belp tbeir retailer customers to develoP Profitable niches that set them apart from the 'boxes."'

That's where indePendent wholesalers come in. "When dealing with lumber wholesalers, value-added services such as providing market information and expediting last minute orders are just a Pbone call awaY," Kent explained. "The lumber whole' saler is in constant ouch with market activities, trends and prices, both in the marketplace and the mills. What's more, the one-stop shoPPing and back-to-back bulk buytng advantages the lumber wholesaler provides allow for a brsader selection of products and species, including hard-to-

find specialty items. Mixed shipmens are -available from reloads, as well as special packaging, reman, pattern work, pressure and dip treating and custom kiln drying.

coopentives csnnot prcvide this kind of variety and flexibillty. It all trans' lates directly to improved customer servicc and greater profits for the r€lail€rs."

"For the well-financed wholesaler' we soe a definite need in the martet' place," said Milan Stoyanov, Forest City Trading Group, Inc., Portlirnd, Or. "Our prime customer is tbe independent retail lumberyard and lumber disributing yrds. We do the mqiority of our business in back-to-back ffde$, but with a sizable anount of our business from invenlories. Our custome$ rely on us for fast s€trvice, terms of payment and market information. We are the lhk between the producer and the independent conrac' tor yard."

Many wholesalers, forced ino sPecialization to survive, see the fight against the retail warehouse gianB as a looing baule for tbe dealer. The coops, they clain, are a sedative, since about everyone belongs to a co-op now, negating the advantage. Rather than send all his money off !o a co-op' another wholesaler suggested, the dealer 'hight be beuer off spreading his money and his connections around. IfI was an independentdealer, I wouldn't go compete on studs and franing. I'd be a niche rtist and operate where the others can't. Not grinding in the commodities. I'd make the entry level in a particular area so high, they won't want to even fool around

Cotter & Co.

LBM Div. Established: 1976 Oftices: Chicago, ll. Reloads: 6

Total No. of Members: 7,300

% in LBM program:30%

1993 LBM Sales: $300,000,000

Annual LBM Div. gmwth: 16%

might "sanction" particular wholesalers who invoice the member retail' er through the co-op so the dealer gets "credit" for the prnchase. While actual savings may be negligible, if the dealer is geting a rebate he perceives a savings.

Often tbe products are ones usually not slocked in the co-op's disribution bouse. ServiStr buys from independent wbolesalers about 209o of the time, sirrce'trdet conditions dictate tbat wholesalers have talcen a position that gives tbem a pricing advantage oocasionally," said spokesman Bernie Day.

While wholesalers hold inventory, co-ops bave to avoid overbead. Ace has established good relationships with a number of independent whole' salen. "This has allowed Ace to use these vendon' reloads to talrc advantage of market swings without risking a gleat amount of the dealer's money in inventory. While Ace does have some inventory in reloads, it is not set up for use the way an indePendent wholesaler operates a reload. It is sricily for spocial buys," said Ace's Wiggleton.

honically,

despite the animosity, many inde: pendent wholesalers sell to or through the ao-ops. The coop itself might be the customer or it

Hardware Corp.

HWI uses selected wholesalers such as Georgia-Pacific to handle less-than-truckloads of lumber items due to delivery limitations. "'We deliver from our distribution centers in vans that best handle millwork and hard- 4: -ttt,

LBM Div. Established: 1986 LBM Offices: Beaverton, 0r.;Albany, N.Y.; Peachtree City, Ga.; Oak Brcok,ll. Retail Support Centers: 14 Reloads: Use 13 Public reloads

Total No. of Membens:5,000 o/o in LBM prcgram:40olo

1993 LBM Sales: $377,000,000

explained Ray Treen. "We then set up buying arrangements with wholesalers for products that require flatbeds."

Wholesalers benefit from large volume orders, admittedly at lower margins, and receivable protection. The co-ops don't like to invite in members who can't PaY their bills. Wholesalers also figure that if they don't work with the co-ops, their

competitor will.

"Some wholesalers have found the apparent credit strength of co-ops to be beneficial," NAWLA's Kent noted. "The lumber wholesaler is able to sell to members of the co-op who on their own would not be credit worthy. The rub comes when wholesalers rcalize that the co-op itself often has very little capitalization. This provides little protection 0o the wholesaler when there is a potential that several weak independent retailers late on payment could literally take the co-op down."

The scenario doesn't seem that farfetched following the collapse of Central Builders Supply, Sturgis, Mi., Builders Co-op, [nc., Marietta, Ga., and Reserve Supply Corp., Chicago, Il., all within a year of each other. CBS gave few warning signs before declaring bankruptcy in June 1992. The co-op continued to drive up sales - to more than $300

regardless of the co-op's financial well being. Such a policy puts the coop and its creditors at risk. We strongly recorrmend that anyone considering participating in or extending credit to a co-op investigate whether such a policy exists and, if so, proceed with due caution. We further suggest that all members of and suppliers to co-ops demand copies of annual signed audits of the co-ops with which rhey deal. Special attention should be given to the bad debt reserves, which are typically minuscule when compared to the exposure.

Hardware Wholesalers Inc.

LBM Dv. Established: Early 1950s

Main Offices: Fort Wayne, ln.

LBM Offices: Woodbum, Or.

Distribution Centers: 6

Reloads:24

Total No. of Members:3,317

o/o in LBM program:50€0%

Servistar Corp.

LBM Div. Established: 1971

Offices: Buder, Pa.; Eugene, Or.

Distdbulion Centers:7

Reloads: Multiple

Total No. of Members:3,800

% in LBM prognam:40olo

1993 LBM Sales: $725,000,000

Annual LBM Div. grcwh:207o

million annually - despite net worth of about $1.8 million and minimal protection against bad debt" according to credit rating agency reports. When dealers who had run up a huge tab with the co-op went under, CBS' house of cards collapsed. Wholesalers and manufacturers were stuck with sixftgne receivables and CBS members with potential liability.

Yet many dealers who owe CBS have the money. They just won't pay. Perhaps they figure why pay a bankrupt company? A bankrupt co-op is so busy fighting off the people suing it that it doesn't have the resources to pursue legal action against the people that owe it money.

"It is certainly reasonable to be wary of co-ops' credit worthiness in general," Kent wamed. "In the case of many co-ops with which we have become faniliar, it is mandated by policy that the menbers of a co-op receive periodic cash dividends,

"Co-ops and buying groups that are solely devoted to LBM products and who do not have capital investments in trucks and warehouses could run into problems such as those the departed co-ops faced," continued Ace's Wiggleton. "However, co-ops such as Ace have $2 billion in total sales behind them. And while the LBM department pays its own way in overhead, it is still allowed the cost advantages in expenses that a $2 billion company commands, along with the security of knowing this will keep its credit worthiness secure."

1993 LBM Sales: $ 678,500,000

Annual LBM Div. growtr:20olo

A thinly-capitadrzed cGop composed of many small, independent dealers does not have the resources to absorb any significant defaults. Furthermore, all mop members shorld be fully aware of the financial assessment provisions of their co-op agrcements."

Co-ops attempt to watch credit exposure by doling out stock rebates in addition to cash and by being selective in choosing members. Yet even the coops admit there could be more failures. Buying groups could fail, said Bob Carson, Allied Building Stores, Monroe, La, "if they are motivated to generate profit at their level more so than the dealer level. The profit motivation of the buying group and the lack of adequate legal recourse to collect from dealers has led to these failures. All groups have different standards for admission. If the buying group is motivated by the numben game, dealer cotmt and sales volume, they may be lenient on the admission standards. It is necessary to have dealers legally committed to paying their bill and who monitm the process daily. Management of accounts receivable and legal f@ourse can viroally elininate the risk."

Adds

"Buying gtoups are usually undercapitalized and it can be a nnjor concern. Do not, however, confuse Cotter & Co. with a buying group. We are a very strong, sound, closedcorporate wholesaler."

In order for either co-op or wholesaler to survive, "it will become increasingly important to provide value-added services along with each sale," NAWLA's Kent said. "Whether this means providing credit, prompt service, special product mixes or assistance in locating hard-to-find items, rehilers will - and shouldbecome more discriminating as to which companies they choose as their 'parfiietrs' in the supply line."

The successful independent wholesalers will be the most specialized and best able to form solid partnerships witl manufacturers. They have to strike exclusive deals that in a particular area they'll make the first sale and the last. After they do all the work, a co-op or competing wholesaler can't come in and carry the product.

And the successful co-ops? While the strongest could go on into perpetuity, the under-capitalized co-op might be in for some rough going. 'Maybe not today, in relatively good times, when the interest rate is 5-6Vo," smiled one wholesaler. "But just wait until things are tougher."

TIO CONSUMERS consider envil/ronmentally safe products important enough to pay morc for the,m?

