building products digest - february 2010

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FOCUS ON SOUTHERN PINE � WESTERN WOODS � LUMBERYARD AUCTIONS

JANUARY 2010

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

Products Digest

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

BPD BuildingProducts Digest January 2010

Volume 28 �� Number 11

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Special Features9 FEATURE STORY

LUMBERYARD, INVENTORY AUCTIONS

10 INDUSTRY TRENDSBIGGEST CHANGES OF LAST 25 YEARS

12 MANAGEMENT TIPSTURN A SEMINAR INTO A WEBINAR

14 SPECIAL FOCUS: SOUTHERN PINE

18 COMPETITIVE INTELLIGENCEFIFTH-GENERATION GROWTH SPURT

24 PRODUCT SPOTLIGHTLOW-SLOPE ROOFING

26 SPECIAL FOCUS: WESTERNWOODS

39 MARGIN BUILDERSGREENER WINDOWS

California Timberline, Inc.Sugar and Ponderosa Pine,Douglas Fir, Redwood,

Western Red and California Incense CedarHardwood Lumber & Plywood

Chino, CA 91710 • (909) 591-4811 • FAX (909) 591-4818

The Mark of Responsible ForestrySCS-COC-001973

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In Every Issue6 TOTALLY RANDOM

20 OLSEN ON SALES

22 GREEN RETAILING

25 MOVERS & SHAKERS

34 FAMILY BUSINESS

38 ASSOCIATION UPDATE

40 NEW PRODUCTS

43 IN MEMORIAM

44 CLASSIFIED MARKETPLACE

45 DATE BOOK

46 IDEA FILE

46 ADVERTISERS INDEX

Nothing in life is freeFIRST, A BELATED HAPPY NEW YEAR. I hope that you had time to enjoy the holidays with

your families and are ready for the challenges of a new year. In my native England wehave a custom of opening the front and back door to let the old air out and the new air in.As of midnight December 31, that door should be open for a long, long time!

There doesn’t seem to be any industry that has not had challenging business results in2009, but I have been encouraged in the last few weeks at the small signs of optimism inour industry. The truth is, without optimism and belief, what are we left with? A negativeenvironment only breeds further negativity. The challenge this country faces is that thenegative barometer is set too high! We must find a way to turn the switch that will start usall getting back to how it was—or at least somewhere in the middle of then and now.

We often debate in our office what we can do better or more of to help our readers andadvertisers. I am sure that is a debate held in every company at some time or another. Oneof the comments that invariably comes up—mostly from the sales force—is let’s offer freethis and free that. Now, nothing gets me more excited than trying to benefit our customers,but I have learned over many years that giving something for nothing is just not a goodidea. In fact, it’s the worst business decision you can make. It is tempting when times aretough, but once you start down that road, you can never get anyone to pay for today’s free-bies in the future. Yes, we all see our competitors do stupid things (I hear from you on des-perate pricing all the time), but I have yet to see a company succeed with such a strategy inthe long term.

I remember being trained that you can always go up, but you can’t come down. Whenyou offer something today, it will be remembered and you will negotiate it every time. Thesalespeople who suggest giving something away don’t get hit in the pocket, so for them it’san easy suggestion to make. What does gets hit are your margins. And they never recover!

To me, there are three issues that you need to deal with. First, teach your sales team tosell. There are too many people in this industry out there selling who have not been ade-quately trained to sell. The goal of sales is to get the order—not at all costs, but to makesure both parties are happy signing on the dotted line and will be happy to do businesstogether in the future. Nothing comes or should come easy. So buyers need to be sold,objections overcome. You can talk all you want about your last golf game or vacation, butunless you walk out with an order or have moved the potential sale further up the funnel,you have failed. I just sense that the current economic mess gives power to negativity, toaccept that it’s okay not to have the order. Following every customer contact, salespeoplemust be self-critical, strategically analyzing what they did or did not do and holding them-selves accountable. Don’t be content with a no! We can blame our troubles on the economyor our stupid competitors or…, but how about we blame ourselves?

Second, years ago I heard the saying that when you offer something for nothing youentice cheap customers. And we all know what they are like, right? They are the ones thatnitpick on everything, negotiate every cent, and are never happy. A free lunch isn’t free; itjust cuts your profits and makes you negotiate every order.

Third, think through your unique selling advantages. And if you don’t have any, youhave a much bigger problem than this column can solve. Differentiate, differentiate, differ-entiate! If you already possess distinct advantages, let your customers know what theyare—or do you assume they know already? Don’t take anything for granted. Value-addyour products. Offer services that no one else offers. Butdon’t give them away. Just remember: charging morerequires a higher level of sales and marketing skills, and,frankly, you might not have the right people in placetoday to do this.

I have spent my time in every business I have runbreaking down numbers and understanding how everyline on my P & L has been derived. But at the end of theday, the top line, the gross profit line, and the bot-tom line will tell you all you want to know.When the comparative percentages changefor the worse, you know you have issues.

This year will again be challenging, butI think we are at the start of the long roadup. Make sure your company is preparedfor the turnaround and get back to doingbusiness the right way!

TOTALLY RandomBy Alan Oakes

Alan OakesPublisher

[email protected]

www.building-products.comA publication of Cutler Publishing

4500 Campus Dr., Ste. 480, Newport Beach, CA 92660

Publisher Alan [email protected]

Publisher Emeritus David CutlerEditor David Koenig

[email protected] Editor Karen [email protected]

Contributing EditorsCarla Waldemar, James Olsen, Jay TomptAdvertising Sales Manager Chuck Casey

[email protected] Director/SecretaryMarie Oakes [email protected] Manager Heather [email protected]

How to AdvertiseSOUTH, MIDWEST & WEST Chuck CaseyPhone (949) 852-1990 Fax 949-852-0231

[email protected] Paul Mummolo

404 Princeton Ave., Brick, N.J. 08724Phone (732) 899-8102 Fax 732-899-2758

[email protected] Alan Oakes

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66 � Building Products Digest � January 2010

Building-Products.com January 2010 � Building Products Digest � 77


FEATURE Story

AUCTIONS OF SHUTTERED FACILITIES and surplus invento-ry have become a sure sign of the economy’s effect on

lumber and building material dealers and distributors.“This is a buying opportunity and very indicative of a

major trend in the market today,” said Joshua Olshin, presi-dent of auctioneer Tranzon Integrated Property Group.“Banks are not the only ones selling properties in whatmight be referred to as the current buyer’s market.”On Dec. 5, Vogel Auctions presided over the sale of

Monticello Lumber’s building and property in Monticello,In. The store had already liquidated its inventory after clos-ing Nov. 15.On Dec. 9, The Auctioneers Group oversaw a complete

business liquidation of Newmeyer Lumber, Rahway, N.J.Up for sale were inventory, yard and office equipment, andwarehouse supplies. On Dec. 12, Kimble & Ratliff auctioned off excess

inventory and equipment from Meyer Lumber, Oskaloosa,Ks., and King City Lumber, King City, In. King boughtMeyer in September and changed its name to OskaloosaLumber.On Dec. 22, Rosen Systems conducted an online auction

of the inventory of United Building Products’ final locationin Dallas, Tx. The roofing products firm started 20 yearsago and was based in Albuquerque, N.M.In mid-December, Tranzon Integrated Property Group

started auctioning off the first of 25 surplus properties in 14states as part of the post-bankruptcy liquidation plan forStock Building Supply.“On behalf of our client, we have chosen the auction-

process as the most efficient method to market and sell alarge portfolio of properties in order to maximize proceeds

Going, going, gone…Lumberyard auctions disposeof inventory, properties

OUT OF STOCK: Downsized Stock Building Supply is going the auctionroute to find quick buyers for 25 closed or excess properties in 14 states,including (upper left) a 50,000-sq. ft. facility in N. Durham, N.C., and(above) a 210,000-sq. ft. warehouse/manufacturing plant in Acworth, Ga.

in a timely manner,” said Ken Zakin, senior managingdirector of Newmark Knight Frank, an international realestate advisory firm. “Tranzon is a leading auctioneer andwe expect these auctions to allow our client an acceptableexit given a difficult climate.”The Gores Group, a private equity firm based in Los

Angeles, Ca., bought 51% of Stock, while parent Wolseleykept a 49% interest in the company. Of the chain’s morethan 200 locations, only 100 in 19 markets were kept open.The Stock auctions consist of shuttered facilities, as well

as several lots that were acquired for expansion but neverused. The first set of auctions, held Dec. 15 and 16, includ-ed a nine-acre lot located in Salisbury, Md.; a 210,000-sq.ft. warerehouse/manufacturing/retail facility in Acworth,Ga.; a 131,924-sq. ft. industrial facility on more than 40acres of land in Sanford, N.C.; a 50,000-sq. ft. manufactur-ing building on four acres in Durham, N.C.; a 34,400-sq. ft.warehouse/manufacturing facility on 11 acres inHendersonville, N.C., and a 51,942-sq. ft. office/warehousewith covered storage on 20+ acres in Timmonsville, S.C.The next round of Stock auctions will be held the middle

of this month, disposing of property in Oldsmar, PascoCounty, and Spring Hill, Fl.; Waterford, Mi.; Forest Lakeand S. St. Paul, Mn.; Dayton, Oh.; Paradise and Kinzer,Pa.; Beaumont, Tx., and Delavan and Green Bay, Wi., aswell as in Wyoming, Idaho, Utah and California.


AS WE SLOG OUR WAY through therecession of 2008-2009, hoping

for an end some time in 2010, there’sno question that the downturn haschanged the way most of us do busi-ness. We have reduced inventories tothe bone, cut staff to bare minimums,squeezed efficiencies from thin air,and worked harder than most of us areaccustomed to. Staying profitable hastaken a lot of blood, sweat and tears. The truth is, though, the lumber

business has gone through manychanges in the last 25 years and wehave been forced to adapt or fail.Lions are always waiting to thin theherd by taking down the slow and theweak. Our industry is littered with thecarcasses of producers, distributorsand retail suppliers who failed to reactto change. Some change is positive and helps

us do business more efficiently. Somechange is threatening and forces us toquestion how we do business. Andsome change is benign—you canwatch it and react appropriately whenthe time is right. Identifying changeafter the fact is usually pretty easy.Recognizing and reacting to changeearly in the process is more difficult. The following list of changes have

taken place in the past 25 years andeach has changed the way we do busi-ness.

1. The SpottedOwl.When the

recession of theearly 1980sfinally burneditself out, weenjoyed a decade

of favorable conditions in the lumberbusiness. New construction andremodeling had rebounded nicely andthe material pipeline remained full. Inthe late ’80s, we began to see newspa-per accounts about the plight of thespotted owl—a plight that wasincreasingly being played up by envi-ronmental activists. In 1991, District Court Judge

William Dwyer cancelled 75% ofForest Service timber sales, a movethat would constrain or eliminatemuch of the timber supply our indus-try was dependant upon. Many millswere forced to find new sources ofraw material and those that could notclosed their doors. We continue to feelthe repercussions some 20 years later.

2. The Fax Machine.The first commercially viable fax

machines began to dribble into themarket in the early’80s. They werebig, slow andnoisy, and theysmelled like asmall electricalfire as they labo-riously cranked outtext-covered pagesthat came mysteriously through thewires. The print quality was horrible,but even a bunch of lumber guys couldrecognize this new machine as game-changing technology. Our industry, toits credit, was an early adopter of faxmachines and the efficiencies theybrought to communication.

3. Big Box Stores.Lowe’s and Home Depot began to

rapidly expand in the 1980s and can

now be found in nearly every market.The one-stop-shopping model for thedo-it-yourselfer was embraced bymany customers and it wasn’t clearhow this would affect the traditionallumberyard. Many retailers wereforced to find ways tocompete, and thosethat could not areno longer inbusiness. W h o l e s a l e

suppliers, too,had to learn how todeal with a new breedof hard-nosed buying and supplierpolicies they were unfamiliar with.Many wholesalers were forced tomake a decision: do business with thebig boxes or do business around them?Companies came up with a variety ofstrategies to survive and thrive in thebig box era.

4. Cell Phones.Like the fax machine, we lumber-

men embraced the cell phone as soonas it was small enough to slip comfort-ably into a pocket. Many of us remem-ber the days of circling the block andlooking for a parking spot near aphone booth in order to call the office.Today, if four lumbermen are travel-ing together in a car,it is not unusual forall four to be ontheir phones. We often buy

material we havenever seen andwe often sell it tosomeone we havenever met. Our business is truly abusiness of communication and the

The last 25 years

The 9 biggest changesto how we do business

INDUSTRY TrendsBy Loren Krebs


change—our business.9. The 2008-2009 Recession.Although no group has escaped

entirely, retailers and contractors havebeen hit especially hard during therecent downturn. Companies haveclosed their doors in record numbers,and many of the survivors have circledthe wagons, hoping for a 2010 recov-ery. There will tremendous opportuni-ty for the survivors.So, get ready

for the next 25years. You canlook forward tochanging tech-nology, changingsupplier bases,changing customerbases, and a constantly changing econ-omy. You’ll see competitors go out ofbusiness and new companies take theirplace. New products will come. Oldproducts will go. Personnel changes—your own as well as those of your cus-tomers and suppliers—will affect yourbusiness. Don’t be caught like a deer in the

headlights. When change happens,make decisions.

– Loren Krebsbegan his career inthe lumber businessin 1969 and recentlyretired as purchas-ing department man-ager after 25 yearswtih Disdero Lum-ber, Clackamas, Or.He can be reachedat [email protected].

cell phone has allowed us to commu-nicate better. 5. Email.Most of us use email today and rec-

ognize it as another communicationtool that has changed the way we do

business. (I do, how-ever, know of somecu rmudgeon l yholdouts whoprefer to com-municate on thephone.) For many

things, though, emailis the best tool available. Suppose youhave a truckload of very expensiveclear cedar arrive in your yard and youdiscover that the side of one unit hasbeen raked and pillaged by an errantforklift driver. You can take a digitalpicture and immediately send it toyour supplier with a note that says,“What’s up with this?” 6. The Internet.Generally speaking, other than a

few cutting edge, spike-haired, tattoo-covered geeks, we lumbermen havebeen slow to adopt theInternet as a way toput deals together.One reason forthis is there are alot of movingparts in mostlumber transac-tions. Puttingtogether a good deal forbuyer and seller works better whenboth parties are fully engaged. It’spretty hard to add a truckload of lum-

ber to your “shopping cart.” However, most of us have company

websites, and this is another great wayto communicate and share informa-tion.7. Shrinking Producer Base.One of the biggest changes affect-

ing the way we do business is the con-tinuing shrinkage of our producerbase. As mills grapple with environ-mental constraints, lack of harvestable

timber, and the cur-rent lacklustereconomy, manyhave been forcedto curtail orclose indefinite-ly. Traditional

supply chains havebeen disrupted, and

many suppliers are gone forever. Thischange is ongoing, and we all need tonavigate through this minefield.8. Young People.For many years we had few young

people coming into our industry, butthis trend has changed.You need onlyattend a showsuch as theN A W L ATraders Marketto see the change.Some of us olderguys are slowingdown or calling it a day, and we havea new generation of lumbermen join-ing our fraternity. This group is bright,ambitious, aggressive, technologicallysavvy, and not afraid to work. Theyhave changed—and will continue to

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MANAGEMENT TipsBy Patricia Fripp

WITH TECHNOLOGY RISING buttravel budgets shrinking, more

companies are turning to the Internetto stage their customer and employeepresentations, meetings and seminars.Yet running a successful webinar hasdifferent requirements than deliveringan in-person presentation.Here are tips to catch and keep a

webinar audience:BEFORE YOU START,USE LOOPING SLIDES

Once your audience tunes in, howdo you make sure they are entertainedand feel involved even before theevent starts? The best way is with aseries of looping slides. Loopingslides are a great way to conveyimportant information and to keepattendees entertained while waiting for

Hold your nextmeeting over the Internet

REGIONAL associations have been at the forefront of the lumber industry’s entry into webinars,hosting sessions on topics such as OSHA regulations, forklift safety, customer service, sales, collec-tions and certification. Northeastern Retail Lumber Association even maintains an online archive ofpast webinars.

your presentation to begin.These slides need to communicate: • when the session will begin,• the conference dial-in number,• a photo, name and title of the pre-

senter,• what the audience is going to

learn, and• what to do in case of problems.You may also have quotes about

the content they will be learning.BE MORE VISUAL

Be creative. Think Hollywood! Tellstories and give examples as you gothrough your program, the same wayyou would in person. However, yourwebinar needs more visuals to helpengage the audience. Use more slidesthan with an in-person presentation.Add bullet points one at a time as you

“build.” Don’t present a list of all yourpoints before you discuss them. Keepit simple, keep it moving, and interactoften.

