BPD
DECEMBER 2015
Building Products Digest
INDUSTRY NEWS & MONEY-MAKING STRATEGIES FOR LUMBER & BUILDING MATERIAL DEALERS & DISTRIBUTORS
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Ideal for deck beams and columns, raised floor construction, coastal construction, boardwalks and pier/beam foundations.
■ Backed by a 25-year warranty as strong as our products
■ Stock widths of 2 7/16”, 3 1/2” and 5 1/4”
■ 2400F - 1.8E Industrial Appearance Grade
■ Meets FEMA’s guidelines for “Flood Resistant Materials”
■ I-Joist compatible and framing lumber depths
■ Treated for above ground and ground contact applications
BPD
December 2015
Volume 34 Number 10
Building Products Digest
BPD
Building Products Digest www.building-products.com
A publication of 526 Media Group, Inc.
151 Kalmus Dr., Ste. D200, Costa Mesa, CA 92626
President/Publisher Patrick Adams padams@building-products.com Vice President Shelly Smith Adams sadams@building-products.com Publishers Emeritus Alan Oakes David Cutler Editor/Production Manager David Koenig david@building-products.com Associate Editor Stephanie Ornelas sornelas@building-products.com Contributing Editors Carla Waldemar, James Olsen Advertising Sales Manager Chuck Casey chuck@building-products.com
Special Features
In Every Issue
9 FEATURE STORY
LUMBERMAN’S HOLIDAY GIFT GUIDE
12 INDUSTRY TRENDS
LATEST DISTRIBUTION SOFTWARE
14 MARGIN BUILDERS
ENGINEERED FLOOR SHEATHING TIPS
15 PRODUCT SPOTLIGHT
FIRE-RATED OSB SHEATHING
16 MANAGEMENT TIPS
CREDIT POLICIES THAT REDUCE RISK, WHILE ENCOURAGING GROWTH
24 NAWLA–THINKING AHEAD
ARE YOU PREPARED TO CLOSE THE BOOKS?
30 PRODUCT SPOTLIGHT
RIGID FOAM INSULATION
32 PRODUCT SPOTLIGHT MHOUSE
SHOWCASES EWP
36 RECAP: NAWLA TRADERS MARKET
6 ACROSS THE BOARD 18 COMPETITIVE INTELLIGENCE 20 OLSEN ON SALES 22 EVANGELIST MARKETING 28 MOVERS & SHAKERS 29 APP WATCH 33 NEW PRODUCTS 43 ASSOCIATION UPDATE 44 IN MEMORIAM 44 CLASSIFIED MARKETPLACE 45 DATE BOOK 45 ADVERTISERS INDEX 46 FLASHBACK
Online BPD DIGITAL VERSION, BREAKING INDUSTRY NEWS & PHOTOS BUILDING-PRODUCTS.COM
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BPD DIGITAL VERSION
December 2015
Circulation Manager Heather Kelly hkelly@building-products.com
How to Advertise
PRINT or ONLINE Chuck Casey Phone (714) 486-2735 Fax 714-486-2745 chuck@building-products.com Patrick Adams Phone (714) 486-2735 Fax 714-486-2745 padams@building-products.com CLASSIFIED – David Koenig Phone (714) 486-2735 Fax 714-486-2745 david@building-products.com
How to Subscribe
SUBSCRIPTIONS Heather Kelly Phone (714) 486-2735 Fax 714-486-2745 hkelly@building-products.com or send a check to 151 Kalmus Dr., Ste. D200, Costa Mesa, CA 92626 U.S.A.: One year (12 issues), $24 Two years, $39 Three years, $54 SINGLE COPIES $4 + shipping BACK ISSUES $5 + shipping FOREIGN (Contact hkelly@building-products.com for surface and air rates, including to Canada)
BUILDING PRODUCTS DIGEST is published monthly at 151 Kalmus Dr., Ste. D200, Costa Mesa, CA 92626, (714) 486-2735, Fax 714-486-2745, www.building-products.com, by 526 Media Group, Inc. (a California Corporation). It is an independently owned publication for building products retailers and wholesale distributors in 37 states East of the Rockies. Copyright®2015 by 526 Media Group, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. BPD reserves the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it.
ACROSS the Board By Patrick Adams
Sometimes hope is not enough UD SA that almost every morning, wake up thankful. appy. opeful. n this weekend morning, got up before the sun to meet some friends for a round of golf at a beautiful course. hose of you who golf will know what mean. As the sun comes up, you can feel how perfect the day will be. t s brisk out, but not uncomfortable. here s no bree e, the course looks perfect, we have the first tee time and m feeling great. o say we re all competitive is an understatement, but on this morning, have that feeling that m going to shoot the round of my life. ope. As ve traveled the country attending do ens of events this year, meeting so many great people and hearing the stories of how their businesses have endured the good times and bad, hope is the word that comes to mind. think it s what love most about our industry no matter what state we find ourselves in, the hope in this industry never wanes ousing starts dip under a million, we still have hope, and when they climb over million, we have hope for more still rices drop or margins increase e still have hope hey call the holidays the silly season for good reason. efore alloween was even here, looked
around and saw hristmas decorations. efore our hanksgiving dinners were even served, people were lining up outside stores to trample each other for deals on things they don t need. e stress about buying presents and whether the recipient will love what we got them, while we plan the details of a gathering that is centered around being thankful. his holiday season, hope that everyone brings the hope of our industry with them everywhere they go ake it with you when you are shopping and being scowled at by impatient elves, being cut off on the highway, or reali ing a side dish was left in the oven too long. e all have a lot to be thankful for, and hopeful for what lies ahead his is the season of giving and m going to try very hard to show those around me that m thankful, and hopeful for the future in spite of the daily news that tells me shouldn t. y point is this there are countless reasons every day that we should lose hope and only one good reason to have it and that is the idea of hope itself ut, sometimes hope is not enough. As my morning of golf unfolded, did indeed have a great day. owever, a couple of my friends did as well and came into the 1 th hole with a one
stroke lead. t s how all great courses should end a long par with a narrow, tree-lined fairway and a threetiered green surrounded by water. didn t have my greatest drive, which left a yard second shot over the water to the green. hile the smart play would have been to lay up, was feeling hopeful settled over my shot as knew behind me, my friends were also hopeful that my good day had finally come to an end. ope is a funny thing because it makes you believe, in spite of all of the data you are faced with, that you will beat the odds and prevail. t was one of those shots that only golfers can understand. rom the millisecond of the club striking the ball, knew this was a shot that would remember. he ball exploded off the clubface and seemed to just keep climbing as it approached the end of the fairway, crossed the water, and landed on the front side of the green only to begin its track rolling backwards. still had hope that it would stop and that hope remained until the final second, when saw my ball splash into the water. am thankful for any day filled with hope and good friends, even when it ends losing by just one stroke m thankful for this industry we work in, for the new friends have made, and am filled with hope for the year ahead. believe it is hope that makes this country, our industry and our lives great rom the bottom of our hearts, we wish you all a holiday season filled with thanks, peace and hope while we remember those who are less fortunate than us. erry hristmas everyone from my family and the team at edia roup The sa a erson nee s ust three thin s to be trul ha in this orl someone to lo e, somethin to do, and something to hope for.” ― Tom Bo ett Patrick . ams ublisher resident padams building-products.com
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December 2015
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FEATURE Story By Stephanie Ornelas
The Lumberman’s Holiday Gift Guide DA S are a great reminder of how we can show appreciation to those we care about, especially in an industry as close and uni ue as ours. ut in an industry as busy as ours, time can be of the essence. eed some last-minute gifts ideas to share with a colleague, friend, or family member heck out our umberman s ift uide for uni ue and practical stocking stuffers and gifts that will make any professional feel right at home for the holidays.
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oodSnap brings photos to life through a speciali ed process, taking your photos and printing them directly on premium altic birch wood. he finished products result in vibrant colors, retaining high uality without sacrificing clarity. y printing photos on wood, it brings more
life to your imagery, virtually creating a new memory. Retail Price: $ 4.9 – $ www.woo s a .com
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Designed to be worn like a bracelet, the eatherman read features 9 tools built into 10 stainless steel links. ightweight and virtually indestructible, the customi able bracelet travels everywhere you do. ach 1 - stainless steel link is e uipped with a tool, so Allen wrenches, screwdrivers and box wrenches are always available. Add that to your wish list Retail Price: $ 6 . – $ www.leatherma .com Building-Products.com
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edecorate for the new year with Surreal lanters hand-painted to match the appearance of natural birch or white oak logs. olded of high density polyurethane, the planters are light, portable and incredibly realistic. heir innate durability allows them to remain realistic long after natural logs would have begun to deteriorate. Retail Price: $ . – $ . www.s rreal la ters.com
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axter of alifornia s Ash Series of soy wax scented candles are inspired by the campfires in the high mountains, low desert valleys and coastal beaches of alifornia. hree distinct scents Sweet Ash, Smoke Ash, and ood Ash share notes of cedar, pine, sandalwood, cade and smoky ash. he candles have fragrance notes of light leather and tea, enhanced by smoke and cedar wood chips. Retail Price: $6 . www. a tero cali or ia.com
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ive a deck of cards with wooden fence background and burned graphics to your fellow lumberman and heat up your next game of poker. olla Space art and design has created a uni ue woodlike feature that adds a special touch to any card game. Retail Price: $ . – $ www.mollas ace.com
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reat your staff this season to 100% natural, preservative-free jerky, smoked in small batches using maple and fruit woods. Using the finest USDA choice-certified bottom round beef, the original extra smoky natural meat with a touch of tanginess has been enjoyed since the 19th century. Retail Price: $8.49 – $64.99 www.crazyhorsejerky.com
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ask ne s i hone case is the ultimate protective case, with built-in stainless steel tools. Super rugged aluminum and polycarbonate construction protect your device from serious impact. uipped with over a do en different tools, including a universal reciprocating saw-blade mount, the case offers everything needed for a uick fix at a moment s notice. Retail Price: $ 9.99 www.thetaskla .com
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he perfect stocking stuffer, the all-weather top-spiral notebook by ite in the ain is small enough to fit in almost any pocket and tough enough to survive anything other ature has to offer. he olyDura cover defends notes
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from scratches and stains, and the notebook can survive sweat, rain, mud, snow, oil, grease and the wearand-tear of daily use in any lumberman s pocket. Retail Price: $ .99 www.ritei therai .com
December 2015
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ast iron tool bottle openers are shaped to mimic the look and feel of classic tools. ach piece is functional artwork, making for a nice decoration around the house or office.
hoose from a wrench or hammer and surprise a lumberman close to your heart. Retail Price: $ . www. commo oo s.com
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deal for almost every professional, the riginal Snow oolbelt makes the perfect gift for the always-on-the-go lumberman and not just for the snow. he full grain leather belt is e uipped with a 10 11mm wrench loop, hillips and flathead, and has a double prong buckle bottle opener. he belt comes in black and brown finishes. Retail Price: $4 . www.686.com
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e are an industry of travelers, and many of whom can appreciate a good glass of Scotch. So it makes sense that a globe decanter is the perfect gift for any spirits enthusiast. As you spin the decanter, its contents will also aerate to open up the flavor and allow your wine or spirits aromas to develop. he heat-resistant glass globe decanter features decorative etching of the world map. Retail Price: $ . www.tar et.com
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agno rip wristbands are built to satisfy the re uirements of the do-it-yourselfer, professional tradesman, or mechanic. rafted from durable ballistic polyester and embedded with strategically placed magnets, the magnetic wristband provides a clever solution to the common problem of losing your screws, bolts, parts and tools when you need it most. Add that to your list of stocking stuffers. Retail Price: $ .99 www.ma o ri .com
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A modern luetooth wireless speaker and alarm clock, the lueSync ight is built with with a speaker and onboard controls to adjust the time, set alarms and pair to devices easily. he clock has an extremely user-friendly design and is encased in genuine wood. Retail Price: $ 4.99 www. o roo e.com Building-Products.com
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INDUSTRY Trends By Jon Mainwaring, Oneir Solutions
Affordability is trending in distributor software A D-S D distributors eager to expand, yet loathe to drain their budgets in the process, a new generation of fully-featured sophisticated business management software with customi ed modules is allowing them to utili e tools that have traditionally only been accessible to larger enterprises. all it multi-channel sales, inventory control, and accounting software, because these new do-it-all systems cover the bases from the manufacturer s warehouse to the ultimate consumer. or a growing number of companies the flexibility, speed of implementation, user friendliness, and scalability of these new business management systems is impressive, particularly when factoring in lower cost offerings that drop the price tag from 0,000 or more to, in some cases, less then 10,000. ith flexibility a byproduct of the modulari ation of these new systems, a wide variety of businesses are embracing the trend toward enlisting wholesaling software to expand. ust in time, as the ational Association of
NEW DISTRIBUTION software systems allow drivers to do their own bills, saving time.
