BPD Sept. 2013

TOPS IN OSB SELLING REDWOOD & CEDAR EASTERN WHITE PINE SPECIAL ISSUESEPTEMBER 2013

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

BPD BuildingProducts Digest

4 Building Products Digest September 2013 Building-Products.com

September 2013 Volume 32 Number 7

BPD BuildingProducts Digest

OnlineBPD DIGITAL VERSION, BREAKING

INDUSTRY NEWS & PHOTOSBUILDING-PRODUCTS.COM

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Special Features8 FEATURE STORY

ENSURE OSB QUALITY WITH PROPERSTORAGE, HANDLING

9 INDUSTRY TRENDSOSB PRODUCERS REBOUND IN 2013

10 PRODUCT SPOTLIGHTREDWOOD SUPPORTS DECK BUYERS’ DREAMS OF GREENER FUTURE

12 MARGIN BUILDERSNEW CEDAR SALES TOOLS FOR DEALERS

In Every Issue6 TOTALLY RANDOM

18 OLSEN ON SALES

28 MOVERS & SHAKERS

30 ASSOCIATION UPDATE

32 KAHLE ON SALES

34 FAMILY BUSINESS

46 NEW PRODUCTS

50 IN MEMORIAM

52 CLASSIFIED MARKETPLACE

53 DATE BOOK

54 IDEA FILE

54 ADVERTISERS INDEX

Distributed in the Northeast by:

Feldman Wood Products, Garden City Park, NY

800-645-6010 • www.feldmanwoodproducts.com

14 COMPANY PROFILENEW NAME FOR SUNBELT

14 COMPETITIVE INTELLIGENCEBANKING ON RECYCLED WOOD

35 SPECIAL FOCUS: EASTERN WHITE PINENELMA’S INSIDE LOOK AT NORTHEASTPRODUCTION, NEW ONLINE GRADINGTRAINING, WOMEN IN THE INDUSTRY, WEB RELAUNCH, WINNING DESIGNS

51 PHOTO RECAP: SLMA CONFERENCE


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TOTALLY RandomBy Alan Oakes

Who’s watching you?IF THE SNOWDEN CASE has emphasized anything, it’s that nowadays we are under

constant surveillance—and not just by the government. Your smartphone and tabletare constantly asking if they can push this app or that app based on your location.Today, they know where you are, what you are doing, what you are buying, andworse, if someone hacks into your personal files and tries to do harm. Look, theyknow where your phone is even when you don’t! Today, they can even tell, if you arein, say, a Macy’s, what departments you visited. Hopefully, they can’t also see you inthe 360˚ mirror!

It is amazing how technology, as it changes at an ever-increasing pace, can over-whelm you even more than it helps you. You cannot seem to escape phones ringingnonstop, dings from your inbox, or kids playing games or watching videos.

I recently went out of the country and within six hours, despite having an interna-tional data plan, somehow managed to spend $1,100 on downloading my emails andvisiting a few websites before being cut off. It has taken me four weeks, six calls,three emails, and a visit to the local store to get the charges removed—long story! Justas well, as after two weeks I would have had to take a bank loan to pay AT&T.

At a business level, I cannot imagine working without the great benefits technologyhas brought us. But there are times I just want to scream, “Enough!” I suspect we arestarting to move backwards due to the overuse of technology. How much time do Iwaste daily sorting through upwards of 500 emails, particularly as the scammersbecome more and more sophisticated. I think Nigeria must have university degrees inscamming and spamming.

The web is a source of great information—and an awful lot of garbage, too. And,there seems to be an insatiable appetite to read about nonsense! The rush to get stuffup on the Net has led to completely fabricated stories and pure and utter journalisticdrivel written by unpaid interns. This is what you get when you do not want to pay foranything of value.

I know I have readers embedded and invested with Twitter, Facebook, LinkedInand their lookalikes. The problem is that there are some people I just may not want tobe in contact with. Yet here is LinkedIn and others telling me people who I mightknow and, no doubt, telling them about me. If I don’t invite them, what message isthat saying? Who is poring over my site, determining I must be lonely and in need ofmore friends or asking why I haven’t tweeted lately? Are they missing my prose?

What about losing 500 points in the stock market in 20 minutes, while I’m blissful-ly singing to my car radio, due to electronic trading programs that kick in? Who dothey benefit? How about being on Candid Camera as you drive through toll booths orwalk down the street? Does this mean I have to dress up and not look like a slob now?At home, despite being told I need only one remote, I, of course, need three. And, thecombination of getting sound, cable and programming at the same time seems to bebeyond me.

Last week, while simply looking at mortgage rates on a website, I clicked to thenext page and—lo and behold—30 seconds later I was getting a phone call to see ifthey could be of service. It was a company I had spokenwith in the past, but that is just plain spooky!

How about those emails about your boss to your bestfriend? Do you realize that someone in IT may bechuckling over you calling your boss an idiot, as theyforward your comments to HR?

I read recently that Facebook’s former head of secu-rity is now at the NSA—yes, the agency that has beenmonitoring your digital usage for years. Readhow much data Apple and Microsoft are beingtold to hand over to the NSA. If Facebookcan garner our most intimate details, howmuch the government knows about ourpolitical views, medical data, and the siteswe visit is getting out of control.

Alan Oakes, [email protected]


FEATURE StoryBy Alex Kuchar, Weyerhaeuser

Ensure OSB quality withproper storage, handling

In addition, wood strands onunprotected surfaces of OSB maybecome raised, which is aestheticallydispleasing though not a structuraldeficiency.

OSB is resilient enough for expo-sure during a normal cycle of con-struction, but should be protected dur-ing storage to ensure it doesn’t weath-

ORIENTED STRAND BOARD isdurable, reliable, and long last-

ing. But like all wood products, if leftexposed to weather for extended peri-ods of time, OSB is susceptible toexpansion and contraction associatedwith moisture absorption and drying.Wood that expands and contracts willchange dimensions.

STORE OSB panels undercover at the yard. (Photo by Weyerhaeuser)

er prior to installation. Follow thesetips to keep panels unblemished dur-ing storage and delivery:

At the Yard• Keep OSB under cover in a com-

pletely enclosed warehouse, if possi-ble, but at minimum under roof cover.

• Store OSB panels in a flat orien-tation.

• Keep side covers in place to pro-tect tongue-and-groove edges.

In Transit• OSB transported on open flatbed

trucks should be covered with aweatherproof tarp.

• Handle panels in a flat orienta-tion. Protect edges and ends fromdamage and keep the load level.

• When moving OSB with a fork-lift, stack on a bunk or a pallet andinsert the forklift tines in between thesupports, not into the panel or sheath-ing stack. Be sure to get the tinesunder the load to avoid spearing it anddamaging it.

• Unload the pallet of OSB all atonce with a forklift; if the stack isunstrapped and the truck jerks for-ward, panels could fall and ends couldbe damaged.

At the Jobsite• Schedule shipments to ensure

OSB isn’t exposed to weather on sitefor long periods of time.

• Do not store panels in direct con-tact with the ground or mud. Store

Building-Products.com September 2013 Building Products Digest 9

OSB elevated on three 4x4s, one inthe center and the others 12 inchesfrom each end. This will keep thewood off the wet ground, as well asallow for ventilation.

• For flooring panels, wait toremove cardboard side covers untilready to install, to protect the tongue-and-groove edges.

• Minimize moisture exposure forOSB panels and all wood framing inthe home by getting the home roofedand wrapped in a timely manner.

Following these simple steps, inconjunction with proper 1/8-inchpanel gapping and good constructionpractices, can help ensure your OSB

LOUISIANA PACIFIC, Nashville, Tn., added additionalshifts at several of its seven mills and produced 3.7 billion sq.ft. of OSB last year—22% of the North American market.

“Housing starts appear to have been constrained by weath-er, labor and financing issues in the second quarter,” saidc.e.o. Curt Stevens. “The consensus projection for housingstarts for this year is a 25% increase over 2012, with startsprojected to increase at least another 25% in 2014. We will beready to respond.”

Late last year, the company began re-hiring at its mill inThomasville, Al., which has been shuttered since late 2010. InMay, LP completed the purchase of Canfor’s 50% share in thePeace Valley OSB mill in Fort St. John, B.C., which has anannual production capacity of 820 million sq. ft.

NORBORD, Toronto, Ont., invested about $10 millionthis year to restart its mill in Jefferson, Tx., which was shutdown indefinitely in early 2009. The mill should resume pro-duction in the fourth quarter, depending on market conditions.The company also operates 11 other OSB mills.

“Although prices were expected to adjust after reachingrecord levels in the first quarter, I was surprised by the degreeof the correction,” said c.e.o Barrie Shineton. “OSB prices arenow recovering, and I believe this trend will continue as thefundamentals supporting U.S. new home construction remainvery strong.”

WEYERHAEUSER, Federal Way, Wa., continues tooperate six OSB mills in the U.S. and Canada.

“Our priority is to continue safely making money by pushingfor continuous operational improvement, managing cost, andresponding quickly to market opportunities,” said c.e.o. DanFulton. “While we certainly welcome a stronger housing mar-ket, we are not waiting for it or relying on it for our success.”

AINSWORTH ENGINEERED, Vancouver, B.C., hasbeen operating three OSB mills and is looking forward toreopening its mill in High Level, Alb., later this year. The millwas indefinitely curtailed five years ago.

“We feel confident that the market will require additionalsupply in the months and years ahead,” said c.e.o. Jim Lake.“We are preparing to meet that demand with the restart of ourHigh Level mill.”

He also noted that Japan continues to be a key exportcountry for Ainsworth, as shipments there increased 29% overlast year.

GEORGIA-PACIFIC, Atlanta, Ga., celebrated the start-up of its mill in Clarendon, S.C., which it acquired from GrantForest Products in 2010.

“South Carolina is a major part of our focus on growing ourbuilding products business,” said c.e.o. Jim Hannan. “Theinvestment in our Clarendon County facility makes us well-positioned to grow with our customers as the housing marketcontinues its slow recovery.”

The mill was part of a $400-million acquisition that includedGrant’s plants in Allendale County, S.C., and Englehart,Ontario. GP then spent an additional $30 million to completeconstruction on the Clarendon facility in 2011.

G-P operates three additional OSB mills—two in Virginiaand one in West Virginia.

HUBER ENGINEERED WOOD, Charlotte, N.C.,recently introduced a new OSB product: ZIP System long-length panels.

The company claims that the new product combines thesuperior moisture protection of regular ZIP System sheathingwith the easy installment of 10- to 12-ft. panels. Developedspecifically to help builders meet evolving energy codes, thesheathing has built-in laminated exterior foam panel insulation,eliminating the need for additional housewrap.

Huber operates five OSB mills.

ROYOMARTIN, Alexandria, La., is celebrating its 90thyear of business and its moving into its 6th year of operation atits flagship OSB facility in Oakdale, La.

“Our OSB business continues to make significant stridesforward in safety, customer satisfaction, and productivity everyyear,” said Terry Secrest, v.p. of OSB. “Our entire team is fullyengaged and committed to being world class in all we do.”

From July 2012 to June 2013, the mill produced 743 millionsq. ft. of OSB. A new shift was also added, to keep up withdemand for the company’s Eclipse radiant barrier OSB panelsand other value-added products.

In June, the company won the 2012 Innovation in Safetyaward from APA-The Engineered Wood Association. Theaward was given for the mill’s “Safety Mentor Program,” whichintroduces new hires to the company’s rigorous safety culture.

TOLKO, Vernon, B.C., is proceeding with preparations toreopen its fifth OSB mill, in Slave Lake, Ab., which was cur-tailed indefinitely in early 2009. The mill is expected to resumeproduction by the first quarter of 2014.

“Before we could commit to the significant financial andhuman resource investment required to restart the mill, we hadto determine that current improvements in market conditionsare sustainable,” said c.e.o. Brad Thorlakson. “We are confi-dent about the future of the industry and look forward to posi-tive years ahead.”

OSB 2013

sheathing and flooring installs accu-rately, smoothly and beautifully.

For additional strategies andadvice, contact your manufacturer’srepresentative.

– Alex Kuchar is OSB technical manag-er for Weyerhaeuser Wood Products.


Survey says:Redwood decks support buyers’dreams of greener futureFOR MANY HOMEOWNERS, the deck is a promise of quali-

ty time spent enjoying the home and garden that repre-sents their dreams.

