BPD November 2015

BPD

Building Products Digest

NOVEMBER 2015

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

FALL DECKING ISSUE • CHANGES IN TREATED WOOD • INSULATION

Working for you.

Sean Atkins Forklift Driver, 1 year

Engineered Wood Products Real Wood Siding

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November 2015

 Volume 34  Number 9

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 Circulation Manager Heather Kelly hkelly@building-products.com

Special Features

In Every Issue

8 MARGIN BUILDERS NO DOWNTIME FOR DECKS

10 FEATURE STORY TREATED WOOD CHANGES PROPOSED

12 PRODUCT SPOTLIGHT SALES TIPS FOR CEDAR DECKING & SIDING

14 INDUSTRY TRENDS SYNTHETIC DECKING EVOLVES

16 EVENT RECAP: DECK EXPO JOINT DECK & REMODELING SHOW

30 NAWLA–THINKING AHEAD MARKETING THROUGH SOCIAL MEDIA

36 PRODUCT SPOTLIGHT MIX & MATCH INSULATION

41 PHOTO RECAP: FLORIDA EXPO 46 PHOTO RECAP: SFPA ANNUAL GLOBAL BUYERS MISSION

6 ACROSS THE BOARD 20 COMPETITIVE INTELLIGENCE 22 OLSEN ON SALES 24 EVANGELIST MARKETING 32 APP WATCH 34 MOVERS & SHAKERS 38 NEW PRODUCTS 44 ASSOCIATION UPDATE 48 IN MEMORIAM 48 CLASSIFIED MARKETPLACE 49 DATE BOOK 49 ADVERTISERS INDEX 50 FLASHBACK

Online BPD DIGITAL VERSION, BREAKING INDUSTRY NEWS & PHOTOS BUILDING-PRODUCTS.COM TWITTER.COM/BLDGPRODUCTS 

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THIS MONTH’S EDITION AS WELL BACK ISSUES OF BPD CAN BE VIEWED DIGITALLY AT BUILDING-PRODUCTS.COM

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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

Let’s do something happy now

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REN’T THERE TIMES

when you just lean back in your chair, exhale deeply, and say, “Oh, brother”? It’s the busy season again. My team and I are in the midst of a couple of months of non-stop travel. We have several big issues to publish. The New Year is in sight. The holidays are right around the corner.

I head home after a long day and, in an attempt to multitask, I ask my 4-year old daughter to sit with Daddy and watch a bit of the news before dinner since I had no time to catch up on anything during the day. We sit down and after about 15 minutes, I notice something unusual; she hasn’t said a word. This may be the only 15 minutes since she was born where she didn’t have something to say!

I started watching her watch the news. I saw the look on her face as she attempted to understand what the images and commentary meant in what happened in the world today. She finally looked up at me and asked, “Daddy, can we do something happy now?” Later that evening, I spent a lot of time thinking about what had played out that night.

I remember my father watching the news every night, but I don’t remember anything about the news stories. But that evening I thought about all the evening news stories I’ve watched recently and wondered when the last time I heard about something good happening. In fact, each evening’s report reads as if Armageddon itself is upon us— the daily body count, global warming, foreign conflict, political strife, corporate corruption.

I wonder what that message, without us realizing it, does

to us? Surely, something good had to happen today, didn’t it? Anyone who knows me knows that I’m not a “stick your head in the sand” kind of person, but I do wonder what it would be like if we watched a channel that reported only the “good news” that took place each day.

I can tell you something that I’ve learned since that day while spending a lot of time watching my daughter. Every day she wakes up happy. Every day she’s happy when I get home. Every day she’s happy with her dinner, even if we’re in a rush and it’s just chicken nuggets and carrots. Every day, she’s happy when she goes to bed at night, and I’ll bet she even has happy dreams. And, why not?

Even in tough times, we live in the greatest country on Earth. We have health, jobs, food and roofs over our heads.

I have a family who loves me, I have employees who work hard and care about what they do, and we have an industry in which our customers are more like friends. All around us, if we look for it, there are people doing amazing things for others simply because it’s the right thing to do!

They say to look at the glass as half full. I believe we were all born with that trait and at some point in our life, we forgot it. Maybe we started watching the news too often! Sure, there will always be something to worry about, but you know what—there will always something to be thankful for, too!

So I wonder what would happen if we took the lead at home and at the workplace to focus on the positive. Not just for a day or a week, but if we really made an effort for, say, an entire month. If we tried hard for every response, every piece of feedback, every lane change on the highway, and every exchange with a stranger to be positive. How would our family and workplace be influenced (other than temporarily thinking we might be crazy) and, as a result, what would be possible for us to accomplish?

As we approach the holiday season and soon Thanksgiving, I hope all of you take the time to consider what my 4-year old taught me—let’s do something happy now! Thank you everyone for your kind feedback and your support. I wish you, your family, and your team a Happy Thanksgiving!

“Things turn out best for people who make the best of the way things turn out” ~ John Wooden Patrick S. Adams Publisher/President padams@building-products.com

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Building-Products.com

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FALL DECKING SPECIAL ISSUE

MARGIN Builders Offseason Sales Strategies

No downtime for decks

3 ways to make the most of your off-season of the off-season. These tips apply equally to businesses operating in areas where the weather is favorable for winter deck building.

Get Educated

DECK BUILDERS are continually being challenged to create customized outdoor spaces that are as livable and aesthetically pleasing as they are durable and high-functioning. Involving contractors in off-season educational and decision-making processes is a good business practice.

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OLD , MESSY

and unpredictable, November weather ushers in the slow period for deck builders in many areas of the country. But for distributors and dealers of decking and deck accessories in those regions, the “down months” ahead are critical to holding a competitive advantage in the spring.

“Winter weather is a known evil,” points out Bill Langmaid, eastern regional account manager at Deckorators, an industry leader in

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decking, railings, balusters, post caps, and more. “When the season changes and business gets halted, the focus of decking distributors and dealers needs to shift from moving product to laying the groundwork for a robust spring selling season.”

Before long, temperatures will begin to warm and homeowners will be looking to create unique and stylish outdoor living spaces. Until then, here are three things decking distributors and dealers can do to make the most

November 2015

The abundance of decking product options available on the market today can be overwhelming for anyone in the supply chain. Take full advantage of off-season opportunities to gain expertise on new products and programs, says Jim Groff, executive vice president and chief marketing officer at WOLF, a major supplier of building products.

“People are most comfortable selling what they know more about,” says Groff, whose company serves independent dealers in 33 East Coast and Midwestern states. “The more you can do to prepare yourself to talk about not just what you offer, but why it’s different and better, and why a contractor or consumer might be more receptive, the more apt they are going to be to turn to you.”

Participation in such opportunities as lunch-and-learns, seminars, training sessions and presentations from manufacturer partners can deepen understanding of the latest product lines and initiatives.

Let Your Customers Help

Deck builders are continually being challenged to create customized outdoor spaces that are as livable and aesthetically pleasing as they are durable and high functioning. Langmaid, of Deckorators, suggests including contractors in the educational and decision-making processes as much as Building-Products.com

possible.

“With the fast-paced and changing climate in the decking industry, dealers can benefit from engaging contractors to learn and help make decisions on new and existing products,” Langmaid says. “Contractors need to be confident in your products. If weather prevents them from being outside working on projects and/or they have some time, involving them is a good business practice.”

Show Up

Shows offer valuable off-season opportunities to showcase products and services and build relationships with customers. While the potential

benefits of participating in dealer and contractor shows are apparent, Langmaid says local home shows represent an opportunity to enhance spring sales of outdoor products that is sometimes overlooked.

“Home shows are well-attended, and a dealer might have a small deck display alongside interior products, with a discounted package to buy decking in April, May or June,” says Langmaid. “If you’re not able to generate much outdoor living interest during the off-season, it’s forward-thinking to postpone that activity but have an up-front commitment by offering a significant discount at a show.”

Distributors and dealers should be

aggressive with promotions on existing inventories during the off-season months, according to Langmaid. But the key to the off-season is diligent preparation—in other words, treating the upcoming “down months” like a selling season even if the rewards are not as immediate.

“When people are ready to build a deck, they’re ready,” Groff says.

“There’s pent-up desire because over the course of the winter homeowners have been planning and envisioning themselves on a deck. When the weather breaks, and they’re queued up with a contractor, you want to be ready, too.”

THE OFF-SEASON is the ideal time to gain expertise on new products and innovations. At DeckExpo 2015, Deckorators introduced Vault decking and new cable railing. Made with patented Eovations technology, Deckorators Vault decking delivers the industry’s best strength-to-weight ratio.

Building-Products.com

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FALL DECKING SPECIAL ISSUE

FEATURE Story

By David Koenig

New treated wood standards put to the vote

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12, 2015, is the deadline for American Wood Protection Association committee members to submit their votes on proposed AWPA rule changes prescribing higher retention levels for certain deck joists and beams.

Some industry members expect the change to result in little to no difference in what dealers stock and sell.

Others predict inventories could change dramatically.

The current controversy started with Hal Bumby, owner of Maine Wood Treaters, Mechanic Falls, Me. “I’m a third-generation wood treater, with 44 years of experience,” he says.

For the first half of his career—and the entirety of his father’s and grandOVEMBER

father’s careers—the industry supplied one general use chemical, CCA, typically treated at .40 retention to withstand ground contact—even if the wood wasn’t intended for a ground contact use. According to Bumby, performance problems were non-existent, but in the early 1990s environmental concerns surfaced because CCA contained arsenic.

“Because of EPA pressure, as an industry we abandoned CCA and went to a new generation of preservatives,” Bumby explains. He says that the new chemicals work well when used for their intended applications.

Unfortunately, consumers have used non-ground contact material in ground contact situations, creating the

TREATED WOOD should be clearly marked whether or not it’s suitable for ground contact, yet the industry is weighing proposed changes to guard against misapplication.

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possiblity for premature deterioration or failure. “The consumer remembers a bullet-proof product for any end use,” Bumby says. “They’re going to use treated wood for what they want to use it for.”

He says the problem is most acute in areas where higher-retention wood is difficult to get, less likely to be stocked, and may have to be specialordered.

Bumby doesn’t think suppliers should have to worry about their products being misapplied. So, last fall, he brought his concerns to AWPA’s technical committee meeting, which led to a proposal that all treated wood 2x8 or wider be treated to .40 or higher. The proposal was voted down—“It was too big a change,” Bumby admits. But a secondary proposal was authorized to proceed. After months of reworking its language, the new proposal would move decking, joists and beams in critical structural applications and subject to prolonged wetting or in tough-to-reach areas into the higher retention UC4A category.

Southern Forest Products Association’s Eric Gee supported the earlier proposals, reasoning that the change would benefit the overall performance and reputation of treated wood and reduce claims. Yet Gee expects the new proposal to have little to no impact on the decking industry, since the proposal doesn’t affect standard deck boards, just joists and beams in critical structural applications—which should already be treated to ground-contact.

Currently, treated wood is properly labeled with “above ground” and “ground contact.” Since the proposal Building-Products.com

doesn’t require all treated wood to be treated for ground contact, some observers expect many retailers to continue purchasing the least expensive product possible.

Bumby, however, predicts that the change could encourage dealers to stock more higher-retention materials, even though they might cost a little more than lower-retention wood.

