building products digest - april 2013

INSIDER’S GUIDE TO WOOD TREATERS MODIFIED WOOD RELAUNCH LSL GOES BIGAPRIL 2013

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

BPD BuildingProducts Digest

4 Building Products Digest April 2013 Building-Products.com

April 2013 Volume 32 Number 2

OnlineBPD DIGITAL VERSION, BREAKING

INDUSTRY NEWS & PHOTOSBUILDING-PRODUCTS.COM

BPD BuildingProducts Digest

Special Features8 FEATURE STORY

MODIFIED WOOD HEATING UP

10 INDUSTRY TRENDSLSL IN TALL BUILDINGS

13 COMPANY PROFILESWOOD TREATERS 2013

16 MARGIN BUILDERSNEW TECHNOLOGY ADDS PUNCHTO CA-TREATED WOOD

In Every Issue6 TOTALLY RANDOM

20 COMPETITIVE INTELLIGENCE

22 OLSEN ON SALES

32 APP WATCH

34 ASSOCIATION UPDATE

36 IN MEMORIAM

40 MOVERS & SHAKERS

42 FAMILY BUSINESS

44 NEW PRODUCTS

48 CLASSIFIED MARKETPLACE

49 DATE BOOK

50 IDEA FILE

50 ADVERTISERS INDEX

Small business is still strugglingAFTER I PUBLISHED my February column (“What Is Your New Growth Strategy for

2013?”), I received calls from a number of friends and readers in the industrysaying that although things were better for sure, they did not entirely share my opti-mism of how strong things are. I understand those comments with a few caveats.

As I wrote this column, the stock market hit a new record at 14,253 compared to14,164 on Oct. 9, 2007. Yes, it took five-and-a-half years to get back to this point anda lot of pain along the way! Of course, it is possible that by the time you read this, itmay have dropped 10%. But I think, with some twists and turns, we are heading forsome good times.

The truth is that we caused much of the pain of the last several years by panickingin 2008. That panic caused the market to drop in three months to a low of 6,547. Forthose who panicked and sold off everything, the toll has been heavy. For those of uswho didn’t, the cost has been a lot more bearable. More importantly, among thosewho got out, many stayed out and now find it difficult to get back in. Unfortunately,come the next down market, many who got back in will sell off all over again. Paniccauses everything around us to crumble.

But the sun is rising again. On our side of the economy, the facts are clear. Ourindustry driver—housing starts—was nicely up in 2012 vs. 2011. In 2013, starts (sin-gle and multifamily) are expected to be 960,000 compared to 780,000 in 2012—a23% increase. So the question is, who is getting the business and, if you are not seeingit, why not? Some of the industry heavyweights are enjoying great results right now,but I think the turnaround is more slowly impacting the smaller of us.

While the big corporations are starting to rake in high profits (and why not?), manysmall companies are still not enjoying the same success. Better results are on the way,as the housing market comes to life with home prices rising, the number of underwaterhomes is falling, and foreclosures are down. Yet, many small companies continuepainting a picture of stagnant sales. Might uncertainty be the key factor preventingthem from participating in this turnaround? So I stand by my February column: whatis your growth plan?

Small business typically leads the way out of recession, but that is certainly notwhat has happened with this economy. And I can see why! Most small companies donot have the reserves and financial cushion that larger companies have had through therecession, so making a decision to start investing again and employing more people isa VERY tough decision. In the U.S. since February 2010, at companies with 1,000 ormore workers, the number of employees has grown by more than 8%, according toADP. But for firms of less than 20, the same number is 3.4%.

No doubt all of us small business owners have had anxiety of how the new medicalplans will impact us in 2014. The payroll tax increase in January did not help matters,and the sequestration brought us hiccups and a wait-and-see attitude. Governmentthreats for even higher taxes continue to make us reluctant to invest. But as the confi-dence index starts to increase, we have to have a plan togrow again, lest our businesses further decline as we getbeat out by the big boys. They are not standing still.

In our industry, we need to start seeing some of theshuttered mills being reopened, shifts being added,trucks getting back on the road, and people headingback into the field. We need to see new product innova-tion. We need to see investments in training and mar-keting (naturally). Granted, small business is find-ing credit tight as banks large and small, whoare with us in good and bad times (yes, Ijest), are still missing in action.

However, the reality is that although formost of us time has stood still for the lastfive years, it is now time to wake up or beleft behind. Good selling!


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BPDBuilding Products Digest

TOTALLY RandomBy Alan Oakes

Alan Oakes, [email protected]


ABOUT FIVE YEARS ago, modified wood arrived in theU.S., touted as the Next Big Thing in decking. In the

interim, several high-profile brands, like PureWood andRadiance, have disappeared, and the category as a wholehas yet to make a dent in the overall decking market.

But now, thanks to a crop of new products, brands anddistribution deals, modified wood appears ready for a sec-ond stab at success.

The category currently consists of two similar yet dis-tinct processes. The first, thermal modification, basicallycooks the wood in 400-plus-degree heat and steam toremove organic compounds from the wood cells, so it willnot absorb water, expand, contract, or provide nourishmentfor insects or fungi.

The second process, acetylation, achieves similar bene-fits through heat, pressure and introduction of a vinegar-based acid to transform the wood’s cells.

Although acetylation has been around for decades andthermal modification has been popular in Europe since theearly 1990s, both have yet to enjoy widespread use in thestates. Northern Crossarm, Chippewa Falls, Wi., and sistercompany Rocky Mountain Bluwood, Denver, Co., wereearly adopters of Radiance brand thermally modified wood,but are currently liquidating their inventories of the prod-uct. “We have only a small quantity left, and then the linewill be gone,” said president Pat Bischel. “We still like the

Second life formodified wood

FEATURE StoryModified Wood

concept of thermal modification, but don’t intend to contin-ue with the product.”

He says thermally modified products are having a toughtime cracking the crowded decking market due to limitedmarketing budgets. “There are so darned many competitiveproducts,” Bischel said. “People have so many choices.Dealers will put the sample on the counter alongside theother 53 deck samples and leave it up to the consumer. Andit’s difficult to get their attention, unless you’re a Trex,who’s in every magazine everywhere. There’s just not thepromotion for (thermally modified wood).”

Bischel, however, is convinced there is a place in themarket for modified wood. “I got an email yesterday look-ing for some,” he said. “They installed a job three or fouryears ago. Hurricane Sandy wiped out the area, but the pro-ject still looked gorgeous. He wanted some more.”

He doesn’t see the price tag—notably higher than pres-sure treated lumber—as a barrier, since it’s “comparable toan inexpensive composite.”

Over the last five years, Lake States Lumber, Aitkin,Mn., has seen competitors to its Evolutions thermally modi-fied wood come and go. “Other companies have made mis-takes in the species they used, mostly using yellow pine,”said manager Jerry Lipovetz. “We’re using a different typeof wood, with a different knot structure. When you cookwood, it’s important which species you use and how youmill it.”

Kustom Kilns, Terre Haute, In., spent five years manu-facturing thermally modified wood products for several dif-ferent private label resellers before launching its ownbrand, DuraHolz, in January 2012. The products are cur-rently sold throughout North America, with plans to expanddistribution into parts of Asia, Australia and Europe by theend of the year.

Kustom Kilns is capable of processing a large variety ofwood species for a range of applications, but currently isfocusing on decking, framing and fencing products madefrom Select Structural grade southern yellow pine.

For the future, said sales manager Kersten Russell, thecompany is eyeing the commercial roofing industry and “iscurrently working on a laminated product that will providethe durability of our hardwood products and the structuralstrength of our softwood products all at a extremely com-petitive price.”

At the same time Kustom Kilns introduced DuraHolz,

NEW PRODUCTS such as Thermory decking are bringing renewedattention to thermally treated wood.

Building-Products.com April 2013 Building Products Digest 9

Eastman Chemical launched its ownbrand of acetylated southern pinedecking, Perennial Wood. It has sinceexpanded to porch flooring, deckposts, and solid (non-grooved) deckboards. Products are currently distrib-uted in the Northeast by Boston Cedarand in the South Atlantic by SnavelyForest Products.

Royal Plywood, Cerritos, Ca.,began distributing an establishedacetylated product—Accoya—as thecommercial/industrial specialist’s firststep into the outdoor wood market.Thermally modified wood also caughtv.p. Cliff Duernberger’s eye, but hewas skeptical. “I’d had it introduced tome five, six, seven years ago and sam-ples sent,” he recalled. “It was all sodark. The white oak looked like a dif-ferent species. The poplar looked likemaple. It was all random width lum-ber. Where would you use it? I neversaw anywhere it fit.”

Then, last summer, he was paid avisit but Thermory USA, which waslooking for distributors for its newthermally modified wood. “They real-ly figured out the process,” saidDuernberger. “The decking is beauti-ful; they have 1x6, 5/4x6, grooved andnon-grooved. It’s a lot easier thanworking with ipé, and the price is

ACETYLATED decking like Perennial Wood provides similar performance benefits as thermally modified products, without darkening the original wood.

Thermally ModifiedWood Allwood

www.naturalwooddecking.comCambia

www.cambiawood.comDuraHolz

www.duraholz.comEcoPrem/EcoDeck

www.ecovantagewood.comEvolutions

www.lake-states-lumber.comThermory

www.thermoryusa.com

Acetylated WoodAccoya

www.accoya.comPerennial Wood

www.perennialwood.com

about the same.” Royal Plywood now distributes

Accoya and Thermory throughoutSouthern California. Customerschoose between the two based on thelook and the application. “Accoya isradiata pine from New Zealand, treat-ed in the Netherlands, and it’s a pine-looking product,” Duernbergerexplained. “Thermory is NorthAmerican ash, treated in Estonia, andit looks like chocolate-colored ash. Itcomes to us with a smoky, campfire-wood odor that dissipates over time.Accoya would be fine for a residentialdeck, but for a large commercial pro-ject, like a restaurant, the hardwood isbetter suited to moving around tablesand chairs, high heels, and the heavierfoot traffic.”

Shelter Products, New Ulm, Mn.,recently began distributing EcoDeckthermally modified decking inMinnesota, Iowa, Wisconsin and theDakotas. “All of our market researchhas shown there are great opportuni-ties for a product like this,” said v.p.Aaron Lambrecht. “There is a segmentof the market looking to use realwood, but with a significantly reducedenvironmental impact. There are alsospecialty applications where raw andchemical treated lumber cannot be

used. Ultimately, wood still remainsthe predominate product in the deck-ing and railing category, even after thegains composite decking and railinghas made in recent years.”


Laminated strand lumberhelps meet special demandsof tall wood buildings

turing conditions to equilibrium. Thepercent of shrinkage across the grainof lumber is roughly 40 times greaterthan along the length. Because of this,the shrinkage in a building caused bywall plates will be significantly greaterthan that caused by the studs.