Wbile some retailers are not convinced the answer is "Yes," pollsters tum up positive statistics:

/ 83% prefer to buy environmentally safe products - Getstman & Myers

/ About two out of tbree would switch to a brand beter for the environmentResource Integrated Systems

/ 63% are more likely to purchase a product because of green claims than thee years ago - Yankelovicb Clarcy

Shulman

/ 6l% went out of tbeir way to buy products labeled environmentally sound - Angus Reid

/ 72% recall labels witb environmental claims - Roper Orguization

A two-year Roper Starch Worldwide study of environmental ads determined consumers also want to lnow "What's in it for me."

"Be specific about the product's benefits in tems of the consumer and

Story at a Glance

Why retailers should use "greon marketing" ways to judge environmentally friendly products sales tips.

Does green selling pay?

not society in gerrral, appesl to a person's ego, don't aiur to sa\re the planet, most people would ratber save tbems€lves," Starch Tested Copy newslett€r advises.

How does a retailer apply tbis to in-stor€ mercbandising? Shelf talkers are an excellent way to point out advantages for the us€r as well as tbe environment from products that:

/ rdwe energy or water onsumption

/ avoid air or water pollution

/contain no hazardous substances

/ meet environmental regulations

/ uttlize recycled materials

/ cary Scientific Certification System's (SCS) Green Cross or Environmental Report Card or Green Seal's approval

/ qeate less solid waste

/ use recycled paper, bio-degradable ink, disposable plastic prckaging

Retailers can sell environmental advantages with confidence if they select products with verified environmental claims. "To stay abead of the curve, every bardlines retailer needs a basic understanding of the various types of claims appearing in the markeplace, and should be awre of the verification work Scientific Certification Systems and others are providing to ensure that these claims meet responsible green marketing guidelines," said Richard Lindsay, NRHA director of industry/environmental affairs. "Buyers should be able to distinguish between products which comply with minimal government guidelines and products which offer special environmental benefits and other valuable infornation, such as the information included on Environmental Report Cards."

Envirorunental Repon Cards grade a product on packaging, resoufce depletion, energy use, air pollution, water pollution and solid waste. Production, disEibution, use and disposal are considered. SCS also provides a certified label for wood products companies, evaluating them for sustainable harvest" ecosystem health,

and oomnunity benefits.

To encourage energy efficient product sales, retailers can cooperate with local utility cmrpanies in promotions, advertising, discount coupons or rebates.

Some retailers report success with recycling programs for discarded telephone books or plastic bags. They both attract environmentally minded customers and promote an image of a environmentally sensitive store. Stores with large parking lots have set up bins for recycling newspapers, aluminum cans and glass boules. Done in conjunction with a recycling company, such prograrns can reward recyclen with store redeemable vouchers.

Other successful ways to inprove a store's "gl€en" image:

/ Sell cloth shopping bags

/ Prticipate in community or scbool envir,onmental activities

/ Use environmental tips in ads or bill stuffers

/ Give away seedling trees

/ Schedule composting demos

/ Install energy saving lighting and drcught resistance landscaping

Ifo* do you complete a sale when IIa custoner finds a wood door attractive, but hesitates to buy it because he is concerned about maintenance problems, warping, cracking and energy efficiency?

There's no need for a homeowner to sacrifice preference and appearance for perforrnnce, explains Jim Brandt, marketing services manager at Simpson Door Co., because today's wood doors can perfonn beautifully, thanks to modern technology. He advises retailers to increase wood door sales by bringing people up to date on the latest manufacturing improvements.

Virtually every element of the typical wood panel door has been "reinvented" to improve maintenance and durability, according to Brandt. For example, at Simpson Door Co., panels are now sawn in two during the manufacnring process. One side is flipped 180" and then the two halves are glued back together. Reversing the grain patterns of the two halves virtually eliminates the possibility of the panel splitting.

Since wood has a nahral tendency to "breathe" with changes in temperature and humidity, wood panels in doors expand and contract. In the past, such fluctuation often created problems. Today, manufacturers build doors with panels that "float," held in position by grooves along the edges of the stiles and rails instead of glue. This technique allows for expansion and contraction, eliminating potential surface splits, as well as stile and rail separation.

Wood doors in the '90s also have improved stiles. While it still looks like a single solid piece of wood, a stile is now composed of several pieces of lumber bonded together and

ENGINEERED slile cross-section.

whv wood doors?

without compromising aesthetic appeal. The smooth surface also simplifies cleaning and maintenance.

Using Iow-E glass is another way the McCleary, W8., manufacturer gains additional R-value in doors. Doors that are dual glazd with LowE glass can have the space between the panes filled with Argon gas to raise performance even further. Because the greater the space filled with Argon, the greater the energy efficiency, Simpson has even expanded the space beween the panes.

Most recently, door manufacturers tapped into "warm edge" technology. Following the window indusry, they have started replacing the aluminum spacers between panes of insulated glass with U-shaped steel spacers that reduce conductivity and increase Rvalues. Since the edge of insulated glass has historically been the least energy efficient area of glazing, this is another step forward in energy efficient perfomance.

Wood doors are often considered less efficient than steel doors because of lower R-values. However, statistics do not quite reflect reality, Brandt maintains, because doors are opened and closed several times a day. He stresses a proper fit matters most since tests show approximately 75Vo of heat loss occurs around a door rather than through it. With proper weatherstripping, wood doors can be very efficient

Story at a Glance

Tips on selling today's high performance wood doors ... relieve fears of warping, cracking, energy inefficiency.

Doors that are properly installed and finished will require very little maintenance. Paints, stains and sealers available today can effectively enhance and protect the wood.

covered with a fine grain ven@r. Once it is in a door, a veneere{ or engineered, stile is virtually indistinguishable from a stile made of a single piece of wood. Yet it is much less likely to twist and warp, enhancing perf ormance, Brandt explains.

Thermal performance or energy efficien-

cy, another area of concem for consumers, also has increased with wood door design advances. Wood panels are now 314" to l-7116" thick, compared to 7116" or 9/16" in the past. This additional thickness makes a great diff€rence in efficiency.

Glazing technology also has improved. Iraded glass used to be a nightmare, Brandt recalls. Now, most leaded glass is sandwiched between two sheets of clear tempered glass. The edges of the glass are sealed together to form an air-tight unit. This sfengthens the decorative insert and mhkes it more energy efficient

"Train salespeople o highlight the technical features of the door, such as engineercd panels and stiles," Brandt recommends. "Then promote your own machining, hanging and installation services."

By assisting customers with pre-hanging, finishing supplies, hardware and weatherstripping, you'll not only be providing value-added service, you'll be raising your profits as well, he concludes.

How to choose the right fastener partner i'#':ri#t'"'

GIOME retailers think servicing tbe 9fastener aisle is a lot like junping out of a plane without a parachute painful and messy! For the unin-

formed, the job can be intimidating, frustrating, humbling and downright scary. Like Rodrry Dangerfiel( fasteners sometimes get no respecl.

That's until retailers learn how profitable fasteners ac. They arc one of the major profit centers in most outlets. The good news is that retailers who parher with the right fastener supplier can easily maximize sales and profits without having !o service the fastener aisle themselves.

Due to the profit potential for fas' t€ners, wise retailers carefully evaluate available suppliers using four criteria These are:

r/ Packaging

y' Mochandising

y' Service

y' Technology/Automation

Tbe right fastener packaging is the key for retailers because it moves product. Because the objectives are to increase sales and profits with minimum time and resource investment, packaging should do everything it can to make a consume/s buying decision easier.

Color-coded, easy-to-read packaging will quickly direct the consumer to select the right fastener for each job. Regardless of the Project, the right packaging can help determine how much of each Product he needs to buy and exactly how to use different fasteners.

Fasteners should be available to retailers in both blister pack and poly-

bag packaging options as well as contracor-grade. This allows a retailer to cater to his full customer base. Supplien who are flexible and offer all the options give retailers an advantage. An easy buying decision and solid packaging options lead to multiple purchases and increased customer satisfaction. Customer satisfaction ultimately leads to increased sales.

In conjunction with Packaging, quality merchandising is critical to increased volume. When Packaging and merchandising blend together and complement one another, theY are extremely effective.

A 44 foot departrrent with a wide variety of scramble colors and uncoordinated graphics is confusing and unfriendly. An inefficient use of time and space does nothing to increase sales.

On the other hand, color-coordinated signage, merchandising aids and graphic displays, along with application-oriented, shelf-mounted "nose pieces" will nrake a mediocre department great.

No retailer wants to service the fastener department. We all know that. Consequently, retailers should align themselves with a vendor who provides the following in-store, fullservice functions:

r' Order writing

r' Order check-in

r' order stocking

r/ Display maintenance & cleaning

y' Productlnowledge and raining

/ Dinect ship capability

When full, in-store service occurs on a weekly or biweekly basis, a retailer's sales, profits and turns increase. In fact, most retqilers recognizn, a 30Vo increase when implementing a vendor-managed inventory (VMD concept that maximizes productivity and efficiency. VMI focuses on a quick response cycle that maximizes sales when ninimizing overstock and out-of-stock inventory.

