Building Products Digest - September 2012

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EASTERN WHITE PINE SPECIAL ISSUE � REDWOOD MARKETING AIDS � OSB FORECAST

SEPTEMBER 2012

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

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BPD BuildingProducts Digest

Make your dreamproject a reality!

Redwood from The California RedwoodCompany is now distributed by:

Feldman Wood ProductsGarden City Park, NY

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BUILD A PLACE FOR MEMORIES.

Special Features9 FEATURE STORY

THE FUTURE OF OSB MANUFACTURING

12 INDUSTRY TRENDSRECENT IMPROVEMENTS IN OSB

14 PRODUCT SPOTLIGHTSTEEL SCREWS ADAPT TO DECKING

15 MARGIN BUILDERSCAPITALIZE ON REDWOOD PROMOTIONS

29 SPECIAL FOCUS: EASTERNWHITE PINE

46 PHOTO RECAP: SLMA

In Every Issue6 TOTALLY RANDOM

18 COMPETITIVE INTELLIGENCE

20 OLSEN ON SALES

22 GREEN RETAILING

26 MOVERS & SHAKERS

42 NEW PRODUCTS

49 IN MEMORIAM

50 ASSOCIATION UPDATE

52 CLASSIFIED MARKETPLACE

53 DATE BOOK

54 IDEA FILE

54 ADVERTISERS INDEX

There is no quick fix—the real problem is uncertainty

DURING MY MANY CALLS, I try to assess the heartbeat of the industry, and of late the bestthat most can say is that business is better than last year. In certain parts of the coun-

try, improvement is marginal. In areas initially reporting strong sales, I sense that businesshas taken a step back in the last month or so. While I certainly hear from individual compa-nies that are doing well, many are still bobbing along.

But the housing and remodeling industry cannot really change until there is a vastimprovement in business outlook nationwide, and individuals and businesses are confidentthat they can spend and invest and not regret it later. High uncertainty creates a vicious cir-cle or standstill and paralysis. There are so many factors outside of our control today thatwe live in a perpetual state of waiting for the other shoe to drop. We lack confidence—andwith good reason. Economic growth appears to be slowing again, we are burdened byunemployment, the euro debt crisis, the China slowdown, and the looming fiscal-cliff crisisat the turn of the year. Businesses are reporting that they are putting capital and humaninvestments on hold until there is more clarity. On an individual basis, if we look at ourinvestments, many of us have fled the market and not for any other good reason than wehave not made a buck in many a year. We keep getting sold on the notion of investing forthe long run, but continue to see that as soon as we show any gains they get wiped out bythe next catastrophe. I read recently that Boomers like me cannot take risk. Gen X and GenY believe in Facebook but not its stock, and Gen Z has no money.

The job crisis in this country needs to get to a healthier state. It may be true that we areno longer at the official 10% level of unemployment of recent years, but the current 8.2%figure is a joke, as it does not include the millions who cannot get a job and have given up.What many do not know is that the unemployment jobless rate is based on a survey of60,000 households. So my question is, who selects these 60,000? With such a small sam-ple, I am not sure how real the number is. I know a handful of people who have been laidoff and not one of them have found a real job yet—some even after a year and all highlyqualified. Many of us could replicate this example with our own friends, meaning trueunemployment is probably over 15%.

So how do we get an improved situation, when our job creation engine is at a crawl?Frankly, we as a nation must first realize that this is our No. 1 critical need and thatdecades of kowtow-ment to other nations and allowing our industries to be decimated byunfair business practices must change. Our seeming willingness to bash big business (actu-ally, all business) will not allow this country to get out of this crisis.

We have hovered around 8.1% to 8.3% unemployment for a year or so, and it does notseem to change. (And that doesn’t take into account that most people, even when re-employed, end up with substantially less pay than in their previous employment.) The factis that we have accepted losing our industries and allowing our average wages to decline.We need to grow our economy, as we only average 151,000 jobs a month to date this year.Add this to the fact that 50% of families are not earning enough to pay taxes and the scopeof the issue is very clear. Forget the theory of taxing the rich more—you cannot tax themenough to get out of this mess. We need not only to create new industries, but also to find away to bring back and re-tool some of our old industries. We need to encourage R&D, andwe have to take advantage of the energy at our disposal.

Our regulations absolutely put us as at a disadvantagecompared to our international competitors. We have seriousstructural issues that only seem to get worse, not better. Ourcountry’s long-term solutions are pushed aside by politiciansdetermined to maintain their comfy lifestyle and stay inpower. Regulations, taxation and energy are all issues thatnever change for the better. With Administration afterAdministration and Congress having tantrums, noth-ing changes and we continue to watch our econo-my sink even further. It scares me. I hope itscares all of you, too—and especially those inCongress and the White House, whomever theymay be in 2013. What we want now is trueleadership through this black hole!


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TOTALLY RandomBy Alan Oakes

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Building-Products.com September 2012 � Building Products Digest � 99

FEATURE StoryBy Jeff Wagner, LP Building Products

Oriented for successOSB and the building industry

AS KEY MATERIAL PROVIDERS for the buildingindustry, OSB manufacturers have seen the

effects of the country’s economic conditionsfirsthand. Fortunately, the first half of 2012 hascarried with it slow but persistent growth in thedemand for OSB, thanks in part to the low inven-tory of new and existing homes. Although antici-pated housing starts for the year are well belowpre-recession averages, they are much more posi-tive than the numbers from just a few years ago.Forecasters are calling for more growth by 2013. As the building industry slowly emerges from

the bottom of this downturn, there is some lightat the end of the tunnel. Although a revived hous-ing market may present a new set of challenges,the opportunities for innovation and productdevelopment seen along the way are already cre-ating a stronger, more diversified industry.

Opportunities for InnovationEngineered wood products, including OSB,

bring flexibility to product development andinnovation. With an intentional design and pur-poseful variation in properties, OSB products canbe developed to provide solutions for specificconstruction challenges. As the pioneer in OSB, LP Building Products

is among the producers committed to ongoinginnovation in the design and application of OSBproducts. This means listening to builders, archi-tects and engineers and working with thesegroups to create custom product solutions thatmeet their needs. New product development—such as the

recently launched LP FlameBlock Fire-RatedAll photos courtesy LP


how to meet those codes. Many states are concerned about

balancing the new codes with cost,structural requirements, and moistureprevention. Numerous states, such asMinnesota, have elected to amend thecodes to meet their specific needswhile others, like Georgia, have cho-sen to bypass the adoption of the 2012IECC code entirely.For the OSB industry, the prescrip-

tive requirements of insulated (foam)sheathing in the 2012 IECC code dis-advantage our products. LP has beenworking alongside other manufactur-ers with the Coalition for Fair EnergyCodes to help shape the future of ener-gy codes and create alternative wallassemblies that meet the intent of the2012 IECC energy codes whileaddressing state and industry con-cerns.The OSB industry has also found

additional opportunities innovatingbuilding practices on the internationalfront, particularly in South America.Because wood products are muchmore resilient under seismic condi-tions than the traditional masonrypractices in this area, LP has seen suc-cess converting South American com-panies and governments to the use ofwood for housing construction.Product innovation has gone

beyond the housing segment as manu-facturers continue to research anddevelop innovative OSB applicationsfor the industrial arena, such as furni-ture and specialty products. The flexi-bility of engineered wood productsallow the development of a panel withthe customers’ end-use in mind, aswas done with LP SuperStructFurniture Panels.Organizations such as APA–The

Engineered Wood Association, theAmerican Wood Council, andWoodWorks are encouraging the useof wood in non-traditional applica-tions. These efforts are also drivingthe diversification of OSB, as theindustry discovers places to use woodwhere it hasn’t been historically.

Recovery ChallengesAs the building industry emerges

from the downturn, all channels willbe faced with a unique set of chal-lenges.For much of 2012, the market has

been depressed. According to APA,the industry demand capacity ratiosare in the 60% to 70% range. Severalyears ago LP, like many of our supplychain partners, started the long and

OSB from Ainsworth is fed through a cutting machine in preparation for wall panel constructionat JL Schwieters’ manufacturing facility in Hugo, Mn.

JL Schwieters Building Supply,Hugo, Mn., is more than just anLBM dealer. It’s a service providerwhose custom packages from platesto peak are making life for buildercustomers a bit easier.“The thing that distinguishes us:

we offer it, design it, and install it,”says Nathan Steere, sales and pur-chasing director.The dealer’s turnkey components

division includes wall panel manu-facturing services, with a team ofskilled carpenters, a fleet of forklifts,and in-house crane service to design,fabricate, and install framing pack-ages for single- and multi-familyhomes, hotels, and more. Under itsNexStep System, JL Schwieters cus-tom builds stairways, fireplace nich-es, archways, and other interiorbuilding components that spanbeyond the basic framework. Thesystems are delivered fully assem-bled, helping to eliminate jobsiteerrors and save builders time. Forexample, a complicated 10-hourfireplace buildout is reduced to justtwo hours.Along with time savings for the

customer, the controlled productionenvironment and captive workforce

mean higher quality, greater consis-tency, and increased efficiencies,while field-shop communicationensures products and practices areinnovative and optimized.JL Schwieters uses 7/16- and 5/8-

inch 4x8, 4x9, and 4x10 OSB, pri-marily from Ainsworth Engineered,for the manufacture of its wall pan-els. The tapered-edge technology ofAinsworth’s pointSIX Durastrandsubfloors eliminates the hassles ofedge sanding. The durability andmoisture tolerance of Ainsworth’sSteadiTred stair tread panels standup to the rigors of the jobsite. “Itreally blends in well with our strate-gy that everything must be efficientto be effective,” Steere says.Its services are more in demand

than ever due to the current state ofthe housing market. “Over the pastsix years, when prices have beendepressed, many framers have vacat-ed the industry and young peoplehave been discouraged from desiringcareers in carpentry and framing.It’s a serious issue,” says Steere.“So, pre-fabricated wall panels arebecoming much more importantbecause it means more homes can bebuilt with fewer hours in the field.”

Full-Service Strategy Gives Dealer Edge

proposed 2012 IECC energy code, LPstands by the importance and value ofenergy codes across North America.We also believe the homebuildershould have a variety of products attheir disposal and have choices as to

OSB Sheathing and the growing useof LP TechShield Radiant Barrier—provides builders with more optionswhen meeting construction challenges.As many segments of the buildingindustry are navigating through the


painful task of right-sizing our operations and infrastruc-ture to accommodate the depressed demand levels of thepast six years. Through this process, our objective has beento balance our supply by region against the demand ourcustomers have for our products.Market conditions suggest the revived industry may

encounter shortages across the board from inventory totransportation. The logging infrastructure—including boththe logs themselves and the trucks used to move them—has shrunk based on demand and has the potential for aslower comeback than the market itself.There is also a shortage of flatbed trucks across North

America. As manufacturers start to ramp up productionfacilities to meet customer demand, there is a very realconcern about having the trucking infrastructure to meetthose needs. LP is aware of these challenges and is work-ing with suppliers and customers to help mitigate them.

Looking to the FutureThe building industry has gone through the toughest

five years in its history, facing changes and adjusting oper-ations as needed. But through product innovation, therehave been bright points along the way. OSB’s place in the building products industry remains

strong. As the market improves, competitive lessonslearned in the downturn will provide a new emphasis onservice to the customer and the end users’ needs for ourproducts.

– Jeff Wagner is the executive v.p.-OSB for LP BuildingProducts, Nashville, Tn. Reach him via www.lpcorp.com.

LOUISIANA-PACIFIC, Nashville, Tn., attributedstrong sales of OSB from its 14 mills worldwide for driving thecompany’s total earnings up 18% in the second quarter. “Higher OSB prices and volume and continued volume

growth in our siding business were the primary drivers for theimprovement in our results,” said c.e.o. Curt Stevens. Sales for the company’s OSB mills in Chile and Brazil

totaled $43 billion for the second quarter, an increase of 8%,“Going into the second half of the year, we remain cau-

tiously optimistic,” said Stevens. “Though it appears that thegeneral economy may be slowing, housing activity continuesto improve.”