With moisture content of up to19%, traditional surfaced-dry lumberwill shrink as it reaches its moistureequilibrium in the finished building—typically somewhere between 8% and12%. As the lumber dries, it’s notuncommon to see a quarter of an inchof shrinkage per story in a typical mul-tifamily building. For a four- or five-story building, that’s more than aninch of shrinkage, with the wall platesalone accounting for nearly a third ofthe total, according to a technicalreport from Western Wood ProductsAssociation.

Wall shrinkage in multifamilydevelopments can affect both the shearwall performance and structural capa-bility of the building. Additionally,shrinkage can lead to moisture infiltra-tion. Window seals can break as fram-ing misaligns with brick and stuccoveneer. Plumbing components runningthrough the building’s framing mem-bers can also be damaged if thosemembers shrink.

Precise compensation for buildingmovement with flashing and detailingis difficult and expensive because oflumber’s natural variability in mois-ture content and other properties.Little can be done to fix buildingshrinkage retroactively, so buildersand developers planning to constructtall wood buildings need a solution for

THE MULTIFAMILY industry isexpected to remain strong through

2013 and into 2014, according to theNational Association of HomeBuilders. The organization has fore-cast 299,000 multifamily housingstarts for 2013, a 22% improvementover the previous year.

As builders and developers seekcost-effective ways to meet thedemand, many are turning to woodframing for four- and five-story build-ings—and even up to six stories inCanada. However, wood shrinkagecan be an issue. Laminated strand

lumber (LSL) provides an effectivemeans of dealing with shrinkage inwall plates.

Wood framing in taller buildingsoffers a number of benefits, fromproduct availability to strength anddurability. Plus, the reduced materialand labor cost of building with wood,when compared to steel or concrete,means a cost-competitive option.

But wood framing isn’t without itschallenges, especially when it comesto shrinkage. Shrinkage occurs insolid-sawn lumber as the wood’smoisture content dries from manufac-

INDUSTRY TrendsBy Ben Midgette, LP Building Products

LAMINATED STRAND LUMBER typically has moisture content of about 7% to 8%, less than theequalized framing in most enclosed structures.

All photos courtesy of LP Building Products


applications. LSL products can be adirect replacement for 2x4, 2x6, 2x8,and 2x10 lumber products. LSL canalso serve as a cost-competitive alter-native to LVL and glulam beams.

LSL has a number of additionalapplication benefits, including:

Roof Framing: LSL is ideal forcomplex and contemporary roofs orvaulted ceilings because it staysstraight.

Door & Window Headers: Due toits resistance to twisting and warping,LSL can reduce the likelihood of dry-wall cracking around windows orframing, especially in sliding glassdoor and specialty window applica-tions, and shallow headers allow fortransoms and arched windows.

Tall Wall Framing: LSL is excel-lent for framing in walls over 10 ft.high, as it reduces movement thatcould lead to stress cracks and leakingseals.

Columns: LSL provides a solid,continuous load path for hold-downsin high-wind areas.

Truss Chords: Well suited for atticor girder applications, LSL has excel-lent plate and nail-holding capabilities.

Stair Stringers: Because LSLresists shrinking and twisting, itreduces the likelihood of squeaks.

– Ben Midgette is technical servicesmanager in the engineered wood productsdivision of LP Building Products,Nashville, Tn. Reach him viawww.lpcorp.com.

WALL SHRINKAGE in multifamily developments can affect both the shear wall performance andstructural capability of the building. Using LSL provides an effective means of dealng with both.

mitigating shrinkage on the front end.Using LSL for horizontal framingmembers in the wall plate system canhelp.

LSL is created from a mixture ofhardwoods. The raw logs aredebarked, cut into strands, blendedwith waterproof adhesives that containno formaldehyde, and formed intodense mats. A massive steam injectionpress then uses steam and pressure toconvert the mats into billets.

The final product typically hasmoisture content around 7% to 8%,less than the equalized framing inmost enclosed structures. Wall plateshrinkage is then minimal or nonexis-tent because the moisture content ofLSL is so close to the moisture equi-librium of the building.

Further mitigation of wall shrink-age along the length of the grain canbe obtained with LSL in stud and rimboard applications. Plus, LSL studsare strong, straight and true, helpingreduce product waste and labor timewhen used instead of traditional studs.Due to its strength and consistency,LSL rim board is ideal for supportingboth high vertical and lateral loads inmulti-story construction and is moredimensional stable than lumber.

The benefits of LSL don’t endthere. The manufacturing process forLSL provides a uniform cure and evendensity gradient across the thicknessof the product, adding to its strengthand making it more resistant to warp-ing, shrinking and twisting.

The strongest LSL on the market israted up to 1.75E, making it an idealalternative to traditional lumber forbeams, headers and tall wall stud

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Treated wood helpsrestore historic rotundaIN CHARLOTTESVILLE, VA., the historic rotunda at the

University of Virginia—which was founded anddesigned by Thomas Jefferson—is undergoing restorationwith the help of a local wood preserver and a LBM dealer.

Replacement of the rotunda’s domed roof became thefirst phase of the $51 million restoration project, since it’sbeen leaking for years. Better Living Building Supply,Charlottesville, supplied southern yellow pine for the roofreplacement. The kiln-dried wood was pressure treatedwith copper azole by Madison Wood Preservers, Madison,Va.

In the early days of the university, professors and stu-dents enjoyed weekly dinners at Monticello, Jefferson’snearby estate. By the time Jefferson died—on July 4,1826—the rotunda was nearly completed. Unfortunately,after fire gutted the structure in 1895, it had to be rebuilt.

“The brick of the rotunda is the only feature that sur-

TREATED SOUTHERN yellow pine being installed on the historic rotunda at the University of Virginia, Charlottesville, Va.Photos by Dan Addison, University of Virginia

vives of Jefferson’s original building,” said Jody Lahendro,the university’s historic preservation architect and projectmanager. “I’ve come to learn so much more about therotunda in terms of appreciating the changes that have beenmade over time.”

Although the structure undergoes periodic maintenance,the last major renovation was in 1976—to coincide withthe nation’s bicentennial and the 150th anniversary ofJefferson’s death. Efforts were made to preserve the origi-nal design, but many details are a matter of conjecture.

The remaining phases of the project will focus oneverything under the dome, such as new windows, electri-cal and plumbing systems, data infrastructure, sprinklers,and security systems.

Completion of the roof restoration is scheduled for lateMay, just in time for graduation ceremonies at the univer-sity. Jefferson would be proud.

PROJECT SpotlightTreated Wood


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National (serving three or more regions)Georgia-Pacific (Louisville, Ky.; Middleburg, N.C.; Mineola, Tx.; Nauvoo, Al.:

Rock Hill, S.C.; Rockledge, Fl.; Brunswick, Ga.; Athens, Al.; Pleasant Hill, Mo.;Richmond, In.; Rochelle, Il.) www.gp.com

Great Southern Wood (Abbeville, Mobile, Muscle Shoals, Al.; Mansura, La.;Brookhaven, Ms.; Bushnell, Fl.; Conyers, Jesup, Ga.; Rocky Mount, Va.;Hagerstown, Md.; Fombell, Pa.; Columbus, Mount Pleasant, Tx.; Buckner,Mo.; Glenwood, Ar.) www.greatsouthernwood.com

Hixson Lumber Sales (Pine Bluff, Magnolia, Plumerville, Ar.; Caddo Mills,Gilmer, Willis, Tx.; Hattiesburg, Ms.; Winnfield, La.; Hillsboro, Streator, Il.)hixsonlumbersales.com

Hoover Treated Wood Products (Thomson, Ga.; Pine Bluff, Ar.; Detroit, Mi.;Winston, Or.; Milford, Va.) www.frtw.com

Universal Forest Products (Union City, Ga.; Saginaw, Huntsville, Schertz, Tx.;Auburndale, Medley [Aljoma Lumber], Fl.; Elizabeth City, N.C.; Ranson, W.V.;Salisbury, N.C.; Windsor, Co.; Belchertown, Ma.; Blanchester, Oh.; Gordon,Pa.; Granger, In.; Janesville, Wi.; Lansing, Mi.; Stockertown, Pa.; Harrisonville,Mo.) www.ufpi.com

Southeast Babb Lumber (Ringgold, Ga.; Vincennes, In.) www.babb.com

Burt Lumber Co. (Washington, Ga.) www.burtlumbercompany.com

Canfor Southern Pine (Camden, Conway, S.C.) www.canfor.com

D&D Wood Preserving (Albany, Ga.)

Dantzler (Jacksonville, Fl.) www.dantzler1865.com

Deforest Wood Preservers (Bolton, Ms.)

Escue Wood Preserving (Millwood, Ky.) www.escuewoodpreserving.com

Everwood Treatment (Spanish Fort, Al.) www.everwoodtreatment.com

Follen Wood Preserving (Jackson, Ms.) www.follen.com

Free State Lumber (Haleyville, Al.)

Hallman Wood Products (Eatonton, Ga.) www.hallmanwood.com

Huntsville Wood Products (Huntsville, Al.) www.landllumber.com

King Treatment (Oneida, Tn.)

Littrell Bros. Lumber (Vinemont, Al.)

Lumber One Wood Preserving (Sheffield, Al.) www.lumberoneco.com

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Wood Preservatives

Pressure Treaters (Plant Locations)

Pressure Treaters 2013List does not include treaters using only non-residential preservatives

* Abbreviated preservatives include Chemonite (ACZA), Copper Azole with Baramine (BAR), Copper 8 Quinolinolate (Cu8), Copper Naphthenate (CuNap), Creosote (Creo),Creosote/Petroleum (50/50), EcoLife (EL2), Fire Retardant Treatment (FRT), Pentachlorophenol (Penta), PermaTrib (PTrib), Tribucide II (Trib), and Wolman AG (PTI).


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Outdoor Living Products (Orlando,Fl.) www.outdoorlivingproducts.net

Peach State Mfg. (College Park, Ga.)peachstatewoodproducts.com

Phillips Building Supply (Gulfport,Ms.) phillipsbuildingsupply.com

Pollard Lumber (Appling, Ga.)

Robbins Wood Preserving (Orlando,Tampa, Fl.; Gainesville,Thomaston, Ga.; Rockwell, N.C.)www.robbinslumber.com

Savannah Wood Preserving Co.(Savannah, Ga.) savwood.com

Scotch Gulf Lumber (Mobile, Al.)www.gulflumber.com

Southern Lumber & Treating(Jacksonville, Fl.)www.southern-lumber.com

S.I. Storey Lumber (Armuchee, Ga.)sistoreylumber.com

Sunbelt Forest Products (Bartow,Fl.) www.sunbeltfp.com

Thomas Wood Preserving(Grenada, Ms.)