The following graphics highlight the "turn" impact of a full-service, vendor-managed inventory program:

vendors is able to offer him the following:

y' 48-hour order turnaround

3/ucc-rz8

y' Advane, ship notification

e/ WI

y'Pegman

y' Frctory automation

y' Multiple packaging options

y' Paying invoices via electronic fund transfer (EFI)

BUILDERS SQUARE faslener c€nter has 12 micro departmenls, such as Power Drive, Andror All and Grabber, to take the guesswork oul of faslener seleclion and give the consumer a sense of accomplishment and satisfaction.

Story at a Glance

Ways to make the fastener aisle one of the most profitable in your store tips on selecting a supplier ... criteria for judging vendor serYices.

1.8

A "no" answer to any of the above may mean a retailer is not aligned with the best supplier available. For exarnple, significant cost reductions can be achieved by taking advantage of UCC-128. With the use of a scanning device similar to those used in bar coding, order check-in takes minutes compared to hours with previous methods. This time savings occurs because you're inventorying pallets of goods all at one time, rather than individual boxes or items. Store employees can be on the floor selling instead of wasting time in the back checking in orders.

Many suppliers can provide fastener variety, but the fastener partnef that can give state-of-the-art packaging, coordinated merchandising, full, instore service and sophisticated technology support is the one to choose.

Using a Direct-ship, Fully-serviced, VMI (Vendor Managed lnventory) Program.

Optimal 44' Fastener Aisle

3.2

In evaluating this fourth and final criteria of supplier selection, a retailer should ask himself if his choice of

Serving the fastener aisle can be rewarding in terms of return on investment. It doesn't have to be scary. Having the right fastener supplier is as wise as choosing a topquality parachute that's fully loaded.

Doug Copley has over eight years experience in tlw do-it-yourself aad constrtrction srEp$ markets. Previousty with Black @rd Declccr, lle was respowhlc for major account sales at VSI Fasteners beforc being nanted director of marlceting. - Editor

E$trWS

Scotty't, lVinter H&ven, Fl., and Dave Buster-Carl Mathews School of Construction have formed Scotty's Contractors Scrulal (cee sory p,23) ... Scotty's tn Palm Bay and Merrttt Island, Fl., hrvp.ba updtbd" r.

Natlonal llonc Ccntcr Inc. expected to opcn I new 185,(n0 oq. ft. Fayettevllle, Ar., store beforo Menorlal Day Foworth Galbrulrir lttnber qened a McKlnney, TI., truss pl&nt, Bob Malstron gen. mgtr., and a sr8oo, Tl., Dc wtth a 9,000 sq. ft" warehouse andsmall yud

Uvalde Lumber & Hardware Co., Uvalde, Tx., ls operatlng from a new faclllty ts Ace Hardware and Lumber Bullders Square wlll ctose tts remalnlng Rtchmond, Va, sbre ln July...

Leslo Sales, Hemphill, Tx., acqulred by llutson Enterprtses lncludlng PhiIp Hutson and storc mgf. Cliff Hutson, wtll retaln ttp lalne, hS ha$€ m affill*lon wlth kslo Distrlbu&rs, Lnfld& Tir. ... A&M Sttpply, Plnellas Park, Fl., opened a fourth branch ln Orlando, Fl. ... Hope Lwbef Co., Tlrlsa, Ok., leased a 5,4O0 sq. fi" locadon in $st city

Builders Warehouse Associarloa Batesville, Ar., ls operadng fiom new btrildtngs on the forrer Jolm E. Bryant & Sons ktmber Co. property whichfuy lease; old struchres are being demolisttd ...

Hone Depot plans 645 new sffi in tlr rrcxt 4 yers (66 ttis yeql; 83 in 95; 103 in 96 end 129 in,.'97) ad.as many ul 100 more Expo storeo in tlte next.S yeus, iacfu<ilng a qwond A*auta, Ga", Expo due to h builtttris year ...

Annlverssrl az Southcrn Lumber Co,,Jaclson, Mg., llth

Cancrcn Ashhy lrc., Drllas, Tl., ls acqutrtqg Britc Aluninn, a dlv. of Southeastcnt Metals Mut$rcurhg Co,, lrrc,, Jrclsonvllle, Fl., dlstrlbutor of Bdd and Mosterchield vtnyl butldng poducts wt0l8nru8l rEyenu€o of about $1.2 mtllton, thts month...

Hunt Lumber Co., s dlv. of Hunt Plryood Co., Ruston, La., prchase<t Walhce Tle & Tbnber's hrrdwood mill, Olla, La.,' Gerry Brusc{a, Rueton, ls handllng sales ,.. Coastal Lumber Co., Weldo& N.C., purchased Arant Lumber Co., New Bern, N.C., namtng Blll Faulbr gen. mgr.

Conner Distributors, Inc., changed its name to Conner h&ntrirl* Inc., movlng offices to a new 21,000 sq. ft. Fon Worth, Tx., locatlon and contlnulng oxpandon with a sewntn ad mfg. plantdue to open ln S$llwell, Ok, early thls month and en Ohto sawmill tn Aug.

Willancne In&strieswill build a structual beam plant rcxt to its Simsboro, La-, particleboard plant and an OSB plant near Arcadia, Ls. ...The Springfield.Group plans to open a southern yellow pine veneer and sheathing plywood facitty in Fitzgaald, Go.

Weyerhae user's Building Materials Distribution Business opened a distribution center in Plymouth (Orlando), Fl., Scott Gardner mgr., ad is looking to add another DC in the Houston, Tk., a^rea...

sd Ar., $c

llon mcdlus -dendry f,Dertoard Dlant rt s to-bc-selected slte ... Cantn Lnnbt, Grcensdlle,, Tn., Cottot Lunber, Grcengdlle,, named Vallcy Lumber Sales, Knoxvllle, Tb., es an exclusive aesletlng saloo egent ... V& Alstyne Manufacturing, Van Alstyne, Tx., enlarged its door faclllty ,.. CertainTeed Corp., Valley Forge, Pa., acquired CIflrk Unlted, Dallas, Tl.

Jatues Hardie Building Prodtrcts,Izc. opened a new oentral re$on sales office ln Rlchardson (Dallas),1\. Izslte lrickhada grad openlng at its new Bugau N.C., mfg. and dlstrlbudon facility with N.C. Gov. Jlm Hunt as keynote ryeaker and oped a rrcw 18,000 sq. ft. DC tn Fort lVorth, Tx....

Metro-Dade County, Fl., "Hurrlcane" door and wlndsnr.', codes became effective May 30 wlth,Ield-Wen's Nord and Beiid doors the frst cerdfied ... newlyformed Plastic Lumber Trade Association ratified charter bylaws and electedofficers ...

A $1 mtllton Dept of Interior National Biological Survey will study Sor.dhern forest wetlands ... EFA proposed a gas powered lawn and garden equipment national emission stffidard ...

Housingstdrtr for April (latest figs.) slowed 2.5% tD a 1,455,000 annually a{usted rate ... single family $arts tdl 4,4%; multi-family stars climbed to 244,000 annual rate; permits rcse 4.4% Southern starts tell 4.9% ... National Association of Home Builders towered its 1994 housing starts estimate to 1138 million usits.

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CALENDAR

Listings arc oflcn subntttcd nrrinlhs in dvura Alwoys vcrify datcs-urd locitions wth sporcor bclorc nak'lng plut's to attcnd

JUNE

Lumbcrmen'r Club of Menphb - Junc 9, meeting, Racquet Club, Mempbic, Tn.

Florlde Lunbcr & Dulldlng Meterlel lhelcrr AssocletlonJune 9-12, gurrunor mansSement rctreat, Innirbrook ResoG Tarpon Spings, Ft.

Netlonrl Hrrdtood Lumber Ascocletlon -June lll5' Srding short coune, HickorY N.C.

Wood Deslgn & Constructbn Conlertne - June 14'15, Hanar Cultural Centse, Hatrlar, NorwaY.

Nrtlonel Herdwood Lumbcr Acsodetlon - June l$21' lumber drying rcminar, Holiday Inn Airpod East" buisvillc' Ky'

Southern hsrune Treelerg Acsochtlon - Junc 19'21' sunmer ureeting, Broadwatcr Beach Towers, Biloxi, Me'

Natlonal Hrrdwood Lumber Acsalrtlon - June 2O'22, drying evaluation & tour, MemPhis, Tn.

Nrtlonel Fenectretlon Ratlng Councll - June 2l'25' sunner meeting, Stouffer Vinoy Resor! St' Petersburg' Fl.