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holesaler-Distributors reports that in the U.S., total wholesale trade sales for 01 were up .1% from 01 , totaling . trillion. his growth covered nearly all segments of wholesale trade. ut keeping pace with this success means businesses can no longer suffer the lapses in accuracy that legacy systems allow. A simple keying error of a distracted employee can result in a thousand-dollar mistake, a delay in building construction or product roll-out, or even the permanent loss of a customer. hile many warehousing executives understand that end-to-end automation can reduce such costly mistakes, two misconceptions have kept them on the sidelines from reaping the benefits that technology has to offer. irst of all, they don t reali e that enterprise resource software programs are now written specifically for the wholesaling distribution model. Secondly, they fear that such programs are costly, inflexible, difficult to learn, and because of their proprietary nature, re uire expensive support. Unfortunately, these fears are grounded in some truth. orror stories of exorbitant costs, high maintenance fees, and years-long implementation snafus have worked to keep many wholesalers from even considering end-to-end software systems. Distributors are turning to providers of scalable software that efficiently manages key business functions through one shared information database. hese offerings, thanks in part to the use of open software operating systems based on inux, are extremely affordable, starting at less than ,000 for a more basic, three-user version with modest set-up and upgrade fees. Despite the low cost, the product is robust, enterprise-wide software that is scalable to meet new challenges such as changes to the business model and new technologies. ith the use of this new software, the inventory levels for multiple warehouse locations can be instantly accessed via the eb so that customers can check stock availability whenever they have the need, rather that telephoning their sales rep directly. Such nternet connectivity also increases the service level to contractors who can look up inventory levels , and plan their jobs based on product availability. he next step is to have orders automatically uploaded into accountBuilding-Products.com
ing systems. A confirmation can then be e-mailed to the customer, a slip produced for picking and packing the order, and the items shipped. y upgrading, distributors are able to open and efficiently manage their warehouses. hey are always online and can check stock, sales, and know what is going on in all locations up to the minute.
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y electronically and logically joining together what were previously separate functions, this newer approach to multi-channel sales facilitates efficiency and improves productivity. An integrated blend of accounts receivable and payable software, general ledger software, S software, sales order software and an inventory management system have efficiently handled the daily bookkeeping needs of distributors who process thousands of transactions a month. any of these customer charges are processed through an integrated ard ock system for billing transactions at remote locations. ith these new systems, distributors can now handle payments, make other changes and print a statement if the office manager is away, and now their drivers are even doing their own bills. hey are getting their statements out much faster and can go back months into their records if needed, which they could never do before. he interoperability and scalability of these applications allows business to add robust modules as they need to fit their growth, thus overcoming the obstacles of bulky, traditional systems. hen you picture a 0-billion industry giant you can see that there are a lot of aspects of their proprietary system that are vital to them, but smaller companies would not necessarily need all that. Sales order modules, provided by these new systems, ups the chance of success for a company s sales reps when making calls on customers. hese guides, which can be downloaded onto the screen of a laptop or tablet, are used to inform customers of product data and, in many instances, show the customer s order history, making it an important aid for generating repeat sales. he rep can place the order on the spot, which automatically sends an -mail confirmation to the client and simultaneously forwards the order directly to the warehouse for picking, packing and shipping.
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uch of the interoperability, scalability, and affordability can be attributed to the inux S that so many of these newer systems base themselves upon. As open-source software, it means that users aren t bound to expensive and just as important, inaccessible proprietary systems that tie the user to one vendor. inux s increasing popularity also facilitates rapid implementation. After all, inux has been said to be the backbone of the nternet because of its speed, security and lower cost of ownership. inux also interfaces well with other operating systems, further expanding the utility of these new systems to users who are more familiar with consumer-oriented human-machine interfaces. or example, inux communicates effortlessly with indows terminal services. t is such an easy system to use because it s not complicated. o training or adjustment time is needed, which is unusual when going through a system transition. Usually a Building-Products.com
CALL IT multi-channel sales, inventory control, and accounting software because new do-it-all software systems cover the bases from manufacturer to distribution center to consumer.
company needs to set aside a lot of hours to train each of the salespeople on a new system, but with these flexible s, it s not necessary. astly, the efficiency of inux also allows smaller packets, thus improving transmission speed and reducing processing overhead within internal networks, as well as over the nternet. apid remote access through virtual private tunnels into the cloud assist management in tracking orders and metrics across the globe. he inux base to the software is important. t moves data around in small packets very fast, so wholesalers can see in real time the state of their inventory in multiple locations just as they can at the main head uarters.
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oday s new breed of modulari ed software designed strictly for sales warehousing and distribution is enabling forward thinking leaders to expand their businesses. his system can opened up a bottom line for a small to mid-si ed company. t s extremely reliable and can do sophisticated reporting. he sales analysis reports that are generated from it, for example, show what percentage of a company s sales is coming from which customers, and how that is changing from year to year. So companies can make plans for growth based on hard facts. on Main arin is e ecuti e ice resi ent of neir olutions, a ro i er of scalable P soft are that can efficientl mana e e business functions throu h a sin le share informa tion atabase each him ia oneirsolutions com or at
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MARGIN Builders By Tomo Tsuda, Weyerhaeuser
Help builders avoid callbacks over poor floor performance U AS D your builder customers, chances are many would tell you that one of their biggest challenges is callbacks from customers dissatisfied over s ueaky or bouncy floors. hile proper installation can help builders avoid these costly calls, it really starts with good design and materials. hat s where you come in. ew homebuyers naturally assume that their house will be built to code. ut that doesn t always mean that the house will meet their uality expectations, particularly when it comes to something like a floor. ode minimum does not automatically e ual comfort or satisfaction. here are many things that can lead to floor vibration and just as many ways to help builders avoid them.
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Due to the complicated nature of floor vibration, many builders and designers start by limiting the deflec-
IMPROVED engineered wood design and materials prevent callbacks. (Photo by eyerhaeuser)
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tion of a floor member to a certain code-mandated target. ypically, this means they limit live load deflection to a maximum of span 0 or perhaps a more restrictive span 0. An evaluation of how the floor will feel during ordinary use is not a codemandated design re uirement, though. he components of a floor system that impact floor performance, such as the presence of a ceiling, floor sheathing, support elements, and partition walls, are not captured in a live-load deflection only analysis. o further complicate the issue, floor vibration is highly subjective. or example, the homebuyer who previously occupied a slab-on-grade residence may have a different performance expectation than the buyer who has been living in the upper levels of an apartment complex. Additionally, problems not related to floor vibration, such as s ueaks or sound transmission between rooms, often create the perception of poor vibration performance. Subtle changes in floor usage or joist spans may also result in floor performance complaints. ne common problem area is the kitchen island. ased on sound and sight alone, this location is particularly scrutini ed by the homeowner because of rattling dishes or ripples in a glass of water. A sudden change in joist span, such as at a bay window, may also be a trouble spot stemming from what appears to be a slightly longer joist span. Use of a short, stiff member in one place will make longer spans feel softer. All of these concerns can be accounted for by planning and using design tools that consider the factors and details that typically produce annoying floor vibrations.
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vibration-performance checks in their building code. n the U.S., several engineered wood product manufacturers have developed tools that evaluate the performance of a floor system. eyerhaeuser s - ro ating System assigns a point value to a floor design that statistically relates to the percentage of homeowners that would likely be satisfied with its performance. he rating takes into consideration not only the span and joist series, but also the entire system, such as the ceiling, sheathing, supports, blocking and partitions. he floor system design is based on laboratory research and performance surveys, thereby accounting for both the scientific and subjective nature of floor performance. - ro atings are generated by a sophisticated computer model designed to predict floor performance and evaluate the relationship between the cost and the feel of any given floor system. Ultimately, the homeowners expectations of floor performance determine their satisfaction. f you can give homebuyers relevant floor performance information and if they understand the value of various options available to mitigate the potential for annoying floor vibrations, it is likely that the more discerning consumers will select a floor design upgrade or model that will better meet their expectations. loor performance is highly subjective. A floor that feels fine for one person may feel annoying for another. ut by knowing the homebuyer s expectation of floor performance, builders and their floor system designers can use tools to predict and design floor systems that reflect the homebuyer s input and new home preferences. Tomo Tsu a, P , is the mana er of ro uct a lications an buil in co es at e erhaeuser, e eral a , a Building-Products.com
PRODUCT Spotlight By Bob Palardy, LP Building Products
Fire-rated OSB sheathing heats up AS few years, the building industry has seen an increase in construction job starts. ow, more than ever, builders are benefiting from value-added materials that go beyond basic functionality. Along with the rise in job starts, building codes are constantly evolving. ecause of these trends, the demand for fire-rated building products will continue to grow across multifamily and single-family new construction projects. hough it may initially seem counterintuitive, wood including engineered wood products can present viable fire-rated solutions. or example, using fire-rated S sheathing on a construction project can help builders efficiently meet the needs and demands of the growing industry. he reedonia roup has predicted the demand for flame retardants in the construction industry will grow . % annually through 01 . ire-rated products like lame lock ire- ated S Sheathing can be used in several assemblies to help curb the costs of labor and materials, while still satisfying the re uired fire codes. elow are three ways that fire-rated S sheathing can improve the efficiency of multifamily and single-family construction projects.
uildings are categori ed into construction types based on height, area and intended usage occupancy classification . he nternational uilding ode re uires assemblies for exterior and interior walls, floors ceilings, and roofs within buildings of each type to meet different fire-resistance ratings. hese ratings specify the time duration for which a component must withstand a standard fireresistance test, ranging from 0 minutes to four hours. n 01 , more than 00,000 multifamily construction permits were filed, and multifamily is projected to remain a third of total housing starts through 019. ire-rated S sheathing can be used in several assemblies to reduce the costs of both labor and materials for multifamily projects in ype and construction. ecause this type of S combines fire resistance and structural performance in a single panel, the assembly only re uires one layer of S versus two or three layers of gypsum or . ire-rated S sheathing is also a useful tool for singlefamily projects, particularly infill housing, which re uires fire-rated assemblies or products if the walls of the home Building-Products.com
are within 10 feet of the property line. lame lock sheathing, in particular, is a code-compliant component of 1-hour and -hour fire-rated interior and exterior wall assemblies and roof decks.
