BPD April 2015

PRESERVED WOOD SPECIAL ISSUE EWP SUCCESSION PLANNING

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INDUSTRY NEWS & MONEY-MAKING STRATEGIES FOR LUMBER & BUILDING MATERIAL DEALERS & DISTRIBUTORS

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4 Building Products Digest April 2015 Building-Products.com

April 2015 Volume 34 Number 2

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BPD BuildingProducts Digest

Special Features9 FEATURE STORY

TREATER ROLLS OUT MOBILE TRAINING

10 SPECIAL FOCUSWOOD HOLDS ITS OWN IN DECKING

11 SPECIAL FOCUSFASTENERS INTEGRAL TO PROPERTREATED WOOD PERFORMANCE

12 SPECIAL FOCUSCOLORIZED TREATED WOOD

14 SPECIAL FOCUSCHECK THE END TAG

16 SPECIAL FOCUSNEW WEBSITE EXTOLS TREATED WOOD

18 INDUSTRY TRENDSENGINEERED WOOD GOES GREEN

20 PRODUCT SPOTLIGHTGLULAM & THE NEW HOME

50 PHOTO RECAP: LMC

In Every Issue6 ACROSS THE BOARD

22 COMPETITIVE INTELLIGENCE

24 OLSEN ON SALES

30 NAWLA–THINKING AHEAD

38 FAMILY BUSINESS

40 APP WATCH

42 MOVERS & SHAKERS

44 NEW PRODUCTS

49 ASSOCIATION UPDATE

52 IN MEMORIAM

52 CLASSIFIED MARKETPLACE

53 DATE BOOK

54 IDEA FILE

54 ADVERTISERS INDEX

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ACROSS the BoardBy Patrick Adams

In the shadowsof giantsI GREW UP in the shadows of giants, but it was not until recently that I got to see them

up close. Not in D.C. or New York, but in Orange County, Ca., reside the now shut-tered Tustin Marine Corps Air Station and home of two blimp hangars. These are notjust blimp hangars; they are the largest wooden structures ever made and contain thelargest covered, unobstructed open space of any structure in the world.

When I was a child, we would drive by them during our daily errands and I wouldstare in awe. I would ask my parents how they were built and why they were there. Mycuriosity would build every time we drove by as I asked the same questions hoping toget more detail to quench my curiosity.

It comes as no surprise that they were constructed by the Greatest Generation early inWorld War II. They were built to house the Pacific region’s military blimps thatpatrolled the coastline of the West after the U.S. entered the war following the attack onPearl Harbor. They are each 17 stories high, over 1,000 ft. long, 300 ft. wide, and madeentirely of almost 3 million bd. ft. of treated Oregon Douglas fir, providing over 6.8acres of floor space per hangar. This unprecedented feat was performed by extraordinarymen who were challenged to build something great, something lasting, and somethingmade of wood because steel was unavailable during wartime. Each was completed injust six months. These structures served our country through WWII for our blimp fleetand eventually as the region’s primary military helicopter base until it was selected forclosure in 1999.

As I walked through these empty giants, the echoes of over seven decades of talesreminded me of the challenge our industry now faces. As I hear about the growing retire-ment of the skilled craftsmen and problem solvers of the Greatest Generation that havebuilt our industry and great country, we are faced with how to recruit and retain the nextgeneration into our industry. However, the challenge is indeed greater than that. Thechallenge is the how and the why and the real giants are the men who built these hangarsand in fact, the greatest country on Earth.

Our industry and the companies that make it were not built on what and when. Thetrue skill and heart of our industry is because of the how and the why, and because ofthis, it is not just about replacing retired vacancies but filling them with the skill and val-ues of those before us. There are not recruiting firms or training strategies that providethese things and without them, we risk falling victim to the same mediocrity and short-cuts that have tarnished many other once great industries.

I think back on my career and remember being surrounded by eager young execu-tives, hungry to make their mark whose biggest questions were “What are my goals?”and “When do you want it delivered by?” I remember at times asking the same questionsI did as a child. “Why is that your goal?” “How did you accomplish that before?” I alsoremember my elders not always having the time or patience to answer those questionsand preferred the more expedient questions instead.

A lot of debate is taking place over these hangars and their planned demise to erect

Building-Products.com April 2015 Building Products Digest 7

Patrick S. AdamsPublisher/President

[email protected]

– Serving the industry for over 30 years –

Phone: 800-763-0139 • Fax: 864-699-3101

www.spartanburgforestproducts.com

single-family tract housing in their place.While I’m a big fan of new housing, Ican’t help but compare the demolition ofthese giants and the examples they pro-vide us to the potential loss in our indus-try if time is not taken to teach the nextgeneration the lessons that are trulyimportant and make our industry so spe-cial. Ours is not an industry that can bemeasured exclusively by a spreadsheetthat undoubtedly would show this acreagewould best be valued by hundreds of newhomes instead of two structures that cur-rently have no economical use.

At BPD, I am now consumed withhow to help with this industry’s challengeby providing an outlet for the “how” andthe “why” to ensure this great legacy iscontinued for generations to come. Howto live up to the examples that have pre-ceded us. Not because it is an economi-cal strategy, but because this legacy is thegreatest asset we have and it is what ourindustry still stands for. I look forward tohearing your thoughts on this topic andhow together, we can help to createanother “Greatest Generation” that willserve our industry for decades to come. Ithank you in advance for your supportand look forward to serving you all.

DESPITE being listed on the National Register of Historic Places and designated National HistoricCivil Engineering Landmarks as one of the largest freestanding wooden structures in the world,Hangar No. 2 at the former Marine Corps Air Station in Tustin, Ca., faces an uncertain future.

Ideal for deck beams and columns, raised floor construction, coastal construction,

boardwalks and pier/beam foundations.

■ Backed by a 25-year warranty as strong as our products ■ Meets FEMA’s guidelines for “Flood Resistant Materials”

■ Stock widths of 2 7/16”, 3 1/2” and 5 1/4” ■ I-Joist compatible and framing lumber depths

■ 2400F - 1.8E Industrial Appearance Grade

■ Treated for above ground and ground contact applications


Wood treater rolls outmobile training

“I feel this new innovative idea fortraining will give retailers, contractorsand the general public the tools andknowledge they need to make soundpurchasing decisions in the treatedwood market,” Hudson said.

EVERWOOD TREATMENT CO.,Spanish Fort, Al., is hitting the

road with a spiffy new truck and trail-er—one that delivers industry trainingand promotes the company.

The idea came from the woodtreater’s past involvement in motor-sports. The company would bring itsNascar racing trailer and equipment tocustomer appreciation events, provid-ing direct interaction with contractorsand the general public.

At the same time, Everwood begannoticing an up-tick in misapplicationsof treated wood due to a lack of under-standing of the rising number ofpreservatives and treatment levels.

“We want to change that,” saidEverwood president Jay Hudson. “Byutilizing this type of mobile trainingunit, we can empower the public withthe knowledge they need in our indus-try. I believe other pressure treatedwood providers will follow our leadand offer training as well.”

So the company decided to bringthe training to distributors, retailersand their customers. Everwood pur-chased a new Peterbilt 579 truck and a53-ft. Competition race trailer, whichit stripped down to the outer panelsand had its on-site fabrication shopbuild a full interior. They equipped itwith six flatscreen TVs, multiple Blu-ray players, 1000-watt sound system,two refrigerators, a computer networkwith four laptops, and restroom.

The truck will also visit tradeshows and conventions to offer freetraining to attendees. “Our focus is tobring training to several differentvenues, whether it’s customer appreci-ation day at a local hardware store or aplanned neighborhood developmentlocation,” explained Steve Cheatham.

The training session will introducethe treatment process, provide anoverview of the usage categories for

FEATURE StoryPromoting Treated Wood

INSIDE, contractors receive video-based installation training.

CUSTOM TRAILER goes on-site to deliver training on proper installation of treated wood, in a high-end environment that’s both promotional and educational.

treated wood, explain what type offasteners to use and how to decidewhat treatment level is needed basedon its end use. Attendees will be pro-vided with brochures that include ICCcode approvals and AWPA standards.


Real wood holds itsown in decking marketREAL WOOD continues to hold up

well against competition fromwood/plastic composites for the con-struction of decks. Here’s why:

Treated wood decks cost less andretain more of their value than decksbuilt of composites. The annual Costvs. Value Report by Remodeling mag-azine compares the average cost of 36popular remodeling projects with thevalue those projects retain at resale.For 2015—and since the two werefirst compared—the cost-value ratioof wood decks was higher than decks

SPECIAL FocusBy Debbi Lewis, Arch Wood Protection

built of composites, with wood decksrecouping 80.5% of their cost versus68% for composite decks. Plus,according to the study, compositedecks cost 50% more than wooddecks from the outset. (For the record,only three of the 36 projects examinedin the study showed a higher cost-value ratio than wood decks.)

People vote with their wallets, andthe relative economy of wood bodeswell for its future. According to aPrincipia report, the price spreadbetween wood-alternatives and wood

TREATED WOOD decks cost less and retain more of their value than decks built of composites.

has increased to the point “where cur-rent composite retail prices are push-ing toward levels where further pene-tration against wood is constrained.”

Still, value is not the only reasonthat wood still commands the majorshare of the decking market:Environmental advantages, new tech-nologies, aesthetics, and relative easeof use also factor in.

EnvironmentalAdvantages

After being ignored by the greenbuilding community for years, woodis finally gaining recognition for itsenvironmental attributes. In 2011, thefederal government helped when theU.S. Department of Agriculture con-ceded what people in the forest prod-ucts industry have known for a longtime – using wood is good for theenvironment.

Southern yellow pine used in theresidential decking market is renew-able, biodegradable, and sustainablyharvested. Treated SYP is also a nat-ural and environmentally responsiblechoice: it’s made from wood, arenewable resource, and treatmentextends the life of the wood. Thesewood materials serve as carbon sinksover the entire life of the product andbeyond.

Life cycle assessments (LCAs) ofthese natural wood products confirmtheir environmental benefits. LCAshave shown scientifically the environ-mental advantages of copper azole-and ACQ-treated wood over wood-plastic composites. These studies con-firm that copper-azole and ACQ-treat-ed wood use less energy and


resources, have a lower environmen-tal impact, decrease greenhouse gaslevels, and offset fossil fuel use, whencompared to wood-plastic composites.

Furthermore, wood treated withnonmetallic, carbon-based preserva-tives and appropriate for aboveground use is now readily available aswell.

Technological AdvantagesNew technologies are helping real

wood products maintain a leadingposition in the market as well. Treatedwood products have been improvedwith additional colors and additives toimprove performance. Though avail-ability is limited, modified acetylatedwood has also been introduced thatenhances durability and stability ofwood for above ground applications.

One recent advance in treatedwood is the new BARamine technolo-

Fasteners key to propertreated wood performanceTHE OLD ADAGE “for the want of a nail, the kingdom

was lost” certainly applies to selecting the right fas-teners when working with preservative-treated wood.

Today’s preservatives contain more copper thantreatments used in the past. The ions in the copper car-ried in a preservative can create a chemical reactionwith the steel in a nail, screw, bolt or other hardware.Since preserved wood is typically used where there isregular exposure to moisture, water may add to thechemical reaction between the two metals and causecorrosion and staining.

Because of this, treaters and preservative manufac-turers recommend that fasteners and hardware be hot-dipped galvanized steel, stainless steel, silicon bronze,or copper. Building codes list the same requirements,with an exception for borate-treated wood such as sillplates, which can be used with standard steel fasteners.

The most commonly used fasteners for preservedwood are hot-dipped galvanized steel, which are typi-cally dull gray in appearance. These are made by dip-ping the fasteners under high temperatures to bond aprotective coating of zinc to the steel.

Hot-dipped galvanized fasteners are recommendedfor use with all preservatives, including those contain-ing ammonia such as ACQ and ACZA. In 2014, fasten-er manufacturer Simpson Strong-Tie revised its recom-mendations and noted its in-house testing “concludedthat there is no significant difference in corrosion activi-ty in galvanized steel in contact with treatments with orwithout ammonia.”

Stainless steel is a popular corrosion resistant materi-al used for fasteners. Considered the highest quality,

HOT-DIPPED galvanized nails are among the most popular choicesfor pressure treated wood.

stainless steel is more expensive than comparable hot-dipped galvanized products. However, more cost-effec-tive stainless steel products have come on the market inrecent years. In areas where there is extensive exposureto moisture or salt water, stainless steel is the preferredchoice.