Tri-State Lumber (Fulton, Ms.)www.homanindustries.com

United Treating & Distribution(Muscle Shoals, Al.)www.unitedtreating.com

Valley Lumber Co.(Hackleburg, Al.)www.valleylumbercompany.com

Varn Wood Products (Hoboken,Ga.)

South CentralAnthony Wood Treating

(Arkadelphia, Ar.)www.anthonywoodtreating.com

Commercial Wood Treating(N. Little Rock, Ar.)

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Wood Preservatives


PressureTreaters 2013THE 4 REASONS

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Eastex Forest Products (Houston, Tx.)

Hatfield Lumber (Hatfield, Ar.)

International Forest Products (Houston, Tx.) www.ifphouston.com

Mid-States Wood Preservers (Simsboro, La.)

South Houston Lumber Co. (S. Houston, Tx.) southhoustonlumber.com

Wood Protection (Houston (Tx.) www.osmosewood.com

Mid-AtlanticC.M. Tucker Lumber (Pageland, S.C.) www.cmtuckerlumber.com

Coastal Treated Products (Weldon, N.C.; Oxford, Pa.; Belington, W.V.; Havana,Fl.) www.coastaltreated.com

Commonwealth Wood Preservers (Hampton, Va.)

Cox Industries (Orangeburg, Eutawville, North, S.C.; Vidalia, Ga.; Coleridge,Cove City, Leland, N.C.; Blackstone, Newsoms, Va.; Hainesport, N.J.)www.coxwood.com

Culpeper Wood Preservers (Culpeper, Fredericksburg, Va.; Federalsburg, Md.;Columbia, S.C.; Shelbyville, In.) www.culpeperwood.com

Fortress Wood Products (Elizabeth City, Greensboro, Henderson, N.C.)www.fortresswood.com

Long Life Treated Wood (Hebron, Md.) longlifetreatedwood.com

Madison Wood Preservers (Madison, Va.) www.madwood.com

McCready Lumber (Pulaski, Va.)

McRae Woodtreating (Mount Gilead, N.C.)

Pitts Lumber (Saluda, Va.)

South East Lumber Co. (Kernersville, N.C.) www.south-eastlumber.com

Spartanburg Forest Products (Allendale, Seneca, S.C.; Hampton, Moneta, Va.;Mosheim, Tn.; Scotland Neck, Stony Point, N.C.; Cresco, Pa.; S. Lancaster,Ma.) www.spartanburgforestproducts.com

Tarheel Wood Treating (Morrisville, N.C.) tarheelwoodtreating.com

Valley Timber Sales (Gordonsville, Va.) www.valleytimbersales.com

Wood Preservers (Warsaw, Va.) www.woodpreservers.com

NortheastBB&S Treated Lumber of New England (N. Kingstown, R.I.)

www.bbslumber.com

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Pressure Treaters 2013


Baramine technologyadds punch to copperazole-treated wood

ed to continually improving preservedwood products through forward-thinking innovation. We are now

LONZA WOOD Protection has devel-oped a new wood preservative

additive to step up protection againstcommon fungi as well as against cer-tain aggressive fungi that can tolerate

copper preservative systems. According to Tom Kyzer, vice

president of consumer sales, “LonzaWood Protection, its licensed produc-ers, and their distributors are dedicat-

MARGIN BuildersPressure Treated Wood

FRONTING bundles of Wolmanized Outdoor wood with BARamine additive are (left) Steve Cheatham, sales manager, and Jay Hudson, president, ofEverwood Treatment, Spanish Fort, Al., a pioneer in the introduction of the new preservative combination.

(Please turn to page 18)


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Bestway Enterprises (Cortland, Gouverneur, N.Y.; Cresco, Pa.; S. Lancaster,Ma.; Stony Point, N.C.) www.bestwaylumber.com

Colonie Wood Treating (Albany, N.Y.) www.holbrooklumber.com

Maine Wood Treaters (Mechanic Falls, Me.) www.mainewoodtreaters.com

Northeast Treaters (Belchertown, Ma.; Athens, N.Y.) netreaters.com

H.M. Stauffer & Sons (Leola, Pa.) www.hmstauffer.com

MidwestBiewer Lumber (Seneca, Il.; Lansing, Mi.; Prentice, Wi.) www.biewerlumber.com

Hager Wood Preserving (Kent, Mi.) hagerwood.com

Hills Products Group (Whitewood, S.D.) www.hillspg.com

Land O Lakes Wood Preserving (Tenstrike, Mn.) www.landolakeswood.net

Lavelle Co. (Fargo, N.D.) lavellecompany.com

Mauk Mid West Forest Products (Bay City, Mi.)

Midwest Timber (Edwardsburg, Mi.) www.midwesttimber.com

Midwest Wood Treating (Norwalk, Oh.) www.amtim.com

Northern Crossarm (Chippewa Falls, Wi.) www.crossarm.com

Perma-Treat of Illinois (Marion, Il.) permatreatlumber.com

Peterson Wood Treating (Superior, Wi.) www.petersonwoodtreating.com

Timber Wholesalers (Willmar, Mn.) www.timberwholesalersinc.com

Woods Run Forest Products (Colfax, Wi.)

WestAllweather Wood (Fort Collins, Loveland, Co.; Washougal, Wa.; North Bend

[Coos Head Forest Products], White City, Or.; Ukiah, Ca. [TrueGuard])www.allweatherwood.com

J.H. Baxter (Eugene, Or.; Weed, Ca. [Pacific States Treating])www.jhbaxter.com

California Cascade Industries (Fontana, Woodland [Western Wood Treating],Ca.) www.californiacascade.com

Coast Wood Preserving/Fontana Wood Preserving (Ukiah, Fontana, Ca.)www.fontanawholesalelumber.com

Conrad Forest Products (North Bend, Rainier, Or.; Arbuckle, Ca.)www.conradfp.com

Wood Preservatives


Pressure Treaters 2013

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COPPER AZOLE-treated wood is now available with BARamine additiveto guard against fungi that previously resisted copper preservatives.

introducing the most advanced copper azole technologyever, Wolmanized wood with BARamine additive. It’s thenext level in protection, and a new force in preservedwood.”

The BARamine additive is being incorporated into thetreatment of Wolmanized Outdoor wood, the production ofwhich is licensed by Lonza.

Kyzer noted, “Copper azole preservative was developedin England. We introduced it to North America a decadeago. Since then it has moved from a fringe preservative tothis country’s most popular choice. However, our scientistsnoticed that certain previously ignored fungi could causedamage to wood treated with copper preservatives.”

The standards of the American Wood ProtectionAssociation and criteria of ICC Evaluation Services requiretesting against damage from common fungi. Neitherincludes fungi in the genus Antrodia or Serpula, which areless prevalent but capable of resisting control by copper-based preservatives. With climate changes forecast, thesefungi could become more prevalent.

“Research was undertaken to find a solution that wouldprevent damage from these rogue fungi without affectingcurrent production practices or adding unacceptable cost,”said Kyzer. “Plus, we wanted it to work with bothmicronized and dissolved copper. The solution isBARamine. The technology adds defense that surpassesthe performance of copper azole preservative alone.”

Kyzer says that BARamine, for which a worldwidepatent is pending, also increases the protection againstmore common forms of fungi and results in a fresher woodappearance due to its improved mold protection andgreater solution stability. “We expect that the additive willmean happier customers for lumber dealers and contrac-tors. We are pleased that Wolmanized Outdoor wood will

Baramine Technology Adds Punch(Continued from page 16)


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Exterior Wood (Washougal, Wa.)www.exteriorwood.com

Honolulu Wood Treating (Kapolei,Hi.) www.hwthawaii.com

HPM Wood Protection Co. (Hilo, Hi.)www.hpmhawaii.com

Natron-Jasper Wood Products(Jasper, Or.)www.jasper-wood-products.com

Superior Wood Treating(Sumner, Wa.)www.superiorwoodtreating.com

McFarland Cascade (Tacoma, Wa.;Eugene, Or.; Electric Mills, Ms.;Galloway, B.C.) www.ldm.com

Pacific Wood Preserving Cos.(Bakersfield, Ca.; Sheridan, Or.;Silver Springs, Nv.; Eloy, Az.)www.pacificwood.com

PSR Co. (Kirkland, Wa.)

Royal Pacific Industries(McMinnville, Or.)

Thunderbolt Wood Treating(Riverbank, Ca.)www.thunderboltwoodtreating.com

Utah Wood Preserving (Salt LakeCity, Ut.) www.fps-ut.com

Western Wood Preserving Co.(Sumner, Wa.)www.westernwoodpreserving.com

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Top Treaters(Largest Residential Wood Treaters,

by Number of Treating Locations)

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Universal Forest Products(18 plants)

Great Southern Wood (15)

Georgia-Pacific (11)

Cox Industries (10)Hixson Lumber Sales

Spartanburg Forest Products (9)

Allweather Wood (6)

Bestway Enterprises (5)Culpeper Wood PreserversHoover Treated Wood ProductsRobbins Wood Preserving

Coastal Treated Products (4)McFarland CascadePacific Wood Preserving

Biewer Lumber (3)Conrad Forest ProductsFortress Wood Products

Babb Lumber (2)Canfor Southern PineFontana/Coast Wood PreservingJ.H. Baxter

be the first brand to have this protec-tion.”

A pioneer in the commercializationof BARamine additive was EverwoodTreatment, Spanish Fort, Al. Theyfirst used it in late 2012. “We werewilling to be a trial plant because wewanted to be ahead of the curve,” saidEverwood president Jay Hudson. “Iwould not be surprised if, in the nearfuture, many treating plants providetreatments with BARamine, or some-thing like it.

“Fungi, like other forms of life, willadapt to their conditions. To controldecay, preservatives must stay in frontof the adapting fungi. The data showthat this new combination does that.”

Hudson explained that the additionof BARamine does not change the nat-ural color of copper azole-treatedwood, nor does it make the woodmore corrosive. “It adds some moldi-cide value, which is welcome, andhelps our finished product look clean-er and brighter. Our customers have

been happy to get the latest in preserv-ative technology.”

The additive is the latest in a seriesof improvements to the original cop-per azole formulation since its inven-tion by Lonza in England in the 1990s.A variation called Type B was the firstadvancement, followed by Type Cwith two azoles, and then micronized

copper azole. With each step, itsdevelopers say that the preservativehas been enhanced in substantialways.

The first Wolmanized Outdoorwood with BARamine can now beobtained from some treating compa-nies, with others expected to have itavailable in upcoming months.