The nation’s two largest wood preservative companies, Koppers and Arch, apparently support the measure; however, the third, Viance, has taken issue with the change.

The company states, “The proposal to modify the current AWPA Use Category System (UCS) definitions related to Exterior Use-Above Ground applications does not meet some basic criteria on which the AWPA is founded, and the subjective language being proposed should not be used in a standard. In our opinion, the proposal was not fact based or scientifically supported. Furthermore, Viance does not have any claims against above-ground treated materials that would justify the changes that are being proposed.

“All AWPA standardized preservatives are vetted by technical experts in the AWPA’s ANSI accredited review and standardization process, and we find no reason to alter the current UCS. Materials that have not been reviewed or standardized by the AWPA may require additional or higher retention levels to meet the current UCS requirements, but we do not see a need to modify AWPA standards based on the performance of non-AWPA standardized treatments.”

One sticking point for Viance is that the new proposal comes across as vague. “Regardless of the chemistry, the subjective language being proposed will lead to confusion in every step of the value chain,” the company contends.

“Viance wood treatment preservatives use AWPA standardized chemistry, and our treatments do not require any adjustments to be compliant with the IBC or IRC model building codes. Pressure treated wood beams and joists carry a lifetime limited warranty and protect the homeowner against the attack of wood-ingesting insects and decay fungi. Increasing the chemical retention levels on these materials will increase costs across the supply chain all the way to the homeowner without any apparent need. In addition, it may also create additional environmental concerns for homeowners, retailers and treating facilities.”

Bumby, on the other hand, thinks that tying the change to use instead of size “in a weird way, it’s more specific.

Joists and beams should be ground contact, and joists can

Building-Products.com

Use Categories under Review

A proposal now under review by AWPA would change the wording on the service conditions for the various use categories of pressure treated wood.

UC3A Above Ground – Protected

Use Environment would be listed as “exposed to all weather cycles, including intermittent wetting” instead of “not exposed to prolonged wetting.”

UC3B Above Ground – Exposed

Service Conditions would be altered to exclude aboveground uses with ground contact-type hazards. Deck joists would be reworded to specify “joists and beams for decks and fresh water docks, unless they are difficult to maintain, repair or replace, and are critical to the performance and safety of the entire system/construction.”

Use Environment would also be changed from including “prolonged” wetting to “intermittent wetting but with sufficient air circuation so wood can readily dry.”

UC4A Ground Contact – General Use

The above uses and conditions newly excluded from UC3B would be placed in this category.

UC4B Ground Contact – Heavy Duty

Use Environment would be expanded to “include continuous or prolonged wetting.”

UC4C Ground Contact – Extreme Duty

Use Environment would be expanded to “include continuous or prolonged wetting.”

be 2x6s.”

The initial letter ballots are due by November 12. Over the ensuing weeks, AWPA will then attempt to resolve any negative votes or public objections. If objections remain, a recirculation ballot will be released, possibly in early December. Appeals can then be submitted, followed by a procedural review by AWPA’s executive committee, consideration of appeals, final action on proposals if procedurally correct, and setting of an effective date by the executive committee. The earliest a new standard would go into effect is in late April/early May with the publication of the new Book of Standards.

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FALL DECKING SPECIAL ISSUE

PRODUCT Spotlight

By Patrick Graham, Weyerhaeuser Distribution

9 tips for selling cedar decking and siding

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of the most beloved materials for new and remodeled homes, with an authenticity and beauty that has been relied upon for centuries and in-demand for decades. Still, the material faces increasing sales pressure from a growing number of alternative materials.

Here are nine strategies for breaking through the marketing onslaught to ramp up cedar decking and siding sales.

way to get that true authenticity is through the real thing.

In addition, cedar offers a combination of features that can’t all be claimed by other materials: it is naturally resistant to rot, decay and insects; it’s long lasting; it’s versatile in its appearance; and it’s sustainable, made from renewable resources, and biodegradable.

Decking & Siding

Get to know the recommended practices for installing cedar, which will help ensure the finished project is as beautiful as possible, so the customer is satisfied over the long term. For example, ensure builders and remodelers know to use hot-dipped galvanized, aluminum or stainless steel nails; electroplated nails can rust and disintegrate.

EDAR IS ONE

1. Understand cedar’s value

There’s a reason ads for alternative materials often claim, “Looks like cedar!” The beauty of cedar is undeniable and is consistently desired by homeowners. The only

CEDAR DECKS offer among the highest ROI of any material.

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2. Communicate installation best practices

(Photos by WRCLA) Building-Products.com

Decking

3. Understand the true costs and ROI

It’s a common misconception that cedar decking costs more than other materials; and while that’s true in comparison to a Southern yellow pine treated deck, it’s not the case with most composite products and premium woods. Wood decking also offers a higher return on investment than composites, according to the Remodeling magazine 2015 Cost vs. Value report, with a recouped value of 80.5% versus 68%, respectively.

4. Dispel cedar decking maintenance myths

If needed, show buyers historic homes as evidence of cedar’s longevity. In Portland, Or., for example, the 1840sera McLoughlin house still retains its original cedar siding.

8. Create compelling displays

Don’t rely on one-off samples to showcase the beauty of cedar siding. Create a mock façade where the siding and trim can be on full display in larger swaths to really demonstrate the value, as well as provide space to show various stains. Seek out help from your local certified cedar distributor for strategies and support with creating compelling siding displays.

Another misconception about cedar decking is that it’s high maintenance, but in reality cedar requires about the same level of maintenance as a plastic product, notes Paul Mackie, spokesperson for the Western Red Cedar Lumber Association.

If homeowners opt not to stain the cedar deck and let it go gray, the surface requires occasional cleaning with a mild oxygen bleach solution to keep mold and mildew at bay; how often depends on the climate and amount of shade. Under the exact same circumstances, composite products will require a similar cleaning schedule to rid the embossed woodgrain of debris and dirt, he says.

5. Create an inspiring

display Sample boards can help buyers make a selection, but nothing beats a full-size SIDING made of western red cedar and other natural materials is once again a hot trend. deck on site to draw them in and keep them motivated. Dealers with a walkable deck 9. Display a range of options display tend to sell more, and the price of materials to build Many buyers likely don’t realize that cedar comes in a the display can be recouped quickly. range of patterns and grades. Ensure your displays exhibit 6. Don’t neglect the details the possibilities of what’s available, even if all options are Along with the deck materials, make sure you also carry not kept in stock. This same philosophy carries over to the coordinating accessories, railing options, lighting and showing the material in different applications, such as vercorrect fasteners. Homeowners want to create a backyard tical and horizontal orientations and mixing sizes to help oasis, so make it easier for them to find everything they add curb appeal and a unique look. need to do so.

Now more than ever, buyers crave products that add value, boost curb appeal, and differentiate their homes from Siding the others on the street. Dealers are a key component to 7. Dispel cedar siding maintenance myths showing pros and consumers alike how cedar can help Similar to decking, many buyers think that only cedar them accomplish those goals. More resources and informarequires maintenance, but most high-end, non-vinyl prodtion can be found at www.realcedar.com. ucts require finishing of some kind. Siding’s vertical orien– Patrick Graham is national product manager for tation allows it to perform quite well with pre-staining and Weyerhaeuser Distribution, Federal Way, Wa. Reach him at pre-finishing. “There is more and more of a trend to using patrick.graham@weyerhaeuser.com. natural products in siding and trim,” notes Mackie.

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FALL DECKING SPECIAL ISSUE

INDUSTRY Trends

By Julia Fitzgerald, AZEK/TimberTech

“Decknology” changing the face of synthetic decking L

the emergence of decks, the 1950s showed the first signs of residential decks built from wood, typically square and uninspired in design. For decades, decks were made mostly of pressure-treated lumber to try to slow rotting from moisture and the elements.

Then, in the early ’90s, the first composite decks hit the market, with no splinters, lower maintenance, and a high level of design potential. Once it was clear to decking contractors that homeowners desired an “outdoor room”—a place to spend more time outdoors, less time on maintenance— alternative materials made from a variety of plastics and wood became a mainstay of their businesses.

A few years ago, capped technology took the category to a game-changing new level.

This evolution of composite and PVC decking has truly been a fascinating development within the building products industry. The homely looking composite boards of the ’90s are now as sleek and elegant as the most high-end tropical hardwoods, with much of the enhanced aesthetics owed to new capped technology. It’s a process of adding an extra, protective layer that has changed the face of decking today—enabling better performance, extended warranties against fading and staining, and unprecedented looks.

OOKING BACK AT

HIGH TECH in decks is moving composite and PVC decking to new levels.

(Photos by AZEK)

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GORGEOUS PVC deck (left) was first realistically and accurately visualized on an iPad (right) using a 3D app.

The innovation of “decknology,” as we call it, has moved capped wood composite and capped PVC decking into an entirely new arena. For capped wood composites, the polymer cap is the high performance barrier that keeps moisture from being absorbed into the organic core, making it even more important that the cap be on all four sides of the deck board for optimal protection. The same evolution in technology has been applied to railings, which are now largely manufactured with a composite core surrounded by a polymer cap for tougher wear and tear and reduced moisture absorption.

Additionally, the aesthetic possibilities—streaking, variegations, multiple colors within a board, and subtle textures—have made quantum leaps forward with the refinement of capped technology. The cap actually provides a palette to emboss or transfer more detail in a number of proprietary ways, rendering the deck board a work of art that reflects the natural qualities of tropical woods such as ipé and mahogany.

Although known for their beauty, hardwoods can be tough to work with, not to mention just as premium priced as the manufactured alternatives. When you add the benefits of low-maintenance, no splinters, and extended warranties, many contractors have switched over entirely to capped composites and capped PVC. Steven Schneider Construction, San Rafael, Ca., is family owned and operated by Steven and Brucie Schneider, servicing the entire San Francisco Bay area and outlying communities. The Schneiders use capped decking products exclusively and say these options are the best decking technology ever invented.

“We have little to no callbacks with capped wood composites and PVC decking,” said Brucie. According to Steve, capped composites allow a seamless flow from the interior to the outdoor deck. “The colors and textures and hidden fasteners all contribute to the look of indoor flooring for a nice transition,” he said. “When you add in the fade and stain warranties, ability to create accent colors and the creative design possibilities, why use anything else?”

Along with juggling material choices, contractors are faced with the challenge of interpreting a homeowner’s vision for their dream deck and finding a way to share that vision with their customers. With all of these natural looking, beautiful materials to work with, complementary railings, lighting and other amenities, the challenge often Building-Products.com

becomes how to share their vision with the homeowner to close the deal. Enter Augmented Reality (AR), a new “decknology” tool that brings the future deck to life—right in the homeowner’s own backyard!

Architects and homebuilders had already been using 3D CAD software which provides virtual, realistic views of rooms and all of their details. Now, Augmented Reality, a technology being introduced by AZEK/TimberTech, is changing the way contractors sell decks by allowing them and their customers to virtually design their future decks on an iPad in 3D. George Abdow, George’s Renovations, West Springfield, Ma., recently built a deck for a homeowner who wanted capped PVC that looked like a hardwood, but was apprehensive about the stair design and rail color. “By using the app to show them how the design would flow and how their rail choices would look with the decking, I was able to gain their trust,” said Abdow. “They were also able to visualize an accent color for the deck’s perimeter and they were sold! It makes sharing and selling the project so much simpler and the 3D App has really changed the decking portion of our business.”