While silicon bronze and copper fasteners areapproved by building codes, they are typically usedonly for special applications.

For more information on recommended fasteners forpreserved wood, go to www.preservedwood.org.

gy from Arch Wood Protection.BARamine is an umbrella of propri-etary additives selectively added toWolmanized wood treatment by agrowing number of licensed produc-ers. The technology adds a broaderrange of resistance—includingdefense against certain copper-toler-ant fungi—and improves preservativepenetration. As an added benefit,wood treated with BARamine tech-nology offers a cleaner, brighterappearance due to greater solutionstability.

Patent applications covering theBARamine technology were filed in2011, and global patents are nowpending.

Suppliers of wood decking willcontinue to benefit from its popularityamong many consumers and contrac-tors who still prefer the aesthetics ofnatural wood. The high tensile

strength of wood allows wood—whenproperly treated—to be used for struc-tural support beams where compositematerials cannot. Decks built of woodcan be rehabilitated by sanding andrepainting or staining whereas com-posites cannot.

And wood is easier to work with;it’s lightweight and offers excellentworkability with common construc-tion tools, plus a comfort factoramong construction professionalswho are accustomed to working withit. Add to these benefits value andenvironmental advantages, and onecan see why wood continues to be theleading product in the decking mar-ket.

– Debbi Lewis is a marketing specialistwith Arch Wood Protection, a Lonza com-pany, Atlanta, Ga. Reach her [email protected].


Preserved wood stakesclaim in the color game

noting people have been staining theirwood decks by hand for about a centu-ry.

Homeowners are increasinglychoosing stained treated lumber.Producers who have invested in theirability to produce stained productshave been profitably expanding intostained fencing, rails and deckingproducts. Staining has become anessential value-added dimension oftheir business.

Both Cheirrett and Eco Chemical’shead chemist, Walt Sadowski, creditthe rise in commercial popularity ofpre-stained products to both aestheticand practical advantages. The twocompare it to painting the walls inyour home: the final appearance isenhanced and the painted surface isprotected, since stain improves thelook of the treated wood while alsooffering additional surface protectionand enhancing the wood’s resistance

THE PRESERVED WOOD industry isexperiencing increased consumer

demand for color, most likely due insome part to the composites industryintroducing color choices to the mar-ket. Consequently, many treated lum-ber suppliers are expanding their prod-uct lines to ensure color options areavailable to their retail accounts.

Eco Chemical, a manufacturer ofwaterborne paints and stains in thePacific Northwest, acknowledges thatalthough the pressure treating processand the pigments necessary for stain-ing the treated lumber have existed fora while, putting the two together is arelatively new concept that has gainedpopularity in the U.S., particularlywest of the Rockies.

“The technology itself is old, butin-plant high-speed stain lines forpressure-treated lumber have onlybeen around for 25 years,” said MarkCheirrett, president of Eco Chemical,

SPECIAL FocusColorized Treated Wood

HIGH-SPEED staining lines add color to wood prior to going to the preservative treating process.Many wood treaters are considering pre-stains as part of their branding.

to natural degradation.“It just looks better and feels more

natural,” Sadowski said. “Yet, it alsoprotects the wood. The pigments blockthe UVs. Otherwise, the wood willdegrade. Staining the wood is a win-win.”

With producers staining the wood,the process is done more efficiently ata lower cost, and customers are able toget the appearance they want, alongwith better water holdout, protectionand durability.

Cheirrett emphasizes the impor-tance of the cosmetic aspect as beingmore than just visually appealing,however.

“Color is becoming a ‘brand’ iden-tifier. Most retailers as customers havetheir own colors, so when you lookout in the yard, you can see who’sbuying what and where it’s going. Butthe difference in colors can be verysubtle in some cases. It’s not the samecolor,” Cheirrett explained.

While there is typically an addi-tional cost associated with stainingpressure treated wood, the incorpora-tion of a water-based staining step inthe treatment process can usually beaccomplished with minimum disrup-tion. The difference in price for theconsumer is insignificant, according toCheirrett, compared to cost of pur-chasing unstained wood and doing thestaining themselves. Unstained woodwill turn gray within a month, whereasproperly stained wood won’t requiremaintenance for several years.

Composite materials, usually acombination of recycled polyethyleneand wood fibers, have emerged in thelast decade as an alternative to woodfor decking surfaces. These productspose some competition for pressure-


ECO CHEMICAL chemist Walt Sadowski (left) and president Mark Cheirrett discuss new formula-tions in the lab. Both agree that adding color to wood as part of the treatment process can add valueto the products.

HIGH-VOLUME stain mixing tanks at Eco Chemical can create a variety of colors and hues for woodstaining as part of the preserving process.

treated wood products in terms ofrequired maintenance and lifeexpectancy.

Cheirrett stresses, however, theseexpected advantages come at a higherinitial cost. In fact, leading compositebrands of decking can cost twice asmuch as treated wood, and ultimately,even these higher priced compositeswill need to be refinished or replacedat some point.

A homeowner faced with refinish-ing a composite deck will be taking ona substantial project, said Cheirrett.Thorough surface preparation will beessential to ensure adhesion whenapplying new paint to what is essen-tially a non-porous plastic surface.

Even the best preparation andchoice of paint will eventually lead tochipping—something that can beavoided with stained wood. Cheirrettalso points to the environmentaladvantages that wood offers, as arenewable and biodegradableresource.

An early concern that deterred dis-tributors and retailers from offeringcolor products was how the colorwould hold up in an outdoor environ-ment. Initial coloring was attemptedwith dyes instead of high qualitystains, resulting in early fading due toUV and general weather exposure.Fading is no longer an issue however,when using wood stains incorporatinghigh quality iron oxide pigments.These pigments, which will not discol-or even when exposed to UV radiationover time, have a history of provenlongevity.

“Iron oxides are in the SistineChapel. They’re in hieroglyphics.They’re natural, because it’s ironthat’s already rusted—once it’s rusted,it can’t rust anymore!” Sadowski said.

Continuous improvements in theformulation of wood stains have beensteady and impressive. In EcoChemical’s case, one recent develop-ment is a hybrid product that candeliver virtually all of the performancefeatures of an oil-based alkyd at a sub-stantially lower cost and with farfewer potential environmental conse-quences.

Stained treated lumber has realizedbroad acceptance and growing marketpreference over unstained alternatives,particularly in the western states andprovinces. But the majority of marketsin North America still lack a primarychampion and producer. Eastern retail-ers have been showing increased inter-est in this market opportunity, with big

tomers. With the growth in demandfor pre-stained lumber in the westernstates, the beauty and added protectionof stain appear to provide solid groundfor the continued growth of demandfor these products across the country.

box stores, such as Home Depot andLowes, leading the way.

The benefits of including a stainingstep in manufacturing pressure treatedlumber hold substantial value for man-ufacturers, dealers, and their cus-


Check the endfor preserved wood information

Outdoor decking products are typi-cally rated as UC3B while those usedin contact with the ground carry aUC4A or UC4B designation. ForWestern treated wood products, suchas Douglas Fir and Hem-Fir, groundcontact treated products will also beincised, with small slits cut into thewood to allow the preservative to pen-etrate more deeply into the wood.

The UC5 category is used for pil-ings, timbers and other products whichmay be immersed in fresh or saltwater, the most demanding exposures.

AWPA standards and buildingcodes require the CheckMark qualityindicator, along with the logo of thethird-party inspection agency. Thismark indicates the product was treatedto national consensus standards for theamount of preservative in the productas well as the depth of penetration intothe wood. These products are also reg-ularly monitored to ensure the properquality control is maintained.

THE BEST WAY to identify the pre-served wood product stocked in

your lumberyard is to look at the endof the piece.

Preserved wood products sold inretail locations carry an end labeloffering important information aboutthe wood. While these end labels maylook differently based on the manufac-turer, all have common elementsfound in every label.

A key element on every label is theexposure condition, such as AboveGround or Ground Contact. This isoften accompanied by the specificAmerican Wood ProtectionAssociation Use Category designation.AWPA Use Categories range fromUC1 to UC5. The higher the number,the more demanding the exposure.

Wood treated for interior use,including sill plates, carry a UC1 orUC2 rating. These products are usual-ly treated with borates for protectionagainst insects.

SPECIAL FocusWWPI on Preserved Wood

Wood that has been approved foruse by the International Code Councilwill show an ICC-ES logo instead ofthe check mark.

The specific preservative and theretention level, or amount of preserva-tive as measured in pounds per squarefoot (pcf), will be shown on the endlabel. Many preservatives are soldunder their brand name and the logo orname of the brand will also appear onthe label.

Labels also show the name of thetreating company where the wood wasprocessed. An overview of the warran-ty for the wood can be found on theback of the label, with a website linkto review more detailed information.

Understanding end labels on pre-served wood can lead to better sales,as salespeople will be able to guidecustomers to products that will per-form and provide a long service lifefor the specific use.

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New website extols value,benefits of treated wood

the site. “Preserved wood has a greatstory and this site lets us tell that storybetter.”

Visitors can learn how wood ispreservative treated and view a videoon the treating process. They canexplore the many preservatives thatare available today and how they areused.

The Use Category system, which isessential for specifying preservedwood, is fully explained. TheCheckMark section explains how toread end labels on preserved woodproducts and details the third-partyinspection that assures the quality ofthe preservative treating.

The Aquatics section provides an

THE LONG LIFE and versatility ofpreservative treated wood takes

center stage in a new, consumer-friendly website.

Preservedwood.org is designed as aone-stop resource for all pressure-treated wood products. Under thetheme “Wood That Lasts,” the full-featured website offers basic informa-tion on preserved wood for consumersas well as sophisticated tools for spec-ifiers and others.

“It’s critical that we teach con-sumers, specifiers, regulators andthose selling our products about pre-served wood,” said Dallin Brooks,executive director of Western WoodPreservers Institute, which is hosting

SPECIAL FocusTreated Wood Online

WWPI has launched a new, consumer-friendly website to promote preserved wood.

extensive overview of the tools avail-able for specifying preserved wood inaquatic or sensitive environments.Visitors can download the freeEnvironmental Assessment Model, anExcel spreadsheet that has earnedapproval by federal and state agencies.The model is a flexible tool that canestimate potential migration of chemi-cals from preserved wood in water for11 of the most commonly used preser-vatives.

A How To section details the rec-ommended fasteners for use with pre-served wood, how to field treat pre-served wood to meet building codesand information on handling and dis-posing preserved wood. For those inCalifornia, visitors can get a list ofapproved landfills and review the stateregulations for preserved wood dis-posal.

Information on how to specifyusing WWPI’s Best ManagementPractices, or BMPs, is available forreview on the site. BMPs are recom-mended guidelines for the productionand installation of preserved wood inaquatic and sensitive environments tobalance providing needed protectionwith minimizing the use of preserva-tives above required standards.

Lumberyards stocking treatedwood products can be listed in theTreated Lumber Yards Nearby section.The searchable list also appears on theTreated Wood Guide smartphone app.

A full Technical Library is avail-able on the site, featuring download-able publications on specifying, prod-uct use, environment, aquatics, fire-retardant treating and disposal.


HOOD LUMBER“Long and Strong”

Phone 601-264-2559Fax 601-296-4740www.hoodindustries.com

Specializing in qualitySouthern Pine Lumber,

ALL treatedwith anti-mold protection.

We provide a full product mixof 2x4 thru 2x12, small timbers,

and lengths up to 24 feet,from mills in Mississippi and Georgia.

Boost preserved woodsales with updated app

PROVIDING KNOWLEDGE-ABLE service is a great

way for building productretailers to differentiate frombig box stores. To pump uptreated wood sales, you canput key product informationright at your salespeople’sfingertips with a revisedsmartphone app.

The free Treated WoodGuide smartphone app hasbeen updated with new sec-tions to help customerschoose the right preservedwood product for the rightapplication. Developed byWestern Wood Preservers

Institute, the app is available for Apple, Android andWindows smartphones and tablets.

Understanding Use Categories is important in selectingthe proper treated product. Salespeople can go to theAWPA Use Category System utility and in a few taps findthe products and required retentions in the commonly usedpreservatives available today. In the new Find by Exposuretab, users can start with the conditions where the treatedwood will be used and determine what product types areavailable in the various preservatives.

Explaining about the preservatives used in treated prod-ucts is simple with the Preservatives tab, which details theingredients in today’s preservatives and how they are safelyused in other consumer products.