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he increase in construction starts has resulted in labor shortages across the industry. According to a une 01 study by the ational Association of ome uilders, nearly 0% of homebuilder respondents reported a shortage of carpenters. his is up from % a year prior. ikewise, according to the U.S. Department of abor, average hourly earnings for construction workers was up . % in uly, compared to .1% for all U.S. workers. ecause of the labor shortage and higher earning rates, many builders are seeing projects take longer than anticipated to complete, which has a direct effect on both project and overall company budgets. As the demand for skilled workers is at a premium, many builders and developers are looking for a product that can be efficiently and correctly installed by a lean construction crew. y using fire-rated S sheathing in assembles to meet code on ype and ype construction, workforces make use of familiar installation techni ues and tools. asier installation, due to the simplified assemblies, can save both time and cost of labor. ire-rated S sheathing is also easy to manage on a job site, making it a durable option prior to, during, and after installation. ompared to plywood, fire-rated S sheathing has an xposure 1 rating, meaning it withstands weather during normal construction delays. n the contrary, gypsum and plywood don t have that rating. nterior gypsum, for example, must be kept dry during construction. As multifamily and single-family infill increases, builders will benefit from using products like fire-rated S and other value-added engineered products that can have a profound impact on the overall success of a project. nolo
Bob Palar is mana er of ro uct e elo ment an tech for LP Buil in Pro ucts each him ia l cor com
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MANAGEMENT Tips By Scott Simpson, BlueTarp
Make credit policies that reduce risk, encourage growth D A S have in-house credit programs, but not all have formal credit policies to support them, which can leave you open to unnecessary risk. ere are five steps you can take with your credit program to turn a potential weakness into a competitive advantage that protects and bolsters your bottom line. A
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Setting credit limits is an essential part of mitigating lending risk. f you haven t set clear credit limits, then you really don t have any. his fluid approach to credit can leave you vulnerable to taking on unnecessary risk. he following uestions can help you determine just what your credit limits should be hat credit line makes you nervous ow much are you willing to lose hat s the maximum loss your business can handle ith a clear understanding of your thresholds and the maximum credit exposure your company can withstand, you ve got a good framework for setting your limits.
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Develop clear criteria for how you evaluate a customer s credit worthiness. Some basic elements you should consider include re it mi im ms hat is the minimum re uirement for you to approve credit for a new customer est-practices include years in business o outstanding delin uencies of 90 days score ontractors who don t meet your credit minimums should be designated as cash or credit card customers until they re able to meet your re uirements. Re ere ces Ask for, and check, bank and trade references as part of every credit application regardless of the si e of the company or the re uested limit. i a cials or new customers re uesting large credit lines, ask for the company s financials, a copy of their bank statement or a letter of credit from their bank.
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o tracts hen a customer asks for a bigger line to cover a job, ask for a copy of the payment bond or homeowner contract to get a better idea of exactly how much credit is needed and what the contractor s payment schedule may be. e osits onsider asking for a deposit if you have to special order materials or the order amount exceeds the customer s credit limit. ersonal guarantees are a fairly common element on dealer credit applications. ou should consider them when A personal guarantee may be your only recourse, such as with a sole proprietor where there is no formal business to be held liable for credit defaults. A company doesn t have a very solid credit history, as an added layer of risk protection. ou make exceptions to your credit ualification criteria, give credit to a new customer, or increase credit for an existing customer. eep in mind that a personal guarantee isn t collateral Building-Products.com
and only really matters if it s a good guarantee that you re able to collect on if you need to.
L o one likes fees. hey are, however, a helpful tool to encourage prompt payment or to compensate you for the costs of incurring lateness. here are a couple of truths about fees you should know eople know they should pay them. eople will pay them if you expect them to be paid. ost contractors will pay fees without discussion. A few will re uire you to ask for payment. or those who don t pay fees, you have to decide whether you waive them. f you hold firm, explain how you expect to be paid in the same way that they expect your deliveries to be on time. ot getting paid on time communicates disrespect for how that impacts your business. ffer to waive fees in the future if they call ahead of time to tell you they ll be late. therwise, ask they pay the fee as a sign of respect for how that impacts your business.
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aving a strong credit policy is of little value if you don t properly execute it. ake sure your sales and credit teams know what your credit policy is and are enforcing the same rules. ave a clear process for if, or when, you will make exceptions and who can make them. evisit your credit policy every couple of years. hanges in the economy and your business may mean you now have more or less cash and can change your risk tolerance. ou also want to reassess your customers periodically and adjust as needed items like credit limits and personal guarantees based on how a company meets your credit criteria today. A strong credit policy is a cornerstone of every successful building material supplier s business. mplementing these best practices can help reduce your credit risk and make your credit program a growth engine for your business. cott im son is resi ent an C of BlueTar inancial, hich hel s is tributors ro an rotect their business es b offerin rofessional cre it mana e ment ser ices each him at or ssim son bluetar com Building-Products.com
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COMPETITIVE Intelligence By Carla Waldemar
Rapids growth A S U A S for the city slickers. Alan edved first set foot in Dell apids, S.D. pop. ,000 , in ebruary and he s not planning on leaving any time soon. love the town t s a great community, good schools. And a great job. e s the new general manager of Dell apids Ace ardware, which just underwent an expansion he s proud to helm. Alan s no babe in the prairie, take note e d worked in ermillion, S.D., for a different operation for eight years, then two years in randon at another Ace store owned by ohn iederauer, who also owns Dell apids, along with Aces in iller, ea and edfield most of which circle Sioux alls, but are spared that city s hustle-bustle. Dell apids, 0 miles north, is a stand-alone community bu ing, says Alan, with new building all the time new houses, new businesses people love this smaller community in which the Ace store has operated for 1 years. And they love to shop locally, but that was getting harder and harder in the former location, just five blocks down the road. Alan s customers are scattered all over the demo-
graphic map everybody from maintenance folks to farmers, contractors, professional builders and D ers, he states. hey don t want to drive 0 miles. ere, you can park right at the front door easy in and out, no hassle. o leaky roof, either, in the new digs. et a few regulars at the old haunt demanded to know hy are you closing despite ads, signs and everything short of a yellow brick road. e announced the move through ads on radio, in the local newspaper and Sioux alls paper, and via social media. ne of our guys does this for us, and he s got a pretty good following. he new, built-to-order, 1 ,000-s . ft. site is twice as big, twice as bright and clean, and twice as lush with S Us in each and every department, as well as answering customer demand entirely new categories, including ammunition, fishing supplies and licenses, and live bait. ew services, too, such as a U S drop-off, saving locals uite a drive. After a soft opening in uly, Alan and company staged a grand reopening Aug. -9 featuring local celebs, chainsaw
DELL RAPIDS Ace’s longtime home was due for a refresh.
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BUILT-TO-ORDER replacement store is double the size and twice as lush, attracting a record number of new customers.
carving trust me a South Dakota specialty , refreshments, inflatables for kids, give-aways, drawings and sales. orth it ou bet. e re getting customer we ve never seen before. n September 01 we logged 1,000 new customers over our September 01 count, he reports. And Alan was ready for them. e upped the staff to seven full-timers plus five part-timers to handle both the added space and added shoppers. ith the help of Ace research All right his is what you probably need for population and growth with ongoing on-site tweaking to assure a good fit, shoppers were greeted with new signage, bright new lighting, clean, more spacious aisles, all-new fixtures and cash registers and a new parking lot. he building itself went fine, but then it rained rained forever turning out lot into a lake before our opening, Alan groans. Dell apids Ace expanded its rental department, adding lawn and garden, tractors, aerators and such, to facilitate one-stop shopping, and the rentals are doing very well for us, he reports. e ve already expanding the department again, to fill re uests. Alan also spotlighted women shoppers this round those in the market for small appliances and kitchen gadgets. ut what s really got the ladies going wild is the greatly-enhanced paint department, especially the new Amy oward chalk-based line for refinishing furniture. n fact, the store will soon host its first-ever but slated to be annual adies ight a hands-on opportunity fueled by wine and cheese, based on suggestions from the store s female staffers and Alan s private guru, aka his wife. e also plans a contractors night in the future. or now, these pros get favorable pricing treatment and service at a desk in the rear, as well as increased uantities of everything they seek, from plumbing to electrical. here wasn t room before. And if they re working on a really big Building-Products.com
project, we have access to our enormous company warehouse, too. Dell apids also offers tool repairs. e haven t got a full-time mechanic yet, but there s one on tap in randon where we can ship stuff. And we deliver big items, like snow blowers and mulch. etting his expanded staff up to speed didn t involve a lot of corporate manuals nor motivational blah-blah. m the kind of guy that throws em in the fire, he laughs, adding that ou ve got to do it yourself mix paint, for instance to learn. ut our new hires get a tour of the store, then shadow a veteran employee for a few days. lus, we all have headsets, so a push of a button gets uestions answered, like Aisle 1 on the left, where we have someone sent to help. ut the most important staff training is in attitude. he customer is our first priority. f they aren t happy, nothing else matters, Alan insists. f the door dings, we re there Alan has the freedom to run his own show. wner ohn iederauer, with five stores in his cache, gives his managers free rein on the day-to-days. And when Alan might say, ohn, we need a new trailer or another big-ticket item, the immediate answer is usually, kay. o micro-managing. like that a lot. e can all access each other s inventory and transfer items daily. t s ama ing to work here, Alan concludes. Am happy or sure. And already we re needing more space
arla al emar cwaldemar comcast.net December 2015
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OLSEN On Sales By James Olsen
Biased participants ume much for it to be felt by our customer. f we are normally louder in our speech, a slight lowering of tone will be immediately noticed.
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Do we believe in our product f we are not passionate about our product or proposal, then we are on shaky moral ground. ow can we promote an idea or product we don t believe in n addition, we are disadvantaged in the competitive business of sales.
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e are human tuning forks. ur customers feel what we feel, regardless of what we say. e must carry an unbridled enthusiasm into our sales calls. Self-talk is a must. e must psych-up emotionally for a couple possible no s. e must prepare reasons why our proposal is good for our customer. e don t overwhelm. e are not insincere. e match our approach to the personality of our customer, all the while showing an unwaveringly positive attitude and that our deal will get done. Struggling sellers have bad tapes playing in their heads. ere we go again. y price is probably too high. hey are defeated before they pick up the phone or enter a customer s office. hey infect tune the customer with a negative vibe. he customer cannot help but feel it they are only human.