Abdow added that the images of the virtual future deck and the resulting real-life deck were amazingly similar.

Designed for an iPad, and downloadable for free, the software superimposes realistic images on a real world setting such as a backyard or side of a house. When the iPad is pointed at a visualization “marker” downloaded from a website, the design process begins. Users can swap out deck board styles and colors, railings, baluster infills and lighting. Moving closer to the marker, allows up close views of the decking’s realistic colors and textures. Users can even walk around the virtual deck for a side view.

After download, it does not require an internet connection and the contractor can save the images and email them to the homeowner. It’s completely portable, since many contractors already take an iPad to a jobsite or sales call.

With advancements in “decknology” such as breakthroughs in material science, manufacturing techniques, and virtual backyard reality, building the perfect deck has become much easier to do.

– Julia Fitzgerald is chief marketing officer for CPG Building Products, overseeing the AZEK and TimberTech brands. For more information, visit www.azek.com.

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FALL DECKING SPECIAL ISSUE

Decking show opens up Rolling three shows into one lured thousands to Chicago’s Navy Pier early last month.

Although the three events—Deck Expo, the Remodeling Show, and JLC Live—technically maintained their separate names, they appeared to be held as one giant exhibition, sharing the same show floor, exhibit hours, and many of their supporting activities, such as receptions and seminars.

The annual deck and remodeling shows have been “co-locating” since 2009, but only last year began holding them in conjunction with a regional

JLC Live event. This year’s bundled “R/D/J conference” featured about 270 exhibitors, who benefited from a wider mix of attendees who could cross seamlessly between the comingled booths of once-separate events.

“The rise of cable railing systems was one of the more interesting trends at this year’s (show),” noted attendee Jason Arigoni, director-pro merchandising for Home Depot. “These systems seem to be growing in popularity, probably because they’re durable, long lasting, and minimize view obstruction.”

Other trends he noted were the continued adoption of composite decking and increasing integration of lighting in deck and patio spaces.

DECK ENTHUSIASTS gathered recently in Chicago for the annual Deck Expo, Remodeling Show, and JLC Live. [1] Brian Kirn, Jay

Sweeney. [2] Daniel Franklin, Becky Duffy, Austin Crawford. [3] Loni Ksobiech, Jacek Romanski. [4] Tom Taylor, Mandy Vizcarra,

Andres Alvarado. [5] Jeremy Jordan, Scott Cathcart. [6] Susan Rhoades. [7] Russ Mika. [8] Abigail Martin. (More photos on next 3 pages)

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Now on Video

Check out 15 short videos highlighting new products and demos at the Deck Expo and Remodeling Show www.building-products.com/deckshow

Building-Products.com

DECK & REMODELING EXPOS Photos by BPD

CROWDS packed the combined Deck Expo and Remodeling Show (continued from previous page): [9] Brian Woods, Jeff Perry, Lisa Martin, Kyle Loveland, Mark Stoeven. [10] Erica Savage, Charlie Jourdain. [11] Maureen Murray, Toby Bostwick, Jennifer Beal, Mark Skinner, Rachelle Shendow, Jessica Pearson, Building-Products.com

Peter Jonswold. [12] Jim Stephenson. [13] Jerrod Butler, Mike Abrams. [14] Todd Apple, Lindsey Fox. [15] Adam Calverley. [16] Dennis Reid, Philip Baranski. [17] Kory Brown, Glen Williams. [18] Mike Richerson, Roger Williams, Neil Robinson. [19] Mike Donoghue. [20] Lance Keller, Brian Betz, Doug Brookz, Brent November 2015

Gwatney, Moss Pettigrew, Tom Jacques. [21] Mary Kittrell, Larry Boyts. [22] Stacey McCray, Renee Cieslikowski, Anitra Mecadon, Kelly Guinsler, Marcos Mante, Rod Lopez, Edwin Escobar, Stephen Hass. [23] Mark Van Huffel, Jay Peterson, Marilyn Chase.

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Photos by BPD

DECK & REMODELING EXPOS

FALL DECKING SPECIAL ISSUE

MORE EXPOS (continued from previous pages): [24] Mike Gregory, Darrell Hungerford, Matt Hungerford. [25] Mike Stepenski, Kevin Harris.

[26] Kris Owen, Kirk Hammond. [27] Michael Grant, Andy Penny, Praveen Sood. [28] Joe Ragsdale, Tom Rachfal. [29] Bob Heidenreich,

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Chris Kollwitz. [30] Ernie Couillard, Andrew Pantelides, John Foley, Quinton Weber. [31] Arne Zenneck, Joe Bolden. [32] James Storrer, David Morgan. [33] Dan Shanahan, Andrew Romano, Rick Sabatino. [34] Will Bothe, Laurie Gizer. [35] Paul Groh, Greg Martel, Chris

November 2015

Johnson. [36] Jeff Osborne, Linda Hajjar, Mike Descoteaux, Jim Poulin. [37] Ralph Schmidt.

[38] Jim Miller, Rick Pully. [39] Scott Jarrett, Loren “Digger” Graber. [40] Marc Maniaci, Mike Deboer.

(More photos on next page) Building-Products.com

DECK & REMODELING EXPOS Photos by BPD

EVEN MORE Expos (continued from previous pages): [41] Bill McCarthy, Jeff Flake, Milan Matheson, Bill Langmaid, Chris Lopez, Alyssa Naum, Dan Morovitas, Ryan Piper, Chris

Camfferman, Kevin Nichols. [42] Andrew Brookshire. [43] Daniel Scheaf, Scott Fischer, Tim Quanstrom. [44] Jay Poppe, Alexis Sivcouich, Eric Gee. [45] Mark Moeller. [46]

Rick Friesen, Michael Bomkamp. [47] Bo Bryant, Phil Lail. [48] Bryce Miller, Michael Lindbert, Chris Sanders.

– Serving the industry for over 30 years – Phone: 800-763-0139 • Fax: 864-699-3101

www.spartanburgforestproducts.com Building-Products.com

November 2015

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19

COMPETITIVE Intelligence

By Carla Waldemar

Good Nabors

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HEN L EE N ABORS bought the yard from his dad in 2000, becoming the third generation to run Nabors Home Center—launched by his grandfather in the ’60s in the tinier-than-tiny North Central Mississippi town of Eupora (pop. 4000)—the ink had barely had a year or two to dry on his diploma from Ole Miss.

Was he: (1) looking to enjoy the laid-back lifestyle he’d grown up with in a spot too small to rate bold print on the state map? (2) pumped with college-boy, brave-new-world vigor and aiming to reinvent the wheel? or (3) a savvy lad who saw the merits of owning his own enterprise and growing its outreach in the area?

I bet you know where we’re heading: The clear answer is number three.

Lee set about widening the prospects of the home center (which served not that many actual homeowners directly) by expanding the focus of clients from pro (his dad was a contractor, himself, and perhaps his own best customer) to pursuing a stronger retail trade.

“We had the lion’s share of the business from the contractors in the market, but I wanted to grow the retail side; the mix would be good for us, so I wanted to focus on growing that side of the business.”

But how? By offering the products homeowners needed at competitive prices, he says. “I listened to customers, their wants and needs, and responded to them—added categories.” Categories like—um—pool

supplies? Here in rural Mississippi, populated by what Lee documents as “mostly agricultural and forest” enterprises? (Okay, the home center’s market includes the entire 18,000-strong county area, but still…)

You bet. “Pool supplies have been really good for us; it’s evolved into a major category that works well. You’d be surprised, here in rural Mississippi, how people love having pools.”

And categories like garden, another who-knew hit. “We launched a greenhouse, where we raise our own flowers and vegetables for seed. We built it up to capacity, and it’s been very profitable,” he testifies.

Rental, too, although “it’s not as great as 10 years ago, when there wasn’t much competition. Now there’s more, and,” he allows, “I’m not as passionate about it as I used to be. It takes the right person to run that department…” But Lee thinks he may have found his man.

Then there’s the concrete plant he bought during the recession. “It was owned by a conglomerate that was downsizing and closing the plant” in the nearby town of Houston, Ms., meaning “our customers would have nowhere to buy concrete—a major hassle for a builder. So I decided to buy the business—the plant and five

MISSISSIPPI lumberyard/home center owner Lee Nabors believes in hands-on management.

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Building-Products.com

PLANS FOR Nabors’ new location in Houston, Ms., were hatched in the middle of the economic downturn.

trucks,” knowing zip about the process and the product, he readily admits. “The first batch I ever saw was my own. I’d hired a guy with some experience, but it was the first batch for him, too. We learned on the spot. Sure, we made some mistakes, but it didn’t take long. We got efficient—got real good—and made $10,000 on it last year.”

Not only was that a nice new source of income, but, as Lee had figured, the venture also pulls weight as a prime marketing tool. “It helped us lure pro contractors, by supplying something they gotta have—and at a good price and with the best service. It’s the front end of a building project,” so Nabors Home Center stood ready and able to supply everything else needed from the foundation on up. (“I used to have an outside salesman, but I found that word of mouth was the best advertising. People come to us.”)

Of course it’s not that easy. There’s competition, “no matter where you are or what you sell—here, mostly other independents. But I offer the best prices and service, plus a huge inventory. People know we’ve got what they need at a competitive price. I use Margin Master to help with pricing—up and down, what the market will allow, to pinpoint my price points.” Margins are running 28%.

Then, at last, Lee took a rare day off to go deer hunting.

But, wouldn’t you know? “I got bored sitting up there in the stand, so I got to thinking, what about opening a second store? I climbed down and started driving around to scout the neighboring towns,” and ended up buying out a fellow in Houston, 38 miles away. He opened it as Nabors in 2013.

“The two stores are similar—in fact, they mirror each other, although Eupora has one-third the volume—smaller and in a smaller market. The second, larger store has done really well,” he notes.

Lee operates both with a staff of 30-plus, trained in product knowledge by his various vendors, and in attitude “by myself. I’m hands-on. I’m the motivator. My philosophy is ‘If there’s a problem in the yard, go to the manager.

Building-Products.com

If there’s a problem with the manager, then go to me.’”

And if there’s a financial problem due to a major recession, as Lee (and everybody else) recently experienced?

“Business in 2008-09 was down to about half. All around us, people were closing. Builders turned to repair and remodel jobs—very few new homes. We had to make adjustments—which, actually, ended up making us a better operator. I actually made more money and grew more in the recession than any other time, because the competition had gone into survival mode.

“I opened the concrete plant, starting the planning process in 2009, when we were at the bottom. And I worked on store number two then, too. But I had to let some people go. The rest of us took pay cuts and did without company health insurance.” Both have since been restored.

But Nabors never let up in its marketing program. “I believe in it—oh, absolutely!” Lee insists. “We dedicate one percent of total revenue to advertising: circulars, radio, TV, newspapers, community sponsorships.” Add to that the savvy marketing tool called Keeping Your Eyes Open. “I recently saw a house going up in the next town over, so I pulled the information and called the home owner. We ended up trading with him for the rest of the concrete.”

And that’s not the end of the story. “A third location? Sure, I’d like to,” he muses. “I have five sons coming along—two in college, one in high school and two in middle school. If any of them wants to take a hand in what I do, we’ve got good prospects.”