PLAN YOUR STRUCTUREOutline your presentation on paper

or flip chart and then build thePowerPoint. You have to get “messy”before you get tidy! It is better to havefewer points and illustrate them well. Be sure you:• Introduce your objective. • Sell the benefits.• Explain the agenda and timing of

your session.• Add any logistics and how they

will interact with you.OPEN WITH A GRABBERAfter a “grabber” slide, it’s up to

you to engage your audience immedi-ately with a powerful, relevant open-ing that includes the word “you.” Yourgrabber opening might be:• A catchy fact: “It may interest

you to know Ferraris hold their valuemore than polo ponies! I first learnedthis lesson when…” • A startling statistic: “Did you

know that if you had spent $1 milliona day, every day since Jesus was born,you would not have spent a trilliondollars? Please keep that in mind aswe strategize how to increase sales byonly 5%…”• An intriguing challenge: “Ten

years ago we were the market leaders.This year we are 13th. You are now inan exciting position to turn thataround…”Grabber openings get the attention

of your audience. Then it is up to youto keep it. Never start by saying,“Good morning.” Instead, say some-thing like, “Welcome! You are in for atreat! You are about to learn howto…” As you introduce the session,sell the listeners on how they are


going to benefit. Keep them glued.Remember, they can’t see you, so it isall too easy for them to answer theiremail or go get a cup of coffee.

INTRODUCE YOURSELFOnce you have sold the session,

you can introduce yourself if someoneelse is not doing it. Do not do it first.Just as with an in-person session, saysomething the listeners care about, andthen they care about who you are.

FORGE A CONNECTIONThe most powerful communication

combines both intellectual and emo-tional connections. Intellectual meansappealing to educated self-interestwith data and reasoned arguments.Emotion comes from engaging the lis-teners' imaginations, involving them inyour illustrative stories by frequentuse of the word “you” and fromanswering their unspoken question,“What’s in this for me?” Use a highyou/I ratio. For example, don’t say, “I’m going

to talk to you about webinars.”Instead, say something like, “In thenext 56 minutes, you will learn the sixsecrets of making a webinar work, thefour benefits of using webinars as partof your client interaction, and the threemistakes your competitors are makingwhen they use them.”

BUILD IN INTERACTIONDepending on the technology you

are using, make sure you interactwhenever logical. For example, stopand ask, “Based on what you haveheard so far, what are your ques-tions?”USE MEMORABLE STORIESPeople rarely remember your exact

words. Instead, they remember themental images that your words inspire.Support your key points with vivid,relevant stories. Help them “make themovie” in their heads by using memo-rable characters, exciting situations,dialogue, and humor. With a combina-tion of your examples and visuals, itwill be a memorable presentation.

USE EFFECTIVE PAUSESGood music and good communica-

tion both contain changes of pace,pauses, and full rests. This is whereyour listeners think about what theyhave just heard. If you rush on at fullspeed to crowd in as much informa-tion as possible, chances are you’veleft your listeners back at the station.It’s okay to talk quickly, but whenever

What’s a webinar?A webinar, or “Web-based

seminar,” is an interactive confer-ence, meeting or presentation that isconducted on the Internet.

How can webinars be used in the LBM industry?

• Sales meetings• Product knowledge classes• Employee training• Virtual roundtable discussions• New product/promotion

announcements• Sales pitches• Association board/member

meetings• Association-sponsored seminars

you say something profound or proac-tive or ask a rhetorical question,pause.

AVOID NON-WORDSHmm—ah—er—you know what I

mean—. On a webinar, this habit willonly be emphasized. Are you doing it?Why not have a run-through andrecord yourself. As with in-personpresentations, as Michael Caine says,“Rehearsal is the work, performance isthe relaxation.”

REVIEWAs with an in-person presentation,

always review your key ideas. Thensay, “Before my closing remarks, whatare your questions?”STRESS THEIR NEXT STEPSBe clear what their next logical

steps should be. Send them off ener-gized and focused.

CLOSE ON A HIGHYour last words linger. Make sure

they are yours (don’t quote anyoneelse) and make sure they are powerful.HAVE BACKUP COMPUTERS!Here is a practical suggestion that

will pay off for you. Have two com-puters tuned in to the webinar. Thisway, if one computer freezes, you can

quickly get your second computer tothe place where the first had frozen. Itwill already be tuned in to the webi-nar, so it only takes a few moments toget on with the show. With technolo-gy, you never know!

– Patricia Fripp is an executive speechcoach, sales presentation trainer, andauthor of Get What You Want! Reach herat (415) 753-6556 or [email protected].

Southern Pine Customers Are Looking for YOU!

Southern Pine Council promotionsgenerate thousands of inquiries fromfolks who want to know where to findSouthern Pine materials. Our web site,www.southernpine.com, features aneasy-to-use "where to buy" directory.

If you are a dealer or distributor ofSouthern Pine lumber products, addyour company to our directory so thatinterested buyers can find you! The listingis FREE, and signup is easy. Just go towww.southernpine.com/joinlocator.

www.southernpine.com

Where can I buy

Southern Pine?


SPECIAL FocusSouthern Pine

WITH GREEN BUILDING construc-tion markets expected to grow

to $96-$104 billion by 2013, buildingprofessionals often look for new greenproducts that will help them get a

GreenBuildingSouthern pine is mighty fine

piece of the green pie. Improving energy efficiency with

products such as new windows andappliances has been the initial focus ofgreen building markets; however,

builders and specifiers are beginningto look deeper inside their buildingsby addressing structural products.They are discovering that simply usingwood framing products, especiallythose that are locally sourced fromsustainably managed forests, con-tribute significantly to being green.The U.S. Green Building Council

recently held its annual GreenbuildInternational Expo and Conference inPhoenix. “Audiences at this show aregetting smarter and more sophisticatedas their knowledge grows,” saysRussell Richardson, Southern ForestProducts Association’s director ofindustrial markets. “Their questionshave evolved from general and open-ended to more specific and perfor-mance-based inquiries.”Rather than wanting to know if a

particular wood product is certifiedand sustainable, attendees want toknow how much energy is consumedduring the manufacturing process andthe environmental impact of the prod-uct’s life cycle. It’s questions likethese that have prompted the LEEDrating system to conduct a pilot pro-ject to incorporate Life Cycle Assess-ment (LCA) into its rating system. “This is great for wood products,”

Richardson reports. “LCA is wherewood products truly outshine otherbuilding materials.” There remains the persistent debate

over which forest certification systemto use. Initially, there was much dis-cussion over the differences betweensystems such as the Forest Steward-ship Council and the Sustainable

Southern Pine Inspires Remodelers–Indoors and Outdoors

ITS BEAUTY makes southern pine theideal choice for interior remodeling projects.

Repair and remodeling activity isgenerating some demand for buildingmaterials in the slowly recovering econ-omy. Southern pine products are wellsuited for projects all around the home.

Homeowners are learning that awood floor adds comfort and value, notto mention being a healthier, allergy-free alternative to carpeting. Southernpine flooring, in a range of widths,grades and finishes, can enhance thelook of any indoor space, no matter thedécor.

Wood is a natural insulator. Thelook of real wood for wall paneling andceilings adds a dramatic flair to allrooms of the home, while contributingto energy efficiency. Southern pine pat-terns are readily available in longlengths to reduce splicing. Clear orsemi-transparent finishes draw atten-tion to southern pine’s distinctive grain.

Knowing proper installation andmaintenance for interior patterns canhelp dealers sell more specialty items.SFPA and Southern Pine Council offercomprehensive guides for both interiorflooring and exterior porch flooring.PDF copies can be downloaded freefrom www.southernpine.com. A two-

part DVD program covers installation ofboth materials from start to finish.

Dealers can obtain a free copy fortheir next employee training session byemailing [email protected] andrequesting AV80.

SFPA also has three staffers, certi-fied as installers by the National WoodFlooring Association, to answer ques-tions dealers might encounter with cus-tomers. Ask at [email protected].


Forestry Initiative. As green buildingmarkets have evolved, alternativegreen building systems, such as GreenGlobes and ICC/NAHB 700, havecome to the forefront, accepting allcredible certification systems includ-ing, but not limited to, FSC and SFI.Even LEED is proposing to acceptcertification systems other than FSC.

The proposal is going through LEED’sapproval process. It is clear that green building audi-

ences are becoming smarter and moreaware of products that appear to be“green” and those that really aregreen. Customers are learning to askquestions that relate to the on-the-ground environmental impacts prod-

ucts have, such as those revealed bythe LCA tool. Rather than a mere sub-ject for debate, forest certification sys-tems are increasingly being recog-nized and used as a way to display theenvironmental attributes of woodproducts. As green building marketsmature, the positive environmentalstory of wood will shine even brighter.

DEVELOPER of Profect Home Again, a new subdivision for dispaced homeowners in New Orleans,looked to southern pine to build raised floor foundations and other features.

DESPITE A LACKLUSTER home con-struction market, builders and

developers with plans (and financing)ready to go are looking for ways tomake their next project stand out fromthe competition. Customers desiresmaller, more energy-efficient homes,and renewable, sustainable, locallysourced wood products remain thematerial of choice. Across Southern coastal markets,

the Southern Pine Council has activelypromoted the merits of raised floorconstruction. Dealers can sell a thirdmore lumber in a typical framingpackage for a raised floor home.Builders can often save time using thesame crew to build the floor systemthat frames the rest of the house.Homeowners realize enhanced com-fort, value and curb appeal. Expandedoutdoor living areas inherent with araised floor design include decks andporches, offering dealers more oppor-tunities for treated lumber sales.“In flood-prone areas, homeowners

also realize greater peace of mind,along with lower flood insurance costsevery year,” notes Cathy Kaake,SFPA’s senior director of engineered& framing markets and a certifiedfloodplain manager.Strong and versatile southern pine

lumber, readily available in a widerange of grades and sizes, is one keyingredient to a successful project. Justask Green Coast Enterprises of NewOrleans. The developers of ProjectHome Again planned to build dozensof homes in the Gentilly neighborhoodravaged by Hurricane Katrina.Funded by a private foundation, planscalled for displaced homeowners inthe area to trade their properties for anew home, one built to withstandfuture storms. In turn, Green Coastwould redevelop the destroyed proper-

Model communities optfor raised floor construction

NEW ORLEANS’ Project Home Again featured storm-resistant raised floor homes, framed entirelywith borate-treated southern pine.


SFPA’s Richard Kleiner (left) reviews raised floor home plans with developer Jeff Couvillion.

ties into replacement homes for otherswanting to return.Following consultations with archi-

tect John Schakai and the SFPA staff,plans for elevated, steel-framed homessoon transformed into raised wood-framed structures. Pressure treatmentwith borates was added to all structur-al components as a long-term defenseagainst termites and decay. Twentyattractive homes were built in twelveweeks. Each home features porchesfront and rear. Phase two of the pro-ject is moving into building moreraised homes on exchanged lotsthroughout Gentilly. This effort con-tinues to attract local publicity, inspir-ing other builders and property ownersto investigate a raised floor home asan affordable, floodplain-friendlyalternative to slab construction on amound of fill.Builders are getting creative, too,

learning ways to reduce foundationcosts in a raised home. Again, wood isthe answer. Treated wood pilings usedin place of grade beams and concreteblock piers have greatly reduced thecost and time required to complete anew home. Phase two of Project HomeAgain is using treated piling exclu-sively for its new homes, typicallycompleting the foundation and fram-ing in just four to five days. In the Baton Rouge area, architect

Kevin Harris and developer Jeff

Burlington” was the result, and the 54-lot development plans to break groundthis spring on the first 24 raised floorhomes. Development in other states of

more “boutique neighborhoods” simi-lar to the prototype near Baton Rougemeans conversion of slab constructionprojects into housing starts that callfor more lumber. Industry-supportedgrants are sponsoring these efforts.Events to be held for local dealers andbuilders offer a firsthand look at how araised wood floor is the premiumfoundation option.

New Raised Floor SiteRecently, SFPA and Southern Pine

Council extensively overhauled thewebsite www.raisedfloorliving.com.

The site is now divided into two sec-tions, addressing the needs of bothhomeowners and building profession-als. Builders, architects and engineersexperienced with raised floor construc-tion are encouraged to list themselvesin the online locator.

Dealers then direct customers to thelocator for finding professional help indesigning and building a home. Thesearch begins at www.raisedfloorliv-ingpro.com/find_dealer.py.

Southern Pine Suppliers Ready for RecoveryThe southern pine lumber industry

has faced dramatic downturns before,but certainly nothing quite like the busi-ness climate of the last two years.

Steady declines in housing starts—and consequently lumber demand—have affected mill operations to createan environment not seen since theearly 1980s. The extension of federaltax credits to new homebuyers andthose who are looking to move up hashelped manage the massive nationalinventory of properties for sale.

There will be no new demand forhousing until a substantial portion ofthe millions of homes now on the mar-ket become occupied. Struggling finan-cial and housing markets, high unem-ployment, stagnant personal incomegrowth, and minimal exports continueto complicate the recovery picture.

SFPA is taking aggressive steps todevelop the best possible promotionalstrategy for moving forward. For nearly100 years, SFPA has conducted a widerange of promotional programs andweathered every downturn. And since1988, the Southern Pine Council has

aided lumber dealers with the toolsthey need to sell more lumber.

Customers want what southern pinelumber has to offer: strength, treatabili-ty, and beauty, not to mention out-standing value. Manufacturers areresponding to today’s challenging mar-ket and offering the newest preserva-tive treatments; the most popular itemsin flooring, siding, ceiling and panelingpatterns; framing lumber in a widerange of grades and sizes, plus engi-neered wood products. With mill opera-tions in close proximity to major mar-kets, special-order items can be quicklyprocessed in most cases.