A recent survey commissioned by the CaliforniaRedwood Association showed that decks can also helphomeowners express their environmental values. Whilepeople love decks for both enjoying their outdoor spaceand boosting their home’s value, they want to make surethe products used to make those decks won’t harm theenvironment.

This reflects the trend CRA has observed for years now,with homeowners wanting to minimize their impact on the

RECENT SURVEY showed that the vast majority of homeownersdemand their decks be eco-friendly. Photo by CRA

PRODUCT SpotlightBy Charlie Jourdain, California Redwood Association

environment. The survey of California homeownersshowed that three-quarters of them believe that it’s impor-tant for their deck to be eco-friendly. That’s probably whymore than 90% said they believe a deck should be recycledor reused after its useful life and not wind up in a landfill.Which is why it’s more important than ever to make sureconsumers have access to information that can help themmake the best decision to fit their environmental values.

It’s no surprise that California homeowners would havean eye on sustainability when it comes to choosing theirdecking. That made CRA curious to know how they ratethe current decking products available. When CRA askedthem to rank-order a variety of decking materials, they putredwood at the top of the most eco-friendly deck buildingmaterials. They admired not only its environmental quali-ties, but also the natural beauty and warmth of redwooddecking.

The results from this survey were enlightening: theyprove not only that consumers are continuing to educatethemselves about the kind of products they use in theirhomes, but also that some of the marketing messages fromsome composite/plastic deck product manufacturers aren’tholding up to the test of time.

When CRA commissioned a Life Cycle Assessment tocompare the environmental qualities of composite/plasticdecking and redwood decking side-by-side, it turns out thatmaking composite/plastic decks out of old plastic is notthat green after all.

Redwood is a renewable resource. Responsibly harvest-ing redwood trees is an essential part of sustainable forestmanagement.

Redwood lumber is biodegradable; it goes back to theearth to help make more trees. The redwood forests ofNorthern California, a vital part of our ecosystem, are man-aged carefully to ensure that our forests will remainhealthy, beautiful and productive for generations to come.That means responsible harvesting at sustainable levels, aswell as the protection of old growth stands and natural


habits. CRA takes pride that 100% ofCRA member-owned timberlands arecertified as well managed and sustain-able by the Forest StewardshipCouncil.

Plastic, by stark contrast, is apetroleum product. Making compos-ite/plastic decks depletes the world’soil reserves. Once made, it often hasonly one final destination… the land-fill. Making composite/plastic lumberout of recycled plastic only delays theinevitable and consumes precious,nonrenewable resources to bring theproduct to market.

Any time a homeowner is consid-ering a deck for their home, they’renot just measuring the physical foot-print, calculating how much of theiryard to dedicate to this space. They’realso measuring the environmentalfootprint of that deck to minimize theenvironmental footprint the deck willleave behind.

CRA can help them find the mostaccurate measuring guides that willmake them confident in their decisionto find the best materials availablefrom Mother Nature.

– Charlie Jourdain is president of theCalifornia Redwood Association, one ofthe oldest trade associations in the lumberindustry, focused on promoting redwoodproducts and educating builders and con-sumers on the advantages of using red-wood. Reach him at [email protected] or (888) CAL-REDWOOD.

As Seen on TVPromoting natural redwood to

California homeowners presenteda unique opportunity to have alittle fun, while setting the recordstraight about Real StrongRedwood.

In collaboration withHumboldt County, CRAlaunched a series of 30-secondtelevision ads comparing red-wood to man-made compositesand plastic decking. While thetone is light and fun, the adspoint out the differences betweencomposite and redwood decking,promoting the positive aspects ofusing redwood for decking.

The ads, which have beenaired throughout California, havegrown popular online as well.The advertisements can be seenat realstrongredwood.com

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New cedar sales toolsfor dealers, distributors

MARGIN BuildersWestern Red Cedar

AS THE U.S. CONSTRUCTION industry hits stride, buildingmaterials suppliers have enjoyed increased demand

for appearance products aimed at the R&R market, in par-ticular for use in outdoor applications.

One organization that’s making the most of capitalizingon the market upswing is the Western Red Cedar LumberAssociation, a non-profit association representing qualitywestern red cedar suppliers in Canada and the U.S.

A central component in the WRCLA’s strategy to boostthe volume of Real Cedar-branded products is a new andextremely robust website, slated to go live in earlySeptember.

While a strong online presence is the now par for thecourse, what makes RealCedar.com unique is that it’sdesigned not only to guide consumers through the purchasedecision, but also to connect dealers and distributors moreclosely with the sales process.

Additionally—and what will be of particular interest toretailers—the site also provides them with the tools to helpclose the deal.

As with any venture designed to get results, planningand preparation was the first step.

“From the beginning, our plan was to build a seamless,simple path for the consumer to buy Real Cedar-brandedwestern red cedar,” said WRCLA managing director JackDraper. “But we also recognized that our members are keyplayers in the process, and by engaging them early weknew we’d get greater results.”

Western Red Cedar Lumber Association membersinclude manufacturers, certified cedar distributors (CCDs)and service affiliates who pay an annual fee to the associa-tion.

“The advantages for the retailer and the distributorbecome quite pronounced once you see how the siteworks,” noted Draper. “It isn’t a static site of generalizedfree information for visitors, but rather a targeted e-com-merce tool for our members that monetizes their invest-ment.”

The site meets the needs of four audiences: do-it-your-selfers, architects and builders, industry members, andINVITING home page welcomes visitors to RealCedar.com.


ARCHITECT KNOTTY grade 5/4"x6" western red cedar decking.(Photos by Western Red Cedar Lumber Association)

influencers (bloggers, editors, and media related parties). Itrecognizes the differences between these audiences and tai-lors a path through the buying life cycle accordingly. Anend consumer, for example, can be guided through a quali-fying process that provides information on ideas, plandownloads, building and maintenance information, andthen leads them directly to the nearest certified cedar dis-tributor-defined retail network.

WRCLA service affiliate retailers obviously benefitfrom the flow of traffic from the site, and the addition ofReal Cedar branded products and information keep theconsumer engaged at the retail level. The dealer also hasfull use of the site’s imagery, video, building ideas andplans, as well as staff training and access to industryexperts and resources.

Certified distributors also have a presence on the site,and while they don’t sell directly to the end consumer, thevisibility and association pay off.

“We’ve had numerous occasions where a discriminatingbuyer, designer or architect seeks a distributor directlylooking for a particular product,” said Paul Mackie, aWRCLA architectural advisor. “Rather than have thatpotential buyer re-directed to just any non-member retailer,we have the channels and expertise in place to guide themthrough our retail network and turn that into a sale.”

Traffic to the site is directed through traditional adver-tising, events, sponsorship and PR, and social media.RealCedar.com functions as a social media conduit withcontent being generated and managed in conjunction withother media initiatives and outreach, and tweeted and post-ed on Facebook on a regular basis. The site is also linkedvia trend-setting sites such as Houzz and Pinterest, sitesfrom which the consumer can easily access the WRCLA’ssite for more building or finishing ideas.

With traffic from the WRCLA’s previous network ofsites aggregated and re-directed to the new one, and fuelledby a promotional and regionally targeted advertising cam-paign, RealCedar.com boasts over 250,000 unique visitorsa month—an impressive number that bodes well for sales.That number is expected to grow as more organic trafficbuilds.

True to the slogan, “Membership has its privileges,”WRCLA members reap the benefits of this high-traffic hub

featuring a search engine optimization (the process ofranking the website higher on search engines), new medianetworks, both online and offline marketing, and a re-invigorated Real Cedar brand.

“We’re building a real presence for our manufacturers,distributors and dealers,” said Draper. “When everyone hasthe tools to work together, you reach your goals that muchmore quickly.”

To learn more about the new site and strategy, join theWRCLA-hosted session Oct. 25 at NAWLA’s TradersMarket in Las Vegas, Nv.

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

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service planner and constructor ofLBM facilities, from simple storageoptions to full-scale, multi-unit lum-beryards and retail facilities.Capabilities include full-servicebuilding design and construction forstore buildings, warehouse buildings,bulk storage sheds, rack-supporteddrive-thru buildings, and T-sheds.CTD also modifies existing buildings.

C.T. DARNELL CONSTRUCTION is thenew name of the design and con-

struction division of Sunbelt Racks—which will continue to offer rackingand storage systems, fixtures, equip-ment and logistics for the LBM indus-try.

“Our new name more accuratelyreflects the broad spectrum of ser-vices we have been offering lumber-

yard operators for more than 25years,” says Travis Darnell, presidentof the Alpharetta, Ga.-based opera-tion. “Many people do not know thatwe are a general contracting firm thatoffers so much more, not just equip-ping, but also planning and construct-ing.”

The new name emphasizes that CTDarnell is a nationally licensed, full-

Racking specialistto build on new name

COMPANY ProfileC.T. Darnell Construction

NEW INTERIOR at McCoy’s Building Products, Taylor, Tx., showcases the space-planning skills of renamed CT Darnell Construction, Alpharetta, Ga.


Along with a new website, the new division got a newtagline—“We build solutions”—that is based on the com-pany’s philosophy that it will not sell a customer some-thing that isn’t right.

“If a customer comes to us and says they want a certainracking system or a certain shed, we will not sell it to themif it’s not what they really need,” says marketing directorSue Silva. “We’ve worked on over 1,000 lumberyards andwe know how to fit them with racks or build a building tomake them run efficiently.”

As Travis explains, “We typically spend planning timealongside an operations manager of a lumberyard or theowner of a retail store to ensure the finished product hasperfect functionality.”

Or, as vice president Clint Darnell puts it, “You wouldbe hard pressed to find any other nationally licensed con-tractor that has an in-depth understanding of both the lum-ber and construction industries.”

Founded in 1987 by Alan and Angie Darnell to servelumberyards and the then-new big-box retailers, the firmhas evolved into a full-service, licensed general contractoroperating across the United States, Canada and theCaribbean. Travis and Clint Darnell, sons of the founders,became owners in 2008.

“Basically, CT Darnell Construction is a new name thatrepresents a broad range of expertise and superior industryknowledge that’s always been there,” summarizes Travis.“We are the only company out there that can do the entirejob, from start to finish, so you’re dealing with just onecompany.”

CT DARNELL has designed and constructed multiple locations through-out Texas for McCoy’s Building Supply, including this one in Taylor, Tx.

Photos courtesy CT Darnell


Recycled wood:Back to the future

Williams show in Branson, Mo. “I’vealways been involved with wood—even underwater wood. I’d investedmoney and networked in the lumberbusiness,” Mike spins the tale. Today,he’s recounting the story of North Callike someone who’s just got religion.Which he has.

The outfit, launched in 1985, estab-lished its reputation with redwood,straight up. But, early on, one of itsmajor successes was that the ownersnagged North Cal as the exclusivesupplier of redwood garden productsfor Home Depot.

“That coup helped get us startedwith a very good product and led us toplay an important role here on theWest Coast,” says Mike. “Competi-tion, naturally, arose. We’d forged thepath, but it was no longer as profitable

COMPETITIVE IntelligenceBy Carla Waldemar

THIS ISN’T THE STORY of a third-generation family firm where

today’s top dogs grew up sweepingsawdust. Yet, had these fellows beenborn in the shadow of a lumberyard, itwell could be. It’s the story of love atfirst sight.

Tony Fernandez, director of sales& marketing of North Cal WoodProducts, based in the Bay Area townof Ukiah, Ca., has worked here “onand off, for 15 years. I was friendswith the owner and into redwoodmyself—hot tubs, furniture. Henoticed I loved wood and had a lum-ber mill, so we hooked up together.”

Mike Lacy, vice president of mar-keting, signed on with North Cal ayear ago, leaving—true story, Iswear—a career as a professionaldrummer performing with the Andy

NORTHERN CALIFORNIA dealer has made a name for itself reclaiming and milling abandoned oldgrowth logs from local forests, such as this 48"x48"x20' giant buckskin redwood timber.

as it once was. So, in 2004, webecame involved with a deconstruc-tion project in Scotia.”

Another right-time, right-placeserendipity. “The world’s largest red-wood sawmill, Pacific Lumber Co.,had gone bankrupt and lost their mill.After deconstructing five million bd.ft., word got out and we got a contractfor the redwood and delivery fromStanford University—another coup!