Carollnas-Tennecsce Bulldlng Moterlel Ascochtlon - June 23' 26, sunmer confercnce, Grnve Puk Inn, Asheville, N.C'

Oktahome Lumbcrmen's Assochtlon - June 2"{'2'6, summer conference, Western Hills Guest Ranch on Ft' Gibson Reservoir, Wagoner, Ok.

f,'orest Productc Socbty - June 26'29, annual meeting, Holiday Inn by tbe BaY, Portland, Me.

Interbulid Austrdh - Julr- 25'I),intemational building materials & equipment exln, Melbourne, Australia.

CarollnacjTennecsee Bulldlng Materlal Assoclatlon - June 3O safety progranr seminar, Raleigb' N.C.

JULY

House-Hasson Hardware Co. - July 9'10, markel Gatlinburg Convention Center, Gatlinburg' Tn.

Natlonal Hardwood Lumber Assoclatlon - July l1' vacuum drying of wood short course, Blacksburg, Va.

f,outitaia Bulldlng Materlal Dealers Assoclrtlon - July 14'17' surnmer conference & fanrily outing, Murioss Grand Hotel' Point Clear, Al.

Servlstar - July 17'20, home & garden sbowplace convention, Op'ryland Hotel, Nashville' Tn.

Orgl-ll-Brothers & Co. - July 22'24, market, Nashville Convention Center, Nashville, Tn.

Intematlonal Lawn, Garden & Power Equlpment Expo - July A 26, Y*nltcky Exposition Center, louisville, Ky'

Natlonal Hardrvood Lumber Assoclatlon - Ju.ly 25'26' sawmill tour, Memphis, Tn.

Handy Hardware Wholesale Inc. - Juty 29'31, George R' Brown Convention Center, Houston, Tx.

AUGUST

Wmd Mouldlng & Mlltwork Producers Assoclatlon - Aug' 3' 7, summer mleting, Squaw Creek Resort, Olympia Valley' Ca'

Southeastern Lumber Manufacturers Assoc'latlon - Aug' 4{' annual meeting, Beaver Run Resort, Breckemidge' Co'

Watters & Martln - Aug.7'8, show, Scope Norfolk Convention Center, Norfolk' Va.

OSBORNE'S CUSTOMERS ARE THE PICKIEST BUNCH OF BUILDERS AND PAINTERS IN THE NORTHEAST. HE KNOWS PRICE IS IMPORTANT, BUT QUALTTY rS WHAT COUNTS. AND HE KNOWS HE'D BETTER KEEP PLENTY OF WHITE LIGHTNING IN STOCK.

BOB

"The builders and painlers around here work on homes costing up to a million dollars. Of course they're picky," says Bob Osborne of Ridgef ield Supply in Ridgef ield, Connecticut. "When we started carrying White Lightning, these guys were skeptical. But we got it into their hands dl our Pro Show and they saw the smoolh flow and whiter finish. lt was the most popular product line out of over a hundred. Then when they got it on the job and saw

Loubhne BulHlry Mrlcrbl Dohn Arroclrlloa bu rcrcrvcd July 14-17 for ib annual lumrnor onfercne and fanily oudn3 at tbo Mrrrlott Grand Hotcl, Point Clcrr. Al.

Prcridcnt Stcvc Asby, A. J. Harrig, Curtir Turnor rnd Jorry Smith bavc put togctbcr a combinadon of bulincsr drectingr ud locirl ovonts includlng a roundtablo on rbol sMr.

Rcsorvadon cloro tuly 9.

Lumbermen's Assocletlon of Texas will have budget & finance comnitee and executive committee meetings at LAT headquarters in Austin June 15.

An installed sales workshop ia echcdulod Sopr 8 in Kerrvillo followed by fall bord and committcc moctingr Scpr 9-10.

Kcntucky Lumber & Bulldlng Meterlel Deelerc Asgoclatlon has

approved Feb. 7-8 for the 1995 annual convention at tbe Marrlott Griffin Gatc Resort in l-exington.

Jack Nugent, Combc Co., Lorington, was named chaimun of thc mwly-fomrod associates committec. Sunn Elmorc, Buzick Lumbor and Homc Contor. Bardrtown, wor appointcd co-chairuran of tho odrration committoo.

MH-Amerhe Lunbcrncnc A$odrtlon'c 1995 Expo advisory comtrittcc is

conrideriry cburging the dates from Feb. 15-17 to Feb.22-24 to avoid a conflict witb another largo buying show.

Derald lgdell, Town & Country Building Supply. Bolivar, Mo., chairs the comnitteo whicb includor David Heien, Marlow Lumber Co., Mrrlow, Ok., and Bcrt [.cwig, Fort Smith Lumbcr Co.. Fort Smitb, Ar.

Nrtlonel Lumbcr & Bulldlng

Mrtcrlel Dcrlerr Amocletlon'r 78th annual conventbn will be Sept. 2:i2-24 at tbe Hyatr Regency, Maui, Hi., with Harold Smick taking offioe as presidenl

I Aluminum Window Screening

I Fibergloss Window Screening

I Fibergloss Potio Screening

I Spline & Supplies

Tbe prelininary convention schedule includes author T. Scott Gross speaking at breakfast and leading a workshop on "Winning in the Year 20fi): Attracting, Training and Retaining a Winning Team;" Dr. Cheryl Bann discussing "Retailing 2000 - Managing for Excellence: What Every Lumber Dealer Needs to Know in Order to Prosper in the Years Ahead;" representatives from Australia and New 7*aland discussing wood products industries in their countries; Cigna financial advisors oonducting a succession planning workshop for fanily and independently owned businesses, and Jim Petersen, Evergreen Foundation, speaking on "The Future of Americas Forests: What to Tell Your Customers and Your Communities' at the past presidents'luncheon.

A variety of council and committee meetings, sports tournanents and social events including the past presidents' lunch, president's luau and second annual chrity auction is planned.

A Sept. 25-Oct. 1l tour of Australia and New Zealand will follow.

Scotty's Contractors School

In order to offer expanded services for Florida contractors, Scotty's, Winter Haven, Fl., has formed the Scosy's Conmctors School.

Conducted by the Dave BusterCarl Mathews School of Construction, Scotty's-sponsored courses prepare students for the contractor's examination and provide continuing education for currently licensed contractors.

Scosy's decided to join forces with the school after the Florida legislature passed stricter licensing mandates, requiring contractors to complete 14 hours of education every two years in order to renew their licenses.

According to Daryl L. Lansdale, pres. and ceo, there are over 35,000 conEactors whose licenses expire in August. "These new requirements created a need for a large statewide organization that would offer quality, state-accredited classes, taught by professionals," he said- "Thgse classes are going to be offered at times convenient to contractors."

HQ Carrying Parent

The child is beginning to carry the parent at Hechinger co., parent company of Virginia Beach, Va.-based Home Quarters Warehouse.

For the fint time Hechinger has released separate perfonnance figures for subsidiary HQ, revealing HQ is generating most of the firms' profit and soon will deliver most of its sales.

Over the last two years, 72-unit Hechinger Stores' sales inched up to $1.05 billion ftom $1.02 billion, with operating income falling ftom $41.4 million to $4.9 million.

At 56-store HQ sales nearly doubled (from $522.2 million to $995.3 million) and operating income rose l0l4o to $45.1 million.

While Hechinger Stores will continue to operate in mid-Atlantic states, the warehouse-style HQ will be the vehicle for expansion nationwide.

Sales Aid Ghinese Army?

Home Depot has been accused by the AFL-CIO of selling goods made by the Chinese army, thereby helping to fund Chinas arms buildup.

Although the sales are legal, congressional and union investigators called them outrageous since they provide the People's Liberation Amy

of China with a growing source of income to purchase and develop sophisticated weapons.

Chinese anny subsidiary Norinco reportedly sells hundreds of millions of dollars in consumer products to American firms like Home Depot and Kmart.

Home Depot importing director Don Campbell said, "If I knew the products we're selling were from the PLA, we would not buy them." Home Depot said products cited by the AFL-CIO account for only "0.0402Vo" of sales.

Building Materials To Go

Lowe's Log Cabin Dr. location in Ma@n, Ga., offers customers the option of faxing a supply list to the store to be filled and ready when they arrive.

"With this program we can have the order ready to go," expliains manager Bill Smith. "If the fax comes before noon we can have it ready within an hour. That service is used pretty ftequently."

The perk is available !o both cash and carry contractor customers and private individuals.

If you buy any of the following products you need to call a team that can provide you with quick shipment, competitive prices & follow-up:

Southern Pine Lumber

Tleated Lumber

Landscape Tlmbers

Shingles o Roll Roofing

Felt . Insulation o Doors

Bath T\rbs - Showers

Grooved Plywood Cross-Outs Cross Tles

Plywood & OSB

Particleboard o MDF

Plywood Strips (Ihop-Offs)

Wood Paneling

Hardboard Siding

Hardwood (Drying Yards)

Furniture Parts

Hardwood Fencing

Plastic Products

PERS NALS

Mlchael J. McFarland, natlonal sales mgr,, Swan Secure Muctl, Itp., has been appointed v.p. of ralcr & mk[.