An expanded FAQ or Frequently Asked Questions sec-tion provide answers to 37 of the most common questionsabout using preserved wood, from how long it lasts to com-parisons with plastic composite products.

A new Use Tips section offers practical information onhandling, field treating, fastening and disposing of usedpreserved wood products.

The CheckMark section explains how to read end labelson preserved wood products and what the information rep-resents. The presence of the CheckMark logo indicates theproduct has been treated to national consensus standardsand are approved for use under building codes.

The Treated Wood Guide app is the only app availablewith information on all treated lumber products produced inthe western U.S. WWPI offers free webinar training for

SPECIAL FocusTreated Wood App

lumberyards that want to train their sales personnel on howto use the app. Contact [email protected] for moreinformation on the training.


Engineered woodgoes green

product is going to improve theirmonthly bottom line makes the deci-sion to purchase energy efficientproducts easy.

But the sustainability story of engi-neered wood products doesn’t startwith the consumer. It begins muchearlier, during the manufacturingprocess.

Wood, which is 100% biodegrad-able, is a naturally occurring product.The sun powers the production oftrees, rather than finite resources,which are the first step in creatingengineered wood materials.

In the mill where engineered woodmaterials are processed, waste is min-imal. For example, at Huber’s mills,just 2% of waste is produced andmost of it is recycled. Wood is also amajor source of energy at many mills,as it is recycled to power the kilns.

To save energy, many wood pro-cessing sites are located close to theforests and communities where woodis sourced. This cuts down on fuelneeded to transport raw materials tothe mills, decreasing the cradle-to-grave environmental impact of engi-neered wood.

Do consumers care about a greenmanufacturing process? You bet theydo. In a recent Nielsen survey, morethan half of the respondents claimedthey would pay extra for productsproduced by companies that are com-mitted to a positive environmentalimpact.

With mounting evidence to backengineered wood as a green material,suppliers are left to tell their sustain-ability stories.

– Charlie Robinson is v.p. of marketingat Huber Engineered Wood. Reach him [email protected].

THE BEST TIME to plant a tree was20 years ago. The next best time

is today. That Chinese proverb cer-tainly depicts today’s movementtoward greener, more sustainable con-struction.

Green building has steadily grownover the past few decades and nowaccounts for more than 20% of allcommercial real estate construction,according to the U.S. Green BuildingCouncil (USGBC). And an astound-ing 62% of single-family homes beingbuilt today are incorporating greenelements. Both trend lines are expect-ed to continue their upward trajecto-ries.

What does this mean? For onething, we can expect greater demandfor green building products like engi-neered wood materials.

Even with all the high-tech greengadgets that are now readily available

—smart thermostats, LED lighting,smart irrigation systems—engineeredwood remains a sustainable buildingmaterial.

In terms of natural insulation,wood is extremely efficient. It acts asa natural barrier against heat and cold,boosting a home’s energy efficiency.As demand for engineered woodproducts grows in the next few years,we anticipate a greater need for morehigh-tech wood products.

According to the USGBC, mostconsumers will pay more for greenhomes and expect to see a return ongreen construction elements in theform of energy savings. Some alsoview eco-friendly features as luxuryitems.

After investing in energy efficientmaterials in their homes, consumerssee an immediate benefit in theirmonthly energy bills. Knowing a

INDUSTRY TrendsBy Charlie Robinson, Huber Engineered Woods

THE GROWING DEMAND for engineered wood products will continue and there will be a greaterneed for more high-tech wood products like Huber’s ZIP System R-sheathing, which includes a pre-attached poly-iso insulation to provide a higher R-value to the structure.


Glulam andthe new home

shrinkage and warping are minimized.Builders like the fact that glulam ismanufactured with no camber or avery slight camber that produces aconsistent, level floor. Glulam also hasexcellent fastener-holding capabilities,which means a firm subfloor that willresist nail pops or squeaks when com-bined with an APA-recommendedglued floor system.

Glulam is readily available in I-joist-compatible (IJC) depths to easilypermit flush framing without specialfurring. I-joist-compatible beams aresupplied in depths of 9-1/2, 11-7/8, 14,and 16 inches to match the depths of I-joists used in residential construction.

Garage Door Headers. Glulamgarage door headers span distanceslong enough for two- and three-car-wide garage doors. The dimensionalstability of glulam also ensures thegarage door frame is straight and true.

A common width of glulam garagedoor headers is 3-1/2 inches, whichfits conventional 2x4 wall construc-tion. For 2x6 wall construction, a 5-1/2-inch-wide glulam beam providesthe perfect fit.

Ridge & Rafter Beams. The open,airy designs and high ceilings com-mon in today’s homes make glulam agreat choice for ridge beam applica-tions. They can span long distancesand carry virtually any design load.Sloping glulam rafter beams are theperfect complement to ridge beams inexposed applications.

Columns. Glulam columns arestraight and dimensionally true, ensur-ing that framing will stay straight andstable. What’s more, architectural-grade columns can be left exposed asan architectural feature.

Today tall walls are more popularwith designers and homeowners. Longcontinuous glulam columns canextend from bottom plate to top plateand won’t fold at the “hinge” createdby platform framing. The strength ofthe full-length glulam will counter thetendency of tall balloon-framed wallsto flex.

Window Headers. For large andsmall window and door openings, glu-lam headers provide added stabilityversus built-up dimension lumber,helping to prevent movement of thewindow or door frame, minimizingwall cracks.

– For more information on glulamuses, visit www.apawood.org/glulam.

PRODUCT SpotlightBy APA–The Engineered Wood Association

STOCK GLULAM beams managed much of the buildings’ load requirements at the Westend gardenapartment project in Denver, Co., including the headers over windows, doors and garage doors.

headers.Stock beams, readily available

from distributors and retail lumber-yards throughout North America, areinventoried in widths of 3-1/8, 3-1/2,5-1/8, 5-1/2, and 6-3/4 inches withdepths ranging from 9 to 24 inches.

The most common uses for stockglulam beams in residential construc-tion are:

Floor Beams. Glulam is manufac-tured from kiln-dried lumber, so

STRONG, STABLE and capable ofshort and long spans, glulam

beams provide designers and buildersvirtually unlimited design flexibilityfor single-family and multi-familyhomes.

In residential construction, glulambeams are often chosen for their beau-ty in exposed designs, such as raftersin vaulted ceilings or long clear-spanridge beams. But the large majority ofglulam beams are hidden in structuralapplications, such as floor beams and

Smallbeats sprawl

COMPETITIVE IntelligenceBy Carla Waldemar

PICTURE THIS, straight off a Gen Xsit-com on your TV screen: trendy

L.A.’s even-trendier La Brea neigh-borhood, vibrating with flagrantly cre-ative, artistic young urbanites. Thenpicture this, as a new business venturerising among its wine bars and bou-tiques: a hardware store. What’swrong with this picture?

Nothing. It represents the dawn ofOrchard Supply Hardware’s new“urban retail format.” Since its LaBrea launch a year ago, the store’sticket average is running 14% higherthan in the traditional branches of theoutfit launched in 1931 in San Joseand now encompassing over 70 storesin California and Oregon.

But this isn’t your papa’s tradition-al go-to. The venture represents thecrest of the wave of the future. “Wesaw the potential of the evolved homecenter,” says Bob Teller, senior vicepresident of merchandise and market-

OPENING DAY customers packed OSH’s new-format store in Los Angeles’ La Brea neighborhood.

ing, “a journey toward an upscale (butaffordable), advanced hardware store,selling to a different demographic.The 30,000-sq. ft. footprint fits a nichethat’s not addressed by the bigger, 45-50,000-sq. ft. stores, so we saw lots ofopportunity in an underserved market:urban locations with the right model,right products and right strategy.”

And La Brea, with its demograph-ics of hip condo- and apartment-dwellers, fits the ticket. Its “urbanretail” design serves residents’ cryingneed for, among other vitals, paint(Benjamin Moore is OSH’s brand ofchoice); materials for repair andremodeling projects; and an urban gar-den center. To top it all, there’s arooftop parking lot for customers.(This is L.A., after all, where a car isconsidered dearer than a spouse).

Maybe that’s fitting, because thebuilding was formerly a car dealer-ship—a find because “space is at a

premium in California, and it’s expen-sive,” Teller testifies. “The front win-dows provide lots of wonderful light,”he boasts, before cringing at the floorplan. “Despite being big—30,000 sq.ft.—the space is long and narrow, likea bowling alley, which doesn’t lenditself to categorization,” he notes. “Ittook micro-sorting to adjust and fitinto the space. We got our store-plan-ning crew together and decided tomerchandise… up. It’s 97 ft. ratherthan 54, to draw interest: to use thespace above the selling space for cre-ative displays to indicate we’re well-stocked. It looks creative, but it’s stillvery, very shoppable—still looks very,very open. With 55,000 SKUs we hadto be creative and use a possible draw-back to our benefit.”

And just what products to stock?The first step solving that conundruminvolved smart research. “We had tolearn a completely different customerbase, and a different product mix thantypical, for this repair-and-mainte-nance customer,” Teller says. “It’sever-evolving, but we started out byspending time in the community.People were walking dogs, so weknew pet items would be big.”

Sure, some assumptions proved alittle off, but the team was quick totweak things. “We thought customerswouldn’t buy lumber and buildingmaterials, but, after feedback, we real-ized we needed more. We neededdimension lumber, convenience lum-ber, and basic mouldings. And pel-lets!” he adds in amazement. “There’sno need for stoves here, but they wereusing the pellets for pet bedding.Hardware is very popular, as weexpected, but we were surprised that


ered we’re much more than a traditional hardware store—full service, lots of know-how.

“They’d expected to pay more than at a store outside oftown, but we didn’t raise our price to ‘city level’ (thoughwe have to pay more for labor here). Our margins are simi-lar to those in our other stores.” Tickets, as we noted, arerunning 14% higher than at the traditional branches, “whichsurprised us, because we don’t carry big-ticket items here,like patio sets or big mowers. Instead, it’s more items in thebasket,” Teller explains.

There’s a small but loyal pro business, too, based onOrchard’s trusted name. Aiming to serve local contractors,“we walked a plumber through our lines and asked him‘What are we missing?’” Nada. “They know we know ourstuff, and with our founding in 1931, we have a long histo-ry. Now, we’ll take specialty hardware to the next level.”(Orchard was bought by Lowe’s in 2013, but the parentcompany respects the strong business. “They let us alone,and that’s a huge bonus,” says Teller.)

“I’ve been in the business 30 years,” he continues, “andit’s kind of cool, what we’re doing here. There are notmany new ideas in this industry (theystopped with the big-box format), sothis is a success. This is what weare!”

Future plans? “We’ll take everyopportunity when we find urbanspace in a prime location—but subur-ban locations as well,” he adds,“the right mix and the rightdemographic. And the field iswide open. Nobody else isplaying in the space we are!”

Carla [email protected]

PAINT CAN lid collage adds to the new store’s young urban vibe.

the commercial cleaning segment wasn’t. Turns out, theywanted organic products instead, so we downgraded [theoriginal lines] and upgraded the organics.”

And…gardening? In hyper-urban, hyper-crowded L.A.?“We went back and forth on that. Would there be a need?But hey, with a company name like Orchard…,” he laughs.So they included a 3,800-sq. ft. outdoor nursery, and it’sgoing gangbusters, selling “as much or more per squarefoot as our other stores. Here we carry pre-potted succu-lents and container pots. People come in seeking differentideas, and our staff is very imaginative.”

Speaking of staff: La Brea has 80 employees—hired,Teller says, from the neighborhood—“and they trained us,with a lot of local information, which fits our ‘neighborshelping neighbors’ philosophy. We learned that more ofour shoppers here are women, in higher-income brackets,who own or rent nearby.” The store incorporated Orchard’sWorkbench program, launched four years ago as an in-storesite for services like knife-sharpening, key- and glass-cut-ting and such, “to fit our image as a full-service store ratherthan DIY. It’s evolved into a solution center,” he reports.

“Our C.A.R.E. program is a crucial part of our trainingprocess—not just product knowledge and selling, but assis-tance with a customer’s needs. Each store is led by aQuarterback. Customers are greeted at the door and askedabout their project. The greeter is equipped with a radio, sohe radios the associate in the appropriate department that aguest is coming his way.”

