BPD May 2013

DECKING: BETTER STORING, BETTER SELLING NAWLA WHOLESALERS SPECIAL ISSUEMAY 2013

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

Products Digest

4 Building Products Digest May 2013 Building-Products.com

May 2013 Volume 32 Number 3

OnlineBPD DIGITAL VERSION, BREAKING

INDUSTRY NEWS & PHOTOSBUILDING-PRODUCTS.COM

BPD BuildingProducts Digest

Special Features9 INDUSTRY TRENDS

“TRUTH IN DECKING” SOUGHT

10 FEATURE STORYCOMPOSITES FOR MORE THAN DECKS

12 MARGIN BUILDERSSTORING, HANDLING DECKING

36 SPECIAL SECTION: NAWLATIPS FOR WHOLESALERS ON SALES, NETWORKING, CREDIT, EDUCATION

In Every Issue6 TOTALLY RANDOM

16 COMPETITIVE INTELLIGENCE

18 OLSEN ON SALES

32 APP WATCH

34 IN MEMORIAM

34 MOVERS & SHAKERS

52 FAMILY BUSINESS

54 NEW PRODUCTS

63 ASSOCIATION UPDATE

64 CLASSIFIED MARKETPLACE

65 DATE BOOK

66 IDEA FILE

66 ADVERTISERS INDEX

Make your dreamproject a reality!

Redwood from The California RedwoodCompany is now distributed by:

Feldman Wood ProductsGarden City Park, NY

800-645-6010www.feldmanwoodproducts.com

californiaredwoodco.com

BUILD A PLACE FOR MEMORIES.

Flip-flops aren’t just for politiciansIT WAS JUST announced that the c.e.o. of J.C. Penney is out. Nothing unusual per-

haps, except that it highlights how wrong decisions can cause the downfall of thebest managers. It also shows that if you must flip-flop, do it and do it fast!

First, some background: I haven’t been in a J.C. Penney for some time, mostlybecause the stores have seemed 20 years out of date compared to Macy’s,Bloomingdale’s, and others. In my rare visit, the merchandise mix seemed unfash-ionable and the stores were unappealing. They lacked any real identity.

After years of mismanagement, a new hot-shot c.e.o. was brought in from Appleand, as is usual when new managers come in, radical surgery took place. The prob-lem was what may work in an Apple Store may not work in a JCP. And in the want-it-now environment of Wall Street and instantaneous performance, even if the newplan could work, it almost certainly is not likely to be given the time to succeed.

The problem is, when I heard of the new plan about 16 months ago, my firstinclination was that it was never going to work. The turnaround strategy of movingto new and perhaps younger brands to attract younger shoppers, while making somesense (indeed, some results suggested it was slowly working), was too slatedtowards shoppers who do not go to JCP and instead alienated current shoppers,leading to massive losses and a large drop in revenue. Wholesale shifts are alwaysrisky and, in this case, wrong. But that was only part of the change. The largest shiftin strategy was to get rid of sales events and move to everyday low prices. A horri-ble decision!

If you train your customers to expect end-of-week sales each and every week andthey continue to see advertising from every other competitor while you cut your adbudget substantially, then over time you get what you deserve. If you read that atMacy’s that shirt you need has been discounted from $49.95 to $24.95 (and addi-tional discounts will bring it down to $16.95), then you are not going to check outwhat JCP has, even though JCP may price the shirt every day at $19.95. We aretrained to go to the store advertising the big sale price. Out of sight, out of mind!We all want a “sale” and to announce them, we all need to advertise them.

Experience is making mistakes and learning from them. If you manage the num-bers, it soon becomes clear what is working and what is not. I do not care who it is(including myself), we have all made wrong business decisions (which is why thereare so many corporate management changes). The real failure is not to admit awrong decision and make a change. If you need to flip-flop, do it! Don’t make amistake that everyone knows is a mistake and stick with it because of pride or toavoid looking weak. In fact, I would argue that it makes you weak to not adjust astarget numbers and dates come and go and results are not happening.

The worst mistake you can make is to alienate your regular customers. Yet weoften don’t look two or three steps ahead to see how our decisions affect others.Fortunately, the public can be somewhat forgiving. Coca-Cola’s turnaround follow-ing its disastrous formula change about 25 years agoprovides a great lesson about flip-flops for businessschools today. Possibly the biggest marketing fiascoof all time (turning a beloved product into one currentcustomers hated) was defused after long and loud meaculpas from executive management, aggressive adver-tising, and a PR campaign that boosted the stock price70% in six months. So the moral is, when you arewrong, admit it and make changes fast.

Lastly, as we hit the second quarter, theyear has started well by all accounts, butsupply has its issues and it will be inter-esting to see how the industry handlesthis challenge and the higher prices thatwill result.


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TOTALLY RandomBy Alan Oakes

Alan Oakes, [email protected]

UltraShield Composite Decking“It’s Too Good To Be Wood”UltraShield Composite Decking“It’s Too Good To Be Wood”

Compare and see. Take the EverGrain® Deck Board Challenge.

©2013 TAMKO Building Products, Inc. TAMKO, EverGrain and Envision are registered trademarks of TAMKO Building Products, Inc. *This comparison is based on the leading competitor’s standard limited warranty compared to TAMKO’s Limited Warranty. To obtain a copy of TAMKO’s Limited Warranty, visit us online at tamko.com or call us at 1-800-641-4691.**Coverage for the reasonable cost of labor does not include the cost of removal or disposal of previously installed decking material.

Challenge 2: Wood Grain Beauty

LEADING COMPETITOR EVERGRAIN ENVISION

Challenge 3: Limited Warranty*

RESIDENTIAL LIMITED WARRANTY

LABOR LIMITED WARRANTY**

COMMERCIAL LIMITED WARRANTY

LEADINGCOMPETITOR 25 YEARS

20 YEARS

10 YEARS

20 YEARS

0 YEARS

5 YEARSEVERGRAIN &

EVERGRAIN ENVISION

Challenge 2: The competitor’s extruded board features an embossed repeating pattern on the surface of the board. EverGrain’s compression molded process creates a grain with dramatic and lasting beauty.

Compare EverGrain’s beauty side-by-side vs. the appearance of the leading competitor and see the difference it makes for your customers.

Challenge 1: Random Look

Challenge 1: First, notice how the leading competitor’s pattern repeats every 37-3/8 inches—that’s the same grain pattern repeated fi ve times on a single 16-foot board. But EverGrain creates a random pattern that never repeats across the entire board for a more natural wood look.

Challenge 3: Finally, compare limited warranties. EverGrain offers a 20-year commercial Limited Warranty and covers both materials and labor for the fi rst 5 years of the Limited Warranty.**

EVERGRAIN® ENVISION®

LEADING COMPETITOR

PATTERN REPEATS EVERY 37-3/8"

PATTERN NEVER REPEATS ACROSS ENTIRE BOARD

To learn more about EverGrain, visit EverGrainChallenge.com.

nvisionEnvisionE rainE Gver rainE Gver

Bonded Composite Decking

Building-Products.com May 2013 Building Products Digest 9

LBM industry pursues“truth in decking”

code required performance data on a label of sorts so Mr.and Mrs. Jones could make an informed decision abouttheir decking purchase.

The NADRA Consumer Product Awareness Charter(CPAC) was formed to create the consumer guide for thedeck and rail industry. Goal one is to gather informationabout what all of the leading manufacturers are using to

test products and try to estab-lish standard equipment andcalibration.

Goal two is to identify fiveareas of consumer concernand develop tests for thoseareas, such as the solar heatgain co-efficient on the boardsurface.

Finally, this data would bepublished, along with the ICCor equivalent code approval

on a label that should accompany an information packet, soconsumers can quickly determine how products compare toeach other. Similar programs include the NFRC windowlabel or the familiar energy guide found on refrigeratorsand other appliances.

This program will benefit everyone in the supply chain,from the manufacturer down. The best part is the compara-tive value it brings to the in-home sale process. NADRAcontractors can be educated on the system and how toshare the program with their prospects, giving them advan-tage over contractors who do not. The same applies fordealers and distributors alike.

The future of the decking business is going to be basedon statistics of performance and quality of products.Streamlining the delivery of stats will help propel deck andrail upward in the LBM industry.

With the CPAC program in the development stage ofestablishing standards, now is the time for manufacturers,dealers and contractors alike to get involved and steer theindustry in the right direction.

For more information, contact [email protected].

– For over 12 years, David Elenbaum has worked in the LBMindustry in the retail, wholesale and contractor fields. He ownsSpecialty LBM Holdings of S.C., LLC, a company engaged incontracting, retail and liquidation of building materials. Reachhim at [email protected].

SINCE ITS INCEPTION, composite lumber—specificallydecking—has undergone a terrific number of ups and

downs. There have been failures from a structural stand-point, mold and mildew, grammar mishaps (such as callingthe products “maintenance free”), and more.

The class action arena has been lucrative for lawyers, tosay the least. But why? I like to think that some of theproblems were becausesome clown made apoor product, somewere because there wasno regulation on whatwas being produced,and some of it is fromgood people making agood product that wassold as a perfect prod-uct, which doesn’t exist.

After 20-plus years,the product group has certainly transformed to overcomethese “growing pains,” as I like to call them. That’s goodnews. The surviving brands have gotten better at spreadingthe word of the incredible quality of their products.

But what about disclosing their limitations? How doesone even know the limitations of a piece of plastic that is amixture of so many chemicals, polymer compounds,organic and non-organic fillers, and other “proprietarymixtures”? Can we take the salesman’s word for it?Perhaps we can read the MSDS sheet, do some onlineresearch, or maybe look for ICC or CCRR approval. I, forone, being a reasonably educated member of the industry,do in fact look for all three.

Salespeople know their products, which are likely madeby a reputable company and have the appropriate codeapproval (or it’s pending). But what if you are a homeown-er, or a contractor who just can’t focus the time and energyon learning if the one board your client picked out is apiece of gold or the opposite? You sure can’t believe whatyou read on the Internet, despite what they say on TV.

So, a couple of years ago, a few of us at the NorthAmerican Deck & Railing Association (NADRA) gottogether and decided that some kind of “truth in decking”disclosure would be kind of neat. It could establish stan-dardized testing protocols for the industry, so the scoresfrom the tests could be evaluated on a level playing field,and then the results could be published along with non-

INDUSTRY TrendsBy David Elenbaum

ONE OF THE HOTTEST trends in out-door remodeling is the creative

use of traditional composite decking.More and more people, professionalsand consumers alike, are finding sur-prising, entirely new applications forcomposite decking materials. With alittle creative flair, composite deckingprovides an alternative to wood withthe added benefits of more durabilityand lower maintenance requirements.

Whether it is a contractor or a d-i-yer, people are discovering that com-posite decking isn’t limited to decksany longer—it’s a building material.It’s a highly adaptable building mater-ial that’s being used almost anywhereyou would traditionally find wood,with the exception of structural usesfor which composite materials are notdesigned. A few of the items we’veseen built with composite deckingmaterials include beautiful benches,near-impervious planters, picture-per-fect pergolas, fabulous fencing andoutstanding outdoor kitchen cabinets.

With today’s composites emulatingexotic hardwoods, expanding the useof composite materials beyond thedeck surface can create a beautifulaesthetic in outdoor living areas that

Composite deckingisn’t only for decks

FEATURE StoryBy Edie Kello Wilson, Fiberon

All p

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Fibe

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PLANTERS & BENCHES


keeps its good looks. Wood-like, con-temporary appearances and a varietyof colors in modern composite deck-ing products deliver artistic flexibilityin outdoor living areas, relaxationspaces, hardscapes and landscapes.There are even instances in Europewhere it’s used as siding on houses,boardwalks by the sea, privacy fenc-ing and office cubicles!

Custom deck builders are in anideal position to explore new ways toutilize composite materials. This isespecially true as, according to arecent Freedonia Group study, U.S.demand for decking is expected to rise2.4% annually through 2016 to 3.3 bil-lion lineal ft., worth $5.7 billion.

The versatility of composite deck-ing makes it the perfect medium tosatisfy the creative imaginings of arti-san deck builders and their customers.And, custom decks buyers are general-ly willing to pay a premium price for adeck designed with their style andneeds in mind.

Professional deck builders can usecomposite decking to differentiatethemselves by creating beautiful aswell as practical outdoor living spacesthat have all the benefits of compositedecking: durability, lower-mainte-nance, and stain, mold and termiteresistance. When it comes to intricatestructures such as pergolas, benches orfencing, where periodic staining isrequired, composite decking is a wel-come relief to time-consuming, back-breaking labor.

D-i-yers can show off their build-ing expertise by creating works of artthat far exceed boxy decks. The sim-ple addition of a few benches, somelatticework for privacy, or sturdy yetelegant planters can elevate a deck tonearly professional quality. Other pop-ular projects include replacing stairtreads, building a sandbox, or creatinga raised herbal bed. The value, ease ofinstallation, and low-maintenancerequirements for composite deckingmake it ideal for projects such asthese.

Whether your customer is a profes-sional deck builder or an ambitious d-i-yer, opening their eyes to the possi-bilities of designing with compositedecking will inspire them to createunique outdoor living spaces that willbe enjoyed for years to come.

– Edie Kello Wilson is director of mar-keting communications for composite-decking manufacturer Fiberon, NewLondon, N.C. She can be reached at (704)463-2971 or [email protected].

POOLSIDE FENCING

BENCHES & STRUCTURE

BOARDWALK


Best practices forstoring andhandling decking

• Keep it covered. All deckingwill fade over time with exposure tothe sun. Keep planks covered in theyard and on the jobsite to avoid pre-mature fading or, worse, unevenweathering across multiple planks.

For example, when TAMKO shipsits planks, the pieces are stacked facedown, except for the bottom piece,says Bill Koll, TAMKO’s territorymanager in Portland, Or. This way, ifthe stack loses its protective bonnet,the underside is the side exposed.

• Keep it clean. Decking that’s dryand debris-free will stay lookingnewer, longer. When storing, keepplanks covered and off the ground sothat they stay clean and free of mois-ture.