Today, www.southernpine.com is agold mine of information dealers candepend on for answers to customers’questions and for locating product sup-pliers. Sourcing hard-to-find items canbe just a few mouse clicks away. SFPAcan actually send customers to dealersstocking southern pine products if deal-ers are listed among the nearly 700already online in its product locator.Signing up is free for dealers atwww.southernpine.com/joinlocator.

Couvillion have hosted groups ofseniors interested in an age-specificcommunity tailored to their specificneeds. A site plan for “The Gates of


IN TRYING TIMES LIKE THESE, a littlehistory lesson can help. “A hun-

dred-year-old company [like ours] hasseen downturns before—the GreatDepression and two world wars,” saysDavid Marling, millwork manager ofWisconsin-based Marling Lumber.The business was launched by hisgreat-great-grandfather in 1904 andhis father, Kurt, now serves as c.e.o. David calls himself “a rookie”—a

young, 10-year employee in the firmhe grew up in—a company that’s seenit all and survived. No, scratch that:Make it “grown and prospered.” Andthis round is no different. “We’re get-ting ready for the rebound—we’rebuilding for that. Good times,” he’ssure, “are coming back. “We’re dif-ferent! No way are we hunkereddown. We’re looking to the future.”Not just a pretty metaphor,

Marling has seized the opportunity toexpand and grow. It recently complet-

After five generations,it’s time to grow

FOURTH & FIFTH GENERATIONS: MarlingLumber is led by (left to right) David Marling,millwork & Janesville operations manager; TomMarling, purchasing manager & Madison oper-ations manager; Kurt Marling, c.e.o., andBrandon Marling, commercial manager.

ed a 17,000-sq.-ft., $2-millionHomeWorks showroom in Janesville,Wi., and relocated company head-quarters to the site.“Our former headquarters in

Madison,” half-an-hour distant, henotes, “was an 80-year-old building:worn out, inefficient. We’d run out ofroom. The new location gives usopportunity for growth, plus the abili-ty to consolidate our operations underone roof—manufacturing, humanresources, managers and such.” Marling also has operated a lum-

beryard in Janesville (and a secondone in Madison) and a door plant innearby Edgerton in addition to theoriginal Madison HomeWorks,launched in 1996, and satelliteHomeWorks showrooms opened inFebruary in Waukesha and GreenBay, Wi. The manufacturing plant,which was the first in the region toproduce hollow metal doors, turns outwall panels and more to add to thecompany’s offerings—and profits.But HomeWorks—a showroom

we’ll visit in more detail in just aminute—was the big motivator inlooking for a longterm anchor asMarling planned ahead, a habit it’sfostered for five generations andcounting. “We decided that home improve-

ment was the wave of the future, theway the market is going,” affirmsDavid. “The traditional lumberyard of50 years ago is a thing of the past.You’ve got to diversify to stay ahead,and [all-inclusive, one-stop-shopping]showrooms are the way to go.People—especially women, the deci-sion-makers—have done research onthe Internet. Now, they want to touchand feel the products.”

Furthermore, he predicts, “the cur-rent recession will result in arearrangement: a sorting-out of manu-facturers and suppliers. Some willdrop out. So you’ve got to anticipatethat in planning your showroom.”Thus, among its 100-plus Janesvilleemployees, Marling has hired certi-fied designers who can turn out com-plete home blueprints; others who canassist with kitchen, bath, and deckingremodeling projects; and several whoare uniquely schooled in demandslikely to mushroom in the near future:handicap-access and aging-in-placespecialists, who can advise commer-cial and home builders alike in mat-ters from elevators and stairlifts towheelchair-width aisles, knobs andgrab bars. “You’ve got to diversify,”David seconds his own motion.And that can mean finding new

partners. Marling’s new buildingadjoins a grain elevator, so to expandinto lawn and garden products, thenew site displays gondolas, gazebosand barbecues, while their neighborhandles plants and landscaping mate-rials. “We’ve also partnered with alocal flooring company,” David adds.“We choose partners that are likeus—family-owned, three or four gen-erations. And it’s been very success-ful for everybody involved,” he testi-fies. Marling also partners with itscontractor customers, whom it refersto homeowners seeking installation.Monitoring consumer trends is

vital, David maintains. So, picking upon the growing popularity of stay-cations, HomeWorks has pumped upits patio and deck capabilities, as wellas indoor amenities such as fancy fire-places.That’s in line with what Marling

COMPETITIVE IntelligenceBy Carla Waldemar


has decided is most important for future viability, andthat’s dealing directly with homeowners. “In the past, ourbusiness was almost 100% pro, and we still offer contrac-tors special staff, services, pricing and credit terms,” headds. But the new showroom was expressly designed toentice homeowners directly with elaborate displays,including a functioning kitchen, closet, bath and officecabinets, and energy-efficient products—another hugegrowth area.Marling has also fingered the pulse of the region’s

demographic, and it’s—duh!—growing older. So the com-pany has become a leader in new services, such as thosehandicap-access and aging-in-place features.To get the word to consumers that they’re welcome

here, the company buys “all sorts of advertising, from printto TV.” But maybe the best ad was the new building itself,whose progress people noted daily as they passed it on thebusy highway. Thinking ahead once again, Marling iswooing the younger, tech-savvy audience of today andtomorrow with use of Facebook and Twitter.Right now, while others falter, remodeling has kept the

company solidly in the black. “Looking ahead, it’s beenour focus for the past few years; today, it’s 80% of ourbusiness,” David says.When the company undertook its new building, it

expressly added a seminar room to conduct classes—notonly for its own employees, but also for its customers.Contractors can gain education credits in classes like cod-ing changes and the stimulus package. Then these samepros are tapped as instructors in seminars for homeownersin everything from decking to energy-efficiency, which

SHOWROOM DISPLAY features windows in a spinner, each trimmed out with different profiles and different species, including purpleheart (center) andzebrawood (far right).

goes beyond window replacement to features they may nothave considered, like re-insulation. “We’re out to informthem, not just sell the product,” David underscores.Competitors? Sure. Menards and Home Depot reside

just down the road—“and they have their purpose,” Davidallows. “But our prices are the same, and sometimes evencheaper, because, with our various locations, we have buy-ing power. Even more important is our knowledgeable cus-tomer service. Many of our employees are contractorswho’ve hung up their hats, or former city inspectors. We’llnot only sell you something, but tell you how to install it,maintain it, and clean it. And if ever there’s a problem, wedon’t hide. We say, ‘Come back to us.’”Marling treats those employees like family, giving them

their say in decision-making. “We ask for their inputbecause they’re the ones who deal withthings, hands on. Many have been here20, 30 years.”That’s David’s life plan, too. “My

mom and dad never said I had to gointo the business; I’m here because Ilove it. I’m a nostalgia guy, verysentimental. I like being part of his-tory. Very few businesses canboast a fifth generation. That’sneat to be a part of it.” And the story doesn’t end

here…

Carla [email protected]


IN THE MOVIE Dumb and Dumber, Jim Carrey playsLloyd, a kind-hearted yet obtuse limo driver who falls

instantly, madly in love with a passenger he drops off at theairport. Lloyd drives across country to reunite with Mary.She is confused by his attention and behavior, and wants

to let him down easily, but—really—there’s no way.Lloyd: I like you, Mary. I like you a lot. I want to ask

you a question, straight out, flat out, and I want you to giveme an honest answer. What do you think the chances are ofa guy like you and a girl like me, ending up together?Mary: Well, Lloyd, that’s difficult to say, I… we really

don’t…Lloyd: Hit me with it! Just give it to me straight. I came

a long way just to see you, Mary. The least you can do islevel with me. What are my chances?Mary: Not good.Lloyd: You mean like not good like one out of a hun-

dred?Mary: I’d say more like one in a million.Lloyd: (Pause) So you’re telling me there’s a chance.

(Pause) Yeah! (Pause, giving Mary a conspiratorial look) Iread ya.When we talk with customers there will be objections.

We must maintain Lloyd’s innocence and sense of the pos-sible; too many of us are so tied to our perceived realitythat we get in our own way. When I traded lumber, we would sometimes get offers

that seemed ridiculous. Buyers would often say, “I can’ttake that to my mill. They won’t take that number.” Ourresponse was, “Don’t say no for the sawmill.” More oftenthan not, the deal was made.Similar negative conversations can play out in our heads

as salespeople:“This guy hates me.”

“He only buys from…”“He always buys from the other guy.”“They’re always too cheap.”“I never sell this guy.”“They’ll hang up if I say that.”“He’ll never pay that price.”We don’t live in reality as salespeople, we create it. We

cannot let our own negative attitudes or those of othersaffect how we sell. We are always positive, even in the faceof what can seem to be insurmountable odds. When I traded at Forest City, we had Silver and Gold

Circle traders. I remember like yesterday the first year Imade Silver. Ray Haroldson, my boss, called me into hisoffice. I was expecting a pat on the back and warm congrat-ulations. Instead, Ray said, “You know, James, if you hadput a couple more bucks a thousand (+$2/MBF) on every-thing you sold this year you would have gone Gold insteadof Silver.” I left Ray’s office feeling he was the most unapprecia-

tive SOB I had ever met in my life. I was mad at him forweeks. My thought was, “You have no idea how hard Iwork just to get the prices I am getting!”I started thinking about what he had told me. I started to

add a couple bucks over our list price to everything I pro-moted. And surprise of surprises, I started to get higherprices! (Unappreciative? Ray was just a great motivator!)My reality was tied to Cascade Empire’s list price (reality),when I should have made my own list price (reality).Is selling tough? Yes. Thank goodness! If it weren’t

tough, we wouldn’t get paid great money to do it. It wouldalso be deathly boring. Can selling make us crazy? If thegreat salespeople I know are any indication, yes. Embracethe insanity!We’ve already got enough reality.

It’s even on TV now—ugh! What weneed is more imagination, inno-cence and perseverance. Like ourfriend Lloyd. So the next timesomeone (especially us!) begins tofill our heads with (supposed andnegative) reality, let’s shout thebattle cry of great sales-people: So you’retelling me there’s achance!

So you’re telling methere’s a chance…

OLSEN On SalesBy James Olsen

James OlsenReality Sales Training

(503) 544-3572james@

reality-salestraining.com


Foxworth-Galbraith LumberCo., Dallas, Tx., this month is shutter-ing its lumberyard and manufacturingplant in San Antonio, Tx., followingDec. 3 closures in Sulphur Springs,Tx.; Payson and Lakeside, Az., andPueblo, Co.

Fox-Gal was given 120 days to relo-cate its Waco, Tx., yard after its land-lord sold the site to a car dealership.

ProBuild shuttered its Sheboygan,Wi., yard Dec. 31 and will serve themarket from its facilities in Lomira andJackson, Wi.

Eldredge Lumber & Hard-ware, York, Me., received preliminaryplanning board approval to convert anearby warehouse into a window anddoor showroom.

General Lumber, Milwaukee,Wi., shut down Dec. 31 after 57 years.

Williams Lumber, Rhinebeck,N.Y., is considering adding a lumber-yard/home center on a long-vacatedsite in Pleasant Valley, N.Y.

Sutherlands Lumber, Fulton,Mo., sustained an early morning yardfire Dec. 14.

Firefighters contained the blaze out-side a warehouse. Arson is suspected.

Jim & Dave’s Building Sup-ply, West Bend, Wi., closed Nov. 30.

General Supply Co., BethlehemTownship, Pa., closed its Hecktownlumber business in Lower NazarethTownship, Pa., Dec. 31, to focus entire-ly on commercial doors and hardware.

Seven years prior, General Supplyoperated four yards, and LBM account-ed for roughly 70% of the company’srevenue.

Ace Hardware closed 60-year-old stores in Oak Forest and ChicagoHeights, Il., at the end of the year.

Owner Keith Ebel continues operat-ing smaller units in Homewood andElmhurst, Il.

A 7,500-sq. ft. Ace Hardware isopening this spring in Takoma Park,Md.

Owners Gina Schaefer and MarcFriedman operate six other hardwarestores in the Baltimore/D.C. market.

DEALER BriefsGreat Southern AcquiresColumbus Treating Plant Great Southern Wood Preserving,

Abbeville, Al., has acquired two for-mer Columbus Lumber properties inBrookhaven, Ms., and plans to spend$5 million to re-open both by Feb. 1. “This is going to hit the fast track

pretty quick,” said owner JimmyRanes. “We’re not going to let anygrass grow under our feet.”GSWP bought Columbus’ wood

treatment plant, its 11th, and the near-by Phillips mill, which will producedeck accessories, from Rex Lumber,Graceville, Fl. Rex took overColumbus on Nov. 6—almost twomonths after Bank of America fore-closed on the business. Rex retains the Columbus sawmill,

which it hopes to re-open with thehelp of tax incentives and other finan-cial assistance.“We’re in the very initial stage of

trying to figure out what to do,” saidChuck Watkins, director of RexLumber. “The sale was very fast, andwe didn’t have enough time to do thediligence we needed, so we’re doingthat afterward.”Watkins said that stripping the

Columbus mill and shipping equip-ment back to the company’s otherfacilities in Florida “is not in ourplans.”

ProBuild Grows in NashvilleProBuild Holdings, Denver, Co.,

has added a new truss and wall panelplant in Nashville, Tn.In addition, ProBuild is doubling

the size of its Smyrna, Tn., facility toinclude a full-line lumberyard, mill-work manufacturing plant, and gyp-sum distribution operation.“We are encouraged by our

progress in the greater Nashville mar-ket and by the efforts of our people tomeet the multiple and evolving needsof our customers,” said c.e.o. PaulHylbert.

Depot Exec Pleads GuiltyA former manager at Home Depot

corporate headquarters in Atlanta, Ga.,has pleaded guilty to stealing tradesecrets from the chain. Guillermo Martinez is accused of

giving confidential pricing informa-tion to a vendor during a productreview in May 2008, and was alsonegotiating an employment agreementwith the same vendor. As senior man-ager of product engineering, he wasresponsible for helping vendors sell

products to Depot and had access toDepot’s confidential information,trade secrets, pricing and profitabilityspread sheets, and documents relatingto product line reviews. Sentencing is set for Feb. 3.

Machinery Crushes Worker A millworker at Hixon Lumber

Sales, Gilmer, Tx., was crushed Dec. 2in a wood saw plane press machine.Ricardo Pena, 33, was declared deadat the scene.“When we arrived, what we found

was that a worker had gotten close toone of the machines, and it appearedthat his clothing had gotten entangledand it pulled him into the machine,”said police detective Roxanne Warren.

Certifiers Ul and ICC Unite Underwriters Laboratories and ICC

Evaluation Service have teamed up tostreamline evaluations that ensurebuilding products are compliant withappropriate codes and product safetystandards.The new dual evaluation and certi-

fication program will simplify the test-ing and evaluation conduct testing toUL safety standards, show code com-pliance via an ICC-ES evaluationreport, and get simultaneous postingsof compliant products in UL’s onlinecertifications directory and code corre-lation database. “This partnership brings two indus-

try leaders together to create a one-stop-shop for building materials test-ing and evaluation needs in the builtenvironment,” said Chris Hasbrook,an UL v.p. and general manager. He added that the “dual evaluation

and certification program will providemanufacturers faster turnaround timesand speed to market, while givingtheir customers two more reasons totrust the quality, safety and efficiencyof their products.”UL has also enhanced the usability

of its product certification informa-tion. Its code correlation database con-nects product certifications directlywith specific applicable model instal-lation code sections to help codeauthorities and other industry profes-sionals find ICC-ES code-compliantproducts. “This is just one of the many bene-

fits of working with a trusted partnerin safety like UL,” said Mark Johnson,president of ICC-ES. “We continue tolook for new opportunities to expandthis partnership to better serve ourcustomers and members.”