Feedback is laced with “I love the store!” comments, butthose were earned after first creatively luring them onto thepremises. “The neighborhood didn’t know exactly whatOrchard was all about; this is a new market, so we got theword out by holding a Happy Hour event, announced viasocial media, mailers and a targeted email list. We offeredrefreshments, music, and give-aways, and it generated a lotof interest. People unfamiliar with the organization discov-


“I’m fine.” (We must listen with our“emotional” ears. Many sellers riflethrough these important first interactionswith potential customers. These sellerswill tell you customers are difficult to geton the phone, hard to start a conversationwith, etc.)

If the customer responds with some-thing negative, follow up! Many sellers areafraid to delve in. This is a mistake. Manytimes our customers want to talk to us.They are sending us a conscious or sub-conscious cry for help and we reject them;it doesn’t build rapport.

Examples: “Okay.” “Just okay?”“Tired.” “Were you up late?” “Didn’t you sleep well?”“Sigh.” “What’s going on?” Any time someone sighs,

they are thinking of something worrisome.Important: Whatever the customer’s response, pause…

and then respond. Do not rush to business at this juncture.If we rush we will sound insincere.

This goes for the whole greeting process. Slow downand be your most charming best. They know why wecalled. They came to the phone. So relax. We’re not wast-ing time. We’re only 14 seconds in, for crying out loud!

“Feelings” Are for Barry ManilowHow we feel on any given day or on any given call is

irrelevant. “So, you’re sayin’ I gotta be in a good moodevery day?” No, just on work days.

What is relevant is that we project, on every call, ourmost charming best attitude with everyone we meet. Manysellers are only charming with the buyer;while they might not be out-and-outrude to the other people at the account,they often treat them as furniture.

Most of us are pretty darn good (anda lot more difficult to say no to) whenwe are at our most charming best.Many of us are guarded in ourpersonal life. We can be introvertsor thinkers. “Opening up” and“being charming,” while natural tosome, is work for us. Well, get towork. It pays huge dividends.

OLSEN On SalesBy James Olsen

James OlsenReality Sales Training

(503) 544-3572 [email protected]

Our most charming bestI TRADED LUMBER for 17 years and did it

wrong for eight of them. I lagged behindmy compatriots, which caused me anguishand shame. Described charitably as“direct” in my communication style, Imade enough calls and asked for the orderenough; but I didn’t spend too much timethinking about how others felt or wantedto communicate. I assumed everyonespoke and thought like I did and was injust as big a hurry. Did I mention I wasalso a know-it-all?

In desperation, I started to listen to thegreat traders around me. I put my ego inmy back pocket and started studying the art of sales. WhenI started slowing down, listening and talking to my cus-tomers about what they wanted to talk about, I doubled mysales in less than a year and never looked back.

Dedo, Dale & McNuttThree men influenced me most in my search for the

seemingly elusive charm. Dale Carnegie’s How to WinFriends and Influence People is a blueprint that delivers onthe promise of its title.

Matt Dierdorff is one of the most charming people I’veever met. I traded with Matt for several years and was ableto watch the master work in many different settings. Matttaught me to say, “There you go…” when someone sayssomething you might disagree with—instead of my erst-while favorite: argue with them.

Steve McNulty was a guy I trained who became a muchbetter trader than me. “See it, say it” was one of his manycontributions to my charm school training. Steve’s con-tention was that we have many opportunities to give ourcustomers compliments without being fake. When you seesomething that can be complimented, say it.

The First 14 SecondsI listen to 200 taped sales calls a month. Rapport, trust,

connection, interaction and liking all happen in the first 14seconds!

“Hello, this is Suzanne Super with Big Lumber out ofPortland, Or. Is this John Smith?” (We say this with ourbest mix of confidence and friendliness, as if speaking to anold friend or favorite aunt.)

“Yes it is” (It is important to listen with big ears to thevolume, speed, joviality or seriousness of this response. Wewant to match our speech to that of the customer.)

“How are you today?”


DEALER BriefsMatt’s Building Materials

opened store #3 March 4 in Palmview,Tx.—its first new location since 1971.

Morrow-Gill Lumber Co. ,Sand Springs, Ok., is closing after 61years, with the retirement of second-generation owner Vicki Sisney.

Sanford & Hawley, Unionville,Ct., bought Rogers Sash & Door,Newington, Ct., from Ralph Sager.

Building 9 is building a new42,000-sq. ft. store in Sharon, Oh., toreplace its Akron, Oh., operation beforeits lease runs out this summer.

Professional Builders Sup-ply, Morrisville, N.C., added a newbranch in North Charleston, S.C.(Dwayne Farrell, market president).

Frattalone’s Ace Hardwarepurchased a new site in Arden Hills,Mn., for a larger corporate headquar-ters and off-season goods storage.

Warsaw Ace Hardware ,Warsaw, N.Y., was forced to close forseveral weeks after its roof buckledunder heavy snow March 4.

MH Harden Hardware, Wetu-mpka, Al., is closing after 70 years.

Nelson True Value, Prairie duChien, Wi., has broken ground on alarger replacement store, targeting aNov. 1 completion.

Norris Ace Home Center,Henderson, Ky., is closing next monthafter 145 years, with the retirements oflongtime leaders Seton W. Norris IIIand Ron Moore.

Speier Ace Hardware, Louis-ville, Ky., has been acquired by JodaPyle from Kevin Katz, whose father-in-law opened the store in 1944.

Menards proposed a new locationin Olathe, Ks., and closed its Bridge-view, Il., store March 20. The structureis being torn down and replaced with alarger, two-story building by next spring.

Habitat for Humanity is relo-cating its ReStore discount LBM out-lets in Savannah, Ga., and Williston,Vt., to larger facil i t ies. The newWilliston site was formerly occupied byLacillade Lumber.

US LBM Buys Lampert’sUS LBM Holdings has acquired

33-unit Lampert Lumber, St. Paul,Mn.

Lampert’s was founded in 1887and fourth-generation owner DanFesler, nearing retirement age, hadbeen looking for a suitor that wouldallow the company to remainLampert’s.

“We chose US LBM because theywill be the best steward of our familybusiness and legacy,” said Fesler, whowill stay on as an advisor. Bob Eganwill continue as president, overseeingthe existing team.

US LBM had already servedMinnesota and Wisconsin with itsLyman Lumber division, but addingLampert’s expands the chain intoIowa, North Dakota, and SouthDakota.

G-P Takes Over Rocky CreekRoyOMartin has completed the sale

of its Rocky Creek Lumber operationsin Mexia, Al., to Georgia-Pacific,Atlanta, Ga.

Built in 2001 and acquired byRoyOMartin in 2006, the facility pro-duces southern yellow pine dimensionlumber, heavy studs, squares/timbers,and barn timbers.

Interfor Closes Simpson DealInterfor has completed the acquisi-

tion of four sawmills from SimpsonLumber Co., increasing its annuallumber production capacity by 30% to3.1 billion bd. ft.

Interfor paid $94.7 million forsawmills in Longview and Tacoma(Commencement Bay), Wa.; Meldrim,Ga.; and Georgetown, S.C.

Following the sale, Tacoma, Wa.-based Simpson Lumber will retainSimpson Door Co. and continue itsstrategic review of its lumber opera-tions in Shelton, Wa.

Dave McEntee is the new presidentof Simpson Lumber. Betsy Stauffer,Simpson’s general counsel, is nowalso president of Simpson InvestmentCo. Allan Trinkwald is vice chair.

Timberline Buys Location #4Three-unit Timberline Enterprises,

Gloucester, Ma., agreed to buy theassets of Hughes Lumber Co.,Billerica, Ma.

Timberline CEO ChristopherCostello expects to be operating out ofthe new facility soon after the dealcloses, set for May 1.



Northwest Hardwoods, Tacoma, Wa., has completedthe acquisition of Industrial Timber & Lumber Co.,Beachwood, Oh., operator of two hardwood mills, four concen-tration yards, and a dedicated service center in Ohio, WestVirginia, North Carolina and Pennsylvania.

Homer Gregory Lumber Co., Morehead, Ky., lost awarehouse in a March 5 fire.

Harold White’s Lumber, Morehead, Ky., suffered afire at its maintenance garage Feb. 21 that set off multipleexplosions. Firefighters quickly extinguished the blaze.

Fitzgerald Lumber, Fitzgerald, Va., sustained damageto a debarker and a maintenance shop in a March 13 fire.

Sturgeon Millwork & Lumber Co., Vulcan, Mi., suf-fered heavy damage in a March 13 fire.

Reeb Millwork, Fountain Hill, Pa., next year will open a175,000-sq. ft. door and frame assembly plant and warehousein south Bethlehem, Pa. Offices and a showroom may eventu-ally be added, as the former Bethlehem Steel facility has roomto expand to 720,000 sq. ft.

Hamel Forest Products, Custer, Wi., suffered minordamage in a Feb. 28 roof fire, sparked by a stray ember from aboiler.

Masco Corp., Taylor, Mi., will spin off its installationcompanies later this year as TopBuild Corp., to be basedin central Florida and listed under the ticker symbold BLD.

Comprised of its Masco Contractor Services and ServicePartners divisions, it will have over 190 installation branchesand 70 distribution centers, headed by Jerry Volas as CEO,Robert Buck as president, and John Peterson as CFO.

Johns Manville, Denver, Co., has increased capacityby 20% at its TPO commercial roofing plant in Scottsboro, Al.

Weyerhaeuser Distribution, Naperville, Il., andRussin Lumber, Montgomery, N.Y., are now distributingKWP’s Eco-Side engineered wood siding and trim.

Allura’s ColorMax prefinished color system now incorpo-rates PPG Paints’ coating technology, providing an excel-lent finish, more choices in styles and textures, and the broad-est selection of solid and semi-transparent colors.

The factory-finish is backed by a 15-year warranty, whilethe fiber cement products themselves carry a 50-year trans-ferrable warranty.

PPG has rebranded its Sikkens wood finish division asSikkens ProLuxe.

Weston Forest, Mississauga, Ont., was recognized asone of Canada’s Best Managed Companies program for 2014.

Anniversaries: Curtis Lumber Co., Ballston Spa, N.Y.,125th … Poole Lumber Co., Covington, La., 70th …ABS Distribution–Dallas, Coppell, Tx., 1st.

SUPPLIER BriefsKoopman Picks Up Seventh YardKoopman Lumber, Whitinsville, Ma., has purchased

128-year-old Lamson Lumber, Hudson, Ma., as its seventhlocation.

To head the Hudson yard, Koopman has appointed itsmost experienced manager, Dave Wiersma, who has beenwith the 75-year-old chain for over 40 years.

Fire Consumes Lumber WarehouseShaw Stewart Lumber, Minneapolis, Mn., was nearly

destroyed by a fire March 7, which engulfed a one-storywarehouse.

The property was locked up when the fire started justaround 11:00 p.m. More than 30 firefighters were called tohelp put out the flames after a pedestrian reported seeingsmoke in the area.

Authorities believe that alcohol was a contributing fac-tor after arson investigators found shards of a brokenvodka bottle they say was used to smash the front windowof the building’s showroom, according to police Sgt. SeanMcKenna.

Officials said it was too soon for a damage estimate.

Plywood Mill Starts RebuildA year after being destroyed by a tornado, Winston

Plywood has begun rebuilding its plywood manufacturingplant in Louisville, Ms.

The rebuilt facility will feature improvements to bothlathe lines and existing veneer dryers, plus the addition of anew six-deck, 20-section veneer dryer, veneer handlingmachinery, stacking equipment, controls, and dryer feedingand unloading systems.

• Build larger raised deckswith fewer support columns

• Copper 8 Quinolinolateprotects underpinning fromelements, wood-ingestinginsects and fungi

• 24FV5/M1 Balanced Layup• AWPA Use Category UC3B• 30-Year Limited Warranty

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(800) 700-4788(484) 853-3100

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YellaWood® brand pressure treated products are treated with preservatives (the “Preservatives”) and preservative methods, systems, and technologies of unrelated third parties. For details regarding the Preservatives, methods, systems, and technologies used by Great Southern Wood Preserving, Incorporated, see www.yellawood.com/preservative or write us at P.O. Box 610, Abbeville, AL 36310. Ask dealer for warranty details. For warranty or for important handling and other information concerning our products including the appropriate Material Safety Data Sheet (MSDS), please visit us at www.yellawood.com/warranties or write us at P.O. Box 610, Abbeville, AL 36310. YellaWood® and the yellow tag are federally registered trademarks of Great Southern Wood Preserving, Incorporated.


IF TOMORROW your companyabruptly lost a key employee, what

would happen? Would the businesscarry on uninterrupted or would itscramble to find a new leader whilestruggling to regain its footing?