• Don’t abuse it. Exterior productor no, decking is still a finished prod-uct and should be treated as such,Koll notes. In other words, don’t dragthe top side along the driveway or runthe forklift into it. Like any otherbuilding material, mishandling canlead to chips, gouges or damage ifimpacted hard enough.

• Support long planks. To avoidflexing, particularly when the weatheris warm, decking stored on racksneeds to be supported. Check with themanufacturer for recommendations.

• Practice good forklift tech-niques. Avoid carrying materialsagainst the very back of the lift; a few

DECKING PRODUCTS are made towithstand the rigors of the out-

doors. But no matter the material, it’sstill important to handle deckingplanks with care—from the lumber-yard to the delivery truck to the job-site.

Follow these storage and handlingstrategies to ensure decking plankslook their best when it comes time to

install:

• Follow guidelines. As with anyproduct, be sure to follow the manu-facturer’s specific recommendationsfor proper storage and handling ofyour decking materials. Especiallywhen it comes to composites andother non-wood products, require-ments may vary from brand to brand.

MARGIN BuildersBy Jacqueline Palazzolo, Weyehaeuser Distribution

KEEP DECKING covered during storage, and follow manufacturer recommendations for supports toensure planks don’t flex.


inches off of the back should helpprevent damage. Use caution whenmaneuvering around stacks to avoidstriking the material.

• Monitor temperature. Likemost building materials, compositedecking will expand and contract withtemperature fluctuations.

If your company does installedsales, make sure your contractors arekeeping an eye on temperature. Theyshould measure the temperaturewhere the planks are being stored andthen consult installation instructionsfor the proper gap to ensure there isroom for movement.

• Handle with help. Long boardsare heavy and may flex more inwarmer temperatures, so carryingplanks should be a two-person job.

When planning your inventory, besure to add on complementary prod-ucts such as coordinating accessories,matching railings, matching face fas-teners, and the manufacturer’sapproved hidden fastening system.This will ensure products are compat-ible and coordinated and that they canbe installed per manufacturer recom-mendations.

Overall, common sense prevails—decking doesn’t require you to tiptoe,but just be conscious not to abuse it.And, as with any product, always fol-low manufacturer instructions andguidelines from storage to handling toinstallation to ensure optimal perfor-mance and intact warranties.

– Jacqueline Palazzolo is dealer salesrepresentative for Weyerhaeuser, based inEugene, Or. For more decking how-toarticles, download Weyerhaeuser’sDecking Sales Kit at www.woodbywy.com/decktools.

New Deck Safety VideoAfter seven years of promoting

May as Deck Safety Month, theNorth American Deck & Rail ingAssociation has produced a videothat it hopes will reach more of thoseinvolved with deck building and main-tenance.

The video can be found onNADRA’s website at www.nadra.org,on the association’s YouTube chan-nel, and various social media net-works. It was produced using imagesand text about the association’s 10-point checklist and its Check YourDeck evaluation forms.


Composite deckingbenefits fromEuro breakthroughs

along with their potential impact for NyloDeck:

1. Shared knowledge is helping manufacturers addressproduction holistically to identify individual opportunitiesfor greater sustainability.

“By learning from other companies’ and industries’ bestpractices, we’re looking at how a single step in our produc-tion line can either be removed or combined, without sacri-ficing any quality. That one change can add up to signifi-cant energy efficiency, which contributes to improved sus-tainability.”

2. Coatings, which are considered more environmen-tally friendly, are becoming increasingly prevalent forbuilding materials, without compromising durability.

“We currently use an advanced flexible, yet incrediblydurable coating, which provides superior UV protectionthat enables us to offer a 25-year fade and stain warrantyon top of our 25-year limited residential warranty.However, we continue to work with our coating partners toidentify the latest proven technologies that are both envi-ronmentally friendly and highly effective against UV expo-sure.”

3. IR (infrared reflective) coatings have the potential toenhance the properties of decking materials.

“IR reflective coatings can create cooler surface temper-atures by efficiently reflecting near-infrared rays of sun-light. This is an exciting advancement not only in the coat-ings industry, but in the decking industry as well, becausethis may lead to decks that stay cooler to the touch, even inthe heat of the summer.”

4. Advancements in weather testing equipment aredelivering even higher levels of confidence in product per-formance.

“By using the most sophisticated weathering testing andequipment, both internally and with third-party labs, weare able to accelerate weathering conditions faster and withmore quality control than ever before.”

GLOBAL ADVANCEMENTS in materials and manufacturingfeatured at the 2013 European Coatings Show &

Congress are finding their way to the latest compositedecking materials, according to Dr. Shae Brown, seniorchemist at NyloBoard, Covington, Ga., who recentlyattended the show in Nuremburg, Germany.

Many European product and manufacturing advance-ments have been borne out of a need to innovate in themidst of stringent environmental regulations, coupled witha desire to achieve greater sustainability. Brown said thissetting offers excellent opportunities for U.S. companies toproactively address product development in the context ofincreasing concerns over similar issues domestically.

Brown recounts top trends and insights from the show,

PRODUCT SpotlightComposite Decking

U.S.-PRODUCED composite decking products, such as NyloDeck, arebecoming more durable, weather resistant, better performing, and moresustainable, thanks to new technology from Europe.

Photo by NyloBoard


Preserve the past,build the future

TAKING OVER the century-old H.E. Westerman Lumber Co. (top),Generation Home & Building Center needed to appeal to the next gener-ation of home improvement shoppers.

money, they took over the yard that had stood vacant forclose to two years. After all, declares Lori, “Lonsdale is thebest place in the world to live, so we wanted to add to whatthis wonderful small town already has—add a lumberyardto the mix: One more place to stop,” she preaches.

Okay, they’re dreamers, but they’re not dumb. Fordecades the Stanglers have operated R&L WoodworkingCo., three miles away, fabricating cabinets and commercialshowcases for retail operations such as luggage, shoe andjewelry stores, and, since the 1990s, concentrating almostexclusively on supplying Olive Garden restaurants nation-wide. “We’re their go-to vendors,” Lori explains. “Exceptfor their tables and chairs, if it’s wood, we supply it,” aidedby a staff of 31.

R&L is doing well—and by doing well, it’s helped sup-ply the cash flow for doing good (and soon enough, doingwell) at the new building center, too. “When that lumber-yard went out of business, we could see the town feel thepinch. It took time, but we got our ducks in a row” andsigned the papers.

The new building center’s name, Generation Home &Building Center, doubles as a mission statement. Its tagline,says Randy, is “‘to preserve the past and build the future.’To transcend time.”

But the first hurdle was to transcend the outdated build-ing. “It’s totally different now from what it used to be,” thecouple explains. “We’ve increased the size of the store anddoubled the retail.” And while the former operation primar-ily served contractors, the new outfit favors d-i-yers,because, the owners figure, “the town is growing; morepeople are looking to live here” in the bedroom communityhalf an hour south of the Twin Cities and neighboringNorthfield, home of two elite college campuses, Carletonand St. Olaf. “When people would walk into the old place,they’d feel like strangers. We wanted it to be customer-friendly.”

And ultra-friendly to what their research indicated wasnow a building center’s best customer: women. “They’redoing more and more of the purchasing, so we made it lightand bright. The whole layout is very accommodating. Weadded a home décor section and hired an interior designer,who’s doing really, really well for us. She offers a lot of

COMPETITIVE IntelligenceBy Carla Waldemar

“A LUMBERYARD IS A STAPLE of a community and can-not disappear.” That’s Lori Stangler talking. So

when the outdated, decaying, 128-year-old yard in theirhometown of Lonsdale, Mn. (pop. 5,000), finally called itquits—well, what’s a person gonna do? You buy it, right?

Maybe not, if you’ve got all your faculties and have yetto win the lottery. Yet, that’s what Lori and her husband,Randy, aimed to do. Never mind they had not one iota ofretail expertise between them. After month followingmonth putting together a business plan and scouring for


EVEN WITH a spiffy remodel, lumber remained the yard’s main focus,receiving covered storage and an infusion of high-grade inventory.

expertise in everything from paint colors to kitchen layout,”or what Randy ticks off, with a smile on his face, as “tech-nical things only another woman can do.”

She’s but one of the store’s rookie staff of 14, includingfour part-timers, only one of whom was involved in theprevious operation. “We hired for attitude rather than expe-rience,” attests Lori—“something you can’t teach.” Andvendors step in to amp up the product knowledge.Altogether, the Stanglers agree, “We’ve established a goodbase, with good service, good product knowledge, andquality merchandise.”

Contractors, having formed alternative relationshipswhile the store stood vacant, are starting to trickle back.Generation last year supplied a couple of new customhomes and remodeling projects, such as roof replacements.To lure these pros (and the weekend warriors stand to prof-it, too), the store now boasts a new rental center, savingfolks a 20-mile hike on the highway. “In town, there wasnothing but a rug shampooer. We’ve added constructionequipment, like an air compressor and Bobcat.” Quite aninvestment, then? Allows Randy, with a long intake ofbreath, “Ohhhhhhh… yes!”

Above all, however, “lumber is my main focus,” hemaintains. “Previously it stood outside, under the snow.Now, it’s under a roof. No more warped boards. I also optfor the highest-quality lumber, thinking, ‘If you’re invest-ing in a house, it’s worth just a little bit more.”

That’s Lori’s view, too: “Sell the dream, not the prod-uct,” she emphasizes. “Inspire customers to make theirhome a place to be proud of. Introduce them to the possibil-ities, so they won’t just settle for the cheapest.” And theroute to their purse strings? Voila, the Internet.

Research also schooled them that the Web is wherewomen, in particular, do their major shopping, so theStanglers lassoed their tech-wizard daughter into designingand maintaining their website, which is educational andinformative, but not in the ho-hum way that usually followsthose boring adjectives. “You’ve got to make it entertain-ing,” Lori knows—“like those [legendary] Peterman

Company ads.” Thus, the zippy site offers everything from tips on tree

pruning and info on lumber stamps (“What do theymean?”) to a motivational call to “Caulk the tub! Just doit!” with step-by-step photos, on to an “organizing spree,”providing tips to gain the “minimalist mentality.” Take alook yourself at www.generationhbc.com. Facebook andTwitter, too.

All of those technologies also promote the rental center,prodding “You can do it!” rather than have it done. (Ofcourse, for those jobs just too daunting for a homeowner,Generation hands out the business cards of its trusted con-tractor customers rather than install, in order to build loyal-ties and refrain from becoming competition.)

The website boosts another innovative customer lure:the children’s Carpentry Club. The win-win promotionworks like this: Generation sponsors a birdfeeder-makingcontest, requiring purchase of a kit (however, all completedentries receive a refund in the guise of a $10 gift certifi-cate). The motive, Randy spells out, is to get kids involvedand interested in the trades, growing future customers,while at the same moment, “letting parents know we’rehere.” Plus, as their research indicates, offer that $10 giftcertificate and when they’re back in the store with it, they’llspend twice as much. To promote the contest, Generationhas distributed flyers to area schools and posted info viaTwitter and Facebook (of course).

Staff—those newbies—get lots of vendor training,including trips to Marvin’s Northern Minnesota manufac-turing plant so they can walk the talk. But they’re alsoschooled in add-on and suggestive-sell techniques to aug-ment the bottom line and alert customers to the one-stop-shopping savings of time and stress that Generation offers(especially to those who exclaim, “We didn’t even knowyou were here!”)

Still, it’s not a walk in the park. As first-timers, thelearning curve has had its steep moments. “Being in retailis totally different,” Randy says upfront, “especially book-keeping. And I’ve adjusted my product mix, location anddisplays based on what I hear customers telling me, espe-cially in the rental center.”

Competition is a way of life, primarily from boxes sta-tioned along the Interstate commute. There’s also a hard-ware store in town, but Randy makes it a point of honor notto infringe on its turf. “I don’t want to hurt anybody, orduplicate, so we won’t carry any lawnmowers or smallappliances. I send customers his way. I don’t want to driveanyone out of business,” says his neighbor. “Besides, it’sbuilding critical mass [in shoppers’ eyes].

The Stanglers look to break even in two years. In themeantime, cash flow from the couple’sother business helps smooth thebumps. (“We’re our own best cus-tomers,” they laugh.) They’re in itfor the long haul and they love thejourney, actively working to bur-nish their credo. If Lori’s right and“Lonsdale is the best place inthe world to live,” it’s in partbecause of Generation and itscommitment to small-townlife and values.

Carla [email protected]


tion to I.Q. is that raw intelligence isimportant, but only so much. How tonavigate the emotional world we live inis more important to success and happi-ness.

Goleman’s E.Q. core competencies:• Self-awareness – How do others

perceive me? Am I aware of mymotivations?

• Self-regulation – Can I control myreactions/emotions?

• Social skill – How do I relate toothers? Can I move them to action?

• Empathy – Do I understand howothers feel? At all times?

• Motivation – Can I stay motivated?Emotional Intelligence and How to

Win Friends and Influence People (Carnegie) reach thesame conclusion: Being smart is fine, but getting alongwith people is the most important factor in our success—especially in sales!

A.Q. What do we do when they say no? What do wedo when we have a bad year? Month? Day? Call? Each ofthese are a test of our Adversity Quotient, originated by Dr.Paul Stoltz. How hard and how many times can we take ahit and keep on coming?

Adversity Quotient is the defining measurement. Arethere certain personality types that are better for sales?There are master sellers of all personalities. What they havein common is resiliency (A.Q.) and a will towin/succeed/be the best/prove something to themselves andthe world.

All master sellers reinvent themselves several times intheir career. It feels like turning your-self inside out and shedding skin atthe same time. It is necessary, but ithurts. The difference between thejourneyman and the master seller ishow they react when they:

• Lose an order• Lose a contract• Lose a customerThe master seller’s lifetime

challenge is to work on our per-sonal mix of I.Q./E.Q./A.Q.