* Abbreviated preservatives: Chemonite (ACZA), Copper Azole with Baramine (BAR), Copper 8 Quinolinolate(Cu8), Copper Naphthenate (CuNap), Creosote (Creo), Creosote/Petroleum (50/50), EcoLife (EL2), Fire Retard-ant Treatment (FRT), Pentachlorophenol (Penta), PermaTrib (PTrib), Tribucide II (Trib), and Wolman AG (PTI).


Diversity training

EARLY ON, Mississippi dealer Phillips Building Supply realized it would have to diversify to thrive,including recently expanding across state lines with its newest store in Picayune, La.

eliminating the middle-man mark-up. About 60% of Phillips’ business is

commercial, and those clients love thisnew roofing option. Plus, diversifica-tion into specialty arenas, such as this,keeps Phillips in the black. Bill says,“After Katrina, people moved in withtheir special businesses—cabinets,rebar, sheeting—hoping to makemoney. So, if you didn’t diversify, thatwould leave a dealer only with lumberand plywood”—and a room in thepoorhouse.

“So,” adds Bill in the understate-ment of the month, “we decided to sella lot of stuff.” Phillips already hadbeen making trusses for over 15 yearsand continued to push that niche.(“We sell 30 to 40 a year, both resi-dential and commercial”). The nextmove was to add a wood treatmentplant to capture the market for outdoorlumber, either for decks or—even big-ger—“huge offshore stuff, like poles.”

Architectural hardware seemed alogical further diversification, and hasproved a lucrative one. On its 18-acrecampus, Phillips also sports a an inte-rior door plant, exterior door plant,and commercial steel door operation,as well as a commercial hardware out-let—think fire-rated doors, washroomequipment. The company also weldsmetal frames and bends rebar.

The government loves it, andPhillips loves them right back: “We’vegot 10 people on staff involved in bid-ding. The government bids on specs,and the specs are huge. You’ve got tobe compliant, label the doors. We han-dle all that. We saw a need, and wegraduated. We’d had one guy workingon specs; now, it’s mushroomed. Wehave three,” accounting for such pro-jects as the new airport’s bathrooms, a$1 million account—and work forDuPont. With the Navel ConstructionBattalion located nearby, “There’s alot of government work—the whole

COMPETITIVE IntelligenceBy Carla Waldemar

BILL HOUGH SR. is like those old-time preachers testifying that the

End is Near. But instead of “Repent!”he preaches: “Diversify or Perish!”And, sadly, that’s become the fate, henotes, of many an independent dealerwho didn’t heed his message.

He’s c.e.o.-cum-cheerleader (and,at 70, by no means emeritus) ofPhillips Building Supply, with threeoperations in Mississippi—headquar-tered in Gulfport—and a new launchacross the state line in Picayune, La.The outfit began life in the 1950s as asawmill and timber company that,from the outset, saw change comingand stared it squarely in the face.“When the big boys took over logging,the company sold off land and turnedto retail,” says Bill.

“But you can’t make a living sell-ing lumber and plywood,” he quicklylearned. “There’s no mark-up onthem; you can’t make any money.”

That insight was the first clue thatit was high time to diversify. But how

do you begin? “You look at the bot-tom line. It took me awhile to strugglethrough it, figure out what makesmoney—but you evaluate and thenaim at how you can.” Becoming ahardware store was not the answer, hesays: “Chain stores have that niche allfigured out.”

Well… perhaps metal? HurricaneKatrina was a pretty good convincer.“Metal roofs held up better,” he says.“We started buying metal roofing, butit’s difficult to order up: the timeframe,” which involves cooling your(or—worse—your customer’s) heelswith a lengthy wait, and buying piecesand patches. “If you’re short, orthey’re defective, it’s your fault.”

So, Phillips decided to fabricate itsown. “We rented at first, but the oper-ation did so well that, three years ago,we built a multi-million dollar facility,invested in equipment and materials(and it took a huge investment in orderto be competitive). It took us from athree-step to a two-step operation,”


AMONG PHILLIPS’ longtime niches are a wood treating facility (upper)and truss plant (lower).

gamut from wood products to architectural hardware.”But, remember: diversify! Those accounts are only part

of the pie. “In our other locations, 50% of our customersare residential, including walk-ins. People love the way wedo special stuff, like millwork”—yes, Phillips has its owncustom plant—“and hardware. We’ve got a showroom withcabinet and kitchen & bath designers on staff, and we cananswer questions. We serve good, old-time contractors, too;we’ve got 4,000 to 5,000 accounts.”

Why is that? “They come here for the best service at thebest prices. And, they get answers. We’ve got a lot of grayon our staff; many have been here over 30 years, so theyknow their stuff. Plus, we’ve invested in a huge inventory,a lot of material in stock—special SKUs, strange things—so they don’t have to wait around for special orders.”

Oh, and did we mention that Bill prefers diversity torigor mortis? Then it should come as no surprise that,despite lukewarm demand at the moment, he’s steeringPhillips to go green. “It’s coming our way from theNortheast, so we have to be able to furnish green products.We became LEED-certified for chain of custody. It’s noteasy to keep up with the standards,” he allows, “things likespecial labels, keeping items separate—but the military and

the government will go completely green,” he’s convinced.And he’ll be ready for them. (He even sells Green Egg bar-becues.)

The Internet wasn’t his first love, either. “I’m 70,” hereminds us, “and I fought (son) Bill Jr. over the computerfor a long time.” Acknowledging that it’s the wave of thefuture, Phillips has hired a fulltime IT guy (“the geek”) toorchestrate its website. Regrets? Ha! “We made 20 sales onit yesterday,” reports Bill.

“You’d be surprised how huge it will be in years tocome,” he’s certain, adding, “If anything puts chain storesout of business, it’ll be that. We have a lot of machinesonsite here, ourselves, so we shop the Net for parts. Andpeople all over the country seek us out for special tools,hardware, and LEED products.”

And, guess how he gets rid of his “dogs”? Advertises oneBay. And they fly out the door. “Sure, we lose money onthem, but we’d lose more if we didn’t,” he states about hisdiscontinued stock.

Same goes for culls. Well, that isn’t quite true. On these,he makes a tidy profit. Rather than toss the scraps that cher-ry-pickers have left unsold, Bill cuts them into stakes, onwhich “I make more money than if someone drives in for apiece. I have no loss on dimension lumber; in fact, I canhardly keep up with the stake-business demand. I have topurchase #4 lumber to keep up with the call for stakes. Itcosts contractors time and money to make their own, andthey need ’em on every job.” And the added beauty of it is,“There’s no waste, so it works out just right.”

Leaving no niche unturned, Bill has also grown a rentalbusiness in two of his locations. “It makes some money,butthe name of the game is, it brings in customers. They get toknow who you are and what you do. Our customer baseuses this stuff, like escalators, every day.”

And they also utilize dumpsters. Therefore, so doesPhillips, which has 200 on hand to rent, underscoring Bill’scanny business plan: “Catch ’em on everything you can.”

And you’d be a fool not to, according to the way ofthinking that has kept the company solidly in the black.“It’s easy for us to incorporate all these services, becausewe can use the same infrastructure, like billing. If thesefunctions were stand-alone, it’d be complicated; but we canmail one bill for everything—products, rentals, what haveyou—meaning, true one-stop shopping. That makes it easi-er on the customer, too, both in time and money.”

So, are we having fun yet? Apparently so. “We’ve beenin business 50 years, but there’s never been much turnover.And we have a lot of good managers; they run their ownshow. Sure, the downturn was horrible—not only the econ-omy, but the hurricane and the BP oil spill—a lot of adver-sity. But we’re not leveraged. No debt.

“I’m 70,” he restates with thespunk of a young pup, “and I stillenjoy working. I’ve got a lot ofgood friends in the business, andmany of those friends are goodcustomers, too; we all grew uptogether.”

Maybe the only thingPhillips doesn’t sell—yet—isrocking chairs. But clearlyBill has no need for one.

Carla [email protected]


You are in a competitive market. Customers are doingbusiness with you because you are doing something right;you are bringing them a competitive advantage. Now sell/leverage that advantage to others.

When we prospect we will look for similar customers.We will start stronger/faster with them because we knowwe can help them. We have proof. We are already helpingothers just like them. This creates positive momentumwhile adding to our fulcrum. Sales is a competitive busi-ness. We will always have to hustle, so let’s build a lever-age base for ourselves as we compete!

Products/Services. What am I currently selling? Whoelse can I sell it to? Which other industries will use thisproduct? Our expertise in this product will create the samepositive momentum our relationship leverage does for uswith the same long-term benefits of building our lever.

Geography. “Better a fool in his own town than a wiseman away from home” goes the Spanish proverb. Freight,logistics and just knowing a guy who can get that done is aleverage advantage built by the seller who learns his territo-ry like the cracks on his fingers.

Market Position. A friend to everyone is a friend to noone. We cannot be the best at everything. Figure out yourposition and be the best at that. The pro-ducer, retailer, re-manner, distributorand office wholesaler all have posi-tions (fulcrum points) in the market.The master seller in any organiza-tion understands their individual aswell as their company’s strengthsand sells to and builds on them.

Hard work and leverage.When we combine our dailysales energy with Archimedes’principle of leverage, we willmove the world!

OLSEN On SalesBy James Olsen

James OlsenReality Sales Training

(503) 544-3572 [email protected]

ARCHIMEDES (Greek mathematician, 287 B.C.-212 B.C.)said, “Give me a place to stand and a lever and I can

move the world.”Why do two salespeople working in identical markets,

with identical inventories, and identical customers, havedifferent results? If it is a question of talent, desire or hardwork, the answer is obvious.

I refer to a sales mystery. I am talking about the sellerwho is talented, does work hard, and has sales skills.Sometimes the salesperson performing at a lower levelactually works harder. What explains his lower production?

Why does he consistently perform at a lower pace thanhis partner who is not more personable, smarter and doesnot work harder? What is the differentiator? Archimedesmay have the answer.

We were raised on hard work. We were taught that hardwork and education overcome all. True to a point.Education and hard work will give us an opportunity to livewell. But hard work and education alone will not put us inthe league with the master sellers and big-time producers.Hard work and product knowledge alone are not theanswer. Salespeople know this. Many “hard workers” failin the sales business, while some (to the naked eye) easy-going salespeople are massive producers.

Often the difference is our use of leverage.

Chasing or building?We must hustle and work hard for business. We must

have a sense of urgency. A “nose for the money” is key, buthustle alone is a singular strategy and not the way of themaster seller. Many salespeople chase orders instead ofbuilding a business. They chase the hottest markets andproducts. This is an energy game. Nothing is built. We canmake a living with this strategy if we are talented, but weare not building a base business (fulcrum). Five years in thefuture we will still be “hustling” for orders, while our part-ner who stayed with a certain customer group or product,while they hustled, built a base business (fulcrum) whichthey can now leverage to produce twice as much with(seemingly) the same or less effort.

