Building Products Digest - September 2010

OSB IS LOOKING UP � SELLING REDWOOD & CEDAR � WHITE PINE SPECIAL ISSUE

SEPTEMBER 2010

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

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44 � Building Products Digest � September 2010 Building-Products.com

September 2010 �� Volume 29 �� Number 7

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BPD BuildingProducts Digest

Special Features9 FEATURE STORY

OPPORTUNITIES IN OSB: SIPS, PRODUCER

UPDATE, MOISTURE-RESISTANT

SUBFLOORING, GREEN CERTIFICATION

12 MANAGEMENT TIPSONLINE RESOURCES FOR REDWOOD

13 INDUSTRY TRENDSWHAT’S AHEAD FOR REDWOOD?

14 PRODUCT SPOTLIGHTWESTERN CEDAR SIDING GOES GREEN

16 INDUSTRY TRENDSCHANGES IN STRUCTURAL FASTENERS

20 COMPETITIVE INTELLIGENCEWISCONSIN DEALER STAYS POSITIVE

29 SPECIAL FOCUS: EASTERNWHITE PINESPECIAL MARKETING SECTION BY NELMA

In Every Issue6 TOTALLY RANDOM

22 OLSEN ON SALES

24 GREEN RETAILING

36 MOVERS & SHAKERS

38 FAMILY BUSINESS

40 ASSOCIATION UPDATE

41 IN MEMORIAM

42 NEW PRODUCTS

46 OVER THE COUNTER

48 CLASSIFIED MARKETPLACE

49 DATE BOOK

50 IDEA FILE

50 ADVERTISERS INDEX

BREAKING INDUSTRY NEWS &INDUSTRY PHOTO DOWNLOADS

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TOTALLY RandomBy Alan Oakes

66 � Building Products Digest � September 2010

Do you know how to drive thepeople who drive your business?

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BPDBuilding Products Digest

I WAS 16 YEARS OLD and needed to earn money to pay for those Saturday nights out on thetown. So I found my first real paid job selling clothes every Saturday at a local men’s

store. And I loved it! Apart from the great discounts on the clothes—meaning I neverearned anything at the end of the day—I enjoyed the banter with the men and even morewith their girlfriends. But the biggest thrill was making the sale. When the summer recesscame, I started working there full-time. I discovered I loved selling.

Three years later, after dropping out of college and working in accounting, finance andbanking, I realized I would never enjoy office life or earn enough money to fulfill all mydreams—including my short-term goal of affording a car. So I went into real selling, whereI knew I could earn better money and, most importantly, a company car. I started in theU.K. with a large U.S. FMCG (fast moving consumer goods) company and enjoyed thetravel, the chase, the sale, and, of course, the car. In fact, I think my second sales job deci-sion was based on getting a better car!

But the reality is that for many of us in selling, we never planned it—it just happened.We may have even seen it as a stop-gap measure till something better came along. Yetsomehow many of us find ourselves still in it 20, 30 years down the road. If successful, lit-tle else offers the same thrill and same financial rewards. When those commissions starthitting and we see our lifestyles, needs and egos grow bigger, it’s hard to walk away.

In fact, if we are good, we don’t want to do anything else. We may hate having to pan-der for a sale, but even if we have been fired for missing a target or two, we still expectourselves to be motivated and as bright as a button after that fifteenth “No” of the day.Whatever we end up doing, we always need to know how to sell. Even in my c.e.o. jobs, Icouldn’t wait to get out into the field with those who drove the success of my companies.And there lies the rub. Too many companies fail to recognize that their company lives ordies by the talent in their sales force. They see sales as that necessary evil, the ones con-stantly complaining, lacking humility, and always asking for more. They do not realizewhat the sales force deals with day in and day out, especially in these times. Try getting a“No” every call, try sounding as positive at 4 p.m. as at 8 a.m., try working on a newaccount for a year and then losing it to issues outside of your control, try dealing with iratecustomers whose orders were botched, etc., etc.

Inside and outside rarely see eye to eye. You ask sales to toe the line, yet think outsidethe box. You tell them it can’t be done, yet expect them to find a way to make it happen.You say you’ll work on it when you have time, yet demand they get the deal done now.

Yes, we may be demanding, poor at paperwork, averse to playing by the rules or toeingthe company line or caring about your problems. But it’s that same spirit that makes ussuccessful salespeople. We sell—and get rejected for—who we are. Some of us take it per-sonally. Others let it roll of their backs and move on to the next success. We build net-works, we answer to our customers often more than to our own company, we face ever-changing targets, and our jobs are on the line more than any other position in the company.Last quarter’s sales are but a faded memory by the end of the next quarter. What mostinside don’t understand is that it is our success or failure that keeps everyone else’s jobgoing or not. And we carry that burden each and every day.

We shouldn’t be taken for granted or have our budgets changed just to avoid payingbonuses. Our opinions, gleaned from being on the ground everyday, should be listened to. Respect our role and don’t see us asdemanding, overbearing and dumber than doorknobs. Don’tforce us to do dishonorable things or cram product down cus-tomer’s throats. Understand what your decisions will mean toyour customers. Management needs to be accountable just asit expects us to be.

Our role is to understand the needs of our customers,find a solution at a price the customer will accept,walk the order through the system, face up whenthings go wrong, and solve problems often not ofour own making. We sell one order at a timewith no guarantee of a future order, particularlyif we don’t get it right. And, yes, your cus-tomers are my customers. We all suffer thesame consequences of success and failure.

Alan Oakes, [email protected]

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Building-Products.com September 2010 � Building Products Digest � 99

FEATURE StoryOpportunities in OSB

DESPITE FOUR YEARS of declining U.S. housing starts,the structural insulated panel (SIP) industry—a top

consumer of OSB—has avoided the full force of the reces-sion, according to a recent survey by the StructuralInsulated Panel Association.

Results indicate that the industry experienced a modest12% decrease in residential production volume in 2009,compared to a 28% drop in U.S. single-family housingstarts over the same time period.

2009 is the fifth consecutive year the industry hasgained share in the residential market. It is now estimatedthat the panelized building system accounts for between1% and 2% of U.S. single-family home starts. SIPA execu-tive director Bill Wachtler attributes much of the industry’sgrowth to the increasing popularity of green and energy-efficient homes. SIPs are composed of insulating foamsandwiched between two structural facings, creating aneffective thermal barrier that can save homeowners up to50% on heating and cooling costs.

“The rising cost of energy and concern over global cli-mate change has really pushed green building into themainstream,” said Wachtler. “SIPs give architects andbuilders an easy way to create an airtight building envelopethat will improve the energy efficiency and durability ofany home or light commercial building.”

Of the total 42 million sq. ft. of SIPs produced in NorthAmerica in 2009, 43% went to residential buildings, 32%to non-residential buildings, and the remaining 24% wereused for non-building purposes, such as industrial coolers.An estimated 1,300 commercial buildings were constructedwith SIPs in 2009, including schools, retail stores, and

agricultural buildings. Non-residential production declined19% from the previous year.

“Like all industries, we are affected by the recessionand the drop in new construction,” said Wachtler. “But thestrong marketshare gains we’ve experienced in the residen-tial market indicate that the SIP industry is likely to see asignificant boost in production as the economy recovers.”

Several different combinations of materials are used toconstruct SIPs, but the basic concept remains the same. Byfar, the most popular facing materials are OSB and metal.Plywood and other materials such as fiber cement boardaccount for only 6% of SIPs used in building applications.

The top regions for SIP use are the Mountain, EastNorth Central (upper Midwest), and Pacific regions.

Opportunities in OSBStructural insulated panel

sales hold up

OSB 2010LOUISIANA-PACIFIC, Nashville, Tn., enjoyed a spike in

OSB prices in the spring, as second-quarter 2010 OSB salesjumped 122% to $217 million. LP has eight OSB plants run-ning and two idled.

“The U.S. economy remains in an unsettled state thatrequires companies to be extremely agile to respond to wideswings in demand,” said c.e.o. Rick Frost. “I believe we’llsee an erratic path for the rest of 2010 and into next year.”

NORBORD, Toronto, Ont., also saw second-quarter prof-its rise—to $37 million vs. an $18-million loss a year earlier.

The boom persuaded Norbord to run its nine NorthAmerican OSB mills ran at 100% of capacity, compared to85% in the first quarter.

“Economic news continues to be mixed; however, ahousing recovery is taking hold and we remain confident thatour financial performance will continue to improve on theprior year,” said c.e.o. Barrie Shineton.

WEYERHAEUSER, Federal Way, Wa., has been operat-ing five OSB mills this year, though this month it will restartits plant in Hudson Bay, Sk., after a two-year break.

“The Hudson Bay OSB mill is important to our OSB sys-tem, and we expect its resumed operation will help us opti-mize production across our facilities as the market recovers,”said Cathy Slater, v.p., iLevel Engineered Wood Products.

Hudson Bay’s annual capacity is 550 million sq. ft.,though volume will be limited in 2010.


OSB 2010AINSWORTH, Vancouver, B.C., was encouraged by ris-

ing OSB prices in the first half of the year to increase pro-duction at its facilites in 100 Mile House, B.C.; GrandePrairie, Alb., and Barwick, Ont. ,

As demand increases, Ainsworth is poised to add anoth-er 1.1 billion sq. ft. to its current operating capacity of 1.6 bil-lion sq. ft., by adding a second production line at GrandePrairie and restarting its idled facility, co-owned with bank-rupt Grant Forest Products, in High Level, Alb.

OSB PRODUCER Ainsworth has introduced an engi-neered subfloor solution that utilizes a unique tech-

nology to accommodate the effects of swelling due tomoisture exposure.

New PointSIX Flooring features a patented tapered-edge technology whereby a thin layer of the highly com-pressed fiber along all four edges of the OSB panel ismilled off, removing the part of the subfloor that’s mostprone to swelling. PointSIX takes its name from researchresults indicating a .6mm taper depth to be the most effec-tive in reducing edge swell.

The engineered solution was developed over five yearsof extensive research and testing, in which PointSIX wassubjected to repeated wet and dry cycles to simulatesevere, wet jobsite conditions. In one rigorous test, theengineered panel was flooded for 14 days. After dryingout, the average edge swell was contained to 0.01 inch, notmuch more than a sheet of paper.

The taper on PointSIX is almost imperceptible, and it’sa dimension that won’t require sanding. With moisture, thewood fibers expand to essentially “fill up to flush” themicro-taper. If no moisture contacts the engineered sub-floor, it does not require any filler or mastic. APA-approved for structural integrity, PointSIX features a pre-cise tongue-and-groove profile for a secure fit.

“Builders recognize what many manufacturers arereluctant to admit: wood swells when it gets wet,” com-mented Robert Fouquet, v.p.-marketing & sales forAinsworth. “We’ve brought an entirely new approach tosolving the problem before the subfloor gets to the job site,by engineering the panel to accommodate moisture.”

The idea for PointSIX came from Steve Bailey, techni-cal manager at Ainsworth’s OSB mill in Barwick, Ontario.

“I suddenly had this epiphany: that by shaving a slighttaper off the panel edge, we could avoid the problems asso-ciated with edge swell,” Bailey explained.

The solution at first seemed too simple to be effective,but research, trials and field tests proved it to be a viablesolution. “The big question we’ve had from builders is,‘Why hasn’t someone thought of this before?’” saidBailey.

According to Fouquet, PointSIX products will be pricedcompetitively, with no additional cost for the new technol-ogy. “We believe that every builder should be able toexpect subfloor that offsets the effects of moisture withoutpaying a premium,” said Fouquet.

For the premium level PointSIX Durastrand Flooring,suitable for high-end projects such as custom homes,Ainsworth offers a lifetime limited warranty againstdelamination and a 180-day no-sand guarantee. ForAinsworth’s standard PointSIX Flooring, it’s a 25-yearlimited warranty.

Other OSB manufacturers have also tried to improvemoisture resistance in their subflooring products.Louisiana-Pacific recently introduced two premium sub-flooring products with higher levels of waxes and resins toresist edge swell. LP TopNotch 350 series offers a 100-dayno-sand warranty, the 450 series a 200-day no-sand war-ranty.

Norbord has long produced a premium OSB subfloor,Stabledge, and now has a mid-priced offering, Pinnacle,and a reformulated commodity product, TruFlor.

Opportunities in OSBTapered-edge subflooringoffsets moisture exposure


WHETHER IT’S TO BULK UP their green image or to uncov-er more ways to rack up LEED points, builders are

searching for environmentally-approved versions of con-struction materials, and OSB makers are answering the call.

Environmental certification is a natural for OSB, sincemanufacturers have long contended that their products heldgreen advantages over plywood because OSB can be pro-duced from smaller trees and cuts down on waste.

The majority of North American OSB producers nowoffer third-party certification. OSB from Louisiana-Pacific,Georgia-Pacific, iLevel by Weyerhaeuser, Norbord, andHuber Engineered Woods is certified by the SustainableForestry Initiative. Tolko products are certified to CanadianStandards Association and Environmental ManagementSystem ISO standards.

Buyers can also pay a premium for OSB subflooringthat’s Forest Stewardship Council certified—from Norbord,RoyOMartin, and G-P (thanks to its purchase of GrantForest Products’ mill in Englehart, Ont.).

“When it comes to being ‘green,’ we pride ourselves onlistening to our customers and strategically aligning ourtimber base and manufacturing processes with the cus-tomer’s request for environmentally responsible buildingproducts,” said Bobby Byrd, OSB sales manager forRoyOMartin. “Our decision to become FSC certified in2001 proved to be a sound one, both for the environmentand consumers.”