OLSEN On SalesBy James Olsen

James OlsenReality Sales Training

(503) 544-3572 [email protected]

WHAT’S IT TAKE to be a great sales-person? Am I smart enough? Can I

deal with people in a profitable way?Am I tough enough?

Many factors/traits make up the suc-cessful salesperson. There is no classicmodel. The greats come in all shapes,sizes, colors, intelligence and likeabilitylevels.

Toughness is the underlying factor forsuccess in sales. What do you do whensomeone kicks you in the shins—orsomewhere more sensitive? How longcan you hang in there? My friend JimDermody says, “Sales is a mental tough-ness game.” I agree. So many intelligent,charismatic salespeople fail. Just as com-mon is the hard-working salesperson who can’t sell a stick.

It takes an amalgam of attributes and skills to make agreat salesperson. Here are three—The Sales Q’s.

I.Q. Intelligenz-Quotient, introduced by German psy-chologist William Stern (1871-1933), has become the mostcommon test in the U.S. for measuring intelligence. Ninetypercent of us have an I.Q. that falls between 70 and 130.

Most smart people overvalue intelligence. Smart peopleshould listen more. Research shows that a certain amountof intelligence is necessary, but after that, the advantage ofintelligence is negligible.

Mistakes smart sellers make:Overvalue product or market knowledge. Especially

in B2B sales, your competitors and customers know asmuch as you do. Just because you can talk product andmarket does not mean you will get the order. Intelligentsellers must use their intelligence to understand theircustomer as well as their product. Intelligent sales strategyis more important than product knowledge.

Pontificate. Use your smarts to make the customer looksmart, not to make yourself look smart. Do not instructyour customer. Ask them questions that lead them. Listen.Listen. Listen.

Underestimate others’ intelligence. Perilous and costly.Intelligence directed at creative problem solving, margin

creation, or solutions creates lifelong customers. But what if you’re not that smart? Tell me who your

friends are and I’ll tell you who you are. Align yourselfwith intelligent leaders/sellers you trust.

E.Q. Daniel Goleman wrote Emotional Intelligence in1985. E.Q. (Emotional Intelligence Quotient) measures ourability to relate to others. The main argument made in rela-

The Sales Q’s

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Kuiken Brothers Co., Fair Lawn, N.J., closed itsOgdensburg, N.J., facility May 1, consolidating operations atlocations in Wantage and Sucasunna, N.J., and leaving thechain with eight yards.

Spring Valley True Value, Spring Valley, Mn., opensMay 4, replacing a slightly smaller store destroyed by fire twoyears ago (Todd Jones, owner).

Donegan’s Do it Best Hardware, Mount Morris, Il.,closed March 30 after 20 years.

US LBM Holdings has acquired 7-unit ShellyEnterprises, Telford, Pa.

Bill and Greg Shelly, co-owners of the 90-year-old chain,are staying on “for the forseeable future.”

Plainfield Lumber & Hardware, Grand Rapids, Mi.,abruptly closed April 5, after 67 years.

Century-old Pinckney True Value Hardware ,Pinckney, Mi., closed March 1, after a proposed sale to man-agement fell through (see Jan., p. 23).

Ace Hardware franchisee Russ Theuring opens a new9,000-sq. ft. store May 17 in Loveland, Oh.

Theuring and wife Susan also hold Aces in Dillonvale, Oh.,and northern Kentucky.

Aitkin True Value, Aitkin, Mn., has closed.

Menards opened new stores April 9 in St. Peters, Mo.(Ryan Gawinski, general mgr.), and O'Fallon, Il. The units arethe chain’s first in the St. Louis market, where it had initiallyhoped to open at least six stores.

Five days later, it unveiled new locations in Evergreen Park,Il., and Three Rivers, Mi. (Matt Wright, general mgr.). Thechain also demolished its home center in Comstock Township,Mi., but has put plans for a replacement store on hold.

DEALER Briefs Lampert’s Buys Iowa LumberyardKooyman Lumber, Pella, Ia., has been acquired by 32-

unit Lampert Lumber, St. Paul, Mn.The yard will continue to operate under the Kooyman

Lumber name, with existing staff. Former owner DougKooyman will serve as manager of the operation, as a divi-sion of Lampert’s.

Lamperts’ three existing stores in Door County, Ia., arenot affected.

HD Supply Files for IPOHD Supply, Atlanta, Ga., has filed for a $1 billion ini-

tial public offering.The company, which operates more than 600 locations

in the U.S. and Canada, was sold six years ago by HomeDepot for $8.5 billion to a group of private-equity firmsthat includes Carlyle Group, Bain Capital, and Clayton,Dubilier & Rice.

Two Firms Sprout from Closed Yard The owner of King Lumber Co., Logan, Oh., may have

retired and closed his 77-year-old company—but the com-munity is left with two businesses in its place.

Owner B.J. King will now devote his time to his bed-and-breakfast and has spun off the lumberyard’s kitchenand bath department into King Kitchen & Bath, owned byhis son, Scott, and continuing at its present location.

“There won’t be any interruption in our business likethere is with the lumberyard,” Scott King said. “We’ll behere, but the lumberyard won’t.”

King has already contacted customers and suppliers todirect them to the new lumberyard in town, Mike’sLumber Co. LLC, opened by 32-year King Lumberemployee Mike Flowers.

Flowers never intended to open his own business, untilhe learned King Lumber was going to close and the townmight be left without a lumberyard. “I’m excited,” Flowerssaid, “mixed with apprehension.”

Employees include Flowers’ daughter, Kalia Thomas,in sales and Phil MacRostie, handling deliveries.


SUPPLIER BriefsABC Supply has acquired 4-unit roofing/siding/window

distributor Lee Wholesale Supply, Livonia, Macomb,New Hudson, and Port Huron, Mi.

Former owner John Wrobleski and the rest of the Lee teamhave joined ABC Supply.

Medlock Forest Products, Charleston, Ar., hopes torebuild following an April 9 electrical fire that destroyed itsmain assembly building.

Jordan Forest Products, Mount Gilead, N.C., willinvest $1.4 million to expand its mill in Biscoe, N.C., to pro-duce wooden pallet components.

PlyGem subsidiary Kroy Building Products willinvest $15.5 million over three years expanding its vinyl prod-ucts plant in Fair Bluff, N.C., and adding 145 jobs.

Thruway Hardwood & Plywood, Cheektowaga,N.Y., has merged with D&M Plywood, Buffalo, N.Y.

Johns Manville Corp., Denver, Co., will open a125,000-sq. ft. DC in Grand Prairie, Tx.

Boston Cedar, Mansfield, Ma., is now distributing RDIMetal Works’ new Excalibur Railing.

Truss Tech, Melfa, Va., now offers WeyerhaeuserTrusJoist engineered wood products.

Landmark Store Flees Flood Plain After being hit by several floods, Gay’s True Value

Hardware, Tunkhannock, Pa., has sold its location near theSusquehanna River and is relocating to drier ground.

Its historic, century-old home—a creaking mill build-ing—will be torn down and a drug store built in its place,after the lot is raised up. Co-owner Dan Gay, who withbrother Rick is taking over the hardware store from hisfather Doug, hopes to retain some of the antique furnish-ings and design their new space as authentic as possible tokeep the old-time feeling. He expects to move by June 1.

CN Relocates Lumber ReloadCanadian National has relocated its forest products

transload operation to North America Stevedoring Co.’soperation at the Port of Chicago, Il., to improve supplychain efficiencies for lumber customers.

The new facility, located 13 miles south of downtownChicago, receives direct rail service from CN’s nearbyKirk Yard in Gary, In. With more than 200,000 sq. ft. ofindoor storage and ample outdoor storage, the transload islarger than the one it replaces and closer to CN’s KirkYard, which is finishing up a $141-million renovation.

“With the integration of the major portion of the Elgin,Joliet and Eastern Railway into CN, we have a uniqueopportunity to avoid Chicago rail congestion by relocatingour forest products reload facility to a site near Kirk Yard,”said CN executive v.p. Jean-Jacques Ruest. “Served dailyby CN, the new transload operation is closer to both west-ern Canadian lumber mills, as well as Chicago-area mar-kets receiving lumber via CN. This improves transit timesand inventory management for our customers.”


Wellsboro Building Supply,Wellsboro, Pa., has been opened byRussell Gile.

Seiffert Lumber, Davenport, Ia.,added a new millwork showroom.

Professional Builders Sup-ply, Morrisville, N.C., is adding a loca-tion in Wake Forest, N.C.

Martin Hardware, Nappanee,In., is closing after 55 years, so ownerDennis Martin can retire.

True Value Hardware fran-chisees Scott and Linda Kuenningopened store #3, in Wapakoneta, Oh.

Cashman Tool & Hardware,Clinton, Ct., may close after nine years,due to a tussle with town officials.

Retzlaff’s Ace, New Ulm, Mn.,was honored for its 100 years in theMidwest Hardware Association.

Kuiken Brothers, Fair Lawn,N.J., won the Millard Fuller Award for itscontributions to Habitat for Humanity.

DEALER BriefsMaine Chain Buys 4th Yard

S.W. Collins Co., Caribou, Me.,has purchased the retail operation ofHaskell Lumber, Lincoln, Me., as itsfourth Do it Best location.

Collins will operate out ofHaskell’s building until it can con-struct a 43,000-sq. ft. warehouse,storefront and storage area on a near-by lot it acquired late last year.

Haskell Lumber’s Mike McFallswill continue to own and operate itsadjacent sawmill, but will concentrateon wood shavings for animal bedding.

Massachusetts Chain BuysVenerable Competitor

Gove Lumber, Beverly, Ma., oneof the city’s longest-running familybusinesses, closed in mid-April after103 years of operation and was pur-chased by Timberline, Gloucester,Ma., for $1.3 million.

“It is with a heavy heart that Iannounce the closing of the GoveLumber Co. due to economic factorsbeyond our control,” president BruceGove said. Four generations of Goveshave managed the firm, most recentlybrothers Bruce, Sandy and Barry.

“In order for the business to con-tinue, they were in a position where

they needed to sell to a larger compa-ny,” said Chris Costello, Timberline’sowner. “We’re a good fit for them. Ascompanies, we’re very similar. We’reindividually owned, with the samekind of family values.”

Bruce Gove will continue with thecompany, as will most of his 10employees. Timberline, which beganin 1979 and was bought by Costelloin 2008, employs about 60.

Costello’s first move will be toimmediately bring the level of inven-tory “way back up again.”

Illinois Distributor to Expand Lumberyard Suppliers, East

Peoria, Il., will receive sales andproperty tax incentives that allow thedistributor to expand in the city.

The deal gives the supplier 2%back on city sales taxes on all revenueabove its 2011 level for two years and1% back on the next 15 years.Because the property is in an enter-prise zone, it will also get a break onits property taxes for five years.

In exchange, Lumberyard Suppli-ers will build a new facility by 2015,where it will consolidate all of its cen-tral Illlinois operations, after closingfacilities in Bartonville and Morton.

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SUPPLIER BriefsBerry Bros. Lumber Co., Adams, N.Y., suffered at

least $100,000 in damage in an April 7 fire.

Overseas Hardwoods Co. installed a new 7.5-tonbridge crane at its Stockton, Al., manufacturing facility, to han-dle trailer-length flooring.

The plant’s material handling overhaul “enable us to reduceour dependence on forklifts, greatly improve in-process andfinished goods storage, and offer direct truck loading capabili-ty,” said Gregory Robinson, v.p.-operations.

Eastern Metal Supply is now distributing Enduris’Endeck cellular PVC decking and Enrail PVC railings from itsDCs in Lake Worth and Lakeland, Fl.; Charlotte, N.C.; Newark,De.; Birmingham, Al.; Houston, Tx., and St. Charles, Mo.

Decks & Docks Lumber Co. is now distributingFortress Pilings’ composite piles in Florida.

Southend Building Products, Charlotte, N.C., hasbeen renamed Southend Reclaimed, to highlight itsemphasis on antique wood.

CertainTeed’s Norwood, Ma., roofing plant receivedISO 9001 certification.

AERT, Springdale, Ar. (moistureshield.com), and Ber-ger Building Products, Feasterville, Pa. (bergerbp.com),have redesigned their websites.

PPG Industries completed its $1.05-billion acquisitionof the North American architectural coatings business of AkzoNobel, including Glidden, Flood and Liquid Nails brands.

Alside this month opens a 28,000-sq. ft. DC in Falconer,N.Y.—its third in the Buffalo area.

Eastman Chemical, Kingsport, Tn., earned greenproduct certification for its Perennial Wood decking from HomeInnovation Research Labs (formerly NAHB Research Center).

Inteplast, Livingston, N.J., added new variegated colors(burnished maple and harbor gray) to its TUFboard Porch line.

– Corrections –In our 2013 Top Treaters list (April, p. 13-19), Universal

Forest Products’ 18th plant should have been White BearLake, Mn., not Gordon, Pa. (which has ceased treating).

In addition, the list inadvertently omitted CentralNebraska Wood Preservers, Sutton, Ne., and sistercompany Iowa Wood Preservers, Oskaloosa, Ia. CentralNebraska (www.nebraskawood.com) treats with CA-C (solu-ble), Ecolife, and CCA. Iowa Wood Preservers (www.iowa-wood.com) uses CA-C and CCA.

Ace Expands Site for Store SellersAce Hardware, Oak Brook, Il., has expanded

HardwareStoresforSale.com to sell equipment, in additionto the stores themselves.

Newly added is a Marketplace section that offers fix-tures, signage and equipment. Items can be listed for 60days for a listing fee of $9.95.

The site launched in February to help owners list andview stores for sale.

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Georgia-Pacific is investing $400million to expand its lumber and ply-wood capacity by 20%.

“The markets for our products arecurrently improving at a steady pace.These proposed investments wouldposition Georgia-Pacific to provideour current and potential customers

with the products they need to growwith a long–term recovery in hous-ing,” said executive v.p. MarkLuetters.

The expansion will come over thenext three years, with plant enlarge-ments and upgrades likely in NorthCarolina, South Carolina, Georgia,Alabama, Mississippi, Arkansas andTexas.