IF YOU’RE LIKE ME, the title of this col-umn brings back memories of nerdy

high school science films extolling themodern marvels of convenience, valueand progress, made possible by the chem-ical industry. It was a huge post-war eco-nomic engine that expanded its reach intonearly every product category and helpedfuel the rise of the American suburb. There are now about 80,000 chemicals

on the market, but only a few hundredhave been tested for human or ecologicalsafety. One unintended consequence isthat many of these chemicals havereached into our ecosystems, includingthe very top of our food chain—us.“Body burden” is the term toxicologists use to describe

the toxic load an individual might be carrying at a givenmoment: several hundred substances, some of which willaccumulate, others that will be metabolized and excreted.Pregnant mothers pass these substances to their children. One of the common pathways for exposure to toxic

chemicals is through inhaling airborne pollutants. Mostpeople have heard by now that indoor air can be far worsethan outdoor air, and that the rise of asthma, multiple scle-rosis, and other diseases could be caused by long-term,low-level exposures to the chemicals that surround us indaily life. And, of course, we spend most of our timeindoors. The LEED rating systems aim to drastically reduce

potential exposures to building occupants by limiting theuse of emitting materials in the first place and promotingactive measures for improving indoor air quality. I alwaysrecommend stocking products that contribute to LEEDcredits, especially low-emitting, less-toxic products thatappeal to the green builders in your area. Products likeformaldehyde-free plywood and cabinets, formaldehyde-

free insulation, zero-VOC adhesives,zero-VOC paints and coatings—the listof less-toxic alternatives is long. But thelist of emitting products that would notmeet LEED’s requirements for indoor airquality is much longer.I invite you now to get up (after read-

ing the article first, of course!) and followyour nose around your store. Pick up afew products and pronounce their ingre-dients. Investigate the paints, strippers,cleaners, pest killers, weed killers, andplywood you stock. What is the quality ofthis air that you and your staff breatheeveryday? There’s a very good chance

that some nasty neurotoxins, carcinogens, and endocrinedisruptors are floating around in the mix. More importantly,the people who might be exposed to off-gassing chemicalsare probably the people you most care about. Swapping outthe high-emitting products in your inventory, in favor ofthose with zero or dramatically fewer toxic emissions, con-tributes to a healthier workplace with fewer liability issues.In the long run, there are large-scale initiatives under-

way that will eventually lead to safer alternatives throughgreener chemistry. The Toxic Substances Control Act, thecurrent federal chemical oversight regime, will likely bestrengthened, giving the EPA more power to eliminate toxi-cs and require manufacturers to prove health and safetybefore bringing new formulations to market. In California,the Green Chemical Initiative is undertaking a range ofactivities designed to make rapid progress eliminating toxi-cs and stimulating growth of greener alternatives. However,the positive effects of these efforts won’t be felt for years.In the meantime, the motivated dealer can learn more

about body burden, LEED and indoor air quality fromdozens of informative onlineresources—start Googling! Scien-tific Certification Systems, Green-Guard and GreenSeal publish listsof their certified products. Thereare other green product databasesout there, too. The consequences of choos-

ing wisely could be feltimmediately, leavingthose you care most aboutbreathing a little easier.

Jay TomptManaging Partner

Wm. Verde & Associates(415) 321-0848

[email protected]

GREEN RetailingBy Jay Tompt

Better living through(green) chemistry

Top 10 Green Products of 2009BuildingGreen’s 2009 Top 10 Green Building Products:

• Pozzotive Plus CMUs & concrete brick from Kingston Block• Thermafiber mineral wool insulation

• Invelope integrated wall insulation & rainscreen system• Rheem HP-50 heat-pump water heater• Convia energy-management infrastructure• Pentadyne GTX flywheel energy storage

• Silva Cell subsurface tree protection & stormwater system• Mobile solar power generator

• Baltix recycled- & biobased-content office furniture• Project FROG modular green classroom


A Dec. 7 fire at Weaber Inc.’s sawmill in S. AnnvilleTownship, Pa., was caused by a malfunction in a saw-dust/wood waste conveyor belt system.

Bradco Supply, Avenel, N.J., purchased CarlsonDistributors, Rockford, Il., provider of roofing, siding, win-dows and doors to northern Illinois/southern Wisconsin since1947.

Tom Healy will head up the facility, with Andrea Wisniewskiand the rest of the Carlson staff staying on to work for Bradco.

Georgia-Pacific is mothballing several panel mills inthe Southeast.

G-P indefinitely idled its plywood facility in Louisville, Ms.;is shutting down its OSB mill in Grenada, Ms., for six months,and is permanently closing its plywood plant in Fordyce, Ar.About one third of Fordyce’s 340 workers could transfer tohelp launch a plywood line at G-P’s Crossett, Ar., plant.

Lancaster Distributing parent Merit Group,Spartanburg, S.C., has agreed to buy paint/hardware distribu-tor Five Star Products , East Hanover, N.J., fromNational Patent Development Corp. for $30 million.

Five Star operates two DCs in the Northeast; Lancasterhas seven DCs in the Americas.

Stella-Jones has agreed to acquire Tangent RailCorp., Pittsburgh, Pa., which operates crosstie treating plantsin Warrior, Al.; Terre Haute and Winslow, In.; Alexandria, La.,and McAlisterville, Pa., and creosote distilleries in Terre Hauteand Memphis, Tn.

The deal is set to close at the end of 1st quarter 2010.

Universal Forest Products’ Eastern Division is nowexclusive national distributor of concrete curing blankets, loadtransfer, and surface protection products from McTechGroup, Loganville, Ga.

Snavely Forest Products is now stockingGeorgia-Pacific’s Broadspan I-joist, LVL and Rim Boardengineered wood products.

Armstrong Flooring Products’ Somerset, Ky.,engineered hardwood manufacturing plant received ForestStewardship Council chain-of-custody certification.

Nordecor, Brainerd, Mn., was granted FSC chain-of-custody certification.

CertainTeed’s Decoustics Quadrillo, Solo and Solo Mceiling products have been FSC certified by the RainforestAlliance’s SmartWood program.

GreenFiber, Charlotte, N.C., had its entire product lineof natural fiber blow-in insulation certified by ScientificCertification Systems.

Overhead Door Corp. completed its acquisiton ofWayne-Dalton’s door business.

C.R. Mayer & Co., Birmingham, Al., has changed itsname to Mayer Door.

SUPPLIER Briefs Virginiaʼs Roper Brothers FoldsSeven-unit, 100-year-old pro dealer Roper Brothers

Lumber, Petersburg, Va., closed its doors Dec. 11 and filedfor Chapter 11 bankruptcy protection.Operations include Roper Lumber yards in

Fredericksburg, Petersburg, and Williamsburg; a millworkdivision in Petersburg; Roper Design Center, Richmond;Valley Lumber, Winchester, and 60-year-old TaylorBrothers Lumber, Lynchburg.

New Owner GetsCelotexFiberboard Plants Humming AgainW.R. Meadows, Hampshire, Il., has completed the

acquisiton of the assets of bankrupt Knight-Celotex andformed a new division, Blue Ridge Fiberboard, to resumemanufacture of Celotex-branded fiberboard products. The firm expected to restart the Celotex plant in

Danville, Va., in December and add a second facility inLisbon Falls, Me. Blue Ridge’s Celotex line will include Structodek roof

insulation board, SoundStop fiberboard panels,SturdyBrace structural wall sheathing, and VersaKor all-purpose fiberboard.

Penn Arson Suspect ArrestedA suspect has been arrested in the April 2009 fire in a

storage shed at Plassche Lumber, Palmyra, Pa.Kenneth Larock, 18, was arrested and charged with

arson in connection with the fire. According to state police,Larock set the fire that destroyed the 100’x10’ shed andthe building materials inside.


PRODUCT SpotlightLow-Slope Roofing by Dan Thomas, GenTite

THE WINTER MONTHS BRING coldtemperatures, freeze/thaw cycles,

and wind. These conditions can dam-age more than our morale. They cando quite a number on roofs, too. Aswe begin to look forward to spring,it’s not too early to start preparing forthose spring roof repairs.Even though steep-slope roofs are

most common in residential architec-ture, many homes have flat sectionsover porches, dormers, carports orgarages. There are distinct differencesin how to address low-slope (flat) roofissues and extend the life and perfor-mance of a homeowner’s investment.Help contractors and homeowners

care for their flat roofs by asking threebasic questions:1. Should the roof be repaired or

replaced?A primary factor is the age of the

roof. The lifespan of a low-slope roofvaries significantly based on the com-ponents of the roof assembly. A well-installed roof should perform as statedby the manufacturer, so refer to thewarranty for the best indication ofhow long it should last. Most war-ranties are good for 10 years, but someproducts offer no warranty, whilesome new commercial-grade productscome with a lifetime warranty.Along with the age of the roof, con-

Repair or replace?

sider the recurrence of the problemand ask if other solutions have beentried. The key to a successful repair isusing similar materials to thosealready on the roof. Using a productthat is drastically different from theexisting material won’t provide a per-manent fix, as the solvents and chemi-cal makeup of the products will workagainst each other. A mineral surfaceroll or torch down roof should berepaired with asphalt-based products.Roofs with single-ply membranessuch as TPO or EPDM require ther-moplastic or rubber products, respec-tively, for repairs.If the homeowner has attempted to

repair the roof several times, in theappropriate way, and still has a prob-lem, it may be necessary to reroof.The common options are:• EPDM is a rubber-based single-

ply membrane roofing material. It’savailable in a commercial grade and iseasy to install.• TPO (thermoplastic polyolefin) is

a single-ply product ideal for warmerclimates, as the white surface reflectsthe sun to reduce energy costs.• Asphalt-based torch down roofing

can create a weather-tight roof surface.Safety precautions are critical, asinstallation involves open flame.• A mineral surface roll is a low-

Add-On Sales toRoof Inspectors• Safety Barrier or harness

to prevent falling• Safety Boots to deter slipping andprevent foot injury from dropped items• Gloves to protect skin from chemicals

and sharp objects• Knee Pads

• Safety Glasses

slope alternative. The lifespan isshorter, but the price point is signifi-cantly lower.2. Is the roof subject to a signifi-

cant amount of foot traffic?Most roofs are not expected to

have heavy foot traffic. If the roofwill have a lot of traffic, there are twooptions: installing a thicker membraneor placing a deck over the roof. Athicker membrane better resists punc-tures, the most common cause of roofleaks. Commercial-grade EPDM andTPO membranes are available inthicknesses of 45 or 60 mil for thebest resistance to punctures.A better option is to install a deck

over the roof. The roofing materialitself will protect against freezing,thawing and the sun, while the deckwill protect the roofing material.3. Has the homeowner estab-

lished a maintenance routine?Proper maintenance is critical to

getting the longest life from the roof.Always reference the manufacturer’srecommendations and warranty infor-mation for specific maintenanceguidelines. Following them will keepthe roof’s warranty intact. Every year, the homeowner should

visually inspect the roof for black ordiscolored streaks, which indicatemold, algae or fungus. Spots shouldbe cleaned with a household cleanerto stop them from spreading and toprevent roof damage. Inspect all membrane seams, pay-

ing particular attention to flashingsaround curbs and penetrations.Finally, trim overhanging limbs toprevent branches from sweepingagainst the roof, gutter, soffit and/orflashing. This will minimize leafdebris and increase the roof’s abilityto withstand severe weather. – Dan Thomas, business development

manager for GenTite Residential RoofingSystems. Reach him via www.gentite.com.


Scott Bausch has been named directorof product marketing for Legrand/Pass & Seymour, Syracuse, N.Y.

Joey Viselli has been named v.p.-mar-keting for Knauf Insulation NorthAmerica, Shelbyville, In.

Glenn Sharpe has joined LumberLiquidators, Toano, Va., as seniorv.p.-supply chain. He replaces RickBoucher, who is leaving the com-pany to pursue other interests.

Peter Durette is now chief strategyofficer and v.p. at MeadWestvacoCorp., Richmond, Va.

Jason Bailey, White City Lumber,New Lisbon, Wi., recently com-pleted National Hardwood LumberAssociation’s 14-week lumberinspection program, along withJerrod Free, J.T. Shannon LumberCo., Horn Lake, Ms.; D. WinceLynn, Lynn Lumber Co., TellicoPlains, Tn.; Matthew Gray, BibbHardwood, Birmingham, Al.; CoyParker, Parker Wood Products,Huntsville, Ar.; Jason Letts,Missouri Walnut, Neosho, Mo.;Christopher Largent, RalphLargent Sawmill, Erin, Tn.; DonKuehl, Billsby Lumber Co.,Harrison, Mi.; David Pfister, OaksUnlimited, Waynesville, N.C., andDimitri Kulp, Boscobel, Wi.

Kenneth F. Yarosh, Dow CorningCorp., was elected vice chairman ofthe board of directors of ASTMInternational for 2010-2012.Robert D. Thomas, president ofNational Concrete MasonryAssociation, was elected a boardmember.

Dan Lewis, Odenton Ace Hardware,Odenton, Md., was recognized asBusiness of the Year by the localChamber of Commerce.

J.R. Hobbs, v.p., Delaware Lumber &Millwork of Salisbury, Md., wonthe 2009 B. Harold Smick Jr.Young Leader Award from theEastern Building Material DealersAssociation.

Donald Magruder, general mgr., Ro-Mac Lumber & Supply, Leesburg,Fl., was named Associate of theYear by the Home BuildersAssociation of Lake Sumter.

Rich Returns is the new investmentmgr. at Mungus-Fungus ForestProducts, Climax, Nv., according toco-owners Hugh Mungus andFreddy Fungus.

Darrin Bennett has been named pres-ident of Lansing Lumber Co., Holt,Mi. Rodger Enos is now v.p.;Louis “Ned” Legg, chairman, andJohn Monk, treasurer.

Wayne Lancaster, ex-North Pacific,is now with the Daphne, Al., officeof Atlas Trading International. Heremains exclusive rep for Thomas-ville Lumber.

Chris Counts, ex-Cedar CreekWholesale, has rejoined Capital asan account mgr. in Dallas, Tx.

Michael Morris has joined the salesteam at Fingerle Lumber Co., AnnArbor, Mi.

M. Chad Crow has been promoted tochief financial officer for BuildersFirstSource, Dallas, Tx.

Tom Czlapinski, ex-TimberTech, isnow handling outside sales inTexas for California Redwood Co.,Arcata, Ca. Chad Griffith, ex-Lumber Products, is coveringOklahoma.

Mike Sopher, formerly with TampaInternational, has opened a Largo,Fl., office for Greenleaf Trading,specializing in studs, randomdimension, and forward pricing.

Jerry Lathan, ex-Viance, has joinedthe outside sales force at Tank FabInc., Rocky Point, N.C. LorraineMeyer is the new administrativeassistant.