What are you good at?Relationships/Customers. We are making 80% of our

income from fewer than 10 relationships. Take a long, hard,analytical look at your top 10 relationships and begin tobuild your leverage with them.

Simple yet profound analysis: Time Spent vs. IncomeReceived. Measure exactly how much time you spend witheach customer and how much income you receive from thatrelationship. It seems simple, but it will reveal where weare most leveraging our time and skills.

Leverage selling


Willow River Lumber &Hardware, Moose Lake, Mn., hasbeen acquired by employee Joel Ribichand his wife, Tori, from Art and ShellyUnderhill, owners for the last 22 years.

Causeway Lumber Co. willrelocate its 5.7-acre showroom in FortLauderdale, Fl., after selling the site toan auto dealership.

Wickford Lumber, N. Kingston,N.H., closed Feb. 25 after 37 years.

Koopman Lumber paid $1.62million for a former auto dealership inSharon, Ma., to open its 6th retail store.

Al Lorenzi Building Pro-ducts shuttered its Bridgeport, Pa.,facility Feb. 15, but will continue servingthe area from its Washington, Pa., yard.

Marvin’s Building Materials& Home Centers plans a Juneopening for a new 30,000-sq. ft. storewith attached garden center and drive-thru lumberyard in Lewisburg, Tn.

Carroll Construction Supply,Council Bluffs, Ia., was damaged by aMarch 3 electrical fire, but was savedfrom destruction by the warehouse’ssprinkler system.

Gillard’s True Value Hard-ware & Rental, Carmi, Il., held agrand opening celebration March 15-16(Jeff and Melissa Gillard, owners).

Middleton Lumber Supply,Middleton, N.H., suffered $250,000 indamage to its machinery building andsawdust facility in an early-morning fireMarch 19.

C&L Hardware has been openedby Dean and Mila Curtis in MeadLumber’s former facility in Ashland,Ne. (Larry Lemon, store mgr.).

Chandler Ace Hardware willopen a 10,000-sq. ft. store with 5,000-sq. ft. warehouse in Chandler, Tx.

United Supply True Value,Lakefield, Mn., is adding a sister storein Fairmont, Mn.

Ace Hardware, Wimberley, Tx.,was destroyed by a Feb. 22 fire. Lossesare estimated at $3 million.

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SUPPLIER BriefsDeltic Timber, El Dorado, Ar., is

making improvements to the auto-grad-ing and planer line at its mill in Waldo,Ar.

Advanced Building Pro-ducts, Cincinnati, Oh., was renamedSMART Building Supply.

Mid-Am Building Supply’s 5DCs are now distributing IntegrityComposites’ DuraLife decking andrailing in Arkansas, Illinois, Indiana,Iowa, Kansas, Kentucky, Missouri,Nebraska and Oklahoma.

Parksite, Batavia, Il., now distrib-utes 316 stainless steel color-matcheddecking screws from Camo Fasten-ers and Abaco Decking from itsbranch in Connecticut.

Parksite also has expanded distrib-ution of Apex siding to its branches inOhio, New York, New Jersey, andIllinois; RDI railings to branches inMaryland, New York, and Illinois, andProgressive Foam products toMaryland and North Carolina.

Perennial Wood, Binghamton,N.Y., now offers its 1x4 deck boardswith a mahogany finish.

Kemper System America,West Seneca, N.Y., has named AlliedBuilding Products, East Ruther-ford, N.J., its 2012 Distributor of theYear for its commitment to specifiers ofroofing, surfacing and waterproofingsystems.

ClarkDietrick Building Sys-tems, West Chester, Oh., now offersits interior steel framing productsthrough On Center Software’sQuick Bid estimating software.

Osmose completed its acquisitionof the wood preservatives business ofNew Zealand’s MattersmithsHoldings Ltd. and MattersmithsTechnologies Ltd.

Boral Roofing , Irvine, Ca.,secured exclusive rights to promoteNansulate Crystal roof coating.

Anniversaries: Kroner’s TrueValue Hardware, LaCrosse, Wi.,145th … Southern Lumber &Treating, Jacksonville, Fl., 25th …

Kansas Dealer Closing ShopAssociated Lumber has closed its

two locations in Wichita andNeodesha, Ks., and gone out of busi-ness. Contents were to be sold at auc-tion and the buildings were leased.

“It’s just the economy and bad for-tunes,” said Ron Hill, who had ownedthe business with his wife, Doris, for25 years.

Fire Damages Burt LumberA March 3 fire damaged one build-

ing and destroyed thousands of boardfeet of lumber at Burt Lumber,Washington, Ga.

“It may knock us back a day ortwo, and we’re going to have to dosome drying off-site, but we can haveit all repaired in a few weeks,” co-owner Barry Golsby said after thefire. “It’ll be a challenge, but we’ll beback up to full production soon.”

The fire started in a kiln buildingwhere 12-ft.-high stacks of cut pinelumber had been drying for about 33hours of a 36-hour cycle. The build-ing’s sprinkler system went off, but itcouldn’t stop the fire.

Goolsby said that half of the105,000 bd. ft. of lumber in the kilnwas destroyed.


Lenexa, Ks.-based Westlake Hard-ware’s newest location, in Bolivar,Mo., is the first of the chain’s 86stores to feature a new prototype lay-out and design.

“We’ve spent the past year study-

ing and analyzing everything weknow about our customers: the prod-ucts they need, their mindset whenthey shop, and the help they’re look-ing for,” said c.e.o. George Smith.“The Bolivar store is the culmination

of that effort.”The new 17,845-sq. ft. building,

opened March 1, has garage-styledoors and skylights for more naturallight, a wood and metal facade, pol-ished concrete floors, and an attachedgarden center—a first for Westlake.

Venerable Family YardsCalling It Quits in Michigan

Two longtime Michigan lumber-yards—Williams Lumber, Niles, andMeekhof Lumber, Cascade, Mi.—arewinding down operations.

Williams Lumber is shutting downafter 130 years. Owner BruceWilliams said he sold four times asmuch product before the recession,but now the store had been strugglingfor eight years.

“We have to sell everything,including the real estate, the build-ing,” he said. “It’s just sad when youhave a hometown business close.”

Meekhof will close at the end ofJune. The five acres it sits on havealready been sold.

Gerritt Meekhof bought the busi-ness, formerly known as MarsmanLumber, in 1957. Current owners arehis sons, Ed and Gary, who run it withthe help of Ed’s two sons.

The yard—one of the few remain-ing family-owned lumber companiesin West Michigan not affiliated with anational franchise or chain—special-ized in supplying cedar, fir, and red-wood lumber to local contractors.

Ed Meekhof said the company lostbusiness in recent years as loyal cus-tomers went out of business and newcontractors were lured to big-boxcompetitors. “They’re too price con-scious,” he said. “Now, we’re theirtrim store instead of their lumberstore, and there’s just not enough vol-ume to keep open.”

The store is closing at the begin-ning of summer so Ed’s sons can findwork during the construction season.

N.J. DC Loses Truck in FireA tractor-trailer filled with synthet-

ic decking material and parked insidea large lumber warehouse at Mid-State Lumber, Branchburg, N.J.,caught fire March 11.

The truck was destroyed and anearby office suffered water damagefrom sprinklers.

After cutting a lock on the backgate and forcing their way into thewarehouse, firefighters faced smoky,blackout conditions, yet doused theblaze quickly with foam.

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LP BUILDING PRODUCTS, Nashville, Tn., turned out to watch c.e.o.Curt Stevens ring the opening bell at the New York Stock Exchange, cel-ebrating the company’s 40th anniversary. Pictured (left to right) are MikeKinney, director of business development and investor relations; chieffinancial officer Sallie Bailey; c.e.o. Curt Stevens; treasurer Mark Tobin,and John Merrell, NYSE senior v.p.-global corporate client group.

Pau Lope Ipé Decking Returns A new company, The Pau Lope Company LLC, Cape

Canaveral, Fl., has been formed to re-introduce the PauLope brand of ipé decking.

Pau Lope was among the first hardwood deckingimported into the U.S., trademarked in 1984 and activeinto the early 2000s, but dormant for the last several years.The Pau Lope Company aims to return the Pau Lopebrand “better and stronger than ever.” Some regional dis-tributution has already been established, with some geogra-phies remaining available.

The Pau Lope Company has aligned with selectedBrazilian sawmill producers, secured a long-term directimporter, and refreshed the grade and quality to be consis-tent with the Pau Lope’s heritage of excellence.

GP EWP to Return to New Jersey Starting May 1, Sherwood Lumber’s North Bergen,

N.J., distribution facility will join Holtsville, N.Y., andPalmer, Ma., in exclusively supplying Georgia-Pacificengineered lumber products to the Northeast.

“Previously, we were shipping our GP ELP across theNortheast from the New England-based Prime facility andthen we added it to our offerings in Long Island, whichstill left us lacking proximity to Pennsylvania and NewJersey,” said sales manager Jason Rastad. “Now, withNorth Bergen, we will have the Northeast completely cov-ered, which will improve delivery times for all of our cus-tomers.”

The delivery times for GP ELP will be improved, espe-cially for Pennsylvania and the Hudson River Valley. TheNew York metro area will also benefit from being suppliedfrom the North Bergen facility, freeing up the Holtsvilleand Prime facilities to more efficiently cover NewEngland.

“It’s really a sort of domino effect,” said Rastad. “TheNew Jersey facility’s growth will not only affect the cus-tomers it directly serves, but also those that the other facili-ties serve.”


MITSUBISHI AMERICA’S outgoing president, Hiroshi Nagai, addressed special guests at the Feb.28 groundbreaking of the company’s planned expansion of its 42-acre facility in Houston, Tx., whichwill increase production capacity for Jungheinrich lifts by 40%.

Iowa Lumberyard to CloseIowa Lumber, Marshalltown, Ia.,

will close this month due to the econo-my, after 14 years of business.

“It has been a general slowdownthe last three-to-four years, and wenoticed it getting worse last Novemberand it hasn’t changed,” said BobJacobson, who has owned the store

with his wife, Ruth, since 1999. Jacobson joined the company in

1992, after he was laid-off by anotheryard. He was hired to help run thebusiness because then-owner ScottPfaltzgraff was undergoing cancertreatment.

“He didn’t make it through the can-cer treatments, and his wife didn’t

want the business, so she offered it tous,” he said.

Power Tools Sales Perk UpGlobal power tool demand is fore-

cast to increase 4.6% annually through2016 to $28.1 billion, bolstered by therebound in U.S. home construction,reports a new Freedonia Group study.