G-P’s DryGuard and Huber’s AdvanTech subfloor alsocarry the NAHB Green Approved label, and the latter isalso ESR certified.

Additionally, producers have upgraded OSB’s associa-

tion with energy savings by transforming their panels intoradiant barriers, including L-P’s TechShield, Ainsworth’sThermastrand, Weyerhaeuser’s Structurwood, Norbord’sSolarBoard, G-P’s Thermostat, Langboard’s EnergyLock,and RoyOMartin’s Eclipse and WeatherGuard (which dou-bles as a vapor barrier).

Opportunities in OSBOSB manufacturers

show off their green side

OSB 2010GEORGIA-PACIFIC, Atlanta, Ga., expanded its OSB

offerings to include oversized and FSC-certified panels withits acquistion of Grant’s OSB plants in Englehart andEarlton, Ont., and Allendale and Clarendon, S.C.

G-P already operated six other OSB mills, although itsfacility in Mount Hope, W.V., is slated for closure Oct. 1.Plant manager Neil Belt blamed “current market conditions.It remains unclear as to when the facility will reopen orwhether it will reopen at all.”

HUBER ENGINEERED WOODS, Charlotte, N.C., contin-ues operating five OSB mills from the Southeast to Maine.

ROYOMARTIN, Alexandria, La., continues expanding thecapabilities of its three-year-old facility in Oakdale, La.,including formulating its 7/16” OSB to carry four differentAPA gradestamps.

“Our customers ask us how to drive their inventory costsdown,” said OSB sales manager Bobby Byrd. “We respondwith products that can perform multiple tasks, thus reducinginventory costs by having to inventory one item versus four.”

Its OSB structural panels also have received third-partyverification from the Reflective Insulation ManufacturersAssociation International.

TOLKO, Vernon, B.C., returned to full production in Janu-ary at its plant in Meadow Lake, Sk., which was damaged bya late 2009 fire. Its other OSB mills remain mothballed.

LANGBOARD produces OSB at its plant in Quitman, Ga.

GRANT FOREST PRODUCTS, Englehart, Ont., sold fourof its facilities to G-P after filing for bankruptcy protection.

At least two groups of investors have expressed interestin Grants’ mill in Timmons, Ont., but it would take $35-40million to get it running again.


Redwood grows itsweb resource

REVAMPED WEBSITE from California Redwood Association stressesthe green attributes of redwood.

MANAGEMENT TipsMarketing Resources for Redwood

green,” says Mion. “We want retailers and consumers tounderstand there is a wealth of science behind the assertionthat choosing redwood is an environmentally friendlychoice, and this video presents key findings in just a fewminutes. The video elaborates on the green attributes ofredwood beyond the advantages of redwood being arenewable, sustainable resource.”

New studies have shown that naturally durable woodproducts offer significant environmental benefits comparedto manufactured composites, particularly with regards toenergy and greenhouse gas emissions. Because most of theenergy used to produce redwood comes from the sun,whereas most of the energy used to produce compositedecking comes from burning fossil fuels, choosing red-wood can lower a consumer’s carbon footprint. In fact,because redwood is half carbon by weight, a redwood deckcan actually store more carbon than is released to theatmosphere during the entire manufacturing and trans-portation process.

“When you store more carbon than you release duringmanufacture, you have a positive overall affect on green-house gas emissions,” notes Mion. “The typical redwooddeck can store more than a half ton of carbon.”

In another effort designed to add retailer value, CRAhas updated its award-winning sales-training course andcut the enrollment fees. Redwood Basics for Sales &Marketing, a self-paced correspondence course proven inthe field for more than a dozen years, provides valuabletraining on all aspects related to selling redwood.

The course addresses topics ranging from what gradesare appropriate for certain applications to details on red-wood chemistry, finishing tips, sustainable forestry certifi-cation, and more. The enrollment fee has been reduced to$100 per student. For more information or to sign up forthe course, contact Anita MacKusick at (925) 935-1499 [email protected].

“It’s important that everyone in the supply chain be ableto articulate the environmental benefits of choosing red-wood,” Mion says. “Retailers are encouraged to downloadmaterials from our site and share them with customers, andto establish links from their website to ours. We’re com-mitted to making our website a valuable tool to help drivesales.”

THE CALIFORNIA REDWOOD Association has added a newvideo to its website to help retailers and consumers

understand the green attributes of redwood decking. Thenewest addition to the site is consistent with CRA’s plan tobetter educate consumers and retailers on the environmen-tal advantages of choosing redwood.

“We launched a revamped website in June with the goalof providing retailers and consumers with a more valuable,easy-to-use reference for all things redwood,” says BobMion, CRA’s marketing director. “We put a new frame-work in place with the expectation that the site wouldgrow.”

CRA’s newest video is a slight departure from the videocontent already on the site. The new-look site features“how-to” videos designed to accompany downloadableproject plans, with contractor Jeff Imwalle demonstratingproper construction techniques. The latest video, Redwoodfor Green Living, runs about four minutes and is meant tohelp consumers considering a decking purchase.

“Consumers have questions about what it means to be


age: beautiful grain patterns, easy towork with, and long lasting. Redwoodis my first choice for all exterior deck-ing projects.”

Even given the momentum thatredwood is experiencing in the mar-ketplace, how will the industry remaincompetitive in the future? The red-wood industry cannot rest on its lau-rels and assume that the material will“sell itself.” In order to successfullycompete in a crowded market, red-wood will have to continually improveand innovate its product offerings,product quality, and marketing com-munications. The industry will alsohave to create value-added support forits distributors, retailers, and contrac-tors. Marketing campaigns must bettercommunicate to consumers the bene-fits of redwood and support our chan-nel partners more effectively.

And, finally, our industry mustbegin to effectively communicate ourforest stewardship practices and thefact that natural redwood products arethe truly sustainable and renewablematerial for outdoor living spaces. Ifwe are successful, redwood will retainits legacy as a leader in the outdoorliving category for years to come.

– Carl Schoenhofer is vice presidentand general manager of The CaliforniaRedwood Co., Arcata, Ca., (707) 268-3000; www.californiaredwoodco.com.

INDUSTRY TrendsBy Carl Shoenhofer, The California Redwood Co.

What’s ahead for redwood?WITHOUT A DOUBT, the past

decade has proven to be one ofthe most challenging business envi-ronments that the redwood industryhas ever faced. In addition to the head-winds created by the recent economicdownturn, redwood products havefaced increasing competition fromcomposite offerings that have chal-lenged its leadership position in keymarkets. These challenges have forcedthe industry to reevaluate its marketposition and create new strategies forremaining competitive in an increas-ingly crowded market.

Despite the inroads made by com-posites in the marketplace, naturalwood still represents the lion’s shareof all decking materials (with approxi-mately 80% of the total market, pri-marily southern yellow pine). Red-wood occupies a premium, niche seg-ment of the total decking industry,with an approximate market share of17% west of the Rockies. Due to theeconomic pressures of the downturn, itis likely that the industry will experi-ence consolidation within distributionand manufacturing.

Several key consumer trends areaffecting the markets that redwoodproducers serve. Changing consumerneeds in the outdoor living segmenthave created an environment in whichconsumers are much more careful intheir purchasing decisions. Due toeconomic uncertainty and decreasinghome equity, consumers are moreprice-sensitive and more likely to stayclose to home.

With approximately one-quarter ofhomeowners facing a situation wherethey are “underwater” in their mort-gages, many consumers are choosingto upgrade their current homes tomake them more livable, instead ofbuying a new home. One of the mostpopular upgrades to achieve thisobjective is the addition of a deck oroutdoor living space (approximately82% of all homeowners desire an out-

door living space to share with friendsand family). The segment’s growthhas been focused primarily on smallerand less expensive projects than wewitnessed during the housing boom.

How is redwood performing inthese market conditions? Dealersreport that redwood is in a “sweetspot” due to its superior performance,natural beauty, and excellent priceposition. Consumers who have navi-gated to “new” materials have comeback to revisit redwood. It is certainthat this has been partially price-dri-ven (redwood is consistently lessexpensive than composite material, forexample), but we also hear that con-sumers are coming back to redwoodbecause it is a “tried and trued” mater-ial they can trust.

Research also consistently showsthat redwood is perceived to be themost beautiful outdoor lifestyle mater-ial. Although consumers are price-sen-sitive, they still care very much aboutthe aesthetic value of their outdoor liv-ing projects. Contractors report thatredwood is increasingly popular intheir projects because it can help cre-ate customized outdoor living spacesat an incredible value relative to otheroptions.

Greg Vorce, Vorce Construction,Chula Vista, Ca., sums it up best: “Asa third-generation craftsman, I learnedthe benefits of redwood at an early

Photo

by Th

e Califor

nia Redwo

od Co.


STYLISH HAS BEEN REDEFINED as beautiful, durable andsustainable. Materials that offer all three qualities pro-

vide the most value—especially when it comes to siding.Exteriors make both that all-important initial impressionand figure heavily in environmental impact.

Wood meets all three style criteria. Independent researchverifies wood’s green credentials. A life cycle assessmentperformed by FPInnovations-Forintek, Canada’s leadingforestry research laboratory, found western red cedar to bethe “most sustainable building material.” The study took acradle-to-grave look at environmental impacts of variousbuilding materials, comparing residential siding applica-tions such as WRC, brick, fiber cement, and vinyl.Complex analysis considered such factors as resource use,water use, energy use, transportation and waste created.

WRC fared best overall among siding choices. It wasfound to create lower greenhouse gas emissions and allowfor recycling and energy recovery opportunities that cutmethane gas emissions in landfills. Alternative buildingmaterials, often lauded for durability, create more environ-mental life cycle burden than wood, according to the studycommissioned by the Western Red Cedar LumberAssociation.

“As green building regulations become the standard inbuilding, consumers who previously favored more ‘mainte-nance-free’ materials as their siding products of choice willneed to consider alternatives such as western red cedar tohelp lessen their environmental footprint,” said green con-sultant John Wagner.

Siding with greenOutdoor apparel retailer Columbia Sportswear places a

premium on high design, function and sustainability whenselecting materials for its stores. The Portland, Or.-basedcompany selected WRC exterior siding for a new Seattlestore and a remodeled flagship store because of the wood’saesthetic and environmental appeal.

WRC also contributed warmth, longevity and characteras one of the more prominent sustainable materials of theMargarido House in Oakland, Ca.—the first home in thecountry to receive LEED-H certification and a GreenPointrating from the state.

Cedar’s performance and maintenance record is alsostrong, so the choice to finish a WRC project is up to theproject owner. WRC can weather naturally or, with theapplication of a protective coating to ensure maximum per-formance, retain the natural beauty of the wood, or enhancethose good looks by applying coatings in an array of colors.

A factory-applied primer and/or top coat keeps cedar’slong-lasting good looks and ensures optimum performance.Some applicators offer long-term warranty programs.Factory priming is performed in an industrial setting wherea machine applies a coating to all six sides of each board.Coated boards are dried prior to shipment to the job site.

Pre-primed siding and trim delivered to a job site shouldbe kept dry and clean prior to installation. All field cutsshould be resealed with a primer prior to the boards beinginstalled. Top coating should be completed as quickly aspossible, as most primers are not intended to be exposed tonatural weathering for more than 90 days.

Factory finishing is similar to the above process; howev-er, it allows for the additional application of one or two top-coats of acrylic latex paint, solid stains, or natural stains injob lot quantities and in the colors selected by the builder orhomeowner.

A beautiful example of a well-finished home—HillsideHouse in Mill Valley, Ca.—marries high design and highsustainability in an elegant natural wood exterior. Wrappedin the reddish hues of WRC siding, the house is the firstLEED-for-Homes Platinum custom home in Marin Countyand one of only a handful in Northern California.

“An important part of minimizing the impact of a projectinvolves selecting products, like western red cedar, thatminimize the carbon footprint from manufacture to enduse,” said Mike McDonald, owner of McDonaldConstruction & Development, the green builder that con-structed the home.

Recent history suggests consumers will continue to pushfor the best design and most sustainable materials, whilearchitects work to balance those needs in what some arecalling “eco chic.” Durability will always be important tobuilders. Natural wood siding offers the whole package.

PRODUCT SpotlightWestern Red Cedar Siding

WESTERN RED CEDAR siding offers the top three qualities sought in abuilding material—beauty, durability and environmental friendliness

Photo

by Western R

ed Cedar Lu

mber Assn

.


Coating InnovationsNew coatings are now available

that exceed the standards of hot-dipgalvanized fasteners. It is importantthat building inspectors and others getup to speed on these new coatings inorder to determine if the coating hasenough microns of plating to match orexceed hot-dip galvanizing.

The education of builders, contrac-tors, inspectors, code officials, andhomeowners will continue to be thekey to fastener growth and innovation.The best way for dealers to encouragecustomers to upgrade to better fasten-ers is to educate them about the prod-ucts, their choices, and the results ofthose choices. Since fasteners are sucha small cost of the overall project, italways pays to specify and buy theproper fastener for the job.

– Bill Tucker is a fastener project man-ager with Simpson Strong-Tie. He can bereached at [email protected].

DEALERS MUST KEEP UP on the latestconstruction trends in order to

provide customers with the right fas-tener for the right building materialand ensure the best home buildingpackage. Fastener companies canassist dealers and builders to makesure they are educated about the fac-tors that impact proper fastener instal-lation.

Structural Screws forLaminated Materials

More diverse building materials areentering the marketplace, and fastenercompanies have been charged withkeeping up with these new materials.Glue-laminated beams (glulam, LVL)are a good example. They’re engi-neered in several different sizes for awide range of load capacities andapplications. Traditional, old-style lagscrews do not have the performance

requirements that are needed withtoday’s engineered building products.To handle the load capacity of thesebuilding materials, a larger diameterfastener is required.