Eric Watson has been named branchmgr. of ABC Supply, Knoxville,Tn. His brother, Adam Watson,was appointed mgr. in nearbyTalbott, Tn.

Paul McGrath, McGrath Lumber,Greenfield, N.H., will handle U.S.sales for Nova Scotia-basedLignibel Ltd.’s recently restartedsawmill.

Todd Woods has been promoted tosenior v.p., deputy general counsel,and assistant secretary for Lowe’sCos., Mooresville, N.C.

Brian Miller has been named thepresident of ProVia Door andHeartland Siding, Sugarcreek, Ok.,succeeding Bill Mullet, whoremains c.e.o.

Juan Figuereo has been appointedfinance chief at Newell Rubber-maid, Atlanta, Ga., replacing J.Patrick Robinson, who has retired.

David F. Brown, Masco, Taylor, Mi.,has joined as chief procurementofficer and v.p.-supply chain.

MOVERS & Shakers DEALER BriefsPearlie and Nathan Carey have

acquired Bradley’s Feed Store,Anahuac, Tx., and reopened it as a full-service hardware store, AnahuacFarm Supply & Hardware.

Green Depot held a grand open-ing Dec. 9 for i ts new location inAlbany, N.Y.

Menards is closing its EdenPrairie, Mn., store Feb. 26, to build alarger, two-story facility in its place byearly spring 2011.

Lowe’s opened new stores Dec. 4in Potsdam, N.Y.; Nov. 27 in Deltona,Fl.; Nov. 20 in Voohees, N.J., and Oct.30 in Moberly, Mo.; Sanford, Me., andGreenport, N.Y.

The chain also expects new storeopenings early this year in Salem, Va.;in 2nd quarter 2010 in College Station,Tx., and in 4th quarter 2010 in S.Staten Island, N.Y.

Lowe’s backed out of plans to builda store in Holyoke, Ma., but secured a$125,000 tax break to build a $25-mil-lion home center in Salem, Ma.

Home Depot will fund a pilot pro-ject that will pay private landowners inthe Southeast to conserve and managetheir forested land.

The home center chain has discon-tinued Ralph Lauren paint and nowstocks paint, cleaning products, andcloset organization products fromMartha Stewart Living.

Depot also presented MakitaUSA with the Marketing InnovationAward at its annual supplier partnermeeting in Atlanta, Ga.

ProBuild was SCORE (StructuralComponent Operations Reaching forExcellence) certified at the Elite level at39 of its truss plants, including three inFlorida, three in Texas, two in Georgia,two in Iowa, and one each inIndianapolis, In.; Dry Ridge, Ky.; GrandRapids, Mi.; Wadena, Mn.; ValleyCenter, Mo.; Berlin, N.J.; Kingston,N.Y.; Albermarle, N.C.; Delaware, Oh.;Morrisville, Pa.; Mitchell, S.D.; WestPoint, Va., and De Pere, Wi.

Anniversaries: Ace Hardware,Geneva, I l . , 85th … TeagueLumber Co., Fort Worth, Tx., 65th… York County Lumber Corp.,York, Pa., 50th …


It’s been a good year for thievesspecializing in roofing shingles.Millions of dollars worth have beenstolen nationwide—a sizeable increasefrom past years. In Texas alone, morethan $4 million worth of shingles havebeen stolen this year. “It’s tremendously exasperating,”

said Barbara Douglas, executive v.p.of the Lumbermens Association ofTexas, “especially for people that havebeen hit more than once. It’s like hit-ting them when they’re down, becausethe building economy is so slow.”To help stop the thieves, the associ-

ation worked with Crimestoppers—anational organization that works offtips to solve crimes—to set up a spe-cialized call center for thefts of roof-ing and other building materials. Investigators believe some of the

thieves are part of an organized opera-tion that is stockpiling the materials inanticipation of hurricanes, tornadoes,and damaging storms that wouldheighten the demand for shingles. “They do it to everybody. They

don’t leave anyone out,” said BillSchuch, security chief for ABCSupply. He said that shingle thieveshave hit company locations across the

nation. In July, security cameras caught

masked thieves sawing through fencesat the company’s warehouse inAtlanta, Ga., then using the yard’sforklift to load up a truck with$30,000 of shingles. Since then, thecompany has installed more securitycameras and fences and added GPSequipment to its vehicles.The story is similar at Bradco

Supply. In May, the company’s ware-house in Fort Worth, Tx., was ran-sacked and 10 semi-trailers of shinglesworth $120,000 were stolen. InAugust, more than $100,000 worth ofshingles were stolen from a Bradcofacility in Tulsa, Ok.“It’s almost like a chain of copycats

at this point,” said Charles Collins,regional operations manager. “Theyfigured the game out and now they’retargeting us.”Because of the robberies, Bradco

now adds a unique splash of paint tothe shingles’ packaging to help policetrack down the stolen roofing material.While the addition has helped police,it does add to the company’s opera-tional costs. Smaller companies worry that the

costs of thefts and increased securitycould put them out of business. “Howcan a small lumberyard do that, espe-cially in this economy?” asked LaddyRejcek, a manager at Blazek BuildingSupply, which lost over $100,000 inshingles from robberies at its locationsin Waxahachie and Ennis, Tx.

Ex-Worker Fingers CrooksTired of guilt and “sleepless

nights,” a former employee of E.C.Cottle Lumber, West Tisbury, Ma., ledpolice to a safe that was stolen fromthe company more than two years agoand dumped in nearby woods. Kristen K. Brown, 22, who no

longer works for the company, report-edly received $1,000 for leaving awindow open so four local men couldsteal the safe. All five have been arrested on

charges of breaking and entering withintent to commit a felony, breakingand entering into a depository (thesafe), receiving stolen property, larce-ny over $250, and conspiracy to com-mit a crime. Clerk Janet Johnson said there were

four days worth of sales in the safewhen it was stolen. She is assemblingrecords to determine the exact amount,but said it was well above $10,000.

Dealers Guard Against Shingle Thieves


SUPPLIER BriefsMaine Start-Up Vows to Do ItsBest for Local CommunityWhen a new Do It Best opens April

15 in Milo, Me., owner Brian Grosseplans to donate a percentage of profits“to create some jobs and give back tothe community.” Grosse said he decided to open the

business after a fire destroyed a down-town area that included the city’s onlyhardware store, Milo True Value. Thenew store will occupy the 12,000-sq.ft. first floor of a building that Grosseowns.“I’m happy to see the building’s

going to be back in operation andoccupied,” said Grosse. “I want thebuilding to be used.”In addition to hardware, the store

will also offer housewares, sportinggoods, and kayak rentals. A pelletstove fueled by Maine-manufacturedpellets will heat the store, as well ascustomers who can sit at a nearbytable and play board or card games. Brett Moses will be general manag-

er and two former Milo True Valueemployees were also hired. Grossoffered to hire John Crossman, ownerof the former True Value, as a consul-tant, but Crossman insisted on work-ing as a volunteer.

Ainsworth Completes CastOff of Non-Core Panel MillsAinsworth Lumber has completed

the sale of “non-core” specialty ply-wood facilities, allowing the Vancou-ver, B.C.-based producer to concen-trate on engineered wood products.“In early 2009, we established a

clear strategy of divesting non-coreassets and dedicating our resources toour most profitable operations,” saidpresident/c.e.o. Rick Huff. He addedthat the firm is now “well positionedto take advantage of an eventualrecovery in North American demandfor engineered wood products.” Ainsworth sold its specialty ply-

wood mill in Savona, B.C., and itsveneer mill in Lillooet, B.C., to AspenPlaners, Merritt, B.C. Both mills hadbeen closed since June. Operations at the company’s three

OSB mills in Minnesota were perma-nently halted in January. The Bemidjiproperty was sold to the The IdeaCircle, which plans to develop a bio-energy park for emerging green busi-nesses. Hill Biomass bought the Cookmill to produce biomass fuel products.The sale of the Grand Rapids propertyto an undisclosed buyer was expectedto be completed in mid-December.

Countertops Inc., Eau Claire,Wi., purchased the former Merillatparticleboard plant in Rapid City, S.D.,and renamed it Dakota Panel.Fiberon, New London, N.C., has

broadened its distribution agreementwith CertainTeed to includeEverNew composite decking withPermaTech surface technology.

Simpson Strong-Tie’s SteelStrong-Wall structural shearwall is nowcode listed for use in two-story con-structions applications.

LP Building Products, Nash-ville, Tn., has redesigned its website.

AZEK Building Products,Scranton, Pa., redesigned www.azek.com, incorporating a dealer locatorand other interactive features.

Royal Building Products haslaunched royalbuildingproducts.com.

Temple Inland’s gypsum boardproducts have been MAS certified aslow-emitting materials.


WESTERN WOODS

“NEVER BEFORE.” “Historic.” “Unprecedented.”“Worst Ever.”

These and many other adjectives have been used todescribe lumber markets this past year. While the worstmay be over, the depth of the downturn in U.S. lumberdemand and production has created new challenges andwill likely hold back the pace of recovery in the future,according to a lumber market outlook from Western WoodProducts Association.Demand for softwood lumber in 2009 plummeted to the

lowest point in more than three decades. The collapse ofthe housing market, fueled by a U.S. economy roiled byfinancial crisis, has impacted the lumber business dramati-cally. As demand for lumber evaporated, lumber pricesdeclined, in some cases by 60% or more from levels offour years earlier.Housing long has been a key market for lumber,

Historic downturn sets stagefor slow lumber recovery

RESIDENTIAL CONSTRUCTION should begin the long, slow road torecovery this year.

accounting for 45% of annual consumption. After peakingat 2.068 million in 2005, housing starts declined steadilybefore tumbling in 2009 to post-World War II lows.Just 551,000 houses are expected to be built in 2009,

down 39% from the previous year, predicts WWPA. Thattotal is the lowest since 1945, when 326,000 homes werebuilt.As a result, just 7.2 billion bd. ft. of lumber will be used

in new construction in 2009, compared to the 27.6 billionbd. ft. used in housing just four years earlier.Overall demand for lumber is expected to total just 31

billion bd. ft. in 2009—less than half of what was used in2005. That would be the lowest annual volume of lumberused since 1975.Repair and remodeling uses, the second largest market

for lumber, has fared slightly better than home building,but is still weak. An estimated 11 billion bd. ft. of lumberwill be used in repair and remodeling in 2009, down 26.6%from the previous year.The unprecedented decline in demand has taken its toll

on lumber producers. Western lumber production in 2009is forecast to decrease 21%. The 10.2 billion bd. ft. pro-duced by western mills is the lowest since the 1930s andrepresents a little more than half the volume the same millsproduced five years earlier.Sawmills in the South have reduced production as well,

decreasing to 11.6 billion bd. ft. in 2009. In all, U.S. lum-ber production will total 21.8 billion bd. ft. for the year,down 21% from 2008.Canada and other foreign lumber suppliers have fallen

on even harder times in selling to U.S. markets. Lumberimports from Canada are predicted to total 7.9 billion bd.ft. in 2009, a decrease of 32% from the previous year.Other imports, including lumber from Europe and Latin

America, should decline by double-digit percentages forthe fourth straight year and lose more market share todomestic producers.Looking ahead to 2010, lumber markets are expected to

show some recovery as home construction activity picksup. But given the weak economy, continued high homeforeclosure rates, and a financial system struggling for sta-bility, the gains in lumber demand and production will bemodest.WWPA is forecasting lumber demand to rise 11% in

2010 to 34.5 billion bd. ft. Housing starts will increase21% to 668,000. While that is an improvement, the numberof homes built in 2010 will be just half the total of what


was constructed in 2007.U.S. lumber production should

move higher to meet the slow grow-ing demand. Western mills areexpected to produce 11 billion bd. ft.of lumber in 2010, up 8%. Sawmillsin the South will match that growthand increase production to 12.6 bil-lion bd. ft.Canada may begin to regain some

of the market share lost over the pastfew years. Softwood lumber importsfrom Canada are expected to rise18.8% in 2010 to 9.4 billion bd. ft.Volumes from Europe and LatinAmerica will also increase to just over1 billion bd. ft.Beyond 2010, both lumber demand

and production are expected to followan upward trend as economic activityand housing construction continues torise. Housing starts, though, are notforecast to move above 1 million unitsuntil 2012. Lumber demand will fol-low those gains, but it may be sometime before volumes come close tothose recorded in 2005.As recovery takes hold, hopefully

the industry will find more positiveadjectives to describe the lumberbusiness.

Find Sawmills, Products with Online UtilityHistoric declines in the western lumber industry have caused many changes in

the supply chain, with distributors looking for new sources for lumber and services.An online locator can give wholesalers and retailers a head start on finding new lum-ber suppliers.

Available at www.wwpa.org, the Online Lumber Buyers Guide can be used togenerate a list of western mills based on species, product, service, even transporta-tion mode. Once the criteria is selected, mill listings can be generated showing thesales contacts, phoneand email addresses.

Product selectionsrange from dimensionlumber to boards to spe-cialty products such asfingerjointed lumber orpattern stock. All majorwestern species can besourced, includingDouglas fir-larch, whitefir, and ponderosa pine.

Retailers sell ingproduct to green build-ing projects can use theguide to find western mills making FSC or SFI certified lumber. Mills cutting forexport markets can also be identified.

Product services that can be selected range from heat treated (HT) stock, endwaxing, double end stamping and long lengths. Transportation selections cover themajor railroads—direct and reload—as well as truck or barge.

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SCS-COC-002614


WESTERN WOODS

Software tools ease lumberselection, specification

construction project. Two softwaredesign tools can make that job easierand aid wholesalers and retailers inhelping customers make the rightselections.The Western Lumber Design Suite

and the Lumber DesignEasy softwareutilities deliver information on west-ern lumber grades, spans and othertechnical information with just a fewclicks. The design utilities, whichwork in concert with Microsoft Excel,are available free of charge fromWestern Wood Products Association.The Western Lumber Design Suite

is a full-featured design tool that pro-vides calculations for horizontal fram-ing (beams and joists), vertical fram-ing (posts and studs), and wood-to-wood shear connections. Calculations are available for the

major sizes and grades of westernlumber products available in the mar-ket today. All calculations follow the2005 National Design Specificationfor Wood Construction (NDS).The Design Suite features three

modes: Beam/Joist Design, Post/StudDesign, and Wood-to-Wood SingleShear Connections. The Beam/Joistmode is for horizontal framing andcalculates reactions, shear, stresses,moments and deflections based on thespecified loads. Users select thedesign parameters and the programassigns appropriate adjustment factorsand determines whether the specifiedmember size is adequate. Also displayed are diagrams, bend-

ing moments, horizontal shear anddeflection per the specified loads, allon one screen. For vertical framing, the Post/Stud

Design mode calculates compressivestress, bending stress, and combinedstress ratio based on the specifiedloads for posts or studs. Users selectthe design parameters and the program

AS CONSTRUCTION ACTIVITY slowlyrecovers, more lumber customers

will be seeking help in identifying theright western lumber product for a


LUMBER DEALERS and wholesalers can use software design tools tohelp their customers select the proper grades, spans and more.

determines whether the specified member size is adequate. Adjustment factors for load duration, size, wet use,

bearing area, repetitive member, stability, incising, hightemperature, column stability, flat use and form can bespecified.The Connections mode calculates the single shear

capacity of a nail, bolt, wood screw or lag screw connect-ing two wood members. Load duration, connector penetra-tion, and wood member end grain conditions are consid-ered. The calculations are only for simple connections.While created for professional engineers and designers,

the Design Suite allows distributors to better serve theircustomers by providing product recommendations basedon the structural requirements in the plans. Retailers usingthe Design Suite can identify the right species, size andgrade of western lumber for a project that they can supplyfrom inventory.The Lumber DesignEasy utilities offer a quick and easy

way to determine spans for Western lumber joists, raftersand beams. The Lumber DesignEasy–Joists utility quicklycalculates simple joist and rafter spans for western lumberstructural grades from 2x4 up to 3x16. Select the speciesand size, then enter the loading conditions, andDesignEasy generates a table of spans for each of theappropriate structural grades for four different on-centerspacings.