Sawmill Hit by Chemical Fire Shetler Lumber Co., Mill Village,

Pa., lost the pole building that con-tained its grading and trim lines,equipment and inventory in an April 8fire. The sawmill was spared.

The blaze started after a forkliftdriver accidentally hit two 5-galloncontainers in a storage area, knockingthe lid off one and spilling some of itscontents and sparking the fire.

One employee was sent to the hos-pital and others were evacuated, butno serious injuries were reported.

Chinese Hardwood ProducerExpands in U.S.

Chinese-owned hardwood produc-er Tides & Times Group USA is

expanding its headquarters inCharlotte, N.C., adding 30 jobs.

Over the past four years, the firmhas created about 200 jobs, as itacquired, renovated and restartedseven sawmills and dry kilns in NorthCarolina, South Carolina, andVirginia.

Tides & Times primarily suppliesoak flooring to the U.S. and exportshardwood lumber to China andVietnam.

CertainTeed Selects Site forNew Midwest Roofing Plant

CertainTeed Corp. will build a$100-million asphalt roofing shinglemanufacturing and distribution facili-ty in Jonesboro, Mo.

With construction slated to beginthis summer, the project will include a60,000-sq. ft. factory to manufactureLandmark roofing shingles and a150,000-sq. ft. warehouse to distrib-ute all of the company’s roofing prod-ucts throughout the Midwest.

Valley Forge, Pa.-based Certain-Teed operates 10 asphalt shingleplants, one low-slope commercialroofing facility, and three stand-alonegranule plants in the U.S.

G-P Expanding Lumber, Plywood Output

Georgia-Pacific has begunproduction at the OSB plant inClarendon, S.C., that it acquiredthree years ago from Grant ForestProducts.

Grant completed constructionof new plants in Clarendon andAllendale, S.C., in 2007—just asthe housing market crashed, so itnever started operations. In 2010,G-P paid $400 million for thetwo facilities, plus a third inEnglehart, Ont.

G-P has since spent $30 mil-lion upgrading the Clarendonplant, boosting annual capacity to850 million sq. ft.

G-P Finally Starts Up 6-Year-Old OSB Mill


Digger Specialties Inc., Bremen,In., is expanding to meet the growingdemand for its aluminum railings,columns and fencing.

The nearly 30-year-old familyowned business, headed by Loren“Digger” Graber, is adding state-of-

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A major factor in DSI’s growth hasbeen its increasing footprint into two-step wholesale markets, with the addi-tion of several new distributors.

New Owner RevivingCoastal’s Weldon Complex

Coastal Lumber Co.’s sawmill inWeldon, N.C.—shuttered sinceAugust 2011—is being renovated bynew owner Meherrin River ForestProducts, Alberta, Va.

Meherrin River will invest morethan $1.8 million over the next threeyears upgrading the sawmill andbuilding itself a new headquarters.

Initially the operation will mill pri-marily hardwoods, with drying opera-tions to begin “in the not too distantfuture,” according to president DonBright, who founded Meherrin Riverin 2011 with Union Level Land &Timber and C.A. Wright Logging.

Yard Suffers Hazardous Spill A 27-year-old employee of Hulbert

Lumber, Newark, N.J., was taken tothe hospital April 12 when he becamedizzy and passed out trying to cleanup the spill of an unknown substance.

The fire department temporarilyevacuated the company.

DIGGER SPECIALTIES is adding a Gema OptiCenter powder management system to meet risingdemand for powder-coated aluminum millwork.

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IN Memoriam

Richard England, 93, formerpresident of Hechinger Co.,Landover, Md., died April 1 inWashington, D.C.

After graduating from Harvard in1942, he served in World War II inNorth Africa, Normandy, and theBattle of Guadalcanal.

After the war, he married a daugh-ter of store founder Sidney Hechingerand joined the business. At its height,with Mr. England as president, thecompany had 115 home improvementstores. It was sold in 1997, mergedwith Builders Square, and went out ofbusiness two years later.

Thomas R. “Tom” Black, 71, for-mer head of Black Lumber Co.,Bloomington, In., died March 2 aftera brief illness.

He joined the family business in1963 after graduating from IndianaUniversity, retiring as c.e.o. and presi-dent.

He was a charter member of theIndiana Lumber & Builders’ SupplyAssociation’s Young Lumbermen’sClub and served on its board.

Waverly Sherwood Carter, 83,co-owner of Carter Lumber Co.,Richmond, Va., died April 1.

He operated the business for yearswith his brother, A. Barnes Carter Jr.

Gary Bruce Rainwater, 64,owner and operator of RainwaterLumber Co., Paris, Ar., died March20 in Paris.

Gerald “Gary” Blattert, 71,owner and president of Earl CarterLumber Co., Lincoln, Ne., died April16.

After working for the yard formany years, he and his son, Dean,purchased the company from thefounder in 1993. They took on newpartners Derek Blaser and MatthewVincent, to expand to a larger locationin 2008.

Donald F. “Don” Foster, 76,retired plywood operations managerfor Georgia-Pacific, Atlanta, Ga., diedApril 12 in St. Augustine, Fl.

He enjoyed a long lumber careerbefore retiring in the mid-1990s.

John Dewey Richardson Jr., 87,former co-owner of RichardsonBrothers’ Lumber Co., Northport, Al.,died April 12 in Northport.

After serving in the U.S. Navy dur-ing World War II on the destroyerUSS Brown, he and his brother,Wayne, owned and operated theirlumber company for over 40 years.

Donald E. Harrington, 83, formerowner of Harrington Lumber, WestGreenwich, Ct., died March 9.

A U.S. Army veteran of theKorean War, he operated HarringtonLumber from the early 1960s until theearly 2000s.

Joseph “Joe’’ Berger, 93, ownerof Pearl Brothers True ValueHardware, Joplin, Mo., died April 12.

He earned four Bronze stars forheroism during World War II, partici-pating in the invasion of Germanyunder General Patton.

In 1949, he and his father, Jake,purchased the hardware store openedby Gus and Dave Pearl in 1905.


Huck DeVenzio, mgr.-marketingcommunications, Lonza/ArchWood Protection, Smyrna, Ga.,retired April 12 after 40 years pro-moting Wolmanized wood prod-ucts.

Linda Priddy, Great Southern WoodPreserving, Glenwood, Ar., retiredafter 43 years in the industry.

Adrian M. Blocker has joinedWeyerhaeuser Co., Federal Way,Wa., as v.p. of lumber, succeedingRobert Taylor, who is retiringthis month.

Daniel Daum, ex-84 Lumber, hasjoined Carter Lumber, Kent, Oh.,as window & door buyer.

Jim Futter has been promoted tosenior v.p.-purchasing and DavidGaudreau to senior v.p.-sales atSherwood Lumber, Islandia, N.Y.Kyle Little is now v.p.-purchas-ing, based in Pittsburgh, Pa.

Brad Marko, ex-ConsolidatedLumber, has joined H&H Lumber,Superior, Wi., as branch mgr.

Jason Camire, ex-Rufus DeeringLumber, is new to outside sales atEldredge Lumber & Hardware,Portland, Me.

Jeff Younger has joined KemperSystem, West Seneca, N.Y., asaccount executive for the South-east region, serving N.C., S.C.,and Ga. He is based in MurrellsInlet, S.C.

Andrew Gavin, ex-Tague Lumber, isnow in outside sales for WoodlandBuilding Supply, Philadelphia, Pa.

Todd Toerper is new to Wolf, York,Pa., as v.p.-sales development.

Jim Barreira has been named presi-dent of Harvey Building Products,Waltham, Ma.

Dave Lorady, ex-Alpine BuildingSupply, is a new contractor salesrep for 84 Lumber, Lebanon, Pa.

Jack Eck has joined the sales team atWheeler Lumber, Newton, Ks.

Scott Sago, ex-Lowe’s, has beennamed general mgr. at BrookvilleLumber Co., Brookville, Pa.

Butch Miller, Weyerhaeuser, Car-rollton, Tx., has retired after a 41-year career in sales.

Bob Powell has opened a sales officein Alice, Tx., for Matheus Lumber.

John Hartmann has been appointedpresident and c.e.o. of True ValueCo., Chicago, Il., to succeed LyleHeidemann, who is retiring at theend of the month.

MOVERS & Shakers

Andrew Piccinin, ex-ProBuild, is anew account mgr. at ArlingLumber, Cincinnati, Oh.

Dennis Lentz is now general mgr. ofWeekes Forest Products’ salesoffice and distribution center inMilwaukee, Wi.

Jason Cerone is new to sales & com-mercial estimating at ChicagoLumber Co., Omaha, Ne.

Sean O’Laughlin has joined the out-side sales team at ProBuild,Winona, Mn.

Josh Groves, ex-Babcock Lumber, isnow assistant mgr. at NILCO,Amma, W.V.

Charles Shacklette has been namedsales mgr. for Great NorthernBuilding Products, Louisville, Ky.

Marc Perez, ex-Temple-Inland, isnow with Huber EngineeredWood, as regional sales mgr. forSan Antonio, Tx.

Tommy Shimek, ex-ProBuild, is newto millwork sales at AutomatedBuilding Components, Chanhas-sen, Mn.

Lee Freeman is new to James W.Sewall Co., Old Town, Me., asv.p. for global development.

Andy VanDam, ex-Great SouthernWood, is now with AnthonyTimberlands, Arkadelphia, Ar.

Jeff Bramblet has been named chieffinancial officer for PotomacSupply, Kinsale, Va.

Matthew Cornaro is now in insidesales at Harvey Building Products,Waltham, Ma.

Chris McCoy is new to WoodgrainMillwork, Norcross, Ga., as corpo-rate brand mgr.

Joseph Grandbois has joined LPBuilding Products as marketdevelopment mgr. for Minnesota.

Len Severson, ex-Western BuildingProducts, is a new Oshkosh, Wi.-based commercial sales rep forMarvin Windows & Doors.

Sean Kayea, ex-Lowe’s, is now ininside sales at McCabe Lumber,Loveland, Oh.

Robert Eaton has been promoted tostore mgr. at Townsend BuildingSupply, Enterprise, Al.

Sean Morris, ex-Benchmark Supply,is a new account mgr. at Profes-sional Builders Supply, Charlotte,N.C.

David Isaacs has been named v.p. ofsales at Kass Building Supply,Bronx, N.Y.

John Schincariol, ex-Central Michi-gan Hardwoods, has joined thehardwood lumber division ofBesse Forest Products, Gladstone,Mi., as director of lumber sales &marketing. Hunter Shanks is newas director of hardwood sales forthe western U.S. and Asia.

Todd Spivey has joined Jeld-Wen, asregional builder development mgr.for Tx., Ok., La., N.M., and Co.

J. Mark Kemerling is now a productmgr. at Chicago Metallic, Chicago,Il.

Jerry Miller, ex-Hilti, is now withSimpson Strong-Tie, Tulsa, Ok.,as dealer sales rep for Ok., Ks.,and Tx.

Jeff Rodino has been promoted tochief operating officer at PatrickIndustries, Elkhart, In.

Chris Wiggs, ex-Truss-Rite, is nowin multi-family sales at PanelTruss of Texas, Henderson, Tx.

Michael Grecz, White Cap Construc-tion Supply, Pompano Beach, Fl.,has been promoted to district mgr.for southeast Florida.

Steve Shultz is now Lake Geneva,Wi.-based territory sales mgr. forBoral’s TruExterior Trim line,covering Wi. and Mn.

Brian Goans is a new Southeast salesrep for Thermal Industries,Pittsburgh, Pa., serving N.C., S.C.,Ga., and eastern Tn. RichardHardie was promoted to regionaloperations mgr.

Dave Cima, ex-Mapei, has beennamed mid-Atlantic regional salesmgr. for DriTac Flooring Products,Clifton, N.J.

Brian Leung has joined WesternForest Products, Vancouver, B.C.,as a specialty cedar remanufactur-ing coordinator.

William “Skip” Leonard, HenryCo., was presented the RoofCoatings Manufacturers Associa-tion’s Industry Statesman Award.

John K. Smith, president and c.e.o.,Pennsylvania Lumbermens MutualInsurance Co., Philadelphia, Pa.,was inducted as an honorary chiefin the Union Fire Co.—the volun-teer fire company formed byBenjamin Franklin and col-leagues in 1736, which wouldserve as a model for other brigadesthroughout the nation.

Dan D. Lyons now heads the gardencenter at Mungus-Fungus ForestProducts, Climax, Nv., report co-owners Hugh Mungus andFreddy Fungus.

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TRADERS MARKET will once againbe returning to Las Vegas, Nv.,

for the second show in that city. The2013 Traders Market will be held Oct.23-25 at the Mirage Resort & Casino.

Since 1996, Traders Market hasheld a unique position among lumberand building material trade showssince it is the only one that is focusedalmost exclusively on the lumber sup-ply chain. Unlike other shows, theexhibitors are almost always manufac-turers of lumber and lumber-relatedproducts, not machinery or otherequipment providers.

This focus on supply chain partnershas fostered an unrivaled atmospherefor networking. In today’s global mar-ketplace, Traders Market provides achance to meet current and prospec-tive clients face to face. In an industrywhere million dollar deals are stillmade with a handshake, that personalnetworking is invaluable.

During a time when many tradeshows have struggled, Traders Marketcontinues to grow. Overall attendancein 2012 was 1,325, an increase of 16%since the 2009 show. The attendeeprofile continues to be almost evenlysplit between wholesalers and manu-facturers.

NAWLA 2013NAWLA Traders Market 2013

“Traders Market has solidified itsplace as the one trade show you can’tafford to miss,” said Gary Vitale,NAWLA c.e.o. and president. “As thelumber industry continues its recov-ery, companies that participate inTraders Market have an advantage onpositioning themselves for success.”

The 2013 show will follow the suc-cessful and popular format from thelast couple of years. The floor showwill be open on Thursday and Friday,allowing attendees to enjoy Las Vegasover the weekend or return home.Other recent additions, such as theProduct Showcase, will also return.