We had great relationships with allthe sawmills. That provided us withinventory to start recycling in order tosupply green products”—redwood,doug fir, western red cedar and more,all the buzz among California’s for-ward companies with sustainability astheir byword. Now North Cal suppliesflooring, siding, decking, lumber, cus-tom trim, slabs and millwork. Word ofmouth kicked in and soon attractedhigh-end clients in the Bay Area,including eco-forward corporationssuch as Facebook. Twitter, Land’sEnd, and Whole Foods. (Not to men-tion wealthy Hollywood tycoonsbuilding their new homes.)

“We developed resources to man-age the chain of custody—we trainedourselves and financed it—so we canact as both source and distributor toour customers. We managed it all.(And here’s an interesting sidelight,”Mike adds. “Our facility is located onthree acres where Georgia Pacificonce had a chemical plant. We did allthe environmental abatement—a lotout of pocket—to change it from toxicto green. It’s a model in the reclaimedindustry,” he rightly brags.)

Back on message, “We can do A toZ,” he explains. “Tear it down, truck itout, remove the toxics like lead andpaint, remill it, then take it to our cus-


tomers.” And how do you come up with the used wood to recy-

cle, Mike? Again, the power of word of mouth. “Our repu-tation leads them to us,” he maintains.

Until the recession, anyway. “When it hit, it led to a lotof our competition going out of business. The recessionslammed us, too, like everyone else: layoffs, scaling backoperations. What happened was, quite a bit of consolidationamong the competition. At our peak, back in the HomeDepot days, we did $30 million a year. The recessionknocked us back to $2 to $3 million. But today, we’re get-ting incredibly strong again. We’re back into garden prod-ucts in a big way, signing with a national big box with 250units in California alone—redwood lattice panels. Plus,independent dealers and homeowners are buying our prod-ucts on the web. Sure, we’re in the commodity business,too, but our bread and butter is reclaimed wood,” Mikeunderscores, and points us to the amazing length and

Adds Tony, “The idea is, the independent contractorwho’s at a jobsite in Wisconsin, trying to find studs orframing or flooring or siding can get online on his laptop orsmart phone, check our inventory, read a product review,and place an order. With just a few clicks, he can get itshipped directly to the jobsite.”

About that vanguard website: “We launched it in 2009,literally the first to do what we’re doing. Granted, peoplearen’t used to shopping online for lumber, so the businessstarted slowly, but it’s the wave of the future,” he’s con-vinced. “So we just redesigned our website, making it moresearch-friendly. And we’re utilizing social media, likeFacebook and Twitter.

“It’s an online world. I foresee there’ll be a time whenmost of the company’s customers will shop and orderonline. It’s the wave of the future,” Mike is certain. “In theface of the recession, we created this as a way to grow, andit’s been growing since 2009. We’ve seen traffic triple, andit has earned us more revenue by June this year than all lastyear. It’ is not a big business right now, but customers arereacting very favorably, and it’s growing.”

Yes, but. Once before, North Cal led the way, only tohave to bow to competition.

Rebuts Mike, “Sure, a lot of mills say having such awebsite would definitely be of service, but having a 4,000-product integration, such as ours, on a site would be techni-cally very hard to duplicate. The sweet spot is, we don’thave to broker any of this. We are both manufacturer, dis-tributor and end-seller: no middle men. And in California,we deliver it with our own trucks.

“Reclaimed wood is where we stand out. And whatwe’ve found there is most interesting: It’s in high demandon the East Coast, where it’s not readi-ly available, so many high-end, afflu-ent clients from there order from usand have it shipped from California(never mind their freight price).”

Adds Tony, “We expect busi-ness to grow further as we empha-size our You Click, We Ship Itcampaign.”

Looks like there’s no goingback to Andy Williams.

Carla [email protected]

NORTH CAL’S recycling adventure began with reclaimed timbers fromPacific Lumber Co.’s historic mill in Scotia, Ca.

breadth of North Cal’s portfolio detailed on its website.(See photos of work for clients at www.northcal.com.)

Lots of dealers can sell wood well, but recycled woodadds another (bad pun alert) dimension. To sell it, cus-tomers get romanced with the sizzle as well as the steak.“The story of wood,” Mike calls it. “We know where eachpiece comes from, and it helps marketing it. It also”—timeout for a ta-da!—“enables us to demand premium prices—NOT commodity prices: The margins are much higher!”

Asked about the architectural style prominent among thecorporations and individuals seeking this wood with histo-ry, Mike calls it Organic Modernism. “That’s the trend wesee—old wood again, with natural elements, like stone, andsteel for the industrial look.

“Most of our clients come from the Bay Area ofCalifornia, but the list is truly national. Our second-highestarena is New York. The website we just launched,www.youclickitweshipit.com, takes us all over the coun-try. It beats any big-box selection, and without having totravel to the store. Online, you can check multipleoptions—grade, sandblast, species—and all without a caror phone call or fax, which,” he adds, “reduces the carbonfootprint.

“Other wood goes from forest to manufacturer, then dis-tributor, then a home center and then to its customers. Here,it’s shipped direct. Saves time and energy.”

SANDBLASTED MANTEL was produced from a 4"x10" reclaimedDouglas fir timber.


(sales?)people hide behind the truth. But sadly and unprof-itably, it’s a lazy, uncreative truth.

Two lumber salespeople have an identical challenge: atruckload of 2x4 2&Btr., 14 ft.—that has to go today!

Quotron: I tried to sell it, but my guy couldn’t use 14s.(Truth)

Master Seller: My guy couldn’t use 14s, so I sold themto him on a 12-ft. count. You said, do your best on theprice, but move it today, so it’s gone. What’s next?(Profitable Truth)

Just BiggerI did a radio show for a year called The Sales Doctor.

The night of the first show, I was prepared, psyched andnervous as H-E-Double Thunder. Right before showtime,the station manager came in and said, “James, you see thatlight up there? When it turns red, it’s you”—and then hetook both hands and acted like he was lifting up a worldand added—“just bigger!”

Salespeople who dominateembrace the “just bigger” aspect ofthe job. Be yourself. We all promoteand sell the truth in our own way.We don’t have to be loud to be pas-sionate. But we do have to showour passion. We can show ourpassion through quiet intensity,for example. So whoever youare and whatever truth you areselling, sell it—just bigger.

OLSEN On SalesBy James Olsen

James OlsenReality Sales Training

(503) 544-3572 [email protected]

THE TRUTH CAN change nations, move mountains, and setus free. But it cannot sell itself. That’s our job.

The skill sets we use as salespeople—building rapport,creating confidence, getting people to change their mindsand say yes to us, quickly—are used by bad people to badends. They are called con artists. We are not con artists. Weare salespeople, promoters of products we believe in.

We must believe in the product we are selling.Promoting a product we don’t believe in is immoral. Salesis a reputation business. Lying catches up. People are notstupid. Salespeople who lie don’t survive (aside from a fewtalented sociopaths who bounce from job to job).

The biggest fear of salespeople who underperform isthat they will be perceived as liars, not that they are liars.Roughly 99.9% of all salespeople are honest and know it.Many struggling sellers bend over backwards trying tomake up for the 0.1% instead of acting like the honest(sales)people they are and promoting full steam ahead!

This fear precludes them from being great. Because atthe moment(s) of truth (i.e., every moment in front of thecustomer) this feeling of “Oh, no, they are going to thinkI’m saying this just to get the order” (lying) causes theaverage salesperson to hesitate and pull back, just a little.

This pulling back doesn’t just happen at closing. It hap-pens all the way through the sales process from prospectcall to close. I call it “shambling around like a second classcitizen.” Life is a mirror. When we act like a second classcitizen, people treat us like one. They can’t help it.

It also causes “beating around the bush” syndrome—notasking directly for what we want—which confuses andfrustrates the customer and does not create sales. In thehyper-competitive world of sales, this hesitation is wherethe customer and the order are lost.

Our Part in the MovieWe are not in the technical writing or research depart-

ment. We are not accountants. We are in the promotionsdepartment. We promote things. We make them sound asgood as possible. We are inspirational (not just informa-tional). We can tell our woman we love her by text or wecan buy her a bouquet of flowers and hand deliver them toher at her office. Which will she prefer?

Customer: I like the color. Is this any good?Quotron: Yeah, it’s good.Inspirational Seller: That is a great color and it goes

with your eyes. Made in the U.S.A., it was given the awardfor quality at last year’s New York fashion awards.

Hiding Behind the TruthMany quotrons don’t want to do sales work. They want

to present product and let the customer decide. If the cus-tomer says yes, they get the order. If not, oh well. These

Selling the truth

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

20 Building Products Digest September 2013

Rennekamp Lumber, Pittsburgh, Pa.,closed after 58 years and auctioned off itsinventory and equipment.

GNH Lumber opened location #4 July 30in Latham, N.Y. Focusing exclusively on win-dows, doors, kitchens and baths, the new storewill be overseen by division manager Ed Curtinand staffed by kitchen & bath designer JedDare.

J.W. Horner Lumber Co., Sioux Falls,S.D., closed early last month after 84 years,auctioning off its remaining inventory, equip-ment and 1.6-acre property.

Greg Rehms, co-owner since 1988, hasretired.

McCoy’s Building Supply will open anew store early next year in Dayton, Tx.

Spahn & Rose Lumber Co. is relocat-ing its 100-year-old yard in Dubuque, Ia., to anew facility downtown.

Marcus Lumber , Marcus, Ia., hasremodeled its 18,000-sq.ft. showroom.

Menards is ready to break ground on 18acres in Williston, N.D.—three years after itannounced it was coming to town.

Capps True Value Hardware ,Fairfield, Tx., is more than doubling the size ofits facility, to more than 10,500 sq. ft.

True Value Hardware is opening latethis month in Oglesby, Il. (John and PamSenica, owners).

Gibbs’ True Value Hardware ,Grayson, Ky., has added a Just Ask Rentalbusiness.

Corum’s Building & Farm Center,Hartselle, Al., switched its affiliation from Do itBest to Ace Hardware.

JBK Hardware, Chestertown, Md., isconverting to Ace Hardware from TrueValue.

Westlake Ace Hardware opened anew branch Aug. 16 in West Plains, Mo.

Ace Hardware is opening new locationsin Spicewood, Tx. (Dave Barker, owner), andEureka, Mo.

A new 10,000-sq. ft. Ace in Villa Park, Il., isthe second owned by Ace spokesman, LouManfredini, and wife Mary Beth.

Alexander True Value Hardware,Farmington, Mi., has been opened by TimAlexander.

Hastings Ace Hardware, Hastings, Mi.,is relocating, so it can consolidate all operationson one level, under one roof.

DEALER Deerfield Builders Checks OutBankrupt Deerfield Builders Supply, Fort Lauderdale,

Fl., last month auctioned off its remaining equipment andinventory, ending 66 years in the lumber business.

DBS shut down its Fort Lauderdale retail store, lumber-yard and rebar plant in February. Stores in Sarasota andTampa, Fl., closed soon after.

Owner Ed Dietrich then started a new business on a por-tion of the Fort Lauderdale site—Eastlight ArchitecturalProducts, headed by his daughters, Gretchen Cawood assales and purchasing manager and Jessica Van Den Bogaertas kitchen and bath designer.

The new firm (www.eastlight.biz) will sell windows,doors, cabinetry, hardware and millwork, including exportsto the Caribbean. It will employ about a dozen—down fromthe 100 working for Causeway at its apex.

The rest of the five-acre property will be leased out toother businesses. Already, a surf board/paddleboard makeris renting one corner of the former lumberyard.

Cheboygan Working to Sell 2 StoresCheboygan Lumber has closed its Do-It Center stores in

Indian Rivers and Rogers, Mi., in order to focus on its storein Cheboygan, Mi. Three years ago, the company closed itsstores in Mackinaw City and St. Ignace, Mi.

“We are in the process of negotiating the sales of thetwo properties. We are hoping to keep the employees thereas part of the negotiations,” said president Roy Schryer.“Both communities need good hardware operations. Bothdid a good job for us.”

Inventory from the 10-year-old Rogers store is beingheld until a sale is final. Inventory from the Indian Riverstore, which was built in 1991, was moved to theRivertown Do-It Center, Cheboygan, Mi., which was builtin 1986. In addition, hardware stock and inventory for do-it-yourself projects was expanded.