Rlck W. Mullcr har joinod tbo nlcg tcssr at Conncr Distributon. Fott Worth. Tx.

Jene Evenc, M. Doughr lvcrtcr, A. D. "Pc[rP C-orrolL Rlchrd V. Gbtdrno and Ih. Loulr Sulllven worc clectcd to tbrcc-ycar tcrms on thc GeorgiaPacific board of directon. Retiring

from the board are Cllfton C. Gervln Jr. and Norma Pace. John Turner was promoted to v.p.-government affairs and Beth C. Zoffmann, v.p.coqrorate communications.

Mlke Colemen has joined Causeway Lunber Co., Fort Lauderdale, Fl., as diroctor of prrcbasing.

John Heggorty III, Willians Lumber Co. of North Carolina, Rocky Mount N.C., has bcen clcctcd pres. of the Soutbem Cyprcrc Manufacturers Associrtion. Lymrn Shlploy, Coastal Lumber Co., Weldon, N.C., is v.p.

Norm Whlie, formerly witb L. L. Brewton, bas joined Hoover Treated Wood Products, Tbosuon, Ga., as sales mgr.

Aleu C. Meeks iB new to sales at New South, Inc.'s CarolinaPine division, Marion. S.C. Crlft Gorc is a new sales management hainee. Thomas A. Mende, corporste mktg. mgr., recently completed hi6 MBA at tbe University of South Carolina.

Prul OtCeln is responsible for mill production at The Springfield Group's Fitzgerald, Ga., veneer and plywood plant, set to open this fall.

Steve Llndqulst has transfened to Ace Hardware's Peachtree City, Ga., regional office, as a routbern pine trader.

Dlon Brlght has been named co-mgr. of 84 Lumber, Falling Creek, Va. Other new co-mgrs include Dana Flelds, Versailles, Ky., and Robert Tubrldy, Bluff City, Va. New mgrs.: Ryan Slmmons, Tampa, Fl., and Steve Styon, Gainesville, Fl.

Andrew Carusone, Wayne Rufus Dallas and Evelyn Mellssa Ragan are new training specialists in the Lowe's Leadership School. Lee McConnell is now mgr., Wilnington, N.C. Davld Shelton, v.p.-store operations, was the featured speaker at the Berea College Labor Day Convocation.

He'r c conlrqclor who demandt lhe uncom,mon peilormqnce ol Dlckon Splll-Proot Stdlng Nctlr.

The Dickson Neverust9 with smooth or Lock RingTM shonk, delivers three times the rust protection ol ordinqry gqlvqnized noils, Or choose Dickson's stoinless steel nqils. ,unmolched dulobility lor redwood, cedar qnd other high-ocidwoods.

With Dickson nqils, you get eqsydriving, tight-holding perlormonce. Plus the contidence oi knowing you've done the job just once ond lor good. No rust streoking. No cqll-bqcks, For iree samples

Joe Thompson has been prcmoted to national builder sales mgr. at Bruce Hardwood Floors, Dallas, Tx. Andy Staley is now national accounts mgr.; Jlm Gardner, flooring div. mktg. mgr., and Randall Weeks, Houston, Tx., district sales mgr.

John Gordon is the new mgr. of Home Depot, Pineville, N.C. Gary Hall and Tom Loy, Greensboro, N.C., earned state certification as nurserymen.

Rlck Prlce has been named gen. mgr. of Foxworth-Galbraith Lumber, Hamilton, Tx., replacing Tlmm \ilhlte, now gen. mgr., Temple, Tx. Other new Tx. gen. mgrs.: Tlm Ferguson, Whitney; Gene Robertson, Sonora; Mlke Glllum, Shemran. Davld Motes is asst. mgr., Sherman. Dishict retail mgrs.: Paul Smltb, West Tx. & N.M.; Davld Albrltton, Central Tx.; Pam Crosswhlte, East Tx.

Phll Fortson is the new sales mgr.-eastside southern pine lumber at Builder Marts of America. Greenville. S.C.

Meghan Boland, daughter of Gerry and Bonnle Boland, Boland-Malonev Lumber Co., Louisville, Ky., was chosen as this summer's National Lumber & Building Material Dealers Association intern.

Steffen Lake, Lakewood Treating, Newbeny, S.C., is home recovering from a successful bone marrow tsansplant.

Bob Henkle, Grand Country Homeworts, Grove, Ok., was appointed to National Lumber & Building Material Dealers Association's legislative committee.

Kelster Evans, exec. director, Tropical Forest Foundation, and officers Thomas LoveJoy, Dr. Gary Hartshorn and Bob Johnston addressed over 100 architects and designers on commercial tropical hardwood applications April 21 at the Smithsonian Institutution.

Tlmothy Moore, national accounts mgr., Wayne-Dalton, was elected pes. of the American Rolling Door Institute.

Nlck Stover, store mgr., Hardman Lumber Co., Arkadelphia, Ar., has filed as a candidate for the Clark Countv Quorum Court. 4l-year Hardman employee Grady Runyan has qualified as a candidate for county judge.

A. B. Aycock, sales mgr., El Dorado Lumber Co., El Dorado, Ar., has retired after 36 years with the firrr.

Wllllam Sulllvan is now No. Tr./Ok. dishict sales mgr. at James Hardie Building hoducts, Dallas, Tx. Jetf Lack is new as central sales service mgr.

Woodle and Jane Acord, Acord's Home Center, Eureka Springs, Ar., and phll Mayes and John Rlckert. CBM Building Materials, Bella Vista, Ar., recently completed Mid-America Lumberuren's Association-sponsored material estimating courses.

Jonny McSwaln, McSwain Hardwood Flooring Co., was re-elected pres. of the National Wood Flooring Association. Ron Parklnson, Hafico/Tibbds, is v.p.; Ray Kelgher, T. R. Hazlett, sec., and Chrls Coates. Golden State Flooring, treas. New directors: Jlm Caroll, Terry Noble, Mlke Lewls, Wayne Cotton, John Hoopes.

"$uote" of the Month

"Conceived and devised in secret by a small band of narrow-minded enviros without regard for the input and eyewash exhibited at the conference table."

- Amcrican Plywood Association clairman Dennis Sperrcer, dnscribing President Clinton's Option 9 fore st managemcnt plan.

Raymond Holoman was elected pres. of South Atlantic Lumber Industries, Greensboro, N.C.

Alan Clark, Clark's Building Material, Hot Springs, Ar., has filed to run for re-election to the county quorum court.

Harry Lott, Simpson, Stepp & Lott Lumber Co., Greenwood, Ms., and his wife, Mary, just attended their 50th straight Mississippi Building Material Dealers Association convention.

Don Cummlngs is now senior v.p, at Wilsonart Temple, Tx. Guy Shlelds is v.p.-human resources.

George A. Lorch, pres. and ceo, Armstrong World Industries, has assumed the duties of chairman, succeeding retiring Wllllam W. Adams. Atan L. Burnaford is now v.p. and director of Asian operations; Davld J. Felght, director of business development and v.p., and Stephen Stockwell, v.p. and gen, mgr.-corporate retail accounts div. Clark G. Thomas, Jr., dept. mgr., Hechinger's, Leesburg, Va., wed Susan Lynn Matthews March 23, 1994.

Ima Blmbeau is new to the secretarial pool at Mungus-Fungus Forest products, Climax, Nv., report owners Hugh Mungus and Eleddy Frrngus.

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Gaution keynoteswholesaler meeting

SOFIW RE SHOOTOUI sc]tedule b*kdrcpo

(1) Lamar Lognn, Nirjr Kenl. (2) Bob l'landegtd, Rrndy &mce. (3) Glcg ftUeo, Ken Loll, Rlch Bllby. (f) Lawrene Newton, Harvey Gnvco. (5) Slan Conowall, Mike Shaffer. (0 Bud & Betzy Baker, Bob Owens. (7) Matk Fngele, Bill Jones, Mike Herbert. (8) Tom Kroidri, Bob Menifl. (9) Joan Schakel, Lorcn Nuller, Tom Pelty. (10) Mike Shaffet, Rich Sdrabsrg, Bary Russin. (11) Mad( Inglb, Jim Carroll, Mike Canfield. (12) John Cizek, Johnny and Bevedy Mailin. (,|3)Jim Brcyrn, Frank While, l,lelsoh Assink. (.|0 Jad( Adon, Dennis Downer, Sleve Silkwood. (.|5) John Branstetler, Dan Rickad. (16) Dan Chetry, John Jayne. (17) Burrle Elmore, Bill Scott, Dave Kaney.

ltlollowing a record winter of wet l' cold and fluctuating lumber prices, NAWLA members sought solace in the warm sunshine of Scousdale (Phoenix), Az., for their 102nd annual meeting. Relief from the gyrating wood prices has yet to be found. Caution was in tbe air.