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any sellers roll through the close. hey think that by sneaking it in there the customer won t be offended. his is a mistake. t is also easy to say no to. t does not call for a conclusion so the customer in many cases doesn t even need to respond at all. losers make closing a thing by changing the pace of the conversation when it gets to closing time. ause. elax. hange the pace and tone of voice and say, ohn, this is a great deal for you. t works perfectly with your inventory turn, you love the uality, and the price is fantastic. ow many do you want e change the pace by speeding up or slowing down. e increase the volume, slightly or a lot depending on our customer, or we can lower our tone. t is about contrast. f we are normally soft spoken, we don t have to raise the vol-
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Don t confuse enthusiasm with only raising the volume. aising the volume is one way to get people s attention and it works. owering the volume is also extremely effective. hen we get to closing time, we lower our voice, take on a conspiratorial tone, and say, ulie, we only have three left. veryone is out to lunch. his is our opportunity. After these, we are off the market. ow many do you need
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he oddess of ustice, hemis, stands before courthouses throughout the U.S. She is blindfolded to symboli e objectivity. She has a scale that symboli es the weighing of evidence. er sword represents punishment. e are not the oddess hemis. e are partial. e are biased. e have weighed the evidence and have made our decision in favor of our proposal. e advocate for our product and our position. e belie e our solution is best. Sadly, many salespeople do not have this attitude. hey are tentative in their approach. hey believe their objectivity will demonstrate honesty to the customer. he opposite is true. hese salespeople are disingenuous they are whitelying to themselves and their customers. A AS D. e want the order. hen we act like we don t want the order, it is confusing at best and irritating at worst. his ell, what do you think, r. ustomer attitude does not project objectivity. t screams, don t believe in my product or myself, and don t want your business f we are on trial for our lives, which, if we have chosen sales as our life s work, we are, on each call we want an advocate who is passionate about our innocence. e must bring this same passion to our sales calls. any sellers Don t know what to say. f the belief is there the words will come. Should we study and prepare our responses to different objections we face every day es. ut if our underlying belief is strong, the words will find us. ames lse eality Sales raining 0 james realitysalestraining.com Building-Products.com
Working for you.
JD Beahm LVL Tally, 15 yrs.
Engineered Wood Products Real Wood Siding www.Roseburg.com 800.245.1115
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Softwood Plywood |
Particleboard
EVANGELIST Marketing By Alex Goldfayn
How to sell more to existing customers AS , discussed how to grow your business with new customers people you are not currently working with. his month ll review simple techni ues to increase revenue by selling more to existing customers. ronically, you are much better at the latter than the former. know, because ve talked to many of your association s members in depth about their company, customers, challenges and opportunities. know that for most of you, the vast majority of your sales come from existing customers placing repeat orders. his is a good thing, because it means your products and services are excellent. ore than good enough for people to come back to you, again and again, year after year, decade after decade. owever, here s a fascinating finding asked my speech audiences and clients what percentage of their overall product and service offerings was their average customer aware of. f everything they sell, what percentage were customers aware of, on average he answers came in at around %. hich means these wonderful repeat customers don t know about three- uarters of what you offer So, yes, you do a wonderful job keeping customers coming back. ut they could be should be coming back for so much more. ere are three ways you increase your business with your existing customers
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his is a simple, fast, no-cost techni ue that should be implemented company-wide ideally As a matter of system, ask every customer you talk with the following uestion Did you know we also do or make, or provide x, or y, or he product or service you choose to tell them about should complement either what they are already buying from you, or solve a problem you know they may have. Select something they probably don t know about. hey will probably say, o, didn t know. our reply ould you like to spend a few minutes talking about that now, or should we schedule something on onday or uesday hat s better for you ou can ask your customers this uestion as a by-theway during the course of a larger conversation. r, you can choose to pick up the phone and call a customer for 10 minutes to discuss this. Schedule drinks around it, or golf, or whatever you like to do. don t care how you do it, or when you do it. only care that you do it. ecause if you implement this approach, your business will grow. t will have no choice.
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reate a list of everyone you ve ever worked with. o back to emails, orders, invoices, and whatever records you keep. Ask your customer service and sales staff to do the same. uild a list with which you can communicate. Add everybody into a spreadsheet, because that s the simplest solution, and the simplest approach is always the right approach. f your list isn t growing, your business probably isn t growing either. f you have this already, great. ove on to the next activity.
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Add some columns to your spreadsheet ustomer ast resent, so you know if you re working with them currently or previously. ompany Si e, because you can talk to a sole proprietorship differently than a publicly traded firm. A 0-person startup has different concerns than a mid-market closely-held family business. e probably know some of these concerns. t s our job to address them in our marketing. usiness ype, because, once again, we can market to restaurants differently than medical offices, and landscape businesses have different issues than retailers. reate your own categories. he goal is to be able to uickly and easily select a group of your clients and address them directly with value that s relevant and specific to them. hat s good marketing. hen, be sure to communicate value to the customers on these categori ed lists regularly and consistently. very two weeks is not too often. ou re leaving money on the table with your current customers. hy not take it off the table and deposit it into your bank account le ol fa n is C of re enue ro th consultin firm an elist Mar etin nstitute an author of the he evenue rowth abit he Simple Art of rowing our usiness by 1 % in 1 inutes a Day. isit e an elistm t com le ol ay , vangelist arketing nstitute www.evangelistmktg.com Building-Products.com
EXHIBIT SALES ONGOING AT THIS TIME FOR THE 2016 BUYING SHOW! Contact Craig@lat.org for available booth space. LAT MEMBER dealers ONLY will receive the Buying Show Deals in advance.
Join Now! Find 2016 dues forms and information at www.lat.org
THINKING Ahead By Donald Schneidman, Sherwood Lumber
Are you prepared to close the books? U A S financials is probably not the most exciting aspect of your business, but it is one of the most crucial. here are many approaches to how companies can keep track of the money coming in and going out of the business, and while there is not one specific way to do this, there are some general guidelines you can follow, particularly when it comes to preparing to close the books for year-end. he year-end closing is an important piece of your operations and accounting process, and, ideally, preparations should be made throughout the year. hile all leadership should have a view into the financials regularly, the chief financial officer and or controller are typically the individuals who are responsible for maintaining the books and records of the company. hey monitor any and all account activity, making adjustments where necessary, and they should own the process of closing the books for year-end. At Sherwood umber, we perform a close each month. hile this may not be the re uirement for all, it certainly eases the burden of closing the books at year-end. A A A
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o learn how other leading industry firms manage their company s financials, you are encouraged to attend A A s 01 eadership Summit here ndustry Decision akers row, arch 1 1 , 01 , at the estin ission ills in alm Springs, a. ou will build knowledge on relevant management topics and key trends in education sessions and connect with peers through multiple networking events. ou will leave with proven best practices, cost-saving measures and new or renewed relationships with customers, prospects and suppliers. earn more or register at www.nawla.org.
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monthly close, through management review and corrective action, can improve organi ational profitability and cash flow, as well as reduce exposure to potential losses and fraudulent activities. echnology is also important when managing the financials and preparing for closing out the year. Accounting software that is fully integrated with your system and updates detailed reports along with the ledger simultaneously, allows for a more efficient reconcilement process and a uicker close. he best software will have strong controls built in that limits users abilities to write transactions to the books and to alter those transactions once they have been written. uick ooks is probably the most well-known accounting software on the market, but there are others. o matter which one you have or choose to implement in the future, it should coincide with your company s needs and provide useful, relevant information in a manner that is efficient for those who manage the process.
Building-Products.com
A Special Series from North American Wholesale Lumber Association
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Every company has a different way it handles its financials and method of closing the books at the end of the year. Here are some tips that everyone can follow to make the process clearer and easier: Stay on top of the activity throughout the year do not wait for year-end to begin analysis and reconciliation. Keeping track of your numbers throughout the year through monthly closings, for example allows you to identify potential problem areas faster and manage the year-end closing more proficiently. Invest in good accounting software that is integrated with the operations of the company. Though a spreadsheet may help with certain aspects of this process, it cannot handle every piece and, frankly, you don’t want it to. ook into software that will make the accounting for your business seamless and efficient. Develop expectations and concentrate on areas that fall outside of those expectations. Exceptions from the expected results will often identify misrecorded transactions posted during the course of the year allowing for correcting entries to be made. Create budgets and assign responsibilities to those budgets. Wherever possible, make the process a team effort. This could provide a better sense of ownership for certain employees and can also ease the burden of preparation on just one person. Be transparent. Related to the point above, allowing for increased transparency can strengthen the team and provide more clarity into the financials.
bviously, the actual closing process at each company will vary however, most companies will complete similar tasks, which are outlined below onfirming proper cutoff of purchasing inventory and sales accounts receivable for the period. ank account reconciliations are prepared for each bank account. Detailed accounts receivable reports are reconciled to the general ledger. Detailed inventory reports are reconciled to the general ledger. Detailed accounts payable reports are reconciled to
Building-Products.com
the general ledger. ank loan balances are agreed to bank records. ayroll journal entries are prepared and reconciled to payroll reports. nvestment accounts are reconciled to statements received from broker. Accruals are reviewed for completeness and cut-off. ixed asset schedules are updated for additions and disposals, and agreed to the general ledger. Depreciation entries are estimated each month and then finali ed at year-end. re-paid expenses are reviewed and adjusted accordingly. evenue and expense accounts are reviewed and reclassifications are made if appropriate. inancial statements are prepared and reviewed. rint all necessary year-end reports. ack up data to prevent any data loss. his is by no means an exhaustive list it simply gives an example of the steps that may be involved in the process of closing the books. our company may have its own template or if it doesn t, this list can be adapted for your business. eep in mind that financial vigilance is key to ensure accurate reporting during year-end. he biggest mistakes business owners can make when it comes to the process of closing the books are, a not reconciling accounts regularly to the ledgers during the course of the year, leaving a very challenging process at year-end, and, b improper cut-off of sales and expenses, resulting in misstating the company s income for the year. o matter how your company decides to prepare for year-end, you want to ensure that your process is sound, accurate, consistent and complete. Utili e the necessary resources and plan ahead. Donal chnei man is chief financial officer for her oo Lumber, slan ia,
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A A orth American holesale umber Association is the association that delivers unparalleled access to relationships and resources that improve business strategy and performance through sales growth, cost savings, and operational efficiencies for wholesalers and manufacturers of forest products and other building materials that conduct business in orth America. earn more about how A A can help your business at www.nawla.org.
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SUPPLIER Briefs Sunbelt Forest Products , Bartow, Fl., purchased treating plants in Rockledge, Fl., and ouisville, Al., from Southeast Wood Treating, Montgomery, Al., nearly doubling annual capacity to over 300 million bd. ft. Tri-State Forest Products , Springfield, Oh., has ac uired West Tennessee Transload, Milan, Tn., from Kevin McGaughey, who will stay on as GM. Weyerhaeuser Distribution
in Atlanta, Ga., and Charlotte, .C., is now distributing Gossen cellular P C decking and millwork products. Both are offering Trailways decking and porch board. The Atlanta DC also is handling P RE ECO exterior millwork and Trailways S decking, while Charlotte is also stocking P RE exterior millwork and Passport decking.
Mid-State Lumber , Branchburg, .J., is now a full-line Benjamin Obdyke distributor, adding new rainscreen and ventilation products. Seven D Wholesale, Phoenix, . ., is now distributing Novik’s ovikShake and ovikStone. Earlier this year, Seven D in Rocky Hill, Ct., added the lines. U.S. Lumber is now distributing Georgia-Pacific’s engineered lum-
ber products into the Baltimore market. .S. umber already stocks G-P EWPs at DCs in Atlanta Raleigh, .C. ashville, Tn. and Greenville, S.C.
