All hail the Wood 100!

The 100 woodworking firms profiled in this year's WOOD 100 combined to ring up more than $1 billion in sales in 1998. In the process, they increased their annual sales by an average of 22.9% between 1997 and 1998.

Fifty-nine of the 1999 WOOD 100 firms registered percentile increases exceeding the average. Even more significant, 76 of the 95 companies that dared to go on record project at least double-digit growth this year, with 28 of the firms forecasting 25% growth or better. Only three companies expect their 1998 sales to slump below what they recorded in 1997.

What's more, their optimism carries over to year 2000. Sixty-four percent predict "good" years in '00 while an additional 31% envision that the dawn of the next millennium will usher in their "best year ever."

Factors of Success

Investment in more productive machinery and methods is the most often cited factor accounting for the recent success of WOOD 100 companies.

When pressed to identify the one factor that "has contributed the most to your company's overall success since Jan. 1, 1996," 30 of the WOOD 100 executives checked off "Increased Productivity," followed by "Employee Skills/Dedication," 23%; "Marketing Program," 16%; and "New Product Development," 16%.

A prime example of a company that achieved growth through harnessing new technology is CSM Cabinetry LLC (No. 1). The company, anticipating difficulty finding additional employees to meet its growth objectives, has more than doubled its sales since upgrading panel processing automation at its plant, including implementing production bar coding.

Meanwhile, Paladin Industries (No. 21), a contract CNC machining operation, has been able to expand into new markets through the recent purchase of a membrane press and a machining center with edgebanding capabilities.

A third example is N2 Millwork Services (No. 33), an up-and-coming company that is appearing in its fifth straight WOOD 100. N2's sales have skyrocketed from $320,000 in 1994 to an estimated $6 million this year. CEO Barry Nash provides some insight into how he manages his company's growth. "We continually test and revamp our shop area for improved assembly lines and production," he says. Investment in more high-production, yet flexible, machinery is an other factor, he adds.

In addition to adding new machinery, Craftsman Woodwork (No. 39) has increased productivity and profitability by outsourcing some of its parts.

A final example, Fancher Chair (No. 70) says it has found that new equipment has helped the company make its products faster and improved quality.

Other Views of the WOOD 100

Success can be measured in a number of ways. Percentage of growth is one way, the size of a company is another and dollar gains are yet another. Here are some other ways of looking at the WOOD 100.

TOP GROWTH COMPANIES
'97 sales under $1 million

CSM Cabinetry LLC (No. 1)                     105.8%
Ovation Cabinetry Inc. (2)                     89.4%
Sweetheart Cabinetmakers (4)                   76.7%
New England Clock (11)                         55.0%
Timberjack Industrial Cutting (16)             50.6%
SK Cabinets & Millwork (18)                    48.5%
Abalard Group (22)                             44.0%
AH Woodworks Inc. (24)                         41.4%
Designer Doors Inc. (29)                       36.5%
Design South Furniture Inc. (32)               36.0%

TOP GROWTH COMPANIES
'97 sales $1 million to $2.5 million

Artifex Millwork Inc. (No. 8)                  67.48%
M.C. Colonial Cabinets & Millwork Ltd. (9)     62.7%
Siewert Cabinet & Fixture (10)                 60.8%
Woodtech Industries Inc. (13)                  52.1%
Closet Works (17)                              50.3%
Wooden Mallet (25)                             40.6%
Good Wood Inc. (26)                            39.5%
West Coast Cabinets Inc. (30)                  36.3%
Creative Seating & Fixtures (36)               33.8%
Craig Graybar Furniture (48)                   26.4%

TOP GROWTH COMPANIES
'97 sales $2.5 million to $5 million

Omni Pacific (No. 5)                           75.2%
Wisconsin Built Inc. (15)                      51.0%
Paladin Industries Inc. (21)                   47.6%
Boyce Highlands (31)                           36.2%
N2 Millwork Services Inc. (33)                 35.6%
White County Mouldings (35)                    34.4%
Evans Cabinet & Door Co. (45)                  27.5%
Caseworx Inc. (61)                             22.3%
Harbinger Industries Inc. (63)                 21.4%
Concepts In Millwork Inc. (67)                 19.61%

TOP GROWTH COMPANIES
'97 sales $5 million to $10 million

Mill-Rite Woodworking Co. (No. 3)              81.4%
Lexington Manufacturing (6)                    68.6%
Barbosa Cabinets Inc. (7)                      67.49%
Ron's Cabinets (12)                            53.5%
Hollywood Woodwork Inc. (14)                   52.0%
P.I.N. (40)                                    29.9%
The Carlson Co. (43)                           28.7%
Cooper Enterprises Inc. (57)                   23.83%
Principle Fixture and Millwork (58)            23.8%
Northlam Industries Inc. (65)                  20.989%

TOP GROWTH COMPANIES
'97 sales over $10 million

Design Fabricators Inc. (No. 19)               48.1%
Rimi Woodcraft Corp. (20)                      48.0%
Appalachian Wood Products (23)                 41.8%
Valley City Mfg. Co. Ltd. (27)                 39.4%
Eurodesign Cabinets Inc. (28)                  37.2%
Northern Contours (37)                         33.6%
Legacy Cabinets LLC (41)                       29.8%
Spectrum Industries (42)                       29.0%
Environments Inc. (46)                         26.8%
Charter House Inc. (49)                        25.8%

More on the Web

LOOK FOR EXPANDED COVERAGE of the 10th Annual WOOD 100 on www.iswonline.com. Included are hyperlinks to the Web sites of the 32 WOOD 100 companies. Also available for your browsing pleasure are archived WOOD 100 Annual Reports from 1996, 1997 and 1998.

Top 10 Dollar Gainers
1997 to 1998

1. Appalachian Wood Products. (No. 23)                 $11,335,000
2. Woodcraft Industries Inc. (91)                      $10,020,000
3. Rimi Woodcraft Corp. (20)                            $9,172,000
4. Eagle Industries (52)                                $8,575,000
5. Eurodesign Cabinets Inc. (28)                        $8,401,000
6. DMI Furniture (77)                                   $8,293,000
7. Colonial Craft (50)                                  $6,722,000
8. Design Fabricators Inc. (19)                         $6,576,000
9. Northern Contours (37)                               $6,314,000
10. Barbosa Cabinets Inc. (7)                           $5,668,000
Productivity Masters

The Average number of 1998 sales dollars generated per employee
(including manufacturing and non-manufacturing workers) for this
year's WOOD 100 class was $94,464. Here's a quick look at the 10
companies with the highest dollars/employee ratios.

Hird/Blaker (No. 59)                                      $225,116
Environments Inc. (46)                                    $217,108
Rimi Woodcraft (20)                                       $188,507
P.I.N. (40)                                               $167,125
Charter House (49)                                        $164,570
Mill-Rite (3)                                             $162,627
Fleetwood Ind. (93)                                       $162,390
Principle Fixture (58)                                    $155,529
JMC Cabinets (92)                                         $150,767
Omni Pacific (4)                                          $148,343

1

CSM CABINETRY LLC Wallingford, CT

'97:$797,000 Sales '98: +105.8% Est. 1995 '98: $1,640,000 Projected '99: +55% Employees: 18

Commercial millwork and casework 

"Our new equipment and software completely changed the way we build work and the speed at which we produce it," says Christopher Migliaro, member of CSM Cabinetry. CSM has more than doubled its sales since upgrading automation at its plant. Machinery purchases included a Holz-Her point-to-point boring machine, a Schelling beam saw, a Holz-Her edgebander, a Castle Pocket screw machine, an AccuSystems dowel inserter and two J.C. Uhling case clamps. New software includes programs from CCSI, Cabnetware, Pattern Systems and AutoCAD. Migliaro plans to combat employee recruitment and retention problems by subcontracting component parts and using subcontractors to install some projects.

2

OVATION CABINETRY INC. Salina, KS

'97: $772,000 Sales '98: +89.4% Est. 1995 '98: $1,462,000 Projected '99: +75% Employees: 15

Custom kitchen & bath cabinetry

Ovation's CEO Joseph Lorentz attributes his company's phenomenal growth to a combination of new products, new equipment, expanded marketing efforts, a new dealer base and a change of vendors. The company recently purchased a new catalyzed varnish system. Ovation uses M.L. Campbell coatings and hand wipes all of its finishes. Lorentz says he plans to expand the finishing operation and expects another strong year in 1999.

3

MILL-RITE WOODWORKING CO. Pinellas Park, FL

'97: $5,285,000 Sales '98: +81.4% Est. 1986 '98:$9,585,000 Projected '99: +5% Employees: 59

Custom architectural millwork and plastic laminate and/or wood casework

Mill-Rite recently completed its second expansion in four years by adding 4,400 square feet and a new dust collection system to its operation. Other new equipment purchases include a computer-controlled feed-through finishing machine, a Delle Vedove automatic parts stacker, a Wadkin GD-5 moulder and a hot lacquer circulating HVLP spray finishing system. Recent projects have included a $1.6 million project for Tampa Stadium, the Philips Arena in Atlanta and the Hard Rock Hotel in Orlando, FL.