Installation of traditional lag screwsin glulam materials also poses a chal-lenge. The correct way to install a tra-ditional lag screw is to drill a pilothole for the thread length and an over-size clearance hole for the shank of thefastener. This practice is very timeconsuming and costly. Couple thatwith the need for larger fasteners andyou’ve spent a lot more money on thejob.

To address the problem, manufac-turers are creating fasteners for engi-neered building products with safety,load capacity, corrosion resistance,and speed of installation in mind.These new structural wood screws aredesigned for a variety of wood-to-wood applications and feature specialthread and point styles that in mostcases reduce installation torque, makedriving fasteners easier and pre-drilling unnecessary, and minimizewood splitting—while still meetingthe requirements of the building.

Structural Screws for Use withMetal Connectors

In some structural connector appli-cations, screws have been developedto replace nails. For example, in tightspaces or overhead applications,screws are much easier and more con-venient to install then standard struc-tural connector nails. New structural-connector screws feature an optimal-size shank that is specifically designedto match fastener holes in connectors.The fasteners’ material also mimicsthe bend and yield of a connector nail,achieving the appropriate load valuesneeded with metal connectors.

STRONG-DRIVE SD structural-connectorscrews have been tested and approved for usewith many popular Strong-Tie connectors.

STRONG-DRIVE SDW structural wood screwsare code-listed to fasten multi-ply truss andengineered-wood assemblies.

INDUSTRY TrendsBy Bill Tucker, Simpson Strong-Tie

Structural fasteners turn onchanges in building materials


DEALER BriefsLaCrosse Lumber Co., Jack-

sonville, Il., was destroyed by an Aug.23 fire of undetermined origin.

The dealer has had a lumberyardon the site since 1901.

Depot Building Supply, Lex-ington, S.C., is closing after 26 years.

True Value Hardware, York,Ne., has been acquired by Blake andCasey Burgess from Jane Thompson.

Her husband, Loren, had operatedthe store from 1965 until his passingearly this year.

Blake had been an assistant man-ager at an Ace Hardware in DesMoines, Ia.

Blevins Building Supplyopened its 6th location, in WestJefferson, N.C. (Will McNeil is storemgr.).

Brinkmann True ValueHardware, Blue Point, Va., held anAug. 7 grand reopening to celebrate itsexpansion from 5,000 to 11,000 sq. ft.

The remodel incorporates the co-op’s Destination Format.

Shoreline Lumber, Fort Myers,Fl., added a showroom in Cape Coral,Fl., for marine construction materials.

Plainville True Value Hard-ware, Plainville, Ct., is closing thismonth after more than 60 years.

Mobile Lumber & Millwork isrenovating its Mobile, Al., store.

Busbee’s Hardware, TexasCity, Tx., has closed after 69 years,with the retirement of owner Benny C.Busbee.

ANA Enterprises closed its twoAce Hardware stores in Norman,Ok., as it restructures to relieve debt.

Stores remain in Purcell andBlanchard, Ok.

Lowe’s submitted plans for a100,000-sq. ft. store in Hoover, Al.

Menards expects a spring 2011opening for a two-story, 236,000-sq. ft.“mega-store” in Eden Prairie, Mn., andhas broken ground on a 240,000-sq. ft.store in Columbus, Oh.

Marling Adds Wisconsin YardMarling Lumber will add a lumber-

yard to its HomeWorks showroom inJanesville, Wi., by October.

Marling opened the 17,000-sq. ft.showroom, incorporating a new com-pany headquarters, 14 months ago ona former Wolohan Lumber site.

Its existing lumberyard inJanesville, as well as operations inMadison, Waukesha, Green Bay, andEdgerton, Wi., continue to operate.

Kentucky Dealer FloodedGraham Lumber, Flemingsburg,

Ky., was damaged by excessive rainand flooding in late July.

The nearby Fleming Creek floodedafter a total of 6 inches of rain fell,according to owner Woody Graham.“It got into our lumber sheds,” he said.“We had a lot of inventory damagedthere.”

Also damaged were several cargocontainers, two delivery trucks, andfour or five delivery trailers.

Graham said it was the worst flood-ing he’s seen in the area and cleanupwould take several days. “I’ve got allmy workers here and I think we canhandle it, but everybody’s been reallysupportive—right down to my bankershowing up and saying, ‘Hey, whatev-er you need.’”

Cincy Showroom ExpandsHyde Park Lumber & Design

Center, Cincinnati, Oh., has expandedits showroom to 8,000 sq. ft. andupdated its website to reflect newproducts now offered.

“Although we have always catered

to male customers and contractors, weare now seeing more and more womencome into our showroom with theirown list of requirements for remodel-ing jobs,” said owner Mike Judy,whose great-grandfather started thebusiness in 1902. “The whole idea isto let the customer see exactly whatthe product looks like when used,before they buy it.”

The expanded center includes deco-rated mini-rooms and a large displayarea for exterior products such as lightpoles, decking, columns, and siding.

“There is so much available in oneplace, saving customers and contrac-tors from running around town to finddifferent products,” said Judy. “If it isfor interior or exterior, new construc-tion or remodeling, we are the placefor most of your building needs.”

Depot Adds Quick DC in OhioHome Depot started receiving mer-

chandise in its newest DC last month,in a 657,000-sq. ft. building in VanBuren, Oh.

General manager Lance Hunt saidthe new facility is called “a rapiddeployment center” because goodswill be there no more than threedays—versus the 14 to 21 days com-mon at traditional DCs.

He said it’s all part of Depot’sstrategy to make it easier to keep theright products in stock when con-sumers need them.

The “RDC,” Depot’s fifteenth, willdistribute to 127 stores in easternMichigan, northern Ohio, westernPennsylvania, and Buffalo, N.Y.Three more RDCs are planned.

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New England Lumber Specialties, W. Springfield,Ma., has closed after 22 years.

Cushman Lumber, Bethel, Vt., has acquired the for-mer North Pacific reload in Charleston, N.H.

Georgia-Pacific will indefinitly idle its OSB mill in MountHope, W.V., beginning in October.

LP Building Products’ OSB mill in Roxboro, N.C.,has added LP TechShield to its manufacturing capabilities.

Roxboro becomes LP’s fifth OSB mill to produce the radi-ant barrier sheathing.

Uniboard will close its particleboard laminating plant inFostoria, Oh., Oct. 1.

Uniboard bought the facility from Industrial Dimen-sions Inc. in 2000.

BlueLinx is now distributing Barrette OutdoorLiving’s Xpanse brand railing, fencing, sheds, lattice andyard accents nationwide.

Advantage Trim & Lumber Co., Grover, N.C., isnow distributing cumaru decking and FSC-certified Brazilianteak and tigerwood.

Haddon Windows & Doors is the new name ofHaddon Windows, Bensalem, Pa., which had been oper-ating as Accu-Weld.

Fiberweb’s Typar facility in Old Hickory, Tn., is nowmarketing and distributing Benjamin Obdyke’s HomeSlicker rainscreens that incorporate Typar housewrap.Boston Cedar, Holbrook, Ma., is distributing the new

Home Slicker Plus Typar rainscreen in the Northeast.

Universal Forest Products, Grand Rapids, Mi., hasacquired manufactured housing/RV component distributorShepherd Distribution Co., Elkhart, In., for its UFPDistribution subsidiary.

LP Building Products, Nashville, Tn., was awardedthe UL label for its LP FlameBlock fire-resistant sheathing.

Railing Dynamics, Egg Harbor Township, N.J., wasawarded a patent for its Novaline cellular PVC railing.

Versatex, Pittsburgh, Pa., received national code compli-ance CCRR-0149 for its cellular PVC trim, after testing byArchitectural Testing Inc., and was certified as a GreenApproved Product by the National Green Building Standard.

The producer is also now offering trimboards in 12’ lengths.

Azek Building Products , Scranton, Pa., haslaunched a green website at www.cpggreeninitiative.com.

Redesigned websites: American ArchitecturalManufacturers Association, www.aamanet.org … BWCreative Wood, www.stairsimple.com … HardwoodCouncil, www.hardwoodcouncil.com … SupersealWindow & Door Co., www.supersealwindows.com.

.

SUPPLIER BriefsMcClain Takes over North PacificʼsHardwood Operations

McClain Forest Products, Alton, Mo., announces theacquisition of North Pacific’s Missouri and Arkansas hard-wood lumber and flooring operations.

The deal includes drying yards in Van Buren andRaymondville, Mo., and Western Grove, Ar., and an officein West Plains, Mo.

McClain is the parent company of Ozark MountainHardwoods, which has drying concentration yards in Altonand Koshkonong, Mo., where it has produced OzarkMountain Hardwood brand flooring.

All locations now operate as McClain Forest ProductsLLC, with headquarters moved to West Plains. All floor-ing, including the former Ozark Mountain Hardwood line,will be branded under the Springcreek Flooring trademark.

Darwin Murray, who spent 10 years running NorthPacific’s Missouri hardwood operations, is now presidentof McClain. D.Q. Perna is v.p., and Larry Rainwater, chieffinancial officer.

BlueLinx Granted More Time toAnalyze Buyout Offer

Cerberus ABP Investor LLC has given BlueLinxHoldings, Atlanta, Ga., more time to evaluate a proposed$49.6-million offer by the private equity firm to buy alloutstanding shares of the distributor’s common stock.

Cerberus already owns a 55.4% stake in BlueLinx. Thecash tender offer was extended from Aug. 27 to Sept. 3 atthe request of a special committee of BlueLinx’s board.


TIMING IS EVERYTHING. That’s boththe good news and the bad news

in this desolate economy if you’vebeen dreaming of adding another yard.Time to turn lemons into lemonade?

A year ago, when things were attheir bleakest, Dennison Lumber, ofrural Northeast Wisconsin, took the

Thinking positive pays offplunge. They anted up for real estatethey’d had their eye on, then built anew store in Shawano, 30 miles and30 minutes from Dennison’s originalyard, operating in Clintonville since1981.

The new store is different, explainsco-manager Cody Bessette. And that’s

COMPETITIVE IntelligenceBy Carla Waldemar

what made it a now-or-never opportu-nity. “Our original store is in the mid-dle of nowhere,” he admits, whereonly its contractor base can find it. InShawano, owner Rod Dennison pur-chased the name and inventory oflongstanding Retail Lumber, with itsestablished retail following, then pro-ceeded to erect a brand new 18,000-sq. ft. store from scratch. In a merefour months. And in the midst of adeadly Wisconsin winter.

Says Cody, laughing now that it’sdone and over, “It was a challenge!We built it between November 1,2008, and April 1 last year. For thesize, a big, big task. Besides, we gothit with winter snow daily, so we’dspend the mornings shoveling it, thenwork all afternoon—and start over thenext morning.”

But back to our original premise: Iftiming is everything, then—why now?

“It was a good decision,” he sub-mits. “We got better prices by buildingin 2009; the price of lumber wasdown. Plus, we were able to negotiatedeals with vendors and manufacturers,who needed to move inventory.” Tosweeten the pot even further, idle con-tractor customers were delighted topitch in on the project—and likely toreturn the business as an uptick gainsmomentum.

In the new building, they and theirhomeowner customers now have ashowroom to visit, which already isdriving business upward as planned,Cody reports. “Before, they had toorder something from a catalog, butpeople want to touch and feel, not buysomething out of a book. It’s helpedus big-time,” he testifies. “Sales are upin all those departments,” thanks to thenew kitchen design center and displayareas for windows. “We’re addingflooring, too,” he says.

WISCONSIN’S Dennison’s Retail Lumber owner Rod Dennison—with manager Cody Bessette at hisside—cuts the ribbon (above) for his new store, which (below) was designed to resemble a log cabinso it fits into the vacation home community.


ager—one to the manner born, all right, but not exactly tothe industry. Until hired at Shawano, the young man hadworked in the automotive field. But, as he himself under-scores, “You can teach product knowledge, but you can’tteach customer service,” an area in which he clearly knowshow to shine.

New business comes Dennison’s way thanks to its out-side sales crew. “It’s a small, tight community,” explainstheir boss, “so you know what’s going on. We don’t go outscouting building permits. I’m not a believer in that; bythen, it’s usually too late.”

While contractor business is bigger in dollar amounts,percentage-wise the new Shawano store draws more retailcustomers. And, while few new homes are going up in thishard-hit area (its interior door plant went into bankruptcy,throwing many town folks out of work, but hopes are for arestructuring), homeowners are working on smaller pro-jects—maybe replacing windows or doors.

“Even during this struggle, there’s remodeling goingon,” Cody notes, pointing to nearby summer cabins in thisvacation mecca, for which the new Shawano store—designed to resemble a log cabinitself—is ideally located. “We’revery visible from the highway, sowe’ll get ’em coming or going. Andthey still seem to have money tospend!”

So, even during this slowdown,“sales have increased in mostdepartments, especially ournew ones. Now,” he boasts,“we can compete!”

Plumbing and electrical SKUs have mushroomed as well.Hardware also has multiplied, and by strategic planning:“There’s an existing hardware store in town, so finally wecan compete with them. And if we don’t carry something,”he adds, “we’ll get it for you.”

And they’ll deliver it. Thanks to the 19-strong staff ofexperienced employees Dennison inherited, “we go theextra mile. We answer homeowners’ questions and walkfolks through their projects—something the boxes” innearby Wausau and Green Bay “can’t hope to offer. We tryto beat them on service,” Cody explains. “People shopthem once, then come back to us. They weren’t happy.”