“Traders Market remains the bestvalue in the lumber industry,” saidVitale. “By attending a single tradeshow, a company has the chance tomeet with many of its current clientsand network with dozens of potentialnew customers.”

The Traders Market website—www.nawlatradersmarket.com—hascomplete information on the schedule,fees, floor layout, hotel reservations,and sponsorships. Registration hasalready opened and is exclusivelyonline.

Traders Market againrolling into Las Vegas

Established in 1934, Osmose, Inc. is recognized as a world premier supplier of lumber preservative technologies. Osmose has a long history of successful development and diversifi cation into specialized areas of wood preservation.

Osmose has long been a leader in the research and development of new products and services in all areas of lumber preservation technology. We provide innovative wood preservative products, advanced engineering services and customized marketing services to our valued customers.

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THE LUMBER INDUSTRY appears tohave weathered the Great Reces-

sion. Lumber demand, prices and out-put are all increasing. As the pendu-lum finally swings toward industrygrowth, lumber sellers should remaindisciplined in the area of credit man-agement, or risk hampering theopportunity to grow profits withuncollected receivables. Companiesthat remain vigilant in their creditpolicies and procedures will be wellpositioned to capitalize on the indus-try’s recovery.

When extending credit to a cus-tomer there are two key considera-tions a credit professional must con-sider: the buyer’s financial positionand trading practices. The buyer’sfinancial figures will provide creditextenders with an indication of thecompany’s overall financial strength,through a review of its overall debtstructure, working capital, and equityposition. Trading methods will revealhow the company conducts itself with-in the business community.

The due diligence put forth toinvestigate a prospective customerbefore making a credit decision can goa long way in determining how muchcredit to extend while also protectingyour bottom line. A customer shouldnot be granted credit without a reason-able degree of certainty regarding itsability and intention to honor theterms of the sale.

Unfortunately, no standard formulaexists to determine the creditworthi-ness of a company. Although somehave tried developing software for“scoring” companies, according to

NAWLA 2013By Ken Schultz,Blue Book Information Services

Phillip Lattanzio, president and chiefoperating officer of the RollingMeadows, Il.-based National Associ-ation of Credit Managers, it alwayscomes back to the need for a “humanelement” in making the final decision.

The process begins by determininga company’s creditworthiness or abili-ty to repay debts. While some compa-nies have a formal policy with strictlyadhered to rules, many maintain aninformal process. Even with moreinformal policies, it helps to at leasthave some procedures in place to dealwith customer evaluations, settingcredit limits, terms, and conditions,and late payments.

For example, say a lumber compa-ny is approached by a firm it has donebusiness with for a number of years,asking for a substantial increase in itscredit limit. If the lumber companyhas no procedures and/or checkpointsin place, the absence of these deter-mining factors may result in anapproval delay, pushing the customer

to go elsewhere for its purchase. Thisresults in not only a lost sale for thelumber company, but a lost opportu-nity for future business.

Investigating a potential cus-tomer’s creditworthiness can be bothan art and a science. Credit profes-sionals agree that securing financialfigures is optimal to determining ifthe company has documented profitsand steady growth. Liquidity and theability to generate cash are key indi-cators in its ability to pay.Furthermore, it is a good idea tocheck not only the most recent year-end financial breakdown but also

prior statements to identify a financialtrend. Additionally, comparing theposition of a company during its“peak” or interim periods will demon-strate the current year’s performanceversus the company’s historicalstrengths or weaknesses.

Equally important in evaluating acustomer’s ability to pay are the traderesponses of suppliers who have a his-tory of dealing with the company.Lattanzio says credit professionalsshould gather as much information asthey can from as many sources as pos-sible. “A credit professional is like aninvestigator. It is not wise to makedecisions based on one piece of infor-mation, whether it be a credit report,financial statement, or credit groupreport,” he says.

When dealing with a new customer,as opposed to one the company hasdone business with in the past, manycredit professionals agree that a trialperiod—limiting and closely monitor-ing credit limits and payments—is a

Capitalize on the industryturnaround with awell-defined credit policy


good idea. A longtime Blue BookMember explains, “Trial periods areused whenever we determine that anew customer’s integrity or creditworth is questionable. Depending onthe seriousness, we may decide toreduce payment terms to one week oreven go on a load-by-load basis(meaning payment for an outstandingload must be received before we shipthe next load). There is no hard andfast rule as to how long the trial periodlasts, but certainly the customer’scooperation and timely payments willspeed things up. Once the customerdemonstrates an ability and willing-ness to make payments promptly,he/she will be given the same terms asour more well-established customers.”

In the case of a new company, thereare other considerations to take intoaccount. According to one credit pro-fessional interviewed, “You may befaced with a new company made up ofprincipals from a previous organiza-tion you were doing business with. Orthe company you may be consideringdoes not have a credit rating yet. If oursalesperson had a previous relation-ship with this firm, we will extendcredit cautiously and then build it upgradually. It happens all the time.”

In many cases, a firm’s strategic,financial, and operational plans direct-ly impact its credit policy. Accordingto Lattanzio, credit policies shouldmirror the company’s philosophy. “Ifthe powers-that-be want to ship any-thing and worry about collectingmoney later, that’s one philosophy,”he says. But the credit policy shouldnot only start at the top—in the execu-tive suite—but be compatible with thecompany’s long-term goals and phi-losophy.

As lumber demand grows, sellerswill see an uptick in new creditinquiries and requests for limitincreases. To avoid the sting of uncol-lected receivables, wise credit profes-sionals will not only have an estab-lished credit policy in place, but main-tain highly disciplined credit approvalprocedures.

– Ken Schultz is vice president of ratingservices at Blue Book Services, the leadingcredit and marketing information agencyfor the lumber industry. He has over 20years experience with Blue Book Servicesand is a certified credit executive. Contacthim at (630) 668-3500 or [email protected].

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7 trade show tacticsto ensure yourreturn on investmentI WALKED INTO A large trade show booth recently. It

looked like they spent a small fortune on the space andthe construction. The exhibitor was selling a system thatkeeps water from seeping through a sliding door at the bot-tom. I wondered if they would get a return on that invest-ment.

I walked in to see five company representatives talkingwith each other and was greeted by one of two youngwomen who didn’t work for the company, but launchedinto a recently memorized product features seminar. It did-n’t matter that I wasn’t in the market for such a product.She never asked. The company staff never stopped theirown discussion to find out if I was a prospect. After a fewquestions, the woman confessed that she was hired the pre-vious day and given a briefing on the product. It showed.

Rather than bore you with what needed to be different inthat booth, let’s examine what was happening andwhy. Often, in the absence of clear objectives, companiesdefault to what they have done in the past—whether or not

it has proven to be successful. Their strategy looked likethe following:

(1) Make a showing(2) Demonstrate your industry commitment(3) Attract attention(4) Get the product out there, so you’re seen as a player(5) Collect a bunch of business cards(6) Have a good time in Vegas (or wherever)Does this sound familiar? Have you ever seen it lead to

tremendous amounts of new business? I mentioned in aprevious article that Frank Belzer, author of the new bookSales Shift, calls this the “Denial = Visibility Model.”Companies who adopt this strategy are accepting the lowstandard of visibility and denying that there is another waythat might even reap multiples of their investment. So let’sunpack the scenario above a bit further.

The five company employees missed at least 100 peoplewho walked by in 10 minutes. It’s likely that this is howsales works in their office as well: “Let someone elseattract leads. Call us when you’re ready for a proposal.”And what about using this “attraction-distraction” method,as I like to call it, in a trade show booth? That the hiredbooth personnel know very little about the product is noteven the real issue. It’s that they have no idea how to sell.

Instead of the strategy outlined above, maybe it’s time toupdate our view of trade shows and what they can producefor our companies. Here are a few tactics that compose astrategy that you might find more helpful:

1. Have preset goals on the number of prospects thatthe booth must generate to be worth the investment. This isfairly simple math, and it’s based on your critical salesratios and margins. Email me if you need help with this.

2. Only real salespeople should greet prospects. A goodsalesperson knows how to lower resistance sufficiently toallow for a more in-depth product discussion. This is the artof sales. More on that in another article.

3. Visitors should be asked questions to find out ifthey fit the customer profile, so that time is not wasted ontire kickers while real prospects walk by. You spent tooARE YOUR trade show personnel like sleeping lions?

NAWLA 2013By Dennis Connelly


much money in a short period of timeto veer away from your trade showgoals.

4. At large shows, booth personnelshould stand in the aisle to ask ques-tions filtering the thousands of peoplepassing by, rather than waiting forsomeone to wander in. This is an obvi-ous point, but it takes leadership to getit done. Elect or appoint a team cap-tain for the booth each day.

5. The sales process should be

updated, reviewed and executed. Itshould follow time-tested methods ofconsultation, discovery, needs-assess-ment, urgency and qualification. Thesales conversation must leverage themany potential customers walking byyour extremely short-term store front.

6. Salespeople who stand out fromtheir competitors know how to have abusiness discussion that can lead tohow their product or service can gen-uinely help a prospect. This is themost consistently effective way to be

seen as different, and is an especiallycritical sales tool in commodities orwhen differences are otherwise subtle.In non-commodities, the right kind ofdiscussion can even eliminate compe-tition from the mix altogether. If youwant to understand how that works,send me an email.

7. All salespeople should be com-mitted to their share of the totalprospects needed for that show, byrelentlessly pursuing attendees andmaybe even competing with eachother to make it fun.

Applying good selling skills to atrade show environment, setting cleargoals for sales outcomes, and keepingeveryone energized and engaged in theeffort is the key to an effective showstrategy, especially when so muchtime and money is invested. There aremany articles written on the subject oftrade show etiquette and best prac-tices, and they are helpful (e.g., don’ttalk on the cell phone in the booth). Ibelieve that the problem is even morefundamental and ties directly to thebasics of sales effectiveness.

After drawing data from over600,000 empirically assessed sales-people in thousands of companiesacross hundreds of industries, weknow that 74% of all salespeople donot have the skill sets and sales“DNA” to be effective. Where couldyour organization make a sales shift tomatch the changing market dynamics?How is management impacting sales-people and their effectiveness at meet-ing company goals? Do you have theright people, systems, processes andmetrics to meet the expanding market-place challenges? Even if business ison the rise, is your boat rising fasterthan the others? How can you ensurethat will be true a year from now?

Improving the entire sales functionin your company will carry over to thetrade show floor. In this dynamic andshifting business climate,with ever-increasing timeconstraints, it’s no placefor amateurs, no matterhow good looking.

– Dennis Connelly is asales growth expert at Kurlan& Associates and author ofthe Living Sales Excellenceblog. He can be reached [email protected].


ALL BUSINESSES LOSE clients during a receding (orrecovering) business climate. The revenues from these

clients must be replaced in order to maintain profits andgrowth. Yet, there is risk in working with new clients. Of10 new clients, six will pay on time, two will pay in 60days, and two will become a receivable problem. The riskmust be managed carefully to assure business growth thatis profitable.

The profiles of those new clients that can become areceivable problem include:

NAWLA 2013By John Whyte, Brown & Joseph

• New business – 20% of all new businesses fail within18 months of startup.

• Existing clients can experience a contraction in theirown business. Will they contract further, or rebound andprosper?

Current statistics are frightening. During the past threeyears, there were over 4 million bankruptcies filed in theU.S. Over 150,000 were commercial filings. Assuming the2013 business climate improves only slightly, the numberof bankruptcies will be enormous and can have a definite

Managing receivablesin today’s economy


impact on your bottom line.At the same time, a post-recession (or depression) busi-

ness environment offers a unique opportunity. By offeringtimely services to those businesses undergoing change, youmay gain customer loyalty forever.

Survival Comes with Cash FlowMost commercial businesses can delay payment of their

accounts payable, thereby assisting in the financing of theirreceivables. Other services of financing for your receiv-ables are available, but, there is an associated cost. Timelypursuit of your receivables reduces both your costs offinancing and the likelihood of incurring bad debt.

In today’s economy and highly regulated business envi-ronment, cash is king. And, accounts receivable is the nextbest thing to cash. Minimal credit losses are crucial forsurvival regardless of the industry.

Minimizing Your Credit LossesA review of how you extend credit is essential to mini-

mize losses. Credit applications are a valuable tool to

reduce exposure. A credit application offers protectionagainst significant losses. Credit applications shouldinclude, at a minimum, the customer’s legal composition,address, the officers’ names and references from otherfirms (including other temporary firms) with which yourcustomer has been doing business. Check with at leastthree companies to determine how much credit has beenextended and their payment history. Additionally, a goodcredit application will outline credit terms, collection pro-cedures, and liabilities in the event the invoice is not paidtimely. Often, a credit application includes a personal guar-antee clause, or a separate personal guarantee document.This can offer additional protection as the financial obliga-tion is guaranteed to be paid by an individual if the busi-ness fails to pay.

In addition to a credit application, a credit report shouldbe run, especially when your exposure justifies this addi-tional cost. Any judgments or tax liens should raise a redflag.

Timely Collection of ReceivablesWhether the economy is in recession, recovery or grow-

ing, solid billing and collection procedures are a must inorder to maximize cash flow. Internal collection proce-dures should be timely and offer a systematic method of

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follow-up at regular intervals (10, 30,45 days past due). Reminders, state-ments, past due notices, and telephonecalls are several critical methodsavailable.

The contacts should be made to theperson that can authorize the pay-ment. Contacts should be kept shortand professional. Appeal to the prideand honesty of the customer. Be per-sonable and firm. Problems or dis-putes should surface if there is a cashflow issue. Handle everything accu-rately and quickly, and put allarrangements, payment schedules,and interest charges in writing,including late fees, if applicable.

Follow up on every account to thepoint where communication, or lackthereof, indicates that an alternativeaction should be taken. You must uti-lize third-party professionals toenforce payment once communica-tions break down. Time is absolutelycritical. To delay could affect the ulti-mate collectability of that account.