4

SWEETHEART CABINETMAKERS Rohnert Park, CA

'97: $790,000 Sales '98: +76.7% Est. 1978 '98:$1,398,000 Projected '99: +50% Employees: 20

Kitchen cabinetry with furniture detailings

Rand Moeller, president of Sweetheart Cabinetmakers, says the company's marketing efforts started out small with two-page ads in local magazines before recently expanding to national publications. Moeller says the company has not lost its personal touch, however. "We have an independent rep calling on top-end architects and designers who are looking for the type of product and service we deliver." The growth of the business required the company to add machinery, such as a Streibig panel saw, a new edgebander and an overhead dust collection system.

5

OMNI PACIFIC El Cajon, CA

'97: $2,963,000 Sales '98: +75.2% Est. 1981 '98: $5,192,000 Projected '99: N/A Employees: 35

Freestanding modular office desking systems

Omni's new pull-through manufacturing system is the most important factor in the company's growth, says president Thomas Burke. "We eliminated traditional hierarchal organization and replaced it with autonomous workcenters," Burke says. "The smaller job sizes have enabled five-day start to finish process scheduling." Recent equipment purchases include: a Morbidelli A700 machining center, a Holzma HPII beam saw and an IDM edgebander.

6

LEXINGTON MANUFACTURING INC. Minneapolis, MN

'97: $7,860,000 Sales '98: +68.6% Est. 1958 '98: $13,250,000 Projected '99: + 11% Employees: N/A

Contract manufacturer of components for windows, doors, office furniture, cabinetry, etc.

Sales and marketing manager Bill DeWitt credits increased market focus for Lexington's sales increase in 1998. "Through market focus and the development of strategic relationships with customers and vendors, we have been able to improve and expand our core competencies," he says. To help in this development, the company purchased several new machines, including a Mereen-Johnson gang ripsaw, a Weinig Hydromat 623 C 6-head moulder, a Shoda CNC router and a radio frequency gluer. Lexington worked on employee recruitment and retainment over the past year by hiring a full-time HR manager to improve its ability to locate, recruit and retain good employees.

7

BARBOSA CABINETS INC. Tracy, CA

'97: $8,398,000 Sales '98: +67.49% Est. 1978 '98: $14,066,000 Projected '99: +25% Employees: 250

Custom cabinetry

Barbosa Cabinets recently relocated to a new, state-of-the-art facility with 90,000 square feet of space which helped increase productivity and profits, according to vice president Ron Barbosa. "We designed a high-tech manufacturing line using computer-linked, specialized equipment," Barbosa says. "By tripling the square footage, we have been able to add new, more efficient equipment and increase staffing levels." New equipment includes two Holzma beam saws with optimization software and a high efficiency dust collection system.

8

ARTIFEX MILLWORK INC. Wyoming, MN

'97:$1,430,000 Sales '98: +67.48% Est. 1993 '98: $2,395,000 Projected '99: +10% Employees: 28

Store fixtures, custom corporate furniture and architectural millwork

General manager Greg Richels says most of the credit for Artifex Millworks' 48% sales growth in 1998 goes to the company's expansion into the retail market. "As we continue to successfully complete retail stores nationwide, our opportunities increase," Richels says. The company's most recent machinery purchase was a CNC processing center from Anderson America.

9

M.C. COLONIAL CABINETS & MILLWORK LTD Windsor, ONT, Canada

'97: $1,327,000 (Can.) Sales '98: +62.7% Est. 1967 '98: $2,155,000 (Can.) Projected '99: +50% Employees: 31

Architectural millwork and cabinets servicing schools and hospitals

M.C. Colonial Cabinets & Millwork's use of boring and doweling in construction often meets with resistance from architects and customers. "The biggest challenge is convincing them that this method is just as good as dado construction," says Robert Costantin, vice president/operations for the Ontario cabinetmaker. Once educated, customers have responded positively, Costantin says. The growing casino and gaming industry in the area gave M.C. Colonial the opportunity to expand into the bar and fixtures markets.

10

SIEWERT CABINET & FIXTURE MFG. INC. Minneapolis, MN

'97: $1,710,000 Sales '98: +60.8% Est. 1965 '98: $2,750,000 Projected '99: +20% Employees: 28

Store fixtures, casework and architectural millwork

Rick Siewert, president of Siewert Cabinet & Fixture, says the nation's booming economy and increased word-of-mouth referrals are behind his company's strong year in 1998. The increased demand meant Siewert could either turn business away or buy new machinery and increase manufacturing space. Siewert chose the latter option and bought a new beam saw, point-to-point boring machine, edgebander, glue spreader, dust collector, spray booth and computer software. "We took on as much as possible and productivity increases naturally followed," Siewert says.

11

NEW ENGLAND CLOCK - A DIV. OF BONITO MFG.

North Haven, CT

'97: $880,000

Sales '98: +55.0%

Est. 1828

'98: $1,364,000

Projected '99: +40%

Employees: 24

Grandfather clocks and gifts

Before New England Clock was purchased by Bonito Mfg. in 1995, it made handmade grandfather clocks much the way it had since its beginnings in the 19th century. Bonito has steadily automated the process. This is New England Clock's second straight year in the WOOD 100. Last year it ranked No. 5.

12

RON'S CABINETS Sauk Rapids, MN

'97: $6,553,000 Sales '98: +53.5% Est. 1975 '98: $10,056,000 Projected '99: +15% Employees: 135

Custom commercial and residential cabinets and architectural millwork

Implementation of a new marketing program and equipment purchases paid off for Ron's Cabinets in 1998. Jami Bestgen, vice president of sales and marketing, says "redefining, measuring the success of and auditing the sales process" were among the company's primary accomplishments last year. Ron's Cabinets bought a new point-to-point boring machine and a Holzma panel saw to handle the increased business.

13

WOODTECH INDUSTRIES INC. Lake City, FL

'97: $1,914,000 Sales '98: +52.1% Est. 1989 '98: $2,912,000 Projected '99: +72% Employees: 50

Architectural millwork

Last year, Woodtech Industries set up a new casework manufacturing cell and purchased a CNC beam saw, Holz-Her point-to-point borer, edgebander and software packages from Pattern Systems and CCSI. Woodtech also added a solid wood line and equipped it with a Wadkin 5-head moulder. The increased business made it important to upgrade the company's information system and find ways to streamline manufacturing, says president/general manager Richard Nickleson.

14

HOLLYWOOD WOODWORK INC. Hollywood, FL

'97: $8,220,000 Sales '98: +52.0% Est. 1968 '98: $12,494,000 Projected '99: +5% Employees: 105

Architectural woodwork

Hollywood Woodwork has been investing in its employees in order to maintain a competitive edge, according to president and CEO Yves DesMarais. "We hire the best and are ready to pay for it," says DesMarais. Programs aimed at keeping those employees and improving their skills include education and an employee ownership plan. Hollywood has also invested in a new CNC router and automated spray equipment.

15

WISCONSIN BUILT INC. Deerfield, WI

'97: $4,670,000 Sales '98: +51.0% Est. 1988 '98: $7,054,000 Projected '99: +15% Employees: 56

Wood and laminated cabinetry for store fixtures, banks, hotels, etc.

Last winter, Wisconsin Built added on 26,000 square feet to its building to help product flow and increase warehousing space. In addition to selling more to existing customers, the company has landed some larger multi-store chains, according to Jeff Ball, president.

16

TIMBER JACK INDUSTRIAL CUTTING INC. Attica, MI

'97: $336,000 Sales '98: +50.6% Est. 1985 '98: $506,000 Projected '99: +5% Employees: 5

Cutting and fabricating component parts from panel products

Timberjack Industrial Cutting enjoyed a profitable 1998, but not because of retooling its shop or adding more space. "We are concentrating on profitable jobs," says John Rutzen, president, "and improving or eliminating marginal jobs." The company is appearing in its fourth WOOD 100 report.

17

CLOSET WORKS Elmhurst, IL

'97: $1,689,000 Sales '98: +50.3% Est. 1987 '98: $2,538,000 Projected '99: +42% Employees: 42

Designing, manufacturing and installing custom closets and storage systems

Closet Works recently moved from a 9,000-square-foot facility to a 30,000-square-foot one and bought several new pieces of equipment, such as a Homag CH-12 beam saw, a Weeke BP-80 machining center and a Homag SE-9600 edgebander. Despite these capital improvements, Mike Carson, CEO, says the company's hiring and training programs and addition of new marketing people are the most important factors in the company's growth.

18

SK CABINETS & MILLWORK Conroe, TX

'97: $489,000 Sales '98: +48.5% Est. 1989 '98: $726,000 Projected '99: +20% Employees: 7

Bath vanities, commercial casework and kitchens

Owner Steve Kelley says his company's growth in 1998 is due mostly to a focus on customer satisfaction. "We have found that the quality of work that we are asked to do consistently rises," he says. With an eye on maintaining the company's quality standards and improving efficiency, Kelley purchased an SCMI sliding table saw, a Ritter MDF door machine, a Halsty widebelt sander, a Castle Pocket Cutter and a Ritter face framing table.