Having two stores now allows for greater buying power.And inventory can quickly be shifted between locationswhen needed. “Plus, we’re a member of a nine-yard buyinggroup,” Cody adds. The Clintonville store, which servescontractors, also offers a forklift to rent.

Contractors love the new Shawano store, too. It wasdesigned to include a special area where they can enjoyfree coffee and doughnuts while their orders are beingfilled, as well as a second-story conference room.

Cody uses this space to host a variety of the classesthese pros need to keep up their accreditation in the state’sbuilders association—sessions on lead paint safety, trussesand engineered wood, housewrap and other new prod-ucts—“another new service to gain and retain a builder’sbusiness,” Cody explains. “When a contractor is success-ful, that makes us successful,” this savvy manager knowsfull well. In the months to come, he plans to host addition-al contractor events, such as cookouts.

He encourages his own staff to sit in on these sessions,too, when duties allow. They’re otherwise mentored on thejob by Dennison’s veteran outside sales and counter per-sonnel. “We care about our co-workers just as much as ourcustomers,” Cody notes. “That’s why they stick with us.”

He’s proven himself to be a smart and passionate man-Carla Waldemar

[email protected]

RICH WOODSY feel carries through from the exterior, straight through the sales floor and right to the central sales counter.


James OlsenReality Sales Training

(503) 544-3572james@reality- salestraining.com

Those who want to be liked more than they want to growtheir business will not make you money and will be diffi-cult to fire.

8. Read two books: Top Grading for Sales by BradfordSmart and Greg Alexander and The Ultimate SalesMachine by Chet Holmes. Both have developed “systems”for hiring salespeople. Both are short and very specificabout the steps.

9. Put the potential hire in front of a committee. Inaddition to getting buy-in from our current sales team,questions coming from different mind-sets are a great test.We are also able to observe our potential hire more freelythan we would be able to in a one-on-one interview.

10. Dig in on the details of their resume. Drill all-the-way-down on the sales question. Many applicants say theywere in sales when they were only involved with the salesprocess.

11. Ask about best/worst order. Great sellers will givea lot of detail and will show emotion as they tell the story.Journeymen salespeople will give less. An applicant’sanswers will tell us how developed a salesperson we havein front of us. Beware the excuse maker!

12. Test the personal. Caliper Inc. has an affordablepersonality test for evaluating possible hires.

13. Don’t be the “college transition” job. The bestsalespeople are the ones who have already sold or arealready selling. These people are looking to better theircareer, not just land a job.

14. Family, children, mortgages and consumer goods.People who have, like and want these things are good sales-people. We don’t want to hire a bohemian minimalist tosell for us. We want people who are self-motivated to make money. If we have tomotivate, we are lost before we begin.

Building a sales team is a long-termproject. Hiring the wrong salesperson willderail our growth efforts more than anyother thing we do. The best time tosolve the struggling, non-prof-itable salesperson problem isbefore it happens.

FRIENDLY, OUTGOING AND DRIVEN people make the bestsalespeople. The order is not that important, but if one

of these traits is missing, we will have a struggling seller inour future.

Companies waste millions of dollars every year hiringpeople who have very little chance of success in sales.Below are methods we can use to start with a “better pieceof clay.”

1. Write a good ad. What kind of person are we tryingto attract? We should not write the same ad for an accoun-tant as for a salesperson.

Ernest Shackleton’s Arctic exploration ad:MEN WANTED

FOR HAZARDOUS JOURNEY, SMALL WAGES, BITTERCOLD, LONG MONTHS OF COMPLETE DARKNESS,CONSTANT DANGER, SAFE RETURN DOUBTFUL,HONOR AND RECOGNITION IN CASE OF SUCCESS.

What kind of people answered this ad?2. Screen applicants by phone. The salesperson who

says (s)he can only sell face-to-face is not a complete sales-person. If they can’t convince you over the phone, how willthey get appointments?

3. Reality Sales Training. Have an outside professionalinterview new hires before you pull the trigger. We inter-view potential hires for our customers.

4. Go deep. Ask about grade school, high school, jobs,and friends. Is this person social? Do they have the supportof their parents? How young were they when they startedaccomplishing things? Did they show initiative early or didtheir parents pave the way for them?

5. Ask situational ethics questions with no right orwrong answer: “Your customer tells you they will giveyou the order if you can ship it in two weeks. You knowthat what you have is going to ship in three. What do youdo?” Our applicants answer will give us a real idea aboutthem, how aggressive they are, etc.

6. Tell them no. Sometime towards the end of the inter-view, say something like, “Steve, you seem like a greatguy, but I don’t think you are cut out for sales the way wedo it.” If they cannot or will not overcome this objection,how will they overcome objections from customers?

7. Beware of the friendly interview. Being likeable is agreat tool for the salesperson, but they must be able to takethe friction that comes with the job. Friendly salespeoplewho can overcome objections will be great salespeople.

OLSEN On SalesBy James Olsen

Sales is not for everyone

Drive Us anywhere and everywhere

© 2010 Simpson Strong-Tie Company Inc. FASTEN10-D

Fasten your tool belts. Simpson Strong-Tie has hit the accelerator with its offering of high-performance fasteners. Our new and extensive line of premium stainless-steel screws and nails offer corrosion resistance and a long life span from frame to fi nish. Our Quik Drive® collated screws are designed for many different applications, including roofs, subfl oors and decks. And our selection of structural fasteners continues to increase with our new Strong-Drive® SD structural-connector screws and stainless-steel SDS screws. For the most complete line of fasteners that you can quickly drive anywhere and everywhere, make sure you stock Simpson Strong-Tie.

To see all of our innovative fastener solutions, visit www.strongtie.com/fasten or call 800-999-5099.


production process again. In somecases, such as “re-grind” in the worldof plastics, it’s easily reprocessed andis normal operating procedure.Generally speaking, it’s also harder toearn LEED credits with post-industri-al recycled content.

The term “recyclable” is nextdown the list. In fact, it’s very oftenmisused by overeager marketers andcan be deceptive. If the material isrecyclable in theory, but not in prac-tice, then the claim is probably notworth the virgin paper it’s printed on.In fact, deceptive claims of this sortviolate the Federal Trade Commis-sion’s Guides for the Use of Environ-mental Claims. Where there is norecycling infrastructure, per se, amanufacturer may have a “take back”program, which accomplishes thesame thing.

In sorting out product claims con-cerning recycled content and recycla-bility, manufacturer transparency andthird-party certifications can help sep-arate the green from the greenwash.It can also help to determine whetherthe product will meet your customer’sLEED project requirements.

In the LBM and home improve-ment supply chain, aluminum, steel,glass, plastics, paper and wood are thepredominant materials potentiallyrecycled or recyclable. Aluminum,glass, and steel can be used indefinite-ly to manufacture the same kinds ofproducts, and can therefore be trulyrecycled. For example, products likeMaze Nails typically contain a highpercentage of recycled steel, as domost steel products made in the USA.

Generally, plastics, and paper canbe used to manufacture things of less-er material integrity in a limited num-ber of cycles, and are therefore down-cycled. A great example here isGreen Fiber cellulose insulation,which is made from more than 50%post-consumer recycled paper.

Whether a material is recycled,down-cycled, or even up-cycled, it’s agood thing, since manufacturing fromrecycled feedstock is often less ener-gy intensive than manufacturing fromvirgin feedstock. So, buying andstocking products with recycled con-tent is a good thing, too, creating amarket for such products and keepingthe demand cycle going, so to speak.

But when evaluating products, all“recycled” and “recyclable” claimsare not created equal. Post-consumerrecycled content trumps post-industri-al every time. Claims that don’t makethis distinction should be assumed, iftrue, to be post-industrial. Is this stillgood? Yes. Is it the mark of trulysustainable product? Not always.Post-industrial recycled content isusually scraps and cuttings that mayor may not be easily put through the

NOTHING SAYS “GREEN” like recy-cling—or so many people

assume. Since the pioneering pro-grams in the 1970s, recycling hasbecome one of the greenest virtues weAmericans can claim. However, all isnot what it seems. Like most issuesin the realm of sustainable businessand green building, there are variousshades of gray, not to mention green.

In today’s green building andgreen consumer markets, “recycled”and “recyclable” have become thelow-hanging fruit for marketers eagerto pin green credentials on their prod-ucts. But these attributes alone don’tnecessarily signify sustainable orgreen in any meaningful sense.Context is everything. What kind ofmaterial? What percentage is recy-cled, and is it post-consumer or post-industrial waste? How relevant is“recyclable” if in fact the material isnot recycled? In addition, LEEDguidelines vary by application andproduct type, so a building materialwith some recycled content may ormay not earn LEED credits dependingon how and where it’s used. Itbehooves the merchandiser to dig alittle deeper to determine whetherthese terms indicate real value or aresimply “greenwash.”

GREEN RetailingBy Jay Tompt

Sorting out recyclables

Jay TomptManaging Partner

William Verde & Associates(415) 321-0848

[email protected]


The NAWLA Traders Market is the premier tradeshow devoted to the sale and distribution of lumber and related products, both softwoods and hardwoods. The Traders Market Advantage:

Opportunities

New this year:

Jim “The Rookie” Morris

www.nawlatradersmarket.com

GSW employee Jerry Jones (left to right) and retired major general DonMorrow presented the Department of Defense’s Patriot Award to presi-dent and c.e.o. Jimmy Rane.

Great Southern Earns Patriot HonorGreat Southern Wood Preserving, Abbeville, Al., was

recently honored with a Patriot Award for enabling anemployee to serve with the National Guard or Reserves.

Jerry Jones, an outside sales rep for Great Southern’sGlenwood, Ar., facility, nominated his employer for thehonor and helped make the presentation. He has served inthe Arkansas National Guard since 1971.

President and c.e.o. Jimmy Rane accepted the awardduring a July 27 customer appreciation meeting. He alsoreceived a lapel pin and certificate of appreciation from theDepartment of Defense.

“I love this great country of ours, and nothing is moreimportant than giving of yourself through military ser-vice,” said Rane. “It is truly an honor to receive the PatriotAward and to have a chance to publicly thank Jerry Jonesfor his service to our nation. We’re proud to have him onour team and we greatly appreciate the sacrifices he’smade to help protect our freedom.”

Sawmills Installing New EquipmentSawmills in Mississippi and Maine are seriously

upgrading their production capabilities, according tomachinery provider USNR.

Rex Lumber is installing new equipment at the formerColumbus Lumber sawmill in Brookhaven, Ms.

Upgrades include an extended length infeed reducertwin primary line outfitted with USNR’s new precisiongeometric log rotation system, a carriage optimizer, hori-zontal double arbor shape sawing gang line, Quad Camboard feeder, Multi-Track Fence, 60-bin drag chain binsorter, and MillTrak lumber flow management system.

Irving Forest Products, Dixfield, Me., is installingUSNR’s transverse optimized Edger Maximizer line toreplace its 1980s edger system.

The system features an unscrambler with speed-uptransfer chains, lug loader, scanner, dual positioning pininfeed to accommodate high speed processing, four-sawedger with picker tailer, and MillExpert optimization.

Green Dealer Sprouts in AustinHouse + Earth, Austin, Tx., has been opened by Zach

House and Scott Kuryak, specializing in green buildingmaterials.

The shop has 6,000 sq. ft. of retail space plus 2,500 sq.ft. for product demonstrations and workshops.

Four years of research. Two years in trial. One convincing 14-day underwater flood test. The result is a patented

tapered-edge technology that enables pointSIX™ Flooring and pointSIX Durastrand Flooring to weather any storm while holding the line on edge swell.

You can’t predict the weather. But you can choose better flooring. www.pointsixflooring.com

Cost more? No. Work better? Yes. End of story.

WE SAW THIS STORM COMING. AND ENGINEERED FOR IT YEARS AGO.


COMPANY FocusRedBuilt, LLC

REDBUILT, THE FORMER commercial division of TrusJoist, is celebrating its predecessor’s 50th anniversary

by getting back to its roots: providing innovative engi-neered wood products for commercial projects.

The new focus was instituted last August, when AtlasHoldings LLC partnered with a group of former Trus Joistleaders to buy the unit from Weyerhaeuser, rename itRedBuilt, and move its headquarters back to Boise, Id.

Trus Joist was founded in May 1960 by wholesale lum-berman Harold “Red” Thomas and inventor Art Troutner.When its parent, TJ International, entered into a joint ven-ture with MacMillan Bloedel in 1991, the companybecame Trus Joist MacMillan. Weyerhaeuser bought thecompany in 1999 and the focus shifted to residential build-ing.

“Trus Joist enjoyed significant growth during the hous-ing boom when it adapted its innovations to fit the needs ofresidential builders, but these groundbreaking products

were initially designed for commercial construction,” saidpresident and c.e.o. Kurt Liebich, who oversaw commer-cial and industrial operations at Trus Joist forWeyerhaeuser before serving as the division’s chief execu-

Commercial EWP providerreturns to its roots

Four years of research. Two years in trial. One convincing 14-day underwater flood test. The result is a patented

tapered-edge technology that enables pointSIX™ Flooring and pointSIX Durastrand Flooring to weather any storm while holding the line on edge swell.

You can’t predict the weather. But you can choose better flooring. www.pointsixflooring.com

Cost more? No. Work better? Yes. End of story.



RED-I-JOISTS proved an important component of this major commercialproject near downtown Los Angeles, Ca.

tive. Tom Denig, who was president and c.e.o. of TrusJoist MacMillan, is now chairman of RedBuilt.