NORBORD, Toronto, Ont., also reported higher second-quarter sales for its 11 OSB mills—$272 million compared to$241 million in the same period last year.“We are finally seeing a more sustainable U.S. housing

market recovery, and this is flowing through to our bottomline,” said c.e.o. Barrie Shineton.

WEYERHAEUSER, Federal Way, Wa., added newequipment to its OSB mill in Edson, Alb., and started produc-ing energy-efficient radiant barrier sheathing at its OSB mill inHudson Bay, Sask. The new machinery will produce drainagegrooves on the company’s Edge Gold flooring panels.

AINSWORTH, Vancouver, B.C., marked one year of norecordable injuries at its OSB mills in Grande Prairie, Alb.,and Barwick, Ont.“Our philosophy here is that every employee needs to go

home to their family safe and sound every day,” says RandyJohnson, site manager in Grande Prairie. “Safety isn’t asometime thing; it has to be an all-the-time thing.”

GEORGIA-PACIFIC continues operations at five OSBmills in the Southeast.

HUBER ENGINEERED WOOD, Charlotte, N.C.,introduced new ZIP System R sheathing, structural wallsheathing with continuous foam insulation. “We have enhanced our ZIP System sheathing with rigid

foam insulation to eliminate the hassles of installing multiplesystems on the jobsite,” said Brent Flotkoetter, product direc-tor of ZIP System. “This provides builders with five layers inone installation step.”

ROYOMARTIN, Alexandria, La., is moving into its fifthyear of operations at its OSB facility in Oakdale, La.“Emphasis has been placed on translating our Eclipse

radiant barrier product from a singular roof decking applicationto a wall sheathing application, which replaces traditionalhousewrap,” said Tony Rocha, senior field sales and businessdevelopment representative.

TOLKO, Vernon, B.C., lost nearly a month of OSB pro-duction at its mill in Meadow Lake, Sask., in late June, due tosevere storms. Power was not restored until July 16, and fullproduction was restored 10 days later.

LANGBOARD continues to produce OSB at its mill inQuitman, Ga.

OSB 2012

THE CONSTRUCTION industry can count on OSB manufacturers tocontinue to develop better-performing, more efficiently installed products.


Enhancements to OSB products improve residential,light commerical construction

• simplified construction features.

WWaatteerr pprrootteeccttiioonn,, wwaarrrraannttiieessOSB manufacturers have focused

on product formulations and featuresto better enable their panels to with-stand moisture during and after con-struction. This is particularly true withOSB floor panels, for which edgesealants help protect against water

MANY BUILDERS CHOOSE orientedstrand board over plywood for

its lower price. When it comes to sell-ing OSB, though, it’s equally impor-tant to emphasize performance. Asdealers know, competing on pricealone can be a race to the bottom.Keeping and growing a customer baseusually depends on showing value,not just the lowest price.

Within the OSB market is a widerange of products—from commoditysheathing to specialty floor and roofpanels. To provide builders with val-ued solutions for their panel needs,three attributes of high-performanceproducts for the sales staff to keep inmind are:• water protection and warranties,• fastener templates, and

INDUSTRY TrendsBy Chris Degnan, Weyerhaeuser

HIGH PERFORMANCE OSB panels help create quality floors. All photos courtesy Weyerhaeuser


intrusion to prevent edge swell. Suchtreatments help ensure that panelsinstall flat and remain flat and smoothduring and after construction.Manufacturers typically market suchpanels to stand apart from commodityOSB, such as a tint on the edges ofpanels to show they offer enhanceddefense against moisture.Because preventing edge swell is

vital for quality finished floors, manu-facturers also are pioneering otherways to prevent water damage. Forexample, drainage grooves added tofloor panels eliminate standing water

they believe the joist is and walkacross the floor using a nail gun torapidly attach the panel. It’s easy toveer off and end up with “shiners.”Snapping chalk lines is a good solu-tion, but takes time. To make panelinstallation faster and easier, someOSB manufacturers include pre-print-ed templates that enable crews to fol-low a straight line and improve accu-racy of fastener placement.

SSiimmpplliieedd ccoonnssttrruuccttiioonnOn many OSB floor panels, manu-

facturers now provide tongues andgrooves. Panels with these profiles

help speed construction and improvequality by creating a self-gapping fit.Crews don’t need to measure for agap; instead, they slide the tongue andgroove together. Ensuring an appro-priate gap is necessary to prevent pan-els from buckling if they expand orcontract from moisture.Another ease-of-use is how manu-

facturers load panels at the mill.Those that arrive at the jobsite bun-dled working side up make it simplerfor crews to unload and install them,without the strain of flipping panelsover. This can help speed constructionand lessen fatigue, especially in caseswhere crews have to handle numerouspanels.OSB panels can also provide

builders a simple way to build green-er. Manufacturers are able to produceOSB from quickly regenerating treesand with methods that use almost theentire log. Plus, for builders who wantconfirmation that the wood comesfrom sustainably managed forests,some OSB products carry third-partycertifications, such as that of theSustainable Forestry Initiative.

– Chris Degnan is OSB strategic mar-keting manager for Weyerhaeuser,Federal Way, Wa. For more information,check www.woodbywy.com.

ADVANCED EDGE SEALS help preventwater intrusion in panels, reducing edge swell.

DRAINAGE GROOVES on OSB flooring pan-els help eliminate pooled water during con-structon.

While manufacturers have oftenfocused on floor panels as a keycategory for specialized OSB prod-ucts, some are also offeringenhanced roof panels—especiallyradiant barrier sheathing (RBS).RBS offers the same types of

benefits as standard OSB roofsheathing, including being engi-neered to remain flat and resistbuckling, cupping, warping andsagging. It installs the same asother roof panels, yet helps lowerhome energy use.These panels are foil laminated

OSB roof sheathing that reflects97% of the sun’s radiant energy.By blocking solar energy, RBShelps reduce heat build-up in atticsso the home stays cooler. As aresult, less energy is needed for airconditioning, which in turn cancontrol costs for homeowners yearafter year.

Radiant Barrier SheathingEnhances Energy Efficiency

RADIANT BARRIER SHEATHING Is asimple-to-install way to help keep homescool in sunny climates.

during rain storms, which savesbuilders the problems and costs ofsweeping standing water off the flooror drilling drainage holes to let itthrough.A clear indicator of the improved

performance of OSB panels is theenhanced warranties now available.Some manufacturers offer “no sand”guarantees for up to 200 days, whichindicate their specialty panels canresist edge swell for more than half ayear of exposure during construction.Additionally, panels also are availablewith 50-year limited warrantiesagainst delamination, providing thebuilder and homeowner the assuranceof long-term performance.

FFaasstteenneerr tteemmppllaatteessBuilders know that reducing the

risk of floor squeaks requires thatnails or screws driven through floorpanels attach securely to the underly-ing joists. Many eyeball a line where


DECK FASTENERS have developed rapidly since the intro-duction of the first standard green deck screw in the

1990s. Although this type of deck screw was an improve-ment over the previous generation of galvanized woodscrews that had been used by contractors for many years, itis remarkable how little this standard model has evolved. Instead, advances in the design of deck screws have

been driven largely by developments in PVC and compos-ite decking. Constant changes in the colors and technolo-gies of PVC and composite decking have spurred a range oftechnical and aesthetic improvements in deck fasteners. In terms of color alone, the first color-matched Headcote

deck fasteners were initially available in only five colors.Today, they come in almost 20 colors, in several differentthread and head designs, and in both stainless and carbonsteel. Almost every design advance was developed inresponse to changes in PVC and composite decking.Recently, however, increased availability of many dif-

ferent types of treated wood decking has focused renewedattention on the standard model deck screw. Many treatedwood decks are still built with standard deck screws thatare very similar to the screws first developed 20 years ago.However, increased variation in the appearance of pressuretreated lumber, as well as higher expectations from deckfasteners based on improvements made to PVC and com-posite deck screws, has increased demand for better colormatches and improved performance from standard deckscrews. Pressure treated lumber varies greatly by region, in

terms of wood species and pre-stained color options.Although it is typically more difficult to achieve a precisefastener color match with treated wood compared to PVCand composites (because of the natural variation of woodproducts, staining processes, and weathering conditions ofthe deck), there are now many more options for standarddeck screw color matches. Green, gray, red and tan screwsare all available on the market today. Choosing the right color match for pressure treated lum-

ber depends on many factors. For instance, gray deckscrews are popular in areas where treated wood decks aretypically allowed to weather, especially coastal areas in thenortheast U.S. In other areas, contractors and homeownerssometimes prefer screw colors that better match the original(and maintained) color of the treated lumber.Contractors using deck screws designed for treated

wood are usually most interested in very high levels of reli-ability in terms of mechanical performance and corrosionresistance, as well as ease of use. While most standard deck

screws are capable of meeting basic performance criteria,in terms of reliability there is actually a wide range of dif-ference between various screws on the market. First, lower quality screws are more likely to cam-out or

even snap during installation. Screws held to higher qualitystandards for the dimensional specifications of the recessand torsional strength of the screws, and with additionaldesign features like a reinforced countersinking head, willsave contractors time in avoiding this basic type of failure.During the life of a deck, another area of concern is the

adhesion of corrosion-resistant epoxy or ceramic coatings.If the coating does not adhere well during installation, thescrew is unable to provide any corrosion resistance, whichcan lead to staining and ultimately failure of the fasteneritself. Even if the screw’s coating is able to achieve goodresults in salt spray tests, in a real world application, theadhesion of the coating is actually more important. For easeof use, there are many features that contractors prefer,including square and star drive recesses, auger points (T-17point) for quick start, and countersinking nibs for a cleanand uniform appearance of the decking surface. These are just some of the features of the new standard

deck screw. If treated decking continues to diversify anddevelop, the standard deck screw will have to continue toevolve at a much more rapid pace than it has in the past.

– Steven Gertner is the marketing manager at StarbornIndustries, Edison, N.J. Contact him at [email protected].

Steel screws adapt tochanges in wood decking

PRODUCT SpotlightBy Steve Gertner, Starborn Industries

DECK SCREWS designed for treated wood, such as Starborn’s DeckfastEpoxy screws, stress reliability of performance and corrosion resistance,in addition to ease of use.


THE MISSION of the CaliforniaRedwood Association is to lever-

age the collective strength of its mem-bers to communicate all benefits ofredwood lumber in a way that comple-ments each member’s marketing andpromotional programs.Dual impacts of economic reces-

sion and competition from alternativeproducts have affected redwood mar-ket share just as they have for manyother traditional building products. Asthe economy grows its way out of thedepths, the redwood industry is imple-menting plans to grow anew just as thethousands of acres of healthy, sustain-able redwood forests grow alongCalifornia’s north coast.The plan includes various methods

of media outreach: radio, television,traditional print, web-based, and socialnetworking. “We love redwood andwe love working with the CaliforniaRedwood Association, a longtimepartner and supporter of On the House(OTH) with the Carey Brothers,” sayspopular radio host and syndicatedwriter James Carey. For example, thisyear, the CRA was the platinum spon-sor of the show’s Great BackyardMakeover Sweepstakes, whichreceived 8,000 entries, the most ever.Most entrants applied through a link toFacebook, which greatly expandedCRA’s social network. The grand prize winner of the 2012

contest, Jeffrey Sellier of Marietta,Ga., will receive $5,000 worth of red-wood decking. “My entire family waspresent during the grand prizeannouncement; they were all cheering.I can’t wait to get started on the reno-vation of my backyard entertainmentarea,” he says.