“Our overall plan is to expand once sales start comingback,” said Schryer. “We also have room for expansion atthat store. We have an additional 12 acres.”

According to Schryer, the company’s footprint was toolarge and the changes were made with the intention of“retrenching” the company in the Cheboygan market.

Advantage Expands in SoutheastAdvantage Trim & Lumber has purchased a 65,000-sq.

ft. property in Sarasota, Fl., which will serve as the compa-ny’s corporate headquarters, as well as a production andwarehouse facility.

“Not only will our Florida customers be able to visit ourfacility and purchase their material on the spot, they canalso have their orders shipped to their home or jobsite foreven cheaper than our current competitive internet pricing,”said president Rob Pelc. “When you consider that the sus-tainable hardwood products we sell are naturally suited tothe tropical climate of the Southeast, and you add the sav-ings, it’s a win-win for everyone.”

APA Elects Next LeaderThe APA board of trustees has elected v.p./corporate

secretary Ed Elias to become the next APA president whenDennis Hardman retires later this year.

A 35-year APA veteran, Elias has worked in its techni-cal, international marketing, and financial divisions.

Hardman, president since 2005, will turn over the reinsat APA’s annual meeting in November.

Myers, Jacksonville and

lle, Mi., unit to Bay City,

hrough stacks of lumber.g & Supply, 6506 S. U.S.left, and manager Todd

at West Liberty Building

mber supply. “Contractors

ntil 8:30 because they had

ess assets of R.P. Johnson

d fourth generation. TheyWinchendon, MA.

ds under its belt, the com-ns in New Hampshire —

g off on new acquisitionsy, Ashland, Nashua and

headquarters on Tuesday.he said, and it’s time thata rehabilitation of its last

seed for Belletetes’ most

beryards in Andover andthe business had been in

xplained Mike Shea, vice-

of Ashland Lumber thatbought Ashland Lumber ,t made Johnson approach

on was what was going topart and full-time employ-d employees, so when heees.”

venue of $9 million annu-rt-time employees. It wasmberyards and stores wasfill the gap between their

ots of our coverage in thethat’s our criteria for newtraction. And these facili-

mberyard, and a beautiful

me under the umbrella ofg open for business. Theptember, he noted.


SUPPLIER BriefsAllwood Industrials, Palm Beach Gardens, Fl.,

opened a new distribution warehouse in Garfield, N.J.

Eco Building Products has added an Eco RedShield lumber coating operation in Fairlawn, N.J., equippedwith rail service and lumberyard.

Weyerhaeuser Co. is re-starting its Trus Joist TJI joistand Microllam LVL lines in Evergreen, Al., after a four-yearclosure (Robert Doll, plant mgr.).

Ribadao Lumber & Flooring, Miami, Fl., has addedwarehouses in Linden, N.J., and Pomona, Ca.

ABC Supply Co. has acquired siding/window distribu-tor American Wholesale Building Supply, Nashville,Tn., which will operate as a satellite location of ABC’s existingNashville Branch.

Handy Hardware, Houston, Tx., has been acquiredand recapitalized by private investment firm Littlejohn &Co., Greenwich, Ct.

APA-The Engineered Wood Association hasrelaunched www.performancewalls.org, a free resource forbuilding safe, durable and code-compliant walls.

Roofing Supply Group, Dallas, Tx., has acquiredSupreme Metal Products and Exterior BuildingSupply , Tuscaloosa, Al., and combined them intoSupreme Building Products, an RSG company.

Former co-owner Cret Shamblin has joined RSG as branchmanager.

RSG has also opened a new branch in Pinellas Park, Fl.(Donna Glisson, mgr.).

Remer Cut-Stock Lumber, Remer, Mn., sufferedextensive damage in a July 24 fire.

Northern Woods Products, La Crosse, Wi., suffereddamage to its sawdust collector in a July 30 fire.

Owens Corning’s insulation warehouse in Newark,N.J., suffered an Aug. 14 fire. The facility lost some inventory,but escaped with minimal strutural damage.

Coastal Forest Products, Bedford, N.H., is now dis-tributing Fiberon composite and PVC decking and railingproducts to Long Island, the eastern counties of New York,and all of New England.

Manufacturers Reserve Supply, Irvington, N.J., isnow distributing TAMKO Building Products’ Tam-Railrailing in the Northeast.

Lonza Wood Protection’s Wolmanized Outdoorpreservative-treated wood has received Ecospecifier Globalcertification as a Verified Product.

Builders Hardware Manufacturers Associationhas added a certified products directory to its website.

Wynndell Lumber Sales, Wynndel, B.C., this monthcelebrates its 100th anniversary—reportedly making it the old-est family-owned sawmill in British Columbia.

Scherer Merges DCs Close to HomeScherer Bros. Lumber Co. is consolidating its manufac-

turing/distribution centers in Champlin and New Hope,Mn., into a larger facility in Brooklyn Park, Mn.—a half-mile from its headquarters office.

The distributor inked a 15-year lease for a 110,000-sq.ft. building, previously leased to Andersen Corp. The facili-ty will employ about 50.

Maine Dealer Buying Second YardA federal loan guarantee from the U.S. Department of

Agriculture will allow R.E. Lowell Lumber, Buckfield,Me., to purchase its five-month-old location in Turner, Me.

“The assistance received through USDA RuralDevelopment will allow us to complete the real estate pur-chase of our second location,” said owner Rebecca Lowell.The company has been leasing buildings and property atthe location.

Planned improvements will include retail services,including adding paint, hardware and other building sup-plies to the full-scale lumberyard it has operated on theproperty since early this spring.

N.Y. Hardware Chain Cuts a BranchPhillips Hardware will close one of its six locations, a

4,000-sq. ft. store in Albany, N.Y., as the family-ownedchain focuses on investing in real estate and growing thebusiness in other ways.

“We’re a hardware chain, but the growth for me finan-cially, as a businessperson, is acquisition of real estate,”said president Jon Phillips.

Its flagship store in Colonie, N.Y., is 2.5 miles away.


Richardson Timbers is a leader in custom millwork &manufacturing of customized timbers, with capabilities ofdelivering products throughout the U.S.

Serving the construction industry for over 60years, by taking the spirit of the old and combiningit with the leading technology of today, RichardsonTimbers is able to offer wholesale products withunparallelled service and quality.

toll free (877) 318-5261 phone (214) 358-2314 fax (214) 358-2383

www.richardsontimbers.com

Douglas Fir up to 20” x 20” x up to 40’Cedar 16” x 16” x up to 32’

Richardson TimbersSince 1949

Size does matter.Douglas Fir up to 20” x 20” x up to 40’

Cedar 16” x 16” x up to 32’

J.D. Irving Expands in MaineJ.D. Irving plans to spend $30 million to build a new

softwood mill in Ashland, Me., which is slated to open nextspring or summer.

The round wood log supply for the new sawmill willcome from the company’s woodlands in Maine, as well asother woodlot and timberland owners in the state.

“This new mill at Ashland will deliver new jobs and thebest technology for the workers and will be sustained by awood supply from Maine producers,” said Gaston Poitras,v.p. of sawmills.

Biomass boilers, dry kilns, and a planer mill are amongthe plans for the new facility. Softwood lumber produced atthe mill will be certified under the Forest StewardshipCouncil and Sustainable Forestry Initiative programs.

Millwork Firms Declare Chapter 11Hardwood Supply, Burrton, Ks., has filed for Chapter 11

bankruptcy protection, along with sister firms HardwoodCabinets LLC, Hardwood Manufacturing LLC, HardwoodMillwork & Supply LLC, and holding firm WK Holdings.

A representative said the companies are fundamentallysound, but hampered by debt from a former wholesale lum-beryard and cabinet factory. The firms expected to receive anew loan and emerge from bankruptcy within two months.

F2M Introduces Price BenchmarksForest2Market has introduced a National Delivered

Price Benchmark as the latest addition to its Forest2Millproduct line, a suite of services designed for buyers andsellers of logs and wood raw materials. The new reportexpands upon the transaction-based delivered price bench-

marks offered in the South, Pacific Northwest, and LakeStates regions of the U.S.

“The National Delivered Price Benchmark provides aregional-comparative of market trends and price data thatindustry participants can use to remain competitive in a‘buy local, sell global’ marketplace,” said founder, presi-dent and c.e.o. Pete Stewart. “Forest products companiessell their products on a national and global scale, yet facili-ties must buy the wood raw materials needed to producethese goods from the local market.”

The report compares the differences in wood raw mater-ial costs (pulpwood, chips and sawtimber) across the threeexisting benchmark regions. Delivered fiber and log pricesand trends are benchmarked for softwood and hardwoodtotal fiber, by region and mill type. It also reports data ondomestic sawlogs by region and species, and compares theexport and domestic markets for Douglas fir and Hem-fir.

“Wood raw materials are some of the most volatileoperating costs facilities face,” said Suzanne Hearn, v.p. ofmarketing and sales. “The National Benchmark providesinsight into these variable costs, helping wood productsmanufacturers level the playing field between local, nation-al and global markets.”

Blade Kills Georgia MillworkerOSHA is investigating the accidental death of a 42-year-

old employee at Flint River Timber, Cairo, Ga., who diedAug. 7 after he was struck in the side by a saw blade.

According to authorities, it is unclear how the accidentoccurred. The victim, Christopher Jean Trawick, was takento a hospital in Tallahassee, Fl., where he later died fromhis injuries.


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The American Wood Council andCanadian Wood Council havereleased two new environmental prod-uct declarations for LVL and wood I-joists. Four others—for softwoodlumber, softwood plywood, OSB, andglulam—were released in May.

EPDs are standardized tools thatprovide information about the envi-ronmental footprint of the productsthey cover. The North Americanwood products industry has taken itsEPDs one step further by obtainingthird-party verification from ULEnvironment, a business unit ofUnderwriters Laboratories and anindependent product certifier.

According to AWC president andc.e.o. Robert Glowinski, “With theU.S. Green Building Council mem-bership’s recent approval of LEED v4and its point recognition for disclo-sure and optimization of buildingproduct life-cycle impacts, the valueof these six industry-wide EPDs ingreen building rating systems hastaken a significant step forward.Additionally, the online version of theGreen Globes building rating systemalso provides points for using prod-

help demonstrate to the design com-munity that the wood industry is com-mitted to full disclosure and will miti-gate any false stigmas which mayhave previously existed without scien-tific or justified proof.”

Based on international standards,EPDs have worldwide applicabilityand include information about productenvironmental impacts such as use ofresources, global warming potential,emissions to air, soil and water, andwaste generation.

Business purchasing decisions maysoon require the kind of environmen-tal information provided by EPDs toaccount for factors such as carbonfootprint.

ucts that have third-party-verifiedEPDs. Clearly, there is a need to pro-vide building teams with science-based information on environmentalimpacts of products and primary ener-gy consumption so that moreinformed decisions are possible.”

“The transparency provided in anEPD helps to pinpoint locations in theproduction and supply chain wherewood products exhibit favorable envi-ronmental performance, as well asareas where lower impacts can berealized in the future,” said MichaelGiroux, CWC president. “This type ofobjective, science-based data will

EPDs Issued for LVL, I-Joists

BIP Buys Tru-Wood CabinetBuilding Industry Partners divi-

sion United Cabinet Holdings hasacquired Tru-Wood Cabinet Co.,Ashland, Al., in partnership withTru-Wood president David Rushand cabinet industry veteransMichael Arnaud, Butch Reimer andDan Conner.

Founded in 1990, Tru-Woodmanufactures kitchen, bath and

other home cabinetry at plants inAshland and Lineville, Al., andoperates a DC in Longwood, Fl.

Former c.e.o. Buddy Sharpe isretiring after 23 years with the com-pany.

Reimer, ex-NorCraft, will serveas Tru-Wood president. Conner, ex-Associated Materials, is now chiefinformation officer for UCH.


Bud Thompson has joined KlumbLumber, Gulfport, Ms., as pur-chasing & inventory mgr.

Brandon Dyer, ex-Great Southern, isnew to sales at Wholesale WoodProducts, Dothan, Al., heading upthe industrial reman division andhandling specialty lumber sales.

Christopher Curti has been namedchief financial officer forSuwannee Lumber Co., CrossCity, Fl.

Dave Luecke has been named v.p.-sales & marketing at ForgeLumber Co., Cincinnati, Oh.