19

DESIGN FABRICATORS INC.

Lafayette, CO

'97: $13,676,000

Sales '98: +48.1%

Est. 1986

'98: $20,252,000

Projected '99: +40%

Employees: 260+

Retail store fixtures and custom commercial furniture

Bob Coleman, principle of Design Fabricators, says his company's strong showing last year came despite having no salesmen. "We have good word of mouth," he says. "We sell based on reputations and relationships." The company recently added a CNC machining center, a panel saw and new boring equipment.

20

RIMI WOODCRAFT CORP. Bronx, NY

'97: $19,104,000 Sales '98: +48.0% Est. 1947 '98: $28,276,000 Projected '99: +10% Employees: 150

Architectural woodwork and store fixtures

"Increased productivity and better use of sub-contractors and suppliers have allowed us to be able to do more work," says Rimi Woodcraft's Anthony Rizzo. "Rimi has a plan to expand operations, integrate more computerization and increase capacity without sacrificing our reputation for quality." New equipment: a Biesse Selco WN 600 panel saw and AutoCAD software.

21

PALADIN INDUSTRIES INC. Kentwood, MI

'97: $3,818,000 Sales '98: +47.6% Est. 1985 '98: $5,635,000 Projected '99: lower Employees: 40

Contract CNC machining, membrane pressing, edgebanding and case goods assembly

Alan Applegate, sales & materials manager, says Paladin's willingness to invest in new technology and manufacturing techniques are behind the its success. Paladin added 20,000 square feet to its plant, bought a new membrane press, automated material handling equipment, a spray booth and a Homag BAZ CNC router/edgebander recently. It also added a dedicated trimming, packaging and assembly area.

22

ABALARD GROUP Hanson, MA

'97: $682,000 Sales '98: +44.0% Est. 1995 '98: $982,000 Projected '99: +20% Employees: 8

Custom millwork for offices

The Abalard Group is a union shop, but president David St. Peter says everyone tries to make it a nice place to work by eliminating confrontation between management and employees. "I try to reward them for good work and offer encouragement," he says. "I also try to arrange for the shop guys to see their work after it is installed." New equipment: a Timesavers widebelt sander, an SCM edgebander and an Altendorf panel saw.

23

APPALACHIAN WOOD PRODUCTS INC. Clearfield, PA

'97: $27,135,000 Sales '98: +41.8% Est. 1987 '98: $38,470,000 Projected '99: +56% Employees: 440

Hardwood kitchen cabinet doors, drawer fronts and cabinet framing for kitchens and baths

New ripsaws, optimizing saws, moulders, [middle dot] glue machines and an assembly press improved efficiency and productivity at Appalachian Wood Products. But Dennis McCahan, president and CEO, says customer service is the main reason behind the company's 41.2% growth in 1998. "Our customers know we care about them," he says. McCahan's chief concern is the economy. "We might be happy for some slowing," he says, "just so it's not too much!"

24

AH WOODWORKS INC. Bean Station, TN

'97: $741,000 Sales '98: +41.4% Est. 1994 '98: $1,048,000 Projected '99: +60% Employees: 20

Curved plywood parts for furniture industry

AH Woodworks is making its first appearance in the WOOD 100, but co-owner BC Trent expects to grow 60% this year which would assure a spot on next year's survey. The company, which makes parts for Berkline, Shelby Williams, Universal and others, recently added equipment to improve productivity. Purchases include three curved plywood presses, a double-end curve-ply trim machine a gang ripsaw and a large bandsaw.

25

WOODEN MALLET Aberdeen, SD

'97: $1,638,000 Sales '98: +40.6% Est. 1975 '98: $2,303,000 Projected '99: +25% Employees: 18

Oak magazine racks, coat and hat racks and other misc. wood products

Wooden Mallet is making its seventh consecutive appearance in the WOOD 100. "We have been concentrating on office, commercial and hospitality markets because we have developed close relationships with distributors and catalog companies in those sectors," says president Jim Kreber. Recent purchases include a third CNC router, an auto-spray finishing line, rotary copy shapers, a beam saw and a woodwaste grinder. The company doubled its plant size in 1998 to accommodate the new equipment.

26

GOOD WOOD INC. Belmont, OH

'97: $1,186,000 Sales '98: +39.5% Est. 1981 '98: $1,654,000 Projected '99: N/A Employees: 35

Wood turnings, dowels and some flat stock

At a time when the craft market was beginning to sag, Good Wood began to produce wooden knobs for the furniture industry. The knobs became a substantial part of the business, so the company invested in machinery to make the parts better. "We have added four state-of-the-art turning lathes to increase quality," says president Dave Murphy. "We also added secondary machines to increase our flexibility and capacity."

27

VALLEY CITY MFG. CO. LTD. Dundas, ONT, Canada

'97: $20,793,000 (Can.) Sales '98: +39.4%

Est. 1884 '98: $28,988,000 (Can.) Projected '99: lower Employees: 140

Architectural woodwork, laboratory casegoods and specialty seating

Valley City appears in the WOOD 100 for the sixth time with a strong 1998. Robert Crockford, president, says new product development is the key to Valley City's success. "We continue to respond to changes in the laboratory methodology and user needs," he says. The company purchased a Heesman bi-directional sander last year.

28

EURODESIGN CABINETS INC. Chino, CA

'97: $22,396,000 Sales '98: +37.2% Est. 1981 '98: $30,797,000 Projected '99: +15% Employees: 250+

Kitchen, bath and linen cabinets; entertainment centers; and laminate flooring 

Within the last two years, Eurodesign added a fully automated finishing line that includes a Venjakob and two Barberan finishing booths. Future plans include adding a conveyor to return parts to the stain booth. Fariba Shaygun, director of sales and marketing, says the company has implemented a computer-based training program aimed at enhancing the skill levels of its employees. "The program will have a positive impact on productivity," Shaygun says.

29

DESIGNER DOORS INC. Burghill, OH

'97: $510,000 Sales '98: +36.5% Est. 1984 '98: $696,000 Projected '99: +30% Employees: 17

Solid hardwood raised panel interior doors

Designers Doors makes its second consecutive appearance in the WOOD 100 after placing no. 42 last year. The company has since doubled its customer base and broadened its reach to include lumber yards, millwork shops, window and door stores and other niches in the market, according to co-owner Ronald Seidle Jr. "This increase in distribution has more than offset effects from greatly increased competition," Seidle says.

30

WEST COAST CABINETS INC. Rocklin, CA

'97: $1,044,000 Sales '98: +36.3% Est. 1972 '98: $1,423,000 Projected '99: +15% Employees: 25

Store fixtures, commercial tenant improvements, cabinets and fixtures

To remain competitive, West Coast Cabinets has had to constantly adapt to new products and practices. "We expanded our facility and customer base and now have a diverse manufacturing ability," says Peter Totoonchie, general manager/sales. The company incorporates a variety of materials into its work including wood, glass, metal, solid surface, plastic laminate and acrylics.

31

BOYCE HIGHLANDS Concord, NH

'97: $3,573,000 Sales '98: +36.2% Est. 1978 '98: $4,866,000 Projected '99: +20% Employees: 50

Finished and unfinished wood mouldings

Boyce Highlands makes its seventh overall appearance in the WOOD 100. The company's history of increasing production continued last year mostly because of a new just-in-time production schedule, says Steve Malinsky, president. "It has decreased work in progress substantially and has allowed us to produce more at the same employee level," he says. The company also purchased a new Makor profile sander last year.

32

DESIGN SOUTH FURNITURE INC. Toccoa, GA

'97: $853,000 Sales '98: +36.0% Est. 1996 '98: $1,160,000 Projected '99: +7-10% Employees: 15

Hand-crafted furniture

As a young company, Design South Furniture's greatest need was getting the word out about themselves, says CEO Gregory Schultz. "We were able to hire a team of seasoned sales reps that have propelled our growth," Schultz says. The company regularly updates its equipment to maintain peak efficiency. Recently, the company acquired several Dynorbital sanders, Ingersoll-Rand compressed air systems, Duo-Fast fastening systems and DeWalt power tools.

33

N2 MILLWORK SERVICES INC. Vacaville, CA

'97: $2,740,000 Sales '98: +35.6% Est. 1992 '98: $3,716,000 Projected '99: +65% Employees: 35

Commercial casework, store fixtures, cabinetry and architectural woodwork

N2's CEO Barry Nash credits increased productivity for the 35.6% jump in sales for 1998. "We continually test and revamp our shop area for improved assembly lines and production," Nash says. Some of the recent improvements are a Busellato CNC machining center, a Giben beam saw, an upgraded air system, line borers and other tooling.