Nearly 525 attended, the best att€ndanc€ in five years for a North American Wholesale Lumber Association gatbering. Five manufacturer associations held various meetings as advisory councils, working 0o height-

en cooperation between mills and wholesalers in the distribution channel.

The Great Software Shootout was a presentation by various computer finns outlining their wares and services. Following were one-on-one sessions for NAWLA members t,o get up close and personal with the latest in oomputers.

The prestigious John J. Mulrooney Memorial Award, NAWLA's highest honor, went to Jobn C. Hampton, chief executive officer of Hampton Affiliates, umbrella firm for seven cmrpanies. It is presented for exemplary service to the North American forest poducts industry and the community at large. The award, a handcarved eagle, symbolizes the freedom its recipients have enjoyed pursuing tbeir goals.

Jack Skriden, Metropolitan Lumber Co., Oak Brook, Il., was elected president. Eric P. Canton, Canton Lunber Co., Minneapolis, Mn., is the new first vice president; Steve V. Snavely, Snavely Forest Products, Pittsburgh, Pa., second vice president;

Stephen F. BoyG Manufacturers Reserve Supply, treasurer, and Nicholas R. Kent, NAWLA, executive vice president and secretary.

The balanceof the executive committee includes Fagan Cox, Jim Epperson, Ted Fullmer, Jerry Guscafson, Bob Guthrie, Jim Liverurore, Mark Lofland, Jim McGinnis, Bob Owens, W. E. TufB, and Duthie Welsfond.

The contact sessions were again popular, attracting 76 table-top exhibits and four displays, the largest sessiut in several years.

This year's meeting was held Apin22-26 at Mafiioc's Camelback Inn. Next year's gathering will be May 6-9 at the Westin Resort, Hilton Head Island, S.C. The 1996 annual meeting is slated for Loew's Ventana Canyon Resort, Tucson, Az.,May 3-7.

wocttrt GC'NNECTGIFISi TWO

Story at a Glance

Well attended 102nd annual follows a rough lst quarter ... Hampton wins Mulrooney Award Skriden elected pres.

Tim Brennhn,lim Vinson. (7) Julie Wrighi, Keilh Kersell. (8) Chris Lydch, Bob Reld, Kenneth Messmer, Greq Vdnca. {9) Bob Sabistina, Bob Owens.

(12)

Englnccrcd Entrlcl

ltc Gradc collcctkxr of gdlc and rdl cntry doors has bcen tnroduced by Bcnd DoaCo.

NEW PR DUCTS

and selected sotes ofds

P.E.T. Redwood Studs

Precision end-rimned redwood studs are now available ftom tbe Pacific Lumber Co.

Acceprcd rnd€r thc Uniform Building Code, tbc 2x4arld2x6 green redwood suds arc said to stay straigbter, yard better and nail easier than sudsmade from other species. Redwood's inherent dimensional stability also will help conracbrs provide straighter walls with lcss effort.

Lengths initially available include 92-114",96" and lM1/4" P.E.T. Each banded unit is end-painted.

The IO158 features a minimummaximum temp€ratute memory display, sleek design and easy-o-read numbers.

Flerible Masking Tape

flsil-lVln'qk, flexible painter's tape to prcvide clean edges w[66 mqskirrg the most difficult cuflel and tigbtest comers, is new hom tesa taDe irc.

Tbe ape features 5O%-plus elongatim for higb flexibility. An aggressive adbesive compound makes it

Engineered stiles and rells are joined in an edgc-glued, fingerjoint construction to provide higb dlmensional stability. Panels are deslgned to prevent splitting-tbrough for the life of the door.

Dlgltal Thermometer

A rew large display digital indoor/ outdoor thermometer is now available

ideal formasking a wide range of surfaces from smooth interior walls to rough exterim briclcwork. Its paper construction reportedly makes it easy to work with as it t€ars cleanly for fast application and removes easily with no rcsidue.

Head-Turning Mini-Lathe

A compact swivel head lathe made of solid cast iron to provide the smooth running ciaracteristics of full size lathes is new ftom Record Tmls.

With an overall length of just 26" and a capacity of 12" between @nt€trs, the RPML300C Compact features three speeds and a l/3 hp induction capacitor start motor. Bowls up O 81/2" diameter can be turned over its bed. Swiveling the head to one side provides 14" c4acity.

Available only in completely assembled units, the exterior doors are made ftom kilndried premiun grade Douglas fir in a wide range of standard sizes. Doors, sidelights and ransoms offer numerous glass designs and options.

Seamless Transitions

Paneling seam tapes and accent border tapes ar€ now available to coordinate with Gemgia-Paciftc's Paper Works Colloction of pre-hung wallpaper panellng.

Matching the line's ll styles of paneling, the seam tapes and borders (sold separately) have a self-stick backing to apply to the paneling without messy pastes or glues.

cut ln on The Band

Dremel's new. 10", two-speed band saw brings the power and cutting ability of higho priced band saws to the home workshop in a convenient, competitively priced benchtop design.

The Model 1120 band saw feafires a superior two-wheel design to provide befier blade tracking and reduce blade breakage. Crowned and precision balanced die cast aluminum wheels minimize vibration. The ll2 hp motor provides ample power at high o low speeds to cut a variety of materials including wood, plastics and light non-ferrous metals.

The tool accommodates blades ll8"-112" wide and '72'-74" long. Blade tension can be set in one step by using a built-in tension scale. An adjustable upper blade guard feafires

FREE ADDITIONAL II{FORIT{ATION

on any product in this section is available by writing 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660. Or call (7 14) 852-1990 or FAX 7 1,4-852-023 1 Requests will be forwarded to the manufacturer. Please list product(s), issue and page number:

an easy-to-read scale for cutting height adjustments. Adjustable blade guide blocks on both the upper and lower guides support the blade while minimizing blade wear.

Its 13-ll2 sq. in. rugged die cast aluminum table tilts from -6" to 45" for angle cuts. Table angles are set by using the built-in degree scale. Other table features: a miter slot and predrilted holes in each of the four corners for attaching jigs for special pro- jeca. The blade removal slot is positioned to the side of the blade instead of in front of iL so the blade can be cbanged without having to remove the optional rip fence atrachment

The one-piece, die cast aluminum frame is engineered to maximize stability during cutting and minimize distoftion when the saw is under load" A 2-114" dust collection port is built into the frarrre, along with a mount for an optional gooseneck work lamp. The heavy cast iron base has holes for mounting to a work bench or to the optional standneg set. The up-front pow€r swirch has a hole for a padlock to prevent unauthorized operation.

Fine Vinyl Openings

The Astoria Collection, vinyl windows and patio doors with clean, sleek lines that complement any project and meet the most demanding energy codes, has been inroduced by Louisiana-Pacific.

Wood-Look Steel Door

The Acclaim ste€l entry door ftom Challenge Door Co. reportedly provides the look and feel of wood.

The wood look and feel is achieved by baking a 10-mil coating of liquid vinyl onto the 24 gauge steel panel, creating an embossed woodgrain pattern and staining the surface.

An all wood frane between exterior and interior surface panels eliminates metal-to-metal themnl transfer. Inside, the door is a solid, high density, polystyrene insulating core that reportedly exceeds current energy efficiency standards fu residential construction.

Made with a new generation of stonger, modified PVC, they reportedly resist rust, rot, scratches and dents. The windows and patio doors are structumlly stable, rigid and virtually maintenance-ftee.

The exterior doors are available in flush, panel and patio designs with a number of decorative glass designs.

Tparurud Gheet

A unlque medicine cabinet organlzer from Rx for Organization reportedly creates up to 40% more usable space and more efficient storage.

witb double-faced adhesive.

In traller cabinets (23" high, inside), tle top becomes an additional full sbelf. It fits into shorter size cabinets by snapping off t[e top section. A l/2' snap-off edge on the open left side accommodates virtually all widths of built-in medicine cabinets.

Graffiti Be Gone

Mister Stripper Graffiti Remover from CMR Industries sprays on, so graffiti may be wiped off immediately.

Its industrial sr,ength foflnula re-

BulHlng

and other smooth surfaces. It is not recommended for PVC, polystyrene or automotive finishes.

Safe to use because it contains no methylene chloride or methanol, it comes in quarts, gallons, five-gallon and 55 gallon drums.

Cable Gllp

A new lighweigbt cable clip ftmr T-Plastoch Inc. allows elecrical cmtractom to bundle cable in compliance with new national electrical codes.