OTH column in two issues of FamilyHandyman magazine. Indeed, media continue to be

attracted to redwood. On June 8, theredwood message was heard by listen-ers of Your Place, Your Space Home& Garden Radio on KNOC 1680 andbeachcitiesradio.com in OrangeCounty, Ca. As CRA president, I dis-cussed green decking materials, red-wood versus plastics, and how red-wood decking and siding meets theCalifornia wildland/urban interfacefire codes with host Ana Hitzel, astrong proponent of natural, energy-

Redwood ramps upExpanded promotions help sell redwood

MARGIN BuildersBy Charlie Jourdain, California Redwood Association

The redwood will be used toreplace an existing non-redwood deck.This will add significant value to theSellier residence and provide a storythat CRA can follow in the future.In addition to the sweepstakes, the

redwood message can be heard at Onthe House radio, which airs everySaturday morning from 9:00 a.m. to1:00 p.m. EST, reaching more thantwo million listeners on 200 stationsnationwide. Redwood content willalso be included in the OTH e-newsletter, within banner ads onwww.onthehouse.com, and in the

All photos courtesy CRA


DRAMATIC ROUGH-SAWN redwood barn serves as furniture maker’s workshop.

efficient building materials such asredwood.Another Southern California-based

proponent of naturally beautiful anddurable redwood is professional deckdesigner Claudia Schmutzler.Recently featured in Better Homes &Gardens’ “Deck, Patio & Pool” issue,Claudia described her dream deck:“That’s an easy one: my own custom-built redwood deck.” Claudia, who often promotes red-

wood in media interviews, has pro-jects that can be seen atwww.windsordecksandgardens.com. Radio and magazines are not the

only media being used to get the red-wood message out. Fans in the BayArea tuned into local Oakland A’sgames have no doubt seen the TV adsespousing sustainable forestry andredwood aired by CRA memberMendocino Forest Products. If you happened to be lucky

enough to get a ticket to the sold-out

A’s vs. Red Sox game on July 3, youwould have seen the between inningaward of new redwood decking to adeserving entrant in the “ReplaceYour Ugly Deck” contest sponsoredby CRA member Humboldt RedwoodCo. In the near future, residents of

California’s north coast will be seeingTV commercials promoting the bene-fits of locally grown and sustainableredwood lumber products, a key tothe region’s current and future eco-nomic vitality. This is all part of aHumboldt-Made campaign to pro-mote the local economy. Check outwww.humboldtmade.com. CRA communications efforts over

the past several months also have cen-tered on the Life Cycle Assessmentstudy conducted by CORRIM. Nowthat the study is complete, the infor-mation can be used to help promotethe significant environmental benefitsof naturally beautiful redwood vs.

imitation plastic alternatives. The LCA proves that redwood has

little impact on our environment andpossesses a miniscule environmentalfootprint when compared with that ofplastic and composite decking. Theamount of carbon stored in redwooddecking exceeds the total carbonemissions emitted during its wholelife cycle. “If you were trying to invent an

industrial process that would take car-bon dioxide out of the air and store itsafely, had no negative impacts on theenvironment, and created productsyou can use every day using very lit-tle energy to do it, you couldn’t dobetter than inventing a forest. Andredwood forests do an excellent job atthis because of the ideal climatewhere they grow,” says CORRIMexecutive director Elaine Oneil, Ph.D.To further redwood’s environmen-

tal message, a new website—www.RootedInTruth.org—has been

While recognizing that the major-ity of redwood sales are deckingrelated, the California RedwoodAssociation has also noticed that

more and more builders and remod-elers—and indeed its own millmembers—are utilizing redwoodbeyond the deck, on projects and

products both big and small. For example, Humboldt

Redwood Co. offers ready-to-useredwood posts, railings and panelsfor easy fence construction.Similarly, the California RedwoodCo. recently launched a popular lineof redwood planters, perfect forflanking a front door or markingborders of a garden path. On a larger scale, we recently

came across a project in SonomaCounty, Ca., that is a prime exampleof how builders can use redwood: acustom furniture maker has featuredredwood throughout his dreamworkshop and studio. His inspirationcame from a natural meadow backedby redwood trees below the mainhouse: the perfect location for ahigh-end barn. His goal was to blend the new

structure with the wonderful sur-roundings. An exterior of re-sawnCalifornia redwood boards, finishedwith rough-sawn battens, mirroredthe naturally weathered 60-year-oldboard and batten siding of the mainhouse. Other structural details, suchas the ornamental roof stays and fas-cia, were also constructed fromrough-sawn California redwoodlumber.

Redwood Isn’t Just for Decking


launched. Developed by the CRA inpartnership with other organizationswho share a common goal of provid-ing accurate environmental informa-tion, RootedInTruth.org is committedto presenting the facts as clearly andfairly as possible. Our goal is simple:to clear the air and let the truth takeroot. RootedInTruth.org information

was distributed during the PacificCoast Builders Conference June 27-28 in San Francisco, where CRA andmember personnel staffed an associa-tion booth, and at the Forest Center atCal Expo July 12-29 in Sacramento.Plans are in place by CRA and mem-bers to staff booths at 2012 DeckExpo Oct. 10-12 in Baltimore, Md. While it may appear as if all indus-

try promotional activities are focusedaround decking, everything from sid-ing to planter boxes fit into our cam-paign, illustrating the tremendous ver-satility of redwood. Case in point; the

redwood board-and-batten siding usedto clad a fabulous barn-like structureused as a music studio, woodworkingshop, and garage in Sonoma County,Ca. (see sidebar below). Clad in durable and affordable

Construction Heart redwood, theFactorworks Studio has been profes-sionally photographed by CRA foruse in current and future promotions.The Factorworks Studio is currentlybeing featured on www.houzz.com, aswell as other electronic and traditionalmedia outlets.These images will join the hun-

dreds of other redwood images main-tained by CRA. Check out the “BeInspired” section of CRA’s website(www.calredwood.org) orwww.redwoodthenaturalchoice.comfor a sample of images that are avail-able for use by members and cus-tomers to help promote and sell theirredwood products. Maintained byCRA art director Ali Vorhies

([email protected]), the extensiveredwood image library is in constantuse. Examples include a number of

images used by Big Creek LumberCo. in the recent redesign of its corpo-rate website, www.big-creek.com.“Without this fantastic resource, CRAmember companies would have todevote significant financial resourcesto scout and photograph such pro-jects,” said Big Creek president JanetWebb. Good old-fashioned newspaper ads

are certainly a traditional way to reachlocal audiences, as well. For example,for several seasons Bruce BauerLumber & Supply, Mountain View,Ca., has successfully run co-op news-paper ads for redwood planter boxeswith the CRA tagline “Redwood theNatural Choice.” Something as simple as raised gar-

den beds can also be used as a valu-able educational tool. Ashby Lumber,Concord, Ca., recently provided red-wood for the “edible garden” atValhalla Elementary School inPleasant Hill, Ca. “Thanks to the gen-erosity of CRA and Valhalla Dad’sNetwork, our students will not onlybe eating a more healthy diet, but arereceiving a valuable lesson in the useof natural, sustainable products suchas redwood,” said Valhalla principalMarji Calbeck.While planter boxes and raised

garden beds can be very simple, theCalifornia Redwood Co. has intro-duced a line of high-end planters andAdirondack style furniture, availablethrough its online store (www.cal-iforniaredwoodco.com). “The qualityof materials and construction is farabove that of typical wood patio fur-niture,” says CRC’s Kelly Lusa, mar-keting and product development. These beautiful planters and furni-

ture were displayed at Sunset maga-zine’s Celebration Weekend June 2-3in Menlo Park, Ca., and at theHumboldt Made Fair in Eureka, Ca.,June 21-24. Two lucky PCBC atten-dees won CRC redwood planter boxesby stopping at the CRA booth andentering a raffle. Hopefully, you have gathered that

the wheels never stop turning at CRAor its member mills when it comes topromoting this remarkable product.Pass the word that redwood hasramped up for 2012, and stay tunedfor an expanded commitment to col-laborative redwood marketing in2013.

In addition to the woodworker’spower tools and materials, the red-wood barn has a few “man cave”elements. The north wing is dividedinto lumber storage, playing studio,and recording equipment room. Thesouth wing was developed into athree-car garage with painted autoand motorcycle logos gracing theinterior wall.

The 2,000-sq. ft. workshop/studioat once takes command of the mead-ow, yet still appears at home in theopen space. Complementing its sur-roundings, the barn is a greatdemonstration of how redwood lum-ber shines through on every type ofproject.Redwood certainly isn’t just for

decking.


YOU ALL KNOW the proverbial busi-ness choices: lead, follow or get

out of the way. Not much of a dilem-ma for young Justin Ennis, whosefather, Bruce, is president and c.e.o. ofNew Mexico’s Roswell and Artesiayards, recently rebranded as BuildersDo it Center.“I’m a lead guy,” clarifies Justin,

whose longer, more official title iscorporate sales manager, adding “andI’m an optimist. Not much point inwasting your time and energy onbeing anything different,” he declares.And he’s reinventing the company

while barely old enough to shave (hebegan working for his dad 12 yearsago at age 14, before earning a collegedegree in Agricultural Economics,where he thought his future would liebefore being bitten by the sawdustbug). “I fell in love with the industry,”he justifies his U-turn—“the kind ofcustomers we serve, the buildingmaterials, the retail process—and theindependence I’ve got to play entre-preneur: to build the business the wayI want to.”Blame it on the DNA. He’s just like

his dad before him—a general manag-er who bought out his boss in the late’80s, driven by the urge to turn an ill-managed operation into a well-runcompany. Justin at the steering wheelbrings not only a vision of where totake the company, but the businesssmarts to change with the changingtimes and grasp those opportunities forgrowth.Uniting the Roswell and Artesia

Rebrandingfor the future

COMPETITIVE IntelligenceBy Carla Waldemar

ROSWELL YARD has always catered primarily to professionals.

stores, 40 miles apart, under one ban-ner, along with remodeling and remer-chandising them and refocusing theiremployees’ goals readies the operationfor the future. Wisely, at the sametime, Justin remains cognizant thateach store operates in its own nicheand demographic. “Roswell is a lum-beryard with a hardware store, with80% pro customers,” he explains,“while Artesia is more of a home cen-ter, with a 60/40 split.”And it’s Artesia that’s been better

positioned to sustain the enterprise inthis rocky economy, due to the com-munity’s robust oil and gas resources,

which are still doing very, very well. “We’ve built the wood wallhead

cellars for those operations,” Justinreports, “and our only frustration isthat we’re not set up to do even more.Unlike our competitors, we decided toassemble them to order—and it’sworked out even better than I’dthought; we can actually make prettydecent money.“Roswell, definitely more of a pro

store, was sailing along nicely” beforethe bust, supplying builders of thetown’s McMansions. But when thatniche dried up three years ago, Justinturned on the proverbial dime towhere a new need was arising—pro-duction builders addressing the hous-ing shortage of more modest homes abroader workforce could afford.“I reached out to the builders and

asked them, ‘Try us! We’re smaller,more nimble. Our prices are competi-tive and, as added value, we’re nextdoor,’” rather than simply a cog in thedistant national wheel they’d been inthe habit of using.In the same gutsy manner, Justin-

as-outside-salesman approachedpotential commercial clients—mostrecently winning the business for anew hotel going up. “We’ll stock roof-ing, lathe and plaster, shingles, sellthem insulation, tons of drywall, andsupply the framing, versus workingwith a national outfit three hoursaway. We’re very competitive andwe’re just down the road.” He paintsthe big-picture outlook of Builders’future: “Instead of bringing it in fromTexas, we’ll use Roswell as a centralhub and drive two hours out from


MAKEOVER provides more, easier-to-find options for all customers.