China has become increasinglyimportant over the last decade, as boththe dominant producer and a big userof power tools. From 2001 to 2011,production in the country more thandoubled, while demand quadrupled.

India will increase at the fastest rateof any country, growing more than10% per year through 2016.

Cordless electric tools will enjoythe most robust growth, rising 8.3%annually to 2016. Cordless tools willcontinue to replace plug-in models, astechnological improvements haveshortened the power advantage thatcorded tools once held.

Electric power tools account formost power tool demand, since theyare used by both professionals andconsumers in most applications. Prodemand, which led to 70% of 2011’sworldwide power tool sales, will out-pace consumer demand through 2016.


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B.C. Fees Irk U.S. Coalition The U.S. Lumber Coalition has

expressed concern about log exportpolicy changes in British Columbia,which took effect on March 1. Of par-ticular concern is an increase in the“fee in lieu of domestic manufacture”applied to many log exports, whichwould be increased to 20%.

According to the coalition, tighten-ing log export restrictions will allowcoastal B.C. mills to pay even furtherbelow-market prices for logs.

“In effect, B.C. has increased theimplicit subsidy from log exportrestrictions for B.C. Coast lumbermills,” said Luke Brochu, chairman of

the coalition and president of PleasantRiver Lumber, Dover-Foxcroft, Me.“This gives B.C. Coast lumber mills agreater advantage in the U.S. market,at the expense of U.S. mills that payfull market price for their inputs.”

Logs harvested from public or pri-vate lands in B.C. must be advertisedto local mills before they can beexported. If a local mill offers to paythe prevailing domestic log price—which can be much lower than theexport price—export is prohibited.Even when export is permitted, a “feein lieu of domestic manufacture” isassessed on logs harvested from publicand some private land. This fee can be

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much greater than the price B.C.charges to log on public land.

The U.S. coalition contends theincrease in the “fee in lieu” is incon-sistent with the 2006 U.S.-CanadaSoftwood Lumber Agreement, inwhich the U.S. forfeited its right toinvoke U.S. unfair trade laws onCanadian softwoods, in return forCanada imposing taxes and quotas onCanadian exports when lumber pricesfall below certain levels.

Hardware Store ProposesCustomer-Minded Makeover

Larsen Ace Hardware, Canton, Ct.,submitted plans to remodel andexpand to nearly 10,000 sq. ft.

Changes include updating the exte-rior, doubling the number of cash reg-isters to four, installing a single-linesystem, and—most importantly—moving the customer service deskfront and center. “When you walk inthe door, you’re going to get service,”said Fred Larsen Sr. “We’re not greet-ing; we’re helping.”


ASSOCIATION Update

Lumberman’s Association ofTexas booked Danielle DiMartino, afinancial analyst at the FederalReserve Bank of Dallas, to present alunchtime talk during its April 18-20annual convention at Westin LaCantera, San Antonio, Tx.

The association’s President’s Galawill honor outgoing president MattMullin, Alamo Lumber, and presi-dent-elect John Jones, Cassity JonesLumber, Longview, Tx.

A Run for the Troops to theWounded Warrior Project begins thelast day. Participants will be treated toa complimentary breakfast afterwards.

Eastern Building MaterialDealers Association is sponsoring aMid-Atlantic Young Dealers round-table May 1-2, leading into the annualMid-Atlantic Trade Show May 2 atGarden State Convention Center,Somerset, N.J.

Mid-America LumbermensAssociation will host its annualSwing-into-Spring May 2-3 in Lakeof the Ozarks, Mo.

The first day will be a bass fishingtournament and a trap shoot, followedby a steak and chop fry at HolidayShores Resort. A golf tournament atBear Valley Golf Course is the nextday, followed by an awards luncheon.

June 14 will be the KansasSunflower Shootout at HighlandsGolf & Country Club, Hutchison, Ks.

Ohio Construction SuppliersAssociation will host an April 9-11Safety Congress & Expo at GreaterColumbus Convention Center,Columbus, Oh.

April 17-18 will be an installedsales roundtable in Lavonia, Ga.,while an April 18 webinar will coverscams and how to avoid them.

A tour of Boise Cascade’s distribu-tion center in Marion, Oh., has beenscheduled for May 2.

A management roundtable will beheld on May 15-17 in Peoria, Il.

International Wood ProductsAssociation has hired Cindy Squiresas its new executive v.p., succeedingBrent McClendon.

Squires had served since 2003 asthe chief counsel for public affairsand director of regulatory affairs forthe National Marine ManufacturersAssociation, where she directed itsregulatory, legal and trade programs.

Northeastern Retail LumberAssociation associates will gather atthe association’s headquarters inRensselear, N.Y., for the annualspring leadership meeting.

Southern Forest ProductsAssociation will host its annual meet-ing & expo June 3-7 at Omni Hotel atCNN Center, Atlanta, Ga.

The event will open with a woodindustry night at Turner Field, view-ing a game between the AtlantaBraves and the Pittsburgh Pirates.

The next day will conclude with areception at the Georgia Aquarium,with cocktails and hors d’oeuvresfrom Wolfgang Puck, a behind-the-scenes tour of aquarium operations,and free admission to the aquarium.

American Architectural Manu-facturers Association hosts itsnational summer conference June 9-12 in Rosemont, Il.


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IN Memoriam

John Byard Swift Jr., 90, co-owner of Swift Lumber, Atmore, Al.,died Feb. 23 in Atmore.

During World War II, he interrupt-ed his studies at Georgia Tech toserve in the Navy as a ship comman-der in the Asia Theater.

Upon completion of a degree inelectrical engineering, he workedbriefly for Louisville Power & Light.In 1949, he began managing SwiftHunter Lumber, Atmore, and in 1954formed Swift Lumber with his cousin,

Robin Swift. He also served as chairman of the

board of governors for the SouthernPine Inspection Bureau.

Rodman Austin “Rod” McLeod,69, president, c.e.o. and owner ofEspy Lumber Co., Hilton HeadIsland, S.C., died of cancer March 14in Savannah, Ga.

After receiving a degree in electri-cal engineering from MassachusettsInstitute of Technology and an MBA

from Harvard Business School, hepurchased Espy Lumber from theestate of founder Wesley Espy in1979.

He also served as a director andchairman of Southern BuildingMaterials Association and boardmember of Roper Brothers Lumber,Petersburg, Va.

Lewis Albert Canter, 87, ownerof several LBM businesses in NorthCarolina, died Feb. 14 in Greensboro,N.C.

Mr. Canter opened LaminatedPlastics, Greensboro, in 1963 andCanterboard, Thomasville, in 1980,before launching Canter Sales,Greensboro.

William “Willie” Gelman, 91,founder of Gelman Lumber Co.,Trenton, N.J., died March 10.

A highly decorated militarycolonel, he served in World War IIand the Korean War.

Thomas R. “Tom” Black, 71,retired c.e.o. and president of BlackLumber, Bloomington, In., diedMarch 2 in Bloomington.

He joined the family business in1963, after graduating from IndianaUniversity.

Grant R. Benson, 84, owner ofBenson’s Lumber & Hardware,Derry, N.H., died Feb. 23 in Derry.

He joined the family business—which was founded in 1913—afterserving with the Air Force during theKorean War.

Lanny Fulford, 61, former ownerand operator of Edwardsport LumberCo., Edwardsport, In., died March 12in Ten Mile, Tn.

Lloyd M. Hendrix, 87, longtimemanager of L.L. Hendrix Lumber Co.,Lubbock, Tx., died March 14 inLubbock.

After serving with the U.S. Armyin Europe during World War II, heobtained a degree in agricultural eco-nomics from Texas Tech in 1949.

John Harvey “J.H.” Gass, 85,retired foreman for J.B. CassettyLumber Co., Red Boiling Springs,Tn., died March 13 in Celina, Tn.


MANAGEMENT TipsBy Scott Simpson, BlueTarp Financial

Should someone else manage your credit program?CURRENT FORECASTS for 2013 show continued growth in

the housing market. Last year, new home sales hit atwo-year high while builder confidence ratings rose to pre-recession levels on the National Home Builders/ WellsFargo Housing Market Index.

As the economy continues to improve, merchants shouldprepare for greater stress on recession-tightened inventory,staff, operations and resources. Credit screenings,approvals and reactive extensions, as well as billing, collec-tions and providing quality customer service, can signifi-cantly and swiftly drain working capital. By outsourcingyour trade credit needs to a trusted financial services com-pany, you can shore up your cash flow and unintentionalrisk and focus on expanding your business for success.

As a building supply dealer amidst a housing marketupswing, you are going to need cash flow to invest in yourtop-line drivers—things like additional outside sales repsand value-added services. Attempting to go it alone couldpotentially stunt growth. By selecting a trade credit supplierthat specializes in the building supply industry, and sharesthe same values, you will gain a partner with valuableexperience, expertise, tools and intuition.

Most importantly, a trade credit supplier can offer anattractive alternative to the kind of financing that increasesyour risk portfolio and incurs unnecessary debt (e.g., pursu-ing the increasingly elusive bank loan). Unlike banks,which make money from interest and hidden fees, the right

financial partner will align incentives completely with yourbusiness and develop a customized program to suit yourand your customers’ specific needs.

Third-party trade credit professionals are risk-reducers.They understand the importance of reliable cash flow, andtheir objective is to provide it on your terms—guaranteedwhen you want it and need it the most. With the ability tooffer higher approval rates, access to larger credit lines, andflexible terms, credit providers increase sales while mini-mizing dealer risks.

A quality credit provider will treat your customers theway you do, and replace the headaches of unguaranteedaccounts receivable with consistent, predictable paymentsfor all customer purchases. As a result, you are free toinvest in rebuilding your services, stock and personnel inpreparation for growth.

If cash flow is like water, you shouldn’t wait untilyou’re thirsty to drink. Think ahead. Cash flow supportsseveral key components to expansion and growth, such asyour sales team and the additional inventory you’ll need tokeep pace with larger orders and greater demand. Takeadvantage of early payment discounts, and be wary of theself-funded cash gap. On average, dealers are expected topay suppliers every 30 days, but receive payment fromclients every 48 days. Over the course of a five-month peri-od, you could end up funding your own expenses 50% ofthe time. These gaps are unnecessary and dangerous to yourbusiness.

Of course, the thought of letting someone else manage afinancial program that you have controlled for so long canbe a frightening one, particularly after an extended periodof downsizing efforts and looming economic uncertainty.But it doesn’t have to be. In fact, outsourcing trade creditshould have the opposite effect. Pick a partner with thesame incentive to treat your customers the way you do—one that grows when your customers spend more.

Take comfort in the knowledge that you are not alone.Ask your associations and trusted partners who they use.The sooner you alleviate the burden of an in-house tradecredit program, the sooner you will gain greater control tomove forward with financial confidence and peace of mind.