Snavely Forest Products will distribute Metsä Wood’s Kerto products into the eastern .S. from its branches in Pittsburgh, Pa. Baltimore, Md. and Greensboro, .C. Weekes Forest Products, St. Paul, Mn., has expanded its distribution of Weyerhaeuser Trus Joist EWPs from Wisconsin and Michigan into the St. Paul and Chicago markets. F.P. Supply, St. ouis, Mo., which distributes TJ products at all six of its DCs, is now selling them into northern West irginia and western Pennsylvania. Amerhart is now distributing RDI’s complete Titan Pro and Avalon
Aluminum Railing lines from its DCs in Pekin, Il. Traverse City, Mi. and Green Bay, Sun Prairie, and West Salem, Wi.
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S. . ollins o., aribou, e., has agreed to purchase uigley s uilding Supply, ort ent, e. he change becomes effective an. 1, when the store will officially be renamed S. . ollins. uigley s owner aren uelette will retire, while manager ustin Dubois and the rest of the crew will stay on. he uigley family has operated its business since 19 , after purchasing . . offin umber uilding aterials. ounded in 1 , S. . ollins operates a sawmill, four lumberyards, and a home design center.
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innish producer ets ood is rebranding its aster lank as erto in the U.S. he rebrand of our products is part of ets ood s ambition to continue to support our customers growth by providing them access to a readily available, high uality range of structural wood products under a globally recogni ed brand name, said irk ichols, sales-Americas.
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alculated Structured Designs has struck a deal with Simpson Strong- ie to offer a SS branded version of its iStruct software. ur current software customers will have the option to migrate to this new platform that will provide enhanced D modeling, precision loading and flexible output, said SS s ike ugbee. lans are underway to incorporate elements of the current SS software into the new iStruct program and to leverage SD s software to enhance other SS programs, including omponent Solutions Director and russ Studio. Simpson Strong- ie will continue to support customers using its legacy software until they can transition to the new iStruct platform. urrent SD clients and users will not be impacted by the new software, and SD will continue to offer their complete line of software.
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eyerhaeuser o., ederal ay, a., has agreed to merge with lum reek imber, Seattle, a., creating a -billion timber giant structured as a real estate investment trust. December 2015
ombining lum reek s million acres of forestland with eyerhaeuser s million will make it the largest private landowner in the U.S. he merger is also expected to save 100 million in costs. eyerhaeuser s Doyle Simons will remain president and . lum reek ick olley will become non-executive chairman, who will be one of five former lum reek executives on the new 1 -member board. he rest of the new executive team will include honda unter, senior -timberlands om ind uist, executive -real estate, energy natural resources Adrian locker, senior wood products ussell agen, senior Devin Stockfish, senior , general counsel, corporate secretary Denise erle, senior and im unke, senior -corporate affairs. Under the deal, which was unanimously approved by both boards, eyerhaeuser shareholders will hold about % of the merged company s stock, lum reek shareholders will own about %. t should close in late first uarter or early second uarter 01 , pending shareholder approval, and be followed by a . -billion share repurchase.
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he proposed ardwood heck off promotion program has been terminated. he Department of Agriculture has stopped the rulemaking process on the ar oo Lumber an ar oo Pl oo Promotion, esearch an nformation r er. he notice from the USDA s Agricultural arketing Service published in the ct. ederal egister states, ased on comments received, outstanding substantive uestions, and significant proposed modifications from stakeholders, USDA is terminating the proceeding. he termination became effective ct. 9. he proposed ardwood heck off sought to set a tax on lumber producers to help promote wood sales. he USDA said it received more than 900 comments to the original proposal, the majority of which opposed the program. he association concluded its assertion by stating, ermination of this proceeding will remove ex parte communication prohibitions and allow USDA to engage fully with all interested parties to discuss and consider the evolving needs of the industry going forward. Building-Products.com
DEALER Briefs Stock Building Supply’s
planned merger with BMC announced June 3 remains on track to close in the fourth uarter of 2015.
Ziegler Building Center has closed after 41 years, late last month shuttering its stores in Rapid City and and Spearfish, S.D. US LBM has ac uired pro dealer Building Supply Association,
Powder Springs, Ga. BSA was founded in 2007 by Michael angston and Tim Bice, who along with Beau ineyard and the rest of management, will stay on.
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edar reek, klahoma ity, k., has agreed to purchase illwork, yoming, i. he deal is expected to close this month. distributes mouldings from D s in rand apids, i. ansas ity, o. ouston, x. indsor ocks, t. and reenville and anning, S. .
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Advantage umber.com, Sarasota, l., the online division of Advantage rim umber o., uffalo, . ., has purchased a 1 0,000-s . ft. hardwood manufacturing plant in ra il.
he S -certified facility has kiln capacity of more than 00,000 bd. ft. and three production lines capable of producing million s . ft. of flooring, million ft. of decking, million s . ft. of deck tiles, and million bd. ft. of cabinet-grade lumber each year.
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rabber onstruction roducts, ighland, Ut., has been ac uired by rabber oldings , a newly formed subsidiary of food distributor Dot oods. rabber operates distribution locations in the U.S. and anada, plus an international and home center unit.
Lester Group, Martinsville, a., has launched another retail location, Building Supply of Manassas, a. The 6.5-acre pro yard with 50,000s .-ft. showroom and warehouse is managed by Billy Donnelly, ex-Jim Carpenter Co. H.H. Taylor & Son , ew Milford, Ct., closed its lumberyard ov. 28. The 114-year-old business will continue operating its hardware store and e uipment rental center. Kodiak Building Partners, Denver, Co., has launched Freedom Materials , ewark, De., to supply drywall and specialty gypsum products to the Mid-Atlantic region. It will be headed by Silvio Ferrari. ABC Supply has ac uired the assets of siding window supplier Team Wholesale, Hudsonville, Mi. Susan mudzinski will remain branch mgr. Brazil Ace Hardware, Brazil, Sam’s Do It Best Hardware building In., has opened in the former
(Steve Guernsey, general mgr.).
Ace Hardware this spring will add a new 12,500-s . ft. store in Brunswick, Md. Salem Street True Value Hardware, Boston, Ma., is closing
early next year after 52 years. Owner Ken Rothman, 63, has worked at the store since boyhood, when in 1964 his grandmother bought the business.
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MOVERS & Shakers e t arks has been named of sales marketing for nternational eams, Sarasota, l. Rakky P t am, ex- ulf agle Supply, is new to purchasing at yman umber, hanhassen, n. ha e elcher, ex- aster umber, has been appointed chief operating officer for yons umber, rankfort, y. imothy ockro t, ex-Self Serve umber, is now outside sales coordinator at arter umber, ansing, i. ay llsworth, ex- eeland umber, has joined the sales force at eekes orest roducts, rand apids, i. elli o zalez, ex-Shell umber ardware, is now a South loridabased professional services business consultant with picor Software. att emo ik has been named general mgr. of Arnold umber o., est ingston, . . e e e hart, ex- ampert, has rejoined ro uild, inneapolis, n., as sales mgr.
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ma a arti i ce t is a new sales rep at oy artin, Alexandria, a. ei h P r is, creative development mgr., was named among entral ouisiana s 0 Under 0 by To n Tal and oung rofessionals roup. el arcia has been named store mgr. of c oy s uilding Supply, Alice, x. o y i lay is a new territory mgr. with ardman holesale o., sborne, s. oh y so , ex- udson rading, is now mgr. of lumb umber s international division, Daphne, Al. ol y icko er, ex- ass holesale illwork, is a new outside sales rep with Star uilding Supply, okomo, n. oh ai ri has been named president of i Software Solutions Division, ort orth, x. o ie a is a new engineered lumber tech specialist with lue inx, Atlanta, a. oh e ki s, ex-Universal Supply, is new to inside sales at ri- ounty uilding Supply, leasantville, . .
December 2015
ra y, ex- ro uild, has joined umber, lainville, . ., as senior sales rep. aylor row , exSupply, is a new commercial sales rep at S uilding Supply, reenville, S. . aylie ose h has joined the inside sales team at A illwork abinetry, hanhassen, n. aso armichael, ex- lue inx, is now a Des oines, a., territory mgr. for arvin indows Doors. o al ra is olt ex- uilders, is a new truss designer estimator for eliable russ o., ew edford, a. oe a ma , ex-DA , has joined ovik as senior territory mgr. for the idwest. hris chiel has been promoted to of marketing at eather Shield fg., edford, i. e i ler is now mgr. of architectural commercial solutions, and o allstra is of sales. ha Powell has joined herma ru, aumee, h., as a territory mgr. for ew ork. riste ham ers is now managing the lorida sales office of o., ake swego, r.
Building-Products.com
ra y l ery will become president of oseburg orest roducts, oseburg, r., an. 1, 01 . lly or will continue as until an. 1, 01 , when he will retire and become chairman of the board, and ulbery will add the role of . ertram cott, ovant ealth, has been appointed to the board of owe s os., ooresville, . . a i em, ex-Dow hemical, has been hired as -science technology for ndustries, ittsburgh, a. e will add the title of chief technology officer when harles . ahle retires arch 1, 01 . o le is in charge of winter deliveries for ungus- ungus orest roducts, limax, v., according to co-owners h s and re y s.
APP Watch
App: TimberTech 3D Deck and Rail Produced by: TIMBERTECH Price: Free Platforms: iPad TimberTech is taking a revolutionary approach to deck design with a realistic 3D iPad app that takes deck and rail visualization to a new level. sing augmented reality technology, the new app allows the iPad users to envision their deck and rail choices right in their own backyard. It uses a visualization marker to allow customization of each design with various TimberTech deck and rail products, colors and baluster in-fill options. It then provides an accurate 3D image of what the future deck might look like in the exact space it will be built. The app also makes it possible to see detailed, close-up views of decking colors and textures. – Download from iTunes App Store
Building-Products.com
December 2015
Building Products Digest
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PRODUCT Spotlight By Tom Savoy, Insulfoam
The latest entry in rigid foam insulation A A around you. hether you re in an office, a yard, or on a jobsite, chances are a pencil is close at hand. hat pencil provides a clue about a new class of rigid foam insulation for residential and commercial uses. olystyrene insulations have been used in buildings for decades with numerous product options available for expanded polystyrene S and extruded polystyrene S . ow, a new type of polystyrene insulation graphite polystyrene S is being introduced throughout the U.S. ost building professionals know graphite as the material in pencil lead, or in some cases, as a lubricant. he material is comprised solely of carbon atoms, and is the most stable form of carbon. he chemical company AS has pioneered another application for graphite that many builders will find useful. y integrating high-purity graphite into the polymer matrix of S insulation, manufacturers increase the insulation s -value, while providing a lightweight, thin product that is easy to install. he graphite also provides a simple way to recogni e the insulation. S insulation has a gray platinum hue, which readily distinguishes it from bright white S or the pastel colored S insulations.