According to Liebich, Weyerhaeuser’s business modelwas not a good fit when it came to the needs of the com-mercial construction industry.

“Theirs is production-and-distribution system that deliv-ers an array of relatively standard engineered wood prod-ucts to dealers who then sell to residential builders andcontractors,” he said. “Little is ‘standard’ in commercialconstruction. Success in this arena demands a high degreeof consultative, personal service and technical engineeringskills, coupled with state-of-the-art manufacturing and dis-tribution facilities.”

Liebich added that being a stand-alone business allowsRedBuilt the flexibility to make decisions and designprocesses based solely on customer needs.

“We have a unified team comprised of technical repre-sentatives and engineering and production associates thatshepherd individual projects, not products, through theentire construction process from design inception to manu-facturing to jobsite support,” he said. “Our ultimate goal isproviding our customers with not just the best products,but with the best solutions that meet their building needs.”

RedBuilt operates commercial manufacturing plants anddesign centers in Chino, Ca., Hillsboro and Stayton, Or.,and Delaware, Oh., a design center at headquarters, and 13design and sales offices located across the United States.Products include open-web trusses, Red-I Joists, andRedLam LVL that is used for beams, headers, forms, andscaffold planks.

“Because we don’t share manufacturing with other(Please turn to next page)


REDBUILT’S team provides support through the entire construction program, from initial design through manufacturing and jobsite support.

businesses, our facilities are focused on meeting our cus-tomer’s project specific needs—not on building largeinventories of standard products,” said Liebich.

“We are small and nimble, which means we don’t needpermission to act on our ideas,” said Randy Ruim, seniorvice president of sales and marketing. “If an idea is intrigu-ing and has merit, we are free to pursue it. Within the first10 months of our existence, we’ve established the frame-

work of our new business, launched the RedBuilt brand,and designed our RedSpec sizing software, which is avail-able this month.”

The company currently has 234 employees, but Liebichexpects that number to grow as the economy rebounds.“With the help of our loyal customers, we will remain aleader in engineered wood products for another 50 years—and beyond—by building on our legacy.”


Building today,benefiting tomorrowThe environmental advantages

of eastern white pineAS THE VERSATILE WOOD of choice

for both traditional and contem-porary design, eastern white pineremains a reliable building resource,skillfully incorporated structurallyand cosmetically into a diverse arrayof projects. On top of its versatility,another added benefit is that thespecies is an environmentally soundbuilding material.

When looking at the use of differ-ent building materials over time, thesuperior properties of eastern whitepine offer multiple environmentalbenefits. Some notable ones include:

• Produces low energy consump-tion levels

• Produces low CO2 emissions • Is biodegradable for disposal• Is naturally renewable• Offers greater potential for re-use As the world’s only renewable

building and natural construction mat-ter, wood has the best environmentalattributes among all building materi-als. Interestingly, while wood prod-ucts make up 47% of all industrialraw materials manufactured in theUnited States, it only consumes 4% ofthe total raw material manufacturingenergy. When compared with its non-renewable counterparts, such as con-crete and steel, the product lifecycleof wood achieves negative CO2 emis-sions; a critical factor when gaugingenvironmental impact.

Wood also depends very little onnon-renewable energy sources for itsproduction, which is important whenlooking at its lifecycle or “cradle tograve” picture. But, considering archi-tect and designer WilliamMcDonough’s “Cradle to Cradle”

approach to design—using materialsthat biodegrade and become nutrientfor another process after their usefullife has ended—wood may in fact bethe most environmentally preferredbuilding material we have.

Consider insulation as an examplein determining environmental impactand efficiency. To start, we know thatthe cellular structure of eastern whitepine provides a very effective andenvironmentally friendly insulatoragainst heat and cold. Studies also

NeLMASpecialSection

SHEATHING with eastern white pine produces strong and well-insulated structures that require lessenergy to heat and cool.

validate that an inch of wood is 15times as efficient an insulator as con-crete, 400 times as efficient as steel,and 1,770 times as efficient as alu-minum.

The use of eastern white pine is notonly energy efficient because it’s anexceptional insulator, but versatilityallows it to adjust and accommodatewhere necessary; thereby offeringadditional environmental benefits.Such benefits are quite apparent when

(Please turn to next page)


NeLMASpecialSection

The Athena Model compares wood, steel, and concretefrom resource extraction, to manufacturing, to on-site con-struction, to building occupancy, to building demolition,and ultimately to the building material’s disposal, reuse, orrecycling. Based on the findings, wood’s high insulatingproperties, recycling and resource recovery rates, and lowpollution rates in harvesting and milling, constitute it as themost sustainable and environmentally friendly buildingmaterial.

While all building materials originate in some formfrom a natural source, ores and petroleum used for non-wood building materials are non-renewable, meaning oncethey are used they are gone forever. Wood, however, isrenewable and can be regenerated by way of healthygrowth and frequent replanting. Impressively, with averagereforesting activities leading to an additional 2 billion newtrees planted every year in the U.S., the forest productsindustry is responsible for 41% of all replanted forestacreage. So it is both the sustainability of material and end-use that is important to keep in mind.

Overall, with a good strength to weight ratio, reasonablepricing, energy conservation benefits, and workability,eastern white pine’s natural attributes make it uniquelysuited to both the performance and environmental demandsof modern building materials.

– For more information on the benefits and applications ofeastern white pine, visit easternwhitepine.org. Those looking foradditional tools and resources about lumber grades, visit theNortheastern Lumber Manufacturers Association atwww.nelma.org.

looking at a home sheathed with eastern white pine, abuilding technique that produces strong and well-insulatedstructures that require less energy to heat and cool.Combining its superior insulating capabilities with its ver-satility, eastern white pine meets the most demanding ener-gy needs with less cost and greater efficiency.

In addition measuring efficiency, research experts arealso interested in analyzing the environmental impact andperformance of building materials. Their findings continueto validate wood as superior in its environmental perfor-mance to both steel and concrete. According to the AthenaModel, developed by Canada’s Athena SustainableMaterials Institute, when comparing houses constructed ofthese three different building materials based on the lifecy-cle assessment—production of greenhouse gases/solidwaste, air/water pollution, and energy use—wood is themost environmentally practical.

SustainabilityAttribute Wood Steel ConcreteTotal energy use Lowest 140% more 70% moreGreenhouse gases Lowest 45% more 81% moreAir pollution Lowest 42% more 67% moreWater pollution Lowest 1900% more 90% moreSolid waste Lowest 36% more 96% moreEcological resource use Lowest 16% more 97% more

– Source: Athena Institute


Marketingeastern white pine

10 tools to help get the job done

AS A LEADING MARKETING VOICE forthe wood products industry, the

Northeastern Lumber ManufacturersAssociation provides a variety of toolsthat will assist lumber retailers andbuilding material distributers with thesale and marketing of eastern whitepine.

This handy overview covers 10 ofthe most popular reference materials,helping ensure that retailers, whole-salers, and distributers have tools toprovide their customers with all themost pertinent information about east-ern white pine.

Many of the tools are availablefrom www.easternwhitepine.org orwww.nelma.org, and can also be con-veniently mailed directly to you byrequest. All literature requests may besent to [email protected] or by callingNELMA at (207) 829-6901.

1. NELMA Buyer’s Guide What It Is: A directory listing of

eastern white pine producers and dis-tributors. This convenient resource is

published in a pocket-size format (4-1/2”x6”). The buyer’s guide displayscompany contact details, products pro-duced, and other vital specifics foreach lumber manufacturer, secondarywood products producer, lumberwholesalers, industrial equip-ment manufacturers, and industrialservices member.

How to Use It: Provided free ofcharge upon request, this handyresource is a great lookup tool forretailers and distributors, with easyaccess to essential company and con-tact information in one place. Thebuyer’s guide information may also beaccessed online at either website underthe Product Locator search feature.

2. Standard Grade Rules forNortheastern Lumber

What It Is: This heavy-duty, spiral-bound, pocket-size book-let is all-inclusive, covering the offi-cial NELMA’s grading rules dividedinto 12 easily referenced sections.

NeLMASpecialSection

NELMA’s 2010 Buyer’s Guide is a handyresource that is both convenient and compre-hensive.


This resource is available for a nomi-nal charge and can be obtained bycontacting NELMA.

How to Use It: Serving as thedefinitive resource for lumber gradingspecifics, this fantastic piece is a greattraining tool for sales staff that needto know the details of allowable woodcharacteristics within each grade.

3. The SwatchWhat It Is: This one-of-a-kind,

compact, informational tool takes onthe look and size of a paint swatch,detailing out specifics on the five pri-

mary grades of eastern white pine:D&Better, Finish, Premium,Standard, and Industrial. High qualityphotos of sample boards and basicgrade and rule summary informationare included for each section.

How to Use It: The swatch is afantastic reference piece for archi-tects, designers, lumber retailers, andbuilding material wholesalers—and isboth an extremely effective sales tooland display piece for retail locations.4. Patterns of Eastern WhitePine Booklet

What It Is: This updated publica-tion showcases the official 23 stan-dard patterns of eastern white pine. Ina convenient 4”x9” horizontalformat, a single page is devoted toeach pattern, including an illustrationof the final “look” of two patternpieces.

How to Use It: With two-pages ofend-use photography, this makes for

THE SWATCH is a compact tool that serves as a great reference piece for architects, designers,lumber retailers and wholesalers.

PRINTED in a 4”x9” horizontal format and showcasing the official 23 standards, this NELMA bookletis the perfect sales and informational tool.


NELMA’s iPhone app offers a diverse assortment of material, including end-use photos that are bothapplicable in the field and for enjoyment after a hard days work.

SPREAD THE WORD to the talented archi-tects, designers, and builders in your areaabout the White Pine Monograph’s call for sub-missions.

revitalized this historic periodical thatmade its debut in 1915, The WhitePine Series of Architectural Mono-graphs provides visual documentationof classical and unique applicationsand remain a favorite among builders,architects and designers.

How to Use It: Illustrated withcrisp photography and detailed editor-ial, monographs can be ordered inbulk quantities to be distributed toyour own company database.(Members can also have NELMAdirectly manage mailings.)

With ongoing calls for story sub-missions, there is a unique opportuni-ty for builders to provide content tothis reputable publication, showcasingyour customers’ projects that incorpo-rate eastern white pine.

6. iPhone Publication AppWhat It Is: The lumber industry’s

first iPhone application provides easyaccess to NELMA’s publications withthe simple touch of a finger. In addi-tion to the white pine monographs,product profiles, grade photos, and

the perfect informational and salestool for retailers, wholesalers and dis-tributors. The booklet can also beused to supplement literature requestsand as marketing support for yourown sales cycle.

5. White Pine MonographsWhat It is: Having successfully

NeLMASpecialSection


Grade Rules, the application also dis-plays full color end-use photos ofeastern white pine. The NELMA appis available for free, downloadablefrom Apple’s App Store.

How to Use It: For those whocarry their iPhones everywhere theygo, this is the perfect tool to referencetechnical specification while in thefield.

With an array of end-use photos, italso provides design inspiration onthe spot for prospects. Offering timelyand accurate information, this appensures users are always carrying themost up-to-date information.

7. Eastern White Pine BrochureWhat It Is: This comprehen-

sive brochure is a showcasefolder containing tabbed infor-mation on all aspects of design-ing, specifying, installing, andfinishing eastern white pineproducts.

It includes elements such asthe standard patterns for siding,paneling, and interior products,along with helpful technical andinstallation information.

How to Use It: Both retailersand distributors find this helpfultool provides thorough answersto many of the frequent ques-tions asked by their buildingclientele.

Outlining technical andinstallation specifics, along withdetails on the species strengthcharacteristics, this tool helpsdesigners and builders alike toappropriately incorporate east-ern white pine into their plans.

8. “AskNELMA” E-Newsletter

What It Is: Complete withinteresting industry news, asso-ciation happenings, and upcom-ing industry events, NELMA’selectronic newsletter, “Ask-NELMA,” is sent on a monthlybasis to over 1,500 members ofthe building supply, design, andconstruction community.

How to Use It: “Ask-NELMA” is an effective adver-tising platform and place forretailers, wholesalers and dis-tributors to submit informationalcontent pertinent to the buildingindustry. For more information

on advertising opportunities, [email protected].

9. YouTube(youtube.com/nelmatv)

What It Is: NELMA producesvideo web material and publishes thiscontent on YouTube under theNELMA TV Channel. NELMA TVserves as the portal for educational,informative, and entertaining video ofinterest to a wide variety of audi-ences.

How to Use It: Send yourprospects links to NELMA TV tolearn more about the use of easternwhite pine, either as comparativeinformation with substitute materials,

or entertaining clips about the lumberindustry in general.

10. Twitter (@inelma)What It Is: NELMA maintains a

Twitter account (@inelma) that push-es out the latest information to theonline building community. It’s amarketing tool frequently utilized bythe tech-savvy, both retailers andbuilding material distributors alike.

How to Use It: Be the first toreceive relevant updates and industryinformation by becoming a follower@inelma or link your company’sTwitter account to broaden the lumberindustry’s information exchange onthe web.


DEALER BriefsCarrollton Lumber & Wrecking Co., New Orleans,

La., has closed after 60+ years and auctioned off its remaininginventory.

Ace Hardware, Orange City, Fl., will install a 10-kil-lowatt solar generator.

Seigle’s Cabinet Center added a 5,000-sq. ft. show-room in Elgin, Il.

Sears is opening an 8,000-sq. ft. Craftsman tool storethis month in River North (Chicago), Il.