Carla Waldemar cwaldemar@comcast.net November 2015

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OLSEN On Sales

By James Olsen

Give them a reason to buy

T

O BE GREAT salespeople, we must embrace our role as influencers, mind changers, and leaders. Many sellers take a much too passive role in their relationship with their customers. Master sellers lead customers by giving them sound reasons to buy. The approach is simple and effective.

It creates trust.

Customers want and need to be told why to buy. Ninety percent of salespeople do neither, leaving customers dissatisfied and irritable. Average salespeople complain about the poor treatment they receive from customers without realizing they are bringing this treatment on themselves.

To achieve our goals in sales, we must learn how to lead our customers by telling them, in a strong yet diplomatic way, why they should by from us.

The List Close

The List Close is a simple and direct way to lead and ask at the same time. Its simplicity is easy to understand and disarming in its directness. The List Close makes sense and feels right. Humans like threes, so we pick three reasons we think will most influence our customer. We then arrange them in order from least to most important. In this way we create a rhythm that builds to a crescendo—asking for and receiving the order!

Customer: “Oh, I don’t know”—or “I’ve got to check a couple more prices”—or “I’m not sure if now is the right time.” (This, after they said their inventory was low!?)

Us: “Susan, I understand your concerns. Let me tell you why I think you should buy. One, this is the beautiful Appleton stock you love. Two, the Appleton product is scarce; I only have this one load, which I picked up especially for you. And, you told me you were low on inventory and needed to buy so, Susan, let’s put this one together.”

The Similar Story Close

You have sold something recently. Or someone on your team has sold something recently. We take that victory into our next sales call. Humans want proof. When measuring value we ask ourselves, “Has anyone one else bought this?”

In fact, most consumers (86%) won’t buy until someone else has bought and used that product with success.

(Diffusion of Innovation Theory, which studies who buys new ideas more quickly, breaks buyers into five classes: Innovators, Early Adopters, Early Majority, Late Majority, and Laggards. Innovators and Early Adopters make up only 16%.)

Customer: “I’m a skeptical about the quality.”

Us: “John, I understand. Many of my customers had the same concerns. I had a customer in Texas. I badgered him for months until he broke down and tried one truck. He loved the stock. He is now on contract. You are going to love the quality; what are your order numbers?”

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The Scarcity Close

The Scarcity Close works in many situations but especially well in the following: • with the buyer who wants to “shop it just a bit more.”

• with the (overly) analytical buyer.

• with the “hand wringing” or hesitant buyer.

• up markets.

Customer: “That sounds like a good price, but I’m going to make a couple more calls and I’ll get right back to you.”

Us: “Pete, that’d be okay except this car won’t be here when you call back. We’ve got 20 people in here working this deal because it’s the best deal we have. Give me your order number now, before someone else takes it off the board.”

Customer: “Let me check one more thing, and I’ll get back to you.”

Us: “Research is important, Nathan. And that’s why I did a ton of it before I called you. All indicators point to an up market. You know you’re going to need at least this car, if not more. Your costs are only going up and this car is the last one we have at this price. We’re trying to pay $10/MBF more and can’t find it.

Based on this, I can’t let you off the phone (or can’t leave your office) without your order number.”

Our customers want and need us to lead them. Let’s do what they want! Give them reasons why going with us is best. When we give them reasons to buy from us, they will.

James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com

Building-Products.com

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EVANGELIST Marketing

By Alex Goldfayn

How to add new customers through powerful marketing

T

basic ways to grow your company: expanding business with existing customers or bringing on brand new customers. This month, I’ll focus on bringing in large numbers of new customers. Next month I’ll focus on selling more to your current customers.

When I ask clients and audience members how much of their business is made up of existing customers re-ordering, the percentages are extraordinarily high—often north of 80%. This is a positive, of course, because your customers love your work. But it’s also dangerous, because if some of your larger repeat customers leave, you’ll be dealing with a big hole. That’s why a steady flow of new customers is so important to small businesses.

Here are three simple techniques to turn on your new customer hose, and keep it flowing at high pressure: Seek Referrals: Your existing customers are a golden and oft overlooked source of new customers. We don’t ask for enough referrals. Often, in my speeches and workshops, I ask participants why they don’t ask for referrals more.

Here are some of the answers: Fear. What if they don’t like us as much I think? Don’t want to impose. Don’t want to take clients’ time. Not sure how. It’s not a part of my process. Never really asked before.

Essentially not asking for enough referrals is a mindset issue. We lack the confidence and self-esteem to do so. It’s as simple as that. The tragedy here is that your happy customers would be thrilled to recommend you to their peers and colleagues. All you have to do is ask. I’ll take it one step further: It is your responsibility to ask for referrals.

You owe it to your family, your staff, and your children to make your company as healthy and successful as it can be.

Instead of simply asking, I’ve been implementing a twostep process for my clients, and it has been working beautifully. First, at the time of every new order—on the phone, in person, and even online—we must simply inform our customers that we will be asking them for a referral at the time that we deliver this order. “If you’re pleased, I would love to help somebody you know, in a similar position as yourself, with the same kind of value and service. If it’s okay with you, I’ll ask you for this referral in a week or so, when I deliver the order. Sound fair?”

Then, when the time comes, simply say so. “Remember we talked about a referral if you were pleased. Here we are!” You’re laughing as you say it of course, but there’s no point in tip-toeing here. They’ve already agreed to help HERE ARE TWO

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you. A two-step process like this holds the customer accountable to providing the referral, and, just as critically, it holds you accountable to asking for it.

Specialize in Vertical Markets: Next, take a look at the types of industries your customers belong to. Perhaps you deal with many manufacturers? Or people in a certain region? Identify your top current markets and exploit your success there. Some of my most successful clients have conquered just one or two vertical markets. Become a specialist. Visit the conferences and conventions. Create a good list…

Build Lists: If you do not currently have a good list of people who can buy from you, this is probably the most important activity in this article. Right now, start a simple spreadsheet. You want names, titles, companies and full contact info, online and offline. Gather all of the people you’ve ever done business with, and add them to the spreadsheet. Do the same with people you’ve talked about business with, but have not worked with. Have every salesperson in your organization do this.

Finally, you might think about having lists built for you professionally. For about 20¢ per name, you can have a list builder create spreadsheets filled with your ideal prospective buyers. Head to elance.com and search for “list builder” and you’ll see how this works.

When you have your list, send value: Case studies.

Testimonials. Advice from you. How-tos. Tools, techniques and interesting insights. Briefly profile a product in every communication you send.

To grow, you need to build a nice funnel of new incoming business. Any one of these techniques can get you there. Pick one, and try it for 15 minutes tomorrow.

– Alex Goldfayn is CEO of revenue growth consulting firm Evangelist Marketing Institute and author of the The Revenue Growth Habit: The Simple Art of Growing Your Business by 15% in 15 Minutes a Day. Visit www.evangelistmktg.com.

Alex Goldfayn CEO, Evangelist Marketing Institute www.evangelistmktg.com Building-Products.com

New Owner for Consolidated

Arrow Building Center operator Consolidated Lumber Co., Stillwater, Mn., has been acquired by investment firm Aiglon Capital Management, Durham, N.C., and a management group.

No locations are expected to close and management will stay the same, although Ron Schumacher has been promoted to president/CEO, succeeding David Majeski, who retired Sept.

1 after 46 years with the company.

Founded in 1903, Consolidated operates 15 Arrow Building Centers in Wisconsin and Minnesota, plus a DC, cabinet gallery, commercial services, post frame construction, and window services divisions.

Canfor Purchasing Anthony

Anthony Forest Products, El Dorado, Ar., has agreed to be acquired by Canfor Corp., Vancouver, B.C. The purchase, expected to close in the fourth quarter, includes five manufacturing facilities in the South and a 50% joint venture ownership in Anthony Eacom, a wood I-joist plant in Sault Ste. Marie, Ont. Canfor says Anthony will become an integral part of its southern forest products business, and will continue to operate with its existing management and sales teams. Canfor’s existing southern yellow pine operations have been a quality lumber supply partner for Anthony’s glulam plants for over 10 years.

“We are truly excited about this

partnership with Canfor, a progressive leader in our industry,” said president and CEO Aubra Anthony. “It is a good and comfortable fit.”

Northeast Treaters Building Bigger Plant

Northeast Treaters, Belchertown, Ma., has demolished its treating plant in Athens, N.Y., and is building a higher-capacity facility in its place.

During the summer, right before shutting down the Athens plant, Northeast Treaters began treating with Dricon fire retardant at its Belchertown facility, so there would be no interruption in providing FRTW to customers. In addition, Athens continues kiln drying and is distributing wood treated at Belchertown.

The old plant was built more than 40 years ago; Northeast Treaters bought it in 1996, but found it increasingly inefficient. “The new plant will be state of the art, with a lot of automation,” said general manager Greg Christy. “It will exceed our previous capacity by at least 25%.”

The plant will be able to treat more dimensional lumber with Dricon and Wolmanized preservatives in a single shift five days a week than it had previously in a two-shift, six-day week.

Tank Fab, Inc. is manufacturing the piping system for the new facility and will be installing the autoclaves, tanks, pumps, piping and instrumentation. Construction should be completed in January, and Christy is targeting a start-up date of February 11, 2016.

DEALER Briefs Alexander Lumber acquired Peoples Complete Building Center , the assets of 113-year-old

Watseka, Il., as its 20th retail yard.

Foothills Hardware & Building Supplies, Pilot Mountain,

N.C., held a grand opening Oct. 1 to show off its expanded lumberyard and new home center design.

Taylor and Leah Baker purchased the former Discount Builders Supply in February.

Star Door & Sash Co., Toledo, Oh., is shutting down after 44 years.

US LBM division Wallboard Supply Co. has puchased 4-unit Poulin Lumber, Derby, Vt. Owner Cory Poulin, former owner of the 79-year-old business, will maintain his role overseeing day-to-day operations with the existing team.

Harry’s Lumber Co., Norwood Park (Chicago), Il., will rebuild after being struck by an Oct. 20 blaze.

Luhrs True Value Hardware, Milford, Pa., submitted plans to build a new 11,000-sq. ft. store in Hawley, Pa. Worrell’s Ace Hardware , Wildwood, Fl., has soft-opened its new 18,000-sq. ft. store in Belleview, Fl. A grand opening is set for February.

True Value franchisee Peter Grebeck this month will unveil his third branch—in the Livonia, Mi., building that housed a True Value Hardware store for 52 years until closing in 2014.

Hjermstad Hardware, Cannon Falls, Mn., closed Oct. 17 after 56 years. Remaining assets are being auctioned off online Nov. 9-16 by Houghton Auctions.

Gladwin Ace Hardware , Gladwin, Mi., was purchased by Roger and Sherry Clouse from Richard Strohkirch, who will continue operating The Tool Haus next door.

Trimmer’s Hardware, Hamilton Oh., is closing Nov. 30 after 30 years.

Builders Supply Co., Shreveport, La., was honored by the local Chamber of Commerce.

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Building-Products.com

U.S. Producers Hope to Start Talks After Softwood Lumber Deal Ends

Squeak-Free Moments.

JLC JL C Liv Livee NW W Booth #801 #801 Upperr thread d adds clamping fo orrce, c prevents micrro-movement o

Negotiations on a new trade deal between U.S. and Canadian producers had yet to resume following the Oct. 12 expiration of the 2006 Softwood Lumber Agreement.