PARTNERS Justin Ennis (left), with father Bruce Ennis.

there” to serve the wider territory. “In a small productionmarket, we’ll be a great market force, building big growth.(This is all a little different from five, 10 years ago for us,”he confides. “This”—pause for a ta-da—“is my baby!”)In similar seize-the-moment thinking, Roswell acquired

Overhead Doors of Southeast New Mexico in 1997—a too-good-to-pass-up opportunity that presented itself when theprior owner couldn’t make a profit at it. “Now it’s 14% ofour revenue,” Justin has won the right to brag.Then there’s RLC Supply & Logistics, another of

Justin’s newly birthed offspring. “It’s a brand-new compa-ny with one employee.” (Guess who?) He’s got big plans for the fledgling venture. “We’ll relo-

cate operations here in Roswell to serve the agricultural andoil and gas industries of Eastern New Mexico. It will allowus to hold inventory for the stores.” A new railroad spur forwhich he lobbied long and strong will speed this along. “Bynext year, we’ll develop a two-step business with vendorpartners to distribute products—but not,” he’s quick tostress, “in competition with our builders. I’ve seen that hap-pen, and we definitely don’t want to do the same.”Meanwhile—does this guy ever sleep?—Justin has laid

the ground work for what he deems a necessary change inmanagement style in the two stores. “I’m building the infra-structure so that the GMs will run each store as an indepen-dent business—make it their own. Formerly,” he says,“they sort of acted as supervisors but were not focused onP&Ls. It’s a mindset change, and my job is to help them—retrain them without finger-pointing or pulling hair—tofocus more on product. I’ll give them the tools for what’sexpected,” he promises.Backing all this change in the company’s rebranding is a

new marketing strategy that’s also (surprise) Justin’s

domain. “I’m turning our focus to radio advertising, toreach the pro who’s in his truck with the station on all day,”he explains. “But print, too: focusing on key categories,such as competitive pricing, building front-of-mind aware-ness, especially with our (loss-leading) power tools: threeaisles of power tools to drive traffic, but then six aislesbehind them.”A walk in the park, then? Not with heavy competition in

the form of boxes, regional chains, and other independents.How does Builders claim to better all those boys? Well, “the answer depends on the customer, and the cat-

egory,” Justin wisely explains. “We adapt to the customer’sneeds. For the one-stepper, we stress the highest level ofservice. For the roofer, our inventory is our strong point—20 colors versus 10 elsewhere. More options. And,” headds, “I need to serve you— with competitive prices, ser-vice no one can match, and the quality and variety of mate-rials absolutely unmatched.” (Remember that old three-legged stool adage? So does Justin. But today, he says,“two out of three will no longer do it. Try for all three.”And here’s another maxim for which he walks the talk:

don’t be satisfied with the status quo. “If we had not movedfrom the custom builder, our future would look completelydifferent”—and pretty cloudy. “I’m a‘lead’ guy,” he restates. “Here, we’reperformance-driven. We like towin, and that’s why people like towork for us. Bruce, as president, isthe financial guy; he’s also hands-on, day to day. I undertake every-thing top-line—marketing andadvertising. l oversee sales. Ideal with the customers. AndI’m optimistic.”

Carla [email protected]


move on, and frittering away at the edgesof an account that has cut us loose willjust delay our developing new accounts.

Action!Important customers take time. They

are also emotionally and mentallydemanding. The good news is now we canapply our mind, time and emotion todeveloping new business. And we can. We are the ones who

found, landed and developed that bigaccount we just lost, remember? Thatmeans we already know how to do it. Wedidn’t get lucky. So let’s get to it.• First, we put the full-court-press on

our ongoing account base. Go back and re-prospect everyaccount we are currently working and see if there is any-thing we have missed or any other value we can bring.• Second, we network with all our current accounts,

suppliers and friends to find new business.• Third, we commit to prospecting and do it every day.

No Comfort for UsHumans like stability. Knowing what is going to happen

is comforting. Marketing is built on it. Once people start tobuy from or shop in a certain place, they are likely to con-tinue to shop in that place.That is not the life of a salesperson (or sales organiza-

tions). Individually or as a company, if we make a list ofour top ten customers five years ago we will see that veryfew of them make our top ten list today. The same willhold true five years in the future. It is sad to think that thecustomers we are so tight with today probably (again, wefight it with all we have, but…) won’tbe our best customers in the future. We must realize that in reality

we are The Big One in our salescareers. We must remember that wemake accounts, they don’t makeus. Losing the Big One hurts,but it is just a test of our com-mitment to ourselves and ourcareers in sales.

OLSEN On SalesBy James Olsen

James OlsenReality Sales Training

(503) [email protected]

WHETHER IT HAPPENS slowly(“Everything is fine, we’re just

slowing down a little”) or out of the blue(“We’ve decided to go another way”), los-ing an important account is a painful bodyblow to any salesperson. Elizabeth Kübler-Ross wrote On Death

and Dying in 1969, which gives the fivestages of grief we go through when weexperience a loss. The book was inspiredby her dying parents. The five stages areoften applied to the grieving process indying, but can be applied to any kind ofloss, be it a break-up, divorce or losing animportant account.The five stages are:• Denial. I can’t believe this is happening to me!• Anger. @%$!, this can’t be happening to me!• Bargaining. There must be something I can do!?• Depression. All is lost.• Acceptance. Okay, it’s happened. Now what?

Remember the FeelingAcceptance is important, but as professional salespeople

we must hang on to the feeling of the body blow andremember that we never want to feel that way again. Howcan we avoid ever having this feeling again? By never let-ting ourselves be lulled into thinking we don’t have toprospect.We must realize that no matter how well things are

going, we are always in “rainy-day” mode as salespeople.We are skeptical. We do not trust that (our current)accounts will stay with us forever. Of course, we bring ongoing value and work with our

accounts so that they do become lifetime customers, butwe always keep a little bit of ourselves working for thetime that they might not be. “Pray like only God can helpyou, but plant your garden.”

Self-AnalysisDenial kills sales careers. We need to spend some time

thinking about our role in the loss. Some accounts are lostthrough no fault of our own, but sometimes it is somethingwe have done or said that can be improved upon. If wedon’t learn from our failures, we will make the same mis-takes again.

She’s Dead to MeNow forget the account. Take them out of your account

box or Outlook file. Do not circle back with the buyer,even though they may be one of your friends. It is time to

Losing the big one


WOW, WHAT A SUMMER. According to the NationalOceanic & Atmospheric Administration, July was

the hottest month ever recorded in the continental U.S.Two-thirds of the country is experiencing drought. Andthen there was the “super derecho” storm that wreakedhavoc across the Midwest and Mid-Atlantic. More than twomillion acres have burned and much of the West is still inits fire season. Add to this extensive crop damage and, allin all, it’s been a harsh summer.What will autumn bring? And winter? Perhaps property

owners are thinking the same thing. My hunch is that we’redue for an uptick of d-i-y projects. If so, what can dealersdo to prepare for what comes next?Certainly, preparations for extreme weather in areas

where it might be expected would be sensible. Big rainsand floods? Blizzards and ice storms? Or maybe this winterwill cut us a break and be calm and mild. That would benice. A little research can help you pick products so youcan merchandise them in time to help your customers pro-tect their property, whatever the weather has in store.But instead of focusing on the exterior, I’d like to turn

our attention to the interior. How can we help do-it-your-selfers, or rather green-it-yourselfers, undertake projectsthis fall to make their homes warm, cozy, and comfortablefor the winter months ahead?First, paint. This should be automatic, and presumably

plans are already underway to merchandise your core zero-VOC paint brands, and a few niche products, too. If you’restill looking for a dependable line with a strong designerbrand, Yolo Colorhouse (www.yolocolorhouse.com) is

GREEN RetailingBy Jay Tompt

worth evaluating. With people looking to simplify andprobably planning to spend less during the holidays, per-haps positioning a warm, new interior as a part of family-centered holiday could be an effective message strategy.Second, draft busting or weatherproofing. It’s not as

glamorous as adding a new designer color scheme to theliving room, but eliminating drafts can improve thermalcomfort in a home and save 10%-15% on heating require-ments. Most dealers already carry enough of the productand materials to develop an effective end cap or floor dis-play. Make sure expanding foam sealant and other caulksand sealants are zero-VOC and free of other chemicals ofconcern. Third, loft insulation. This is an easy weekend project

for an experienced homeowner or handyperson to take on.Energy savings can be substantial, as well as improvedthermal comfort winter and summer. It might be worthmaking those points in your promotions. Choose formalde-hyde-free batting or loose fill. Better, choose productsmade from natural materials, such as those from BondedLogic (www.bondedlogic.com).Fourth, windows. For homes with single pane windows,

there are limited options for improving thermal perfor-mance, short of replacement with double or triple pane win-dows. Replacement is expensive and may be well worth theinvestment if projected energy savings are significant. Butif outright replacement isn’t an option, there’s a new inno-vation that seems a perfect solution for homeowners. IndowWindows (www.indowwindows.com) has developed a win-dow insert that comes close to doubling the R-value of asingle pane window, and it reducesnoise, too. It may not be available inall areas of the country, yet, but it’sdefinitely worth a look.Turning each of these projects

into end caps or floor displays canboost sales and provide real value toyour customers. You’ll feel goodthat no matter what theweather has in store andhelped people feel a littlewarmer and safer, too.

Jay TomptManaging Partner

William Verde & Associates(415) 321-0848

[email protected]

Merchandising forthe green-it-yourselfer

INDOW WINDOW INSERT


SUPPLIER BriefsTennessee Valley Forest

Products, Chattanooga, Tn., hasbeen formed by Gerald Lang, ex-Savannah River Lumber.

Besse Forest Lumber Mill,Newberry, Mi., was destroyed by anearly morning fire Aug. 16.

Baillie Lumber, Hamburg, N.Y.,has acquired Wagner Lumber ,Owego, N.Y., which operates threehardwood sawmills and one log yard inthe state.

Hartzell Hardwoods, Piqua,Oh., has purchased Reliant Hardwoods,Kirksville, Mo.

Beacon Roofing Supply ,Peabody, Ma., has acquired Con-tractors Roofing & Supply Co.,O’Fallon, Mo.CRS owner Ken Bennett is leaving

to pursue other interests.

Chester Wood Products ,Chester, S.C., will invest $10 millionover the next year to upgrade and ex-pand its hardwood plywood operations.

Epicor Software renewed itsdeal with True Value to continue forthree years as the co-op’s recommend-ed P-O-S solution provider.

Anniversaries: Ellis Ace Hard-ware, Seneca, Il., 140th … EndicottLumber & Box , Endwell, N.Y.,110th … Butler County LumberCo., Hamilton, Oh., 100th … PepinLumber, Woonsocket, R.I., 65th …Gavin’s Ace Hardware , FortMyers, Fl., 25th …

Mead Donates Closed YardMead Lumber has donated its

recently-shuttered lumberyard inAshland, Ne., to a local foundation,which will use proceeds from the saleof the property to build a communityresource center with a public libraryand a senior center.Mead closed the yard July 7. The

property and buildings were auctionedoff Aug. 25, while Mead’s inventory,vehicles and fixtures were set to beauctioned off Sept. 8.Among the bidders for the property

and buildings were parties interestedin reopening the hardware store. The

facilities’ sale will help fund theAshland Community Resource Centerproject.

Wholesale Wood BringsRedwood to SoutheastWholesale Wood Products,

Dothan, Al., is now distributing red-wood products from RedwoodEmpire, Cloverdale, Ca., to dealers inTennessee, Mississippi, Alabama,Georgia and Florida.“We are proud to offer fine-milled

redwood products from RedwoodEmpire to our customers,” saidWholesale Wood president Chuck

Harris. “Redwood is a beautiful, natu-rally durable wood, and we are uniquein bringing it to this region. Redwoodis a product that can set a retailerapart.”Wholesale Wood’s distribution

centers in Dothan and Birmingham,Al., will stock a full line of 1”and 2”redwood in lengths up to 20 ft. Thecompany will offer kiln-dried, S4SHeart B redwood, an upper gradeproduct with few knots and an elegantoverall appearance, as well as air-sea-soned Con Heart S4S redwood, amore economical, construction gradeproduct.


Harry’s Building Materials, Rusk, Tx., closed its 14-year-old Palestine, Tx., location July 31, reducing the chain tofour yards.

People’s Do it Center, Galesburg, Il., finishes workthis month on a new lumber warehouse to replace the facilitythat was destroyed in an April 28 fire.

McKenzie Building Center, Watford, N.D., hasadded a new electrical and plumbing department, as well anew contractor and commercial customer service center toserve the Bakken area of North Dakota and Montana.

Star Lumber closed its Hutchinson, Ks., store lastmonth, but will continue serving local pros from its DC inWichita, Ks.

ABC Supply Co. opened a new 42,000-sq. ft. storeAug. 1 in Carnegie, Pa.

Gabriel Building Supply, Ponchatoula, La., pur-chased land in Amite, La., to open a branch next year.

84 Lumber is continuing to operate its Watertown, N.Y.,yard under a lease, after selling the property to a real estateinvestment firm.

Bayers Do it Best Hardware, Linden Hills, Mn., hasclosed after 89 years, with the retirement of owner Bob Bayersafter 45 years.