PS P
A
ith do ens of insulations available to them, your builder customers might wonder why there s a need for another type of rigid foam. hile S insulations offer
GRAPHITE polystyrene insulations are recognized by their gray color. (Photo by Insulfoam)
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GPS INSULATION is well-suited for a wide variety of wall applications. (Photo by BASF)
many cost-saving benefits and can be used throughout the entire building envelope, S expands on that performance in two key areas -value and breathability. alue he addition of graphite to S results in an insulation that provides the same -values as S, but in a thinner product. his makes S insulation ideal for use in space-constrained areas and in colder climates. Another benefit is that the graphite in S insulation enhances the material s -value as temperatures decrease. Similar to S, manufacturers produce S with blowing agents that do not diffuse during the insulation s time in service, so the insulation does not experience thermal loss as some rigid foams do meaning that the -value at time of installation is what will be provided years later. Breathabilit f you ve ever exercised in a nylon rain jacket or gone for a walk in an old-style rubberi ed rain coat, you know how uickly you sweat. n addition to getting wet and sticky, you also feel cold, which defeats the purpose of wearing a jacket. Something similar happens with insulation moisture is the enemy of insulation performance, as it reduces the -value. hile some insulations retain moisture, S has exceptional vapor permeability, making it a breathable insulation. ecause water vapor can pass through S, the insulation Building-Products.com
NEWLY DEVELOPED GPS insulation is available for residential and commercial buildings.
readily releases moisture from walls and foundations. his not only ensures thermal performance for the insulation, it also helps reduce the potential for moisture degradation of structural elements.
PS A
S insulations are available in numerous product configurations, including faced and un-faced products, for both residential and commercial applications, such as all sheathing systems ontinuous insulation
Building-Products.com
xterior nsulation and inishing Systems S and stucco systems re-cast or tilt-up walls etrofit remodel Structural insulated panels S s
PS C
he maxim you get what you pay for is important to remember when discussing insulation options with your customers. As a high-performance insulation, S is priced somewhat higher than other rigid foam insulations. ut, in addition to its value and breathability advantages, by
December 2015
(Photo by BASF)
achieving the same -value with less material, S can help save from 10% to % on material costs compared to S insulations. As a lightweight insulation that is significantly less dense than S, S also lowers shipping costs and speeds installation times, as it reduces the need to build up layers of individual sheets. ne could easily say that graphite polystyrene insulation easily pencils out. Tom a o is the technical irector of nsulfoam insulfoam com
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SHOW HOUSE in the Milwaukee, Wi., area illustrates new technni ues and materials in residential construction.
ngineered wood products excel in mHouse
mHOUSE’S SHELL and core featured RFPI Joists, Rigid am
, and RigidCoat underlayment.
ROSEBURG senior staff and customers begin their recent tour of the mHouse.
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m ouse currently under construction in atertown, i. architect ohn etter and interior designer Amy aman have teamed up to unite some of the industry s finest materials and technology in new applications to demonstrate what is being called a residential research lab. During the construction of the m ouse, open house events are showing off the design, with the goal of every room in the house and every product in those rooms showcasing the industry s best. oseburg orest roducts s oists, igid am , and igid oat subfloor underlayment were used exclusively for the m ouse s shell and core. ther oseburg products used include Sky ly hardwood plywood, Duramine thermally infused laminate panels, and Arreis and edex D . Despite the 1 inches of rain that fell in a 1 -day period as the m ouse subfloor construction began, and with the help of oseburg s products, the project has been able to sustain. hankfully, igid oat is produced with a water-repellant coating to protect the subfloor until the structure is enclosed. his is the first time ve actually gotten to use this new product, and it absolutely saved us, said etter. Building-Products.com
NEW Products
High erformance Treated Trim
iston lugger
he new Simpson Strong- ie Adhesive iston lug Delivery System offers a reliable, time-saving and easy-to-use method for dispensing adhesive into drilled holes for threaded rod and rebar dowel installations at all orientations and at deep embedments. he 10 models of adhesive piston plugs are si ed to provide a matched tolerance fit with the drilled hole. he barbed fitting on the end of each piston plug ensures a secure fit to the flexible tubing that attaches directly to the static mixing no le. he flexible tubing is available in -ft.-long rolls that can be cut to the re uired length.
S
Armor oat olmani ed xterior rim from elco orest roducts is manufactured using natural S spruce pine fir lumber and treated with olman A , a waterborne preservative system developed to provide extended protection to wood from decay and termites in out-of-ground applications.
0
. - 900
. 00 999- 099
The Backbone of Sales
Railing Leaves an mpression
lue arp inancial s new service model of their existing proven credit management service, lue arp owered, provides deeper insight into account aging and the ability to drill down into past due accounts. Suppliers can maintain their customer interactions as they do today, while lue arp stays behind the scenes. hey also gain best-in-class A management tools to better manage their collections efforts.
mpression ail aluminum railing by uilding roducts offers premium wrought iron aesthetics without the labor or expense. he railing s classic, crafted style in sleek black creates a striking effect when used with the A or imber ech expansive palette of deck colors. he system has numerous design options and installs easily and intuitively.
U A . 0 9 - 900
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Service nhancing Techni ues
Skylight Screens
itron offers several callboxes which enhance the customer experience for hardware stores, home centers, and lumberyards. ustomers can summon assistance to service areas like chain and rope cutting, lumber, paint and more, by simply depressing a large call button. adio-e uipped personnel are then alerted to the re uest and the appropriate person responds.
opfix S motori ed external ip screen for skylight applications by elux and enson minimi es solar gain in highly gla ed skylight applications, while still achieving desired natural lighting. ith its integration into the building management system, the screen can be extended or retracted in order to minimi e unwanted glare and reflection throughout the day reducing the cooling load of the building and improving occupancy comfort.
00
. -1
10
S
.US - 0 9
intage Fiber
ement
ichiha s wood-look panel line, oughSawn, is ideal for achieving a vintage or rustic look for commercial and residential projects, while maintaining modern performance and durability. he fiber cement panels come in three rustic colors obacco, Smoke and spresso. he cladding s rough-around-the-edges texture and earthy, weathered colors emulate the look and feel of aged barn wood.
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1 Building-Products.com
Fine oly-Ash Siding
pgraded
ailers
oral is expanding its popular Siding raftsman ollection by adding a bevel profile. he new style combines the look of traditional bevel or clapboard siding, historically seen with cedar and redwood, with the high-performance benefits of its poly-ash composition. oral ru xterior Siding is the industry s first and only polyash siding, offering a range of performance benefits that improve on both wood and wood-alternative siding products.
asonite s arn Door its are complete with everything needed to install a sliding door in one day. wo door kit options are offered rustic with -bar design and anti ue hardware and est nd ollection elrose, with modern design and stainless steel hardware. re-drilled doors make installation easy and seamless.
aslode has upgraded its 1 gauge Straight ordless inish ailing System to run on a . volt i-ion battery platform, replacing the i d version. he nailer allows for unparalleled power and precision. roductivity is significantly higher, enabling it to drive up to 1 ,000 nails per charge and to last days without a recharge. he i-ion batteries also have a 0% longer run time and can reach an 0% charge in only 0 minutes.
AS
AS
00
A
-
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Barn
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Testing for Safety
lein ools new line of test and measurement products are made to meet the safety re uirements of the industry and the durability demands of the jobsite. he line offers professional clamp meters and multimeters,
oor
00
-
its
.
00
D . - 990
test kits, electrical receptacle testers, non-contact voltage testers, and accessories, such as line splitters, magnetic hangers, replacement leads, and carrying cases.
00
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S.
Vinyl V inyl • Steel • Aluminum • Resalite™ www.rdirail.com www .rdirail.com | 1.877.420.7245 Building-Products.com
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Busy Traders Market confirms industry growth S A S A A raders arket attracted 1, attendees a % increase over last year and a sign that the lumber industry is looking forward to a positive year ahead. he raders arket has become the best time to meet face to face with the people that we grow our business with, said att amilton, general manager of lumb umber, Atlanta, a. he industry needs this event to help deepen relationships and build a level of trust that cannot be accomplished via email or telephone. A packed show floor and various networking receptions allowed representatives from lumber wholesaler manufacturer firms and providers of related services to spend time visiting current and prospective business partners. Attendees from nearly 0 companies learned valuable sales techni ues from sales pro im ancero and, thanks to a motivational keynote
Now on Video Check out 5 short videos highlighting new products and demos at the 2015 NAWLA Traders Market www.building-products.com
address by author and therapist onnie odesta, learned a little more about themselves or at least what shape matches their personalities best. Another useful touch the association included in the show was the illennial A panel, where industry leaders were given a chance to pick the brains of a panel of six seniors from regon State University forestry students who were at the show looking for future employment opportunities. ne activity included a
GEN Y: A A took place with a panel of seniors from OS , where company leaders got inside the heads of forestry students, and discussed what both sides were looking for in the hiring process.
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THE NEBULA: Along with peices of The Berlin Wall, this 100-ft.-long, 10,000 lb. centerpeice adorned the Hilton Anatole of Dallas, Tx. The art peice, which consisted of more than 4,500 amber crystals floated 50 ft. above attendees as they walked to the tradeshow.