The seven-year pact—extended in 2013 by an additional two years—was the culmination of decades of at-times rancorous feuding over accusations that Canada was unfairly subsidizing its lumber manufacturers by charging them under-market fees to log government-owned lands.

The U.S. Lumber Coalition would like to see a new deal, but one that reflected current market realities.

“Unfortunately, world timber and lumber markets have evolved and the 2006 agreement is now outdated,” noted Coalition chairman Charlie Thomas, Shuqualak Lumber Co., Shuqualak, Ms. “The Coalition intends to continue working with the U.S. Government to reach a new agreement that will resolve this issue effectively in the future.”

He said the Canadian government has so far been unwilling to enter into negotiations. “If Canada continues to stay away from the negotiating table,” Thomas said, “the U.S. industry will eventually have no choice but to use our rights under U.S. trade laws to offset the unfair advantages provided to Canadian industry.”

As part of the original 2006 agreement, Coalition members agreed not to file petitions under U.S. trade laws for one year following the expiration of the deal. Thomas said, “We hope Canada will make use of this next year to work constructively with the U.S. government to secure a stable and effective agreement that all stakeholders can support.”

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SUPPLIER Briefs DW Distribution, DeSoto, Tx., agreed to buy the operations of Arrowhead Lumber Sales, Oklahoma City, Ok. Although DW has served Oklahoma for 25+ years, this becomes its first DC in the state. Existing staff, including Dusty Hammack, who founded Arrowhead in 1981, will stay on.

Mid-States Wholesale Lumber has sold its 5.6acre property in Oklahoma City, Ok., for $8 million, but will continue to operate at the site until it completes construction of a new facility.

Masonite has purchased Thorofare, N.J., for $13 million.

USA Wood Door ,

Harvey Building Products, Waltham, Ma., has been acquired by Dunes Point Capital.

Management as well as members of the Bigony and Morrison families will remain investors in the business.

Robinson Lumber, New Orleans, La., is now exclusive distributor of Peruvian tropical hardwood flooring, decking and lumber from Lima-based sourcing firm Bozovich.

BlueLinx is now distributing Boral TruExterior trim and siding products from its University Park, Il., and Des Moines, Ia., distribution centers.

Earlier this year, BlueLinx introduced Boral products into the Upper Midwest, from its warehouse in Maple Grove, Mn., which supports its Des Moines and Wausau, Wi., outlets.

Building-Products.com

THINKING Ahead

By Mark Wells, UFP Purchasing, and Jamie Holder, Aljoma Lumber/UFPI

Is social media part of your marketing strategy?

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a social world. Nowadays, when we want to know what’s happening with our friends or in the news, or we want to learn more about a company or a product we’re interested in, we oftentimes turn to investigate via social media. In fact, according to the Pew Internet Project, 74% of online adults use social networking sites. And Globalwebindex says that 47% of all online time is spent on social media.

So what does that mean for your business? That if you aren’t reaching your target audiences where they are (social media), you may not be reaching them at all.

The social media landscape has gotten increasingly broad over the past decade—there are more technologies than we know how to use, more platforms than we know what to do with, more people to reach than ever before (more than 2 billion people have social media accounts, according to wearesocial.net). Just thinking about how social media fits into your marketing strategy can get overwhelming, but if you start with a plan that works for your business’ goals, the benefits can be long-lasting.

You can:

in the industry, so that when they are looking for services, you are top of mind. By using social media, you can showcase the uniqueness of your business, as well as your value, by sharing content that is relevant to your audience.

You can also expand your reach by tapping into conversations related to your industry via hashtags, etc., and connecting with influencers who can help you spread your message to a broader audience.

Increase Your Businesses Brand Awareness

Interact with the People who Matter

E LIVE IN

You want people to know about your company and its offerings, and you want them to recognize it as a leader

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Position Yourself as the Go-To Expert

When you post content that inspires, informs, entertains and educates your audience, you are helping establish credibility for your company and showing that you have expertise in your field.

And while it’s important to share your own content— the stuff that you create—it’s also beneficial to share the content of other experts in your industry or a related field.

This shows your audience that you actually care about them—that you’re more concerned about providing value than self-promotion.

Your customers, potential customers, industry influencers and partners—here’s your chance to connect with

Building-Products.com

A Special Series from North American Wholesale Lumber Association

all of them in real time. While face-to-face meetings and phone calls still prove to be extremely crucial when building relationships, social media can help as well.

Through your networks and on the social channels you choose to use, it’s easy to build a community between your business and the people who are most interested in learning about it.

Enhance the Customer Experience

Surely one of the biggest concerns of those who do not use social media is the potential for negative comments from followers. But this is also one of the biggest opportunities.

While your social media policy (which you should have if you plan to incorporate a social aspect into your marketing) should clearly outline how to deal with lessthan-ideal comments, you can use this as your chance to answer any questions, address customer concerns, correct inaccurate information, etc. Solving a problem and making it easier for someone to interact with your business will improve your company’s image that much more.

Using social media in your marketing can give your business great returns, but remember that you need a strategy in place and that it takes time to build a strong following. Be flexible and realistic in your goals, and you’ll be sharing in no time.

Would you like to gain additional best practices and industry-leading strategies to grow your business? Join other decision makers from the forest products industry at NAWLA’s 2016 Leadership Summit, March 13-16, 2016, at the Westin Mission Hills in Palm Springs, Ca. Online registration and program details are available at nawla.org.

– Mark Wells is national SYP manager for UFP Purchasing, Union City, Ga., and a member of NAWLA’s board of directors.

Jamie Holder is an account manager with Universal Forest Products/Aljoma Lumber, Miami, Fl.

About NAWLA

NAWLA (North American Wholesale Lumber 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 North America.

Learn more about how NAWLA can help your business at www.nawla.org.

Building-Products.com

8 Tips for Getting Started

Once you’ve defined your objectives and goals with using social media in your marketing, you’ll need to actually start planning and posting. Here are eight ideas to keep in mind as you begin that process: Be human. Oftentimes, we resort to an unnaturally professional, jargon and buzzword-filled voice when we post on social media, and even when we write emails, website copy, etc. Ditch that approach and speak as if you were actually talking to a human (because, well, you are).

Be conversational in what you share and let your company’s personality and culture shine through.

Be concise. Keep posts clear and to-the-point.

Post frequently. One of the most important factors of using social media is consistency. Develop an editorial calendar to help you stick to posting regularly, whether it’s once a day or once a week.

Use images. According to Social Media Examiner, your fans and followers are 44% more likely to engage with content on social media that contains pictures. And these don’t have to be professionally taken photos (although they can be). Have a cool new piece of equipment you want to showcase? Or maybe you want to show off your team? Sharing quotes or tips via graphics are also becoming more popular. Sites such as Canva and HubSpot offer some free design templates that you can choose from.

Give offers. Offering discounts or other specials to your customers will help you reel them in and can increase their engagement with you socially.

Share advice. Or other nuggets of wisdom and industry knowledge. This will help increase the value of your company in a follower’s mind and help position your business as an expert in the industry.

Don’t talk about yourself too much. If your social media sites are only promoting your company and its offerings or services, people will eventually tune you out.

You should, of course, talk about your business and its happenings sometimes, but the important part is being social and engaging with your audience.

Track your successes (and failures). While reviewing and examining analytics around social media can be a separate task in itself, it is important to keep track of how your posts are performing. This step informs what works (and what doesn’t work) when engaging with your audience and will help with future planning.

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Blaze Strikes Florida Dealer

Ro-Mac Lumber & Supply will rebuild in Mount Dora, Fl., after a Sept. 23 fire.

A warehouse packed with shingles and other inventory was destroyed.

Total losses: about $200,000.

Investigators pinned the cause on a vine-covered power line bordering the business.

The fire occurred in the evening, after the business had closed. No one was injured.

Weyco Building Modern New Sawmill in Arkansas

Weyerhaeuser Co., Dierks, Ar., is undergoing a $190-million renovation at its southwest Dierks, Ar., manufacturing location.

The new milling facility will have an annual production capacity of 387 million bd. ft., 25% more than current capabilities.

The new sawmill will connect the east side of the current complex, where lumber has been sawn continually for more than 100 years. The old mill will continue production on the west side of Holly Creek until the new one is fully operational.

Four dry kilns will be the first

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component of the expansion to come on line.

In support of the new facility, Rich Mountain Electric Cooperative will build a $1 million transmission line to a $3 million substation that will feed power to the sawmill. The route of the new 2.5-mile transmission line will traverse Weyerhaeuser land only.

APP Watch

Search Continues for OKC Hardware Store Thief

Police in Oklahoma City, Ok., are looking for a male suspect who may be responsible for thousands of dollars of theft from local Lowe’s hardware stores.

According to reports from Lowe’s employees, a man, who they’ve apparently seen before, walked into the store on multiple occasions, including Oct. 9, grabbed tools and merely walked out. The man was then seen jumping into a silver Chevy Impala, leaving the scene.

According to Oklahoma City Police Sgt. Ashley Peters, on at least two occasions he robbed the store, “boldly taking items that he does not pay for.” Surveillance cameras captured the man walking out of the store with a DeWalt drill under his arm.

November 2015

App: Lumber Blue Book Produced by: BLUE BOOK SERVICES Price: Free Platforms: iOS and Android Blue Book Services’ mobile app is now available for smartphones. It includes numerous robust features, including search for company by location, Blue Book rating, lumber products handled, business classification, direct-dial from a phone number, and link to a map/business location.

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Building-Products.com

MOVERS & Shakers Jim Land, ex-Smoot Building Solutions, has joined the outside sales team at Tibbetts Lumber, Palm Bay, Fl. Mike Hans has been named president of the lumber division of Conner Industries, Fort Worth, Tx. Alex Apolinar, ex-Bridgewell Resources, has joined the lumber sales force at Matheus Lumber Co., San Marcos, Tx. Gary Smith has been named VP-sales & marketing for NyloBoard, Covington, Ga. Sarah Johnson is new as marketing communications coordinator.

Steve Bryan is now Texas marketing and product development mgr. for Dixie Plywood & Lumber Co., covering the San Antonio, Dallas and Houston branches.

Nathan Hascher is new to UCS Global, Chicago, Il., as import lumber sales rep.

Rusty Arnold, ex-Cedar Creek, has joined the lumber sales force at Frontier Forest Products, Overland Park, Ks. Altino Rucker, ex-Shusters Building Components, is now Cleveland territory sales mgr. with Funch Lumber, Cincinnati, Oh. Matthew Bendig has transferred to manage Allied Building Products’ Gaithersburg, Md., branch.

Todd Hoeg has opened a Savannah, Ga., sales office for KP Wood, Vancouver, B.C., handling European lumber imports.

John Bavester has joined Hutchison Lumber & Building Products, Manchester, Ia., as managing director.

Thomas Taylor is now store mgr. of McCoy’s Building Supply, Okmulgee, Ok. Other new store mgrs.: Jorge Martinez, El Paso, Tx.; Brandon Rowell; Plainview, Tx.; and Omar Davila, Weslaco, Tx. Matt Caissie, ex-International Beams, has joined Pacific Woodtech Corp., Burlington, Wa., as regional sales mgr. for Canada and the eastern half of the U.S. He is based in New Brunswick.