Larry Kniceley, ex-Lee WholesaleSupply, is new to window sales atBolyard Lumber, Rochester Hills,Mi.

Dan Taylor has joined the sales forceat Snavely Forest Products,Greensboro, N.C. Greg O’Dono-van is new in Baltimore, Md., as aTrex decking & railing specialist.

Shellie Sellards, ex-Trex, has beennamed v.p.-marketing at Fiberon,New London, N.C.

David D. Bogue, ex-Home Depot, isnew to sales at LS BuildingProducts, Pontoon Beach, Il.

Todd Weaver, ex-Hill CountryInsulation, is new to outside salesat Builders FirstSource,Georgetown, Tx.

Peter Siebert has joined NationalLumber & Building Products,Casper, Wy., as managing direc-tor. He is based in the Dallas, Tx.,area.

MOVERS & Shakers

Jamie Hirsch has been appointedmgr. of Richardson Timbers,Dallas, Tx.

Steve Genda is now general mgr. ofWeekes Forest Products’ GreenBay, Wi., sales office, distributioncenter, and remanufacturing plant.

Mike Littrell, ex-BlueLinx, has beennamed v.p./general mgr. of FridayLumber Co., Tuscaloosa, Al.

Randy Abel has transferred toProBuild, Lomira, Wi., as salesmgr.

Tom Mahoney, ex-Mueller Roofing,is new to sales at BlueLinx,Louisville, Ky.

Dawn Boyle is new to outside salesat Guido Lumber Co., SanAntonio, Tx.

Stephen H. Meima, ex-Design-BuildInstitute of America, was appoint-ed deputy executive director/chiefoperating officer of The GypsumAssociation, Hyattsville, Md.

Keith Rozolis has been promoted topresident of ABC Supply Co.,Beloit, Wi., replacing DavidLuck, who remains c.e.o.

Bryan Schaffrath is now in outsidesales at Lansing BuildingProducts, Chicago, Il.

Wendell Mast has been named direc-tor of operations for ProVia’sHeritage Stone plant in Zanesville,Oh.

Tom Overbeek, ex-Formica, hasbeen appointed DFW regionalsales mgr. at Rugby ArchitecturalBuilding Products, Red Oak, Tx.

Bruce Kennedy is new to MAXUSA, Long Island, N.Y., as WestCoast regional sales mgr., based inthe Los Angeles area.

Tom McIndoe, ex-ARW Drywall, isnow branch mgr. at KamcoSupply, Liverpool, N.Y.

Erik Prinzing has been appointedGreat Lakes regional sales mgr.for InterWrap, Mundelein, Il., cov-ering Il., In., Mi., Oh., and Ky.

Mark Nuckolls has relocated toLowe’s, Springfield, Mo., as storemgr.

Bradley Knisley has rejoinedTimberTech, Wilmington, Oh., asmgr.-customer service & demandplanning.

Marlene Stout is new to outsidesales at ABC Supply, PompanoBeach, Fl.

Laura Brown has been appointed tothe newly created position of v.p.-human resources at Laticrete,Bethany, Ct.

John Runkle has been promoted tov.p.-building sciences at Architec-tural Testing, York, Pa.

Cathy Slater has been named seniorv.p.-OSB, engineered lumberproducts, and distribution forWeyerhaeuser Co., Federal Way,Wa. Adrian Blocker has beenpromoted to senior v.p.-lumber.Miles Drake, chief technologyofficer and senior v.p.-research &development, has retired. LarryBurrows, senior v.p.-wood prod-ucts, will retire Oct. 31.

Richard Kleiner was promoted tosenior director-international busi-ness development for SouthernForest Products Association. EricGee assumed the role of director-treated market business develop-ment, and Vernon Barabino isnow chief financial administrator.

Tom Searles is retiring Jan. 1 after49 years with American LumberStandard Committee, the last 43 aspresident.

James Hannan, c.e.o., Georgia-Pacific, Atlanta, Ga., has beennamed RISI’s 2013 NorthAmerican CEO of the Year. Theaward will be presented at RISI’sannual conference next month inSan Diego, Ca.

Helen Waite is the new customer ser-vice mgr. at Mungus-FungusForest Products, Climax, Nv.Owners Hugh Mungus andFreddy Fungus are looking for-ward to telling customers with acomplaint to “go to Helen Waite.”

WITH FORWARD-THINKINGINDUSTRY-LEADING ANALYTICS,

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ASSOCIATION Update

Mid-America LumbermensAssociation will hold its annual FallFling Nov. 7-8 at Chateau on theLake, Branson, Mo.

Presentations include “NavigatingYour Business through the AffordableCare Act” by Federated Insurance’sScott Warren, “OSHA’s Top 10(Un)Wanted List” by MLA regionalmanager Robert Uhler, and aWashington update by NLBMDApresident Mike O’Brien.

Association of Millwork Distri-butors will gather Nov. 3-7 for itsannual convention and show at CobbGalleria Convention Center, Atlanta,Ga.

Northwestern Lumber Associa-tion is staging a series of board meet-ings over the next month.

NLA and Northwestern Lumber-mens Inc. boards meet Sept. 13-15 inBrookings, S.D. Iowa directors meetSept. 26 in conjunction with the fallgolf tournament at Lake PanoramaNational Golf Course, Panora, Ia. AndNebraska directors gather Oct. 3 in

conjunction with the shooting clay atCrooked Creek Gun Club, Harvard,Ne.

Yard and delivery managers work-shops are set for Oct. 28-29 inTomah, Wi., and Nov. 18-19 inShelby, Ne.

Northeastern Retail LumberAssociation affiliates will be busy inthis fall.

Mid-Hudson Lumber DealersAssociation will host its annual meet-ing Nov. 1 at West Hills CountryClub, Middletown, N.Y.

Northern New York LumberDealers Association will host its 14thannual bowling tournament Nov. 2 atPla-More Lanes, Watertown, N.Y.

Nov. 15 is the date for RhodeIsland Lumber & Building MaterialDealers Association’s annual holidayparty in Warwick, R.I.

North American BuildingMaterial Distribution Associationhas planned its annual conference forNov. 12-14 at Sheraton Chicago Hotel& Towers, Chicago, Il.

Trex Settlement OK’edTrex Co., Winchester, Va., was

granted preliminary approval to payup to $8.25 million to settle a long-running class action suit alleging itsold defective decking that was sus-ceptible to discoloration.

A federal judge in Californiasigned off on the deal, despite opposi-tion from the plaintiff in a parallel suitin New Jersey, who complained thatTrex’s plan to notify class memberswas inadequate and that the release inthe settlement should be limited tothose who actually submit claims.

The settlement resolves lawsuitsbrought by 11 plaintiffs across theU.S. since 2009, which claimed theirdecks were quickly plagued by fungalspotting and discoloration. Accordingto the suits, the product’s 25-yearwarranty promised it would not suffermaterial defects or structural damagefrom fungal decay. Trex, however,denied the allegations, claiming theproblems resulted from environmentalfactors or other issues that were notcovered under the warranty.

Customers who bought Trex deck-ing from August 2004 to the presentcan choose between cash, refund,reimbursement, or cash-rebate.


KAHLE On SalesBy Dave Kahle

Fundamentals ofkey account sellingALMOST EVERY professional B2B salesperson comes to

grips with one of the challenges of penetrating keyaccounts. Key accounts are different than the ordinary andrequire more sophisticated skills and strategies.

Here are four fundamentals for effectively penetratingkey accounts.

1. Recognize that key accounts are different. First of all, they are larger. But that’s only the begin-

ning. Their decision-making processes will be much morecomplex and, in some cases, highly structured. A productthat may, in a smaller account, only need one person’sapproval to purchase can require dozens of people to signoff on it in a key account.

The people have widely different specialty skill sets,perspectives and motivations. In smaller accounts, you mayonly have to deal effectively with an owner or executive. Inkey accounts, the same product may require skillful com-munications with an engineer, a purchasing agent, a projectmanager, and a foreman. Each of these specialties is likelyto have a different personality type, challenging the salesperson to adapt.

Because of the size and complexity, there are a varietyof motivations and agendas inside a key account. A naivesalesperson can be constantly frustrated because they alldon’t think the way he/she thinks. If you don’t adjust yourstrategies and tactics to the unique dynamics of a keyaccount, you will be wasting your time.

2. Approach the organization of your time within akey account like you would your entire territory.

When you look at your territory, you see lots of indepen-dent units we call accounts. You understand that each has aunique set of needs, budgets and personal dynamics, andthat each offers its own set of opportunities.

When you approach a key account, think of it as a terri-tory on its own, with lots of units that act like accounts.These units can be departments, branches, plants or what-ever organization exists within that account. Each one ofthem may conceivably have the ability to purchase or moveforward the purchase of your products and services. Eachunit, whatever it may be, has its own unique set of needs,budgets and personal dynamics. And, in many cases, thepurchasing power of one of those units can far outstrip thepurchasing power of one of your smaller accounts.

Just as you would begin your work in your sales territo-ry by first identifying all the potential accounts, so, too, youbegin your work in a key account by identifying all theindividual units and then understanding the relationshipsamong them. Just as you would take six months or a year tocome to know the accounts in your territory, expect that itwill take a like period of time to identify and come to knowall of the units within your key accounts.

Just as you would attempt to ascertain what opportuni-ties there were in each of your other accounts, try to uncov-er the opportunities in each of the key account units.

While key accounts are more complex and require somemore sophisticated strategies and skills on your part, theperspective that you take to managing your time in a keyaccount should mimic the perspective you take in comingto know the accounts in your territory.

3. Understand that you gain traction in key accountsthrough relationships, leverage and organization.

If you are going to have influence in a key account, youmust have relationships with the influential people.Because of the size of a key account, and the natural move-ment of people within it, that means that coming to knowthe influential people is not an event which has an ending,but is rather a constant process that never ends. Make a listof the people who should know you, and update it afterevery sales call.

Who are the department heads in each of those units?(Please turn to page 50)


FAMILY BusinessBy Wayne Rivers

A tidal wave ofgenerational transitions?DOZENS OF ARTICLES appeared dur-

ing the 1990s about the comingtidal wave of business transitions fromBaby Boomers to their Gen X and GenY children. The articles theorized thatas Baby Boomers got to be 55 andolder, they’d be looking to sell theirbusinesses or pass them on to theirchildren.

The question is: What has hap-pened to the family business transitiontidal wave? Here are six reasons whyfamily businesses are staying in thehands of senior generation familybusiness owners longer:

Age 65 is the new 50. People todayare in better health for longer thanever before. We eat better, exercisemore, smoke less, and take care ofourselves better than previous genera-tions. Therefore, when a family busi-ness owner reaches “normal retire-ment age,” he is often far from readyto retire. He is still filled with energy,ideas, and ambition.

The Great Recession. This reces-sion shocked many family businesses,some of which believed the hype thatthe Federal Reserve had made reces-sions obsolete. If their businesses haveshrunk, senior generation leaders wantto restore them to their former glory.Leaving the business at the tail end ofa historic recession simply doesn’tseem like a good idea to many.

Lack of Ownership SuccessionPlans. Many families still wrestle withthe issues of ownership succession.How do I treat my children fairly andequitably when some work in the busi-ness and some don’t? How will mychildren get along when I’m no longeraround? Is it fair to treat my daughterwho’s c.e.o. the same as her brother

who works on the loading dock, withrespect to ownership succession? If Ileave the company to my kids, will myspouse have enough money to be com-fortable after I’m gone?

Lack of Management SuccessionPlans. It’s hard to beat experience.Even though a 65-year-old familybusiness leader might have incrediblycompetent 40-something children,they are at a severe chronological dis-advantage in the sense that the seniorgeneration had a 20+ year businesshead-start and that gap can never beclosed. While the younger generationmight have all the tools necessary forfuture success, they simply can’treplace the hard-earned experienceDad carries between his ears.

Most closely held companies alsohave two other management succes-sion limitations: a lack of clear, writ-ten, transferable policies and proce-dures for the various jobs in the com-pany and a lack of knowledge transfer,which is the process for formerlytransferring soft information (i.e.,someone’s experience about businesspractices and processes) to youngermembers of the firm.

Lack of Specific RetirementPlans for the Senior Generation.Although 65-year-olds today haveplenty of energy and ambition, mostfamily business seniors have no spe-cific retirement plans that are remotelycapable of consuming their energy andtime. The idea of moving to a retire-ment community, puttering around inthe yard, and the occasional round ofgolf isn’t nearly as compelling andexciting as continuing to fight thedaily battles necessary to put the fami-ly business back in its rightful place.