In another scenario, what wouldhappen if you, the founder or owner,made a conscious decision to exityour business, either due to retire-ment or some other reason? Wouldyour business able to carry on asbefore? These seemingly differentquestions are interrelated, as theiranswers greatly impact the continuityand the value of your business.

Having a well thought out succes-sion plan will prepare you to answerthose questions when the time comesand can turn tricky exit transitionsinto an opportunity to capitalize onyour lifelong investment. Makingtime for succession planning can be achallenge that’s often neglected inthe rigors and distractions of day-to-day business. However, planning forthe future is a present need that willmaximize the current and futurevalue of your organization.

Succession planning is an impor-tant topic for the wholesale lumberindustry right now, as we face—likemany other trade industries—anaging leadership population. ManyBaby Boomers who started, inheritedor manage a business are now reach-ing retirement age. Often, the next

THINKING AheadBy Jim Shalvoy, VP of Marketing, Cedar Creek, & NAWLA Communications Committee Member

generation family member is notinterested in or capable of filling theshoes of the retiring leader.Unfortunately, our industry hasn’talways been proactive in attractingthe best young talent, giving rise tothe imminent need for successionplanning.

For a business to be able toweather the departure of a key man-ager or owner, the succeeding man-agement team must possess the samelevel of passion for the industry, thedrive to succeed and business skillsnecessary to sustain a winning enter-prise. When you get down to thebusiness of succession, there are twomajor components to consider:

How can a leader assure that theorganization has the talent pool tosurvive the exit of a key manager orretiring owner?

How can an owner best capitalizeon the sale of his or her company?

The answer to these two questionswill help get you started on your ownsuccession plan.

The “Durable” Organization:Create a Promotable Bench

If a business creates a deep“bench” of promotable employees, itwill be able to continually thrive dur-ing the natural attrition that takesplace within the ranks. However,from the perspective of a futurebuyer, a formal employee develop-

ment program and a deep talent poolalso adds tangible value. In mostcases, the new owners don’t want theentire company’s “brain trust” toleave with the departing owner.

Most companies have some ver-sion of a leadership developmentprogram, even if they don’t identifyit as such. It’s natural for leaders toentrust their high achievers withbroader assignments, in addition togrooming them for positions ofincreasing responsibility. Sometimesthis is an informal process within anorganization. Formalize it. Even ifyou’re a small company and it’s asimple program, employees will bemotivated by knowing where theyfall on the organization career path.

Selling the Company:What Are Your Options?

For owners looking to exit theirbusiness, selling to a strategic buyer,to a financial investor or to theiremployees are several options to getequity out while securing the futureof the organization.

Selling to a strategic buyer is acommon way for exiting owners todivest assets. Most of the time, thebuyer will be a company you arealready familiar with, such as adirect competitor or a similar compa-ny outside your trading area. Sinceyou are both in the same business,candor between you both will be

Looking backto the futureYour guide to succession planning


presented later in this article.A private equity firm, or finan-

cial buyer, looking to invest in thebusiness will usually want an experi-enced management team in place.Pursuing this plan allows the incum-bent owner to extract his or her equi-ty out of the business. Then, theowner may exit the business entirelyor, as is often the case, the ownermay stay on with the company in akey leadership role. The due dili-gence associated with this type oftransaction can be time consumingover the short term. While theacquiring firm will perform its duediligence about your company, doyour part as well by learning aboutthe investment group to ensure thatthey are the best fit for your employ-ees and operations.

An owner can share stock withtheir employees via an EmployeeStock Option Program, whichenables employees to becomeinvestors in the business through aretirement fund. Due to specificfinancial and reporting requirements,it’s important to look into hiring afinancial planning firm that special-izes ESOPs. Despite certain tax ben-efits, it is more cumbersome for thedivesting owner than an outright saleof the company.

Your Succession ChecklistWhatever your company’s best

strategy is to ensure a robust future,there are a few additional boxes tocheck before pursuing a sale.Whether you are considering turningyour business over to a family mem-ber, your employees or an externalbuyer, you’ll want to ensure thateverything is functioning smoothly.In doing so, you will maximize thesales price and pass along a businessthat is primed for continued success.

When preparing for any majorsuccession changes, allow plenty oftime. It takes the right circumstanceand timing for even the best-laidplans to germinate. Take a look atthe following advice to get yourcompany ready for the future:

It’s all about the people. No

based on mutual knowledge of theindustry and reputation. They willhave a keen understanding of yourbusiness, so be sure to cover yourbases by taking a look at the advice

matter what path your organizationdecides to take, cultivate a strongmanagement team that is well pre-pared for the future. The new ownerswill want to see a hard-workinggroup of leaders who know the localmarket and the operations. Providetraining and leadership developmentprograms to help them excel.

Clean up your books. Have yourCPA go through all your financialrecords and ensure that your booksare in perfect order. For a potentialbuyer, sloppy or incomplete finan-cials can be a debilitating red flag.

Make sure your inventory isshipshape. Get rid of your deadstock items now. They will only be adistraction later.

Repair your premises. The actu-al brick and mortar assets also needto be in top working order. If youroffices or warehouses are in a stateof disrepair, fix them now or be pre-pared for the expense to come out ofthe sales price.

Planning for the future of yourorganization is a challenging andexciting time. It provides an opportu-nity to look at the best means togrow your business and empoweryour employees.

– Jim Shalvoy is v.p. of marketing forCedar Creek, LLC and a member ofNAWLA’s communications committee.

A Special Series fromNorth AmericanWholesale Lumber Association

Discuss These Challengeswith Industry Peers

For those already affiliated withNAWLA, I encourage you to join orstart a 10 Group so that you can con-tinue to build relationships and hostconversations with peers abouttrends and challenges such as suc-cession planning that lumber suppli-ers and wholesalers face every day.

While these groups meet in-per-son at NAWLA events such as theTraders Market and LeadershipSummit, you can reach out to anoth-er 10 Group member whenever youneed his or her counsel. Learn moreand get involved at www.nawla.org.

Succession PlansSeveral NAWLA-member executives

contributed their succession planningrecommendations:

“Identify promotable employeesfor specific jobs, so when an openingdevelops, you are prepared. Youdon’t want to have to scramble whena key position opens.” — D. WayneTrousdale, CEO, Cedar Creek

“Establish a leadership develop-ment program that challenges top-performing employees, helps them todevelop new skills and enables thecompany to better evaluate theirfuture potential.” — Craig Johnston,CEO, Forest City Trading Group

“Try to create a blend of hiringfrom within and from the outside tobalance maintaining your company’sculture with bringing in new ideas.”— Trent Balog, CEO, Taiga BuildingProducts

“Create internships with local col-leges to introduce your company toupcoming graduates.” — CraigJohnston, Forest City Trading Group


Martco Selects Texas for OSB PlantMartco LLC, Alexandria, La., will begin construction

this summer on a new OSB plant in Corrigan, Tx.The facility is expected to start up by the fall of 2017

and employ 165 people. Corrigan OSB, LLC will complement Martco’s existing

wood-product manufacturing plants in Oakdale, La.(OSB); Chopin, La. (plywood); and Mexia, Al. (lumberand timbers).

ABC Absorbs Iowa DistributorABC Supply Co., Beloit, Wi., has acquired the assets of

the exterior building products division of The Ar-JayCenter, Cedar Rapids, Ia.

The deal includes Ar-Jay’s siding, window and doorbusiness, which will be integrated into ABC’s CedarRapids branch. Ar-Jay sales associates specializing in exte-rior building products will join ABC Supply’s CedarRapids team.

“We’re excited to be expanding our capabilities in thesecategories and to be bringing additional industry veteransto our team,” said Jim Welch, v.p. of ABC Supply’sMidwest Region. “This will make us an even stronger part-ner to our existing customers, and we look forward to wel-coming contractors who have been working with The Ar-Jay Center and having an opportunity to provide them withABC’s high level of customer service.”

Milgard Opens Up in TexasMilgard Windows & Doors, Tacoma, Wa., has opened

new manufacturing facilities in Grand Prairie, Tx.“Texas is attractive to us for many reasons, including its

tremendous housing market growth,” noted RandyBuchanan, general manager of the Texas operations.“We’ve found Texas to have a very business friendly envi-ronment and have enjoyed strengthening our partnershipswith local dealers and trade professionals.”

Later this year, Milgard will release several new prod-ucts “designed specifically for the Texas market,” saidBuchanan. “We recognize our customers in Texas havespecific desires concerning not only functionally, but alsoin terms of aesthetic options to complement the architec-tural style of Texas homes.”

A grand opening is set for April 9, although productionbegan a month earlier.

TRUE VALUE TREATERS: True Value Co. held its spring show March7-9 in Dallas, Tx., with vendors including Everwood Treatment’s JeramySimmons, Arch Wood Protection’s Kirk Hammond, Madison WoodPreservers’ Kari Gaviria, and Everwood’s Steve Cheatham.


Eco Expands in NortheastEco Building Products’ Eco Red

Shield Advanced Framing Lumber isbecoming even easier to get in theNortheast.

Sherwood Lumber, Islandia, N.Y.,is now distributing Eco Red Shieldthroughout the region.

In addition, to keep pace with theincreased demand, Eco’s Fair Lawn,N.J., facility recently added a thirdshift and is making plans to add auto-mated equipment that will increaseproduction ten-fold.

Norbord/Ainsworth OSBMega-Merger Nears Close

Norbord, Toronto, Ont., andAinsworth Lumber Co., Vancouver,B.C., expected their proposed mergerwould close by March 31, 2015, afterpassing a final hurdle—a review bythe Antitrust Division of the U.S.Department of Justice.

Under the deal, Norbord willacquire all of the outstanding com-mon shares of Ainsworth in an all-share transaction.

E&H Buys Ohio DealerPlain Olde True Value Hardware,

Canton, Oh., has been sold by TomBurke, who is retiring after 30 yearsin hardware.

New owner E&H HardwareGroup, Wooster, Oh., will sell off theinventory and fixtures by May, thenbegin a full remodel and conversionto Ace Hardware.

TimberSIL Loses Court CaseA Virginia judge has removed

Karen Slimak as manager of TimberTreatment Technologies, Greenville,S.C., the company she founded adecade ago to produce TimberSILglass-infused wood.

Although she was permitted to“retain membership” in TTT, Slimakwas also forced to pay back $225,000that had been diverted to anothercompany she owned, $75,000 in taxpenalties, and nearly $5,000 to formeremployees on breach-of-contractclaims.

She also lost her $200-million

counter-suit accusing former employ-ees and investors of allegedly conspir-ing to destroy her business by stealingits trade secrets to form competitingcompanies.

Shareholders, however, who haveinvested hundreds of thousands ofdollars in the company, called it a“hollow victory,” since they receivednothing. TTT’s phone is no longer inservice and its manufacturing planthas been idled.

Over the years, TTT was also suedby distributors, plagued by complaintsof product issues, and changed itssodium silicate formula.

ACCOYA modified wood was chosen as theprimary material for refurbishing the porch dur-ing a massive rehabilitation of TheodoreRoosevelt’s Sagamore Hill house in OysterBay, N.Y. Built in 1885, the “Summer WhiteHouse” is one of the most popular destinationsin the national park system, with tens of thou-sands of visitors each year. Accoya wasselected for its sustainability, durability, stabili-ty and compatibility with the original porchmaterials. The home will reopen in July.


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FORMER BPD publisher David Cutler and his prize possession wererecently profiled by the Orange County Register. Since retiring in 2001,Cutler has devoted considerable time (and funds) tending to a pristine1954 Chrysler New Yorker Deluxe, which was purchased new by hismother.

Snow Buries Maine DealerEBS Building Supplies, Orland, Me., is weighing its

options after its warehouse roof caved in under the weightof 5 ft. of snow.

In the short term, EBS was receiving plywood, drywalland other buried products from other branches and stack-ing them inside the entrance of the store, as it consideredwhether to set up a temporary tent or shed on property.

In the long term, a settlement with the insurance compa-ny will determine whether it repairs or replaces the dam-aged structure.

Penn Lumber Museum Spruced UpThe Pennsylvania Lumber Museum, Ulysses, Pa., offi-

cially reopened April 1, as it nears completion of a multi-million-dollar, multi-year remodel/expansion.

Dating back to the late 1960s as an effort by the Penn-York Lumbeman’s Club, the museum now features anexpansive visitor’s center that showcases a comprehensivehistory of the lumber heritage in Pennsylvania from thebeginning of the industry to present. The finishing touchesare being put on a new interpretive exhibition area, set toopen in mid-May.