Ace Hardware franchisee John Brown is opening astore in November in Barrington, Il.

True Value is opening a 7,500-sq. ft. store in Wilton, Ct.

Palos Ace Hardware, Palos Heights, will open a sec-ond branch in October in Lemont, Il.

Ace Hardware added a new store in Little Rock, Ar.

Pease Warehouse & Kitchen Showroom ,Hamilton, Oh., is relocating to a slightly smaller, 88,000-sq. ft.facility.

True Value Hardware, Wheeling, W.V., is closing.

Greenville Hardware, Smithfield, R.I., has expandedby 5,000 sq. ft., providing room for more product lines.

E&H Hardware Group, Wooster, Oh., held a July 25grand opening for Westlake Ace Hardware, Westlake,Oh.The new store is located just doors away from Ingersoll

Hardware, which recently closed after more than 100 years.

Juniata PRO Lumber & Supply, Mifflin, Pa., waspresented the 2012 Paul L. Cosgrave Memorial Award forhardware merchandising by PRO Hardware.

Habitat for Humanity is opening a ReStore dis-count LBM outlet in Kilgore, Tx.

DEALER Briefs


Greg Lutter has been promoted topresident of Mann & ParkerLumber Co., New Freedom, Pa.Dave Bushman is now executivev.p. and production mgr., and RickRufo, ex-Elk Creek Lumber, isnew as sales & purchasing mgr.

Chris Smiley, ex-Sound Structures,has been named engineered woodproducts mgr. for Cedar Creek,Richmond, Va.

Clint Vance, ex-ProBuild, is nowmgr. at Stock Building Supply,Paradise, Pa.

Bob Schutte, ex-Carter Lumber, hasjoined the sales team at KramerLumber, Lebanon, In.

Bob Vezina, ex-Century Stair, is nownorthern Virginia and Marylandarea sales mgr. for 84 Lumber.Steve Kniceley, ex-ProBuild, isnew to contractor sales at 84’s yardin Myrtle Beach, S.C.

Darle Hoshaw has been named mgr.of Woodford Lumber & Home,Clear Lake, Ia.

Mike Catalino, ex-Foxworth-Gal-braith, is now market mgr. forBMHC/BMC West, El Paso, Tx.

MOVERS & Shakers

Kenneth Oetjen, ex-ProBuild, hasbeen named general mgr. forWisconsin Building Supply, LaCrosse, Wi.

Phillip Orem, ex-Perkins HomeCenter, is new to sales at F.D.Sterritt Lumber Co., Watertown,Ma.

Mike Patneaude, ex-Empire Whole-sale, is now leading the paneldepartment at Tampa InternationalForest Products, Tampa, Fl., assist-ed in sales by Paul Gubbini,Renee Sticker, and ArmandoMartinez, all ex-Empire.

Michele White, ex-BlueLinx, is anew buyer for LumbermensMerchandising Corp., Wayne, Pa.

Richard Kelly, ex-Bodyguard WoodProducts, has been named nationalsales & marketing mgr. of NorseBuilding Products, Allenton, Wi.,overseeing the Rockstep and Pro-Line Stone lines.

Ty Shumate, ex-Georgia-Pacific, isnow general mgr. of AmericanLumber, Birmingham, Al. NeilNugent was promoted to salesmgr. in Bryan, Tx.

George Fuchs has rejoined the out-side sales force at WoodhavenLumber & Millwork, Lakewood,N.J.

Kevin Fisher has been appointedv.p.-logistics & warehouse opera-tions for BlueLinx, Atlanta, Ga.Michael Newsom, ex-Foxworth-Galbraith, is now business mgr. forShreveport, La.

Robyn McKenzie has joined thesales team at National IndustrialLumber Co. (NILCO), NorthJackson, Oh.

Nick Bair is a new commercial salesrep with Schmuck Lumber Co.,Spring Grove, Pa.

Jayson Darula, ex-Empire Whole-sale, now leads the fir plywooddepartment at Seaboard Interna-tional Forest Products, Nashua,N.H.

Chad Tennant, ex-Boise Cascade,has been named Atlanta, Ga., areasales mgr. for Boral.

Andrew Randle, ex-Stock BuildingSupply, is now director of nationalaccounts for Rosen Materials,Boca Raton, Fl.


Aaron Kluger, ex-MasterBrandCabinets, is new to Louisiana-Pacific Corp., as market develop-ment mgr. for San Antonio andSouth Texas.

Rick Reuss has joined Thermafiber’stechnical services group, Therma-fiber Insolutions, Wabash, In.

Trevor Cowell, ex-LP, is new tomillwork sales at MJB Wood,Irving, Tx.

Beth Wiseman is now senior humanresources mgr. for ThermalIndustries, Pittsburgh, Pa.

Omar Madrigal is now in sales atMarjam Building Supply, Miami,Fl.

John Greiwe has joined DeceuninckNorth America, Monroe, Oh., asdirector-commercial marketsdevelopment.

Jason Lehtman, ex-Temple Inland, isnew to sales at Owens Corning, St.Louis, Mo.

Lisa Harris has been appointed chan-nel marketing mgr. for AtriumWindows & Doors, Welcome,N.C.

Jeff Wright has joined WojanWindow & Door, Charlevoix, Mi.,as regional sales mgr. for the Mid-Atlantic area.

Frank Peters and Earle Ingle, ex-Empire Wholesale, are new to thetrading division of Amerhart Ltd.,Green Bay, Wi.

Steve Willer, ex-ACO Hardware, isnew to sales at ASA BuildingSupply, Walled Lake, Mi.

John Boyle is now a door & windowestimator at Wilmington BuildersSupply, Sudbury, Ma.

Russ Archer has been promoted topresident of McKenzie BuildingCenter, Watford City, N.D. BryanStanford is the new lumber yardforeman/mgr.

Betsi Baker is now a sales represen-tative for South Carolina and east-ern Georgia for Laticrete, Bethany,Ct.

Keith Mullens is the new sales mgr.at Wynndel Lumber Sales,Wynndel, B.C.

Ben Stimpson Jr., Scotch Gulf Lum-ber, Mobile, Al., has been electedchairman of the Southeastern Lum-ber Manufacturers Association,Tyrone, Ga.

Lou Pole has been named director ofthe legal department at Mungus-Fungus Forest Products, Climax,Nv., according to co-owners HughMungus and Freddy Fungus.

VERSATEX TRIMBOARD, Pittsburgh, Pa.,has launched a new mobile website atwww.versatexpert.com, which includes a con-tractor handbook, catalog information, and 10new installation videos.


FSC Expands OperationsThe Forest Stewardship Council

will host its first annual southeastregional conference on Oct. 24 atHome Depot’s corporate headquartersin Atlanta, Ga. Attendees will include regional

stakeholders who will address oppor-tunities and challenges in building themarketplace for FSC-certified prod-ucts in the Southeast. At its headquarters in Minneapolis,

Mn., FSC-US welcomed Karin Meieras development manager and AmeliaHarris as a program manager. Effective Oct. 1, Kim Carstensen

will be director general of the organi-zation’s international board of direc-tors, succeeding Andre de Freitas, whohas led FSC International for the pastfive years. Carstensen previouslyserved 20 years with the WorldWildlife Fund.

DG Picks Up Three AcesDG Hardware Stores, Sarasota, Fl.,

has acquired three-unit Flagler AceHardware, Palm Coast, Fl., from retir-ing owner Lesley Anderson.Andersen opened her first store in

1985 in Bunnell, Fl., with her late hus-band, Andy, later adding two stores in

Palm Coast.“We will try and run the stores in

the manner the customers like andexpand the Ace Hardware initiativesand product offerings so they are moreup to date, like adding Craftsmantools,” said DG c.e.o. Ron Schaefer.DG now operates 11 stores in

Florida and three in the Midwest.

Irving Forest Products WinsEnergy AwardsIrving Forest Products’ sawmill in

Dixfield, Me., was awarded a$471,000 incentive from EfficiencyMaine to install a kiln moisture con-trol system that will save nearly 15%of the mill’s annual energy expense. “The incentives from Efficiency

Maine will allow the mill to takeadvantage of low-cost energy that weotherwise would not be able to accessbecause of high up-front costs,” saiddivision manager Susan Coulombe.“By reducing the amount of electricitypurchased on the grid, the project willallow Irving to remain more competi-tive and reinvest those resources in itspeople and operations.” The incentive award is the second

that Irving has won through a compet-itive program administered throughEfficiency Maine, in which projectsare ranked on the basis of cost effec-tiveness and project readiness. Thefirst was a $706,543 incentive for asteam turbine that cut Irving’s depen-dence on grid-supplied electricity. “Both projects will allow the mill

to be at 100% capacity,” saidCoulombe. “That’s something that’sextremely rare in the forest productsindustry today.”

Merger on Track for Short-Line RailroadsGenesee & Wyoming, Greenwich,

Ct., agreed to acquire RailAmerica,Jacksonville, Fl., for $1.39 billion,combining North America’s twolargest short-line and regional railoperators.When the deal closes in the fourth

quarter, GWI will operate 108 rail-roads covering over 12,000 miles oftrack in 37 states, plus Canada, theNetherlands, Australia and Belgium.“The acquisition of RailAmerica by

GWI is a straightforward combinationof two organizations with overlappingholding company structures and com-plementary railroad geographies,” saidGWI c.e.o. Jack Hellmann. “The syn-ergies between the companies areexpected to be significant.”


Cutting edge promotionsDriving traffic to dealers

IN THIS ISSUE of Building ProductsDigest is NELMA’s latest ad, “Ben

the Builder.” See if you can find it. Ifyou do, take out your smartphone witha QR Reader App* installed and scanthe QR Code in the ad. It’s all part ofNELMA’s blazing new print advertis-ing frontiers. NELMA continues on its creative

path to utilize unique ways to spreadits marketing message on behalf of itslumber manufacturing membership.Case in point, check out the recentlypublished August/September issue ofFine Homebuilding magazine, whereyou’ll find yourself face-to-face with afull page, four-color photo of Ben theBuilder, located in the publication’scenterfold. Smiling Ben is an authen-tic New England builder who has areal story to tell the reader on why hehas chosen eastern white pine fordecades in construction projects of allkinds. Integrating scan code technolo-gy and the iPhone as a mouthpiece,Ben brings the print ad to life!Three key messages regarding east-

ern white pine are conveyed in 60- to90-second increments that cover thedurability, character, and sustainabilityof the species.To enhance Ben’s messages, the

back of the insert showcases a varietyof eastern white pine end-uses along-

side descriptive details of the applica-tion. And to bring it all full circle, thereader can click on another scan codethat will take them to a nearby retailerto purchase eastern white pine prod-ucts!Fine Homebuilding is the Cadillac

of builder publications, reaching morethan 200,000 via paid subscription andthousands more readers as a mainstaycross-consumer magazine for the

“pro-like” that’s available on news-stands and at building retailer storesnationwide. To ensure NELMA reach-es its geographic-relevant audience, aregional insert approach was used.

* Popular QR Reader Apps include http://itunes.apple.com/us/app/qr-code-reader-and-scan-ner/id388175979?mt=8 for Apple and, for Droid,https://play.google.com/store/apps/details?id=tw.com.quickmark&hl=en.

EasternWhite

PineSpecial Issue

Social MediaLooking for the latest information

on eastern white pine and other impor-tant soft and hardwood throughout theNortheast? Check out NELMA’s socialmedia hotspots.

YOUTUBEhttp://www.youtube.com/nelmatvLearn how we stack up to competi-

tive products and watch how-to videos.

FACEBOOKhttp://on.fb.me/NbdQfFLike us on Facebook to see what

we are up to.

TWITTERhttps://twitter.com/inelmaFollow us on Twitter to see what

news and trends we are tracking forthe industry.

INTERACTIVE “Ben the Builder” ad fromNELMA comes to life when paired with viewers’smartphones.


Traditional marketing tools for

Selling eastern pineOF COURSE, it’s not all interactive and social. NELMA

also provides the industry with a variety of cuttingedge traditional marketing tools in support of retailers andbuilders.Many of these tools are available by visiting

www.nelma.org or www.easternwhitepine.org, and canalso be conveniently mailed directly to you by request. Allliterature requests may be sent to [email protected] or bycalling NELMA at (207) 829-6901.