Stock Building Supply sold a site in Paradise, Pa., toBird In Hand Window & Door LLC, Bird in Hand, Pa.,for $1.275 million.

Habitat for Humanity opened ReStore discountLBM outlets in Danville, Il. (Bob Marble, mgr.); Newbury, Oh.,and Oshkosh, Wi., and next month unveils locations in Waldo,Mo., and Mooresville, N.C.

The group will also open a 20,000-sq. ft. ReStore in the for-mer Busy Beaver Building Center at EdgewoodTowne Center, Pittsburgh, Pa.

Mead Lumber recognized its Beatrice, Ne., yard as thechain’s 2009 Store of the Year.

Home Lumber, Whitewater, Wi., in business since1907, was named a Wisconsin Family Business of the Year forbusinesses with less than 50 employees.

Kildare Lumber, Ogallala, Ne., recently donated$10,000 to both the McCook Community College EventsCenter and the health complex at North Platte CommunityCollege.

Ace Hardware, Oak Brook, Il., has been ranked“Highest in Customer Satisfaction Among Major HomeImprovement Retail Stores” by J.D. Power & Associates.

The co-op has also launched a Helpful Hands campaign, anationwide contest that will award a $2,000 paint makeover toone high school in each of the 50 states.

Anniversaries: George Ternent & Sons, Lonaconing,Md., 125th … Meyer Ace Hardware, Petoskey, Mi., 75th… Derstler Lumber Co ., Richmond, Mo., 50th …Mobile Lumber & Millwork, Mobile, Al., 35th.

their other four branches immediately.”Builders Prime owner Russell Lyons retained two oper-

ations—its installed sales and masonry supply businesses.Days before the Builders Prime announcement, on Aug.

16, SRS opened a 20,000-sq. ft. roofing store in Marietta,Ga. The new facility, along with its existing Atlanta SouthSupply unit in Fayetteville, Ga., will take the name AtlantaRoofing Supply. Chad Stanton, ex-Owens Corning, isbranch manager of the new location.

Weyerhaeuser Selling ShortlinesWeyerhaeuser Co., Federal Way, Wa., has agreed to sell

its six short-haul railroads to Patriot Rail Corp., BocaRaton, Fl.

The six railroads operate over 160 miles of track, han-dling about 60,000 carloads of freight annually.

The lines include the DeQueen & Eastern and theTexas, Oklahoma & Eastern railroads in southeastOklahoma and southwest Arkansas, Golden Triangle andMississippi & Skuna Valley Railroads in Mississippi, andColumbia & Cowlitz Railway and Weyerhaeuser WoodsRailroad in southwest Washington.

The deal is expected to close in the fourth quarter.

Time Runs out for Tooltime HardwareTooltime Paint, Hardware & Rental, N. Fargo, N.D., is

liquidating and will close its doors for good by Oct. 31.Tim and Joan Beaton bought the long-time hardware

business, then called Northport True Value Hardware, in1996 and planned to run it for 10 years, but have beenunable to find a buyer.

The store opened in 1956 as Brakke Hardware and laterbecame Bob’s Hardware. Beaton changed the name a yearago to Tooltime, in honor of the Home Improvement TVshow, since customers had taken to calling him “Tim thetool man,” after the show’s main character.

Cabinet Demand Recovery AheadU.S. demand for cabinets nationwide is forecast to

climb 7.4% annually through 2014 to reach $15.2 billion,prediccts the Freedonia Group.

From 2004 to 2009, demand decreased 4.8% a year.Kitchen cabinets, which account for 80% of total cabi-

net production, should rise 7.8% annually, while bathroomcabinets increase 6.9% a year. Cabinets elsewhere in thehome grew 0.9% annually from 2004 to 2009, with the rateexpected to jump to 3.8% a year to 2014.

Ideal Picks Up Hand Tool BusinessIdeal Industries, Sycamore, Il., agreed to purchase

assets of 89-year-old SK Hand Tools Corp., Chicago, Il.,which filed for bankruptcy protection June 29.

Doug Spitler, v.p. and general mgr. of Ideal Industries’retail and industrial divisions, will run the new subsidiary.

The deal was expected to close by the end of August.

Green Building Show PostponedGreen Contractors Expo has been rescheduled from this

month to May 17-18, 2011, at the Las Vegas ConventionCenter, Las Vegas, Nv.

The inaugural show was held last year at the same site,under the banner of the National Green Builders ProductsExpo. Ironically, the first show had been scheduled todebut in the fall of 2008, but was postponed to May 2009.

Roofing Dealer Grows in AtlantaSRS Acquisition Corp., McKinney, Tx., has added units

to its roofing dealer and window supply divisions. Last month, SRS acquired its 40th location—Builders

Prime Window & Supply Co., Bridgeport, Pa. The 48-year-old operation becomes part of SRS’s four-unit PaceSupply division.

“Builders Prime allows us to fill in a hole in our localarea geography and also provides us with greater diversitywith their strength in the new construction segment,” saidSRS c.e.o. Ron Ross. “We plan to focus on roofing andwindows in this new location, but the branch will haveaccess to all of the products that Pace currently offers in


Michael Coulton has been appointedgeneral mgr. of Benjamin ObdykeInc., Horsham, Pa.

Bill Myrick has been promoted toc.e.o. of ProBuild Holdings, suc-ceeding Paul Hylbert, who contin-ues as a senior advisor and director.

Raul Alvarez, ex-McDonald’s, hasbeen elected to the board of Lowe’sCos., Mooresville, N.C.

Robert Scoble has been named presi-dent and chief operating officer ofHyde Tools, Southbridge, Ma.

Chuck Fuqua has been appointedexecutive director-strategic com-munications for American Forest &Paper Association, Washington,D.C. Brian Hawkinson is new asexecutive director-recovered fiber.

Mark Rieser is the new president ofWindsor Windows & Doors, W.Des Moines, Ia. He succeeds JohnSmit, who officially retires Dec.31, but will remain on the board ofparent Woodgrain Millwork.Richard Stephens is now chiefoperating officer for Windsor.

Jay DeLuca, ex-Benjamin Obdyke,has been named product mgr.-adhe-sives for Laticrete, Bethany, Ct.

Brian Muelenaer has replaced retir-ing Bill West as v.p.-operations atSmith Mountain Building Supply,Hardy, Va.

Bobby Smith, sales mgr.-southernpine, Canfor/New South, MyrtleBeach, S.C., retires Sept. 30 after38 years in the industry. GeorgeLayton succeeds him as director ofsales & marketing-southern pine.

Mike Wauson has been promoted tomgr. of McCoy’s Building Supply,Eagle Pass, Tx.

Fran Monk has been promoted tomarketing director for LumbermensMerchandising Corp., Wayne, Pa.

Andrew Hess, ex-North Pacific, hasjoined Progressive Affiliated Lum-bermen Cooperative, Grand Rapid,Mi., as a business developmentspecialist for the Midwest.

Lynn Wilson, ex-Plum Creek, hasjoined Rayonier, Jacksonville, Fl.,as v.p.-forest resources.

Eric Wischmann, Carver, Mn., hasjoined Ainsworth as market devel-opment rep for the Upper NorthCentral region, including Iowa,Iowa, Minnesota, North and SouthDakota, Iowa, Illinois and Indiana.

MOVERS & Shakers Julie Porter has been promoted tov.p.-marketing & sustainability forHanson Building Products, Irving,Tx. Mark Carpenter is now seniorv.p. for the West region.

Cassandra Rhodes, Saint-GobainPerformance Plastics, Granville,N.Y., is now inside sales & servicerep-acoustics for Green Glue noise-proofing technologies.

Carol Eicher has been promoted tov.p.-advanced materials division atDow Building & Construction,Midland, Mi.

Dan Nelson is now v.p. of R&D atGaco Western’s new coatings/sprayfoam plant in Waukesha, Wi.

Jeff Stefani, Anthony Forest Pro-ducts, El Dorado, Ar., was electedchair of American Wood Council’stechnical advisory committee.

John W. “Jake” Marvin, chairman &c.e.o., Marvin Cos., Warroad, Mn.,was re-elected chair of the FederalReserve Bank of Minneapolis.

Gerard R. Bourassa, Bourassa’sTrue Value, New Bedford, Ma.,was named 2010 Franco-AmericanBusiness Leader of the Year by LaLigue des Franco-Americains.

Sara Bellum has joined the braintrustat Mungus Fungus Forest Products,Climax, Nv., report owners HughMungus and Freddy Fungus.


FAMILY BusinessBy Bernard Kliska

right and what the embittered familymember wants to do?

Although there are no hard and fastrules for making these difficult deci-sions, a wide array of options exist.During emotionally wrenching times,it usually best to think of options asexisting along a continuum. A vastmiddle ground lies between doingnothing and doing everything possiblefor a family member who is legallymoving away from the center, and it isthe area between the poles where thewisest solutions usually lie. When ourhearts yank us toward extremes, it’sbest to invite our heads into the nego-tiations. For example, a family maydecide to exclude ex-spouses fromownership in the business but stillinclude them as employees.

Blended families can also presentdilemmas. If a family member marriessomeone with children and legallyadopts those children, are the childrento be included in the family with thesame rights and privileges as otherfamily members? Some familiesdecide this on the basis of the chil-dren’s ages at the time of marriage.But occasionally, notions of fairnessand inclusion may conflict with somefamily member’s inherent belief thatblood is thicker than legal status.

In such situations, remembering tobring heads as well as hearts to thenegotiating table will help membersfind compromises. Some values clari-fication may also help. Values are infi-nitely more rigid when they’re uncon-scious. Often, after people are allowedto clearly express their own values,they are willing to modify them. Thetrick in helping family members dis-cover and express their values is tomake certain they take responsibilityfor every statement they make.Saying, “I have trouble accepting that

realized his omission in time to avert apotential disaster.

Although underway for decades,fundamental changes in Americanfamilies still challenge our long-heldvalues and half conscious assump-tions. It used to be that all we had toworry about were in-laws. Some peo-ple are still surprised to learn that thetraditional nuclear family is actually astatistical minority. Between 1970 and2000, married families with childrendropped from 40% of Americanhouseholds to 24%. Unmarried cou-ples account for 4.5% of all house-holds, an increase of almost 75% inthe past decade. At some point in theirlives, more than one-third ofAmerican children can expect to livein a single-parent household. Thesefacts suggest that any modernAmerican family business is likely toinclude live-in partners (of the same oropposite sex), divorced or separatedspouses, stepparents, adopted children,or stepchildren.

We can decry, worry about, orembrace these changes, but, at thevery least, family businesses have toacknowledge that these changes existso family members can make clear,conscious decisions and anticipatetheir consequences. For example,what’s to be done with divorcedspouses?

Will the ex-spouse’s extent of par-ticipation hinge upon the amicabilityor bitterness of the divorce?

What if the original family memberis the one who caused the divorce bydoing something horrible?

What’s to be done for the children? Will decisions about the children

be based upon their ages or their feel-ings and actions during the divorce?

Are there any conflicts betweenwhat other family members feel is

GOOD FAMILY COMMUNICATION andregular family meetings are two

of the strongest predictors for a suc-cessful family business. How do wedecide who’s to be involved in a fami-ly meeting process and who can’t be?

That used to be an easier questionto answer. Family members haveexpanded to include individuals whocould not have been predicted (or atleast openly acknowledged) a fewdecades ago. Recently, we consultedwith a family business owner whoopenly talked about and accepted hisdaughter’s lesbian relationship. Hisdaughter—the company’s chief finan-cial officer—and her significant otherhad been living together for 10 yearsand both were always present andcomfortable at all family gatherings.

Our client had scheduled an impor-tant family meeting a month away todiscuss a critical issue in the family—a succession plan—and had called usin to help make sure that things ransmoothly. As we went over the list ofattendees, we expressed concern whenwe realized that his daughter’s partnerhadn’t been invited. “My God, I didn’teven think about it!” he replied,embarrassed.

We realized that on one level,despite his good grace and benevolentintentions, he still hadn’t reallyaccepted his daughter’s partner as areal family member. Fortunately, he

What is thedefinition of family?


children who don’t share our genesand family history should have thesame rights as my own children,” putsthe issue squarely and honestly uponthe table. Saying, “Why should yournew husband bring his kids into ourfamily and expect us to take care ofthem?” is certain to intensify the kindof defensiveness that can erupt into abattle.

Finally, are long-term, live-in part-ners part of the family? If so, for howlong must they live together beforethey’re accepted? Here, again, somany variables exist that the answercan only come from the family’s will-ingness to discuss the issue withoutinsult or recrimination. A good start-ing point may be to discuss what eachperson really means by family.

Some family members may pur-posely tailor their definitions toinclude or exclude the person whosepresence has triggered the discussion.To avoid that, everyone should writedown his or her definition. Thensomeone collects the papers and redis-tributes them so that each person endsup with a definition written by some-one else. One by one, each personreads aloud the definition in his or herhand and a discussion follows.

This exercise will not necessarilylead to a consensus definition of fami-ly—although that would be theideal—but it will generate an honest,vigorous discussion that enables eachperson, as well as the family unit, tocome closer to deciding what consti-tutes a family. Doing this exercise ori-ents the family toward workingtogether. It saves them from fightingfor values that actually stand in theway of what is usually the ultimategoal: family unity.

A parent’s fantasy is that the familythat they have always envisioned willwork together and stay together. Itdoesn’t always work out that way. Butif parents can approach the new reali-ties with understanding, if they arewilling to accept a challenge and towork at the challenge, then the mostimportant parts of their dream—a sup-portive family and a successful familybusiness—can still come true.