Since murky retirement plans makefor a nebulous future, and the concretereality of rebuilding the family busi-ness is both present and exciting, stay-ing trumps leaving hands down.

Lack of Buyers for Family andClosely Held Businesses. Anyonelooking to buy a business wants to seea proven methodology for creating topline sales, a management team capableof executing the strategies of owner-ship, loyal employees who won’tleave the business if the family sells,strong financials, and a business thatisn’t dependent on one or a tiny hand-ful of people to make all the decisions.

Unfortunately, even large familybusinesses usually depend on one or ahandful of family members to makevirtually every decision in the busi-ness. If someone buys such a business,he is really buying a job that takes 60to 80 hours a week, creates a greatdeal of stress, and offers no escapehatch when things get hairy.

Most family businesses don’t haveanything to sell because they don’thave genuine businesses. They havejobs (and pretty thankless ones at that).

Will the family business successiontidal wave materialize one day? Givenour steadily advancing ages, it must.Are most family and closely held busi-nesses prepared for the ownership andmanagement succession that must oneday challenge them?

– 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.


EasternWhitePineSpecial Issue

NeLMA millsShipments reach six-year high

MANUFACTURING MEMBERS ofNELMA recently reported their

overall shipments of lumber throughthe first five months of 2013. Thetotals represent a six-year high whencompared with data for the same timeperiod back to 2008.

“These increased shipping totalsare very good news for our mem-bers,” said Jeff Easterling, presidentof NELMA. “We’ve noticed an anec-dotal increase in positive news fromour member mills, so it’s nice to haveit verified via these solid shippingnumbers.”

Through May 2013, a total of337.2 million bd. ft. was shipped.This includes 171 million bd. ft. ofdimension lumber and 166.2 millionbd. ft. of eastern white pine.

Comparing data between the firstfive months of 2013 and 2012, dimen-sion shipments are down slightly(-2%), while eastern white pine ship-ments increased (+6%).

Looking at individual monthlyshipments for eastern white pine,record volumes were recorded forJanuary, March, April and May, basedon the six years of data available.

Please see the NELMA LumberShipments infographs for completeinformation.

For more information on NELMA,please visit www.nelma.org.

NeLMA Lumber ShipmentsDimension

NeLMA Lumber Shipmentseastern White Pine


Game on!New interactive grading training

PLANNED FOR AN October beta release, the NortheasternLumber Manufacturers Association is launching its lat-

est in a series of innovative tools designed to educate thelumber industry about the process of grading lumber.

NELMA is the grading authority for eastern white pineand other important softwoods throughout the Northeast.

“Grading is a tricky art,” said NELMA president JeffEasterling. “There are a lot of nuances that can push aboard from one grade to another, which requires extensiveknowledge of wood characteristics by the grader. Thisimpacts not only the price that mills get for the lumber, butthe way retailers sell lumber, the way architects andbuilders design and specify it, and, ultimately, even con-


HOME PAGE for NELMA’s innovative educational tool, Above Board.

USERS are then scored based on accuracy, just like graders working ona real grading line.

USERS will grade boards as they zoom by at 5, 10 or 20 lugs perminute.

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sumer expectations and confidence inthe product.”

Easterling continued, “Because ofthe complexity of grading, developingan online training tool is extremelychallenging. And to make it a produc-tive tool, we added a fun element tothe learning experience.”

The new tool, called Above Board,is designed as both a training tool forgraders, but also as an engagementopportunity for the rest of the industryand its customers.

Users will be able to login and gothrough Grading School, a kind ofLumber Grading 101 course. Thistraining module presents differentcharacteristics of each grade and thenquizzes the user, giving them instantfeedback on their knowledge of eachgrade.

A VARIETY of badges can be earned forgame-play in Above Board.

pointed out Easterling. “Above Boardwill allow individual graders, entiremills, retail yards, builders, and evenconsumers to challenge each other tograding competitions.”

NELMA has a long tradition ofholding real-life grading competitionsbetween graders and mills. There’s aprestige to taking home the trophyeach year.

“We’re just using technology toreplicate the knowledge exchange andexpand the same camaraderie that

comes from those events,” he added.“Grading lumber isn’t easy, and yet itis vitally important to ensuring qualityand maintaining customer satisfac-tion.”

To be notified about the launch ofthe Grader Game, [email protected] with your emailaddress.

The tool will launch with the east-ern white pine grades in the beta ver-sion, with plans to include Spruce-Pine-Fir using the National GradingRules next year, according toEasterling. Higher-level educationalmodules (grading 201 and 301) arealso in development.

Once the users are confident intheir ability, they then are encouragedto enter into game-play mode. Here,boards are streamed in front of them(users control the lugs per minutespeed) as they grade them in realtime. Scores are calculated to tell theuser how many boards were gradedabove or below actual grade.

Various badges may be earned thatdistinguish a player based on theaccuracy and frequency of use. Userscan also brag about their scores byautomatically posting them to theirown Facebook account, if they wish.

“We’re also very excited about theability to hold online tournaments,”


Lumber & Sons DaughtersWomen’s key role in the lumber industry

WHILE RESEARCHING content for its upcoming docu-mentary, Lumber & Sons, the Northeastern Lumber

Manufacturers Association started uncovering amazingstories of what it already instinctively knew: women haveplayed a major role in the lumber industry.

In production right now is the next White PineMonographs (a semi-annual print magazine with stories,tips and news about eastern white pine), which will featureseveral stories about women and the lumber industry. Thenext monograph (due out this month) includes features onmills run entirely by women during World War II (fillingin for their soldier-husbands), first-hand accounts of whatit is like for a woman to work in a historically male-centricindustry, and a lesson on why women make better lumbergraders than men do.

To make sure you get your complimentary copy of the


MILLWORKER Lucy De Greenia puts trimmed edges on a conveyor thattakes them through a multiple saw operated by Lionel Belanger, one ofthe few men employed at Turkey Pond.

DURING WORLD War II, the U.S. Department of Agriculture employedwomen workers at a timber salvage sawmill at Turkey Pond, nearConcord, N.H. Here, Elizabeth Esty, a pond woman, pushes a log whereshe wants it with a pike in June 1943.

White Pine Monographs, please email [email protected]. And keep an eye on easternwhitepine.org for special web-content for this issue.

Manufacturers of Quality Eastern White Pine• Producing 16 million bd. ft. annually• Weinig Waco maxi planer specializes in pattern stock• Nine Irvington Moore dry kilns –

total capacity 360,000 bd. ft.• All shipments via truck or van are paper wrapped• Marketing throughout the U.S. and Canada via

Wholesale & Wholesale Distributors

Sales: Win Smith, [email protected]

(207) 625-3286 • Fax (207) 625-7399www.limingtonlumber.com


RelaunchNeLMA unveils serious website upgrades

NELMA HAS COMPLETELY overhauled its popular web-site, EasternWhitePine.org, adding new, exciting and

easy-to-use features to create a “newsy” look, improvedreadability, and increased information access.

A new tag cloud allows visitors to check out what’strending throughout industry news at a glance, and thenview all relevant tagged articles.

The NELMA design tool library includes completegrade information, technical data, and reference publica-tions for eastern white pine products.

Ever-changing news blocks feature the latest designtrends and multiple uses of eastern white pine through pro-ject profiles and feature stories.

Free on-screen review of every historic issue of theentire White Pine Series of Architectural Monographs.From 1915 to 1931, NELMA produced 99 Monographs—and they’re all here. An added bonus? The complete seriesof revitalized Monographs (2006 – present) are alsoincluded.

A reader comments and questions section brings theconversation to a new level, with direct interactionbetween all wood-using audiences and NELMA.

“All of these incredible new features have combined tocreate an even stronger information source, cementing ourrole as the one-stop eastern white pine shop for consumers,

EASTERNWHITEPINE.ORG has been completely overhauled toimprove value for Northeast wood products buyers.

builders, designers, architects, engineers and more,” saidJeff Easterling, president of NELMA.

For more information, visit www.easternwhitepine.org.

EasternWhite

PineSpecial Issue


Winning designNeLMA announces winner of 2013

Sustainable Versatility Design AwardBENJAMIN GREER, a senior at

Northeastern University inBoston, Ma., was recently named therecipient of the 2013 NELMASustainable Versatility Design Awardfor his entry, “Lovells Island MarineBiology Research Center.”

The Sustainable Versatility DesignAwards, sponsored by the Northeast-ern Lumber Manufacturers Associa-tion, is a design contest for architec-


ture, engineering and design studentscurrently enrolled in an accreditedarchitecture program to design a mod-ern sustainable structure featuringeastern white pine. Judges look fordialogue-inspiring, future-predicting,forward-thinking designs.

Design parameters for the 2013competition challenged students to re-imagine the use of eastern white pinein the modern classroom.

As first place winner, Greerreceived a $750 cash award and visit-ed the NELMA annual meeting inApril 2013, where he spoke about hisproject and received his award fromNELMA president Jeff Easterling andproject judge Rob Robillard.

Jeff Easterling, president ofNELMA, commented about Ben’sentry: “The goal of the SustainableVersatility Design Award is to engage

WINNING PROPOSAL used eastern white pine as both a versatile building material and as an aesthetic strategy to pull the natural world into the build-ing. Conceptually, the design is a “pine block” that has been carved and eroded over time. The pine siding allows for the project to read as a solid where itneeds to, as well as accent the void spaces created by community program.


our young architects and challengethem to think differently about includ-ing wood in their designs. Ben did anexcellent job of translating the manybenefits of eastern white pine as partof an inspiring, forward-thinking pro-ject entry. ”

Rob Robillard, editor of the popu-lar “A Concord Carpenter Comments”blog, principal of The ConcordCarpenter renovation company, andhost of A Concord Carpenter cableTV show, served as a SustainableVersatility Awards project judge.Following the award presentation toGreer, Robillard said, “This is exactlywhat the building and architectureindustries need: entities like NELMAreaching out to the next generationwith educational information on thebenefits of wood.”

Winning Project:Lovells Island MarineBiology ResearchCenter

Greer chose real-life Lovells Islandas the fictitious site of his marinebiology research center design entrybecause the island possesses a climateand ecological zones that dovetailedwith the purpose of the structure: ahands-on scientific retreat for marinebiology students and instructors to usefor short-term classes or for longer,

NORTHEASTERN UNIVERSITY seniorBenjamin Greer (right) receives the 2013NELMA Sustainable Versatility Design Awardfrom Rob Robillard (left), host of A ConcordCarpenter.

rented time periods in which exten-sive research could be conducted.Greer’s 6,593-sq. ft. facility has thecapacity to house up to 30 people andcontains two research labs.

Using eastern WhitePine

Greer’s proposal integrates easternwhite pine both as a versatile, light-weight and beautiful building materialand as an aesthetic strategy to drawthe natural world into the building.Conceptually, the design is a “pineblock” that has been carved and erod-ed over time. The use of eastern white

pine siding on the exterior allows thebuilding to be perceived as a solid,while the same pine material accentsadditional exterior features, eventual-ly flowing from the outside directlyinto the building, creating a continu-ous surface between the natural andthe educational.

Greer said he enjoyed learningmore about eastern white pine andplans to integrate the material into hisdesigns in the future.

Greer’s favorite things about work-ing with eastern white pine are itsstrength, durability and aestheticvalue. “Pound for pound, it’s an


EASTERN WHITE pine decking begins amid the forest and continues into the building, providing a continuous surface from the natural world to the edu-cational world.

incredibly strong material,” he said.“It’s a lightweight, fantastic finishmaterial offering great variety, texture

great environmental choice.”Scheduled to graduate from

Northeastern University in 2014 with

and grain. Eastern white pine is agood insulator, which is very impor-tant. And, it grows back, making it a


LOCATED ON an island, the facility must be entirely self-sufficient, but in an efficient and sustain-able manner. Systems include solar panels, rain-water collection, a 138-ft.-long rain-garden, andagricultural harvesting.

a BS in architecture, Greer is current-ly employed with Utile Design inBoston.

Founded in 1933, NELMA is thenot-for-profit rules-writing agency foreastern white pine lumber and thesteward of the lumber industry in theNortheast. NELMA is also the gradingauthority for eastern spruce, balsamfir, the Spruce-Pine-Fir (SPFs) group-ing, and other commercially impor-tant eastern softwood lumber species.