1. NELMA Buyer’s Guide A directory listing of eastern white pine producers and

EasternWhitePineSpecial Issue

distributors, this convenient resource is published in apocket-size format (4.5”x6”). The Buyer’s Guide displayscompany contact details, products produced, and othervital specifics for each lumber manufacturer, secondarywood products producer, lumber wholesaler, industrialequipment manufacturer, and industrial services member.

2. Standard Grade Rules for Northeastern LumberThis heavy duty, spiral-bound, pocket-size booklet is

all-inclusive, covering the official NELMA grading rulesdivided into 12 easily referenced sections. This resource isavailable for a nominal charge and can be obtained by con-tacting NELMA.

3. Eastern White Pine BrochureThis comprehensive brochure is a showcase folder con-

taining tabbed information on all aspects of designing,specifying, installing, and finishing eastern white pine

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

THINKWOODThink Warren Trask forthe most comprehensiveEastern Pine inventory!

Since 1924, Warren Traskhas been committed to

being the number one source forEastern White Pine.

Think Warren Trask for all yourEastern White Pine needs.

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PATTERNS BOOK: Printed in a 4” by 9” horizontal format and showcasing the official 23 standards,this NELMA booklet is the perfect sales and informational tool.

products. It includes elements such asthe standard patterns for siding, panel-ing, and interior products, along withproviding helpful technical and instal-lation information.

4. The SwatchThis one-of-a-kind, compact, infor-

mational tool takes on the look andsize of a paint swatch, detailingspecifics on the five primary grades ofeastern white pine: D&Better, Finish,Premium, Standard, and Industrial.High quality photos of sample boards,plus basic grade and rule summaryinformation is included for each sec-tion.

5. Patterns of Eastern White PineBooklet This updated publication showcas-

es the official 23 standard patterns ofEastern White Pine. In a convenient4” x 9” horizontal format, a singlepage is devoted to each pattern,including an illustration of the final“look” of two pattern pieces.

6. “AskNELMA” E-NewsletterComplete with interesting industry

news, association happenings, andupcoming industry events, NELMA’selectronic newsletter “Ask NELMA”is sent on a monthly basis to over1,500 members of the building sup-ply, design, and construction commu-nity.

PURCHASING GUIDE: NELMA’s latestBuyer’s Guide is a handy resource that is bothconvenient and comprehensive.


Sustainable versatilityIntroducing eastern white pine to the

next generaton of architcts and designers

THE SUSTAINABLE Versatility Design Awards, sponsoredby NELMA, is a design contest for students currently

enrolled in an accredited architecture program to design amodern sustainable structure featuring eastern white pine.Judges look for dialogue-inspiring, future-predicting, for-ward-thinking designs. For the 2012 awards, the following building design

parameters were provided to architectural studentsthroughout the Northeast: • Project must prominently feature eastern white pine on

WINNING DESIGNER: Student Maynard Hayden León (center) was pre-sented the 2012 NELMA Sustainable Versatility Design Award by projectjudge Steve Thomas (left) and NELMA president Jeff Easterling.


interior or exterior of building. • Building must be a free-standing structure (home,

backyard office, in-law apartment, design studio, etc.).• 600 sq. ft. max.• Include other features increasing the sustainability/

efficiency of the structure. According to Jeff Easterling, president of NELMA,

“This award was born of a vision to reach out to the nextgeneration and raise awareness of wood.” Maynard Hayden León, a first-year student at the

Harvard University Graduate School of Design in Boston,Ma., was recently named the recipient of the 2012 NELMASustainable Versatility Design Award for his project,“Studio Soleil.” As first place winner, León received a$1,000 cash award and visited the NELMA annual meetingin April 2012, where he spoke about his project andreceived his award.Steve Thomas, host of This Old House for 14 years and

known as the “ultimate home enthusiast,” served as a

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WINNNG DESIGN: León’s winning project, “Studio Soleil,” made exten-sive use of eastern white pine, inside and out.

Sustainable Versatility Design Awards project judge. Uponpresenting the award to León, Thomas remarked, “As anindustry, we should be doing much more of this.”Studio Soleil, called “a place of guidance and perfor-

mance” by León, is a piano studio and small-scale perfor-mance facility. Reflecting his knowledge of sound engi-neering, the studio features a ceiling baffle constructedentirely of eastern white pine. Almost like a white pine 2x4net hung from the ceiling, the baffle is jointed in twoplaces and can be manipulated via hand-drawn pulleys tocustomize the sound envelope of the room. Additional uses of eastern white pine in the project

include interior shelving and millwork, an exterior porchand trellis, and exposed joists in both interior and exteriorapplications.The exterior of the structure showcases the “shou sugi

ban” method of charring wooden siding. This charring car-bonizes the face of the wood and creates a barrier againstrain, rot and insects for decades. Adding beauty andlongevity to the wood siding, it also gives the exterior asubtle reptilian texture that is both striking and practical.This traditional Japanese process is used in Scandinaviaand the Netherlands, and adds an almost animated qualityto the exterior of the structure. Wood is an integral part of this process, according to

León. “Real wood offers continued beauty in any project.The warm, soft glow adds a natural look that can’t be repli-cated. In Studio Soleil, the eastern white pine adds a softpersonality and creates a comfortable, informal, invitingspace,” he says. “The eastern white pine makes the entirestructure lighter and more inviting.”León adds that choosing wood is an excellent way to

showcase local elements. “It’s not always about fancymaterials; sometimes you can use simple materials in ele-gant ways to create amazing effects. This wood is a simplematerial used to elevate the status of the structure intosomething more, creating a beautiful object.”“It just makes sense to use local materials, and local

wood like eastern white pine,” León concludes. “Tochoose another wood or another product over the localoption doesn’t seem like the honest choice. I work with

wood on a daily basis, and I love it. I’m going to use lum-ber for the rest of my life.”More information on the 2012 and 2013 Sustainable

Versatility Design Awards can be found atwww.sustainableversatility.org.


NELMA grader competitionsSupporting our mills

THE NELMA-SPONSORED gradercompetitions provide an excellent

opportunity for graders to both show-case their skills and get together fornetworking and camaraderie. “We recognized a need in the

industry,” said Jeff Easterling, presi-dent of NELMA. “By sponsoringcompetitions for both dimension millsand eastern white pine sawmills, wecan fill this gap. We consider it ourassociation duty—and a privilege—toprovide this added educational com-


ponent to lumber grader education. Itallows us to interact with millemployees we might not otherwisehave the opportunity to meet, buildingrelationships and letting them knowthat their association is here forthem.”The 10th annual competition for

graders of dimension lumber was heldJune 9, 2012, at Stratton Lumber Co.,Stratton, Me. The largest delegationof dimension graders in 10 years wason hand, with 28 graders from

NELMA INSPECTOR Brent Vecchi (left) reviews a grader’s work during the group’s recent gradingcompetition.

Quebec and Maine ready to competein a half-day of activities. On the table? One of the top five

individual awards, sharing $650 inprize money and the added bonus of amini-grading competition round forthe top five graders, snagging thewinner an extra $100 cash award—not to mention the coveted “BronzeHammer” trophy, awarded to the topteam and guaranteeing significantbragging rights for a year. Correctly grading the most out of

50 pieces was Jean-Pierre Blais ofFontaine Inc., followed closely byCraig MacAlister of Pleasant RiverLumber in second place. JoshFarnsworth and Ruben Campbell ofStratton Lumber finished third andfourth respectively, with Denis Roy ofFontaine rounding out the top fivegraders in the 2012 competition. Thanks to Blais, Fontaine

squeaked out a one-point win for theteam title, their fourth title in 10years. Stratton Lumber and PleasantRiver Lumber secured second place. On the eastern white pine sawmill

side, Hancock Lumber, Pittsfield,Me., played host to the 9th annualeastern white pine graders competi-tion on June 16, 2012. A total of 52graders representing 10 mills through-out New England participated in grad-ing 50 stationary boards within fiveminutes. The top 10 finishers sharedcash awards totaling $1,550, while aseparate bonus round featuring the top10 graders added 10 additional boardto the mix, guaranteeing the graderwith the most correct an additionalcash prize of $100. The 2012 Top Grader of Eastern


White Pine went to Bill Badger, representing the host mill,Hancock Lumber, Pittsfield. Mike Rafuse, Irving ForestProducts, Dixfield, Me., finished second, followed by TroyManson, Hancock Lumber, Pittsfield, in third place; JasonLabbe, Hancock, Ryefield, fourth place, and GeorgeGallant, Irving Forest Products, fifth place. The bonusround was won by the overall winner, Hancock’s Badger.In the team competition, Hancock Lumber’s Pittsfield

mill retained the Bronze Hammer trophy for a second yearin a row, their fourth win in the nine-year competi-tion. Rounding out the top five team results: Irving ForestProducts, Dixfield, Me.; Hancock Lumber’s Ryefield, Me.,sawmill, and a tie for fourth between Limington Lumber,East Baldwin, Me., and Madison Lumber Mill, WestOssipee, N.H.Always entertaining and educational events, the 2013

grader competition’s details will be announced early nextyear.

NELMA GRADING COMPETITION’S first place winners includedFontaine Mill’s (l-r) David Plourde, Jean-Pierre Blais, and Denis Roy.


The White Pine MonographsFor architects

IT BEGAN WITH Volume 1, Number1–Colonial Cottage. The very first

White Pine Monograph was intro-duced in 1915 with the goal of “intro-ducing the White Pine Series ofArchitectural Monographs to theRetail Dealers in Lumber … of itsbeing of direct interest and value pri-marily to the architect and buildingcontractor, both, it will be agreed,


most important factors in the selectionof building materials.”For more than 25 years, the mono-

graphs were an industry favorite,gaining loyal readership across thecountry. They earned a valuable placeas mainstream architectural referenceliterature, as they provided visual doc-umentations of classic and uniqueapplications of white pine. Illustrated

with crisp photography of the time,vivid illustrations, and detailed editor-ial by well-respected American archi-tects and builders, the monographs area time capsule with modern relevan-cy. Many copies of the monographshave been found today preserved andtreasured in architectural libraries,homes and vintage book stores. Last published in the 1940s, the


THE ORIGINAL White Pine Monograph, pub-lished in 1915.

THE REBORN Monograph from 2012.

monographs have recently made acomeback on the pages of theNELMA-sponsored website (www.easternwhitepine.org). Of the original99 created, 80 have been found andare being added, one-by-one, to thewebsite. All monographs are offered free to

download. The new monographs,which NELMA began publishing in2008, add to the mix and bring thesame information valuable almost ahundred years ago to the forefront oftoday’s lumber industry. You can sub-scribe to the new monographs byemailing [email protected].“The White Pine Monograph series

is a treasure trove of projects show-casing eastern white pine,” says JeffEasterling, president of NELMA.“What’s amazing is that this informa-tion is as relevant today as it was inthe teens, ’30s, and ’40s. The mono-graphs show the longevity of thewood, the endurance and sustainabili-ty. The fact that many of these struc-tures are still around is proof of theundeniable fortitude of eastern whitepine.”The White Pine Monograph series

will continue as NELMA works topreserve the value of these historical

documents and their impact on NewEngland, translating the same durabil-ity, sustainability and beauty elementsof eastern white pine to the currentmarket.To truly capture the spirit of the

original monographs requires a col-laborative effort. Dealers, architects,designers and building profession-als—please share your knowledge andexperiences of working with easternwhite pine! If you know of an out-standing project using eastern whitepine, please consider submitting it toNELMA via [email protected].


ly business consultants, financial plan-ners, and others who may alreadyadvise you and your company. Manyof the actions required by financialplanning for succession are ones thatyou should be doing already, even iftoday succession seems to be no morethan a fuzzy image on a far horizon.