– Bernard Kliska is an associate of theFamily Business Consulting Group,Marietta, Ga. He can be reached at (800)551-0633 or [email protected].

Reprinted with permission from The FamilyBusiness Advisor, a copyrighted publication of FamilyEnterprise Publishers. No portion of this article maybe reproduced without permission of Family EnterprisePublishers.

TRIM FASCIA SIDING

1.866.FSC.WOOD

Based in Annapolis, MD, Fletcher Wood

Solutions® is the largest manufacturer of

defect-free, appearance grade radiata

pine products in New Zealand. Distributing

our clear boards, mouldings, LIFESPAN®

treated wood, and lumber to the North

American market through our proven

and completely integrated supply chain,

Fletcher Wood Solutions® maintains direct

access to one of the largest FSC certified®

pine plantation forests in the world.

NATURE’S DESIGNTECHNOLOGY’S ASSURANCE

www.lifespanoutdoor.com

incorporating sustainable practicesin the design of our buildings andthe manufacturing of our buildingproducts.”

NJR will lease 300,000 sq. ft. ofroof space from CertainTeed for 20years. The system, scheduled to beoperational by January 2011, isexpected to supply nearly 90% ofthe building’s energy needs.

The roof will feature Uni-Solarthin-film laminates, which are saidto provide both weather protectionand clean energy.

CertainTeed Goes SolarCertainTeed Corp. has leased

roofing space at its fiberglass-insu-lation distribution facility inBerlin, N.J., to NJR Clean EnergyVentures, Wall, N.J., for installa-tion of a solar system.

“The Berlin solar roof projectdemonstrates the true strength ofpartnerships when it comes to miti-gating the impact on the environ-ment,” said president and c.e.o.Peter Dachowski. “CertainTeed iswholeheartedly committed to


ASSOCIATION Update

Northeastern Retail LumberAssociation will install David Moore,Wiley Brothers Inc., Schaghticoke,N.Y., as chair during its annual meet-ing Oct. 22-23 at Gideon PutnamResort, Saratoga Springs, N.Y.

Eastern Building MaterialDealers Association has bookedLuke Tilley, regional economic advi-sor for Philadelphia Federal Reserve,to speak at its annual meeting Sept.22-24 at Delaware Park (Wilming-ton), De.

In addition to board and committemeetings, golf and awards dinner,Sandy Sawyer will address “DealerRoundtables—Do Them the RightWay!”

Mid-America LumbermensAssociation will hold its Fall FlingNov. 4-5 in Kansas City, Mo.

Northwestern Lumber Associa-tion has enlisted Ken Wilbanks asfacilitator of its next dealer round-table, Oct. 20-22 at Freeborn Lumber,

Albert Lea, Mn.Financial data will be compared

anonymously using the new BuildingMaterials Operations Comparison toolRoundtable module.

Wisconsin Retail LumberAssociation is sponsoring a regionalgolf outing Sept. 20 at Royal St.Patrick Golf Link, Wrightstown, Wi.

Florida Building MaterialAssociation has scheduled an Oct. 28regional meeting and lunch at itsheadquarters in Mount Dora, Fl.

Southern Building MaterialAssociation installed a new board ofdirectors during its recent summerconference.

The new chairman is MikeChristian, Massey Builder’s Supply,Richmond, Va.; 1st vice chairmanPatricia Jones, Jones Lumber,Henderson, Tn.; 2nd vice chairmanLeon Huneycutt, Locust Lumber,Locust, N.C.; 3rd vice chairman JonStier, Stier Supply, Columbia, S.C.,

and immediate past chairman ToddMerriss, Dixie Lumber, Easley, S.C.

National Lumber & BuildingMaterial Dealers Association haselected Joseph R. Collings, FergusonLumber, Plainfield, In., as its newchairman. He is a past president ofIndiana Lumber & Builders’Supply Association.

Southeastern Lumber Manufac-turers Association elected DannyWhite, T.R. Miller Mill Co., Brewton,Al., as its new chairman at its recentconference. Other new officers arevice-chairman Johnny Hall, IndustrialWood Products, Climax, N.C.; secondvice-chairman Ben Stimpson Jr.,Scotch & Gulf Lumber, Al.; treasurerChris DeMilliano, Steely Lumber Co.,Huntsville, Tx., and immediate pastchairman David Richbourg, H.W.Culp Lumber, New London, N.C.

New board members are SteveKeadle, Keadle Lumber Enterprises,Thomaston, Ga.; J.D. Hankins,Hankins Inc., Ripley, Ms.; Jay Jordan,


IN MemoriamClaude Parent, 57, vice presi-

dent, Universal Forest Products,Union City, Ga., died July 15 inNewnan, Ga.

Mr. Parent joined Universal in1979, as a buyer in the purchasingdepartment.

Tom Moore, 69, retired manag-er of Dyke Industries, Orlando, Fl.,died July 19 in Sanford, Fl.

John “Jack” Kirschling, 76,retired president of Lumber DealersSupply, Green Bay, Wi., died Aug.18 in Green Bay.

He received a degree in econom-ics from Marquette University in1955 and a Master’s degree in busi-ness administration from theUniversity of Wisconsin-Oshkoshin 1974.

He spent 50 years at wholesalerLumber Dealers Supply, starting byunloading boxcars during the sum-mers in high school, rising to presi-dent in 1973, and retiring in

December 1999. He was former president of

Associated Building Materials anddirector of the National BuildingMaterial Distributors Association.

Keith Iverson, 63, owner ofIverson’s Lumber, Highland, Mi.,died of heart failure Aug. 7 inHartland, Mi.

His father, Clifford Iverson,founded the business in 1950.

Kermit Schott, 40, owner ofRed Mill Lumber, Casco, Me., diedJuly 6 in Cumberland Center, Me.

He graduated from theUniversity of Maine with a B.S. inforestry, and earned a master’sdegree in forest products fromOregon State University.

He purchased the mill in 1997.

Charles Elliott Skaggs, 72, for-mer plant supervisor at WickesLumber, Mansfield, Oh., died Aug.17 in Clearfield, Oh.

Jordan Lumber & Supply, Mt. Gilead,N.C.; Charles McRae, Rex Lumber,Graceville, Fl., and Bob Dixon, M.C.Dixon Lumber, Eufaula, Al.

Henry “Hank” Scott, c.e.o. ofCollum’s Lumber Products,Allendale, S.C., was honored with theHarold F. Beal Award for his workwith the association, the industry, andthe community at large.

North American BuildingMaterial Distribution Association isteaming with the North AmericanAssociation of Floor CoveringDistributors to present the first-everNAFCD & NBMDA DistributorMarketplace on Nov. 16-18 at TheBroadmoor Hotel, Colorado Springs,Co.

On the schedule are manufacturer-hosted meetings, keynote speakers,and roundtable discussions.

Southern Forest Products Asso-ciation will gather at the Mansion onForsyth Park, Savannah, Ga., for itsOct. 24-26 annual meeting.

Highlights include exhibits androundtable discussions, golf and fish-ing excursions, and a reception anddinner dance.


NEW Products

Stoned LookDune ceramic wall and floor tiles from Eliane offer

the look of natural stone with a satin finish.Available in three desert colors, the collection

includes two large-format sizes for flooring (18”x18”and 13”x13”) and a standard 10”x13” wall-sized for-mat. Accessory pieces include bullnose, trim, mosaics,inserts, and listellos with chamfered edges.� ELIANEUSA.COM

(972) 481-7854

Stealthy SoffitsThe PVC Stealth soffit from Versatex Trimboards

is available in 12” and 16” widths and lengths of 18”to reduce joints.

The vented soffit has a series of 1/8” grooves tokeep insects out, and a venting pattern with 10” offree airspace.� VERSATEX.COM

(724) 857-1111

Deper I-JoistsTJI 560D I-joists from iLevel by Weyerhaeuser

feature depths up to 24” that are suitable for single-layer fire separations and heavier-duty loads.

The joists are lightweight, available in longlengths, and engineered to better resist warping, twist-ing, and shrinking.� ILEVEL.COM

(888) 453-8358

Lighter SheetrockUSG’s Sheetrock UltraLight gypsum wallboard

panels reportedly are up to 30% lighter than tradition-al panels.

The panels are available in standard lengths from8’ to 16’ and 48” and 54” widths.� USG.COM

(800) 950-3839


Recycled Cork FloorsCali Bamboo now offers CaliCork ready-to-lay

flooring, constructed from recycled cork. Cork naturally insulates against both temperature

and noise. A proprietary ceramic coating reportedlyprotects against scratches, scuff marks, scoring, andrough spots. � CALIBAMBOO.COM

(888) 788-2254

Wraps with CertaintyCertainTeed’s CertaWrap weather-resistant barrier

provides primary protection during construction andsecondary protection after cladding is installed.

Properly installed, the wrap will reduce drafts inthe wall, inhibit the growth of mold, reduce energycosts, and not disintegrate over time.� CERTAINTEED.COM

(800) 233-8990


Save Toilet WaterHydroRight dual flush con-

verter from MJSI Inc. promisesto reduce water usage in toilets.

The product simply drops inand attaches to the existing flushvalve. Its dome gasket replacesthe flapper, to prevent leaking.No tank removal or tools arerequired.� GOMJSI.COM

(888) 466-5741

Staying Connectedto Trusses

Simpson Strong-Tie’s VTCRconnector simplifies the installa-tion of valley trusses.

The connector can be installedafter the valley truss has been set,with SD-9 nails or SD structuralconnector screws. � STRONGTIE.COM

(800) 999-5099

Rosettes on DisplayA freestanding merchandising

board displays hand-carved key-stones and rosettes manufacturedby Themed Millwork.

Customers can choose frommore than 35 different themes, ordesign their own.

Customized wood-framedmirrors and chalkboards are alsoavailable.� THEMEDMILLWORK.COM

(208) 687-1200

Faster Wood FloorsThe FloorMaster nailer from

Duo-Fast speeds up blind andface nailing when installing hard-wood flooring.

Detachable pads and a nailingguide protect floors, walls, andcabinets during installation.

The tool uses 16-guage finishnails that leave a smaller, lessvisible hole, for a cleaner finish. � DUO-FAST.COM

(888) 386-3278


Water-Saving HeadAlson’s Fluidics water-ampli-

fying showerhead has earned theEPA’s WaterSense label.

The fixture features a series ofchambers that control the shape,velocity, and thermal dynamicsof water for an invigoratingshower experience.

Finishes include chrome, satinnickel, and oil-rubbed bronze.� ALSONS.COM

(800) 421-0001Stick to Green Floors

DriTac 7500 Eco-Urethaneflooring adhesive contains zeroVOCs and zero solvents.

Easy to spread, it provides apermanent bond for a range offlooring and underlayments.� DRITAC.COM

(800) 394-9310

Crisp, Easy CornersFibaTape composite corner

tape is made of PVC and coatedwith a tight-fibered matrix.

Offered in 2-3/8”x25’ and 50’rolls, the tape is said to foldquickly and adjust to any anglefor straight, professional cornersand angles when installing dry-wall. � FIBATAPE.COM

(800) 762-6694

Cleaner GuttersThe Leaf Defier helps keep all

kinds of litter from entering andclogging roof gutters.

The lightweight, flexibledevice is made of urethane poly-mers, with a foam-filter insert toallow water and fine particulatesto flow freely through gutters. � LEAFDEFIER.COM

(866) 795-4770

Composite DeckScrews

Screw Products’ 10x2-3/4” C-Deck screws havebeen redesigned to elimi-nate mushrooming oncomposite boards.

They are available witheither an ACQ-compatiblee-coat or stainless steelwith a color-matched head.� SCREW-PRODUCTS.COM

(877) 844-8880

CEM is a valid strategy, it’s important to understand that itisn’t easy to implement. In fact, most businesses fail todeliver a compelling customer experience even after admit-ting that CEM makes sense. Often, it’s just a matter ofusing the right tools.

Here are three tools that provide the foundation forbuilding an exceptional customer experience unique toyour customers.

Law #1. See through The Customer’s eyes.John Daniels, manager of Average Wholesaling Supply,

walked into the sales counter the morning after a heavyrain and noticed a roof leak had discolored one of the ceil-ing tiles with a muddy black stain. “I’ll have to get thatchanged,” he thought. But there were customers waitingand the phone was ringing and John was pulled into thebusyness of the day.

The next morning, John again notices the stain andmakes a mental note. And the days turn into weeks.Gradually, the stain becomes invisible to John. He nolonger notices it, but “The Customer” still sees it. And, asirrational as it may seem, The Customer makes a connec-tion, a micro-association, between the stain and the ser-vice. He begins to think that John doesn’t care as much ashe once did.

Am I exaggerating? Tom Beebe, former chairman ofDelta Airlines, didn’t think so. He told employees, “Coffeestains on the flip down tray may make a passenger wonderif we pay attention to engine maintenance.” For four bucksand 10 minutes, John could’ve headed this negative per-ception off at the pass. Again, this may not be rational or


“ACTION, NOT WORDS!” is the demand of today’s cus-tomer. Just saying you have the best service isn’t

going to cut it. Store décor, staffing, inventory, product selection, and

timely delivery speak much louder than any worn outphrases we profess to believe. These elements are visualrepresentations of the actions we take. The sum of theseparts equals the customer experience factor—a mentalscorecard a customer uses to grade your performanceagainst his expectations.

Meet expectations and you’ll receive a “5” on a score of1 to 10. Congratulations. You’re average. Disappoint acustomer and your score may fall to a 2 or 3. Do it oftenenough and you might end up on another mental list – the“Never Again as Long as I Live” list. Only by exceedingcustomers’ expectations can you ever hope to raise thescore. Raise it often enough and you’ll earn their loyalty.