– As c.e.o., Scott Simpson oversees the overall strategic direc-tion and portfolio management of BlueTarp Financial. He can bereached at (207) 797-5900 or [email protected].


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Tim Weston has been named v.p. atTri-State Lumber/Homan Indus-tries, Fulton, Ms.

Brad Wanzenberg, ex-DeerfieldBuilders Supply, is now dealer ter-ritory mgr. for North Florida atDixie Plywood & Lumber,Orlando, Fl. Kristin Russell, ex-Snavely Forest Products, is nowinside sales/product mgr. atDixiePly’s Tampa, Fl., DC.

Rod Shipton, ex-84 Lumber, is newto builder sales at Carter Lumber,Frederick, Md.

Chance Murphy, ex-Allied BuildingProducts, is new to inside sales atFeldman Lumber Co., Brooklyn,N.Y.

Dave Hadden, ex-Nisbet Brower, isnow general mgr. at CarterLumber, Cincinnati, Oh.

Stephen Rykard, ex-Great SouthernWood Preserving, is new toTrussway, Moultrie, Ga., as direc-tor of strategic sourcing.

Jeff Conway, ex-Idaho Timber, hasbeen named regional purchasing &sales mgr. for Sterling Lumber,Conway, Ar.

MOVERS & Shakers

Brett Kerr is a new mass merchantrepresentative at Snavely ForestProducts, Pittsburgh, Pa.

Patrick Kenney is new to inside salesat Botello Lumber Co., Mashpee,Ma.

Larry Toney, senior v.p.-purchasing,Foxworth-Galbraith Lumber,Dallas, Tx., retired at the end ofMarch, after 48 years. Burt Solt,senior commodity buyer, retiredafter 43 years.

Ken Klimek, ex-Builders First-Source, has been named generalmgr. of Capitol Components &Millwork, Elkwood, Va.

Bob Mistick is new to sales atAmerican Lumber, Walden, N.Y.

Chip Penny, ex-Marjam Supply, hasjoined Coastal Forest Products,Bedford, N.H., in outside sales inLong Island, N.Y.

Rich Kniatt, ex-Builders FirstSource,has rejoined the outside sales teamat Tart Lumber Co., Sterling, Va.

J.R. Ferguson has joined HandyHardware Wholesale, Houston,Tx., as director of operations.

Casimiro Rangel has been promoted

to chief information officer forBuilding Products Inc., Water-town, S.D.

Jon Ingersoll, ex-Crawford Hard-woods, has opened a CambridgeSprings, Pa., sales & purchasingoffice for Peladeau Lumber Co.,Laval, P.Q.

Wayne Lee, ex-Cardinal Hardwood& Tile, is a new business develop-ment representative and technicaladvisor at Middle TennesseeLumber Co., Burns, Tn.

Mark Gluhosky is now general mgr.of Huttig Building Products,Newington, Ct.

Dina Fuller has joined the sales teamat McShan Lumber, McShan, Al.

Phil Catalano is a new outside salesrep at Home Acres BuildingSupply, Grand Rapids, Mi.

Corey McKinney has joined Do itBest Corp., Fort Wayne, In., asproject leader-lumber & buildingmaterials.

Bill Hunt is now production supervi-sor at Jeld-Wen’s door plant inTemple, Tx.

Minas Apelian, ex-J.M. Huber, hasbeen appointed v.p. of research &development for CertainTeedCorp., Valley Forge, Pa.


Lara Lee has been appointed seniorv.p.-customer experience design forLowe’s Cos., Mooresville, N.C.

Rich Mauer is new to VersatexTrimboard, Pittsburgh, Pa., as salesmgr. for the Southeast, based inGreenville, S.C. Darren Kennedy,ex-Kennedy Home Center, is amarket development specialist forwestern N.Y. and Ont., based inRochester, N.Y.

Kevin Washall, ex-Jim Waters Corp.,has joined Manufacturers ReserveSupply, Irvington, N.J., as sales ter-ritory mgr. for Hudson Valley,N.Y.

Jim Lake has been promoted to c.e.o.and president at AinsworthLumber, Vancouver, B.C.

Greg Palese has been named v.p. ofmarketing for Klein Tool,Lincolnshire, Il.

Ken Barina has been promoted topresident of Mitsubishi CaterpillarForklift America, Houston, Tx.,succeeding Hiroshi Nagai, whoreturns to the parent company inJapan. Kent Eudy is now executivev.p. of sales & marketing.

Sandy Johnson, Stanley SecuritySolutions, was elected president ofthe Builders Hardware Manufac-turers Association. New 1st v.p. isScott James, CompX; 2nd v.p.Dan Picard, Sargent Mfg., and 3rdv.p. Ed Pruitt, Bommer Industries.

Rod N. Reel is organizing the annualfishing outing for Mungus-FungusForest Products, Climax, Nv.,report co-owners Hugh Mungusand Freddy Fungus.

J&J Home Improvementowner Josh Hicks is negotiating to builda two-story, 6,000-sq. ft. hardware storein Hickman, Ne.

Norandex Building Materi-als relocated its Auburn, Ma., show-room to a larger site in Worcester, Ma.

Hartje Lumber, LaValle, Wi.,was named Small Business of the Yearby the Sauk County Development Corp.

Baum Lumber, Chester, Oh.,won Stihl’s 2012 Top Gun award forstore performance, was recognized as aGold-certified servicing dealer, andreached Elite dealership status.

DEALER Briefs


FAMILY BusinessBy Jane Hilburt-Davis

Managing stress ina family businessYOUR SUPPLIER just informed you

that your shipment is going to betwo weeks late. You’ve just had a callfrom your son, who’s going to takethe day off for the fifth time thismonth. You’ve just found out that thecomputer system in the office has bro-ken down again.

Are you stressed yet? What do youdo? How do you react? Do you knowthat how you respond to these circum-stances could either shorten or length-en your life? Do you know that youhave a choice about how you react?Do you know what to do for stressmanagement?

What is Stress?In technical terms, stress is the

body’s reaction to a real or perceivedthreat. The stressors are events thatcause our bodies to release a flood ofadrenaline, cortisol, and other stresshormones that produce powerfulchanges. Our heart rate and breathingrate go up, our muscles tense, and ourstomachs produce more acid. We areready for fight or flight, a vestige ofour lives thousands of years ago. But,in today’s world, stress can lead tophysical, mental, emotional, andbehavioral problems.

For over 50 years, researchers havebeen studying the relationshipbetween stress and disease. They havefound that stress can lower our anti-body production, which makes usmore susceptible to diseases. It candeplete us of vitamins, increase boneloss, and, over time, increase our riskof accidents.

Some researchers believe thatstress stimulates many of the condi-

tions that cause early aging. If we getinto the habit of overreacting, we willsubtract years from our lives.

It should be added here, though,that not all stress is bad. In fact, ourproductivity actually improves with anincrease in stress, until the stressbecomes too great and our perfor-mance falls off.

Our lives would be boring withoutany stress. It is a normal part of lifeand only dangerous when it becomestoo much for us, or we allow it to turnour reactions into damaging overreac-tions.

Stress in theWorkplace

Research has found that 60% to90% of medical office visits are for

stress-related symptoms. An estimat-ed 1 million workers are absent on anaverage workday because of stress-related complaints. Job stress is esti-mated to cost U.S. industry $300 bil-lion annually, in the form of absen-teeism, diminished productivity,employee turnover, and direct med-ical, legal and insurance fees.Workplace violence and industrialaccidents are increasing, and are alsothought to be due to increasing stress.

Most of my clients are busy entre-preneurs. They have worked longhours and have little time for them-selves. They are often referred to asType-A personalities and have beenblamed for causing their own stress,by pushing themselves to achieve.Being a Type A is not in and of itselfharmful. In fact, these usually suc-cessful people often get more stressedwhen they try to relax or slow down.

They need to find outlets for theirenergy; a vacation sitting on the beachwill probably not work. They alsoneed to identify what stresses themand avoid those situations, if possible,or practice better ways to handle thestress. Some of us are better than oth-ers at handling the stressors in ourlives. There are many ways to accom-plish this:

• Get control of your responses. • Make and keep friends. • Live within your means. • Keep your mind alive and active. Finally, dealing with stress means

dealing directly with emotional upsetsand conflicts, which is a critical chal-lenge for families who work together.Stress is very individualized; whatmay be stressful for one family orbusiness, may be brushed off as “nobig deal” by another. The trick is toidentify what you can and what youcan’t change.

Stress Management:Where Do You Start?

While you may not be able to con-trol all of the complications in yourlife, you can change your responses.The most important step is to takecontrol. “Stress hardy” individualsand families have that ability.

The best way is to learn to replacethe stress response with a relaxationresponse, which can be elicited byregular meditation. Research suggeststhat regular mediation, for 10 to 20minutes a day, can reverse the illeffects of stress. Meditation basically


Have your recent expansion, per-sonnel promotions, new productintroductions, or other companychanges published in the next issueof Building Products Digest.

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

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consists of calming the mind byfocusing on something simple, likebreathing, contemplation, prayer, orvisualization.

A recent study found that individu-als who took an eight-week medita-tion course showed increased activityin the left frontal cortex of the brain.In contrast, members of the controlgroup, who did not meditate, did not.The left-frontal cortex is under-activein people who are stressed, overanx-ious, or depressed, but more active inpeople who are usually calm andhappy. People with more active leftfrontal cortexes produce less of thestress hormone cortisol, recover fasterfrom negative events, and have higherlevels of certain immune cells.

There is also evidence that thosewho can calm themselves are lesslikely to suffer deleterious effectsfrom real trauma and are, in fact, lesslikely to suffer PTSD (post traumaticstress disorder). Since stress is “conta-gious,” positive changes in your moodand self-awareness can work wondersfor your business and family.

– Jane Hilburt-Davis is president ofKey Resources, LLC, Boston, Ma., a fami-ly business consulting firm. Shehas trained, mentored, and coached hun-dreds of family business advisors and isco-author of Consulting to FamilyBusinesses. Reach her at (617) 577-0044or at [email protected].

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


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against Sapstain, Mold, Fungi with AntiBlu___________________Treatments • Wolmanized CA-C

Good Housekeeping SealSCS Certified Environmentally Preferable NAHB Research Center Green Approved

• CCA___________________Sourced fromSFI Certified Forests


Metal Framing ScrewThe new XEQ self-drilling

screw from Simpson Strong-Tiecan be used for exterior metalframing.

Designed for usewith SST connec-tors and cold-formedsteel framing, the newscrew undergoes adual-hardened heattreatment.

Its Quik Guarddouble-barrier coatingresists corrosion inexterior applications.