Made of bigh-impact, recyclable polystyrene, the Organizer includes adjustable shelves witb special features to organize hard-o-store items such as toothpast€, toothbrushes, razors and tubes. It is installed by secrring it to tbe back of the cabinet

portedly removes paint, ink, dyes, shoe polish, crayon, lipstick, etc., from vinyl and aluminum siding, painted wood and metal, fiberglass

After Kwik-Klip is slid onto the stapled first cable run, additional cables (such as tv and telephone wire) are pusbed in. Clips do not need to be naile( stapled or othenlise fastened to the surd.

Stqinless SteelScrews HH

Swaneze

For cedar and redwood decks

o Fences o Stairs & Railings r House

Trim o Outdoor

Furniture . Boat

Repair o Piers & Docks o Window

Boxes & Planters

o Lattice

Lengths: l" through 4"

No Staining! No Sfrea king!

o Self-counter sinking bugle or trim heads

o Souare drive recess eliminates driver bit cam-out r "Beaver Bite" point for quick penetration o Selftapping coarse threads o Coated with non-stick, dry lubricating film . Solid nickel/chrome stainless steel for superior corrosion resistance.

For additional dan and dealer information:

No treated wood can offer the same combination of beauty, durability, and natural resisfance to warping, twisting, and checking like TopDeck redwood can. Slmpson's TopDeck is available from Canton Lumber.

Chop To lt

A new waste steel banding disposal device from Delta Strapping Corp. cuts any steel sEapping up to 1-114" wide into 3" long ships.

Designed to reduce worker injuries, save forklift tires and conserve dumpster space, Jaws is said to process up to

110 ft. per minute. Users merely insert one end of the band into the machine's semi-automatic infeed system. A top mounted release handle prevents misfeeds.

THE BEST TOOL BUILDING INDUSTRY

.

VERSATILE:

Drives screws 2" - 3"

ACCURATE: Allows precise countersink settings.

. CONSISTENT:

Virtually jam free with Ouik advancing screws.

OUIK: uo to 4 times faster than conventional methods.

FAST LOADING: 167 screws per coil - in iust seconds.

APPLICATIONS:

Decks, Docks, Fences, Panel Assembly.

ADAPTABLE to most electric or air powered heary duty screwguns.

. OTHER MODELS

AVAILABLE To drive screws from 5/s" to 2".

LARGE VARIETY OF SCREWS including QUIK DRIVE RUST BUSTERS, colored to blend with cedar and pressure treated lumber; also self-drilling tips to avoid wood splitting.

Tenneeeee Flrm llevoted to Grofih, Service, Fltness

Paty Co., Phcy Fhts, Th., ontlnueE to gtow after opening Big John's, a bulldlng marcrial closcout store ln Johnson Cltn'1n., in Manh, projocttng addlttonal retall unltg plannlng an cxpanslon of adoc and window component manufacturing oegmcnt ln Piney Flats and addlng new equipment at stofes.

"We're in the process of upgrading all store comput€r systems," president and ceo John E. Seward, Jr., explained. "'We've already made a major upgrade in the comput€r system in the corporate office.

Founded in 1932 by John C. Paty, Sr., in Elizabetbton, Tn., the chain still maintains a lumber distribution center therp. Althougb tbe company originally concentrated on contractor Eade, "@nsumefs have become a significant part of our business the last 15 yers," Sewad said.

"The element of customer service is the differentiating factor," he added. "The Paty Promise is the strongest customer guarantee we've seen in the industry. That's an outgrowth of our positioning statement of business - Malce It Easy, Make It

Paty.' That's our entire marketing strarcgy."

Pety bas eigbt unie including Elizabethton, Greeneville, Johnson City, Klngsport and Morristown, Tn., Asheville, N.C., Brlstol and Duffield, Va., and a disfibution ocntcr ln Plney Flats.

The chain is lnown for its cmmunity commiment including Fit Kids, a physical fitness program involving 8,000 elementary sclml children, Fit Senics, a similr program for senior citizens, Appalachian Inter-Mountain Scbolar Progran and a scholarship program whicb has awrded close !o $20O,OOO to children of eurployees.

Roper Fights For Rezoning

Roper Brothers Lumber Co., Petersburg, Va., has filed suit against tbe city to rebuild a warehouse leveled by a lornado last August

Weelcs aft€r the twist€f,, the city rezoned the site for residential use only. The company applied for rezuring to light indusrial use, met with tbe city council and planning commission nu-

merous times, revised its plans in rccordance with council requegts, yet continued to be rejected.

Neighbors claim a giant new warehouse would be a hazard in tbe event of fire or another tornado, discourage tourism, drive down property values and violate the city's master plan, wbicb calls for a residential emphasis on the island.

Roper Brothers president M. Ronald Helms said the problem is with its Pocohontas Island neigbbors. "Tbe residents feel very suongly against rebuilding of any kind," he said. 'They feel like tbey've been encroached upon. We told tbem we have been here since 1909, and they say, 'Well, we've been bere since before the Civil'War."'

"But it dcsn't make much sense to leave (the site) like rhat. It looks like a missile launching pad," he added.

Some fear the company, one of the area's largest employers and taxpayers, might grow fed up and move.

"The biggest problem to me," Helms said, "is we've tried to be good neighbors and we were really surprised to find out that our neighbors don't share this desire.'

ENTERING the millwork industry, New South, lnc., Conway, S.C., is manufactudno soulhem yellow pine millwork wilh lhe CatolinaPine label in this new Marion, S.C., facilihj. The plant will prduc€ cor+stock and cutatock for window and dooi manufacturers, fingeriointed mouldings, window frames and door iambo, lineal stock for moulding manuhdurers, laminated components and panels.

SYP Roller Goasters For Japan

Approximately 4 million board feet of CCA-reated southern pine has been shipped from Hoover Treated Wood Products, Inc., Thomson, Ga., to Japan for use in roller coast€fs.

The newest, White Cyclone, near Nagashima used two million board feet. Jupiter at an island resort used 1.5 nillion board feet and a half million board feet has been sent as prefab sections for a coaster to be built at Yomiurland theme park

Barry Holden, Hoover president, says CCA-treated southern pine "is ideal for roller coasters and other highly engineered structures because of its superior strength and trearability."

o Corrugoled Droinoge Pipe

o Culvert Pipe

Slotted, Solid. or Septic-Leoch Bed Styles

Droin Pipe4" or 6"

Sold in 10 ft, lengths or rolls

Culvert Pipe8" to24"

Comes in 20 ft. lengths

NEWLITERATURE

Flne Hardwood Plyruood

A now 4-p. Clarric Corc bardwood plywood brwhurp b ficc from Colunbia Forprt Prroducts. Box 1148, Old Fort, N.C. 28762; (800) 438-60@.

Forest Products Annual

Random Lengths' Yearbook of 1993 forest poducts market prices and ctatistics is available from Random l.cngtho, Box 867, Eugenc, Or.97440; (503) 6E6-9925.

Plastlc Plpe Manual

A oomrgatod plartic pipe engineering manual is availablc from Cnunpler Plastic Pipc Co., Box 68, Rogcboro, N.C. 28382; (800) 334-5071.

Get Some Attention

Bulletproof News Rclcases, a 176-p. paperback guide to uo-cosUlow+ost publicity, is $16.95 plus $2 ehipping from Franklin-Sarrett Publishers, 3761 Vineyard Trace, Marietta, Ga. 3O062; (80o)u4-2s24.

Flberglass Relnlorccd Panol: A Supcr 6fl) Fibcrglar

Roinforcod Plartic Panch brocburo ir froo from Soqucntia Inc., 18673 Sbcldon Rd., Middlcburg HGitb4 Oh.44130; (E(X)) 32t-t9t5.

of any New Literature items by contacting eacb company directly. Please mention you saw it in The Digest!

QUALTTY

Our producta arc r€spect€d by all uchitets, atructural enginers, arrd contractors as engin@red for lowest ingtalled mst at high€st Bted performance levels. That's why Strong-Tie ie epecified more oft€n than any other @nn@tor.

BROADEST PRODUCT LINE

We make connectora for almoet all wood-to-wood or wood-tosncrete applicationa and offer the large8t line recognized by national model code agenciee -- more than twice as mmy aa our competitor€!

IN - S'TORE MERCHANDISING SUPP1ORT

We help you sell with fullcolor backcaxds, free-stsnding displays, demonatntion modele, product brochures and newspaper ad mat€rials.

LOCAL DISTRIBUTION AND SALES SERVICE

Our Factory Salesmen, teamed with local distributora, prcvides on-ttre-apot No-Equal aeNie.

CalI l/80o/989.6o99 for details

or to find your nereat authorized diatributDr -- md make the Simpson Strong-Tie connection!

Advertising

PAN PACIFIC Forest Products is loking for professional forest producrs taders in the following locations: Lake Oswego, Eugene, Bend, Or., and Modesto, Ca. Full benefits. Excellent opportunity with a well established company. lf you want to have fun whilc you wck and earn a higher income, then call Ron Hanson at (503) 389-6100.