Customer Experience Management (CEM) is a method-ology and discipline for improving the customer experi-ence factor. Of course, you’re already managing the cus-tomer experience to an extent. But, the real power of CEMis only tapped when every channel of customer interactionis carefully, intentionally administered. By every channel, Imean phone, sales counter, warehouse, Web presence, staffappearance and any other impression point between yourcompany and the customer.

It Don’t Come EasyEven though intellectually you may accept the idea that

3 tools for providing anA+ customer experience

OVER THE Counter By Mike Dandridge

What Customers Really WantA 2004 survey taken by the IBM Institute for Business

Value revealed that the key drivers of customer loyalty arethe person-to-person and in-store experience. In fact, thescoring in these two areas was triple the response to “pric-ing and value.” (So much for the belief that all customersbuy on price.)

What customers really want is personal attention. Theywant to do business with a company who can turn an ordi-nary transaction into a compelling customer experience.


fair, but arguing the point is senseless. The Customer’s perception of your

sales counter, your office, your ware-house, and dozens of other littleimpression points influence buyingdecisions. Change the ceiling tile,sweep the floor, and wipe off the dust.Pay attention to details. See yourbusiness through the eyes of TheCustomer.

Law #2. Listen to The Customer.John thinks he’s a good listener,

but like most people, he filters whathe’s hearing through his own point ofview. This causes John to jump toconclusions before the customer isthrough speaking.

At other times, John is a selectivelistener. Remember when your par-ents said to you, “You only hear whatyou want to hear.” John is like that.One customer says something favor-able about the service and it goesstraight to his head.

But, when another customer walksup and tells him the restroom is dirty,he dismisses him as being OCD. Nomatter how plain the words, John cannever hear exactly what the other per-son says, because he cannot bring tothe moment his undivided andunemotional attention.

Active listening requires intenseempathy. Act as if the person talkingis the only one in the room. Then pre-tend the information you’re about toreceive is a matter of life or death. Ifit were, I guarantee you’d suddenlydevelop listening skills to rivalSuperman.

Law #3. Empower all employees.The phrase “You’ll have to talk to

the manager” both emasculates theemployee who has to say it and infuri-ates the customer who has to hear it.In the language of the consumer, thisis known as “the runaround.” Theneeds and demands of customers varydaily and employees must be empow-ered to handle any situation.

When you empower employees ittransfers confidence to them andgives the customer an impression ofcompetence. Richard Kessler, ownerof Kessler’s Diamonds, tells hisemployees, “When you’re helping acustomer, you are the company. If a

decision needs to be made, make it.Do whatever you think I would do.”

When asked about employee mis-takes, Richard admits, “One time in10, I’ll wish an employee had donesomething different. But that’s a priceI’m willing to pay to get the othernine fabulous decisions.”

Remember, Richard is selling dia-monds. If he can trust his employeesto make decisions that carry that kindof price, shouldn’t you be able to trustfrontline employees to use discern-ment when helping customers. Ifyou’re not comfortable with givingemployees total latitude, then set adollar limit for what they can andcan’t do. For example, one managerplaces a $100 ceiling on returnsemployees can accept at their discre-tion. Even then, teach employeessomething else to say besides, “You’llhave to speak to the manager.

Action! Not WordsEvery business provides a cus-

tomer experience. Most of time, it’sby default. Most of the time, it’s sim-ply a matter of following what othershave done before. But the great busi-nesses, the ones that have becomehousehold names, like Apple,Starbucks, and Nike, design everydetail of the customer experience.They understand that any chest-thumping words of self-aggrandize-ment sound hollow and that a com-pelling customer experience smacksof action.

Take a minute to think of the manytired phrases those words couldreplace. “Best service in town.” “Thecustomer is king.” “Fast service,friendly staff, fair prices.” As a cus-tomer, I know that when I hear theseempty clichés, I’m reminded of howthe adults sound in the Charlie BrownChristmas special: “Wa-wah. Wa, wa,wah.”

Show us, don’t tell us, our cus-tomers silently plead. Customer loyal-ty isn’t earned bythe words yousay, but by theactions you take.

Mike DandridgeHigh Voltage Performance

www.highvoltageperformance.com(254) 624-6299

[email protected]


Keep track of the WestBPD updates you on industry issues in

your region. Now find out what’s happeningon the other side of the Rockies.

Subscribe to the West’s top LBM magazine–THE MERCHANT MAGAZINEJust $22 for 12 monthly issues.Call Heather at (949) [email protected]

WE BUY AND SELL PANEL STRIPSPlywood, OSB, particleboard and MDF by thetruckloads. Lumber Source, Phone (800) 874-1953, Fax 888-576-8723, [email protected].

WANTED TO BUY

WANTED TO BUYWANTED TO BUY

Rates: $1.20 per word (25 word min.). Phone number counts as 1 word, address as 6. Centered copy orheadline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished “camera-ready” (adver-tiser sets the type), $65 if we set the type. Send ad to Fax 949-852-0231 or dkoenig@ building-products.com.For more info, call (949) 852-1990. Make 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. Namesof advertisers using a box number cannot be released.

CLASSIFIED Marketplace

HELP WANTEDWE ARE LOOKING for aggressive sales rep-resentatives to grow with our company. We area well-established (since 1922) and reputablefamily-owned wholesaler looking to expandinto new markets. Work from your hometownand earn the best commissions in the business.Call Jim at (800) 647-6242 for more informa-tion. The McGinnis Lumber Company, Inc.,Meridian, Ms.

LUMBER TRADERWe are a wholesale lumber company looking

for an experienced trader. Any species. Norestrictions on mills or customers. No reloca-tion. 60% split for trader. Call John at LakesideLumber at (623) 566-7100 or [email protected].

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DATE BookListings are often submitted months in advance. Always verify

dates and locations with sponsor before making plans to attend.

Virginia Tech – Sept. 10, energy reduction workshop, SouthBoston, Va.; www.woodscience.vt.edu.

Hoo-Hoo International – Sept. 10-12, annual convention, HolidayInn Center, Sioux Falls, S.D.; (800) 979-9950.

HDW Inc. – Sept. 11-12, fall dealer market, Shreveport ConventionCenter, Shreveport, La.; (318) 686-8527.

True Value Co. – Sept. 13-15, fall market, Convention Center, LasVegas, Nv.; (773) 695-5000; www.truevaluecompany.com.

DeckExpo – Sept. 15-17, Baltimore Convention Center, Baltimore,Md.; (866) 475-6495; www.deckexpo.com.

Remodeling Show – Sept. 15-17, Baltimore Convention Center,Baltimore, Md.; (866) 475-6495; www.remodelingshow.com.

Northeastern Lumber Manufacturers Assn. – Sept. 17, golf,Jackson Village, N.H.; (207) 829-6901; www.nelma.org.

Twin Cities Hoo-Hoo Club – Sept. 17, annual LBM auction for edu-cation, Scott County Fairgrounds, Jordan, Mn.; (612) 490-8583.

Peak Auctioneering – Sept. 18, LBM auctions, Detroit, Mi.; Sept.25, Louisville, Ky.; (800) 245-9690; www.peakauction.com.

Wisconsin Retail Lumber Association – Sept. 20, golf outing,Wrightstown, Wi.; (262) 250-1835; www.wrlamsi.com.

Door & Hardware Institute – Sept. 22-23, annual conference &expo, Navy Pier, Chicago, Il.; (703) 222-2010.

Florida Building Material Assn. – Sept. 22-24, convention & expo,Disney World Dolphin, Lake Buena Vista, Fl.; (352) 383-0366.

Northeastern Young Lumber Execs – Sept. 22-24, timber tour,Adirondack Park, N.Y.; (518) 286-1010; www.nrla.org.

Kentucky Building Materials Assn. – Sept. 23, golf tournament, LaGrange, Ky.; (800) 844-1774; www.kbma.net.

Illinois Lumber & Material Dealers Assn. – Sept. 23, golf outing,Alton, Il.; (217) 544-5405; www.ilmda.com.

Blish-Mize Co. – Sept. 24-25, fall market, Convention Center,Overland Park, Ks.; (800) 995-0525; www.blishmize.com.

Mid-Hudson Lumber Dealers Association – Sept. 27, golf outing,Powelton Club, Newburgh, N.Y.; (518) 286-1010; www.nrla.org.

Building Component Manufacturers Conference – Sept. 29-Oct.1, Charlotte, N.C.; (608) 310-6722; www.bcmcshow.com.

New York & Suburban Lumber Association – Oct. 1, annualmeeting, Queens, N.Y.; (518) 286-1010; www.nrla.org.

Peak Auctioneering – Oct. 2, LBM auctions, Indianapolis, In.; Oct.9-10, St. Charles, Il.; Oct. 16, Berea, Oh.; (800) 245-9690;www.peakauction.com.

House-Hasson Hardware – Oct. 7-9, market, Convention Center,Sevierville, Tn.; (865) 525-0471; www.househasson.com.

Indiana Hardwood Lumbermen’s Assn. – Oct. 9, Fun Shoot,Triple H Gun Club, Linton, In.; (317) 875-3660; www.ihla.org.

Do It Best Corp. – Oct. 9-11, fall market, Indiana ConventionCenter, Indianapolis, In.; (260) 748-5300; www.doitbestcorp.com.

Association of Millwork Distributors – Oct. 9-14, annual conven-tion, Gaylord Opryland Resort & Convention Center, Nashville,Tn.; (727) 372-3665; www.amdweb.com.

Builders Hardware Manufacturers Assn. – Oct. 11-13, fall meeting,Palm Desert, Ca.; (212) 297-2109; www.buildershardware.com.

National Hardwood Lumber Assn. – Oct. 13-16, annual conven-tion, Vancouver, B.C.; (800) 933-0318; www.nhla.com.

Northwestern Lumber Association – Oct. 20-22, dealer round-table, Freeborn Lumber, Albert Lea, Mn.; (763) 544-6822;www.nlassn.org.


Advantage Trim & Lumber [www.advantagelumber.com]..........45

AERT [www.aertinc.com].......................................................Cover I

Ainsworth [www.ainsworth.ca] ................................................26-27

Anthony Forest Products [www.anthonyforest.com] ...................3

Auto-Stak Systems [www.autostak.com].....................................49

Boston Cedar [www.bostoncedar.com] ......................................15

Capital [www.capital-lumber.com]............................................4, 47

Cedar Creek Wholesale Inc. [www.cedarcreek.com] .................44

Chicago Suburban Lumber Sales .................................................17

Crumpler Plastic Pipe [www.cpp-pipe.com] ................................18

Enduris [www.enduris.com] ............................................................7

Fasco America [www.fascoamerica.com]....................................41

Fletcher Wood Solutions [www.tenonusa.com] ..........................39

Georgia-Pacific Gypsum [www.gpgypsum.com] ..............Cover II

GRK Fasteners [www.grkfasteners.com].....................................37

Hancock Lumber [www.hancocklumber.com].............................30

HG Wood Industries [www.hgwood.com] ....................................35

LB Plastics [www.lbplastics.com] ................................................38

L.I. Industries [www.lumbercoversprotect.com] .........................48

Matthews Marking Products [www.matthewsmarking.com] ......40

New South [www.gator-guard.com]................................................8

North American Wholesale Lumber Assn. [www.nawla.org] .....25

Northeastern Lumber Manufacturers Assn. [www.nelma.org]...31

Progressive Solutions [www.progressive-solutions.com]...........5

Redwood Empire [www.redwoodemp.com] ......................Cover IV

RISI [www.risiinfo.com/crows] ......................................................34

RoyOMartin [www.royomartin.com] .............................................19

Sandy Neck Traders [www.sntraders.com] .................................33

Seaboard International Forest Products [www.sifp.com]...........32

Simpson Strong-Tie [www.strongtie.com]...................................23

Tank Fab [www.tankfab.com]........................................................43

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

Vonage.............................................................................................48

ADVERTISERS IndexFor more information on advertisers, call them

directly or visit their websites [in brackets].IDEA FileMoney Talks

A hardware store in Franklin, Ma., haslearned that money talks—especially if it comes in theform of a $1,000 shopping spree.

Jim Daddario, president and owner of DaddarioHardware, is using the twice-yearly giveaways to publi-cize the store’s spring and fall merchandise catalogs anddraw curious customers into the store.

This spring’s winners, Bob and Anne Marie Lynch—selected at random from hundreds of entries submittedto the store from March 1 to May 31—were able tochoose from more than 65,000 items available either atthe store or through its alliance with Do it Best.

“Bigger isn’t always better,” says Daddario, whoopened the store last September. “Our supply partner,Do it best Corp., affords us the ability tohave access to thousands of products.”

From the beginning, Daddario’sgoal has been a general store atmos-phere that supplies products and ser-vices needed by the localcommunity. Alongwith the usual hard-ware and buildingmaterial categories, thestore offers screenrepair and a completerental center onsite.

“I want to help empower the everyday do-it-your-selfers to take pride in their homes,” he says. “Manyprojects are easier than most think, and small changesor general maintenance can make a world of differ-ence.”

Customers have until Nov. 30 to enter the next shop-ping giveaway. Until then, special offers on the store’sFacebook page draw customers with no-sales tax dealson store purchases and special orders, as well as otherdiscounts such as 10% off bird feeders and bird feed.

Send usyour news!

Have your recent expansion, personnel pro-motions, new product introductions, or othercompany changes published in the next issue ofBuilding Products Digest.

Just Fax your news to 949-852-0231 or sendby email to [email protected].

(a free service)



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