According to Lumber Museum acting administratorCharlie Fox, The Lumber Museum’s mission is to collect,preserve and interpret the history of the state’s forests andforest industries and their role in the cultural and economicgrowth of Pennsylvania and nation for citizens and visitors.

Fox noted that the addition to the main exhibition areamakes the museum more accessible, allowing for an exhib-it that could be changed every three months. What’s more,the visitor’s center will be open year-round.


FAMILY BusinessBy Bill Babb

Life insurance inthe family businessIF YOU ARE like many of our family business clients, you

may feel that your life insurance needs have changed inthe time since you purchased your policy.

Relaxed estate tax laws and our new economic realitiescould mean that coverage you purchased for the purpose ofpaying estate taxes or to fund a buy-sell agreement may bemore or less than you currently need. So the question is:just how does a family owned business member go aboutassessing his insurance needs?

The first step is a policy audit. If you are a trustee of atrust-owned policy, one of your fiduciary responsibilities isto ensure that the trust assets are prudently managed; there-fore a regular review of needs—and options available tosatisfy those needs—is strongly advised.

Partly because of the way life insurance commissionsfavor sales over ongoing service and partly because lifepolicy reporting rules are much less stringent than mostother investment products, family business advisors andtheir clients are usually quite unaware of how the policiesare performing.

If issued 10+ years ago, it is likely the illustration youwere shown when you purchased the policy is not reflectiveof today’s reality due to dramatically lower interest rates.This means that, unless something changes rather dramati-cally, you could very well outlive your insurance policy!

What if I now have sufficient liquid assets to pay estatetaxes?

If, for estate planning or other reasons, you no longer

have a need for the life insurance coverage, simply evaluatethe policy as you would any other asset in your investmentportfolio. We know two things about life insurance: deathbenefits are (1) guaranteed and (2) income tax free IF theownership/beneficiary arrangement was properly executed.

The only question is the timing of when your beneficiarywill receive the benefit. New polices typically have a 4%-6% annual return on the death benefit if you live to normallife expectancy. Mature policies generally have a returnsignificantly higher than that. If you can afford to pay thepremium, the policy may very well be a great deal for yourheirs. If, on the other hand, the owner/beneficiary designa-tions or other technical aspects are not properly structured,your heirs could be in for quite a shock!

What if I don’t want to pay any more premiums?You have several options that may be available to you:1. Surrender the policy for the cash value. If you have

loans against the policy, beware. You could trigger an uglyincome tax event upon surrender.

2. If you have a whole life policy, you could convert itto a “reduced paid-up” policy. You would then have areduced death benefit policy which would require no futurepremium.

3. Exchange your policy for an annuity to deliver a life-time of income. This option would allow you to convert thepolicy cash value to an income stream and, if properlystructured, can be done without triggering immediateincome tax.

4. Sell the policy to a third party. Did you know thatthere are institutional buyers of existing life insurance poli-cies? Depending upon your age and life expectancy, a thirdparty might pay significantly more for your policy than theinsurance company would upon surrender. Even a terminsurance policy may be of interest to some buyers, so seekadvice before allowing a policy to lapse for no value!

A life insurance contract is valuable property and needsto be monitored and managed like any other financial asset.Carefully consider your personal and family business needsand objectives before making decisions. And, if you needhelp in evaluating the product’s performance, get it! Thesefinancial instruments and the rules governing them aremuch too complicated to make their examination a do-it-yourself project.

– Bill Babb is a senior consultant at The Family BusinessInstitute, Raleigh, N.C.; www.familybusinessinstitute.com.

Working for you.

Engineered Wood Products | Softwood Plywood

Real Wood Siding | Lumber | Particleboard

www.Roseburg.com

800.245.1115

Teresa ClarkEngineered Wood Shipping Supervisor, 12 yrs.


GREAT SOUTHERN is getting a new customized transfer deck at its Conyers, Ga., treating facility.

Wood Treater Adding New Transfer Deck SystemTank Fab, Inc., Rocky Point, N.C.,

is installing a new transfer deck sys-tem at Great Southern WoodPreserving’s Conyers, Ga.

The system is custom made to fitinto the plant’s existing productionflow and also includes the design andmanufacture of new tram carts tomove pressure treated wood into andout of the autoclave. The new cartshold more product during each pro-duction cycle.

The project is expected to be com-pleted this spring.

Tank Fab specializes in the manu-facture of custom-designed autoclavesystems and specialty equipment forvarious industries, including aero-space, aerated concrete, fiber cement,

and rubber hose. Yet its ties are deep-est to the wood treating industry. Infact, Tank Fab was formed by thefounder of WoodTec, which designed,fabricated and installed about half ofthe active treating plants in the U.S.

GMS Buying Ohio ValleyGypsum Management & Supply,

Tucker, Ga., has agreed to acquireOhio Valley Building Products,Wheeling, W.V.

Ohio Valley will be the 34th whol-ly owned subsidiary of GMS, expand-ing the chain into West Virginia,western Pennsylvania, and easternOhio.

“I am very excited to join withGMS,” said Ohio Valley president

and owner Eric Bayer. “We pride our-selves on providing excellent cus-tomer service and that fits well withGMS. We cannot wait to get started.”

Founded in 1971, GMS is thelargest distributor of drywall, acousti-cal ceilings, and other specialty build-ing materials in the U.S., operatingmore than 150 distribution centersnationwide.

APP Watch

App: CUTLIST PLUSProduced by: BRIDGEWOOD DESIGNPrice: FreePlatforms: iOS, Android

A new app from BridgewoodDesign LLC makes diagrams accessi-ble and portable no matter if the useris in a hardware store or lumberyard.

The app allows professional usersto view their cutting diagrams andshopping lists on handheld devices.Users can transfer optimized cuttingdiagrams, parts and bill of materialscreated on the CutList Plus desktopsoftware to the apps via Drop Box oremail. Checkboxes allow users tokeep track of parts cut and materialspurchased.

Althought the app is free, CutListPlus offers expanded editions, rang-ing from the $39 express package,which allows diagrams to be createdfor up to 25 different parts, to the$499 Platinum Edition, which allowsprofessionals to handle unlimited partper project.

– Download from iTunes App Store orGoogle Play


Mark Bice is now Southeast realestate & acquisition mgr. forPotlatch Corp., Spokane, Wa. He isbased in Birmingham, Al.

Charles Moore has been promoted topurchasing buyer at 84 LumberCo., Eighty Four, Pa. Matt Healeyis now cost forecast analyst.Jeremy Mitchell, Lancaster, Oh.,and Greg Dunn, Somerset, Pa, arenew co-mgrs. New mgr. traineesinclude Robert Ferencuha, MountPleasant, Pa.; Corey Metheny,Bridgeport, W.V.; and MatthewBarnes, Painesville, Oh.

Clark Spitzer, v.p. of marketing,Snavely Forest Products,Pittsburgh, Pa., has added the titleof senior v.p. New named v.p.s areBryan Kirit, general mgr.,Greensboro, N.C., and Carl Lamb,now also general mgr. of the newlycombined Baltimore, Md., andSnavely International divisions.Kellie Radzik is now CFO, andMary Piplica, controller/treasurer.

Ben Hebert is new to the lumber salesdepartment at Hood Industries,Hattiesburg, Ms.

MOVERS & Shakers

Michael Flood has been promoted topresident of New England BuildingSupply, Boston, Ma.

Jan Marrs has been named area gen-eral mgr. for WeyerhaeuserDistribution, Richmond, Va. Newto the location are Tim Reed, out-side sales; Paul Bryant, productspecialist; and Andrew Little,Danelle Wilder, and MartinaMartinez, inside sales.

Thomas B. Highley has been namedpresident and CEO of GuardianBuilding Products, Greenville,S.C., succeeding Steven Ziessler,who led the company since 2011.

Tim Morgan, ex-Tuttle Lumber, isnow a territory mgr. with BlueLinx,Tulsa, Ok.

Jim Gould, lumber buyer, BlueLinx,Atlanta, Ga., has retired after 45years in the business, most of itwith BlueLinx and Georgia-Pacific.

Wade Fenske, ex-Royal Supply, hasbeen named general mgr. ofProBuild, Detroit Lakes, Mn.

Shawn Schillinger has been namedstore mgr. of Home Depot,Columbia, S.C.

Thomas Carlile, who recently retiredas CEO of Boise Cascade, Boise,Id., has been named chairman, suc-ceeding Duane McDougall.

Michael Surace, ex-Pella, has joinedthe outside sales team at FlorenceBuilding Materials, Huntington,N.Y.

Christopher Athari, ex-CertainTeed,has joined Hoover Treated WoodProducts, as marketing rep for theTampa/St. Petersburg, Fl., area.

Chad Giese, North Central territorymgr., Fasco America, MuscleShoals, Al., has added the role ofnew product specialist. GaryWard is new as Bedford, Tx.-based Southwest territory mgr.

Steven Steinbacher, ex-WindwardSales, is now in window and doorsales with National Lumber Co.,Baltimore, Md.

Craig Davis, ex-ECMD, is new tooutside sales at BuildersFirstSource, Richmond, Tx. JamesRobbins, ex-Stock BuildingSupply, is a new sales coordinatorin Greensboro, N.C.

Ryan Knippel, ex-JGA/Beacon, isnow Atlanta territory mgr. withGuardian Building ProductsDistribution, Peachtree City, Ga.


Delbert Tanner will replace RobertEvans as chairman of HuttigBuilding Products, St. Louis, Mo.,after the company’s annual meet-ing April 27.

Nick Dunaway has been promoted tobranch mgr. at Allied BuildingProducts, Columbus, Oh.

Joe and Chris Flyzik have retired andafter 30 years have sold Wilson’sHardware, Lansdale, Pa., toCharles and Toni Venezia.

Greg Brooks, Building SupplyChannel, New Albany, In., waselected to the board of The LesterGroup, Martinsville, Va. DillardJones, who retired last year asLester Group president, was namedan honorary director.

Todd Cardinal, ex-ProBuild, is newto sales at Lyman Lumber Co.,Chanhassen, Mn.

Yale Geftic has joined the insidesales force at PhoenixManufacturing, Ocean, N.J.

Nick Thomas, ex-Valspar, is now ininside sales with Therma Tru,Maumee, Oh.

Michael McNally, ex-The BuildingCenter, has joined the sales team atProfessional Builders Supply,Charlotte, N.C.

Steve Traczyk, ex-Napco, is new toVersatex Building Products,Pittsburgh, Pa., as regional salesmgr. for western Pa., Oh., Ky.,W.V., and In. Jeffrey Dahdah isnow regional market developmentspecialist in Florida.

Sarah Schram has been named brandmgr. for Wayne Dalton,Lewisville, Tx.

Phillip Cooke, ex-Guardian BuildingProducts, has joined Amesbury-Truth, Owatonna, Mn., asStatesville, N.C.-based channelsales mgr.

Nancy Szankowski has joinedKNIPEX Tools, Arlington Heights,Il., as senior marketing specialist.

Vicki Worden has been named exec-utive director of the GreenBuilding Initiative.

Bart Bender, ex-Ainsworth, has beenappointed senior v.p.-sales & mar-keting for Interfor, Vancouver,B.C. He succeeds Steven Hofer,who is now senior v.p.-U.S.Northwest operations.

Kent C. Strait is administering thenew vision insurance program atMungus-Fungus Forest Products,Climax, Nv., report owners HughMungus and Freddy Fungus.


NEW Products

Dominating Power SawsDewalt’s DCS391L1 Circular Saw Kit is designed

with a central motor that delivers power and speed,making the most demanding cuts possible with ease.

Its high-strength and lightweight magnesium shoeprovides job site durability for long- term cut accura-cy, and optimized rubber over-molded comfort gripdelivers optimal balance and control.

DEWALT.COM(800) 433-9258

Multi-Purpose Paint SprayersTitan’s FlexSpray HandHeld is a multi-tool used

for painting pros with a combination of power, controland versatility. The handheld delivers the power of anairless sprayer with the control of an HVLP.

It is capable of spraying all types of coatings forinterior, exterior and fine finishing jobs.

TITANTOOL.COM(800) 526-5362

Siding with StabilityBoral’s new TruExterior Trim Skirt Board is

designed to complement a variety of siding productsincluding pine, cedar and fiber cement.

The product creates the required clearance betweensiding and grade. It is suitable for ground contact,won’t rot, crack or split with moisture, and maintainsthe utmost level of dimensional stability.