34

WESTERN MASSACHUSETTS CUSTOM WOODWORKING INC. Hampden, MA

'97: $527,000 Sales '98: +35.3% Est. 1988 '98: $713,000 Projected '99: +25% Employees: 8

Component parts and products

A new marketing program combined with new equipment and increased manufacturing space led to a healthy 1998 for Western Massachusetts Custom Woodworking Inc. The company is currently producing products for Taco Bell, KFC and Pizza Hut as well as several large job shops. Recent additions to the machinery floor include an SCM Record 220 CNC router and a Timesavers 52-inch widebelt sander.

35

WHITE COUNTY MOULDINGS Cleveland, GA

'97: $4,725,000 Sales '98: +34.4% Est. 1988 '98: $6,349,000 Projected '99: + 15% Employees: 45

Mouldings, shutter components, fingerjointed blanks, etc.

WCM owes its fourth consecutive appearance in the WOOD 100 to equipment upgrades, which have allowed it to produce better products and increase production, says Hal Mitchell, inventory manager. The company installed optimizing defect saws, a customized Western Pneumatic fingerjointer and a fully automated Taylor glue clamping system. The productivity improvements have resulted in new business and more return business, Mitchell says.

36

CREATIVE SEATING & FIXTURES Baxter Springs, KS

'97: $1,663,000 Sales '98: +33.8% Est. 1996 '98: $2,225,000 Projected '99: +5% Employees: 36

Seats, tables, chairs and booths for restaurants

A custom shop that does not construct many repetitive items, CS&F also builds laminated cabinets for retail store chains and outdoor fiberglass furniture for water parks. The company uses primarily "noncomputerized" equipment, though president Michael Bell notes that "most of our equipment is new." Bell cites his firm's fiscal improvement to lowered material costs and direct purchasing when possible, as well as its ability to retain employees.

37

NORTHERN CONTOURS & NORCON HARDWOODS Fergus Falls, MN

'97: $18,807,000 Sales '98: +33.6% Est. 1992 '98: $25,121,000 Projected '99: +15% Employees: 300

Cabinet and furniture components and veneered insert panels

A company which has been in the WOOD 100 for half a decade, Northern Contours has added three new CNC routers and a membrane press to make its operation more efficient. President Michael Rone notes that the solid economy has also helped, but most important is the company's commitment to its employees and customers. "By going the extra mile and trying to be sure our promises are kept, we continue to be a success," Rone says. "Our people are the key. We are currently developing a new employee orientation program."

38

NEW HAMPSHIRE WOODEN CLOTHES DRYER CO. Hampstead, NH

'97: $248,000 Sales '98: +32.7% Est. 1979 '98: $329,000 Projected '99: N/A Employees: 6

Environmentally friendly products from renewable resources 

New Hampshire Wooden Clothes Dryer Co. has taken advantage of the marketing opportunities it has developed over a 20-year period with national catalogs. According to vice-president Don Reese, the company "stays small because we don't want the additional people and equipment required to run a larger operation."

39

CRAFTSMAN WOODWORK INC. Milwaukee, WI

'97: $285,000 Sales '98: +32.6% Est. 1986 '98: $378,000 Projected '99: +15% Employees: 5

Architectural woodwork, millwork, casework and reproduction of existing millwork

Craftsman has added new machinery to take on bigger jobs and has increased productivity and profitability by outsourcing. The company has added a Holz-Her edgebander, oscillating sander and Carter vacuum pad. The company also works with a local technical school to recruit students interested in the woodworking field, enabling them to provide on-the-job training and potentially train new employees.

40

PROFESSIONAL INSTALLATION NETWORK INC. Irving, TX

'97: $5,148,000 Sales '98: +29.9% Est. 1992 '98: $6,685,000 Projected '99:+15% Employees: 40

Wood store fixtures and displays, counter systems, hospitality furniture

New products were key to the success of PIN in 1998. "Significant growth corresponds to the development of large-volume users and the strong diversity of fixtures, displays systems and furniture to meet growing needs and expectations," says sales director Harry Frnka. The help with the production of new products, PIN has begun recruiting employees from other areas and skilled, technical people from other industries.

41

LEGACY CABINETS LLC Eastaboga, AL

'97: $16,960,000 Sales '98: +29.8% Est. 1994 '98: $22,012,000 Projected '99: +30% Employees: 230

Manufactures modular kitchen and bath cabinets

Rodney Suggs, president of Legacy, says the company has stayed on course with its growth plans. "Our employees and management have dedicated their efforts to the goal of increased sales and a quality and cost-conscious product." To aid the company's growth, Legacy added a Northwood two-head CNC router, complete with tool changers. A Selco WN600 panel saw and a Cefla UV line were also added to make the company more efficient.

42

SPECTRUM INDUSTRIES Chippewa Falls, WI

'97: $13,071,000 Sales '98: +29.0% Est. 1968 '98: $16,864,000 Projected '99: +18% Employees: 200

Computer desks and workstations for schools, governments and businesses By creating the support furniture for teachers and schools to serve their exploding technology needs, Spectrum Industries grew nearly 30% last year. According to president Dave Hancock, adding higher-speed laminating equipment, as well as CNC and point-to-point routing and boring machinery, has aided his company's profitability. This, Hancock says, has also allowed Spectrum to "strive to be the low-cost, high-quality service vendor to our marketplace."

43

THE CARLSON CO. Madison, WI

'97: $6,802,000 Sales '98: +28.7% Est. 1983 '98: $8,751,000 Projected '99: +20% Employees: 90

Manufactures custom retail store fixtures

By focusing on improving employee programs, The Carlson Co. has also noticed improved productivity and customer satisfaction. The company started a day care center for its employees and as product quality has risen, so has the customer base. The company also added a Komo CNC router to help increase production and is looking at other employee benefit programs as well.

44

BARTLEY CUSTOM WOOD PRODUCTS INC. Nicholasville, KY

'97: $355,000 Sales '98: +28.2% Est. 1991 '98: $455,000 Projected '99: +15% Employees: 8

High-end, custom commercial and residential millwork and casework

With the addition of an Altendorf sliding table saw and a Timesavers widebelt sander, Bartley Custom Wood Products has been able to keep ahead of the significant local competition. According to Rex Bartley, president, the company has also upgraded its computers and software programs, including installing the Cabnetware design platform. Bartley says these factors and a good group of employees allow the company to "provide top-quality service and workmanship on all of our jobs and keep our company financially strong."

45

EVANS CABINET & DOOR CO. INC. Brenham, TX

'97: $2,713,000 Sales '98: +27.5% Est. 1992 '98: $3,458,000 Projected '99: +15% Employees: 47

Wood cabinetry, plastic laminate cabinetry, custom-made raised panels, flat panel cabinet doors

Evans has upgraded its automatic edge bander, improved dust collection and opened a finishing facility with spray booth and a widebelt brush sander in its prep area. Joe Hicki, general manager, says, "We've increased our plant capacity by upgrading machinery that had been leased or purchased with new equipment that has greater capacity or improved features," says Hicki. "An employee profit-sharing program has provided rewards for increased productivity as well."

46

ENVIRONMENTS INC. Minnetonka, MN

'97: $15,929,000 Sales '98: +26.8% Est. 1968 '98: $20,191,000 Projected '99: +10% Employees: 93

Custom store fixtures for national retailers

Returning to the WOOD 100 for a sixth time, Environments Inc. has been able to increase its sales more than 25% by satisfying both customers and employees. To improve productivity, the company added another Shoda CNC router, a higher capacity Torit cartridge-style dust collector and a low-speed grinder to better manage wood waste. "We are able to retain our long-term existing customers by consistently meeting or exceeding their needs and expectations," says Environments Inc. president Roger Wothe. "We are able to grow along with our existing clients and periodically add new clients as well."

47

NATIONAL WOODWORK MFG. Bethlehem, PA

'97: $955,000 Sales '98: +26.6% Est. 1985 '98: $1,209,000 Projected '99: +20% Employees: 10

Customized commercial, institutional and residential products using wood, laminate, solid surface and metal

With the addition of a Scheer computerized panel saw, National Woodwork has dramatically increased productivity in the cutting phase of fabrication. According to president Christine Merrigan, the company's success is a result of the dedication of its employees. "We pride ourselves in providing excellent products to our customers while meeting all project delivery dates," says Merrigan. "Our employees are dedicated to making certain all customers are pleased with our performance and they know that long days, nights and weekend work are a necessary part of maintaining our reputation."

48

CRAIG GRAYBAR FURNITURE WORKS LTD. West Allis, WI

'97: $1,022,000 Sales '98: +26.4% Est. 1982 '98: $1,292,000 Projected '99: +20% Employees: 20

Custom built classic-styled furniture

The only company that has appeared in all 10 Wood 100 reports, Graybar Furniture has enhanced its quality control process. "Inspections are now handled at six sites along the production route instead of the previous two," says president Craig Graybar. "This allows for catching small, manageable problems and leaves the inspectors less inclined to slow down production and produce costly rework." The company has also begun a machinery upgrade program to help streamline production, including a widebelt sander, dust collection system, vacuum press and additional custom sanding equipment.