To see a PDF of Greer’s winningentry, please visit www.sustain-ableversatility.org. This same pagewill hold contest and entry informa-tion very soon for the 2014 competi-tion.

For more information on NELMA,visit www.easternwhitepine.org andwww.nelma.org.


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NEW Products

Windows with StyleSignature Series aluminum-clad wood

windows and patio doors from WeatherShield can be ordered in a full range ofstyles and configurations.

New Tri-Core frame technology com-bines moisture-resistant materials, afusion-welded sub frame, and multi-cham-ber sub-frame components to achieve highlevels of energy efficiency and thermalperformance.

Interiors are available in standard pineor optional alder, with a choice of primedor factory-applied paint or stains.Hardware comes in white, tan, brushednickel, and rustic bronze.

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Patches in a PinchPresto Patch from DAP sim-

plifies drywall repairs, reducingthe time and difficulty of gettingthe job done.

Each patch is constructed of1/2” thick drywall, pre-cut into acircle with drywall taping paperattached.

When covered with joint com-pound, the result is permanentbonding between the patch andwall.

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durability and low maintenance.Features include spans up to 10

ft., custom bent radiuses, three linerail options, and stainless steel hid-den fasteners.

Top rails are available in bothpeaked and flat cap styles.Pyramidal and flat newel caps fitstandard 6”, 8”, 10”, and 12”columns. Standard balusters are1.25” square.

INTEXMILLWORK.COM(856) 293-4100

Extruded RailingHampton extruded rail system

by INTEX Millwork Solutions iscrafted from cellular PVC, for

©2013 Simpson Strong-Tie Company Inc. DECKTOOLS12-D

Deliver more deck sales.

Many lumber dealers are seeing their annual deck sales increase with the use of DeckTools® software. The program is simple to learn and easy to navigate – in fact,

dealers can design a deck in a few minutes, keeping them on the show fl oor (rather than in the backroom designing by hand). Your customers also will

be impressed with your DeckTools software as they see a professional, 3D photo-quality image of their deck attached to their house. The program is customizable and includes many brand-name decking manufacturers, which makes it easy to show and sell upgrades that you stock. And it takes care of all the paperwork with quotes, take-offs and plans.

DeckTools makes it easy to deliver more deck sales. Learn how by signing up for a free demonstration at www.strongtie.com/decktools or (800) 999-5099.


Concrete SealChemMasters’ new concrete

cure and seal product can be usedon driveways, garage floors, andsidewalks.

Silencure SRT provides a cur-ing compound and penetratingsiloxane sealer in a single prod-uct, which can be applied on newor older unsealed concrete.

CHEMMASTERS.NET(800) 486-7866

Bridging ConnectorA DBC drywall bridging con-

nector from Simpson Strong-Tieis designed to fit smaller webknockouts common to drywallstuds.

The cold-formed steel fasteneris load-rated for smaller 3/4” u-channel bridging. It is compatiblewith conventional and propri-etary drywall studs ranging from15-33 mil thicknesses, with studdepths of 3-5/8” and 6”.

It also enables one- to two-screw installation, reducing laborand material costs.

STRONGTIE.COM(800) 999-5099

Ultra-Flushing ToiletThe Ultra Flush toilet from

Gerber Plumbing is now avail-able as a WaterSense-approved1.28 gpf model.

Other features include a SloanFlushmate pressure vessel, non-corrosive solid-brass tank-to-bowl bolts, and an insulated tank.

Other options are both roundand elongated configurations,plus an elongated ErgoHeightcombination.

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Seam TapeDuckBack’s new seam tape

bridges transition areas such asseams and joints on plywooddecks, concrete, metal and fiber-glass.

The product contours over andaround seams, joints, cracks,vents, drains and flashing to addstrength and flexibility. It can beused prior to a top-coat applica-tion of Superdeck Deck & Dockelastomeric coating.

SUPERDECK.COM(800) 825-5382


New Diesel LiftsNew diesel lift trucks from Cat Lift Trucks are

designed to meet EPA’s Tier 4 emissions standards.The DP40N1-DP55N1 series provides a 21.6%

increase in fuel efficiency, in addition to increasedperformance and reduced emission levels. The enginealso features low-noise levels, for reduced operatorfatigue.

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Insulated SheathingGAF’s EnergyGuard polylso insulated sheathing

helps reduce energy costs while increasing occupantcomfort, by eliminating thermal bridging.

The product is manufactured with EPA-compliantblowing agents that contain no CFCs or HCFCs. It canbe used in a range of applications, including cavityand masonry walls, stud walls, exterior stucco, re-sid-ing, and vaulted ceilings.

Boards measure 4’x8’ in thicknesses of 0.5”, 0.75”,1”, and 2”.

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Improved Electric LiftsMitsubishi’s new electric forklifts feature several

standard improvements and value-added options. Equipped with three-phase AC technology, the

FBC22N2-FBC30LN2 lifts are designed for maxi-mum power and energy efficiency. Easy access tomajor components simplifies periodic inspection andservicing, helping to decrease costs and downtime.

Ergonomics have been improved by more space inthe operator compartment, a full suspension seat thatcan be adjusted three ways, and conveniently locatedhydraulic levers.

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cer July 26 in Branchburg, N.J.He served as vice president of

operations for Channel Home Centerand regional director for Rickel HomeCenters, before joining JaegerLumber, Union, N.J. He last served asregional retail consultant for AceHardware.

Charles Carey Elder, 53, presi-dent and owner of New World ForestProducts, Crowley, La., died July 6 inSulphur, La.

He worked for several industrycompanies, including his fatherDonald Elder’s Elder Forest Products,Sulphur, before founding New Worldin 2000.

Don W. Williams, 96, owner ofGilmer Lumber Co., Gilmer, Tx., diedAug. 16 in Longview, Tx.

He graduated from Texas A&MUniversity in 1938 and served in theU.S. Navy during World War II.

John Randolph “Randy” Peep-les, 93, president of B&R Lumber &Supply Co., Bishopville, S.C., diedAug. 19 in Sumter, S.C.

He was a World War II veteran,reaching the rank of captain in theU.S. Army and serving in campaigns

IN MemoriamC.E. “Buddy” Klumb Jr., 85,

c.e.o. of Klumb Lumber, Point Clear,Al., died Aug. 7 in Point Clear.

After graduating from MississippiState University with a B.S. in chemi-cal engineering, he worked as a lum-ber salesman for Hood Lumber,Jackson, Ms., from 1951 to 1953.

He then went to work for hisfather, Roy, at the family’s lumbercompany. When Roy died in 1957,Buddy became president.

Mr. Klumb also served as presi-dent of several lumber associations,including the North AmericanWholesale Lumber Association,which honored him with itsMulrooney Award.

Thomas Baird McIlvain, 96,founder of T. Baird McIlvain Co.,King of Prussia, Pa., died of cancerJuly 29 in Rosemont, Ga.

During the Depression, he left highschool in the 10th grade to work in hisfamily’s mills in West Virginia. Hestarted his own company in 1956 andretired in 1984.

In the 1990s, the company’s namewas changed to TBM Hardwoods.

Paul T. Abate, 69, longtime NewJersey lumber executive, died of can-

Key Account Selling(Continued from page 32)

Who are influencers? The decisionmakers? Who could be a champion foryou?

Not only do you need to proactive-ly expand your relationships deep intothe organization, but you also need tofocus upward, and come to knowthose people who oversee combina-tions of units, and the C-level peoplein the corner suites.

There is a fundamental equation inB2B sales, and it operates just as reli-ably in key accounts as it does else-where:

Relationships lead to opportunities.Opportunities lead to projects.Projects lead to sales.So, if you want to increase your

sales, begin with relationships. Theprimary way you do that is to leverageevery question, every positive rela-tionship, every conversation, andevery opportunity to more of the same.Leverage, in this case, means using

something to create something addi-tional. In other words, you use everyconversation as an opportunity to openthe door to more. Assume the attitudethat there is always more. There aremore people to meet, more opportuni-ties to uncover, more problems tosolve, and more needs to fill.

In every single sales call, you oughtto ask, “Who else should I be talkingto?” Or, “Who should I know in xxxxdepartment?” If you successfully sellsomething, that experience should beleveraged to uncover the next opportu-nity. If you meet someone, that rela-tionship should be leveraged to createmore. And so it goes, unending.

4. Finally, remember keyaccounts are no place for the unor-ganized salesperson.

Successfully selling to a keyaccount requires organizational toolsand disciplines that are a stretch forthe average salesperson. Imagine allthe people you need to know, multiplythem by the relationships and agendas

among them, overlay that with theaccount’s strategies, needs and bud-gets, factor in all the opportunities andthe steps in each process necessary tobring it to fruition, and you'll begin toget an idea of the degree to whichyou'll need to collect information,store it, and continually use it. Asophisticated CRM system is a must,as is the discipline to use it religiously.

While these few ideas are not thewhole story, they will get you startedin your efforts to successfully sell tokey accounts. Recognize the differ-ence, plan your time as if each were asales territory on its own, and applythe weapons of relationship, leverageand organization to the task. You’ll bewell on your way.

– Dave Kahle is a leading sales educa-tor, speaker, and author of nine books,including How to Sell Anything to AnyoneAnytime. Reach him through [email protected].

KLEER LUMBER’S new photo contest—whichruns through Oct. 31—allows contractors toshow off trim and decking projects using Kleertrim and decking products, plus the chance toqualify for prizes, free publicity, and free prod-uct samples.

in both North Africa and Italy. His early career included manage-

ment and sales in building materialswith Sumter Millwork and PalmettoForest Products Co.

Genevieve C. Roehrman, 91,retired co-owner of RoehrmanLumber & Hardware, Hope, Ks., diedJuly 25.

Keith A. Morgan, 59, owner ofLake Forest True Value Hardware,Lake Forest, Il., died unexpectedlyJuly 23 in Libertyville, Il.

He had owned the store for the past22 years.


SLMA

CO

NFER

ENC

EPhotos by SLM

A

SOUTHEASTERN Lumber Manufacturers Association recently held itsannual conference in Point Clear, Al. [1] Bill Griffin, Jeremy Griffin. [2]Helen & Lovick Mims, Jeannie Brodie. [3] Mary & Bobby Dixon. [4] TamaraMoore, Cindy Pollard. [5] Alex Seabolt, Sandie Sparks, Dickie Elliott. [6]

Chris & Emily deMilliano, Fred Stimpson. [7] Victoria & Ben Stimpson, Jack& Sue Jordan. [8] Jay Jordan, Beverly Knight. [9] J.T. McShan, KatherineShackleford. [10] Bryan Smalley, Mike McCoy. [11] Robin Little, J.D.Hankins. [12] Hank Scott, Alexis Sivcovich, Furman Brodie.

Now distributing ABACO™

Tropical Hardwood Decking

Lee Roy Jordan Lumber Company • 877.533.7695 • jordanredwood.comRedwood • Western Red Cedar • Southern Cypress • Douglas Fir • Ipé

Your Source for LARGE TIMBERS, SPECIALTY PRODUCTS, & REMANUFACTURING


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. To reply to ads with private box numbers, send correspondence to

box number shown, c/o BPD, 4500 Campus Dr. #480, Newport Beach,Ca. 92660. Names of advertisers using box number cannot be released.

PRODUCTS FOR SALE

WANTED TO BUY

NORTH FLORIDA building materials dealerfor sale. Thirty-plus years in business, one loca-tion. Serious inquiries please respond by emailto [email protected].

BUSINESSES FOR SALE

CLASSIFIED Marketplace

WANTED TO BUY WANTED TO BUY

TRI-STATE LUMBER CO.Your Southern Yellow Pine

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

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

FOR SALE: Complete building materialsconcern located in Northern SoutheastFlorida. The site features rail siding withspur, an unloading dock, and manufactur-ing/assembly buildings for millwork, doors,rebar, and hollow metal doors and frames.This concern serves custom home, multi-family, national tract builders, and commer-cial builders in the State of Florida and theCaribbean. Materials supplied include, butare not limited to, lumber, rebar, millwork,windows, storefronts hollow metal doorsand frames, and architectural hardware.Contact Box 112, c/o Building ProductsDigest, [email protected] orFax 949-852-0231.