Available in 6” and 8” widths and two thicknesses,the skirt board comes with either a smooth or wood-grain textured face.

BORALAMERICA.COM(404) 524-3075

Modern Windows, Old-Style LookThe Next Generation Ultimate Double Hung win-

dow by Marvin Windows & Doors meets EnergyStar’s stringent requirements for the Most Efficientdesignation.

The window is traditional-looking, but combinesmodern state-of-the-art technology with Marvin’scraftsmanship.

The window’s multi-point locking system locksdirectly into the jamb, preventing draftiness andimproving structural performance, resulting in a moreair-tight window.

MARVIN.COM(888) 537-7828


Can Take the HeatToughRock Fireguard X and

Fireguard C gypsum boards aredesigned for direct mechanicalattachment to wood or metalframing in building assemblieswith a designated fire-resistantrating.

The noncombustible, dimen-sionally stable gypsum core hasbeen reinforced with glass fibers,increasing its strength and resis-tance to the passage of heat.

BUILDGP.COM(800) 225-6119

Reversible PlywoodBeadboard

Patriot Timber Products’RevBead reversible plywoodbeadboard represents a new andrevolutionary concept in ply-wood beadboard.

The face has a clear, smoothradiata pine veneer with a 2” on-center V-bead pattern, ideal forstain-grade applications. Thereverse side has a primed surfacewith a 1.6” on-center V-bead pat-tern ready to use for paint-gradeapplications.

REVBEAD.COM(336) 299-7755


Pumped Up Business SoftwareEpicor BisTrack version 4.5 has been released, fea-

turing over 1,100 improvements that simplify themanagement of a LBM business.

Key new features include product batches (forquickly segregating inventory into specific lots orlocations), sub-assembly manufacturing and schedul-ing kits (to streamline all facets of door and millworkproduction, from sales order entry to complex, multi-location manufacturing and scheduling), Smart Clickfunctionality (to customize the way dealers work withtheir data), and offline point of sale (to run POScheckouts in an offline mode, so dealers can keep thedoors open and maintain business continuity duringemergencies or periods of network disconnect).

EPICOR.COM(888) 463-4700

beautify

Clean contemporary lines. Simple to assembleProBuilt™ railings from BW Creative

www.bwcreativerailings.com

Charcoal Hue DeckIntegrity Composites, the manufacturer of

DuraLife Decking and Railing products, now offers anew variegated hardwood color for its MVP deckingline.

Charcoal Grey joins three other colors in the line.The hue is a multi-chromatic color and has a sleek,dark tone.

DURALIFEDECKING.COM(207) 571- 0775


Fast-Dry ConcreteDriTac Eco-DriBloc Premium

Green Moisture Control &Adhesive Isolation Membrane byDriTac Flooring Products ismade for resilient flooring instal-lations.

A fast-drying, single-compo-nent concrete moisture controlsystem, installers are able toapply a moisture mitigation sys-tem and install their resilientfloor on the same day with only athree-hour dry time.

DRITAC.COM(973) 614-9000

Wood Products with Craftman Finish

KEM Aqua Earth Tones exte-rior siding topcoat by Sherwin-Williams provides a blend of twotones that creates a multi-hued,natural look rather than a flatpainted surface.

The hue is designed for appli-cation on composite and fibercement siding and trim and isavailable in 21 unique colors.

FYPON.COM(800) 446-3040

Cutting-edge LaddersWerner’s Fiberglass Podium

Ladder features an extra-largestanding platform, allowing theuser to face any direction.

Its wrap-around guardrail pro-vides an extra point of contact,and a HolsterTop organizes toolsat the top of the ladder wherethey are needed.

WERNERCO.COM(800) 825-5382

Brushless DrywallA high-density PVC cross-

head pediment profile fromVersatex is easy to cut, miter andinstall, and is compatible withstandard millwork tools, tech-niques and materials.

The product is individuallywrapped in 16-ft. lengths with asmooth matte finish.

VERSATEX.COM(724) 857-1111


Unique Doors &Vintage Accents

Signet Fiberglass Entry Doorsby ProVia evoke days of yester-year, and offers authenticity withthe accents—Speakeasy, HingeStraps, and Calvos.

Made of durable flat blackaluminum, the features can becombined with Knotty Alder forthe ultimate rustic or antiquestyle.

PROVIAPRODUCTS.COM(800) 669-4711

Waterproofing Stain in a Can Thompson’s WaterSeal is now

offering new line extension—a water-proofing exterior stain in a convenientaerosol can.

The line comes in five colors, whichcorrespond to the colors inThompson’s waterproofing stain line.

The stain is great for small projects,such as window boxes or planters. Theproduct can also be used for railings ona deck makeover.

THOMPSONSWATERSEAL.COM(800) 367-6297

Patented Siding InstallationTRAP-LOC’s technology offers the only patented

wood siding system that’s exclusively designed with aprofile that hides the fasteners as it’s installed fromthe top down. The result is a reliable, durable, low-maintenance siding with a clean look.

The system stands up to the harshest conditionsand makes installation fast and easy.

ALJOMA.COM/TRAP-LOC(713) 774-1775


ASSOCIATION Update

Florida Building MaterialAssociation will be hosting a boardmeeting and Texas Hold ’em pokertournament April 9, followed by a golftournament April 10 at Orange LakeCountry Club, Kissimmee, Fl.

A material take-off seminar is setfor April 15 in Mount Dora, Fl.

Illinois Lumber & MaterialDealers Association has draftedWestern Building Material Associ-ation’s Casey Voorhees to lead a pairof seminars at Scheels, Springfield,Il.—introduction to building materialsales May 12 and blueprint reading &material take-off May 13-14.

Northwestern Lumber Associa-tion also has WBMA’s CaseyVoorhees presenting blueprint reading& material take-off seminars—April22-23 in Fargo, N.D., and May 20-21in Eagan, Mn.

Massachusetts Retail LumberDealers Association plans its firstPast Presidents, Past Board Members,& Friends luncheon April 28 at theAlgonquin Club of Boston, Ma.

MRLDA’s western golf outing isMay 4 at Oak Ridge Golf Club,Feeding Hills, Ma.

New Jersey Building MaterialsDealers Association is holdingregional meetings to April 16 at RamsHead Inn, Galloway, N.J., and April30 at LaGriglia, Kenilworth, N.J.

Kentucky Building MaterialsAssociation’s annual convention &expo will be April 16-17 at BelterraCasino & Hotel, Florence, In.

Mid-America Lumbermens Asso-ciation kicks off its annual MissouriSwing-into-Spring event April 30-May 1 at Lake of the Ozarks, Mo.

Activities include the Show-MeScramble golf tournament, bass tour-nament, trap shoot, and steak fry.

Material Handling EquipmentDistributors Association is hostingits annual convention April 18-22 atJW Marriott San Antonio HillCountry, San Antonio, Tx.

Speakers will cover industry trendsand best practices in management,recruiting, selling, demographics andtechnology.

Southern Forest Products Asso-ciation reported that shipments ofsouthern pine lumber shipments haveincreased for the fifth straight year,climbing 5% in 2014 to 15.79 billionbd. ft.

Association of Millwork Distri-butors is now going by WorldMillwork Alliance.

The association will be hostingplant tours April 19-20 at their loca-tion in Houston, Tx. Following thetours will be a golf tournament at WildCat Golf Club, Houston, Tx.

Wood Machinery Manufacturersof America is gearing up for its wood-working industry conference April 21-24, at Grand Hyatt San Antonio, SanAntonio, Tx.

National Wood Flooring Associ-ation will celebrate its 30th anniver-sary at their annual conference andwood flooring expo April 28-May 1 inSt. Louis, Mo.

Expo attendance has been growing30% per year over the last three years.

Decking, Railings RisingNorth American residential

decking and railing demand shouldrise 4.5% annually through 2018, to3.5 billion linear feet worth nearly$5 billion, according to a newPrincipia report.

“Growing demand due to therecovering housing industry com-bined with consumer preference forbetter performing products will con-tinue to push technology advancesin product development and interestfrom new entrants, from wood tosynthetics,” said Principia’s SteveVan Kouteren.

Wood’s share of the deckingmarket has grown during the pastfive years. Yet, of late, a strongereconomy and increased discre-tionary spending have boosted moreexpensive alternative materials. Inaddition, the introduction of good-better-best lineups of price and per-formance is enticing consumers toupgrade to synthetics.

Manufacturers are also develop-ing better designed and customiz-able railing systems, and havingsuccess with non-traditional materi-als, such as aluminum.


Dale Mollenhauer, John Quinn. [9] DaveSafirstein, Jack Opdyke, Dennis Sullivan. [10]Bo Bryant. [11] Chuck Casey, Lisa Martin. [12]Susan & Neal Grubbs. [13] Bob Green. [14]Greg Elliott, P.J. Ashy, Michael Ashy, LynnBarnett. [15] Natasha Warren, David Welborn.[16] Darin Curran, Lou Taback, Scott Marshall,David Strang. [17] Kathleen Tell, Lou Scarfo,Denise Stack. [18] Roy Deans, SteveGrohowalski. (More photos on next page)

80 YEARS IN THE MAKING: LumbermensMerchandising Corp. celebrated its 80th annualtradeshow March 4-6 at Sands Expo Center &Venetian Hotel, Las Vegas, Nv. [1] LeslieSouthwick, Kris Lewis. [2] Jeremy Hoel, JeffGreen, Mike Butler. [3] Jeremy Johnson, JayWrenn. [4] Pat Patranella, Ryan Williams, MikeCarey Dave Klekamp. [5] Jim Vandegrift, ColeRicheson. [6] Grant Phillips, Kevin Dodds, MarkMitchell. [7] Rick Kessler, Nate Johnson. [8]

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MORE LMC: [19] John Assman, Steve Gaeckle, Bob Appelgate,Malory Hillhouse, Gary Pittman. [20] Pete Schiffers, Keith Abbott.[21] Joe Angelo, Barbara Hart, Bob Mai. [22] John Smith, SteveFirko. [23] Ken Jolliffe, Bob Mackie. [24] Mark & Erika Swinth, BrettSlaughter. [25] Phil Herman, Gary Roth, Steve Page. [26] JimPowell. [27] Terry Secrest, Wayne Miller, Colby Mayeaux. [28] Susie& Bob Goldstein. [29] Greg Wilkinson, Tony Weinmuller. [30] JimCaldwell, Jonathan Wiereago, Jack Delany. [31] Jimmy Welch, MikeRasmussen. [32] Mark Dippel, Andy Faircloth. [33] Scott Ballantyne,Lorraine Fincher, Andrea Cowell, Rick Fortunaso, Jennifer Raworth.[34] Larry Lang. [35] Earl Downing, Reed Rediger. [36] StephenMcCarthy, Jay McCarthy, Praveen Sood, Kellen Driscoll.

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Photos by BPD


WANTED TO BUYWANTED TO BUY

TRI-STATE LUMBER CO.Your Southern Yellow Pine

Timber ConnectionSpecializing in 6x6, 6x8, 8x8, 10x10

Tel. (662) 862-2125 • Fax 662-862-4900email [email protected]

PRODUCTS FOR SALE

PRODUCTS FOR SALE

SHAVER WOOD PRODUCTSSouthern Yellow Pine Timber Production

6x6, 6x8, 8x8, 10x10, 12x12Reload Services & Storage AvailableNorfolk Southern Mainline Served

Easy Access to I-40 & I-77Company-Owned Truck Fleet

(704) 278-9291 • Fax (704) 278-9304Cleveland, N.C.

email [email protected] [email protected]

Theodore C. “Ted” Bloch, 87,founder of Bloch Lumber Co., chica-go, Il., died Feb. 15 after an 18-monthbattle with lung cancer.

He founded the company in 1959,later adding offices in Arizona, Ohio,South Carolina, North Carolina,Virginia and Colorado. The businesswas acquired by Sherwood Lumber in2009.

In 1968, he became a member ofthe Chicago Mercantile Exchange andheaded the committee that created thefirst lumber futures contract. Heremained an active member of CME’sForest Products Committee fordecades, and in 1996 co-authored theoriginal OSB contract.

He served as vice chairman of theNorth American Wholesale LumberAssociation from 1976 to 1978, aschairman from 1979 to 1980, and wasa faculty member during the earlyyears of NAWLA’s wood marketingseminars.

IN Memoriam Robert G. Cheatham, 92, formerpresident of Farmer’s Lumber &Supply Co., Polo, Il., died March 6 inPolo.