STRONGTIE.COM/FASTEN(800) 999-5099

Warm Wood WindowProVia’s Aeris windows com-

bine the warmth and beauty of asolid-wood interior with the lowmaintenance of a welded vinylframe and sash on the outside.

They come in three species, in16 stain and 16 paint colors.Neopar insulation and a Low-Ecoating up energy efficiency.

PROVIAPRODUCTS.COM(877) 389-0835

Brick VeneerThinner and lighter than tradi-

tional full-face bricks, manufac-tured brick veneer from BoralStone Products reportedly is easi-er to install in interior and exteri-or applications.

BORALNA.COM


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

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

Rates: $1.20 per word (25 word min.). Phone number counts as 1word, address as 6. Centered copy or headline, $9 per line. Border, $9.Private box, $15. Column inch rate: $55 if art furnished “camera-ready”(advertiser sets the type), $65 if we set type. Send ad to Fax 949-852-0231 or [email protected]. For more info, call (949) 852-

1990. Make checks payable to Cutler Publishing. Deadline: 18th of previ-ous month.

To reply to ads with private box numbers, send correspondence tobox number shown, c/o BPD, 4500 Campus Dr. #480, Newport Beach,Ca. 92660. Names of advertisers using box number cannot be released.

PRODUCTS FOR SALE

WANTED TO BUY

CLASSIFIED Marketplace

WANTED TO BUY

TRI-STATE LUMBER CO.Your Southern Yellow Pine

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

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

EQUIPMENT FOR SALE

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

Latest Industry Newsbuilding-products.com

Special promotional opportunity forNAWLA wholesalers, manufacturers,

and service affiliates…The North American Wholesale Lumber Association is teaming withthe lumber industry’s leading trade magazines to offer an exclusivemarketing vehicle — The May 2013 issues of both Building ProductsDigest and sister publication The Merchant Magazine will feature an

extensive special section devoted entirely to NAWLA and its members.

Advertisers receive:• Your ad message reaches all NAWLA wholesalers and their dealer customers• Discounted advertising rates for NAWLA members• Support of your association• Brand your company’s identity with NAWLA’s• All ad rates include FULL COLOR and optional FREE ad design• Up to 6 one-year subscriptions to BPD and/or The Merchant• Advertisers in the May NAWLA Special Section save an added 10% off ads in October’s

NAWLA Traders Market PreviewReserve your space by April 12, 2013

For rates, contactAlan Oakes – [email protected] Chuck Casey – [email protected]

(949) 852-1990, ext. 11 (949) 852-1990, ext. 14


DATE BookListings are often submitted months in advance. Always verify

dates and locations with sponsor before making plans to attend.

Peak Auctioneering – April 13, LBM auction, Prince William CountyFairgrounds, Manassas, Va.; (800) 245-9690; peakauction.com.

Ohio Construction Suppliers Assn. – April 17-18, installed salesroundtable, Lavonia, Ga.; (614) 267-7817; www.myocsa.org.

International Wood Products Assn. – April 17-19, annual conven-tion, Vancouver, B.C.; (703) 820-6696; www.iwpawood.org.

Forest Products Society – April 18-20, North American wood win-dow & door symposium, Roseville, Mn.; www.forestprod.org.

Lumbermen’s Association of Texas & Louisiana – April 18-20,annual convention, Westin La Cantera Resort, San Antonio, Tx.;(800) 749-5862; www.lat.org.

National Kitchen & Bath Association – April 19-21, annual show,New Orleans, La.; (800) 843-6522; www.nkba.org.

Peak Auctioneering – April 20, LBM auction, Cuyahoga CountyFairgrounds, Berea, Oh.; (800) 245-9690; www.peakauction.com.

Transload Distribution Assn. – April 22-24, conference, Hilton,Rosemont, Il.; (503) 656-4282; www.transload.org.

Wood Machinery Manufacturers of America – April 23-26 wood-working conference, Marriott Tempe at the Buttes, Tempe, Az.;(443) 640-1052; www.wmma.org.

Northeastern Retail Lumber Association – April 24-25, Northeast-ern Young Lumber Execs spring leadership conference, Hilton,Providence, R.I.; (800) 292-6752; www.nrla.org.

Kentucky Building Materials Assn. – April 25-27, convention &expo, Galt House, Louisville, Ky.; (800) 844-1774; kbma.net.

Peak Auctioneering – April 27, LBM auction, Marion CountyFairgrounds, Indianapolis, In.; (800) 245-9690; peakauction.com.

North American Wholesale Lumber Association – April 28-30,leadership conference, Innisbrook Resort, Palm Harbor, Fl.; (800)527-8258; www.lumber.org.

American Wood Protection Association – April 28-May 1, annualmeeting, Sheraton Waikiki, Honolulu, Hi.; (205) 733-4077;www.awpa.com.

National Association of Home Builders – April 29-May 1, nationalgreen building conference, Nashville Convention Center,Nashville, Tn.; (800) 368-5242; www.nahb.org.

Eastern Building Material Dealers Association – May 1-2, Mid-Atlantic Young Dealers roundtable; May 2, Mid-Atlantic TradeShow, Garden State Convention Center, Somerset, N.J.; (800)296-3278; www.ebmda.org.

Ohio Construction Suppliers Association – May 2, tour of BoiseCascade, Marion, Oh.; (614) 267-7817; www.myocsa.org.

Mid-America Lumbermens Association – May 2-3, MissouriSwing-into-Spring, Lake of the Ozarks, Mo.; (800) 747-6529;www.themla.org.

Peak Auctioneering – May 4, LBM auction, Gibraltar Trade CenterNorth, Detroit, Mi.; (800) 245-9690; www.peakauction.com.

Material Handling Equipment Distributors Assn. – May 4-6, annu-al convention & exhibitors showcase, JW Marriott Desert SpringsHotel, Palm Desert, Ca.; (847) 680-3500; www.mheda.org.

Composite Panel Association – May 5-7, spring meeting, LoewsCoronado Bay, San Diego, Ca.; (301) 670-0604; www.compos-itepanel.com.

Global Forest Products Leadership Summit – May 5-9, Vancou-ver, B.C.; www.forestproductssummit.com.

National Retail Federation – May 7-8, global supply chain summit,Madison Hotel, Washington, D.C.; (800) 673-4692; www.nrf.com.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Specializing in qualitySouthern Pine Lumber.

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

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

HOOD LUMBER“Long and Strong”

Phone 601-264-2559Fax 601-296-4740

www.hoodindustries.com


ADVERTISERS IndexFor more information on advertisers, call them

directly or visit their websites [in brackets].

Advantage Trim & Lumber [www.advantagelumber.com]..........47

Anthony Forest Products [www.anthonyforest.com] .................37

Arch/Lonza [www.wolmanizedwood.com] ...................................23

Biewer Lumber [www.biewerselect.com].......................................7

Boise Cascade [www.bcewp.com]................................................14

BuilderLink [www. www.yourbuilderlink.com/dealers]...............30

BW Creative Wood [www.bwcreativewood.com] .......................40

Calculated Structural Designs [www.csdsoftware.com] ............11

Cedar Creek Wholesale [www.cedarcreek.com] ..........................5

Crumpler Plastic Pipe [www.cpp-pipe.com] ................................46

Eco Chemical [www.ecochemical.com] .......................................36

Everwood Treatment Co. [www.everwoodtreatment.com].........39

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

Hood Industries [www.hoodindustries.com] ...............................49

Hoover Treated Wood Products [www.frtw.com] .............Cover IV

Integrity Composites [www.duralifedecking.com] ......................29

Kemper System [www.kemperol-roofpatch.com] .......................25

Maze Nails [www.mazenails.com].................................................27

NewTech Wood [www.newtechwood.com]..................................32

Nordic Engineered Wood Products [www.nordicewp.com].......33

North American Wholesale Lumber Assn. [www.nawla.org] .....18

Pau Lope Co. [www.paulope.com]................................................26

Pennsylvania Lumbermens Mutual Insurance [plmins.com] .....24

Quality Borate Co. [www.qualityborate.com] ..............................34

Roseburg Forest Products [www.rfpco.com] ..............................43

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

Simpson Strong-Tie [www.strongtie.com]...................................35

Siskiyou Forest Products [siskiyouforestproducts.com]...........41

Snider Industries [www.sniderindustries.com] .............................4

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

Sunbelt [www.sunbeltracks.com]........................................Cover II

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

Tank Fab [www.tankfab.com]........................................................28

Tri-State Lumber [www.homanindustries.com]...........................46

Universal Forest Products [www.prowoodlumber.com] Cover I, 3

US Tarping Systems [www.ustarpingsystems.com]...................44

Viance [www.treatedwood.com] ...................................................45

Western Forest Products [www.westernforest.com] ....................5

Weyerhaeuser [www.weyerhaeuser.com] .............................18A-B

Knowing your customers and what theywant—even if it’s just one or two of something—is thekey to success for a dealer in Yakima, Wa.

“A lot of these guys come in day after day, so youget to know them,” says Jim Wilbanks, owner of C&HHardware. “They will come in and say, ‘Hey, youknow that thing I bought a couple of months ago? Ineed a couple more of them.’”

Customers—a mix of contractors, fruit warehouseoperators, farmers, and do-it-yourselfers—can searchthrough bins of nuts and bolts to find the exact sizethey need, then buy what they need, rather than anentire box.

“I’ve always said, we’re not a pretty store—we’refunctional,” he comments. “A guy who climbs outfrom under a forklift, all greasy, can come get what heneeds and be back to work in 10 minutes.”

Two warehouses in back are used to store additionalstock and out-of-season supplies, such as ice melt,space heaters, and fans.

“If someone wants a bag of ice melt in June forsome odd reason, we’d have it,” says Wilbanks. “Or abox fan in the middle of winter, we’d have it.”

Other best sellers are wheelbarrows, rubber tires forcarts, and small hinges used on orchard ladders—something big stores don’t carry because they don’tsell enough to make it worthwhile. The store also has amachine that presses fittings onto the ends of rubberhydraulic hoses used on forklifts and tractors.

The 5,000-sq. ft. main building has a rough concretefloor, a testament to its former life as a feed store. In1959, VinceCresci and hiswife, EdithHolman, becameowners, changingthe focus to hard-ware. Wilbanksjoined the staff inthe mid-1970s,left to work else-where, and returned in 1990. He became a part ownerin 1995, and has owned the store outright the past sixyears.

Last year was a good one for the store, due to agreat growing season. Wilbanks is looking forward toanother good year as local fruit growers, processors,and distributors expand into foreign markets, such asChina and South Korea.

“We had great weather, unlike in other parts of thecountry, so things went well,” he notes. “Everyoneloves a good apple and we grow some of the best in theworld, right here in Yakima.”

IDEA FileYou Want It? They Got It.



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

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