Aggressively UsingProfessionals

Major benefits of utilizing an out-side collection service include:

• Procedures, contacts and follow-up from a third party commandsattention from the debtor.

• Most collection services offer acontingency fee program. That is, feesare only earned by the collection ser-vice if it successfully recovers money.Motivated to collect the account, acollection service offers a strong psy-chological advantage.

• The use of the collection serviceallows your credit department moretime to grant credit, review accounts,and follow-up on current invoicesrather than be involved in the repeatedpursuit of past-due delinquent cus-tomers.

When selecting an outside collec-tion firm, use the same criteria as youwould in selecting any business ser-vice: firm reputation, compatibilityand performance.

The company you choose shouldbe fully licensed and bonded for yourprotection. A quality, professionalcollection service is a very cost-effec-tive tool, whereby a client has at their

disposal, an entire professional staffproviding one of the most needed,important business services.

Getting MotivatedThere is only so much time in a

day. Time usually does not permitthat all items on the to-do list get doneeach day. A good collection servicewill, in a timely manner, consult witha client at no cost and provide themotivation for change. It is essentiallytime well spent.

The management of accountsreceivable is a constant ongoing busi-ness function. A professional andaggressive approach coupled withsolid, systematic procedures willallow you to not merely survive in arecovering economy, but prosper.Reduce tomorrow’s losses—improveyour procedures and processes today.

– A sales executive in the accountsreceivable management industry for morethan 30 years, John Whyte is v.p. of busi-ness development for credit and collec-tions firm Brown & Joseph. Reach him [email protected] or (888)829-9997, ext. 207.


NAWLA 2013By Dave Kahle

THERE IS NOT A salesperson in existence who hasn’trepeatedly heard of the need to “close the sale.” Every

new sales manager must view the process of encouraginghis/her sales force to close the sale as an initiation into theprofession.

If you’re going to be a sales manager, you, therefore,must improve everyone’s ability to close. Doesn’t it comewith the job?

The sales training literature is awash with advice. Some

of it is tedious and trivial: “If he says this, you say that.”Other advice is grandiose: “35 new sure-fire closing tech-niques.” Still other is harmful: “Overcome that objection,”as if selling in the B2B world was a contest between youand the customer, with one of you winning (overcoming)and the other losing (being overcome). That’s an attitudethat won’t get you far.

All of this advice shares one common element. It’sincredibly overdone. There is no one aspect of sales (atleast in the B2B world) that undeservedly receives moredisproportionate time and talk than the subject of closingthe sale.

Not that there is no need to close. Every project mustcome to a conclusion, every offer be resolved one way orthe other. It’s just that, in my experience, closing has neverbeen the result of verbal gymnastics on my part. It’s notmy clever refrains, my slick tactics, my memorized “objec-tion over-comers” nor my manipulative perseverance thathas brought me business. Instead, it was the suitability ofmy offer to the needs/desires/values of the customer.

On those occasions where my offer precisely met thecustomer’s combination of desires, values and preferences,I got the business. Where my offer was off, and some com-petitor’s offer was a closer match, I didn't get the business.

I don’t mean to imply that every sales opportunity isthat black and white. Clearly there is a lot of grey area inthe process. But, from my perspective, the grey area tip-ping point was most often the personal factors of rapport,relationship and trust, and almost never the tactical manip-ulations of the salespeople involved.

I learned early on in my sales career that it was far moreimportant and profitable to open the sale precisely than itwas to close strongly. If I spend a lot of time, energy andmental acuity on learning the precise dimensions of thecustomer’s needs, and if I crafted an offer that matchedthose precisely, there was very little need for concernabout closing.

I realize that I am tramping all over the hallowedground of a vast number of sales managers, sales trainers,and sales consultants. I am, however, reflecting thoughtful-

Closing the saleA realistic perspective


ly on my 30-plus years of selling all kinds of things, andmy 18-plus years of training and developing salespeo-ple. I believe that most thoughtful salespeople will lineup on my side of the issue.

All that said, there some principles and simple rulesthat can give us direction on this issue. Let’s start withour language. Instead of “closing the sale,” let’s firstcall it “resolving the next step.” Not only should theproject in general have a resolution, but also every salesinteraction (a conversation with a prospect or cus-tomer), should have as its goal the identification of anext step in the sales process and the natural and logicalcommitment to that step.

So, for example, when you are seeing a prospect forthe first time, the ideal next step is to get a commitmentfrom the prospect for a second meeting. Without that,you have no hope of getting the ultimate purchaseorder. To walk away from the sales call without resolv-ing “what happens next” is to leave the sales callincomplete and relatively worthless.

The ideal next step for a meeting when you are col-lecting information about the customer’s needs is the

customer’s commitment to view your presentation ofyour solution.

The ideal next step following a sales call in whichyou present your solution is for the customer to identifythe next step in his/her buying process, and commit tothat.

On and on we go. Every sales call should end insome resolution of the next step in the process, even ifthe resolution is “no next step with you.”

Notice that in each of these occasions, the definitionof the “next step” is a commitment on the part of theprospect or customer to do something that moves theproject forward. Acquiring that commitment, in eachand every sales interaction, is one of the habits of themost successful salespeople. It’s what I term “resolvingthe next step.”

If the goal is to successfully arrive at the ultimateresolution, the perceptive salesperson understands thatthe means to that is a step-by-step process. Every salescall is an investment of time and energy on the part ofthe customer. And every investment of time and energyshould result in some kind of an action step. Unless youare so entertaining that the customer looks at his/hertime invested with you as a substitute for the moviesthis weekend, he/she probably doesn’t want to squanderhis time with you. He probably wants to accomplishsomething as a result of his investment of time with


you. The something will take theshape of a “next step” in his process.

So, the thoughtful and effectivesalesperson recognizes that, andmerely asks the customer to identifythe next step. When he does, it’snailed down with a deadline. The pro-ject moves forward, the sales processcontinues, and you know exactlywhere you and the customer stand.

All of that brings us to one themost powerful “resolution” strategies.I call it “alternate next steps.” Analternate next step is an offer made tothe customer following the stated orimplied rejection of a previous offer.It always involves a smaller risk onthe part of the customer, like plan B.If the customer agrees to the alternateoffer, it always keeps you in the gameand the project moving forward.

For example, you are offering aone-year contract on a product whichthe customer uses every month. Thecustomer indicates that he’s not readyto sign that. Instead of confronting theissue, you resolve it. You offer planB, an alternate next step.

You suggest, instead, that the cus-tomer buy two months worth of theproduct to see how it works out, andthen you and he will get together toassess the benefits of continuing.Instead of a 12-month contract, youroffer is a two-month trial.

Does that offer represent less riskto the customer? Of course. If the cus-tomer agrees to that step, are you stillin the game? Is the project still goingforward? Yes to both.

You see, the reason the customerdidn’t say yes to your original offerhas to do with his concerns—perhapsissues that have nothing to do withyou or your product. By offering analternate next step, you reduce hisrisk, and provide a mutually accept-able way to resolve the next step. Thereason he didn’t offer a positive solu-tion to your original offer has more todo with you missing something in thecustomer, than it did with your lack ofverbal dexterity.

Let’s summarize: 1. Forget “closing the sale.”

Instead think “resolving the nextstep.”

2. Remember that effective “open-ing” is the best single tactic for clos-ing.

3. Create a habit of always askingfor action as a way to resolve everysales interaction.

4. Develop the habit of offering“alternate next steps.”

If you can execute these fourthings with ever-growing excellence,you’ll enjoy your customers’ respect,

maintain positive relationships,become far more important to them,and far outsell the manipulative“closers” surrounding you.

– One of the distribution industry’sleading sales educators, Dave Kahle haspresented in 47 states and eight countries,produces a free weekly ezine, and haswritten nine books, including How to SellAnything to Anyone Anytime. Reach himat (800) 331-1287 or via www.dav-ekahle.com.



THE NORTH AMERICAN WholesaleLumber Association formed the

NAWLA Education Foundation tointroduce today’s students to careeropportunities in the forest productsindustry. The primary objective of thenot-for-profit foundation is to seedgrowth in all sectors of the industry by

NAWLA 2013NAWLA Education Foundation

attracting a new generation of leadersand equipping them for success inbuilding and managing sustainable busi-nesses in the new green economy.

Recently, NEF completed its thirdcareer exploration workshop at a jointsession between Mississippi StateUniversity and St. Peter’s Universitystudents.

Students who complete the NEF course are eligible forinternships within the lumber distribution and manufactur-ing industry. The course included both classroom lecturesand field work. Students had a chance to learn aboutimportant industry topics such as supply chain manage-ment, forest certification, green building, and carbon mar-kets. These classroom presentations were supplemented byfield visits to lumber mills, working forests, and residentialbuilding sites. Students receive college credit for thecourse.

Gary Vitale, NAWLA c.e.o. and president, believesbringing in young talent can benefit the entire industry.“Today’s students are not familiar with our industry, andwhat they do know is often out-dated. The industry hasgone through tremendous technological advancements oflate, and environmental stewardship has become an evenbigger focus in companies. In a recovery that struggles tocreate jobs, the forest products industry creates billions ofdollars in trades and many new career opportunities. Wewant tomorrow’s leaders to consider the industry as acareer.”

When creating NEF, NAWLA researched its members’internship programs and found few companies that had aformal program. Since many of today’s college studentsneed internships for graduation, the forest products indus-try has been missing out on recruiting new talent andexposing them to a career in the industry.

“The industry needs more than just forestry and indus-trial distribution majors,” said Vitale. “We need talent inaccounting and finance, marketing and sales, engineeringand operations. Many NEF students come from thesemajors and take the workshop for the internship opportuni-

Education Foundationtrains students forinternships and careers


NAWLA Education Foundation’s third career exploration workshop included field visits to sawmills,timberlands and construction sites.

ties. Unfortunately, we have more stu-dents than internships so far.”

Setting up an internship programfrom scratch can be hard, but theresults can be very rewarding.Companies get the chance to “testdrive” potential new employees,while also educating future leaders onthe value of the forest products indus-try. If done right, an internship canalso benefit a company by bringing ina fresh perspective to an age oldindustry.

“We are looking for companies tostep up and invest in the future of theindustry. It can be through a valuableinternship or a contribution to NEF,”said Vitale. “Regenerating qualityentry-level employees should be a pri-ority of each forest products companywho wants to remain viable and suc-cessful in this changing world.”

“I urge every company who isinterested to visit nawlaeducation-foundation.org to learn how to investin the future of this great industry,”said Vitale.

Serving the Mid-Atlantic & New England Markets

1-800-942-7776www.midstatelumber.comwww.overstocklumber.com

MID-STATE LUMBER CORP.Family Owned. Family Run. Family Inspired


FAMILY BusinessBy Wayne Rivers

What will yourlegacy be?A FEW WEEKS ago my wife sent me

a troubling text. It read, “I havesome bad news. Call me right away.”

I assumed the bad news was some-thing innocuous like a bounced checkor fleas on our dogs. When I called,she was in tears. Her cousin Mike,age 42 and an enterprising youngbusinessman, had died in his sleep.Mike had a history of heart issues, butthere was no noticeable warning. Hesimply didn’t wake up. Mike leftbehind a grieving widow, three youngchildren, and a small family business.

Mike’s death has had astrange effect on my thinking.At first, I must admit I wasrelieved that the familytragedy was a bit removed.When I heard my wife cryinginto the phone, I was terrifiedthat something had happenedto one of our children or ouraging parents. I was thankfulthat the bad news wasn’t evenworse.

But, as time has gone on, Ithink about Mike almost everyday, and I see and feel more ofthe tragedy of this youngman’s passing. His oldest childis 10 years old. One wonderswhat memories of his fatherthe youngster will retain. Andwhat about the younger kids?They will probably have evenfuzzier memories of their dad.

Their retail business, stillreeling from the lingeringeffects of The GreatRecession, is left in the hands

of Mike’s wife. They had divided theduties so that Wendy was the creative,marketing, and merchandising genius,while Mike handled all the financialand administrative duties. NowWendy finds all of the businessresponsibilities on her shoulders, andshe must chart a new future directionwithout her life and business partner.

Mike’s passing also started methinking about family businesses ingeneral. He didn’t have the time orluxury to think about his legacy. Hewas only 42 years old and he was


working too hard. But, for our familybusiness readers who are older, howimportant is it to think about whatexactly your legacy will be?

If your name were called nextweek, what would your legacy bewith respect to your family business?Would your children and grandchil-dren commend you for having been agreat steward of family and businessresources?

Would they remember someonewho carefully monitored finances andcash flow and understood the propersources and uses of money?

Could they recall a terrific mentor? Would they remember a good

teacher of life’s and business’s impor-tant lessons?

Would they warmly think about aleader who hired excellent people andtrusted them to do their jobs whileholding them accountable for execut-ing big picture plans?

Would they remember a cheerfuloptimist who had confidence that thefamily business could withstand anychallenge if everyone rallied andpulled together?

Or, looking at the other side of thefamily business coin, would theyremember a demanding boss so over-whelmed by hundreds of daily detailsthat he barely had time to eat?

Would they lament a workaholicwho expected everyone else to worksuper-human hours too?

Would they retain frustrated mem-ories of a manager rather than aleader—someone who could onlythink of the next day or the next weekand not five or 10 years down theroad?

Would they harbor resentmentover someone who didn’t have time tostrategically plan for managementsuccession and consequently leftbehind no one who knew what to dowithout his daily direction and super-vision?

Would they be dismayed by therecollection of someone who didn’thave the time or inclination to planfor ownership succession and who leftthe family with vexing, potentiallydivisive decisions about how familyassets and company shares should bedivided?

Or would they remember a pes-simist who always saw the glass ashalf empty and their performance assomehow lacking?

Life is fragile and uncertain.Accidents and tragedies are real, andit isn’t always “the other guy.” We

don’t know when our names will becalled. Don’t we owe it to our fami-lies, our employees, our customers,and our communities to be good stew-ards and to devote time, attention,energy, and money to planning for theday when our efforts must cease? Ibet Mike would say we do.