GENERAL MANAGER – TROPICAL HARDWOOD DECKING

Thompson Mahogany CompanyPhiladelphia, PA

www.thompsonmahogany.com

HELP WANTED HELP WANTED

We are a major direct importer of tropicalhardwood decking. We maintain a largeinventory of ipé, massaranduba, cumaru andgarapa decking to support our sales. We sellto lumber companies in T/L & LTL. Wealso prepare individual decking orders inour “One Deck at a Time” program and runcustom millwork for our customers.

We are looking for a general manager withexperience in both sales and management.We offer a competitive salary and completebenefit package.

Reply in confidence to:Donald A. Thompson, President, [email protected].

Visit the ALL-NEWBuilding-Products.

com• More news • User-friendlier layout

• Frequent updates throughout each day• Smartphone & tablet accessible

• Improved search features• Event photos • Videos • Surveys

• Building products stock ticker


DATE BookListings are often submitted months in advance. Always verify

dates and locations with sponsor before making plans to attend.

Ace Hardware Corp. – Sept. 11-13, fall market, O.C. ConventionCenter, Orlando, Fl.; (630) 990-7662; www.acehardware.com.

Eastern New York Lumber Dealers Assn. – Sept. 12, board meet-ing, Rensselaer, N.Y.; (518) 286-1010; www.nrla.com.

Long Island Lumber Assn. – Sept. 12, annual meeting, Holbrook,N.Y.; (518) 286-1010; www.nrla.com.

Massachusetts Retail Lumber Assn. – Sept. 13, board meeting/fallouting, Hyannis, Ma.; (518) 286-1010; www.nrla.com.

Blish-Mize Co. – Sept. 13-14, fall market, Overland Park Conven-tion Center, Overland Park, Ks.; (800) 995-0525; blishmize.com.

Northwestern Lumber Association – Sept. 13-15, board meetings,Brookings, S.D.; (763) 544-6822; www.nlassn.org.

North American Wholesale Lumber Assn. – Sept. 16-19, woodbasics course, Corvallis, Or.; (800) 527-8258; www.nawla.org.

Mid-Hudson Retail Lumber Dealers Assn. – Sept. 17, board meet-ing, Newburgh, N.Y.; (518) 286-1010; www.nrla.com.

Pennsylvania Forest Products Association – Sept. 17, annualmeeting, Penn Stater Conference Center Hotel, State College,Pa.; (717) 901-0420; www.paforestproducts.org.

Sustainable Forestry Initiative – Sept. 17-19, annual conference,Westin Riverwalk, San Antonio, Tx.; www.sfiprogram.org.

Central New York Lumber Dealers Assn. – Sept. 19, board meet-ing, Syracuse, N.Y.; (518) 286-1010; www.nrla.com.

Construction Suppliers Assn. – Sept. 19-20, annual meeting,Peachtree City, Ga.; (678) 674-1860; www.gocsa.com.

Kentucky Forest Industries Assn. – Sept. 20-21, expo, MastertonStation Park, Lexington, Ky.; (800) 203-9217; www.kfia.org.

Monroe Hardware – Sept. 20-21, market, Cabarrus Events Center,Concord, N.C.; (704) 289-3121; www.monroehardware.com.

True Value Co. – Sept. 20-22, fall market, McCormick Place West,Chicago, Il.; (773) 695-5000; www.truevaluecompany.com.

Virginia Forest Products Association – Sept. 20-22, 55th annualconvention, Virginia Beach, Va.; (804) 737-5625; www.vfpa.net.

Construction Specifications Institute – Sept. 24-27, annual con-vention & show, Nashville, Tn.; (800) 689-2900; www.csinet.org.

Forest Products Society – Sept. 24-27, testing & evaluation woodsymposium, Forest Products Laboratory, Madison, Wi.; (608)231-1361; www.forestprod.org.

Rhode Island Lumber & Building Material Dealers Assn. – Sept.25, meeting, Burrillville, R.I.; (518) 286-1010; www.nrla.com.

Empire State Forest Products Association – Sept. 25-26, annualmeeting, Syracuse, N.Y.; (518) 463-1297; www.esfpa.org.

Mid-America Lumbermens Association – Sept. 26-27, trout fish-ing event, Cotter, Ar.; (800) 747-6529; www.themla.org.

Principia Composite Decking & Railing Conference – Sept. 28-29, Baltimore, Md.; www.deckrailconference.com.

Composite Panel Association – Sept. 29-Oct. 1, fall meeting,Baltimore, Md.; (301) 670-0604; www.compositepanel.com.

Northwestern Lumber Association – Sept. 29-Oct. 4, Oregon milltour; (763) 544-6822; www.nlassn.org.

National Retail Federation – Sept. 30-Oct. 2, annual summit,McCormick Place, Chicago, Il.; (800) 673-4692; www.nrf.com.

Lumbermens Association of Texas – Oct. 1-2, fall board & com-mittee meetings, Austin, Tx.; www.lat.org.

Eastern Building Material Dealers Association – Oct. 2-3, Mid-Atlantic Pro Dealer Summit, Hotel Hershey, Hershey, Pa.; (800)296-3278; www.ebmda.org.

National Hardwood Lumber Assn. – Oct. 2-4, annual convention,Omni Hotel, Fort Worth, Tx.; (800) 933-0318; www.nhla.org.

Southern Forest Products Association – Oct. 3-4, fall meeting,New Orleans, La.; www.sfpa.org.

New Jersey Building Materials Dealers Assn. – Oct. 4, annualfishing trip, Atlantic Highlands, N.J.; njbmda.org.

Forest Products Society – Oct. 9-11, Wood Adhesives 2013,Toronto, Ont.; (608) 231-1361; www.forestprod.org.

Ohio Construction Suppliers Association – Oct. 9-11, Ohio/Kentucky roundtable, Oshkosh, Wi.; Oct. 16-17, installed salesroundtable, Cincinnati, Oh.; (614) 267-7817; www.myocsa.org.

Construction Suppliers Association – Oct. 15, insight meeting,Savannah, Ga.; (678) 674-1860; www.gocsa.com.

North American Deck & Railing Association – Oct 16, annualmeeting, Lakeside Center at McCormick Place, Chicago, Il.;(888) 623-7248; www.nadra.org.

DeckExpo – Oct 16-18, Lakeside Center at McCormick Place,Chicago, Il.; (866) 475-6495; www.deckexpo.com.

Remodeling Show – Oct. 16-18, Lakeside Center at McCormickPlace, Chicago, Il.; (866) 475-6495; www.remodelingshow.com.

House-Hasson Hardware Co. – Oct. 17-19, market, ChattanoogaConvention Center, Chattanooga, Tn.; (800) 333-0520;www.househasson.com.

Do it Best Corp. – Oct. 19-21, fall market, Indianapolis ConventionCenter, Indianapolis, In.; (260) 748-5300; www.doitbestcorp.com.

National Lumber & Building Material Dealers Assn. – Oct. 23-25,annual conference, Nashville, Tn.; www.dealer.org.

North American Wholesale Lumber Association – Oct. 23-25,Traders Market, Mirage, Las Vegas, Nv.; (800) 527-8258;www.lumber.org.


ADVERTISERS IndexFor more information on advertisers, call them

directly or visit their websites [in brackets].

Advantage Trim & Lumber [www.advantagelumber.com]..........48

Anthony Forest Products [www.anthonyforest.com] .................33

BC Shake & Shingle Association [www.bcshakeshingle.com]....7

BW Creative Wood [www.bwcreativewood.com] ........................26

Chicago Suburban Lumber [chicagosurburbanlumber.com] ....46

Coastal Forest Products [coastalforestproducts.com] .....Cover II

Crumpler Plastic Pipe [www.cpp-pipe.com] ................................53

Durgin & Crowell [www.durginandcrowell.com] .........................43

Do it Best Corp. [www. www.independentdoitbest.com]..............5

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

Fasco America [www.fascoamerica.com]....................................25

Feldman Wood Products [feldmanwoodproducts.com].........4, 13

Fiberon [www.fiberondecking.com] ....................................Cover II

Great Southern Wood Preserving [www.yellawood.com]......8A-B

GRK Fasteners [www.grkfasteners.com].....................................30

Hancock Lumber [www.hancocklumber.com].............................39

Idaho Forest Group [www.idahoforestgroup.com] .......................3

Jaaco Corp. [www.jaaco.com].......................................................49

J.D. Irving [www.jdirvinglumber.com] ..........................................45

Lee Roy Jordan Lumber Co. [www.jordanredwood.com]...........51

Limington Lumber [www.limingtonlumber.com].........................40

Maze Nails [www.mazenails.com].................................................29

North American Wholesale Lumber Assn. [nawla.org]...............23

Northeastern Lumber Manufacturers Assn. [www.nelma.org]...35

Norbord Industries [www.norbord.com] ......................................21

Parksite [www.parksite.com] ................................................Cover I

Pennsylvania Lumbermens Mutual Insurance [plmins.com] .....11

Pleasant River Pine [www.pleasantriverlumber.com].................37

PrimeSource Building Products [www.primesourcebp.com] ....22

Redwood Empire [www.redwoodemp.com].................................27

Richardson Timbers [www.richardsontimbers.com] ..................24

Robbins Lumber [www.rlco.com] .................................................44

RoyOMartin [www.royomartin.com] .............................................31

Sandy Neck Traders [www.sntraders.com] .................................41

Seaboard International Forest Products [www.sifp.com]...........36

Sherwood Lumber [www.sherwoodlumber.com]........................28

Simpson Strong-Tie [www.strongtie.com]...................................47

Swanson Group Sales [www.swansongroupinc.com] .....Cover IV

TAMKO Building Products [www.evergrainchallenge.com].......19

Tank Fab [www.tankfab.com]........................................................15

Warren Trask Co. [www.wtrask.com] ...........................................38

Western Red Cedar Lumber Association [www.wrcla.org] ..........7

IDEA FileThe Old Fashioned WayTomasini’s Rex Ace Hardware & Country

Store, Petaluma, Ca., has survived since 1907 by solv-ing problems the old-fashioned way—even if thatmeans a sale is not involved.

Here’s an example: When a customer came into thestore and said the latch on her sliding door had comeloose and fallen into the frame, a store employee loanedher a magnet to retrieve the latch and explained how toreattach it.

“He could have sold me the $26 kit and mademoney, ” recounts the customer, after returning themagnet to the store.

“I’ve always tried to be a little different,” says JeffTomasini, who has owned the store for 29 years. “Werevolve around the homeowner. It’s good, old-fash-ioned service. We’ll take a lamp into the back and fixit. If we’re not swamped, we’ll do anything for you.”

Tomasini says that his goal is to “to have it all, sopeople don’t have to run all over town. We may not sella hundred of certain items a week, but we don’t care. Alot of places don’t carry the things that don’t move.”For example, the store carries fans in the winter,heaters in the sum-mer, and canningsupplies all year long.

The store is alsoknown for treating itsemployees well.

“I’ve had resent-ment toward manage-ment,” says Tomasiniof previous jobs.“That’s not here. I don’t expect them to do anything Idon’t do.” He gets there at 5:30 a.m. to sweep, re-stock,take out the trash, and clean the bathrooms, whateverneeds to be done.

“I prefer seasoned employees who know whatthey’re talking about,” he says. “Most of my guys havehad their career. They’re semi-retired and know theirstuff.”

The country store half of the business is run byTomasini’s wife, Gro. “We’re two stores in one,” hesays. “She keeps trying to encroach on my space.”

When the store burned in 2006, Tomasini was“astonished and touched” by how much the communitycared and how badly they missed the store. “I knewthey got what we’re trying to do here,” he says. One ofthe many signs tied to the fence that surrounded thecharred ruins read, “Hurry up, Jeff. I need a new toiletplunger.”

When it came time to rebuild, Tomasini was deter-mined that the new store be as much like its old-fash-ioned predecessor as possible. As an example, fewernails were used during installation of the hardwoodfloor, so it would creak like the old one had. “Althoughthe feel isn’t quite the same, it’s close,” he says. Healso “hides” the computers and prices items with a tag,which are rung up by hand.

“Shopping’s supposed to be fun,” he says.“Sometimes I sit up here in my upstairs office and itsounds like a party down there.”

BPDBuilding Products Digest

4500 Campus Dr. No. 480Newport Beach, Ca. 92660-1872

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