Tony Brundage has been promoted to general mgr. of Carter Lumber, Lexington, N.C. Lindsey Locke is new to sales at Suwannee Lumber Co., Cross City, Fl. Aaron Kolkovich is a new contractor sales rep for Chic Lumber Co., St. Peters, Mo. Alyssa Balzano has been named financial mgr. for Keene Building Products, Mayfield Heights, Oh. Matthew Barksdale is new to sales at Mason Forest Products, Guntersville, Al. Ken Hager, VP-sales & marketing, Amerhart Ltd., Green Bay, Wi., has retired after 42 years with the firm.

Kelli Butler is new to Arnold Lumber Co., Westerly, R.I., as marketing coordinator.

Larry Gaskey, MJB Wood Group, Irving, Tx., has been promoted to VP of business development.

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Linda R. Gooden has been appointed to the board of directors at Home Depot, Atlanta, Ga. Brian Graham has been named vice president-Pacific Northwest, Rocky Mountain, and Texas for Hardwoods Distribution Inc., Langley, B.C. Dan Figgins has been promoted to VP-imports.

Jason West will become VPCanada, succeding Gary Warner, who is retiring at the end of 2015 after 37 years with the company.

Dan Besen, VP-California, has added oversight for Lake States operations.

Joshua Babcock has been promoted to VP of industrial sales at Robert Bosch Tool Corp., Mount Prospect, Il. John L. Garrison Jr. has been named CEO, president and a director of Terex Corp., Westport, Ct., succeeding outgoing CEO Ronald M. DeFeo, who will remain executive chairman until the end of this year and stay on as a consultant through next year.

John Holmes, owner, Holmes Building Materials, Baton Rouge, La., was re-elected to a third threeyear term on the board of Do it Best Corp., Fort Wayne, In. Newly elected directors are Eli Bliffert, Bliffert Lumber & Hardware, Milwaukee, Wi.; Richard McCoy, Orme Do it Best Hardware, New Concord, Oh.; Douglas Mans, Mans Lumber & Millwork, Canton, Mi.; and Jeff Pardini, Hills Flat Lumber, Grass Valley, Ca. They succeed Tom Brown, Howard Miller, Scott Parker, and Randy Skinner.

Anthony Salvatore, ex-Moen, has been appointed VP of roofing sales for Firestone Building Products Co., Indianapolis, In. Michael Schmeida has joined the technical department of The Gypsum Association, Hyattsville, Md. Terri Hulesch, MTD Products, Cleveland, Oh., was elected president of the Home Improvement Research Institute. New VP is Mike Long, Broan-NuTone, Hartford, Wi., and secretary/treasurer Josh Tarini, Stanley Black & Decker, New Britain, Ct. Pat Downe is implementing new security procedures at MungusFungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

Building-Products.com

PRODUCT Spotlight Ted Winslow, CertainTeed Corp.

Mix and match insulation

B

building codes and smarter product technologies, insulation is no longer a one-size-fits-all proposition. A generation ago, contractors worked with just a handful of insulation materials. Why would they need more? Their preferred form of insulation seemed to be good enough. Plus, most homeowners gave little thought to what goes inside of walls, let alone crawlspaces or attics.

This is not the case anymore.

Building science has delved deep into what makes a home healthy, and we now know that what goes inside walls makes a huge difference. In response, building professionals are adopting new, more defined insulation strategies to address the unique needs of each home and adhere to evolving building codes.

The latter has, without a doubt, driven much of this change. The International Energy Conservation Code (IECC) sets the bar high for energy efficiency and air sealing requirements. Consider that homes built to IECC standards post 2012 are 30% more efficient than homes built to code just a decade ago thanks to stricter guidelines. The IECC updates regularly and building professionals must keep pace.

So, what is the ideal insulation strategy? Scientifically ETWEEN BETTER

speaking, it depends on building codes, regional climates, and long-term thermal and acoustical performance needs.

Builders can’t design a home for a lot in Mississippi and expect the same home to perform the same way in Las Vegas or Anchorage. Thermal performance, air tightness, moisture management, and acoustics must be accounted for when specifying insulation.

One cannot be managed without managing the others. A variety of insulation materials are used to insulate the homes of today, and in most cases it is not a one solution approach. A combination of products and systems are being integrated together to optimize the performance of the home. Insulation is a multi-solution approach, and it’s critical to quality construction.

Thermal Performance

A key reason for insulating a home is to improve thermal performance. Local building codes, which are based on climates, determine the recommended minimum R-value for insulation. Note that these codes identify the minimum recommended R-values. Upgrading beyond these requirements typically works in a builder’s favor when designing a home that will be comfortable for a lifetime and that will meet rapidly evolving building standards.

According to the Harvard School of Public Health, homes as little as five to 10 years old are likely to be underinsulated. This accounts for about 46 million US homes.

Blowing wool, spray foam, and fiberglass batt insulation are all capable of achieving a wide breadth of R-values.

Air Tightness

TAKE NOTE of various insulation systems available, as moisture in homes is unavoidable and can be dangerous if not properly addressed.

Some, such as CertainTeed’s Smartbatt system with MoistureSense technology, can manage moisture.

(All photos courtesy CertainTeed)

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Contractors must think beyond R-value when specifying insulation. Knowing that air constantly moves from high to low pressure, to find every penetration into and out of a home makes continuous air sealing another central issue.

It’s a big deal. Air tightness affects how well the building envelope can manage heat, moisture and sound.

Building codes have recognized the importance of air leakage and how it impacts the performance of a home.

Previous versions of the IECC have made the home’s air tightness requirements voluntary; however, new editions aren’t only enhancing the level of the tightness requirements, but also making them mandatory.

The majority of air leakage occurs not through the materials of a building, but through where all these materials come together—through the joints, cracks, and penetrations of the assembly. Thoughtful integration of solutions like closed cell spray foam insulation as well as caulks and sealants into a home can help seal the building envelope.

Building-Products.com

There are a few different strategies that insulation contractors have as part of their arsenal (e.g., caulking & sealing, air barriers, etc.), but the only way to make sure these systems work effectively is to ensure that the airtightness of an assembly is continuous. Even more ideal, is to combine an air-tightness strategy with an effective moisture management strategy by integrating a smart vapor retarder system as a continuous air barrier.

Moisture Management

Moisture intrusion is unavoidable, making moisture in the wall cavity almost inevitable—and dangerous if not addressed. Building codes issued to improve energy efficiency have also inadvertently made it so moisture cannot easily escape wall cavities. This backfires on the intent of the code, as moisture reduces the thermal efficiency and can lead to mold, mildew and rot. Moisture vapor travels in the air and can enter the home through external air leakage and everyday indoor activities. It can then condense on cold surfaces and accumulate in the building envelope.

Using a smart vapor retarder, especially in mixed-climate regions, can reduce the risk of damaging mold and mildew inside walls. Unlike traditional polyethylene vapor retarders, a smart vapor retarder can change permeability to not only block moisture from entering the cavity when humidity is low, but also allow moisture to escape when humidity in the wall increases, allowing the wall to stay dry while maintaining air tightness.

Acoustics

Acoustics is another major design element that can be addressed by using the right insulation mix to help block exterior and room-to-room noise. Fiberglass insulation added to interior walls, floors and ceilings can reduce sound between spaces by 5 to 15 decibels.

Some batts are even made specifically for noise control between rooms. Blow-in and spray foam insulation also delivers outstanding acoustics by sealing gaps that sound could travel through.

Mix It Up

Insulation products are vast and increasingly high-tech.

It’s important to work with knowledgeable contractors and

PERFORMANCE: It’s important to combine an air-tightness strategy with an effective moisture management strategy by integrating a smart vapor retarder system as a continuous air barrier.

distributors who can assist with choosing the right materials for the best wall system for the home at hand.

For instance, they can combine unfaced fiberglass batt insulation with smart vapor retarders to achieve high R-values, good acoustics and moisture control. They can mix blow-in fiberglass insulation with closed cell spray foam for cost-effective thermal performance and air tightness.

With many ways to approach insulation, whatever the goal or design, by mixing and matching products, a tailored system can achieve complete comfort for years to come.

–Ted Winslow is brand product manager of building science, systems and technical marketing for CertainTeed Corp. Reach him via certainteed.com/insulation.

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NEW Products

Instant Heavy Duty Workbench

The Tapco Group’s newest high-performance alternative to wood—Kleer PVC trimboard and sheets— provides a thickness to match traditional lumber dimensions.

It simplifies cutting and handling, and delivers greater stability. In addition, the thicker 2x profile can eliminate time-consuming and costly lamination steps.

The trimboard product is well designed for coastal areas and moisture-heavy regions, where builders often use thicker cladding or trim that resists cupping and twisting.

The Centipede Sawhorse from Centipede Tool is a heavy duty table/workbench base and saw stand that assembles in seconds and folds down into a compact, lightweight unit for easy transport and convenient storage.

The system is constructed of multiple steel struts that rest directly between the load and ground to support an incredible amount of weight while keeping even the thinnest sheet materials from sagging. Each strut is moved in tandem with a series of flat steel cross bars that are flexible enough to absorb impacts and durable enough to ensure long-lasting smooth operation.

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November 2015

Building-Products.com

Elegant Cable Railing

Quick Driving

Efficient Openings

AGS Stainless, Inc. has added Vertical Cabling and Decorative Mesh Panel Infills to its line of stainless steel railing systems.

Their simple, elegant design accentuates a home’s overall aesthetic. Two options are offered— a round or flat stainless steel top rail. The system eliminates any need for on-site welding or cutting of posts and railings.

Simpson Strong-Tie’s autofeed screw driving system Quik Drive is specifically designed to fasten metal decking to steel framing using Strong-Tie StrongDrive XL Large-Head Metal screws.

The innovative system won a Pro Tool Innovation Award in the Drill/Driver Attachments: Collated Driving category.

ProVia’s new Aspect vinyl windows reportedly deliver high energy efficiency, simplified.

Energy Star certified, they come standard with ProVia’s ComforTech Warm Edge glazing system, a high-tech glass package that improves thermal performance, warms glass temperatures, and reduces heat loss and interior condensation.

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November 2015

Building-Products.com

Packed show for Florida dealers FBMA ANNUAL CONVENTION Photos by BPD

FLORIDA BUILDING Materials Association hosted its annual convention and tradeshow at Gaylord Palms Resort in Kissimmee, Fl. [1] Ken Castleberry, Jason Coleman, David Harris. [2] Barry Haugh, Chris Mello.

[3] Ronnie Shoaf, Stacy Dobbins. [4] Chris Abbott. [5] Keith Dowling, Todd Knowles. [6] Shane Bardes. [7] Richard Bilton, Josh Knowles. [8] Jason Holsopple. [9] Rick Benton, Lou Kurcsics. [10] Sam Green. [11] Building-Products.com

Keith McCallar, John Rivard, Greg Walz. [12] Joe Holland, Alicia Powell.

[13] Terri Tanner. [14] Ed Chiverton, Scott Lovatt, Adrienne Dailey. [15] Chris Athari. [16] Jack Bennett, Ed Vila, Brad Bradley. [17] Mitch Lewis, George Fishtorn, Don Viscio, Phil Odom, Cecil Skinner. [18] Zack Brannock, Sam Pratt, Thomas Mende, Monika Lenkei. [19] Chris Cazzolli, John Mancini.