The reality is that we can chooseto be the masters of our own time andthe architects of our own destiny.Leaving the tasks and strategies ofsuccession to chance, or dumpingthem into the hands of others, is plan-ning to fail via failing to plan. Andhow might that stain an otherwisesuccessful entrepreneur’s legacy?

– Wayne Rivers is the president of TheFamily Business Institute Inc., Raleigh,N.C. Reach him at [email protected] or (877) 326-2493.

Reprinted with permission of KeyResources LLC. No portion of this articlemay be reproduced without its permission.

New National WholesalerOpens with Longer Terms

A new wholesale lumber firmhas been launched that specializesin 60-day terms for retailers.

“Cash flow is tight in the con-struction supply industry,” saidJoe Johnson, president ofNational Lumber & BuildingProducts, Casper, Wy. “Sixty-dayterms are not real common forsmaller independent lumber retail-ers. This gives them the same pur-chasing power as the large chains,with no membership fees or hav-ing to join any club. They aresimply approved for a line ofcredit.”

Johnson, former purchasingagent with Builders Choice,Vermillion, S.D., said NationalLumber (www.nlbp.net) will shopfor the best price and have thebuilding materials shipped directto retailers, by pallet or truckload,from a large local vendor.

Initially, the majority of salesare expected to be commoditylumber, but he said the companyexpects to expand into categoriesdictated by retailers’ demands,“whatever the customer wants,”Johnson said. “If a customerspecifically wants, say, JamesHardie fiber cement, we’ll shop itfor him.”


Water-BasedPreservative

Green’s clear water-basedwood preservative prevents dete-rioration without coloring, plusshrinking, warping and cracking.

Application is by dipping,brushing or spraying, with easysoap and water cleanup. Oncedry, the surface can be coveredwith oil or alkyd paints.

COPPERGREEN.COM(510) 235-9667

Roof UnderlaymentPly40 underlayment from

Boral Roofing can be used undertile, shake and shingle roofingsystems.

Made of modified fiberglass,the reinforced product isdesigned to minimize the wrin-kling and buckling often associ-ated with non-modified felts.

BORALROOFCOMPO-NENTS.COM(800) 669-8453

Light the DecksFiberon’s new post, post cap,

accent and riser lights can be con-trolled with a remote-control dim-mer.

The low-voltage LED lights are

constructed from rust-free alu-minum and powder-coated inwhite, black or bronze for a long-lasting finish.

FIBERONDECKING.COM(800) 573-8841

NEW Products


Wrap Those WindowsMFM Building Products’ WindowWrap water-

proof tape can be used around windows, doors, build-ing seams, and in general construction.

The tape features PowerBond asphalt adhesive toensure a tight bond, even in low temperatures. It self-seals around common fasteners, for protection againstwater, air, insect and noise penetration.

The 100’ rolls are 25 mils thick, in widths of 4’, 6’,9’ and 12’.

MFMBP.COM(800) 882-7663

More PVC DeckingInteplast expanded its offerings of PVC decking. The Eco collection is designed to be economical

and environmentally friendly, with lightweight andreversible boards.

The Kinbo collection features reversible boardswith embossed woodgrain, capstocked on all foursides.

TUFBOARDS.COM(800) 452-2117


Stabilizing PrimerDuckback’s P-3 primer stabi-

lizes peeling paint and stops mostrust and tannin bleeding.

The 100% acrylic elastomericprimer can be used on wood,concrete, stucco and metal sur-faces. Environmentally friendlyand low-VOC, clean-up is easywith just soap and water.

SUPERDECK.COM(800) 825-5382

Historic MeasurerStanley Tools is celebrating the 50th

anniversary of the PowerLock tape mea-sure with special designs.

Each device measures up to 25 ft. andfeatures a sliding lock, a durable Mylarprotective coating, and a Tru-Zero end-hook for accurate measurements.

STANLEYTOOLS.COM(860) 827-5480

Tool OrganizersKlein Tools makes it easier to

organize and transport tools. The Tradesman Pro rolling tool

bag is load tested to 200 lbs., withrugged 6” wheels and a reinforcedmetal frame.

The Hacksaw Electrician’s baghas 48 pockets, including a top-loading pocket. An attachableHacksaw Holder has a quick link

that can be secured to tool bags,carts, ladders and more.

The Tradesman Pro electrician’stool belt has a pocket for drill bitsand a holder for a tape measure.Removable pouches have 26”wide-open pockets for tools, drillsand spare parts.

KLEINTOOLS.COM(847) 821-5500

Lantern Repels PestsA new portable lantern from

ThermaCELL is 98% effective atwarding off biting insects out-doors.

The dark bronze lantern has acylinder-shaped globe and threeLED lights.

It operates on a single butanecartridge, which heats a repellantmat that releases allethrin—asynthetic copy of a natural insec-ticide found in chrysanthemumflowers—to create a 15’x15’comfort zone.

THERMACELL.COM(866) 753-3837

Your Eastern & Midwest Redwood SpecialistREDWOOD DECKING

THE NATURAL ALTERNATIVEFull Range & Large Inventory

Reman to Specific Patterns

CHICAGO SUBURBAN LUMBER SALES800-341-6485

7459 Franklin St., Forest Park, IL 60130Fax: 708-771-7391 • Email: [email protected]

www.chicagosuburbanlumber.com

• Clear All Heart• Clear Mixed Grain• Construction Heart

• DeckingPattern Stock • Bevel Siding • Beaded Ceiling

We Ship by the Unit or by the PieceFamily Owned & Operated for Over 60 Years


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STRONGEST FRTW WARRANTY

COMPETITIVE PRICING

TSO AND KDAT

Connecting Decks and FencesRailLok from Screw Products connects railing and

fence sections to posts. The fasteners are available in 316 stainless steel,

white and black powder-coated finishes, as well ascustom colors.

DeckLok brackets create stronger deck connectionsat the floor joist, to meet or exceed IRC 2006 require-ments.

SCREW-PRODUCTS.COM(877) 844-8880

Metal BalustersMetal balusters from Azek Building Products can

be attached directly to railing.An extruded channel allows direct screw attach-

ment. It also eliminates plastic connectors, for a clean,uncluttered look.

Balusters come in four lengths (29”, 31”, 35” and37”), with stair balusters in two lengths (31” and 37”),in both round and square styles.

AZEK.COM(800) 275-2935


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NORTHEASTERN LUMBER Manufacturers Association celebrated its80th anniversary during its annual convention April 4-5 at Marriott LongWharf Hotel, Boston, Ma. [1] Peter Crowell, Rob Hoffman, Erik Olsen,Alden Robbins. [2] Chris Fitzgerald, Jim Dermody, Eric McCoy. [3] JoeRobertie, Gil Adams, Vince Micale. [4] Jeff Hardy, Bob Pope. [5] ToniaTibbetts, Bill Briskey. [6] Steve & Julia Teixeira, Dave Zappone. [7] DanPaige, Trina Francesconi. [8] Donna King, Doug & Katharine Britton. [9]

Kim Smith, Brian Belander, Judy & Rod Irish. [10] Scott & Jess Brown.[11] Jim Robbins, Jethro Poulin. [12] Win Smith, Jason Brochu, CharlieLumbert. [13] Ryan Satterfield, Brian Kirwan. [14] John Smith, SheilaMichaud. [15] Rose LeBaron, Peter Buckley, Matt Pomeroy. [16] Verna& Skip Hammond, Ron Smith, B. Manning.

(More photos on next page)


NeLMA recently held its annual convention inBoston (continued from previous page). Onhand were [1] Don Hammond, Alan Orcutt.[2] Wayne O’Donnell, Matt Demers. [3] BrettAnderson, Susan Coulombe. [4] Hilda &Michael Record. [5] Prisco & Phyllis DiPrizio.[6] Jeff Easterling, Bob Bratton. [7] Arkon &Penny Horne. [8] Jeff Ward, Doug Chiasson.[9] Terry Walters, Kim & Anne Moore, ChuckGaede.

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The answers for a long lasting, more beautiful deck.


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LUMBERMEN’S ASSOCIATION of Texas & Louisiana held its127th annual convention April 18-20 at Westin La Cantera Resort,San Antonio, Tx. [1] Terry Hooper, Donald Galley. [2] Bryan Ables,Joe Ritchie. [3] Michael Mastandrea, Don Ohmer. [4] HermanSanchez. [5] Bruce Agness, Barbara Douglas. [6] John L. Jones,James Drennan. [7] Eddie Stafford, John Misslin. [8] Lynne & MattMullin. [9] James & Deborah Drennan, Pat Miller, Brenda & MikeAaron. [10] Joe Burlison, Tony Rocha. [11] Reagan Lochridge, TimLack. [12] Mike Martinez, Kevin O’Connor. [13] Nate Mathis. [14]Henry Delgadillo, Steve Harris. [15] Mark Stevenson, JasonWilliams. [16] John Niedzweicki, Matt Campbell. [17] NealBavousett, Bob Carson. [18] Chris Agness, Tricia Kilrain. [19] JasonGreer, Scott Lasseigne, Leann Leone, James Coghlan.

(More photos on next two pages)


Distributed in the Northeast by:

Feldman Wood Products, Garden City Park, NY

800-645-6010 • www.feldmanwoodproducts.com

MORE LAT CONVENTION (continued fromprevious page): [1] Red Owens, Al Cron, BartGraves. [2] Steve Culbertson, Cary Williams.[3] Robert Edwards, Chuck Pool. [4] ChrisAbel, Jane Smith, Aaron Kluger, Chad Kracht,Jason Hunt. [5] Kenny Beauvais, Bil lyStapleton. [6] Tricia Kilrain, Cheryl Binns. [7]Jon Nesbit, Doug Garrett, Karin Restrepo,Trevor Ehresmann. [8] Patti & DaveBartholomew. [9] Tricia Hall, Chris Agness.[10] Richard Jones, Megan McCoy Jones,John L. & Lisa Jones, Wetonnah & BrianMcCoy. [11] Kyle Williams, JoAnn Gillebaard.[12] David Cusey, Charlie Sullins.

(More photos on next page)

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EVEN MORE LAT (continued from previoustwo pages): [1] Max White, Rich Messenger,Robert Cole. [2] Gerald Gonzales, Cody Dick,Casandra Fields. [3] Chris McCollum, JasonSanders, Cheryl Sparks, Chris Roberson,Trent Leon. [4] Mike & Dani Knigge. [5] BobbyCrowley, Mark Thorn, Buddy Haille, TomHeard, George Pendleton, Scott Jarrett, GaryYoung. [6] Linda & Bobby Crowley, Gay &Steve Herren. [7] Bill Washerlesky, Bill Dohm,Steve Rowell, Mike Wanek. [8] StephaniBisignano, David Wishert.

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ASSOCIATION Update

Lumbermen’s Association ofTexas & Louisiana honored ChuckPool, Main Street Lumber, Denison,Tx., as Lumberman of the Year duringits recent annual convention in SanAntonio (see photos on three previouspages).

Matt Mullin, Alamo Lumber, SanAntonio, was installed as new presi-dent, succeeding John Jones, CassityJones Lumber, Longview.

Mid South Building MaterialDealers Association installed newpresident Tommy Chauvin, ChauvinBros., Chauvin, La., during its recentconvention and show in Biloxi, Ms.

President-elect is Doug Boykin,Rex Lumber Co., Brookhaven, Ms.;v.p. D.J. Ashy III, Doug Ashy Build-ing Materials, Lafayette, La.; treasurerKen Hernbloom, Barnett PhillipsLumber Co., Canton, Ms., and boardmembers Bo Elliott, Elliott LumberCo.; Kirk Stewart, Pakmix ConcreteProducts; Jimmy Fann, IndustrialProducts; Kim Kimbrough, KiperLumber; Bob White, Great SouthernWood Preserving, and John Spencer,Huttig Building Products.

Northwestern Lumber Associa-tion will start the summer with a June6 golf outing at Crooked Creek GolfCourse, Lincoln, Ne.

A second golf outing is planned forJuly 24 at the Golf Club at CedarCreek, Onalaska, Wi.

July 26 will be the all-states FutureLumber Leaders conference at BayerBuilt Woodworks, Belgrade, Wi.

Southern Building MaterialAssociation will host its annual sum-mer meeting July 25-28 at WyndhamResort, Virginia Beach, Ca.

Southern Cypress Manufactur-ers Association elected new presidentShepard Haggerty, Williams LumberCo. of N.C., Rocky Mount, N.C., dur-ing its recent annual meeting inCharleston, S.C.

Hal Mitchell, Atlanta HardwoodCorp., Mableton, Ga., is now v.p.

Northeastern Retail LumberAssociation’s affiliates have plannedlots of activities to start the summer.

Western New York Lumber Deal-ers Association hosts a fishing derbyMay 31 at Buffalo Harbor, Buffalo.

Massachusetts Retail LumberDealer Association kicks off its familyfun day June 15 in Plymouth.

Golf outings are planned by Lum-ber Dealers Association of Connec-ticut June 5 at Tunxis PlantationCountry Club, Farmington; NewHampshire Retail Lumber AssociationJune 6 at Lake Sunapee Country Club,New London; Eastern New YorkLumber Dealers Association June 7 atSaratoga National Golf Course, Sara-toga Springs; Long Island LumberAssociation June 12 at Timber PointGolf Course, Sayville; Retail LumberDealers Association of Maine June 18at Belgrade Lakes Golf Club, Bel-grade Lakes; Northern New YorkLumber Dealers Association June 26at St. Lawrence Golf Course, Canton;Mid-Hudson Lumber Dealers Associ-ation July 22 at Otterkill Golf &Country Club, Campbell Hall, N.Y.,

HOCKEY GAME between mills (in red) and wholesalers (in blue) was a highlight of NortheasternLumber Manufacturers Association’s recent annual convention in Boston, Ma. The wholesalersretained the winning cup. (See more convention photos on pages 58-59)

and Central New York Retail LumberDealers Association June 20 at Wal-den Oakes Country Club, Cortland.