ower oint, which listed various traits a millennial was looking for in a company. Amongst the various traits that were listed, one of the most important aspects was continuous feedback. e just want to know how we can improve at our job and move forward. ven if it s not always positive feedback, we just want to be in the loop, said student Dylan aunt. he A panel comes from an industrywide desire to raise up leaders for the future of the industry. Building-Products.com
NAWLA TRADERS MARKET Photos by BPD
NAWLA Traders Market recorded big-time attendance in Dallas: 1 Richard Mills, Kristie McCurdy, John entz, Holly Elliott, Steve Boscawen, Beth Banks, Scott yons. 2 aurie Creech, Tom Hackman. 3 Chris Batten, Jennifer Raworth, orma Bird, Steve Clitheroe. 4 Chuck Gaede. 5 Marshall auch, Tom Atkinson. Tonia Tibbetts, Ken ambertson, Alden Robbins. Randi Walker, Helena Jehnichen. Building-Products.com
Ben Barclay, Erin DeFouw. Tom Harley, Mary Kittrell, arry Boyts. 10 Bob oew, Drew Schasny, Mikko Saavalainen. 11 George Hewitt. 12 Dan Semsak, Randy Schillinger, Rebecca Richey, Matt Caissic, Jim Enright. 13 Darryl oewen. 14 Mike Thelen. 15 Rob Mitchell. 1 Derek Dryden, James Mortimer, Garth Williams, Jason Jacobson. 1 Brett Karen Slaughter. ( ore photos on ne t pa es) December 2015
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NAWLA TRADERS MARKET Photos by BPD
TRADERS MARKET II ( ontinued): 1 John ohanan, innette eger, Olga Dayneko, Jay Hudson, esse Blanton, Steve Cheatham. 1 Jesse Gomez, James Allen. 20 Reed Rediger, Anthony Muck. 21 ate Jorgensen, Rick Wildman. 22 Brian Paul, Kristen ockhart. 23 Greg Haupt, Matt Weaber. 24 Kim Pohl, Mike Moran, isa Martin. 25 Steve Maneri, Mel undberg. 2 Doug Colson, Todd indsey. 2 Catie Rebman, Devon ind uist. 2 Stephanie
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Ornelas. 2 Rick Stout, Bob Bell. 30 Mike Sims, David Pearson. 31 eslie Southwick, ee Greene. 32 Dusty Hammack. 33 athan Potter. 34 Mark Tesh, Mark oung, Dave Patch, Paul Frazier. 35 Rafe Krauter. 3 Matt Hungerford, Darrell Hungerford. 3 Rob Breda, Konrad Tittler, Ken Trainor, Mark Tittler. 3 Danny Osborne, Diane Tom Franklin. 3 Jim Pontoy, Bill Staley, arry Hawkins, Jeremy Folden. ( ore photos on ne t pa e) Building-Products.com
NAWLA TRADERS MARKET Photos by BPD
TRADERS MARKET III ( ontinued): 40 Cliff Pfingston. 41 Jeff Tweten, Blake Bailey. 42 Chuck Smith, Wendy Gay, Josh Storm. 43 Mike Dawn Holm. 44 Bart Bartholomew, Jim Futter Josh Goodman, Kyle ittle. 45 Pat an, Jim Johnston, Jay Bishop. 4 Ryan Griffith, Joseph Chicoskie, Dylan Hennessy. 4 Ann Evans, Chris Burr. 4 Harris Mayo, Chuck Harris. 4 Jim Tittle, Jack Wickham, John Smart. 50 Barry Schneider, Ken Caylor. 51 Building-Products.com
Bryan Schuyler, Craig Crafton. 52 Dean Johnson, Eric Schooler, Joe aBerge, Aly Kingsley, Grant Phillips. 53 Rick Benton, Rose Cingari. 54 Gunnar Brinck. 55 David Hanson. 5 Jill Brewer. 5 Brian Johnson, Jason Faulkner. 5 Connie Phillips, Amy itek. 5 James Moore, Marty Hawkins. 0 Robert Harris, Chris Evans, Tom Rogers. 1 Mike Boone, Michale McInnes, Jim Brady. 2 Scott owatzki. ( ore photos on ne t pa es) December 2015
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NAWLA TRADERS MARKET Photos by BPD
TM IV ( ontinued): 3 Bryan Carnithan, James Olsen. 4 Humphrey Wildeboer, Deepak Rai, Parker Wildeboer. 5 Robin Dudrey, Paul Waldon. Robb Starrett, Craig Smalley. Mike Stephanie obbett. Ted Dergousoff. Sarah Fyer. 0 Michael Kirkelie, Clark orwood. 1 Steve Thurber, Andy Williams, Kent Marks, Ron Gardner, Brett Shuler. 2 David Stallcop, Christy Hollenback. 3 Jeff Fantozzi, Jeff Easterling. 4 Rick Anderson, Patrick Power,
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Brian Smith, David Jeffers. 5 Chris Kollwitz. Steve Brandt, Jake Burns. Gary Hayes, Pat ynch, JT Taylor, Mallory Hillhouse. Doug Willis, Hex Hexberg. Bill Griffith, Chuck Casey. 0 arry Petree, Raymond uther, Joe Petree. 1 Mark Erickson, Trent Johnson. 2 Eric Swanson. 3 Barry Darrow. 4 Megan Burch, Jeff Haley. 5 Gary Snider, JR irnich. Ryan Wolters. Alex Beyer. Steve Firko. ( ore photos on ne t pa e) Building-Products.com
NAWLA TRADERS MARKET Photos by BPD
TRADERS MARKET V ( ontinued from pre ious pa e): Joe Mackay, Scott Poole. 0 Amanda incent, Bobby Byrd. 1 Ed ist, Mary Jo yblad, Mark Tucker. 2 Rick Anderson, Glen Frazeur, Kevin Potthoff, Tom Taylor. 3 Janne Max Jones. 4 ydia Smith, John Fagen, Bill McGrath, David Daugherty, Brian Benson. 5 Patrick Shelly Adams. Richard Brignac, Mel undberg, Mark Richardson. Gary Everett, Building-Products.com
Kevin Rooney. Chris Tatro, eville Pope. Gerry Gluscic, Karl Seger, Carl amb. 100 KayCee Hallstrom, Joe Honochick, Mark Grube, Karl Hallstrom. 101 Michael Burley, Eric Currier, Doug O’Rourke, Mark Heyboer. 102 Steve Brown, Matt Trullinger, Tim Hummel. 103 Jack Bowen, David Warford, Matt Duprey. 104 Bob Smith, Greg Fitz, Allen am, Gary Fallin. December 2015
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EVENT Recap APA/EWTA Annual Meeting/Info Fair
A A members travel back to their future A 0 members of A A and ngineered ood echnology Association, staff and guests gathered recently in oeur d Alene, d., for the A A annual meeting and nfo air. n keeping with the meeting theme, A A ooks ack to ur uture, Driving the oad to Success, presenters at the meeting shared perspectives on what the future holds for A A and the industry. he general session featured a panel discussion with Dr. homas aness, heryl amberg- ord, and Allyn . ord, dean of the ollege of orestry at regon State University, and Dr. aul inistorfer, dean of the ollege of atural esources and nvironment at irginia ech. hey shared their strategic visions for the industry and provided updates on their programs and the challenges involved in attracting students to their programs and to careers in the industry. n his State of the ndustry address, A A chairman om emple reported that the association has been making progress against the four goals identified in the A A s updated strategic plan. embership continues to be strong, with 1 member facilities in the U.S., anada and South America. A A now represents % of the structural wood panel production, % of glulam production, 1% of joist, and 1% of production. A membership has grown to 10 member companies. emple noted the importance of looking to the future, anticipating what s coming, and positioning A A and its members for success in the long term. ow do we invest and plan for the next 0 years e need to identify the
RO OMARTIN S Jonathan Martin (far ri ht) with his wife, Maggie, was presented the Bronson J. ewis Award by APA chair Tom Temple.
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APA PRESENTERS included (l r) chair Tom Temple, OS dean Thomas Maness, irginia Tech dean Paul Winistorfer, and president Ed Elias.
research and technical know-how that will support market development and building design in areas such as multistory residential and commercial construction, emple said. e reviewed key activities in codes and standards, market development, and educational outreach, and emphasi ed the important role that the board of trustees and advisory committees play in managing A A budget and activities. e face tremendous challenges in making forward thinking investments in the facilities and our people, while also recogni ing the right scale of activity and being tempted by mission creep, he said. A A president d lias noted the association s past successes, demonstrating the ability to be nimble as A A adjusted to changes in fiber usage, technology and more diversified product offerings. n the marketing advisory committee, consultant andy elvin reported on the innovative floor and wall systems used in the A A nside iew demonstration home built earlier this year in the hicago area. ans- rik lomgren, structural engineer, shared advancements in urban multifamily construction and provided an update on tall wood building projects. n other presentations to the A committee, A A market coordinators provided updates on the strategic marketing plan initiatives and market research director oe lling described the industry dynamics that shaped the market forecast for 01 . onathan artin, chairman and of oy artin, Alexandria, a., was honored with the ronson . ewis Award, recogni ing lifetime leadership and outstanding contribution to the industry. he A nfo air, a product and services exposition, featured exhibitors, marking continued growth in this popular information sharing and networking event. Building-Products.com
ASSOCIATION Update atio al m er il i aterial ealers ssociatio elected Scott ates, Denver umber, Denver, o., its new chair during its recent industry summit in olorado Springs, o., replacing outgoing .D. Saunders, conomy umber, ampbell, a. oining them on the executive committee are chair-elect eorge ester, ester roup, artinsville, a. treasurer Scott ng uist, ng uist umber, arcourt, a. manufacturers services council chair ary ackers, Do it est orp. ederated Association xecutives chair aren aker, klahoma umbermen s Association and onathan aine, DA, ashington, D. . he hairman s Award was presented to s ohn Somerville and Arkansas dealer oodie Acord. m erme s ssociatio o e as o isia a is hosting a series of safety seminars an. 19- 0 in ouston, x., and an. - in rapevine, x. orthwester m er ssociatio is getting ready for its annual orthwestern uilding roducts xpo an. 11-1 at Double ree by ilton, loomington, n. he expo will consist of various receptions for networking, committee meetings, a packed tradeshow, and a student career panel. n the meantime, members can sign up for the next blueprint reading material takeoff class led by instructor asey oorhees on Dec. 1 -1 in orth latte, e., and again Dec. 1 -1 in maha, e. he association is also planning for its upcoming pro-
fessional Development rogram, which will be on Selling alue in a rice arket, an. 11 at Double ree by ilton, loomington, n. District manager with ambria USA, ick rank, will lead the program. ips from the fast-pace workshop will help build value-added skills that business leaders can put to use right away. i merica m erme s associatio is reminding members to save the date for their upcoming 01 meetings an. - , issouri winter meeting an. 1 -1 , ansas winter meeting and an. 1- , Arkansas winter meeting. lori a il i aterial ssociatio will host its next board of director s meeting dinner Dec. at aylord alms esort onvention enter, issimmee, l. he following day at the resort will be a government relations golf tournament lunch. ortheaster Retail m er ssociatio will hold its next ortheaster o m er ecs board meeting an. in ensselaer, . . Among A affiliates, ew am shire Retail m er ssociatio is gearing up for its roundtable and board of directors meeting at he anchester ountry lub, edford, . ., an. 1 . he event will kick off with a guest breakfast roundtable and speaker, following the board meeting directly after. orther ew ork m er ealers ssociatio will host its holiday board of directors meeting Dec. 1 at entry s lam ove, ouverneur, . . e tral ew ork Retail m er ealers ssociatio s board of directors meeting is set for Dec. 1 at Strada ia, Syracuse, . .
COMINg: SPRINg bUyINg ISSUE For most dealers, the weeks leading up to the beginning of spring is the time to start formulating their buying decisions for the busy season. This February, Building Products Digest will be there to help, with a special Spring Buying Issue: • Tips on better buying • New tools to make buying easier, more effective • New products to keep an eye out for • Focus on DECKING & other outdoor living products • Features on OSB & Plywood, as well as Cypress
TO ADVERTISE IN ThIS MUST-READ ISSUE, CONTACT (714) 486-2735 PATRICK ADAMS – PADAMS@bUILDINg-PRODUCTS.COM OR ChUCK CASEy – ChUCK@bUILDINg-PRODUCTS.COM Building-Products.com
December 2015
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IN Memoriam Ro er loy P kall 9 , president of ukall umber o., Arbor itae, i., died ct. in Arbor itae. is family started the company in 19 , shortly before he graduated from high school. e started by buying standing timber, tallying milled lumber, and then delivering it. e left to serve as a first lieutenant and pilot in the Army Air orps during orld ar , earning the Air edal, Distinguished lying ross, and urple eart. n the late 19 0s, he took over management of the company and remained president until his death. e served on the boards of the orthern Softwoods umber ureau and ake States umber Association,
and in 19 he and his wife established the ukall umber oundation to support non-profits and aid organi ations. illy oe . . are, 0, longtime owe s manager, died ov. 10. After serving in the U.S. Army, he began working part-time for owe s in 19 while in college. e then devoted his career to the chain, working in Sparta, Asheboro and reensboro, . ., and noxville, n. A stint with sister firm uchan umber o. in 19 led to his being named manager of owe s head uarters store in orth ilkesboro, . ., which he oversaw for 11 years until retiring in 19 . . arry asmer, , former owner of oople umber Supply, oople, .D., and avalier umber, avalier,
CLASSIFIED Marketplace Rates: $1.20 per word (25 word min.). Phone number counts as 1 word, address as 6. Centered copy headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished camera-ready (advertiser sets type), $65 if we set type. Send ad to Fax 714-486-2745 or david@ building-products.com. Checks payable to 526 Media Group. Deadline: 18th of previous month. uestions Call (714) 486-2735.