A second utility, Lumber DesignEasy–Beams, allowsusers to calculate spans for Douglas fir and hem-fir beamsand headers. Spans are available for solid-sawn beams insizes from 6x6 to 14x24. The utility also calculates spansfor built-up beams constructed from up to four 2” dimen-sion lumber members in widths of 4” to 18”, as well as 4x4to 4x18 beams.All Lumber DesignEasy utilities are optimized for use

on portable hand-held devices or smartphones that can runmobile versions of Excel. WWPA is also developing a Lumber DesignEasy–Joist

application that will run on iPhones. The app will be avail-able on the iTunes store this spring.Both the Lumber Design Suite and Lumber DesignEasy

utilities can be downloaded at no charge from the WWPAOnline Lumber Technical Guide at www.wwpa.org. Freeregistration is required to access the site. Additionally, both software programs are included in

the WWPA Digital Library, a compact disc containing afull complement of western lumber digital publications.


WESTERN WOODS

Sawmills preparingfor “new normal”EMERGING FROM THE DEEPEST downturn in the industry’s

history, lumber sales professionals at western sawmillsare preparing for a “new normal” in selling and servingtheir distributor customers as markets recover.Both mills and distributors have seen dramatic changes

in the past few years. Demand for lumber plummeted bymore than 50% from 2005 to 2009. Mills cut output asprices crashed, with some product such as framing lumberselling for 60% less than four years ago.On the distribution side, scores of lumberyards and

wholesalers closed or filed for bankruptcy. The pace ofconsolidation accelerated, while economic conditions putstress on financing and credit for lumber purchases.Relationships between mills and customers—long a key

part of the lumber business—will take on even greaterimportance as sales start to recover. Many mill sales exec-utives said fortifying those relationships are a priority.Steve Schmitt, vice president of marketing at Stimson

Lumber Co., Portland, Or., said his sales staff has beentraveling more to meet with dealers. “We pride ourselvesin standing behind our products. Going out to meet withour customers is the best way to demonstrate that commit-

ment,” he said.Other mills are becoming more involved with their cus-

tomers’ businesses. Mark Porter, mill sales manager withHampton Lumber Sales, Portland, said his company hasspent more time evaluating what their customers need,

WESTERN MILLS are tweaking their capabilities and product lines toremain competitive in a tough market.


from product offerings to training.“We’ve been doing this with many

of our key buyers and have been suc-cessful,” said Porter. “Even with thedown markets, we’ve been able toincrease our business to these cus-tomers.”Mills are changing how they sup-

ply lumber to customers. SierraPacific Industries lumber sales man-ager Bob Shepherd said his mills areselling more specified tallies andmixed cars than before, reflecting thechanging buying patterns of their cus-tomers.J.D. Deisher of Georgia-Pacific

West is finding ways to get more vari-ety of lengths in smaller shipments forcustomers. Simpson Lumber Co. installed

double trim saws at its mills to cutshorter lengths. “We now have moreflexibility in cutting to 8-, 10- and 12-foot products that our customerswant,” noted Laurie Creech, Simpsonsales manager.Other mills have expanded their

product offerings. John Stembridge atSwanson Group Manufacturing,Glendale, Or., said their mills are nowcutting wider widths, up to 2x12,instead of the 2x4 and 2x6 productsthey cut predominately in the past. Jim Scharnhorst, Idaho Forest

Group, Coeur d’Alene, Id., said hismills are expanding in cedar productsin addition to their framing and pineboard offerings. SPI has added 4x4 and 4x6 white

fir to its product line.Enhancing lumber quality and

appearance is a priority for manymills in the West. Shepherd said SPIhas focused on “doing a better job atthe mill” to not only manufacturethose products that are most indemand, but to ensure the quality thecustomer expects is there as well.Simpson has introduced a “Gold

Label” premium line for lumber,which Creech says has been popular.The emphasis on quality goes

beyond the cutting better lumber.Stimson’s Schmitt said they havechanged to heavier paper wrap onlumber to better protect open car ship-ments in transit. A number of millssaid they will be antistain treatingboth green and kiln-dried lumber tokeep the products bright and cleanwhen they reach the yard.The difficult market condition over

the past year have forced mills toreview the credit they offer to buyersand be more selective in extending

terms. At the same time, mills havetried to become more flexible withlong-standing customers. As one sales executive noted, “We

are working with people who havebeen working with us.” Many said that buyers who are

honest about their financial conditionswill have a better opportunity todevelop long-term relationships withmills that can benefit both parties.With lumber inventories low

throughout the market, the prospect ofincreasing sales will test mills’ abilityto deliver lumber to all customerswhen they need it. Since 2005, west-

ern lumber production has shrank bysome 47%, or 9 billion bd. ft. Should markets come to life, mills

will be hard pressed to push produc-tion up quickly.Lumber buyers who have stuck

with mills through the tough timeswill have a leg up in getting the sup-ply they need once markets heat up.“Our best customers are those who

understand that we rise and falltogether,” said one sales manager.“Those are the people we want to dobusiness with, in good times as wellas bad.”

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“I JUST WANT MY KIDS TO BE HAPPYand to get along.” We often hear

this sentiment expressed amongsenior-generation members of a familybusiness. Parents try to create condi-tions that will help ensure such an out-come, only to discover over time thatsome of those very efforts create theopposite result: their kids are unhappyin the business and there is conflictwithin and between generations, oftenextending between family and non-family management. Everyone loses inthis scenario.If a person lacks the competence to

deliver on the expectations defined bythe position, it will inevitably lead to

Are you enablingincompetence?

stress and unhappiness. This is evenmore pronounced in a family businesswhere the person is being judged notonly on a professional level, but alsoby parents and siblings. The child alsohas the added stress of feeling that heis letting down his parents. In addi-tion, the child feels harshly judged bynon-family co-workers who feel thathe has not earned the position, and thisis why they are not competent todeliver.How, after you worked so hard to

expose your children to the culture ofthe business, demonstrating by exam-ple the strong work ethic required forsuccess and even offering summertime

FAMILY BusinessBy Kelly LeCouvie

employment, could their contributionto the business be so limited?Somehow, between those childhoodand young adulthood experiences andtheir full-time employment in the busi-ness, their level of competence has notdeveloped as you had hoped orexpected. The favorable qualities ofleadership, hard work, and businessacumen that the senior generationdemonstrated are now wholly lackingin the second generation. In shortorder, this work environment canquickly dissolve into resentment, dis-loyalty, low morale, high turnover,and numerous other negative conse-quences for the business.How did this long path of incompe-

tence develop? A path that anyoneother than a family member would notbe permitted to walk? While there areno definitive answers, our experiencetells us that the senior generation, aswell as siblings and cousins, are oftenenablers of incompetence.There are a number of specific

areas around which your efforts as asenior-generation member might haveenabled this undesirable outcome:CompensationCompensation is the most basic of


business principles but at the sametime leads to the most confusion. Tooversimplify, you work hard, havesuccessful outcomes, and are compen-sated accordingly.However, parents add confusion to

the mix by rewarding their childrenwhen they need money, or when theyask for it, without evaluating whatthey have done to earn it. This createsa false sense of worth and control.Parents must replace a subjective

reward process with a specific com-pensation policy that supports and pro-tects all parties involved. This policywill help protect the parents from arbi-trarily rewarding acts of incompe-tence, as well as protect the juniorgeneration from presuming that theserewards are tied to efforts or results.Managerial StyleIn successful family businesses, the

senior generation has demonstratedeffective management skills thatallowed the business to survive overthe years. During this tenure, the busi-ness had to adapt and change based onthe exigencies of the marketplace. Thesenior generation must have thecourage to support the success of thenext generation, even if it means anew approach to running the business.In fact, as times change, so do effec-tive management approaches and deci-sion-making styles. You can’t lead a$200 million company the same wayyou led a $20 million company. Give your kids exposure to the best

management styles you can. This maymean sending your kids to work withother companies in other fields beforereturning to the family business (arequirement that might be stipulated inthe Family Employment Policy), orsimply offering your children formaleducational opportunities.Clarity AroundExpectationsThis topic ties into the compensa-

tion mentioned above but addresses amore comprehensive environment ofexpectations in the family business.For example, a Family EmploymentPolicy defines expectations but, moreimportant, establishes an objective,optimal hiring process that is applica-ble to all family members consideringemployment in the business. The poli-cy also helps to satisfy that need todefine one’s position and contribution.

In the absence of clearly definedexpectations, we (and others aroundus) make assumptions about what isacceptable, what is right. That is a

legitimate response to ambiguity. It isthe responsibility of those who partici-pate in developing future leaders toensure that expectations are clearlyarticulated, that performance measuresare understood and agreed upon, andthat managers will be held accountablefor their actions.

As a senior-generation member ofthe family and/or the business, yourcontributing “support” or “insights”may have been intended to strengthencompetence, but they have perhapsinstead diluted that hoped-for result.Competence brings with it many othercritical factors for people’s happinessin their work and their lives; it also

contributes to strong relationshipswith other family and non–familymembers in the business.

Competence cannot be inherited oranointed, but it can be nurtured andlearned. It is the outcome of a processand, given the proper tools, support,and patience, develops over time.

– Kelly LeCouvie is a senior associateof the Family Business Consulting Group,Marietta, Ga. Reach her at (800) 551-0633or [email protected].

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


National Home Centers FilesChapter 11 BankruptcyNational Home Centers, Spring-

dale, Ar., has filed for Chapter 11bankruptcy protection.The chain blamed the filing on

being unable to reach a deal with itsprimary lender, CIT Group, whichitself is working through Chapter 11.“We could not reach a resolve,”

said National c.e.o. Dwain Newman.“It’s certainly the company’s lastchoice. It is our mission in life to payour creditors, but we’re frozen.”The chain is currently liquidating

its west Little Rock, Ar., home centerand phasing out LBM in Bentonville,Ar., to concentrate on flooring, paint,furniture and appliances. The cut-backs will leave National with sixhome centers and three FlooringSuperstores.

Massachusetts ̓Cowls GivesUp on Milling After 250 YearsCiting competition from high-vol-

ume sawmills around the world, W.D.Cowls Inc., Amherst, Ma., closed itssawmill Jan. 1. The company willcontinue to run its retail outlet, CowlsBuilding Supply, and manage its largetimberlands holdings. “It’s just that little tiny mills in

western Massachusetts can’t competewith Weyerhaeuser and China andplastic lumber,” said president CindaH. Jones. “In the past 30 years, thesawmill was seldom profitable. But itwas part of our heritage, and it wasour heart and soul. It’s really the per-sonality of the family.”Three of the six workers at the mill

were laid off at the start of the year.Three others will work at the compa-ny’s planing mill until August,preparing pine boards that havealready been cut. Two years ago, themill had 15 workers.Jones is the ninth generation of her

family to be involved in the business.The Cowls family has owned timber-lands and logged in the region since1741. Today, the company is head-quartered in a farmhouse the familybuilt in 1768. The current mill openedin 1940, after years of using portablemills to cut lumber. In 1980, when her father, Paul

Jones, opened the retail store, 80% ofits sales was of lumber cut by thefamily mill. Today, that figure hasdropped to just 20%. She said thatconsumers are also looking for substi-tute building products, such as plasticand composite decking.

“It doesn’t require the maintenancethat natural wood requires,” saidJones. “When I look at those prod-ucts, I don’t think they look as nice asreal wood. But the demand for realwood just isn’t there.”

BMHC Okayed To EmergeBuilding Materials Holding Corp.,

Boise, Id., received bankruptcy courtapproval to complete financialrestructuring in hopes of emergingfrom Chapter 11 on January 4. “As a result of this process, we

will be in a much stronger financialposition, having reduced our out-standing indebtedness to $135 millionupon emergence,” said chairman andc.e.o. Robert E. Mellor, who underthe plan would step down. “In addi-tion, we have streamlined our coststructure significantly and havesecured exit financing of $90 millionto support our ongoing operations andfuture growth.”

Beacon Grows in TennesseeBeacon Roofing Supply, Peabody,

Ma., has acquired single-unit roofingdistributor Lookout Supply Co.,Chattanooga, Tn.Lookout president Steve Persinger

will stay on as part of Beacon’sregional leadership team.Pat Murphy, senior v.p. of

Beacon’s Southeast Region, empha-

sized the strategic fit and compatibili-ty of the two companies: “Lookoutprovides Beacon with an excellentopportunity to enhance our currentpresence in Tennessee and to enter theChattanooga market. Equally impor-tant is that Lookout shares Beacon’score values of integrity, loyalty and acommitment to its employees andcustomers.”

Bitter Store Owners Sue AceInvestors who own three Ace

Hardware “Vision 21” stores inIllinois have filed a lawsuit againstthe co-op, claiming that the largerstores failed to produce promisedprofits. Stores included in the lawsuit are

Silvis Ace Hardware, Silvis; HilltopAce Hardware, Rock Island, andVillage Ace Hardware, Champaign.The first two stores opened in 2006and closed earlier this year. Thephone was recently disconnected atthe Champaign store, which opened in2007. The plaintiffs allege that Ace

Hardware Corp., Oak Brook, Il.,induced them to invest millions ofdollars to purchase land and constructand stock the new stores—whichwere designed to compete with largerhome improvement stores such asHome Depot, Menards, and Lowe’s. According to the lawsuit, Ace

GRAND OPENING of LiteSteel Technologies’ new $30 million plant in Troutville, Va., was celebrat-ed Oct. 29. The plant will produce LiteSteel beams in 12 different sizes.


promised that it had tested and proventhe concept and the new stores wouldgenerate positive cash flows in thefirst year. The co-op also allegedlytold the investors that if they builtthree or four stores at once and con-tinued with dozens along theInterstate 74 corridor and the Quad-City area, they could make tens ofmillions of dollars. The plaintiffs claim they repeated-

ly notified Ace about the poor perfor-mance of their franchises anddemanded assistance, but the corpora-tion “turned a deaf ear” and demand-ed they pay back the money it hadadvanced to them. The lawsuit further alleges that at

the time Ace was selling franchises tothem, it was trying to convert from anowner-cooperative to a privately heldcorporation with intent to offer publicstock. The plaintiffs argue that Ace was

trying to increase sales of both fran-chises and inventory to enhance thelikelihood of a public offering.In addition to naming Ace

Hardware as a defendant, the lawsuitalso names two men who sold Acefranchises, as well as several directorsand vice presidents of Ace.