Central New York then spends theday at Oswego Speedway, Oswego, onJune 29.

Rhode Island Lumber & BuildingMaterials Dealers Association willhost its annual golf outing and clam-bake July 10, location TBD.

Southeastern Lumber Manufac-turers Association convenes for itsannual conference July 31-Aug. 4 atGrand Hotel Marriott, Point Clear, Al.

Appalachian Hardwood Manu-facturers Association will hold itsannual summer meeting July 27-30 atthe Greenbrier, White SulphurSprings, W.V.

Missouri Forest Products Asso-ciation has scheduled its annual meet-ing for July 26-27 at Chateau on theLake, Branson, Mo.


WE BUY AND SELL PANEL STRIPSPlywood, OSB, particleboard and MDF by the

truckloads. Lumber Source, Phone (800) 874-1953, Fax 888-576-8723, [email protected].

Rates: $1.20 per word (25 word min.). Phone number counts as 1word, address as 6. Centered copy or 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. Send ad to Fax 949-852-0231or [email protected]. For more info, call (949) 852-1990.Checks payable to Cutler Publishing. Deadline: 18th of previous month.

PRODUCTS FOR SALE

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EQUIPMENT FOR SALE

LUMBER TRAILER: 30,000# roller trail-er. Tandem axle pintle hitch, newer paint,current DOT.Air brakes andair dump. Used.$5,000. CallDave Siwek,(952) 492-6666

Latest Industry Newsbuilding-products.com

Remodeling Pace BuildsSpending on remodeling projects

will continue to increase, according toa report from Harvard University’sJoint Center for Housing Studies.

“House prices are increasing inmost markets across the country,” saidmanaging director Eric S. Belsky.“This has increased the home equitylevels for most homeowners, encour-aging them to reinvest in their homes.”

According to the U.S. CensusBureau, remodeling activity increasedalmost 10% last year. Together withHarvard’s projections, this is goodnews for the housing industry—ifenough skilled labor can be found tocomplete the projects.

“The strong growth that we’ve seenrecently is putting pressure on the cur-rent capacity of the home improve-ment industry,” said director KermitBaker. “Contractors and subcontrac-tors are having more difficulty findingskilled labor, and building materialscosts are unusually volatile for thisstage of a recovery.”

Rise in U.S. Lumber DemandCatches World’s Attention

North American lumber productionbegan to pick up in 2012, with U.S.output rising 8% and Canadian pro-duction up 5% over the previous year,reports Wood Resources International.

The U.S. housing market is contin-uing to improve, with higher house

prices, lower inventories, and limitedsales of foreclosure homes, whichwere increasingly converted intorental properties.

U.S. lumber prices have risen byover 60% from late 2011 to March2013—drawing the attention ofsawmills far from North America.With much higher prices and a pre-dicted increase in lumber demand in2013, many foreign companies hopeto increase shipments of lumber toU.S. shores in the coming year.

The strong lumber market has simi-larly pushed sawlog prices upwardthroughout North America into first

quarter 2013. Log prices have alsoinched up in coastal British Columbiaand eastern Canada as a result oftighter log supply. Pine sawlog pricesin the U.S. South have been surpris-ingly stable since 2010 and, in fourthquarter 2012, were close to their low-est level in almost 15 years.

However, with the improved hous-ing market in the U.S. and higher lum-ber prices, it can be expected thatsawmills will increase the consump-tion of logs and that the Southernstates will follow the rest of NorthAmerica with upward trending logprices during 2013.


DATE BookListings are often submitted months in advance. Always verify

dates and locations with sponsor before making plans to attend.

National Hardware Show – May 7-9, Convention Center, LasVegas, Nv.; (888) 425-9377; www.nationalhardwareshow.com.

North American Retail Hardware Association – May 7-9, conven-tion, Bellagio, Las Vegas, Nv.; (800) 772-4424; www.nrha.org.

Wood Markets – May 8, global softwood log & lumber conference,Sheraton Wall Centre Hotel, Vancouver, B.C.; (604) 801-5996;www.woodmarkets.com.

PwC Global Forest & Paper Industry Conference – May 9,Sheraton Wall Centre, Vancouver, B.C.; www.pwc.com.

Peak Auctioneering – May 11, LBM auction, Howard County Fair-grounds, Baltimore, Md.; (800) 245-9690; www.peakauction.com.

Wallace Hardware – May 14-16, spring market, GatlinburgConvention Center, Gatlinburg, Tn.; (800) 776-0976; www.wal-lacehardware.com.

Ohio Construction Suppliers Assn. – May 15-17, managementroundtable, Peoria, Il.; (614) 267-7817; www.myocsa.org.

Northwestern Lumber Association – May 16, Iowa LumberAssociation board meeting, Rhodes, Ia.; spring golf outing, RiverValley Golf Course, Adel, Ia.; (763) 544-6822; www.nlassn.org.

Northeastern Loggers Association – May 17-18, equipment expo,Bass Park Complex, Bangor, Me.; (800) 318-7561; www.north-ernlogger.com.

Peak Auctioneering – May 18, LBM auction, Metrolina TradeshowExpo, Charlotte, N.C.; (800) 245-9690; www.peakauction.com.

Do it Best Corp. – May 18-20, spring market, Indianapolis Conven-tion Center, Indianapolis, In.; (260) 748-5300; doitbestcorp.com.

Hardwood Plywood & Veneer Assn. – May 19-21, annual conven-tion, Meritage Hotel, Napa, Ca.; (703) 435-2900; www.hpva.org.

Northeastern Retail Lumber Association – May 21-22, springleadership meeting, NRLA Hq., Rensselaer, N.Y.; (800) 292-6752; www.nrla.org.

Oklahoma Lumbermen’s Assn. – May 30-31, summer fling, BigCedar Lodge, Branson, Mo.; (800) 444-1771; www.oklumber.org.

Western New York Lumber Dealeres Assn. – May 31, fishing trip,Buffalo, N.Y.; (800) 292-6752; www.nrla.org.

Southern Forest Products Association – June 4-5, annual meet-ing, Atlanta, Ga.; (504) 443-4464; www.sfpa.org.

Lumber Dealers Association of Connecticut – June 5, golf outing,Tunxis Plantation Country Club, Farmington, Ct.; (800) 292-6752;www.nrla.org.

New Hampshire Retail Lumber Association – June 6, golf outing,Lake Sunapee Country Club, New London, N.H.; (800) 292-6752;www.nrla.org.

Northwestern Lumber Association – June 6, Nebraska LumberDealers Association board meeting, Columbus, Ne.; spring golfouting, Crooked Creek Golf Course, Lincoln, Ne.; (763) 544-6822; www.nlassn.org.

Southern Forest Products Association – June 6-7, machinery &equipment expo, Georgia World Congress Center, Atlanta, Ga.;(504) 443-4464; www.sfpa.org.

Eastern New York Lumber Dealers Association – June 7, golfouting, Saratoga National Golf Course, Saratoga Springs, N.Y. ;(800) 292-6752; www.nrla.org.

Mid-America Lumbermens Association – June 7, KansasSunflower Shootout, Hutchison, Ks.; (800) 747-6529; www.them-la.org.

Peak Auctioneering – June 8, LBM auction, Kane CountyFairgrounds, St. Charles, Il.; (800) 245-9690; www.peakauction.com.

Forest Products Society – June 9-11, convention, AT&T Confer-ence Center, Austin, Tx.; (608) 231-1361; www.forestprod.org.

American Architectural Manufacturers Association – June 9-12,national summer conference, Hyatt Regency O’Hare, Rosemont,Il.; (847) 303-5664; www.aamanet.org.

National Lawn & Garden Show –June 11-13, Crowne PlazaO’Hare, Rosemont, Il.; (888) 316-0226; www.nlgshow.com.

Long Island Lumber Association – June 12, golf outing, TimberPoint Golf Course, Sayville, N.Y.; (800) 292-6752; www.nrla.org.

National Retail Federation– June 12-14, loss prevention conference & expo, San DiegoConvention Center, San Diego, Ca.; (800) 673-4692;www.nrf.com.

Mid-America Lumbermens Association – June 14, SunflowerShootout golf tournament, Highlands Golf & Country Club,Hutchison, Ks.; (800) 747-6529; www.themla.org.

Massachusetts Retail Lumber Dealer Association – June 15,family fun day, Plymouth, Ma.; (800) 292-6752; www.nrla.org.

Retail Lumber Dealers Association of Maine – June 18, golf out-ing, Belgrade Lakes Golf Club, Belgrade Lakes, Me.; (800) 292-6752; www.nrla.org.

House-Hasson Hardware – June 20-22, market, Sevierville EventsCenter, Sevierville, Tn.; (800) 333-0520; www.househasson.com.

Central New York Retail Lumber Dealers Association – June 20,golf outing, Walden Oakes Country Club, Cortland, N.Y.; June29, day at the races, Oswego Speedway, Oswego, N.Y.; (800)292-6752; www.nrla.org.

Northern New York Lumber Dealers Association – June 26, golfouting, St. Lawrence Golf Course, Canton, N.Y.; (800) 292-6752;www.nrla.org.

Southeast Building Conference – July 11-13, Orange CountyConvention Center, Orlando, Fl.; (800) 261-9447; www.sebc-

A hardware store outside Philadelphia, Pa., issurviving against larger competitors by offering morethan the usual services.

“I’m more of a convenience store; more like a 7-Eleven to a supermarket,” says Bob Wipplinger, whohas owned 80-year-old Penndel Hardware, Penndel,Pa., for the past 15 years. “We depend on people whowant to support a local store.”

The 3,000-sq. ft. location offers standard hardwaremerchandise and a number of extra items, like greetingcards and toys. It also offers the usual services—suchas cutting of glass and mirrors, plusscreen and lamp repair—but hasbranched out with several thatare less commonly offered athardware stores.

“We install watch batter-ies, too. It’s another littleniche,” he says. “We have tobe flexible.”

But it’s the store’s newestservice—taking fingerprintsfor locals applying for a gov-ernment position or a job withdirect contact with children, as anauthorized Cogent Fingerprintingfacility—that has become the most profitable.

A good customer suggested that the store shouldoffer the service so nearby residents wouldn’t have todrive 15 miles to get fingerprinted.

“We’ve done 9,000 prints in two years and we get$3 per print,” says Wipplinger, who’s pleased with thearrangement since no costs were involved and trainingwas simple.

He also makes money by renting the upstairs of thebuilding, which he owns, to tenants. “That’s really howwe survive. Otherwise it’s game over,” saysWipplinger, who also is a real estate agent. “I knew Icouldn’t make a decent living just selling nuts andbolts.”

Even though he’s had to branch out to survive in adifficult marketplace, Wipplinger is happy to be in thehardware business. He started working in his father’shardware store at age 16, and has been in the businessever since—and doesn’t plan to quit anytime soon.

“I like the freedom of being self-employed, of help-ing customers, of fixing things,” he says.

ADVERTISERS IndexFor more information on advertisers, call them

directly or visit their websites [in brackets].

Advantage Trim & Lumber [www.advantagelumber.com]..........54AERT [www.aertinc.com].................................................................5Anthony Forest Products [www.anthonyforest.com] ...........25, 27Azek [www.azek.com] ....................................................................29Blue Book Services [www.lumberbluebook.com] ......................50BuilderLink [www.yourbuilderlink.com/dealers] .........................28BW Creative Wood [www.bwcreativewood.com] ........................30Cabot [www.cabotfactoryfinish.com]..................................Cover IIChicago Suburban Lumber [chicagosurburbanlumber.com] ....56Crumpler Plastic Pipe [www.cpp-pipe.com] ................................65DeckWise [www.deckwise.com] ...................................................26Digger Specialties [www.diggerspecialties.com]........................45Distribution Management Systems Inc. [www.dmsi.com]..........43Endeck [www.endeck.com] ...........................................................19Everwood Treatment Co. [www.everwoodtreatment.com].........33Fasco America [www.fascoamerica.com]....................................31Feldman Lumber [www.feldmanlumber.com]..........................4, 61Fiberon [www.fiberondecking.com] .............................................35Great Southern Wood Preserving [www.yellawood.com]....16A-BHoover Treated Wood Products [www.frtw.com]........................57Idaho Forest Group [www.idahoforestgroup.com] .....................41Integrity Composites [www.duralifedecking.com] ......................21Jaaco Corp. [www.jaaco.com].......................................................20Kleer Lumber [www.kleerlumber.com]...........................................3KOMA Trimboards [www.komatrimboards.com]..............Cover IVMaster Mark Plastics [www.rhinodeck.com]................................22MetsaWood US [www.metsawood.us]..........................................48Mid-State Lumber [www.midstatelumber.com] ...........................51NewTech Wood [www.newtechwood.com]....................................7Nordic Engineered Wood Products [www.nordicewp.com].......42North American Wholesale Lumber Assn. [www.nawla.org] .....44Northeastern Lumber Manufacturers Assn. [www.nelma.org]...62NyloBoard [www.nyloboard.com].......................................Cover IIIOsmose [www.osmose.com].........................................................37Pau Lope Co., The [www.paulope.com] .......................................32Pennsylvania Lumbermens Mutual Insurance [plmins.com] .....39Redwood Empire [www.redwoodemp.com] ........................Cover IRoseburg Forest Products [www.rfpco.com] ..............................13Simpson Strong-Tie [www.strongtie.com]...................................23Smith Millwork [www.smithmillwork.com]...................................55Sunbelt [www.sunbeltracks.com] .................................................49Sure Drive USA [www.suredrive.com]..........................................59Swanson Group Sales Co. [www.swansongroupinc.com].........47TAMKO Building Products [evergrainchallenge.com]..................8TigerDeck [www.tigerdeck.com] ...................................................36U.S. Metal Works [www.usmetalworks.com] ...............................59Wahoo Decks [www.wahoodecks.com] .......................................24Warren Trask Co. [www.wtrask.com] ...........................................15Weaber Lumber [www.weaberlumber.com].................................48Western Red Cedar Lumber Association [www.wrcla.org] ...52-53


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