HELP WANTED
PRODUCTS FOR SALE
R R roducts nc., the premier manufacturer of fire-retardant treated wood, is seeking an utside Sales rofessional. he ideal candidate is a motivated, success driven professional with excellent communication and presentation skills. A college degree with at least years of documented sales success is strongly preferred. uilding product channel sales and lumber or plywood sales experience is a valued attribute. his position is responsible for growing profitable sales through oover s network of wholesale distribution partners. he candidate must possess the technical acumen to communicate the varied product and service benefits that define the oover brand. he position will re uire the candidate to travel overnight extensively. Desired Skills and xperience ritten and oral communication erbal resentation rgani ed Success driven illing to travel overnight extensively nowledge of commodity lumber and plywood markets hannel sales experience xperiencing utili ing a solution roficient in computer applications xcel, ower oint, oogle Docs nterested candidates should forward a resume with three business references to hr frtw.com. oover reated ood roducts, nc., an e ual opportunity employer, offers a comprehensive benefits package including life, medical dental, disability, 01 k rofit Sharing, and onus.
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Building Products Digest
SHAVER WOOD PRODUCTS Southern Yellow Pine Timber Production
6x6, 6x8, 8x8, 10x10, 12x12
Reload Services & Storage Available Norfolk Southern Mainline Served Easy Access to I-40 & I-77 Company-Owned Truck Fleet (704) 278-9291 • Fax (704) 278-9304 Cleveland, N.C. email steve.twiford@gmail.com or shavers.reload@gmail.com
BPD
Building Products Digest
WANTED TO BUY
December 2015
.D., died of cancer ov. . e began his career in the late 19 0s with three years at Dawn onstruction in argo, .D., before going into business with partners Alvin and arvin hom. e co-owned and operated oople umber until 199 and avalier umber until 000. e then worked as assistant manager for rookston uilding enter, rookston, n., from 000 until 01 , when his illness forced him to retire. Ro ert . o o cher, 9 , longtime inneapolis, n., area lumberman, died Sept. . e worked for ones- oucher umber o., anton umber, Stokes umber, and S Sales before retiring in 00 . arol ea artma , , retired manager of reeneville uilders Supply, reeneville, n., died ct. from injuries suffered the day before in an accident at his cattle farm. e had been unloading 100-lb. metal gates from a trailer, when a stack of gates fell over and pinned him against the vehicle, crushing him. e retired last December, after managing the business for 0 years. a a ar oski 9 , retired ew ork yard co-owner, died ov. 1 . She and husband dmund owned erth umber and ennedy umber in Amsterdam, and orthville uilding Supply o., orthville, . .
PRODUCTS FOR SALE
TRI-STATE LUMBER CO.
Your Southern Yellow Pine Timber Connection Specializing in 6x6, 6x8, 8x8, 10x10 Tel. (662) 862-2125 • Fax 662-862-4900 email dhoman@tristatelumber.net
WANTED TO BUY
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DATE book istin s are often submitted months in ad an e Always erify dates and lo ations with sponsor before ma in plans to attend National Hardwood Lumber Assn. – Dec. 11, lumber grading short course, Oak Ridge, Tn. (901) 377-1818 www.nhla.com. Western New ork Lumber Dealers Association – Dec. 11, board meeting holiday dinner, Rochester, . . www.nrla.org. Northwestern Lumber Association – Dec. 14-15, blueprint reading material take-off workshops, orth Platte, e. Dec. 1 -1 , Omaha, e. (763) 544-6822 www.nlassn.org. Mid-America Lumbermens Association – an. - Missouri winter meeting (800) 747-6529 www.themla.com. Northeastern oung Lumber E ecs – an. Rensselaer, . . www.nrla.org.
board meeting,
United Hardware Distributing Co. – an. -10 market, Minnneapolis Convention Center, Minnneapolis, Mn. (800) 8356560 www.unitedhardware.com. Greater Roanoke Home Garden Show – an. -10 Roanoke, a. (877) 663-6186 www.showtechnology.com. Charlotte Build Remodel Landsca e E o – an. -10 Charlotte, .C. (800) 374-6463 www.homeshowcenter.com.
National Kitchen Bath Association – an. 1 -21 annual show, as egas Convention Center, as egas, v. www.nkba.org. Sur aces – an. 1 -22 Mandalay Bay Convention Center, as egas, v. (972) 536-6358 www.surfaces.com. Retail Lumber Dealers Association o Maine – an. 21 board meeting, Senator Inn, Augusta, Me. www.nrla.org. Mid-America Lumbermens Association – an. 21-22 Arkansas winter meeting (800) 747-6529 www.themla.com. Handy Hardware Wholesale – an. 21-23 market, George R. Brown Convention Center, Houston, Tx. www.handyhardware.com. House-Hasson Hardware – an. 21-23 dealer market, Opryland Resort, ashville, Tn. (800) 333-0520 www.househasson.com. BC Wood – an. 22-24 BIA Hawaii, Honolulu, Hi. (877) 422-9663 www.bcwood.com. Pittsburgh Remodeling E o – an. 22-24 David awrence Convention Center, Pittsburgh, Pa. www.homeshowcenter.com.
ADVERTISERS Index
Tulsa Remodel Landsca e Show – an. -10 Cox Business Center, Tulsa, Ok. (800) 374-6463 www.homeshowcenter.com.
Anthony Forest Products www.anthony orest.com ...................3
Indiana Home Garden Show – an. -10 Indiana Convention Center, Indianapolis, In. www.homeshowcenter.com.
BW Creative Railings Systems www.bwcreativerailings.com ..2
Charleston Remodel Landsca e Show – an. -10 15-1 Charleston, S.C. www.homeshowcenter.com.
Crum ler Plastic Pi e www.c
Northwestern Lumber Assn. – an. 11-12 Building Products Expo, DoubleTree, Bloomington, Mn (763) 544-6822 www.nlassn.org.
CT Darnell Construction www.ct-darnell.com ...........................2
Missouri Forest Products Assn. – an. 12 winter meeting, Capital Plaza Hotel, Jefferson City, Mi. www.moforest.org.
Do it Best Cor . www.inde endentsdoitbest.com ......................5
New Ham shire Retail Lumber Assn. – an. 12 roundtable board meeting, Manchester Country Club, Bedford, .H. www.nrla.org.
Everwood Treatment Co. www.everwoodtreatment.com ...........
American Fence Assn. – an. 12-15 FenceTech DeckTech, Music City Center, ashville, Tn. www.americanfenceassociation.com.
International Beams www.internationalbeams.com .........Cover I
Mid-America Lumbermens Association – an. 14-15 Kansas winter meeting, Hutchison, Ks. (800) 747-6529 www.themla.com. Lake States Lumber Assn. – an. 14-15 annual winter meeting, Radisson, Green Bay, Wi. (920) 884-0409 www.lsla.com. Do it Best Cor . – an. 15-1 winter conference, Hotel del Coronado, San Diego, Ca. (260) 748-5300 www.doitbestcorp. Austin Home Garden Show – an. 15-1 www.austinhomegardenshow.com.
Austin, Tx.
- i e.com ................................34
Ko -Coat www.ko -coat.com ............................................Cover II Lumbermens Assn. o Te as
Louisiana www.lat.org ...........23
Metsa Wood USA www.metsawood.us ......................................31
Columbia Home Building Remodeling E o – an. 15-1 Columbia, S.C. (800) 374-6463 www.homeshowcenter.com.
Mid-Columbia Lumber www.mid-columbialumber.com .Cover III
Greater Cincinnati Remodeling E o – an. 15-1 Oh. www.homeshowcenter.com.
Pennsylvania
Louisville Home Im rovement E o – an. 15-1 (800) 374-6463 www.homeshowcenter.com.
Sharonville,
Indiana Lumbermens Mutual
lmins.com ......1
ouisville, Ky.
Railing Dynamics Inc. www.rdirail.com .....................................35
Guardian Building Products – an. 1 -1 , dealers show, Paris Hotel, as egas, v. (800) 569-4262 www.guardianbp.com.
Roseburg Forest Products www.roseburg.com .......................21
Long Island Home Show – an. 1 -1 ong Island Sports Hub, Syosset, . . (888) 560-3976 www.acshomeshow.com.
Siskiyou Forest Products www.siskiyou orest roducts.com ..2
Westchester Home Show – an. 1 -1 Pace niversity, Pleasantville, . . (888) 433-3976 www.westchesterhomeshow.com
Sunbelt Racks www.sunbelt-rack.com ......................................2
Lumbermen s Association o Te as Louisiana – an. 1 -20, HR safety seminars, Kingswood Houston, Tx. an. 2 -2 , Grapevine, Tx. (512) 472-1194 www.lat.org
Swanson Grou Sales Co. www.swansongrou inc.com ...........
International Builders Show – an. 1 -21 as egas Convention Center, as egas, v. www.buildersshow.com.
Viance www.treatedwood.com .........................................Cover IV
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December 2015
Building Products Digest
45
FLAShback 90 Years Ago This Month he oaring wenties. t was a time of economic prosperity, a time of cultural edge, and a time when BPD’s predecessor, The California Lumber Merchant, was just getting its legs, having been around for just four short years. inety years later, we look back at some of the things our sister publication covered throughout the holidays, and closing out 19 . he ocky ountain egion had 100,000 acres of mistletoe-infected yellow pine, according to . . ates, director of the ocky ountain orest xperiment Station. ates was very interested in the possibilities of a mistletoe-immune strain of pine, which he believed he had discovered and could propagate. umber was assembled into seven barges and loaded onto schooners at ray s arbor for shipment to iami. he barges were intended to constitute the nucleus of e uipment for a branch of the rowley aunch owboat ompany in the lorida boom port. he shipments were followed by the dispatch from alifornia to six other larger barges in tow of two ed Stack tugs for iami, for lightering purposes. he need for them was pressing due to the fact that the channel from the sea to the city was shallow and the vessels drawing more than 1 feet of water could not navigate
DECEMBER 1 25 issue of The alifornia umber er hant spotlighted western wallboard producer Schumacher Wall Board Corp. In 1946, Schumacher merged with Fibreboard Corp., which itself was rolled into Owens Corning in 1997.
the channel. his caused much discussion in coast shipping circles. alls were made on ew ork, oston and other Atlantic ports for tugs for lightering e uipment to relieve the congestion, especially of lumber awaiting discharge from ships at iami. fforts were made by the ashington atural arks Association to preserve ashington s largest cedar tree and 0 smaller trees. A fund of 000 was being raised to buy the trees from the orth end imber o. he big tree was declared to be the largest cedar measured by forest authorities.
UST AROUND THE CORNER IS 201 90 years ago this month, an attractive four-page spread ad was run by Hipolito Co. Manufacturers, os Angeles, Ca.-based producer of screen doors and windows.
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Building Products Digest
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December 2015
An exhibit of he ed iver umber o. attracted much attention at the alifornia State air in Sacramento, a. he company furnished the design and materials for the cabin, which was erected by assen ounty, a., as their principal display. or the exterior they used incense cedar log cabin siding in the round pattern. alifornia knotty pine plywood panels were used for the doors and recessed panel over the fireplace. he interior was decorated with guns and a clock on the mantel, relics of covered wagon days from assen ounty s historical collection.
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