49

CHARTER HOUSE INC. Holland, MI '97: $13,086,000 Sales '98: +25.8% Est. 1987 '98: $16,457,000 Projected '99: +20% Employees: 100

Manufactures wood, wood laminate, fiberglass restaurant furniture and other restaurant-related items

Citing a great team effort in meeting customers' needs, general manager Harriet Trethewey says that Charter House is able to satisfy customer needs from all aspects of the company. "Every department and function succeeds because of the high level of dedication and skill level among our employees." The company has added a vertical panel saw, is in the process of purchasing a CNC router and intends to invest in value engineering and R&D to continue to improve.

50

COLONIAL CRAFT St. Paul, MN

'97: $26,315,000 Sales '98: +25.54% Est. 1965 '98: $33,037,000 Projected '99: +3% Employees: 275

Secondary hardwood products, including architectural millwork, door, window and barbeque grill parts

The company has significantly increased training and flexibility to allow it to add both new products and new processes profitably. A vacuum coater paint line, boring machine and ripsaw optimization package have all been added to aid profitability. The company also was the recipient of the Governor's Safety Award of Meritorious Achievement from the Minnesota Safety Council. The award is given for excellence in workplace safety and health.

51

TOP DRAWER CO. Gilbert, AZ

'97: $1,530,000 Sales '98: +25.49% Est. 1989 '98: $1,920,000 Projected '99: +25% Employees: 30

Dovetailed drawer manufacturer

Top Drawer, a member of the WOOD 100 for the fourth consecutive year, has added new machinery to continue the company's push towards automation. President Brian Emerson says that the company also has made improvements away from the additions of CNC equipment. "We have developed computerized production systems to manage our manpower and material flow more efficiently," says Emerson.

52

EAGLE INDUSTRIES Bowling Green, KY

'97: $33,903,000 Sales '98: +25.3% Est. 1974 '98: $42,478,000 Projected '99: +35% Employees: 700

Manufacturer of promotional oak furniture

"To be a success in the furniture industry, you must keep up with product changes," says Eagle's Brian Lewis. Eagle has redesigned its hutch line, added a bedroom line of products and has made continuous changes in their entertainment center and home office styles. The company has also purchased point-to-point machining centers, automated glass cutting and detailing equipment and additional high-speed sanders.

53

KENT MOORE CABINETS LTD. Bryan, TX

'97: $17,715,000 Sales '98: +25.2% Est. 1971 '98: $22,176,000 Projected '99: +20% Employees: 297

Custom manufactured residential cabinets

Kent More added a Shoda CNC router, single-end tenoner, profile wrapper, orbital sander, widebelt sander, Selco automatic panel saw and a computerized moulder to help with the more than 25% growth in sales last year. Vice-president of development Dale Tolmsoff says that the very strong construction industry in Texas has been a big factor in the company's growth.

54

ALPINE WOOD PRODUCTS Marionville, MO

'97: $1,837,000 Sales '98: +25.1% Est. 1982 '98: $2,299,000 Projected '99: +40% Employees: 52

Design, manufacture and install custom cabinets, architectural and commercial projects

Alpine has moved into a new 25,000-square-foot building, added a Selco beam saw, widebelt sander and CAD programs. A full-time salesperson now targets contacts outside the company's local area. Plant manager Eric Brown also says that by adding specific benefits and increasing teamwork among employees, the company has begun to overcome concerns with employee retention and training.

55

IWP DISPLAYS & COMPONENTS Bloomington, MN

'97: $2,152,000 Sales '98: +24.3% Est. 1981 '98: $2,675,000 Projected '99: +12% Employees: 42

Engineer, manufacture and assemble wood and plastic components for store fixtures and furniture

IWP is broadening its customer base beyond its core niche of point-of-purchase store fixtures and furniture makers. "We have recently upgraded our panel sizing, precision machining and assembly operations to appeal to a wider base of customers," says president Conrad Eggan. The company has also added a cold press laminating line which Eggan says will provide further value-added capabilities.

56

WOOD SPECIALISTS Mentor, OH

'97: $344,000 Sales '98: +24.2% Est. 1977 '98: $514,000 Projected '99: +15% Employees: 5

Point-of-purchase displays, store fixtures and industrial wood products

With the purchase of new machinery, owner Ken Demarchi says that Wood Specialists is saving time, opening doors to new customers and realizing bigger profits. "With the addition of an edgebander and point-to-point machine, we have been completing our production job with a savings in time of about 20% to 35%," says Demarchi. "The point-to-point has also added a new dimension to the type of work we can do. It has opened the door to customers that we could not deal with in the past." By doing this, the company hopes to continue to build a wide and varied customer base with the strong economy to get a foothold in as many areas as possible.

57

COOPER ENTERPRISES INC. Shelby, OH

'97: $6,035,000 Sales '98: +23.83% Est. 1965 '98: $7,473,000 Projected '99: +10% Employees: 51

Store fixture components and assembly, point-of-purchase displays, bowling industry, furniture, commercial and packaging products

With the recent addition of 50,000 square feet for raw material warehousing, Cooper Enterprises continues to grow. Sales manager Mike Murray says that the company's leadership, along with the addition of two CNC routers and a CNC point-to-point machining center, have been key to Cooper's success. "Staying on top of technology keeps us ahead of our competition," says Murray. "But the leadership of Cooper Enterprises has contributed most to our overall success. Each department is constantly analyzed for needs and obstacles, and the right tools are put in place for each department and employee to operate faster and more efficiently."

58

PRINCIPLE FIXTURE AND MILLWORK INC. Wyoming, MN

'97: $8,794,000 Sales '98: +23.8% Est. 1987 '98: $10,887,000 Projected '99: +15% Employees: 70

Store fixtures, office furniture and architectural millwork.

Over the last two years, Principle has added a towline paint system with a gas-fired cure oven, a UV rollcoating machine and a point-to-point machine. According to CFO Phil Deimel, the additions have helped increase the company's competitiveness over the last two years. "The combination of changing to a team environment in production and selective technology purchases to enhance quality and productivity have had a significant impact on overall company productivity," says Deimel. "We're positioning the company to weather economic turbulence through a solid foundation of financial fundamentalism."

59

HIRD/BLAKER INC. Bronx, NY

'97: $17,290,000 Sales '98: +23.7% Est. 1974 '98: $21,386,000 Projected '99: +5% Employees: 95

Architectural woodwork, custom furniture

Image may not be the key to success, but finding an identity that increases sales is what works for Hird/Blaker Inc. "Our long-term efforts to establish our company as a high-quality woodworking manufacturer have been successful," says Cliff Blaker, president. Blaker also attributes the development and establishment of positive relationships with many of the most active firms in the metropolitan New York City marketplace as a reason for the company's impressive positive growth.

60

THOEMMES CABINET MAKERS Orange, CA

'97: $1;519,000 Sales '98: +22.6% Est. 1963 '98: $1,863,000 Projected '99: +25% Employees: 32

High-end custom cabinetry and furniture for kitchens, baths, entertainment centers and tables

Thoemmes recently purchased a 12,000-square-foot building that more than doubled the company's floor space. The company also added a Vitap boring machine, a Holz-Her Triathalon 360 edgebander and two new delivery trucks to increase production and handle more orders. But most important to company president Vincent Thoemmes is the company's track records for quality and safety. "We have a very strong safety program which keeps our accident rate very low, and with the new building, we have also been able to hire more people and thereby sell more and larger jobs."

61

CASEWORX INC. Redlands, CA

'97: $3,907,000 Sales '98: +22.3% Est. 1992 '98: $4,778,000 Projected '99: +20% Employees: 40

Plastic laminate cabinets for institutions such as schools, hospitals and laboratories

According to Caseworx president Bruce Humphrey, the purchase of a Homag edgebander has increased the consistency and quality of edging for the company. Caseworx also added a second Morbidelli point-to-point with bar code capability to process its increasing flow of bar coded parts (more than 80% of the company's total). "We are focusing on developing methods of training and retaining our employees," says Humphrey. "Increased productivity can be a very daunting goal. But as technology increases potential factory output through efficiency, each of our employees management skills become more and more important."

62

B&L CABINETS AND SUPPLY INC. Gladewater, TX

'97: $1,535,000 Sales '98: +21.7% Est. 1965 '98: $1,868,000 Projected '99: +8% Employees: 29

Custom kitchen and bath cabinets for new construction, manufacturer of raised panel doors

Larry Allen, vice-president of B&L Cabinets, puts the spotlight on the employees of the company when touting the success over the past year. "Our productivity has increased because of the dedication of our employees toward productivity, quality control and cutting our waste factor on materials," says Allen. B&L also added a Polymac Ergho edgebander, Voorwood 212 door edger and sander and an Altendorf Elmo 3 sliding table saw to help its employees improve productivity and quality.