Weyerhaeuser Converting toReal Estate Investment TrustWeyerhaeuser, Federal Way, Wa.,

announced it will convert to a realestate investment trust (REIT) in thenear future, to increase profitability. “This conversion will position us

to be more competitive in our timber-lands business,” said president andc.e.o. Dan Fulton. Although a date has not been set,

board chairman Chuck Williamsonsaid that “the most likely date wouldbe 2010, based on circumstances aswe know them today.”

Factors under considerationinclude the state of the economicrecovery, the distribution of earningsand profits required under tax laws forREIT election, and changes in taxpolicy, including shareholder taxrates.Conversion to a REIT would result

in a special dividend of undistributedprofits, most of it in the form of stock.By the beginning of 2010, the compa-ny expects earnings and profits tototal slightly less than $6 billion.

Lumber Producers LaunchNew Lobbying GroupAmerican Wood Council has

formed a new, national coalition ofU.S. wood products manufacturers, towork together on building codes, stan-dards, regulations and green buildingpolicy issues.“We are eager to get to work on

behalf of the expanded AWC mem-bership,” said AWC’s RobertGlowinski. “The new coalition willensure that wood products manufac-turers have a broadly supported, uni-fied, and powerful voice at the tableso that we can secure a strong futurefor the wood products industry in theface of an onslaught of upcomingchallenges.”The group, officially launched Jan.

1, already has 47 supporting membersand each holds a seat on its oversightboard.Officers are chairman Marc

Brinkmeyer, Idaho Forest Group,Coeur d’Alene, Id.; 1st vice chairmanJoe Patton, The Westervelt Co.,Tuscaloosa, Al.; 2nd vice chairmanBrian Luoma, Louisiana-PacificCorp., Nashville, Tn.; immediate pastchairman Ray Tennison, SimpsonInvestment Co., Tacoma, Wa.; lumberrep Adrian Blocker, West Fraser, Inc.,Vancouver, B.C.; structural panels rep

Fritz Mason, Georgia-Pacific, Atlanta,Ga.; EWP rep Rob Taylor,Weyerhaeuser Co., Federal Way,Wa.; other products rep AndrewMiller, Stimson Lumber Co.,Portland, Or., and Canadian WoodCouncil rep Diana Blenkhorn,Maritime Lumber Bureau.Current membership represents

58% of U.S. lumber production, 71%of structural panel production, 62% ofengineered wood products, and strongrepresentation from all Canadianwood products.

SFI Tweaks Green Standard The Sustainable Forestry Initiative

program is revising its standard for2010, to address growing marketinterest in products from certifiedforests.The revised SFI 2010-2014

Standard is the outcome of a one-yearopen review process, in which morethan 2,000 individuals and organiza-tions were invited to comment.Revisions include adding emphasis onthe importance of avoiding controver-sial or illegal fiber sources, strength-ening landowner outreach and loggertraining programs, and better aligningprinciples with international criteriaand indicators.“As a result of the transparent

review process, the revised standardreflects all values, including impor-tant provisions for wildlife habitat andbiodiversity,” said comment reviewtask force member Scot Williamson,v.p. of the Wildlife ManagementInstitute. “It is both forward-lookingand practical.”The amount of land certified to the

SFI program in North America hasgrown to 178 million acres, com-prised of 62 fiber sourcing certificatesand over 700 chain-of-custody certifi-cates at about 1,600 locations.


Your Midwest Redwood SpecialistREDWOOD DECKINGTHE NATURAL ALTERNATIVEFull Range & Large Inventory

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Northeastern Retail LumberAssociation will host its annual LBMExpo Feb. 3-5, Seaport World TradeCenter, Boston, Ma.Educational sessions will include

“Build Your Market Share in a SlowHousing Market,” “Technology: TheLBM Weapon for Success,”and“Building in the New, GreenEconomy.” Also scheduled are a wel-come reception, industry recognitiondinner, and several breakfast talks.In the field, regional affiliates will

present a host of seminars, including:• Microsoft essentials for LBM

dealers Jan. 19 at Russin Lumber,Montgomery, N.Y., Jan. 20 at HiltonGarden Inn, Nanuet, N.Y., and Feb. 23at Super Enterprises, Melville, N.Y.• Basic blueprint reading & materi-

al estimating Jan. 19-20 at RadissonHotel, Rochester, N.Y., and Feb. 16-17 at Best Western Carriage House,Watertown, N.Y. • Advanced estimating Jan. 21 at

Radisson Hotel, Rochester, and Feb.18 at Best Western Carriage House,Watertown.• “Create an Experience that

Customers Remember” Feb. 25 atRadisson Hotel, Rochester, N.Y.In addition, a Feb. 23 webinar will

cover counter and inside sales. Florida Building Materials

Association has scheduled its annualwinter education conference for Feb.

ASSOCIATION Update

24-26 at One Ocean Resort Hotel &Spa, Atlantic Beach, Fl.Jim Mathis, speaker and consultant,

will present a talk on “ReachingBeyond Endurance.”FBMA is also offering a new

401k/profit sharing plan. Members cancut costs and offload administrativetasks by rolling existing SEPs,SIMPLEs, profit sharing, and moneypurchase pension plans into the newprogram.Illinois Lumber & Building

Material Dealers Association is stag-ing its annual convention Feb. 8-10 atPeoria Civic Center & Pere MarquetteHotel, Peoria. Educational seminars will cover

success strategies, expanding yourcustomer base, and the costs of dis-tracted driving. Social events includean auction and cocktail party.Southern Building Material

Association will gather for its annualbuilding products buying show Feb. 3-4 at the Show Place, High Point, N.C.Educational sessions will include

green building, estimating clinics, theessentials of selling green, and a spe-cial report on the year ahead.Mid-South Building Material

Dealers Association puts on its annu-al meeting and trade show Feb. 4-6 atImperial Palace Resort, Biloxi, Ms.

The event begins with a golf tour-nament to raise funds for the CarlFrusha Scholarship Foundation Feb. 4at Grand Bear Golf Resort. Wisconsin Retail Lumber Asso-

ciation hosts its 120th annual conven-tion Feb. 10-11 at Kalahari Resort &Convention Center, Wisconsin Dells. Highlights include educational ses-

sions, a tabletop showcase, network-ing receptions, and more.WRLA is also sponsoring several

webinars over the next two months,including “Understanding NorthAmerican Green Building” on Jan. 14,“Chain of Custody” Feb. 11, and“Sourcing & Selling Certified Wood”Feb. 25. Indiana Lumber & Builders

Supply Association elected MarkZemrowski, Von Tobel Lumber,Valparaiso, as its new president. The annual President’s Award for

leadership went to Kim Emmert-O’Dell, Timberland Lumber, Brazil,while the Naomi Niehause Awardwent to Julia Perkins, Ferguson Do ItBest, Plainfield. Federated Insurance,Owatonna, Mn., won the ExecutivesAward for Volunteer Excellence, andFerguson Lumber, Rockville, Mn.,was presented the Excellence inCommunity Service Award. South Dakota Retail Lumber-

men Association holds its 91st annualconvention Feb. 16-17 at BestWestern Ramkota Hotel & ConferenceCenter, Sioux Falls.APA-The Engineered Wood

Association installed Jeff Wagner, LPBuilding Products, as its new chair-man at its recent annual meeting.Mary Jo Nyblad, Boise Cascade, waselected vice chair.Thomas G. Williamson, who

recently retired from APA after a 42-year career in the engineering andwood products industries, was hon-ored with the Bronson J. LewisAward. Safety awards went to Anthony

Forest Products, Georgia-Pacific, LPBuilding Products, Roseburg ForestProducts, Norbord, and RoyOMartin.Tim Fisher, Grenzebach Corp.,

Gladstone, Or., was elected vice chairof the Engineered Wood TechnologyAssociation Advisory Committee, suc-ceeding Tim Ayers, who retired fromWillamette Valley Co., Eugene, Or.EWTA is APA’s nonprofit organiza-tion for suppliers.

MARGIN BuildersGreener Windows

THE KEY TO SELLING the latest win-dows is educating homeowners,

builders and remodelers on how theproducts will save them not only ener-gy, but money. Here are sales tipsfrom the experts at Simonton:Tip 1 – Share facts. According to

the Department of Energy, the typicalhome loses over 25% of its heatthrough windows. Choosing EnergyStar-labeled products for the home cancut energy bills by up to 30%. Fordetails, visit www.energystar.gov.Tip 2 – Talk investment. Energy-

efficient vinyl windows are an invest-ment that provides ongoing paybackfor homeowners. From the day they’reinstalled, these windows save on ener-gy bills. And, when it’s time to sell thehome, energy-efficient windows are agreat selling feature. For more details on the value of

energy-efficient windows, direct yourcustomers to the unbiased EfficientWindows Collaborative, www.effi-cientwindows.org.Tip 3 – Showcase winning prod-

ucts. If the products you sell have wonindustry awards and recognition, makesure your customer knows about them.Honors like the Builder QualityAward and J.D. Power & Associatesrankings guarantee quality products.Tip 4 – Suggest a home energy

audit. Homeowners can conduct a do-it-yourself home energy audit athes.lbl.gov. Sponsored by the DOE,the Home Energy Saver is designed tohelp consumers identify the best waysto save energy in their homes andlocate the resources to make the sav-ings turn into reality.Tip 5 – Sell the $1,500 tax credit.

Share information with customers on2009-2010 Energy Tax Credit glass

Sell more energy- efficient windows

STRESS to consumers that they should see their utility bills plummet after upgrading to more ener-gy-efficient windows.

packages that can provide them withup to $1,500 in federal tax credit. It’sa great incentive to replace windowsimmediately. For more details, visitwww.simonton.com/taxcredit.Tip 6 – Educate on energy sav-

ings. Provide your customers withresources so they can gain credible,third-party facts on energy savings inthe home. American Council for anEnergy-Efficient Economy offers ahome energy checklist at www.aceee.org. The American ArchitecturalManufacturers Association has con-sumer information on energy-efficientwindow selections at www.aamanet.org. National Association of HomeBuilders offers extensive consumerassistance at www.nahb.org.Tip 7 – Make their life easier. Put

your customer’s mind at ease. Remind

them that vinyl windows are durableand easy to maintain. With vinylframes, they never have to worryabout scraping and repainting frames,insect infestations, or rotting. And,tilt-in double-hung and single-hungunits make it simple to clean the out-side of the windows from the inside oftheir home. For more info on vinyl,visit www.vinylinfo.org.Tip 8 – Remove the fear factor.

To many homeowners, the thought ofhaving their windows replaced con-jures up images of birds flying in theirhome and a house that looks likeSwiss cheese. Calm their fears byexplaining the entire window replace-ment process, offering a checklist ofways to prepare for a window replace-ment and by working out specificdetails far in advance.Tip 9 – Visualize the future.

While you may be selling windows toa couple in their 40s, it’s important tohelp them see the future. In 10 or 20years, will these homeowners reallywant the potential back stress of open-ing double-hung windows? Or, wouldcrank-out casement windows be a bet-ter long-term option?Tip 10 – Seeing is believing. Use

a window presenter demonstration kitto show homeowners the effect of heaton different types of window pack-ages. A comparison demo can show-case different glass packages for thehome and the value of energy-efficien-cy glass in windows.


NEW Products

Green InsulationGreenFiber blow-in insulation is made from fire-

resistant borates and natural fiber cellulose for use inwall and attic retrofit projects.As an all-natural insulation, the product reportedly

contributes points toward LEED and LEED-H build-ing projects.� GREENFIBER.COM

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Siding Offers More and LessA new composite siding from Tech-Wood is con-

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worked like wood, with no special tools.� TECHWOOD.COM(864) 223-0650


Composite WindowsAndersen’s new 100 Series

windows are built of Fibrex, astructural composite blend ofsawdust and polymer. The products earned SCS cer-

tification for recycled content andindoor air quality. Styles include single-hung,

casement, awning, picture andgliding.� ANDERSONWINDOWS.COM(800) 426-4261

Strips on the DeckProFekt wood-look strips from

United Plastics Corp. quicklybeautify aging decks withoutpower-washing or rebuilding.The strips are unrolled and

installed with an adhesive overexisting decks. The surface con-tains natural minerals to eliminateslipping and splinters, an ultravio-let stabilizer to minimize fading,and an antifungal treatment toprevent mold and mildew.� PROFEKTDECKS.COM

(366) 786-2127

Triple Glazed GlassMilgard has added a triple

glazing option to its Tuscany lineof vinyl replacement windowsand patio doors. The optionreportedly meets or exceeds qual-ifications for both EnergyStar andEnergy Tax Stimulus programs. Other options include dual

SunCoatMAX Low-E glass andan argon gas blend for improvedinsulation and energy savings.�MILGARD.COM(800) 645-4273

Tough Metal ShearsThe cordless Bosch PS70

metal shear offers controlled, pre-cise cutting in tight spaces. Small and lightweight, the tool

can cut sheet metal up to 18-gauge thickness. Four-sided cut-ting blades handle both straightand curved cuts with precision. A12v Max Litheon battery platformoffers fast charges and extendedrun time and battery life. � BOSCHTOOLS.COM

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No Snow Goes BelowGlacier Snow Guards from MM Products Inc. help

prevent snow and ice from sliding off roofs, causingpersonal injury and property damage.Made from polycarbonate material, the guards have

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Slate-Look ShinglesStormMaster asphalt shingles from Atlas Roofing

are now offered with the look of slate.Available in a full range of designer colors, the

shingles reportedly resist cracking, splitting, warpingand shrinking in both hot and cold climates. They aredesigned to withstand impacts, winds and wind-drivenrain in excess of 100 mph. � ATLAS ROOFING.COM

Deeper I-JoistsTwo new lines of deep I-joists from Boise Cascade

are designed for environmentally friendly light com-mercial construction. The BCI 90E series and AllJoistAJS-30 series reportedly have higher design values tohandle higher loads and longer spans, up to 44’.Both are available in depths of 18”, 20”, 22”, and

24”, with 1-1/2” deep and 3-1/2” wide Versa-LamLVL flanges in lengths up to 48’.� BC.COM

Moisture BarrierThe new Delta footing barrier from Cosella-

Dorken Products helps prevent moisture problems infull-height, insulated basements.The three-ply impermeable membrane is placed on

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Happy New Year from…Fifty percent of the proceeds from thesebusiness card ads benefits the LanceArmstrong Foundation, which for 12 yearshas been striving to aid cancer patients and survivors. Visit www.livestrong.org to continue the battle.

IN Memoriam

Louis Kaitz, 86, chairman of theboard of National Lumber, Newton,Ma., died Nov. 19 in Newton. Mr. Kaitz started working in the

family business at age 16. After hisfather died, Mr. Kaitz and his threebrothers ran the company.During World War II, he served in

the Air Force as a metrologist. Afterthe war, he went to Boston Universityand graduated from its school of man-agement. When he was 55, he wentback to school there and earned amaster’s degree in American history.

Donald R. Neves, 86, formerowner and operator of Flax PondLumber Co., Dennis, Ma., and NevesGreat Island Hardware, died fromcomplications of lymphoma Dec. 15in Carver, Ma.He served in the U.S. Army during

World War II.

William Earl Durham, 85, co-owner of W.R. Durham & SonsLumber, Hendersonville, Tn., diedNov. 19 in Hendersonville.He served in the Army during

World War II, mostly in Italy. Whenhe returned home, he worked for sev-eral companies before he and hisbrother bought the family businessfrom their uncle, John D. Durham. He remained active in the business

until he became ill last year.