Twenty-five (25) words for $21. Each additional word 700. Phone number counts as one word. Address counts as six words. Headlines and centered copy ea. line; $6. Box numbers and special borders: $6 ea. Col. inch rate: $45 camera ready, $5-5 ifwe set the type. Names of advertisers using a box number cannot be released. Address replies to box number shown in ad in care of Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660. Make checks payable to Cutler Publishing, Inc. Mail copy to above address or call (714) 852-1990. Deadline for copy is the 20th of the month. PAYMENT MUST ACCOMPANY COPY unless you have established credit with us.

L R. McCOY & CO., tuycrs of ovcrruns, surplus, buybacla, seconds. All caregcies considered. 3A rated. Prompt paymenL Call Pam David or ted Dawson, (800) 3462269.

TRIAD COMPUTER: Includes CPU, 2 terminals, large printer, invoice pimer, line onditioner. Call Paq (915) 893-42@.

WANTED: Plywood/OSB strips, drops; sound, square, uniform, dry, thickncss l/4 duough 23132. Prefened wid.b 3-12, 5-lt2s wider. Length 32 to 96 inches or longer. Mixed or Truckload Send price and availability to FAX #9OI-6E2-E501, a mail to: Lumber Source, 4746 Spottswood, Memphis, Tn. 381 17. Phone (800) 87+1953.

Fax 615€9$4429 6O52 Lee Hwy., Chalt., rn37421 CONTACT Sp€ncer Pa*er, David Lillard, MichaelTumer ot Jim Crumley

lflrcctories foL..

The Building Products Industry

Pacific MDF Adds 2nd Plant

Pacific MDF Products,Inc., Rocklin, Ca., reportedly will become the world's largest manufacnrer of medium density fiberboard mouldings with the July opening of a plant in Clio, S.C.

With production capacity of 11,000,000 lincal feet per month, the new facility will produce and market Pac Trim products tbroughout the Midwest and Fast Coast.

ls Good Cedar Avallable?

lfow Include Credit Bating Codes !

Have you ever wished there were a single comprehensive source you could turn to for information about your industry? lf so, U.S. Business Directories are the answer to your prayers! They contain accurate, in-depth information about every prospect, such as:

Company Name, Address and Telephone Number

Name of the Owner or Manager

Number of Employees

Number of Years in Business

Brand/Specialty Inlormation

. Credit Rating Codes and More!

And the uses for these unique directories are limited only by your imagination. You'llfind them a comprehensive and economical source for:

Direct Mail and Telemarketing

Market Planning and Sales Promotion

Executive Recruiting and Placement

Business Proliles

Making Small Trade Credit Decisions And Much. Much More!

Here are titles in the Building Products Industry:

There is no reason for a stjore to say, "We just can't get good cedar any more," Ken McClelland, executive director of the Western Red Cedar Lumber Associatist, maintains.

"The(e is still an abundant supply of well manufactured and graded, good quality cedar products," he says. "They come in a wide range of patterns and sizes and often bear the same grade name as other cedar poducts that sell for $50 o $100 less."

The difference is the producers' cmrmi0nent to quality, he adds. He suggests a buyer get to know "the supplying mills, their grading aSency and fiber supply, tben turn a few loads from various mills" to get a higher quality product that does the job right the first time.

Including your customers in this evaluation process can be beneficial, McClelland concludes.

Correction

In the list of "The Top 25 Pressure Treaters' (Aprll, p. l2), Hoover Treated Wood Products' annual production should have been listed as"over 125,000,m0 boatd feet."

Updated Lumber Standard

An updated voluntary lumber product standard approved by the American Lumber Standard Committee has been published by the U.S. Deparurent of Conmerce.

PS 20-94 supersedes the previous 1970 standard.

Copies are available from ALSC, P.O. Box 210, Gernantown, Md. 20875-0210; phone (301) 972-17N.

SFPA meeting in New Orleans

BRITE ideas for new sales

IATTICE Canada's original manufacturer of glued and clinched panels, in a variety of spacings and thicknesses

TURI\INGS Manufactured from Canadian Red and White Pine for reduced splitting and warping

ACCESSORIES Balusters, stringers, handrail, mouldings, balltops and caps

Obttuarles

Bllly E Jordrn,6l, owner of J&J Lumber Co., Memphis, Tn., dled April4 1994, ln Bmleil, Th.

Mr. Jordan bcgan bls lumber cuper in 1955 witb Prcss Manufacturing Co., Mempbis, before founding his own business in the edy 1970s.

Panel Exports Remain Strong

Despite a global recession, 1993 exports of structural panels were tle second largest volume on recorrd, l.7l billion square feet (3/8-inc.b basis).

Mexico kept its second place standing behind the United Kingdom for tbe second year with indications that the U.S.-Canada-Mexico free trade pact will strengthen the entire North American sructural panel marker Shipments o Germany increased 20 million square feet. U.S. glularr bean shipments to Japan increased alnost tlreefold in value fron l99l o 1993.

Curtom Coupon Machlnes

Custoners at some Builders

Square locatims can now malce their own ooupons.

Now in use at selecrcd Builders

Square stores and other chain retailers, lbe Savings Spot coupon-printing machines look like jukeboxes, but work rnqe like bome computcn.

Consumers can choose from 32 different coupons displayed on the front of the kiosk. They simply press a button and the machine prinr out their selecdons. The mrhines rEportedly boost sales of feaured itesrs an awrage of l2%,

Ilepot TV

Home Depot will join0y develop bome improvement programming for television with electronics retailing giantQVC.

The programs will air live from both companies and feature experts ftomeach.

QVC cunently b'roadcasts live A hours a day, reaching more than 50 million homes in the U.S. and 17.5 million inMexicoand tbe U.K

--3

A|lcn Tlmbcr Co.-----.----------23

Amcr{cm Darbcrl lXrectoriec -------36

Ecra LrmbcrCo, nmhgDu tbb & Doon.---------17

EorL Shr Prna.---.--.-..--.--.---3t

Erltc ltfl|ro*- -.-----37

Crilo lrunbcrCo

Crflld Forort hodlctt-----------lt

Cor Wood Ppctvhj Co----------.7

Cnnphr Pbdc Plp., Im. ---------3

DdloWtohrdc

Dc.! Lorbcr

Itdb C.dr Plodecr$ Ird. ---------32

I)fctro Wcrtcrpnof Nd C,n,-- ----..4

DUc Ply.--- -.-----.-A

Dylc lndurtdcr

HoLtoo Bull&n Supply

Hoovcr Trcrtcd lrVood h,oductr.------17

Hoorton Woodcclr

Hqha Wood hodre|r -----------31

Jorda Rcdrod l,unbcr, Lcc Roy-Cover II

Ldeycitc Wood-Wor*r ---------.--17

Mrynct CIcn Co. (Hurc Indurtrlcr)*--9

Ml Syrtarr C0, Ins.-----------6

McErcn Lmrbcr Co. --------Covcr III

Mllhvort Sdcr -------17

Norl|r Prdfic Lumbcr Co" Inc. --- ----23

Ommcilrl Mouldful -----------17

Qulk IHvc USA Im.-------------31

Rlndrl Brethcrr --------------- l7

ncrhrrt Errl Inc.----------Covcr III

Factory direct shipments of thebest wood shakes available. Sllvcr Tcco

Check thege advantages:

/ The safest roof.

/ Protects vs high wind/hail.

y' Lowers utility bills.

/ Iasts longer.

/ Resists fire.

/ bautyofrealwood.

/ F-xEa coverage-no waste.

/ WaFr repellentCCA treated.

/ }0-yarwarranty.

/ DevelopedbyTx. ForestService.

Also: Versatile, economical siding panels.

For a FREE brochure, call 1-800-53S0573

- The Good Wood Roof People -

BOWIE-SIMS-PRANGE TREATING CORP.

NlanuJacturers ol Pressure Trested Wood Products P.O. Box 819089. Dallas. Tx. 75381

(800) 822-8315

SccoNdr ID Bulldlng Mrtcddr .-------35 -----n

Stmpron Strory-Tlc

Southcm Lurnbcr Co, Im. ---------19

Southcm Wlrc Cloah Co......-----..-Zl

Strl4fcllov Lumber Co.---..--Covcr [V

Srycdor Shrlcr ol Tcxr, lnc--------3t

SrnSccnrc.- -------g)

Trmlp & SoE, Ins, LH..---------ft

finrco, Im.-- -------32

Tnc Vduc (Cdcn & CcL-----Covcr lI

Werbcr & Sor, Wdtcr H----------.6

Whftc Ughblng hodudr Corp.----2G21

Willinu Lunbcr Co o( Norlh Crdins, IDc..------ ..-.---.4

Wohnrdzcd (Hlclro Cory).----Cover I

Wood Flbcr hoduds.-.-.-.-.-......-....--...25

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