63

HARBINGER INDUSTRIES INC. Minneapolis, MN

'97: $4,527,000 Sales '98: +21.4% Est. 1987 '98: $5,494,000 Projected '99: +10% Employees: 65

Architectural millwork, store and display fixtures, bank marketing fixtures, OEM furniture manufacturing. and contract cutting and machining

The company has added a Weeke point-to-point drilling and routing machine, a Costa CNC sanding unit and improved computer software for plant scheduling and inventory. But president Michael Quirk says he believes Harbinger employees are still the biggest key to the company's gains. "While productivity increases can be achieved by equipment investment and streamlining the plant, the most valuable asset of any manufacturing operation is its employees," says Quirk. "People are the glue that holds our organization together."

64

BLACK HILLS MOLDING INC. Rapid City, SD

'97: $1,677,000 Sales '98: +20.993% Est. 1991 '98: $2,029,000 Projected '99: +30% Employees: 35

Furniture, cabinet and miscellaneous wood components

Black Hills Molding's key to success was keeping its customers' interests at heart when the company incorporated its marketing plan. "By outsourcing, our customers reduce their need for additional employees in very tight job markets," says sales manager David Mallams. "This gives the customer more options." To improve efficiency and increase sales, the company added a five-head moulder, computerized chop saw, double-end tenoner and a UV flat line finishing system.

65

NORTHLAM INDUSTRIES INC. Vaughan, ONT, Canada

'97: $7,045,000 (Can.) Sales '98: +20.989% Est. 1991 '98: $8,524,000 (Can.) Projected '99: +15% Employees: 52

Engineered wood components

An automated packaging line now allows Northlam to competitively package private label RTA furniture products. The company has also settled into a new 60,000-square-foot facility which president Bruno Colozza says has helped Northlam manufacture more efficiently. "A lot of time was spent working with consultants in free tuning our plant layout," says Colozza. "The design has facilitated our current requirements and is flexible so that another expansion will easily be executed once it is deemed necessary."

66

CNC INDUSTRIES Houston, TX

'97: $702,000 Sales '98: +20.1% Est. 1992 '98: $843,000 Projected '99: +35% Employees: 15

Airport millwork and wood and plastic component parts

CNC Industries has found ways to expand its market by capitalizing on its strengths to gain customers. "From our initial target market of component parts users, we have applied our expertise on many levels, allowing us to provide goods - both components and finished products- to a broader customer base," says president/CEO Eric Eilers. "By adding our airline millwork division, our customer base now includes companies on a world-wide scale, making us less susceptible (for financial trouble) if business should drop in a particular area of the market."

67

CONCEPTS IN MILLWORK INC. Colorado Springs, CO

'97: $2,595,000 Sales '98: +19.61% Est. 1980 '98: $3,104,000 Projected '99: +5% Employees: 45

Architectural millwork, wood and laminate casework and laminate tops

Concepts increased its overall space by 75% and located all of its operations under one roof, leading to improved efficiency and productivity, says president Robert Silcott. The company also added a software update for all processes including accounting and production. CIM purchased a new edgebander, added a marketing manager and revised its workshop flow patterns to make its employees more productive and maintain quality throughput processes.

68

T.J. HALE COMPANY INC. Memomonee Falls, WI

'97: $18,147,000 Sales '98: +19.58% Est. 1950 '98: $21,700,000 Projected '99: +20% Employees: 150

Manufactures wood and metal store fixtures, specialty display hardware and fixture system

"We are especially proud of our people," says owner Jack Hale. "They are truly focused on achieving and exceeding customer goals in relentless pursuit of T.J. Hale's vision to be the benchmark of service, quality and value in the store fixture industry." According to company president and COO Reed Felton, T.J. Hale also keeps an eye on the economy to identify how it can grow the best. "We closely monitor the economy and the financial health of our customers," says Felton. "It will be more important than ever to align ourselves with customers who can weather any economic storms ahead and not to overextend our business by growing too rapidly."

69

WW WOOD PRODUCTS INC. Dudley, MO

'97: $12,059,000 Sales '98: +18.8% Est. 1977 '98: $14,301,000 Projected '99: N/A Employees: 210

Manufacturer of kitchen cabinets

"The extra square footage helped us a bunch," says Ron Wunderlich, president of WW Wood Products, referring to a 226,000-square-foot addition to the company's plant. It has helped WW Wood Products edge up sales and increase productivity significantly. The company also added CNC equipment, a Holzma panel saw and a door machine to help continue the company's success.

70

FANCHER CHAIR CO. INC. Falconer, NY

'97: $7,077,000 Sales '98: +18.0% Est. 1974 '98: $8,352,000 Projected '99: +12% Employees: 120

Contract manufacturing, solid wood dining and office chairs

Fancher Chair added two SCMI moulders, a Thermwood CNC machine center, two Ballistrini tenoners and a DMC three-head sander to help the company with its expanding operations. President Bruce Erickson says that the new machinery has helped his company be more productive while maintaining quality. "We have always made good products," says Erickson. "We needed to make them faster. The new equipment enables us to do so and it has improved our quality as well." The company has also established a "Wood Skills Training" program in conjunction with other manufacturers and a local industry council to train and educate potential employees.

71

PRECISION MILLWORK INC. Cumming, GA

'97: $6,308,000 Sales '98: +17.69% Est. 1989 '98: $7,424,000 Projected '99: +10% Employees: 85

Specialty millwork products

Until the mid 1990s, the only kind of advertising Precision Millwork ever benefited from was the word-of-mouth variety. Since then, the company has gone into certain areas and "blitzed" the top two or three distributors in the market, according to Bailey Bowline IV, marketing director. This strategy has increased volume and name recognition for the company.

72

HOFFCO INC. Wood Lake, MN

'97: $7,222,000 Sales '98: +17.56% Est. 1983 '98: $8,490,000 Projected '99: +5% Employees: 115

Wood kitchen cabinet accessories and other wood products that are marketed to larger OEMs

Hoffco appears for the fifth straight and sixth time overall in the WOOD 100 report. In addition to adding integrated computer software that has improved manufacturing efficiency, Hoffco improved its ability to recruit and retain new employees. "We improved our orientation program, increased training and added to employee benefits," says Doug House, sales manager.

73

SIELING & JONES INC. New Freedom, PA

'97: $3,957,000 Sales '98: +16.7% Est. 1949 '98: $4,618,000 Projected '99: +10% Employees: 66

Custom architectural hardwood veneer faces and plywood

Edward Jones III, president of Sieling & Jones, says he is sorry if it sounds trite when he says that "People are our most important asset." The company did add a new veneer splicer, which has improved veneer joints and reduced inspection time and bought a CNC that has added value to its products. Jones points out that "without well-trained and motivated employees, machines cannot result in increased sales."

74

GREAT NORTHERN CABINETRY Rib Lake, WI

'97: $4,784,000 Sales '98: +15.4% Est. 1972 '98: $5,519,000 Projected '99: +15% Employees: 85

Kitchen cabinets, bath vanities, hutches and entertainment centers

Improvements to quality control are behind Great Northern's strong sales in 1998, says Dennis Scheithauer, production manager. "Each department has a checklist of items to inspect before sending a component to the next station," Scheithauer says. "Each department documents errors or material problems. This information is shared with teams to work on solutions."

75

C. M. WOOD WORKS INC. Deerfield, IL

'97: $255,000 Sales '98: +15.3% Est. 1984 '98: $294,000 Projected '99: +15-20% Employees: 3

Custom entertainment centers, kitchens and built-ins for offices

C. M. Wood Works may be small in terms of employees, but it recently added big-time equipment such as a CNC machining center and an automatic vertical panel saw. "The equipment purchased has allowed us to do more high quality projects with the same amount of people and floor space," says Chris Mazurk, president and owner of the company.

76

EASTLAND INDUSTRIES LTD. Minto, NB, Canada

'97: $5,524,000 (Can.) Sales '98: +14.8% Est. 1969 '98: $6,340,000 (Can.) Projected '99: +5% Employees: 65

Kitchen cabinets, bath vanities and postformed countertops

Eastland makes its third consecutive and fourth overall appearance in the WOOD 100 report. General manager Eric DiCarlo says the company's new marketing program, which includes new brochures and other marketing materials, have helped dealers sell the product. "It gives us a consistent program of marketing," Di Carlo says.

77

DMI FURNITURE INC. Louisville, KY

'97: $56,434,000 Sales '98: +14.7% Est. 1977 '98: $64,727,000 Projected '99: +15% Employees: 450

Office, bedroom, dining, occasional and home entertainment furniture

DMI's sales increased more than $8 million in 1998. This 14.7% gain was primarily a result of increased home office sales and sales by the company's new Wynwood division. DMI spent $2.234 million on a new warehousing and distribution facility and improvements at its sawmill and dimension plant, according to the corporation's Annual Report.