Set a specific goal.At the top of the “to do” list is to

get straight about the purpose of thebusiness with regard to the family andsuccession. Deciding whether youhope to provide lifetime employmentfor as many family members as possi-ble, maximize profits to uninvolvedfamily shareholders, or pursue someother goal is essential to charting asmooth course. What your goals are isnot as important as selecting themthrough discussions with other familyand business members, and communi-cating them to all interested parties.Remember, people will tend to sup-port what they help to create.You’ll likely find some difference

in the goals of the current businessleadership and the next-generationheirs. For instance, the current c.e.o.may want to allocate significantmoney to invest in a new venture orbuy new equipment, while the heirsmay believe that available fundsshould funnel to shareholders. Even ifboth generation’s plans are identical,now is the time to get the agendas outin the open and make sure you’re all

FAMILY BusinessBy James Olan Hutcheson

OVER THE NEXT 20 years, nearly$4.8 trillion of wealth is set to be

transferred to the next generation ofheirs. Much of that wealth will consistof the assets of family businesses,about 40% of which are due to handthe reins to the next generation duringthe current decade alone.However, most family businesses

are not adequately prepared to handlethis tidal-wave transfer of wealth. Infact, the majority of family businesseshave made few or no provisions forturning the business over to the nextgeneration.In one sense, that’s not surprising.

Few vibrant and active family leadersfind it easy to envision their ownretirement or, worse, demise. Anotherproblem is that the challenges of fami-ly-business succession tend to beexceedingly thorny. It’s relatively easyfor business leaders to accept theirimpermanence to the extent of pur-chasing a life insurance policy. It’smuch more difficult to engage in thesort of personal soul-searching, familydialogue, and complex financial plan-ning required to really prepare for suc-cession.The job, however, can be done.

Millions of family businesses havesuccessfully transitioned ownershipfrom one generation to the next andthe journey is well worn, with proventechniques and experts ready to help atevery stage. Many of these experts arethe same attorneys, accountants, fami-

A transfertsunami


sailing in the same direction.

Get a professional valuation of your business.The techniques for planning a

transfer are many, sometimes compli-cated, and often only applicable to cer-tain specific situations. However, allplanning will call for an accurate andcurrent valuation of the family busi-ness to move forward. One of yourfirst moves should be to get a valua-tion of the enterprise by an experi-enced business appraiser with goodcredentials.

Determine how to pay estate taxes.Once the value of the family enter-

prise is documented, you can addressspecific methods for minimizing thetrauma of transfer. One issue that will, no doubt, sur-

face immediately is to find a way topay estate taxes. The current unifiedtax credit allows for you to pass on $5million in assets to heirs without pay-ing tax. Transferring any business val-ued at more than the allowance willlikely trigger a graduated federal taxthat can prove debilitating.It’s a nice problem to have, but

dealing with estates over the $5 mil-lion allowance can sometimes be sur-prisingly simple, if planned for prop-erly. For instance, you may be able tomerely defer the payment of any estatetaxes for up to 14 years, paying inter-est to the Internal Revenue Serviceperiodically and avoiding the kind oflump-sum payment that is likely toexceed any business’ ability to pay.Buy/sell agreements funded with life

insurance offer another possibility.You’ll need to work with a certifiedpublic accountant to come up withyour own customized strategy.

Plan for retirement now.One common error is for the cur-

rent leader to neglect to provide foradequate income and financial securi-ty during his or her own retirement.This may result in the c.e.o. beingforced to continue working for thebusiness long after he or she is effec-tive, just to draw a salary. Setting up aretirement savings plan and trimmingpre- and post-retirement lifestyleexpenses are two ways to overcomethis common obstacle.Succession is accurately described

as the most important event in the lifeof a family business, as it is for thefamily in the business. Financial plan-ning, however, is not the only hurdle.You must also prepare future leaderswith training, experience, and expo-sure to life at the top. No plan thatattempts to anticipate the future is per-fect. Tax laws change, human frailtyshows itself, and every business trans-fer presents unique risks. But simplyattempting in good faith and due dili-gence to plan for a transfer will go along way toward improving the out-come.

– James Olan Hutcheson is managingpartner and founder of ReGenerationPartners, a family business consulting firmheadquartered in Dallas, Tx. He can bereached at (800) 406-1112 orwww.regeneration-partners.com.

Reprinted with permission of ReGenerationPartners. No portion of this article may bereproduced without its permission.

Conservation-minded consumersare willing to pay 9% more forgreen-certified homes, according toa new study from the University ofCalifornia.The researchers examined 1.6

million home sales in Californiabetween 2007 and early 2012. Notsurprisingly, they found that con-sumers in areas with higher hybrid-auto registrations were more likelyto pay a premium for green-certifiedhomes—what the researchersdubbed the “Prius Effect.” No significant correlation was

found between local utility rates anda willingness to pay more for green-

labeled homes. However, buyerswere willing to pay more for greenhomes that promised lower energycosts in warmer parts of California,especially in the Central Valley.Despite being environmentally

friendlier, many of the green homesare located in suburban areas—leading to a longer work commute,higher fuel expenditures, and moreair pollution.The study was conducted by

UCLA economics professorMatthew E. Kahn and Nils Kok, avisiting scholar to UC-Berkeleyfrom Maastricht University in theNetherlands.

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Photos by BPDSOUTHEASTERN MILLS

SOUTHEASTERN LUMBER ManufacturersAssociation celebrated its 50th anniversary at

[1] Bill Beck, Mark Franklin, Rob Uelmen, JohnTittle. [2] Lovick & Helen Mims, Lee Ashburn.[3] Brian & Jennifer Turlington. [4] Deborah &Jimmy Smith. [5] Steve & Robin Flinn. [6] SallyMorgan, John & Amanda Morgan. [7] Anna Kay& Jamie Hotchkiss, Chris & Ginger Pierce. [8]Bill Briskey, Alexis Sivcovich. [9] Ashley & MikePastore. [10] J.D. & Beverly Hankins. [11] AlanRobbins, Chad Smith. [12] Beverly Knight, BobTweedy, Kim Drew. [13] Connie & MarkJennings. [14] Diddy & Jim Anderson, Pat &Chris Taylor. [15] Eddie & Regina Collins. [16]Erin Meeks, Josh Krauss. [17] Roland & SherylBales, Lucinda & Roland Stern.

(More photos on next two pages)its July 25-28 conference at the Ritz-CarltonLodge, Reynolds Plantation, Greensboro, Ga.


MORE SLMA CELEBRATIONS (con-tinued from previous page): [1] BobBratton, Margaret & Tom Turlington,Becky & Robin Little. [2] Jeff Wilson,Robert Pollard. [3] Amy & DougTinsley. [4] Robert & Melissa Harris,Mike & Claudia McCoy, Nancy & MattRogers. [5] John Smith, Craig Myers.[6] Wyatt Spann, Rob Steed, BobLane. [7] Kathi Orlowski. [8] WendyJordan, Kimberly Scott, Mark &

Jennifer Tucker. [9] Mary & CarlShaffer. [10] Don Woodruff, BarryBlack. [11] Lynette & Kerry Nelson.[12] Mike Pompeo, Gary Converse.[13] John Rhea. [14] David & MelindaRichbourg. [15] Carl & Linda Tucker.[16] Johnny Hall, Jeff Clay. [17] Diddy& Jim Anderson. [18] Rodney Harrison.[19] Joe Farmer, Danny White, VictorBeadles.

(More photos on next page)

SOUTHEASTER

N MILLS

Photos by BPD


MORE SLMA (continued from previ-ous two pages): [1] Sallie & BenGarrison, Hunter & Jeannie McShan.[2] Dianne & David Haddock. [3]Sue & Jack Jordan. [4] Dave &Maeve Gagnon. [5] Mark & MichelleBarford. [6] Jeff Redd, Marie Oakes.[7] Christian & Byron Altman, Abigail

Photos by BPDSOUTHEASTERN MILLS

Altman, Grayson Altman. [8] Christy &Jay Jordan. [9] Fred & AliciaStimpson.


IN MemoriamCharles Roger Collins, 77, presi-

dent of Broadview Lumber, Auburn,In., died Aug. 6 in Fort Wayne, In.He spent more than 30 of his 50+

years at Broadview as president. He also served as president and

treasurer of the Indiana Lumber &Builders’ Supply Association and,from 1988 to 1990, as dealer directorto the National Lumber & BuildingMaterial Dealers Association. Roger Edward Leavitt, 87, owner/

operator of Marcus Lumber, Ia., diedAug. 11 in Sioux City, Ia. While he serving in the infantry

during World War II, he was injuredin the Battle of the Bulge. After gradu-ating from Northwestern University,he began his 60+-year career at hisfather’s lumber company. Edward Lee Harris, 91, owner of

Ed Harris Lumber, Tulia, Tx., diedJuly 29 in Tulia.During World War II, he served

with the infantry and landed onOmaha Beach in Normandy. After the war, he worked for yards

in Amarillo, Dumas and Kress, Tx. Hethen joined the family lumber businessin Tulia, which he purchased in 1963from his late brother’s widow.He was a longtime director of the

Lumberman’s Association of Texas.Steven C. Horn, 58, fourth-genera-

tion owner of Charles Horn LumberCo., Chicago, Il., died July 29.Robert L. “Bob” Bailey , 85,

retired president of Fred A. SmithLumber, Rockford, Il., died Aug. 14.He joined the family business after

serving in World War II and graduat-ing from Amherst College. John Malvin McElroy, 92, retired

president of Baldwyn, Ms., died Aug.18 in Tupelo, Ms.He joined the family business in

1947, after serving in the U.S. Navyduring World War II and graduatingfrom Mississippi State University.Don Collins, 79, retired co-owner

and operator of Austin Hardware,Austin, In., died July 24.An Army veteran of the Korean

War, he worked for hardware supplyfirms before opening his own store.Jack R. Roark , 74, longtime

owner of the old Roark Hardware,Mosheim Tn., died Aug. 13, 2012.He closed the store upon retiring.

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ASSOCIATION Update

Construction Suppliers Associa-tion’s director of safety Blane Gosswill present “Red Flags that AlertOSHA to Your Company & Deem It‘Unsafe’” during a series of InsightMeetings.Dates are Oct. 10 in Rome, Ga.;

Oct. 11 in Huntsville, Al., and Nov. 7in Augusta, Ga.Following each presentation, CSA

will host mandatory DOT supervisorcompliance training, illustrating howto reasonably detect drug and alcoholuse among employees. Attendees willearn a certificate upon completion ofthe training.

Builders Supply Association ofWest Virginia is holding its annualgolf outing Sept. 13 at LakeviewResort, Morgantown, W.V.

Ohio Construction SuppliersAssociation plans an installed salesroundtable Nov. 7-8 in Cincinnati,Oh.

Oklahoma Lumbermen’s Associ-ation is readying its annual fall golfclassic Sept. 27 at Dornick Hills GolfCourse, Ardmore, Ok.

Northeastern Retail LumberAssociation is staging a technologyforum Nov. 13 at Doubletree Hilton,Tarrytown, N.Y. Discussions will cover top technol-

ogy trends, strategic technologydevelopment, making the most ofbusiness software, and mobile appsevery dealer should have.Rhode Island Lumber & Building

Material Dealers Association will hostits annual holiday dinner and awardsprogram Nov. 16 at the Crowne Plazain Warwick.

Kentucky Building MaterialAssociation will host a golf outingSept. 27 at Quail Chase Golf Club,Louisville, Ky.

New Jersey Building MaterialsDealers Association has set its annu-al meeting for Nov. 14 at the Hilton,East Brunswick, N.J.

Mid-America LumbermensAssociation has rescheduled its trout-fishing event for Oct. 3-5 at TheFishermen’s Lodge, Cotter, Ar. Nov. 8-9 will be its annual Fall

Fling at Marriott Country Club Plaza,Kansas City, Mo.

Northwestern Lumber Associa-tion is hosting a sporting clay shootSept. 26 at Oak Creek Sporting Club,Brainerd, Ne., followed by its Iowagolf outing Sept. 27 at Lake Pano-rama National Golf Course, Panora,Il.NLA is participating in a Northern

California mill tour Oct. 6-12, to startand end in San Francisco, Ca. Stopsinclude timber processing plants andsawmills, window and moulding fac-tories, and green-built home opera-tions. Side trips include a day inYosemite National Park, a tour of red-wood forests, coastal towns, and avisit to wine country.