William “Bill” E. Stangland, 82,retired manager at I.N.R. BeattyLumber, Morris, Il., died Dec. 9 inMorris.He retired at the end of 1993, after

45 years with I.N.R.

Joanna Sue Tutterow, 64, formerco-owner of Tutterow Lumber, LittleYork, In., and Dehart Pallet &Lumber, Austin, In., died Nov. 27 inJeffersonville. She owned the businesses with her

husband, Charles Tutterow, beforethey sold them and retired in 2002.

William D. Odenwelder Sr., 84,former owner of Odenwelder Electric& Hardware, Bethlehem, Pa., diedDec. 17 in East Stroudsburg, Pa.He was a veteran of the U.S. Navy

during World War II, serving in theSouth Pacific aboard a sub chaser. He owned and operated the hard-

ware store from 1946 to 1966.

Buford “Bud” R. Baldridge, 80,retired vice president of BeattyLumber, Orland Park, Il., died Dec. 6in Palos Heights, Il.

Richard J. Stephenitch, 81,retired owner of Ace Hardware,Mendota, Il., died Dec. 8, 2009 inRockford, Il.He and his brother opened the

store in 1969, operating it until heretired in 1987.

Douglas Edward Berlin, 88,retired woodlands manager, died Dec.10 in Dallas, Tx.A veteran of World War II, he

served in Company B, 714th TankBattalion, 12th Armored Division. Following forest industry jobs in

Memphis, Tn., and Joaquin, Tx., hebecame woodlands manager forTremont Lumber Co., Joyce, Ar. Healso worked for Crown Zellerbach asmanager of the Bogalusa ManagedForest, Bogalusa, La., in 1982. He served on the board of the

Louisiana Forestry Association.


Keep trackof the WestBPD updates you on industry issues in

your region. Now find out what’shappening on the other side of the Rockies.Subscribe to the West’s top LBM magazine–

Just $22 for 12 monthly issues.Call Heather at (949) 852-1990

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FOR SALE

WANTED: LUMBERYARDS FOR SALE.We have a growing list of clients asking foryards to purchase. We are business brokers aswell as financial advisors to the lumber &building material industry. We will prepare amarketing package that will create enthusiasminternally and externally. Contact PhilipArsenault of American Business Consulting at(508) 864-7500. See our website atwww.amerbusconsulting.com.

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 1 word, address as 6. Centered copy orheadline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished “camera-ready” (adver-tiser sets the type), $65 if we set the type.

Send ad to Fax 949-852-0231 or dkoenig@ building-products.com. For more info, call (949) 852-1990. Makechecks payable to Cutler Publishing. Deadline: 18th of previous month.

To reply to ads with private box numbers, send correspondence to box number shown, c/o BPD. Namesof advertisers using a box number cannot be released.

HELP WANTEDLUMBER TRADER

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

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LBM Dealers Push for TaxCredits for CustomersThe Obama Administration has

consulted with both Lowe’s and HomeDepot on a new government programthat would encourage energy-efficienthome improvements. “If this can drive sales at Lowe’s

stores and put contractors and subcon-tractors back to work, that could havea very positive effect,” said ScottMason, vice president of governmentaffairs at Lowe’s. “We have seenhome values decline around the coun-try, and there are things that can bedone with energy efficiency that canhelp drive home values up again.”Home Depot expressed support for

“any program that provides incentivesto consumers to make their homesmore energy-efficient.”The proposed program, named

Homestar, would cost $23 billion overtwo years. Of that amount, $6 billionwould be used as incentives to peoplewho complete at least two significantweatherization projects from a pro-posed list of 10 such projects.Homeowners who complete at leasttwo eligible projects would receive upto $2,000, while up to four eligibleprojects would net up to $3,500—butgovernment money could not pay formore than half of any project.Another $12 billion would reward

homeowners who complete a weather-ization project that reduces energyconsumption by at least 20%, whichwould qualify for a $4,000 subsidy.Each additional 5% reduction wouldbring another $1,500, but governmentmoney could not pay for more thanhalf of any project. Spot audits ofcompleted improvements would befunded by another $2 billion. The remaining $3 billion would

pay for incentives to contractors andhome-improvement retailers such asHome Depot and Lowe’s.

U.S. Powers Tool ReboundGlobal demand for power tools will

climb 4% a year to surpass $28 billionby 2013, according to a recentFreedonia Group forecast.Despite the recession, the bedrock

U.S. market will provide the bestopportunities, accounting for overone-third of the growth from 2008 to2013. Recovery in U.S. demand willreflect a turnaround in housing andcontinued enthusiasm for d-i-y pro-jects. U.S. power tool sales will also ben-

efit from the introduction of improved

products, especially cordless electricmodels. The BRIC economies—Brazil,

Russia, India and China—will all farewell. Demand in China and India will

rise over 6% annually, thanks to risingconstruction spending and industrialproduction. Gains in Russia and Brazilwill exceed the global average, due toaging buildings’ need for repairs.


Listings are often submitted months in advance. Always verifydates and locations with sponsor before making plans to attend.

Northwestern Lumber Association – Jan. 11-12, building productsexpo, Grand Casino, Hinckley Conference Center, Hinckley, Mn.;(763) 544-6822; www.nlassn.org.

Retail Lumber Dealers Assn. of Maine – Jan. 12, building & ener-gy code preview, Embassy Suites, Portland, Me.; www.nrla.org.

Do It Best Corp. – Jan. 13-15, winter conference, Orlando, Fl.;(260) 748-5300; www.doitbest.com.

Rhode Island Lumber & Building Materials Dealers Association– Jan. 13, Microsoft essentials for LBM dealers seminar,Humphrey’s Building Supply, Tiverton, R.I.; www.nrla.org.

Mid-America Lumbermens Association – Jan. 14-15, Kansas win-ter meeting, Pratt, Ks.; (800) 747-6529; www.themla.com.

House-Hasson Hardware Co. – Jan. 14-16, market, OprylandResort, Nashville, Tn.; (865) 525-0471; www.househasson.com.

Emery-Waterhouse – Jan. 15-16, market, Rhode Island ConventionCenter, Providence, R.I.; (207) 775-2371; www.emeryonline.com.

Buttery Co. – Jan. 16-17, dealer market, Bell County ExpositionCenter, Belton, Tx.; (325) 247-4141; www.butterycompany.com.

Mid-Hudson Lumber Dealers Assn. – Jan. 19, Microsoft essen-tials, Russin Lumber, Montgomery, N.Y.; www.nrla.org.

Western New York Lumber Dealers Association – Jan. 19-20,basic estimating; Jan. 21, advanced estimating class, RadissonHotel, Rochester, N.Y.; www.nrla.org.

International Builders Show – Jan. 19-22, Las Vegas ConventionCenter, Las Vegas, Nv.; (800) 368-5242; www.nahb.org.

Mid-Hudson Lumber Dealers Association – Jan. 20, Microsoftessentials for LBM dealers seminar, Nanuet, N.Y.; www.nrla.org.

Monroe Hardware – Jan. 23-24, market, Cabarrus Events Center,Concord, N.C.; (704) 289-3121; www.monroehardware.com.

Guardian Building Products – Jan. 24-26, market, Caesar’sPalace, Las Vegas, Nv.; (800) 569-4262; www.guardianbp.com.

Northeast Window & Door Assn. – Jan. 26, winter meeting,Architectural Testing, York, Pa.; (609) 799-4900; www.nwda.net.

Indiana Hardwood Lumbermen’s Association – Jan. 27-28, annu-al convention & expo, Indianapolis Marriott Downtown,Indianapolis, In.; (800) 640-4452; www.ihla.org.

Surfaces – Feb. 2-4, Sands Expo & Convention Center, Las Vegas,Nv.; (972) 536-6358; www.surfaces.com.

Southern Building Material Association – Feb. 3-4, show,Showplace Convention Center, High Point, N.C.; (704) 376-1503;www.southernbuilder.org.

Northeastern Retail Lumber Association – Feb. 3-5, annual expo,Seaport World Trade Center, Boston, Ma.; (800) 292-6752;www.nrla.org.

Handy Hardware Wholesale – Feb. 4-6, dealer market, George R.Brown Convention Center, Houston, Tx.; (713) 644-1495;www.handyhardware.com.

Mid South Building Material Dealers Association – Feb. 4-6,annual meeting & show, Imperial Palace Resort, Biloxi, Ms.;(877) 828-3315; www.mbmda.com.

Panel & Engineered Lumber Expo – Feb. 4-6, Omni Hotel at CNNCenter, Atlanta, Ga.; (334) 834-1170; www.pelice-expo.com.

Illinois Lumber & Material Dealers Assn. – Feb. 9-10, convention,Peoria Civic Center, Peoria, Il.; (800) 252-8641; www.ilmda.org.

Wisconsin Retail Lumber Association – Feb. 10-11, annual con-vention & meeting, Kalahari Resort & Convention Center,Wisconsin Dells, Wi.; (262) 250-1835; www.wrlamsi.com.

Florida Hardware Co. – Feb. 13-14, market, Ramada Celebration,

Kissimmee, Fl.; (904) 783-1650; www.floridahardware.com.South Dakota Retail Lumberman’s Association – Feb. 16-17,

annual convention, Best Western Ramkota Hotel & ConferenceCenter, Sioux Falls, S.D.; (605) 665-5089; www.sawbucks.us.

Construction Safety Council – Feb. 16-18, annual safety confer-ence & Expo, Donald E. Stephens Convention Center,Rosemont, Il.; (800) 552-7744; www.buildsafe.org.

National Frame Building Association – Feb. 17-18, frame buildingexpo, Kentucky Convention Center, Louisville, Ky.; (800) 557-6957; www.nfba.org.

American Fence Association – Feb. 17-19, FenceTech &DeckTech, Orange County Convention Center, Orlando, Fl.;(800) 822-4342; www.americanfenceassociation.com.

National Wooden Pallet & Container Association – Feb. 20-23,annual leadership conference, Loews Portofino Bay Hotel,Orlando, Fl.; (703) 519-6104; www.nwpca.com.

National Roofing Contractors Association – Feb. 22-24, annualconvention, Morial Convention Center, New Orleans, La.; (847)299-9070; www.nrca.net.

Progressive Affiliated Lumbermen Co-Op – Feb. 23-25, annualconference & buyers mart, Rosen Plaza Hotel, Orlando, Fl.; (800)748-8900; www.pal-coop.com.

Florida Building Material Association – Feb. 24-26, winter educa-tion conference, One Ocean Resort Hotel & Spa, Atlantic Beach,Fl.; (352) 383-0366; www.fbma.org.

Appalachian Hardwood Manufacturers Association – Feb. 24-28,annual convention, Long Boat Key Club, Long Boat Key, Fl.;(336) 885-8315; www.appalachianwood.org.

Orgill Inc. – Feb. 25-27, spring market, Orange County ConventionCenter, Orlando, Fl.; (901) 754-8850; www.orgill.com.

DATE Book


Anthony Forest Products [www.anthonyforest.com] .................17

California Timberline........................................................................4

Capital [www.capital-lumber.com]................................................41

Chicago Suburban Lumber Sales .................................................38

Columbia Vista Corporation [www.columbiavista.com].............30

Crumpler Plastic Pipe [www.cpp-pipe.com] ................................45

Elder Wood Preserving [www.elderwoodpreserving.com] ........35

Fletcher Wood Solutions [www.tenonusa.com] ..........................33

Forest2Market [www.forest2market.com] ....................................31

Hankins Inc. [www.hankinsinc.com] ............................................23

Hoover Treated Wood Products [www.frtw.com]........................27

Ipe Clip Co., The [www.ipeclip.com].............................................42

KOMA Trimboards [www.komatrimboards.com]..............Cover IV

Lumbermens Association of Texas [www.lat.org] ........................8

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

Nordic Engineered Wood Products [www.nordicewp.com].........3

Pennsylvania Lumbermens Mutual Insurance Co.[www.plmins.com] ....................................................................34

Ray White Lumber ..........................................................................11

RISI [www.risiinfo.com/crows] ......................................................32

Rosboro [www.rosboro.com] ........................................................29

RoyOMartin [www.royomartin.com] ...............................................7

Simpson Strong-Tie [www.strongtie.com]...........................Cover I

Smith Millwork [www.smithmillwork.com]...................................26

Snider Industries [www.sniderindustries.com] ...........................37

Southern Forest Products Association [www.sfpa.org] .............13

Ultimate Escapes [www.ultimateescapes.com/bpd].........Cover III

U.S. Lumber [www.uslumber.com]......................................Cover II

Viance [www.treatedwood.com] .....................................................5

Send us your news!Have your recent expansion, promotions or other company

changes published in the next issue of BPD. Just Fax your news to949-852-0231 or send by email to [email protected].

ADVERTISERS IndexFor more information on advertisers, call them

directly or visit their websites [in brackets].

IDEA FileMaking Beautiful Music

Although the typical consumer mightassume that they’d find the biggest selection at theirlocal big box, Texas retailer Elliott’s Hardware insistsits three stores actually carry twice the number ofitems—and if they don’t have what you’re looking for,they’ll find a way to get it.In fact, customer service has really been what’s sepa-

rated the imaginative independent from the supersizedchains. And Elliott’s spreads the word through a torrentof unique promotions aimed at building ties with thecommunities surounding its stores in Dallas, Plano andMesquite. After the holidays, they accept discarded Christmas

trees and string lights to be recycled. They recentlystaged a Green Lifestyles Fair. And, most famously, ina stunt that made national headlines, the chain followedup a visit to the store last spring by George W. Bush bypublicly offering the outgoing president a job as agreeter. Perks included a flexible part-time schedule, aseven-mile commute to his ranch, an opportunity tokeep up on his people skills, ample parking for his secu-rity detail, employee discount, and company name tagwith a big red W on it. (He graciously declined.)An ongoing success story has been partnering with

the Dallas Wind Symphony. Elliott’s sponsored thesymphony’s CD, Strictly Sousa, on the local classicalradio station, which played one selection from thealbum each morning as its “March of the Day.” Thechain was named on-air as the program sponsor and wasgiven the exclusive right to sell the CD in its stores forthe length of the promotion.Elliott’s also sponsored the symphony’s Christmas

concert, its Fourth of July “Star Spangled Spectacular,”and the radio show “Summer Evenings with the DallasWind Symphony.” The store’s logo was printed on allpromotional materials, and the company name wasincluded in all radio ads. To help the symphony pro-mote its season ticket sales drive, the chain hosted anon-site live broadcast in one of its stores. During thepromotion, banners were displayed in the store, sym-phony volunteers handed out brochures, and smallgroups of musicians performed for shoppers.Elliott’s increased its foot traffic and sales in its

stores and name recognition in the community. In addi-tion to selling 3,000 copies of Strictly Sousa in just two

weeks, the symphony also receivedhigher attendance at its perfor-mances, new business spon-sors, and a jump in seasonticket sales.“Support of the arts is

important to build customerloyalty,” said owner CharlieBond. “It drives traffic into our

stores and keeps our loyalcustomers coming

back again andagain.”

BPDBuilding Products Digest

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

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building products digest - february 2010

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