78

BLACKHAWK FURNITURE INC. Riverside, CA

'97: $25,155,000 Sales '98: 14.6% Est. 1983 '98: $28,818,000 Projected '99: +20% Employees: 340

Oak bedroom furniture

Blackhawk Furniture recently doubled the size of its High Point, NC, showroom. This comes on the heels of a factory and warehouse expansion. New machinery purchases include several flatline spray machines, a yard tractor, forklifts and two Rhodes automated finish lines. Blackhawk president and CEO William Jahn credits superior customer service for the company's overall success.

79

ISLAND WOODCRAFTS LTD. Wanchese, NC

'97: $2,006,000 Sales '98: +14.5% Est. 1973 '98: $2,297,000 Projected '99: +15% Employees: 22

Kitchen cabinets, bath vanities and tops, entertainment centers, etc.

Clifford Granitzki, president of the family-owned company, says that besides some new computers for the office, he has not purchased any new equipment in the past two years. Island Woodcrafts did add a new showroom recently, but he puts the credit elsewhere: "The emphasis on customer satisfaction coupled with delivery, high quality products and competitive prices has always been our best sales tool," Granitzki says.

80

P. J. MILLIGAN & CO. Santa Barbara, CA

'97: $3,195,000 Sales '98: +14.0% Est. 1991 '98: $3,643,000 Projected '99: +31% Employees: 60

Cabinetry and furniture specializing in reproductions

P. J. Milligan developed and acquired new items featuring different styles, materials and finishes last year in response to customer requests. "We discovered that our customers were looking for more variety," says CFO Ken Sterling. Sterling says the company did not need to add any new machinery in 1998 because of an earlier retooling aimed at automation of the plant.

81

MACK STUDIOS DISPLAYS Auburn, NY

'97: $3,031,000 Sales '98: +12.67% Est. 1964 '98: $3,415,000 Projected '99: +25% Employees: 42

Retail displays, signage, architectural woodwork

Mack Studios has worked hard to improve communication within the company in recent years, according to Kim Murray, director of operations. "We placed personnel in positions that allow us to track our projects and progress more efficiently," Murray says. Within the past month, Mack Studios purchased a Thermwood CNC router, which Murray expects to further improve efficiency.

82

STRATA DESIGN INC. Traverse City, MI

'97: $2,853,000 Sales '98: +12.65% Est. 1988 '98: $3,214,000 Projected '99: +15% Employees: 29

Plastic laminate casework, solid surface fabrication and countertops

Strata Design appears in its seventh WOOD 100 report, having placed No. 57 last year. The company's continued growth can be attributed to its customer communications program, says Charles Cady, president. "We focus on retaining and increasing annual sales with existing customers," he says. "We accomplish this through frequent reviews with our customers." Recent purchases include: production, inventory and job-cost software.

83

AJ STAIRS INC. Lakewood, NJ

'97: $2,816,000 Sales '98:+11.5% Est. 1980 '98: $3,140,000 Projected '99: +40% Employees: 43

Staircases, rails and custom millwork

A.J. Stairs' recent purchases include a Thermwood CNC router, upgraded office computers and a CAD system for custom staircase blueprints. These additions have improved efficiency, but the employees deserve more credit, says Edward Hasse Jr., vice president, production. "We have developed a core group of employees since 1996 that have allowed us to increase all aspects of our business," Hasse says. Hasse sees even brighter days ahead and predicts a 40% increase this year.

84

LAYNECORP ARCHITECTURAL MILLWORK INC. Kingwood, TX

'97: $2,220,000 Sales '98: +11.1% Est. 1982 '98: $2,466,000 Projected '99: +10% Employees: 40

Architectural millwork and commercial casework

LayneCorp doubled the square footage of its plant and added high-tech equipment, which improved quality and productivity, says Don Looney, vice president. "We expect additional gains from our capability to execute larger projects and as our quality assurance system is implemented," Looney says. New equipment includes a CNC machining center, beam saw with engineered download and software tools with production equipment downloading.

85

BIG SKY WOODCRAFTERS Laurel, MT

'97: $237,000 Sales '98:+11.0% Est. 1995 '98: $263,000 Projected '99: +10% Employees: 8

Hardwood components for the awards industry

Kathy Barta of Big Sky Woodcrafters regards quality control improvements as the main reason behind the company's success. "We oversee every piece with a critical eye and let our customers know quality is what they can expect," she says. The company recently added a Unique shape and sand machine to its shop floor. For 1999, Barta expects similar growth of 10%.

86

PARENTI & RAFFAELLI LTD. Mount Prospect, IL

'97: $18,669,000 Sales '98: +10.9% Est. 1950 '98: $20,699,000 Projected '99: +7% Employees: 140

Commercial and residential freestanding and architectural millwork, casework and furniture

A new CNC router, edgebanders, planers, single spindle tilt shaper and a straight line ripsaw have increased shop efficiency considerably at Parenti & Raffaelli. Skilled employees are an equal part of the company's success, says Debra Wozniak, director of marketing. "I feel you can not have one without the other and be successful," she says.

87

KEENER KITCHENS MFG. CO. Red Lion, PA

'97: $3,293,000 Sales '98: +10.6% Est. 1973 '98: $3,641,000 Projected '99: +8% Employees: 60

Wood or laminate cabinetry for residential or commercial use

Keener Kitchens' president Stephen Keener, CKD, says a scheduling spreadsheet the company developed in-house has increased efficiency. The spreadsheet has been revised and improved twice since implementation in 1995. "This system allows supervisors to know where the job is and when it needs to go the next department," Keener says. New equipment includes a Scheer panel saw, Bryant edgebander, a downdraft sanding table, Pattern Systems software and AutoCAD LT software.

88

STUDIO DISPLAYS INC. Pineville, NC

'97: $1,994,000 Sales '98: +10.28% Est. 1981 '98: $2,199,000 Projected '99: +25% Employees: 30

Custom exhibits, props, sets and Christmas decor

Studio Displays makes its fourth appearance in the WOOD 100 report. Tom Pope, president of the 30-employee shop, feels his employees deserve the credit for Studio Displays' success. "It's a great team to work with. They care about the product we send out the door," he says. The shop was recently outfitted with new AutoCAD design software.

89

MICHIANA LAMINATED PRODUCTS INC. Howe, IN

'97: $1,180,000 Sales '98: +10.25% Est. 1981 '98: $1,301,000 Projected '99: +8% Employees: 15

Laminated wood components for office furniture, store fixture and display industries

Michiana Laminated Products' 10% growth is mostly a result of its dedicated workforce, says Michael Sutter, president. Productivity is currently 80% higher than it was five years ago as a result of outside and on-the-job training, he adds. Within the past two years, Michiana bought a Holz-Her CA80 panel saw and a Komo Innova 510 CNC machining center.

90

ROYAL CABINETS Pamona, CA

'97: $20,121,000 Sales '98: +9.5% Est. 1964 '98: $22,025,000 Projected '99: +25% Employees: 400

Kitchen cabinets, furniture

Royal Cabinets introduced a line of frameless cabinetry in 1996, which has contributed considerably to the company's growth, Gus Danjoi says. Also adding to the company's bottom line is the 1998 addition of a furniture line to the sales mix. Danjoi sees even brighter days ahead and predicts a 25% increase in 1999.

91

WOODCRAFT INDUSTRIES INC. St. Cloud, MN

'97: $121,058,000 Sales '98: +8.3% Est. 1940 '98: $131,078,000 Projected '99: N/A Employees: 1,550

Solid and engineered products for kitchen cabinet and furniture manufacturers

A new shift modeling program at Woodcraft, developed with an outside consultant, started with a basic requirement to operate the plants 120 hours per week. "We modified that to a goal of 112 hours which provided the opportunity to schedule two shifts with three-day, 12-hour shifts in addition to a 40-hour shift," says marketing director Steven Wilhelm. "Each manufacturing facility selected a schedule by popular vote." Wilhelm says the three-day workweek has been a valuable recruitment tool in the area's tight job market.

92

JMC CABINETS & INTERIORS INC. Everett, WA

'97: $4,215,000 Sales '98: +7.3% Est. 1987 '98: $4,523,000 Projected '99: +10% Employees: 30

Modular kitchen cabinets

Three years ago, JMC moved its kitchen cabinet manufacturing facility and combined it with its prehung door and millwork distribution. The move allowed the company to better allocate all of its resources. "We are now able to ship a total package of cabinets, doors and millwork from the same location," co-owner Neil Maddy says. The company recently added an Omga radial arm saw and a Castle tool mortising machine.

93

FLEETWOOD INDUSTRIES Reading, PA

'97: $15,155,000 Sales '98: +7.2% Est. 1971 '98: $16,239,000 Projected '99: +20% Employees: 100

Wood and metal store fixtures

Success at Fleetwood Industries starts with "educating company members and customers about the company - what makes us effective and what is needed in the marketplace," says Darrell Helms, vice president of production. Fleetwood added some new machinery too: a Busellato point-to-point boring machine along with computerized milling equipment, a rear-load computerized panel saw, a Homag edgebander and a finishing line with drying ovens.