During World War II, he served asa fighter pilot in the U.S. Navy.

After graduating from theUniversity of Wisconsin-Madison,Robert became manager of PattersonLumber Co., Franklin Grove andMarengo, Il. He bought Farmer’sLumber in 1960. He and HerbertFaber later launched Cedar ForestProducts Co., Polo, to design and pro-duce western red cedar log homes. Hesold the business in 1988 and retired.

He was 1979-1980 president of theIllinois Lumber Materials DealersAssociation and served on its board ofdirectors for 10 years.

Robert Starr “Bob” Bootay Jr.,vice president and general manager ofthe distribution group at BabcockLumber Co., Pittsburgh, Pa., died Feb.28.

He spent over 40 years in theindustry, the last 35 with Babcock.

Eugene William “Gene” Long-hofer, 79, longtime Texas lumberdealer, died March 13.

He worked for Rounds & PorterLumber Co. before joining Henson’sLumber Co., Cresson, Tx. He retiredearlier this year.

He was a past president andLumberman of the Year of the FortWorth Lumberman’s Association.

Arthur W. Cottrell, 95, co-ownerof Cottrell Lumber Co., Centralia, Ks.,died March 4 in Centralia.

He earned two Bronze Stars for hisservice in the infantry during WorldWar II, participating in the D-Dayinvasion and the Battle of the Bulge.

He operated the yard for 25 years.

John William Weller Sr., 85, for-mer owner of Ney Lumber Co., Ney,Oh., died March 13 in Toledo, Oh.

He began working for his father’slumber company as a boy, eventuallybecoming sole owner until he retired.

Gary William Eustice, 52, sales-man at Northwest Building Supply,Andover, N.J., died March 11.

Claude Reese, 88, longtime ownerof Reese’s Ace Hardware, SoddyDaisy, Tn., died March 12.

Mary Ann Pederson, 84, formerco-owner of Decorative BuildingSupply, Azle, Tx., died Feb. 19.

She and her husband, OscarPederson, opened the company in FortWorth, Tx., before moving it to Azle.

She also served as secretary of theFort Worth Home BuildersAssociation.

Margaret-Helen Jones Wood, 66,former retail salesperson at LineLumber Co., Medford, Ma., died Feb.6 after a long illness.

Kevin Green, 54, a salesman withModern Builders Supply, Akron, Oh.,for over 30 years, died March 12.

Paul Andrew Nichols, 50, lumbersalesman with Webber Ace Hardware,Dover-Foxcroft, Me., died Feb. 7.

He served in the U.S. Army from1980 to 1984.

James “Arvous” Guinn, 85,owner of Arvous Guinn Flooring,Amarillo, Tx., died March 12.

He spent 55 years at Witt BuildersSupply, Amarillo, before starting hisown business. He retired in 2010.

Rates: $1.20 per word (25 word min.). Phonenumber counts as 1 word, address as 6. Centeredcopy/headline, $9 per line. Border, $9. Private box,$15. Column inch rate: $55 if art furnished “camera-ready” (advertiser sets type), $65 if we set type.Questions? Call (714) 486-2735.

Send ad to Fax 714-486-2745 or [email protected]. Checks payable to 526 MediaGroup. Deadline: 18th of previous month.

CLASSIFIED Marketplace


DATE BookListings are often submitted months in advance. Always verify

dates and locations with sponsor before making plans to attend.

Lumbermen’s Association of Texas & Louisiana – April 8-9,annual convention, Moody Gardens Resort & Convention Center,Galveston, Tx.; (800) 749-5862; www.lat.org.

Wallace Hardware – April 8-10, spring market, Pigeon Forge, Tn.;(800) 776-0976; www.wallacehardware.com.

Florida Building Material Assn. – April 9, board meeting & pokertournament; April 10, golf tournament, Orange Lake CountryClub, Kissimmee, Fl.; www.fbma.org.

Northwestern Lumber Assn. – April 11, arena football meet, WellsFargo Arena, Des Moines, Ia.; (763) 544-6822; www.nlassn.org.

Peak Auctioneering – April 11, LBM auction, Indianapolis, In.;(800) 245-9690; www.peakauction.com.

American Wood Protection Assn. – April 12-14, annual meeting,Omni Grove Park Inn, Ashville, N.C.; www.awpa.com.

Florida Building Material Assn. – April 15, material take-off semi-nar, Mount Dora, Fl.; www.fbma.org.

New Jersey Building Materials Dealers Assn. – April 16, meeting,Rams Head Inn, Galloway, N.J.; www.nrla.org.

Kentucky Building Materials Assn. – April 16-17, convention &expo, Belterra Casino Resort, Florence, In.; www.kbma.net.

Material Handling Equipment Distributors Assn. – April 18-22,annual convention & show, San Antonio, Tx.; www.mheda.org.

World Millwork Alliance – April 19-22, plant tours and golf event,Houston, Tx.; (727) 372-3665; www.amdweb.com.

Moulding & Millwork Producers Assn. – April 19-23, annual busi-ness meeting, Sonoma, Ca.; (800) 550-7889; www.wmmpa.com.

Wood Machinery Manufacturers of America – April 21-24, wood-working conference, Grand Hyatt San Antonio, San Antonio, Tx.;(443) 640-1052; www.wmma.org.

Northwestern Lumber Association – April 22-23, blueprint reading& material take-off workshop, Fargo, N.D.; (763) 544-6822;www.nlassn.org.

Peak Auctioneering – April 25, LBM auction, Prince William CountyFairgrounds, Indianapolis, In.; (800) 245-9690; www.peakauc-tion.com.

Kitchen Cabinet Manufacturers Association – April 26-28, annualconvention, Meritge, Napa, Ca.; (703) 264-1690; www.kcma.org.

Massachusetts Retail Lumber Dealers Assn. – April 28, specialluncheon, Algonquin Club, Boston, Ma.; (518) 286-1010;www.nrla.org.

National Wood Flooring Association – April 28-May 1, conference& wood flooring expo, Edward Jones Dome, St. Louis, Mo.; (800)422-4556; www.woodfloors.org.

New Jersey Building Materials Dealers Assn. – April 30, meeting,La Griglia, Kenilworth, N.J.; www.nrla.org.

International Wood Composites Symposium – April 30-May 1,Seattle, Wa.; (800) 942-4978; www.woodsymposium.wsu.ed.

Mid-America Lumbermens Assn. – April 30-May 1, MissouriSwing-into-Spring & Show-Me Scramble, Lake of the Ozarks,Mo.; (800) 747-6529; www.themla.org.

Massachusetts Retail Lumber Dealers Assn. – May 4, westerngolf outing, Oak Ridge Golf Club, Feeding Hills, Ma.; (518) 286-1010; www.nrla.org.

National Hardware Show – May 5-7, Las Vegas ConventionCenter, Las Vegas, Nv.; (888) 425-9377; www.nationalhard-wareshow.com.

Peak Auctioneering – May 9, LBM auction, Howard CountyFairgrounds, Baltimore, Md.; www.peakauction.com.

Illinois Lumber & Material Dealers Assn. – May 12, LBM salesworkshop; May 13-14, blueprint reading & material take-off class,Scheels, Springfield, Il.; (217) 544-5405; www.ilmda.com.

Northeastern Loggers Association – May 15-16 , equipment expo,Cross Insurance Center, Bangor, Me.; (800) 318-7561; www.northernlogger.com.

Peak Auctioneering – May 16, LBM auction, Metrolina TradeshowExpo, Charlotte, N.C.; (800) 245-9690; www.peakauction.com.

Do it Best Corp. – May 16-18, spring market, Convention Center,Indianapolis, In.; (260) 748-5300; www.doitbestcorp.com.

Hardwood Plywood & Veneer Association – May 17-19, annualconvention, Monterey Resort & Spa, Monterey, Ca.; (703) 435-2900; www.hpva.org.

Transload Distribution Association – May 19-21, conference,Westin on Canal, New Orleans, I l . ; (503) 656-4282;www.transload.org.

Northwestern Lumber Association – May 20-21, blueprint reading& material take-off workshop, Eagan, Mn.; (763) 544-6822;www.nlassn.org.

Peak Auctioneering – May 30, LBM auction, Garden State Conven-tion Center, Somerset. N.J.; (503) 656-4282; www.transload.org.


ADVERTISERS IndexAccoya [www.accoya.com] .............................................................3

AGS Stainless Inc. [www.agsstainless.com/mmag] ...................47

Allura [www.allurausa.com] ..........................................................35

Anthony Forest Products [www.anthonyforest.com] ...................8

Arch Wood Protection [www.wolmanizedwood.com].................33

AZEK [www.azek.com].....................................................................5

Blue Book Services [www.bluebookservices.com] ......................6

B.W. Creative Railing Systems [www.bwcreativerailings.com] .43

Crumpler Plastic Pipe [www.cpp-pipe.com] ................................48

DeckWise [www.deckwise.com] ...................................................26

Diamond Pier [www.diamondpier.com]........................................42

Eastern Engineered Wood Products [www.eewp.com] ..............28

Everwood Treatment Co. [everwoodtreatment.com] ........Cover III

Feeney [www.feeneyinc.com] .......................................................15

Great Southern Wood Preserving [www.yellawood.com] ..........29

Hood Distribution [www.hooddistribution.com]..........................17

Hoover Treated Wood Products [www.frtw.com]........................41

Interfor [www.interfor.com] ...........................................................34

International Beams [www.internationalbeams.com]........Cover II

Jordan Lumber [jordanlumber.com].............................................40

Kop-Coat [www.kop-coat.com] .....................................................21

Koppers [koppersperformancechemicals.com]..................Cover I

Maze Nails [www.mazenails.com].................................................19

Pennsylvania & Indiana Lumbermens Mutual [plmilm.com]......45

Quality Borate Co. [www.qualityborate.com] ..............................36

Roseburg Forest Products [www.roseburg.com] .......................39

RoyOMartin [www.royomartin.com] .............................................37

Sherwood Lumber [www.sherwoodlumber.com]........................32

Simpson Strong-Tie [www.strongtie.com]...................................25

Siskiyou Forest Products [www.siskiyouforestproducts.com] .43

Snider Industries [www.sniderindustries.com] ...........................53

Southern Forest Products Association [www.sfpa.org] .............49

Spartanburg Forest Products [spartanburgforestproducts.com].7

Swanson Group Sales Co. [www.swansongroupinc.com].........27

Tri-State Lumber [www.homanindustries.com]...........................48

Viance [www.treatedwood.com].........................................Cover IV

IDEA FileHardware Happy Hour

In an attempt to draw in customers in a moreappealing way, Cole Hardware, San Francisco, Ca.,kicked off the spring season with Hardware HappyHour March 18, a special event held strictly betweenthe hours of 5-8 p.m.

The event was designed to bring in more foot trafficin the afternoon, as well as bring a sense of communitybetween the store’s customers. Guests were able toenjoy a glass of wine, chocolate, and save $10 on a $20purchase with a coupon available from the company’swebsite and all five of their Bay Area locations.

Guests were also able to create a fun planter withany salvaged household item. “We encouraged cus-tomers to bring in any old item to be transformed into aplanter with personality: an old boot, a teakettle, a rus-tic watering can—you name it,” said Renato GeslaniJr., manager of the downtown San Francisco location.

The store supplied the soil and up to five succulentsto help reinvent the items. Renato wanted to make sureeach guest left with something to add a unique flair totheir homes, much like the hardware store itself.

“Hardware Happy Hour is great idea for the busi-ness because the ‘fun, event’ aspect is not only goodfor foot traffic, but provides a more positive and per-sonal experience and our customers like that. Plus,they get to to save some money with the coupons,”Renato explained.

Customers were thrilled but not surprised when theevent was announced for all five locations, as the hard-ware store is known to have a charismatic way of sell-ing products. The company has developed quite anonline presence and customers praise the hardwarestore for their uniqueness and extensive inventory onreview sites such as Yelp.com.

“Our store has made a name for itself with ourexcellent customer service but it’s a two-way street,”Renato said. “We would not have come this far if itweren’t for the support of the city and our loyal cus-tomers.”

Since the original Cole Hardware store was pur-chased in 1959, owner Dave Karp sought to treat everycustomer like a friend, a loved one. Karp went on tobuild Cole Hardware into one of the busiest hardwarestores in San Francisco.

The company creates events like Hardware HappyHour to keep the unique and friendly theme of eachstore, abiding by Karp’s motto, “There are no strangershere, just friends we haven’t met.”

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