North American WholesaleLumber Association will convene itsannual Traders Market Nov. 7-9 atHyatt Regency, Chicago, Il.Keynote speaker will be comedian

Greg Schwem. Bill Benjamin willpresent a lunchtime program on“Emotional Intelligence and BeingYour Best When It Matters Most.”Russ Taylor will lead the MagellanNetwork breakfast program.

Association of MillworkDistributors will hold its annual con-vention and tradeshow Oct. 8-12 atthe Kentucky International Conven-tion Center, Louisville, Ky. Former NFL quarterback Tom

Flick will be the keynote speaker. Abusiness roundtable will foster discus-sions of “What’s Keeping You Up atNight?”

Southern Forest Products Ass-ociation convenes its annual meetingOct. 9-10 in Asheville, N.C., underthe theme “Solutions for Success.”

North American Deck & RailingAssociation holds annual meeting andnational deck awards dinner Oct. 10at American Visionary Art Museum,Baltimore, Md.The event coincides with the start

of DeckExpo Oct. 10-12 at the Balti-more Convention Center.

APA-The Engineered WoodAssociation will host its annual meet-ing Nov. 9-13 at the Ritz Carlton,Amelia Island, Fl.


EWP OPEN HOUSE Photos by Sherw

ood Lumber

WHOLESALER Sherwood Lumber, Islandia, N.Y., partnered with itsnew EWP supplier, Georgia-Pacific, to host an open house at its 60-acrePrime Distribution facility in Palmer, Ma. Aimed at raising awareness ofnew engineered lumber products in the Northeast, the event includedpresentations by Sherwood’s Jason Rastad and GP’s Dennis Bott, aswell as social events, a BBQ, and games. [1] Josh Goodman, Kevin Cyr,

Andy Sinnott, Paul Cyr. [2] John Callahan, Joe Beguoche, JasonRastad. [3] Chris Burns, Brian Nunes, Gordon Robitille. [4] Amy Alvarez,Stephanie Curry, Dave Michalchik, Joy Robles, Nancy Aguiar. [5] NickAzersano, James Miele, Dennis Bott. [6] Steve Howe. [7] DianaBoodgett, Bill Giguere. [8] Bob Hansen. [9] Dave Gaudreau.

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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

Rates: $1.20 per word (25 word min.). Phone number counts as 1word, address as 6. Centered copy or headline, $9 per line. Border, $9.Private box, $15. Column inch rate: $55 if art furnished “camera-ready”(advertiser sets the type), $65 if we set 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 pre-vious month.

To reply to ads with private box numbers, send correspondenceto box number shown, c/o BPD. Names of advertisers using a box num-ber cannot be released.

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DATE BookListings are often submitted months in advance. Always verify

dates and locations with sponsor before making plans to attend.

North American Wholesale Lumber Association – Sept. 10-13,wood basics course, Corvall is, Or.; (800) 527-8258;www.nawla.org.

National Hardwood Lumber Assn. – Sept. 12-15, annual conven-tion, Sheraton, Chicago, Il.; (800) 933-0318; www.nhla.org.

Builders Supply Association of West Virginia – Sept. 13, golf out-ing, Lakeview Resort, Morgantown, W.V.; www.bsa-wv.com.

Long Island Lumber Dealers Assn. – Sept. 13, annual meeting,Villa Lombardi’s, Holbrook, N.Y.; (518) 286-1010; nrla.org.

Construction Suppliers Assn. – Sept. 13-14, annual meeting, Hil-ton Garden Inn, Peachtree City, Ga.; (678) 674-1860; gocsa.com.

Florida Building Material Association – Sept. 13-15, golf tourna-ment, meeting & expo, Gaylord Palms Hotel, Kissimmee, Fl.;(352) 383-0366; www.fbma.org.

North American Wood Pole Council – Sept. 18-20, pole structuredesign course, St. Louis, Mo.; (334) 887-3297; woodpoles.org.

True Value Co. – Sept. 18-23, fall market, Salt Palace ConventionCenter, Salt Lake City, Ut.; www.truevaluecompany.com.

Building Component Manufacturers Conference – Sept. 19-21,Denver, Co.; (608) 310-6722; www.bcmcshow.com.

Northeastern Young Lumber Execs – Sept. 19-21, Maine lumbertour; (518) 286-1010; www.nrla.org.

Northeastern Lumber Manufacturers Association – Sept. 20-21,board meeting & golf outing, York Harbor Inn, York, Me.; (207)829-6901; www.nelma.org.

Blish-Mize Co. – Sept. 21-22, fall market, Overland Park Conven-tion Center, Overland Park, Ks.; (800) 995-0525; blishmize.com.

Northwestern Lumber Association – Sept. 26,shooting event, Oak Creek Sporting Club,Brainard, Ne.; Sept. 27 , golf, LakePanorama National Golf Course, Panora, Ia.;(763) 544-6822; nlassn.org.

Kentucky Building Material Association –Sept. 27, golf outing, Quail Chase Golf Club,Louisvil le, Ky.; (800) 844-1774;www.kbma.net.

Oklahoma Lumbermen’s Association – Sept.27, golf classic, Dornick Hills Golf Course,Ardmore, Ok.; (580) 223-4071;www.oklumber.org.

Mid-America Lumbermens Assn. – Oct. 3-5,trout fishing, Fishermen’s Lodge, Cotter, Ar.;(800) 747-6529; www.themla.com.

RISI – Oct. 3-5, annual North American forestproducts conference, Park Plaza Hotel,Boston, Ma.; www.risi.com/naconf.

New York & Suburban Lumber Association –Oct. 4, annual meeting, Terrace on the Park,Queens, N.Y.; (518) 286-1010; nrla.org.

Association of Millwork Distributors – Oct. 8-12, annual convention & show, KentuckyInternational Convention Center, Louisville,Ky.; (847) 303-5664; www.amdweb.com.

Remodeling Show – Oct. 9-12, BaltimoreConvention Center, Baltimore, Md.; (866)475-6495; www.remodelingshow.com.

Southern Forest Products Association – Oct.9-10, annual meeting, Asheville, N.C.; (504)443-4464; www.sfpa.org.

Construction Suppliers Association – Oct. 10, insight meetings,Rome, Ga.; Oct. 11, Huntsville, Al.; (678) 674-1860; gocsa.com.

DeckExpo – Oct. 10-12, Baltimore Convention Center, Baltimore,Md.; (866) 475-6495; www.deckexpo.com.

Northeastern Retail Lumber Association – Oct. 12-13, annualmeeting, Saratoga Hilton, Saratoga Springs, N.Y.; (800) 292-6752; www.nrla.org.

Do it Best Corp. – Oct. 13-15, fall market, Indiana ConventionCenter, Indianapolis, In.; (260) 748-5300; www.doitbestcorp.com.

American Architectural Manufacturers Association – Oct. 14-17,national fall conference, Hyatt Regency Tamaya, Albuquerque,N.M.; (847) 303-5664; www.aamanet.org.

Door & Hardware Institute – Oct. 17-18, annual conference &expo, MGM Grand, Las Vegas, Nv.; (703) 222-2010; dhi.org.

Reflective Insulation Manufacturers Association – Oct. 19-21, bi-annual meetings, Hilton, Atlanta, Ga.; www.rimainternational.org.

Home Improvement & Design Expo – Oct. 20-21, MinneapolisConvention Center, Minneaplis, Mn.; (952) 238-1700;www.mediamaxevents.com.

ENAP Inc. – Oct. 20-22, forest products conference, Marriott InnerHarbor, Baltimore, Md.; (800) 456-4300; www.enap.com.

Home Improvement Showcase – Oct. 22-23, Arlington Park RaceCourse, Arl ington Heights, I l . ; (630) 953-2500;www.freehomeshow.com.

Composite Decking & Railing Conference – Oct. 22-23, Atlanta,Ga.; www.deckrailconference.com.

Green Industry & Equipment Expo – Oct. 24-26, Kentucky Fair &Expo Center, Louisville, Ky.; (800) 558-8767; www.gie-expo.com.

House-Hasson Hardware Co. – Oct. 25-27, market, SeviervilleEvents Center, Seviervil le, Tn.; (800) 333-0520;www.househasson.com.


ADVERTISERS IndexFor more information on advertisers, call them

directly or visit their websites [in brackets].

Advantage Trim & Lumber [www.advantagelumber.com]..........44

Ainsworth [www.ainsworth.ca] ................................................42-43

Anthony Forest Products [www.anthonyforest.com] .......Cover III

BC Shake & Shingle Association [bcshakeshingle.com] ...........23

Boston Cedar [www.bostoncedar.com] .........................................7

California Redwood Co. [www.californiaredwoodco.com] ..........4

Capital [www.capital-lumber.com]................................................53

Cedar Creek Wholesale Inc. [www.cedarcreek.com] .................50

Chicago Suburban Lumber Sales .................................................44

Crumpler Plastic Pipe [www.cpp-pipe.com] ................................25

Duckback Products [www.superdeck.com].................................27

Feldman Wood Products [www.feldwoodproducts.com].............4

GRK Fasteners [www.grkfasteners.com]............................Cover II

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

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

J.D. Irving [www.jdirving.com] ......................................................37

JEC Composites Americas [www.jeccomposites.com]..............26

LB Plastics [www.lbplastics.com] ................................................48

Lee Roy Jordan Lumber Co. [www.jordanredwood.com]...........49

Limington Lumber [www.limingtonlumber.com].........................34

Mary’s River Lumber [www.marysriverlumber.com] ..................24

Northeastern Lumber Manufacturers Assn. [nelma.org].......29-30

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

Pleasant River Pine [www.pleasantriverlumber.com].................38

Redwood Empire [www.redwoodemp.com]...................................8

Richardson Timbers [www.timbersonline.com] ..........................51

Robbins Lumber [www.rlco.com] .................................................33

RoyOMartin [www.royomartin.com] ...............................................5

Sandy Neck Traders [www.sntraders.com] .................................35

Screw Products [www.screw-products.com] ..............................25

Seaboard International Forest Products [www.sifp.com]...........31

Sherwood Lumber [www.sherwoodlumber.com]........................49

Simpson Strong-Tie [www.strongtie.com]...................................21

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

Tank Fab [www.tankfab.com]........................................................45

Warren Trask Co. [www.wtrask.com] ...........................................32

Western Forest Products [www.westernforest.com] ..................28

Western Red Cedar Lumber Association [www.wrcla.org] ...40-41

FRENCHTOWN HARDWARE customers get acquainted with newowner Mike Tyksinski (left) and chat with previous owner GeneHale (right).

The new owner of a small hardware store istaking mentoring to a whole new level—and everyoneinvolved benefits.Mike Tyksinski became proprietor of Frenchtown

Home & Hardware, Frenchtown, N.J., on August 1.Nothing unusual about that, except that the previousowner, Gene Hale, will be at his side for the next sixmonths, passing on all he’s learned over the past 30years.“My involvement is written into the sales agree-

ment,” says Hale, who had owned the store since1980. After six months of daily involvement, he’llcontinue to assist the new owner (and earn retirementincome) by coming in one day a week to maintain thestore’s fix-it business: repairing screens, lamps, andfurniture. And that’s not all. For two weeks every year, he’ll

work the counter daily, allowing Tyksinski to go onvacation. It’s a sweet deal that eases the transition forthe new owner, allows the previous owner to stayinvolved, and shows customers that both men want tominimize disruption to the business.“The best part of having a business in a small town

is building relationships with people, being integratedand being part of the community,” says Hale. The new owner agrees. “Interacting with customers

is the best part of the business,” says Tyksinski. “ I gotto know Gene while working on our own house andvisiting the store for supplies. Seeing me work withhim is comforting to customers.”Tyksinski says he won’t change much at the store,

which packs a wide variety of well-organized mer-chandise into just 2,000 sq. ft. He would like to domore marketing, to “raise the store’s profile and letpeople know that it’s here.” Two days after closing the sale, he started a

Facebook page for the store. A week later, he stagedan open house, complete with food and beverages. Theevent allowed Hale to thank loyal customers and intro-duce them to the new guy.

IDEA FileEasing In, Easing Out

BPDBuilding Products Digest

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

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