94

HARMONSON STAIRS Mt. Laurel, NJ

'97: $2,516,000 Sales '98: +6.8% Est. 1985 '98: $2,687,000 Projected '99: +20% Employees: 34

Custom wood stairs and railings

Prosperity at Harmonson Stairs resulted from a combination of a new gain-sharing plan and increased automation, according to Bart Withstandley, president. "The increased profitability has allowed further improvements in quality of design and manufacture," he says. The new Intorex CNC lathemthe company recently added has been a "godsend," Withstandley says.

95

A. F. JOHNSON MILLWORK CO. West Des Moines, IA

'97: $1,136,000 Sales '98: +6.78% Est. 1931 '98: $1,213,000 Projected '99: +10-15% Employees: 13

Architectural millwork, cabinets, furniture and store fixtures

One of the oldest companies in the WOOD 100 survey, A. F Johnson Millwork is undergoing a plant expansion that will double its current floor space. "At that time we will be adding CNC equipment," says owner and president Henry Evans III. Evans foresees 10 to 15% growth in 1999.

96

A & K MILLWORK LTD. Winnipeg, MB, Canada

'97: $8,674,000 (Can.) Sales '98: +6.6% Est. 1971 '98: $9,243,000 (Can.) Projected '99: +68% Employees: 130

Architectural millwork, casework and store fixtures

A & K Millwork makes its fourth consecutive appearance in the WOOD 100. The company has been working on developing closer relationships with large general contractors, and so far the strategy has been paying off. "We have been able to bid much larger projects than ever before," says controller Allan Wainwright. To keep up with the additional work, the company added a Rover 346 CNC machining center and a Holz-Her edgebander.

97

NU-TREND CUSTOM CABINET CO. Elk Grove Village, IL

'97: $1,720,000 Sales '98: +5.6% Est. 1983 '98: $1,817,000 Projected '99: +10% Employees: 15

Architectural woodworking, custom cabinetry and furniture

Nu-Trend has a new home - an 18,000-square-foot plant built to the company's exact specifications. "Our new building has been great," says Kevin Mack, president. "We were up and running within five working days." The new plant was equipped with new machinery and systems such as a completely built-out finishing area and dust collection system. Nu-Trend also rehabbed its offices with custom woodwork. Mack says the new offices double as a showroom.

98

ON SITE WOODWORK CORP. Loves Park, IL

'97: $6,967,000 Sales '98: +5.1% Est. 1982 '98: $7,325,000 Projected '99: lower Employees: 90

Custom architectural woodwork

On Site's new Morbidelli CNC router, Heesemann widebelt sander, Makor automated finishing lines and computer network have helped increase productivity at the company. But executive vice president Mark Peterson says an extensive training program with a full-time corporate trainer is the bigger reason behind the company's prosperity.

99

COX INTERIOR INC. Campbellsville, KY

'97: $52,588,000 Sales '98: +5.0% Est. 1983 '98: $55,226,000 Projected '99: +18-20% Employees: 750

Trim moulding, stair parts, doors, mantles and sprial and circular stairs

Cox makes its third straight and fifth appearance overall in the WOOD 100 survey. Cost manager Mike Helm gives employees the lion's share of the credit for keeping the company growing. "Our employees take pride in quality craftsmanship," he says The company recently added a new rough mill to its operation.

100

SOUTHERN INDIANA MILLWORK INC. Jonesville, IN

'97: $2,309,000 Sales '98: +4.6% Est. 1982 '98: $2,415,000 Projected '99: +5% Employees: 25

Architectural woodwork, casework, stairs and office furniture, etc.

"With the addition of improved technology in machinery, a re-focus of leadership and a commitment to continuous improvement, we have experienced an overall improvement in productivity and quality," says Southern Indiana Millwork owner Jerry Lowman. The new equipment Lowman refers to includes a second Busellato Optima point-to-point and upgraded networking capabilities from office to machine.

CSM Invests and Grows

CSM CABINETRY LLC, the No. 1 company on this year's WOOD 100 report, went on a quarter of a million shopping spree in 1998. The investment in machinery and software has paid off as the company expected.

CSM Cabinetry, a Wallingford, CT-based manufacturer of commercial millwork and casework, placed No. 26 in last year's WOOD 100 with a 40.8% increase. Last year, it generated $1.6 million in sales, more than doubling 1997's sales. Since 1996, the company has grown nearly 190%.

Chris Migliaro, founder and member of CSM, said in 1998 that the company had to get involved with high-technology equipment in order to expand its production limits. "We were basically at full capacity for what we could produce from October 1997 through 2000," he said. "So if we didn't do this, there wasn't any way we could get more work, because we didn't have the capacity to do it."

The machinery purchases have allowed CSM Cabinetry to pursue bigger projects, including a renovation of St. Raphael's hospital in New Haven, CT, and cabinetry for a Bloomingdale's by Mail store in Cheshire, CT. Several projects, including work on a court house and several assisted living facilities, topped $300,000 each.

Healthy sales growth links the 100 diverse wood products companies featured in this the loth Annual WOOD 100 Report.

Qualifying for the WOOD 100

The WOOD 100 was established by Wood & Wood Products in 1990 to recognize the achievements of fast-growing wood product manufacturers. The WOOD 100 slogan, "Not the Biggest, the Best" was coined to encourage the participation of small custom woodworking shops as well as larger high-production woodworking companies.

The four prerequisites needed for participation in the 10th Annual Report are:

1. Each company's main business involves the manufacture of products made with solid wood and/or composite panels.

2. Each company reported at least $100,000 in annual sales in each year since 1996.

3. Each company enjoyed greater total sales in 1998 than 1997.

4. Each company completely filled out the WOOD 100 qualification form and granted W&WP permission to publish its annual sales figures and other information in this annual report.

The 2000 WOOD 100: The Eleventh Annual WOOD 100 report of fast-growing wood products companies will be published in September 2000. For information on participating, phone Rich Christianson: editorial director, at [phone], ext. 652; FAX [phone] or write #309 on the Reader's Service Card.

Acknowledgements: Barrett Kilmer, Dan Aske, Rich Christianson, Jennifer Blocker, Sam Gazdziak, John Iwanski and Bianca Hernandez contributed to this report.

The WOOD 100 Optimists Club

Executives of WOOD 100 Companies tend to be more bullish about the future than their counterparts at run-of-the-mill wood products companies. Seventy-six of the 95 companies that offered projections of their 1999 sales predict double-digit growth. The most optimistic of the bunch are summarized in the accompanying table. Peering even further ahead to 2000, 64% of the WOOD 100 executives look forward to "good" years while 31% more hope to start the 21st century off with their company's "best year ever."

Projected increase in 1999

Ovation Cabinetry Inc. (No. 2)                               75%
Woodtech Industries Inc. (13)                                72%
A & K Millwork Ltd. (96)                                     68%
N2 Millwork Services Inc. (33)                               65%
AH Woodworks Inc. (24)                                       60%
Appalachian Wood Products Inc. (23)                          56%
CSM Cabinetry LLC (1)                                        55%
Sweetheart Cabinetmakers (4)                                 50%
M.C. Colonial Cabinets & Millwork (9)                        50%
Closet Works (17)                                            42%
New England Clock - A Div. of Bonito Mfg. (11)               40%
Design Fabricators Inc. (19)                                 40%
Alpine Wood Products (54)                                    40%
AJ Stairs Inc. (83)                                          40%

(63 other firms predicted double-digit growth.)

WOOD 100 Facts & Figures

The 100 companies making up Wood & Wood Products' 10th Annual WOOD 100 combined for sales of $1,020,556,000 in 1998, an average of more than $10 million per company. In addition, the 100 companies employ more than 10,900 workers. Following are some other 1999 footnotes.

Go! Go! Gopher State

Gov. Jesse Ventura should be proud. More of this year's WOOD 100 companies hail from Minnesota than any other state or province. Twelve WOOD 100 firms are based in Minnesota, followed by 11 in California and seven each in Wisconsin and Texas. All told, 28 states and three Canadian provinces are represented by companies appearing in the 10th Annual WOOD 100.

1980's Companies Dominate

Forty-two of the 1999 WOOD 100 companies were established during the 1980s, more than twice as many as were founded in any other decade. For the record, the 1970s and 1990s each lay claim to the birth of 19 WOOD 100 firms, followed by the 1960s with 11.

New England Clock (No. 11), a division of Bonito Mfg. since 1995, was established in 1828 and has the longest lineage of any of this year's WOOD 100 class. Valley City Mfg. (No. 27) is the second oldest firm, having been around since 1884, followed by A.F. Johnson (No. 95), established in 1931.

The youngest members of this year's WOOD 100 are Design South (No. 32) and Creative Seating & Fixture (No. 36), each established in 1996.

Tale of the Tape

Woodcraft Industries (No. 91), with 1998 sales of $131,078,000, is the largest company by sales volume. On the other end of the spectrum is C.M. Wood Works Inc. (No. 75), which posted sales of $294,000 ion 1998.