(More photos on next two pages) November 2015

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FBMA ANNUAL CONVENTION Photos by BPD

GULF COAST EXPO (continued from previous page) took over the Gaylord Palms Resort near Orlando, Fl. [20] Craig Young. [21] Tya Camp, Ryan Ferguson, Randy Terrill, Doug Asher. [22] Erick Forholt, Andy Fox. [23] Dave Adams, Jim Gantt. [24] Ron Gaines, Sam Green, Zac Thick, Scott Sundie, Ian Thornberry, Steve Mihailoff, Jon Levey. [25] Jay Robbins, Dionel Cotanda, Bruce Palmer, Amy Yelvertun, Brian

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Lombardi. [26] Greg Fitz. [27] Joe Castleberry. [28] Tom Taylor, Glen Frazeuer, Bert Hewitt, Kevin Potthoff. [29] David Winters, David Lewis.

[30] Josh Anderson, Tim Balthazar, Maggie Hood. [31] Julie Candy, Bill Smith, Donny Godbee. [32] Mark McBride, Anthony Muscatello. [33] John Cejka, Bret Heath, Perry Rutkowski, Ed Slauson, John Borrero, Brad Wanzenberg, Jon Rutkowski.

(More photos on next page) Building-Products.com

FBMA ANNUAL CONVENTIONPhotos by BPD FBMA (continued): [34] Tony Lipsey, Luke Bennett, Deanna Jenkins, Jarrod Myers, Danny Trabue. [35] David Dwyer, Mark Garrett. [36] Mark Rose. [37] Dillon Forbes. [38] Sean McKinney, Ben Bainter, Steve Worman, Randy Kazar. [39] Rachel Goldman, Del Leutbecher. [40] Gary McDougal. [41] Christian Skarring, Eric Swanson.

[42] Larry Burkholder. [43] Aaron Sims.

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sists of a layer of fiberglass-reinforced magnesium oxide cement tightly bonded to the OSB surface. In addition to providing burn-through resistance and a Class A Flame Spread rating, the layer reinforces the OSB substrate, resulting in full standard load/span ratings and shear design values for each thickness category.

The crowd gathered as fire officials prepared to light flames around the buildings. As smoke immersed both structures, it was no surprise that while the bare structure was engulfed in flames, the FlameBlock-protected structure stood its ground, firm and unshaken.

BURNED OUT: LP recently staged a demo at a fire training facility in Pleasanton, Ca. While the structure wrapped in FlameBlock (left) was mostly unharmed, one built of conventional OSB was completely engulfed in flames.

Watch the full demo at www.building-products.com

Fire-Rated OSB Can Take the Heat

LP Building Products staged a live fire demo to prove just how much LP FlameBlock fire-rated OSB sheathing withstands the toughest of flames. Two structures stood awaiting their fate, one wrapped in FlameBlock and the other bare OSB. By performing a live test in front of

select viewers, including Building Products Digest, LP wanted to demonstrate the importance of having the right kind of sheathing.

A code-compliant panel, FlameBlock has a fire-resistant Pyrotite treatment that covers one or both sides of a structure. The Pyrotite treatment con-

LP FLAMEBLOCK fire-rated OSB sheathing

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Building-Products.com

AssOCIATION Update National Hardwood Lumber Association is teaming with the Indiana Hardwood Lumbermen’s Association to present 4/5/1 Flex Day lumber grading short course Nov. 16-20 in Indianapolis, In. The four-, five- or one-day workshop will include a thorough study and explanation of the NHLA Rules Book, emphasizing the basics of hardwood lumber inspection.

The class gives yardmen, sawyers, edgermen, sales and management level personnel an introduction to lumber inspection.

Building Material Suppliers Association is hosting a special orders seminar Nov. 10 in Roanoke, Va. The program will cover measurements and benchmarks for targeting optimum gross margin achievement in every special order, detailed checklists for all costs associated with a special order, and receiving best practices that stop losses from mishandling.

Lumbermen’s Association of Texas and Louisiana’s Louisiana Gathering will be Nov. 14 at New Orleans’s School of Cooking, New Orleans, La. Members are invited for an evening of culinary instruction and rich culture of New Orleans and Louisiana as a whole.

LAT is also gearing up for a series of estimating, blueprint reading & material take-off workshops Dec. 2-4, at Courtyard by Marriott, Grapevine, Tx. Instructor Casey Voorhees will provide attendees with hands-on experience figuring an actual set of working drawings.

Building-Products.com

Attendees will also learn basic blueprint reading by identifying lines, symbols & details while developing an understanding of elevations, floor plans, framing and sectional views. Instruction in utilizing architectural and layout scales will also be included.

Northwestern Lumber Association’s Professional Development Program will be conducted Nov. 10 in Altoona, Ia., and Nov. 12 in Lincoln, Ne. The program is designed to offer industry leaders ready-to-use ideas to increase sales and profits.

Instructor and training consultant Bill Sharp will touch on how business leaders can grow their volume and profits by managing their time and call priorities, cold call selling, and protecting margins by selling service over price.

Northeastern Retail Lumber Association is hosting a Rising Women in the Lumber Industry roundtable Nov. 12-13 at the Hotel Northampton, Northampton, Ma. Affiliate Northern New York Lumber Dealers Association will honor Bob Bicknell, Bicknell Building Supply, Potsdam, N.Y., as its 2015 Lumber Person of the Year during its annual meeting Nov. 18 at Hilton Garden Inn, Watertown, N.Y. New Hampshire Retail Lumber Association’s board of directors will meet Nov. 10 at Huttig Building Products, Hooksett, N.H. Eastern New York Lumber Dealers Association’s next board meeting is the same day at NRLA headquarters in Rensselaer, N.Y. ENYLDA will also be hosting its Holiday Trade Show Dec. 1 at Holiday Inn, Saratoga Springs, N.Y.

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Southern manufacturers mark SFPA’s centennial The heavy rains parted and sunny skies returned to Myrtle Beach, S.C., just in time for the Southern Forest Products Association to convene its 100th annual meeting early last month. More than 100 members, spouses and guests gathered at the Marriott Grande Dunes Resort for a historic meeting, themed “100 Years of Service.”

The daylong general session began with a “Welcome to South Carolina” from state forester Gene Kodama.

SFPA chairman Scott Vande Linde then recognized new members, past chairmen, and special guests in attendance before presenting highlights of SFPA activities during the year.

The meeting’s keynote speaker, Henry Spelter of Forest Economic Advisors, shared on “Plowing through

Deflationary Waves: Challenges Ahead for Wood Products.” Next, Bryan Smalley, director of the Southern Pine Council, and international consultant Jerry Hingle provided a recap of activities undertaken throughout the year in promising export markets around the globe.

An extended lunch break provided for more networking and time to look over sponsors’ tabletop displays. In a salute to past leaders of the association, a presentation of “Southern Pine All Stars” recalled pages from SFPA’s history book. A team of 11 All Stars was introduced—Harry Hardin (legal counsel since 1997), Patrick Harrigan (2009), Joe Kusar (2014), Ross Lampe (1999), Tyler McShan (2005), Pat Patranella (2007), Joe Patton (2011), Tom Rice (2012-13), Mack Singleton

SFPA ALL STARS: (Back, l-r) Joe Patton, Tom Rice, Pat Patranella, Patrick Harrigan, Harry Hardin.

(Front) Mack Singleton, Scott Vande Linde, Ross Lampe, Tyler McShan.

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(1994), Griff Stanley (2004), and Scott Vande Linde (2015). The audience was reminded of all of SFPA’s legendary leaders, beginning with Charles S. Keith, who presided at the very first annual meeting in New Orleans a century ago.

The general session then reconvened for an afternoon agenda.

Representing the Softwood Lumber Board, Aubra Anthony, president and CEO of Anthony Forest Products, delivered an update of current SLB activities. Next, Jeff Miller provided an update on activities of the Treated Wood Council. He summarized recent TWC actions with federal, state and local regulatory and legislative issues impacting treaters, plus TWC’s life cycle assessments of treated wood products. Concluding the session, Professor of History Dr. James Fickle from the University of Memphis retraced more than 100 years of forest history in the South showing dozens of historical photos and featuring portraits of industry leaders.

The SFPA board of directors elected its 2016 slate of officers: chairman William Almond, Almond Brothers Lumber Co., Coushatta, La.; vice chair Jim Krauseneck, Weyerhaeuser, Federal Way, Wa.; treasurer Kerlin Drake, Anthony Forest Products, El Dorado, Ar.; Scott Vande Linde, West Fraser, Germantown, Tn.; and Tami Kessler, executive director.

“I look forward to continuing the legacy of this association, working with the excellent staff at SFPA,” said Almond. “Our association is a strong voice in the industry, and I hope to build on that strength as we continue activities through the coming year.”

Building-Products.com

sFPA CENTENNIAL Photos by SFPA

LOOKING BACK at SFPA annual meeting attendees: [1] Jerry Schoendienst, Donna Whitaker. [2] Patrick Harrigan, Debbie Sand, Steve Singleton. [3] Griff Stanley, William Almond. [4] Ben Crim, Pat Patranella. [5] Kay Building-Products.com

Reynolds, Mike Sims. [6] Todd Kurle, Eric Faucher. [7] Tyler McShan, Furman Brodie. [8] Bruce Kicklighter, Ross Lampe. [9] Gary Fallin, Kerlin Drake. [10] Ron Coker, Scott Vande Linde, Tom Rice. [11] Vernon Barabino, Bryan November 2015

Smalley. [12] Wayne Finley, Steve Hoagland.

[13] Gary Converse, Jeff Miller. [14] Jim & Sharon Krauseneck. [15] Bob White, Ben Crim.

[16] Roy Anderson, Henry Spelter. [17] Richard Elton, Dan Young. [18] Bob Tweedy, Jerry Carden, Mark Partyka, Mike Hubbard. 

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IN Memoriam Robert Stevenson “Bob” Hardy, 86, co-founder and the first president of 84 Lumber Co., Eighty Four, Pa., died Sept. 26.

A native of Pittsburgh, he graduated from the University of Pittsburgh.

After serving in the Army Security Agency stationed in Japan during the Korean War, he joined his brothers, Joe and Norman, at Green Hills Lumber, McMurray, Pa. In 1956, the brothers purchased a plot of land in Eighty-Four and named their new business after it. The chain has grown to more than 300 locations.

James Norbert O’Brien, 86, Nutmeg Forest Products, Fairfield, Ct., died Oct. 21.

He started his career with Furman Lumber, Boston, Ma. In 1977, he and his wife, Joan, launched Nutmeg Forest Products, which continues today under the second and third generations of O’Briens.

Herbert H. Engelhard Jr., 87, longtime VP for Metropolitan Lumber, Warrenville, Il., died Sept. 13.

He spent the last 48 years of his 65year LBM career with Metropolitan.

John Vich, 81, owner of lumber wholesalers Wilgus & Co., Cadiz, Oh., and Forest Land Ltd., Cadiz, died Aug. 1 in Cadiz.

He served as an airborne paratrooper in the U.S. Army during the Korean Conflict. He spent 56 years in the industry, working his way up from the

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. Questions? Call (714) 486-2735.

HELP WANTED

PRODUCTS FOR SALE

HOOVER TREATED WOOD Products Inc., the premier manufacturer of fire-retardant treated wood, is seeking an Outside Sales Professional. The ideal candidate is a motivated, success driven professional with excellent communication and presentation skills. A college degree with at least 5 years of documented sales success is strongly preferred. Building product channel sales and lumber or plywood sales experience is a valued attribute. This position is responsible for growing profitable sales through Hoover’s network of wholesale distribution partners. The candidate must possess the technical acumen to communicate the varied product and service benefits that define the Hoover brand. The position will require the candidate to travel overnight extensively.

Desired Skills and Experience: • Written and oral communication • Verbal Presentation • Organized • Success driven • Willing to travel (overnight) extensively • Knowledge of commodity lumber and plywood markets • Channel sales experience • Experiencing utilizing a CRM solution • Proficient in computer applications (Excel, PowerPoint, Google Docs) Interested candidates should forward a resume with three business references to hr@frtw.com.

Hoover Treated Wood Products, Inc., an equal opportunity employer, offers a comprehensive benefits package including life, medical/dental, disability, 401(k)/Profit Sharing, and Bonus.

48

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Building Products Digest

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TRI-STATE LUMBER CO.

Your Southern Yellow Pine Timber Connection Specializing in 6x6, 6x8, 8x8, 10x10

warehouse to sales, vice president, president and ultimately owner, remaining active in the business at the time of his passing.

Miles Smith, 91, former co-owner of Fakes & Hooker Lumber Co., Lebanon, Tn., died Oct. 6.

He was a captain in the Marine Air Corps and flew Corsair fighters in the Pacific in World War II and helicopters in the Korean War. He operated the yard with his brother, Gould, for over 30 years.

His wife of 68 years, Anne, passed away on the same day.

Gregory Dean Gordon, 53, manager of Scruggs Lumber, Jefferson City, Mo., died Oct. 15.

He worked at Scruggs for 35 years.

Claude Allen Holloway, 74, yard manager at Walker Lumber Co., Albany, Ga., died Sept. 26 in Cobb, Ga. Virginia Casey Williams, 93, former co-owner of H.W. Williams Lumber Co., Burgaw, N.C., died Sept.

29 in Burgaw.

She operated the yard with her late husband, Harry.

PRODUCTS FOR SALE SHAVER WOOD PRODUCTS

Tel. (662) 862-2125 • Fax 662-862-4900 email dhoman@tristatelumber.net

Southern Yellow Pine Timber Production

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Reload Services & Storage Available Norfolk Southern Mainline Served Easy Access to I-40 & I-77 Company-Owned Truck Fleet

(714) 486-2735 HKelly@building-products.com

(704) 278-9291 • Fax (704) 278-9304 Cleveland, N.C. email steve.twiford@gmail.com or shavers.reload@gmail.com

WANTED TO BUY

WANTED TO BUY

BPD

November 2015

Building Products Digest

6x6, 6x8, 8x8, 10x10, 12x12

Building-Products.com

DATE Book Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend.

Specialty Tools & Fasteners Distributors Association – Nov. 810, annual convention & show, Phoenix Convention Center, Phoenix, Az.; (800) 352-2981; www.stafda.org.

Building Material Suppliers Association – Nov. 10, special orders seminar, Roanoke, Va.; (800) 849-1503; mybmsa.org.

Northwestern Lumber Association – Nov. 10, contractor sales seminars, Des Moines, Ia.; Nov. 12, Lincoln, Ne.; (763) 5446822; www.nlassn.org.

ADVERTISERS Index BW Creative Railings Systems [www.bwcreativerailings.com] .38 Chicago Suburban Lumber [chicagosurburbanlumber.com] ....34 Crumpler Plastic Pipe [www.cpp-pipe.com] ................................45 Deckorators [www.deckorators.com].............................................7

International Fiber/Wood-Based Panels Conference – Nov. 1112, Hyatt Regency O’Hare, Chicago, Il.; conferences@awa-bv. com.

Everwood Treatment Co. [www.everwoodtreatment.com].........25

South Carolina Forestry Association – Nov. 11-13, annual meeting, Myrtle Beach, S.C.; www.scforestry.org.

Fasco America [www.fascoamerica.com]....................................28

Northeastern Retail Lumber Association – Nov. 12-13, Rising Women in the Lumber Industry roundtable, Hotel Northampton, Northampton, Ma.; www.nrla.org.

Great Southern Wood Preserving [www.yellawood.com] ..........29

Rhode Island Lumber & Building Material Dealers – Nov. 13, holiday party, Warwick, R.I.; www.nrla.org.

GRK Fasteners [www.grkfasteners.com].....................................32

Western New York Lumber Dealers Association – Nov. 13, annual meeting, ARTISANworks, Rochester, N.Y.; www.nrla.org.

Jordan Lumber [www.jordanlumber.com] ...................................26

Lumbermens Association of Texas – Nov. 14, Louisiana gathering, New Orleans School of Cooking, New Orleans, La.; (512) 472-1194; www.lat.org.

Kop-Coat [www.kop-coat.com] ...........................................Cover III

Peak Auctioneering – Nov. 14, LBM auction, Richmond, Va.; www.peakauctioneer.com.

Koppers [koppersperformancechemicals.com]..................Cover I

Indiana Hardwood Lumbermen’s Association – Nov. 16-20, one-, four-, or five-day lumber grading short courses, co-sponsored by NHLA, Wood-Mizer Products, Indianapolis, In.; (317) 875-3660; www.ihla.org.

Langdale Industries [www.thelangdalecompany.com] ....Cover IV MCL Engineered Wood [www.mid-columbialumber.com]..........40

Expobois–The Wood Industry Exhibition – Nov. 17-20, Paris, France; expofr.all.biz/expobois-expo2275.

Metsä Wood USA [www.metsawood.us] ..................................... 11

Mid-America Lumbermens Association – Nov. 18, annual meeting, Kansas City, Mo.; (800) 747-6529; www.themla.org.

Mid-Columbia Lumber [www.mid-columbialumber.com] ...........40

Northern New York Lumber Dealers Association – Nov. 18, annual meeting, Hilton Garden Inn, Watertown, N.Y.; www.nrla.org.

Greenbuild – Nov. 18-23, Washington, D.C.; (800) 795-1747; www.usgbc.com.

Peak Auctioneering – Nov. 21, LBM auction, York, Pa.; www.peakauctioneer.com.

Eastern New York Lumber Dealers Association – Dec. 1, holiday trade show, Holiday Inn, Saratoga Springs, N.Y.; www.nrla.org.

NyloBoard [www.nyloboard.com].................................................35 Quality Borate Co. [www.qualityborate.com] ..............................43 Railing Dynamics Inc. [www.rdirail.com] .....................................37

Wallace Hardware – Dec. 1-3, market, LeConte Convention Center, Pigeon Forge, Tn.; (800) 776-0976; www.wallacehardware.com.

Roseburg Forest Products [www.roseburg.com] .........................3

Lumbermens Association of Texas – Dec. 2-4, estimating & blueprint reading seminars, Grapevine, Tx.; (512) 472-1194; www.lat.org.

RoyOMartin [www.royomartin.com] .............................................33

Dave Kahle Seminar – Dec. 3-4, sales managers seminar, Dallas, Tx.; (800) 331-1287; cheryl@davekahle.com.

Peak Auctioneering – Dec. 5, LBM auction, Baltimore, Md.; www.peakauctioneer.com.

National Hardwood Lumber Association – Dec. 11, lumber grading short course, Oak Ridge, Tn.; (901) 377-1818; www.nhla. com.

Western New York Lumber Dealers Association – Dec. 11, board meeting & holiday dinner, Rochester, N.Y.; www.nrla.org.

Northwestern Lumber Association – Dec. 14-15, blueprint reading & material take-off workshops, North Platte, Ne.; Dec. 17-18, Omaha, Ne.; (763) 544-6822; www.nlassn.org.

Building-Products.com

Simpson Strong-Tie [www.strongtie.com]...............................5, 39 Spartanburg Forest Products [spartanburgforestproducts.com].19 Swanson Group Sales Co. [www.swansongroupinc.com].........23 Tri-State Lumber [www.homanindustries.com]...........................45 Viance [www.treatedwood.com] ..........................................Cover II Weyerhaeuser [www.weyerhaeuser.com]....................................27

November 2015

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Building Products Digest

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49

FLASHBack 50 Years Ago This Month

Although the nation continued to sink deeper into the Depression, BPD predecessor The Merchant Magazine in November 1930 was filled with hopeful stories pointing out silver linings and celebrating news of expansions and new products that could signal a turnaround.

Bright spots included: • Forest products manufacturing giant Evans Products Co. agreed to acquire 20-unit retail chain Moore’s Super Stores, Roanoke, Va., for $10 million.

Evans would later buy Grossman’s and other retail chains, bulking its retail division to 340some locations, before Evans declared bankruptcy in the mid-1980s and ended up parting with all stores.

• North American Wholesale Lumber Association devised a new program to present at seven different regional dinner meetings of the Lumber Merchants Association. “How You Can Make More Money… As the Wholesaler Sees It” was designed to help dealers in northern Califronia and Nevada move more product.

“We plan to take a frank look at the retail lumber

WITH TREATED wood use on the rise, Osmose Wood Preserving began courting lumber companies to add their own cylinders.

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Building Products Digest

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November 2015

NOVEMBER 1965 issue of California Lumber Merchant & Western Building Review spotlighted US Plywood’s new Weldwood rough-sawn Planktex strip siding.

dealer today,” said Donald S. Andrews, western manager of NAWLA. “And our discussion will include product knowledge, effective use of time, and greater return on invested capital.

Dealers will be shown slides showing the successful practices followed by regional wholesalers of forest products.”

Merchant Magazine editor David Cutler took note: “We shall follow closely, for if successful, this is a project that could be developed on a national basis for the good of the cause… (as) another example of the continuing trend of cooperation between the various segments of the forest products industry.”

• Dealers were urged to start carrying “plastic bathtubs”—actually polyester gel-coated fiberglass—after they were okayed by the FHA for use in select areas, including Phoenix, Sacramento, San Francisco, Southern Calfiornia, Reno, Portland, Seattle and Spokane.

• Ed Fountain Lumber Co., Los Angeles, Ca., introduced clever new packaging to help dealers better ship, handle and protect its Lam-Loc Pecky Cedar. Each corrugated carton held about 10 cedar boards, cut in specificed lengths up to 16 ft.

The manufacturer rolled out the required length of corrugated wrap across the packaging machine, laid the lumber on top, closed the machine to fold and tighten the wrap, applied tape, added labels, and marked the carton for width and length.

The system was designed primarily for long-distance shipping, but was also valuable for dealers who stored their product in the yard or on a job site.

• The Red Cedar Shingle & Handsplit Shake Bureau (today’s Cedar Shake & Shingle Bureau) celebrated its 50th anniversary at its annual meeting in Seattle, drawing 300.

• Weyerhaeuser’s distribution division finally set down roots south of Los Angeles, by opening a five-acre distribution yard in Anaheim, Ca.—a presence it retains to this day.

• The newly formed Fir & Hemlock Door Association held its inaugural meeting in Seattle, after signing a management deal with the Western Wood Products Association to oversee the group for its seven member companies (Buffelen Woodworking, Tacoma, Wa.; Nicolai Door Manfuacturing, Portland, Or.; E.A. Nord Co., Everett, Wa.; St. Regis Paper, Tacoma; Simpson Timber, Seattle; and West Coast Door Co., Tacoma).

In time, management of the group would be taken over by National Wood Window & Door Association and then Window & Door Manufacturers Association.

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