Building Products Digest - November 2002

ITILDING PNOOVC"S DIGEST

A Professional First Choice

\Teyerhaeuser's new generation of professional panels are engineered ro make wood do more. Structurwood@ Gold not only Iooks better, it makes your job easier. And we have a Lrmited Lifetime rVarrantv to back it uo.

ore Than A Fair Weather Friend

Vith 100 years of wood experience, performance and service are what we're all about. When we say our improved formulation helps resist moisture, we deliver. 'When you need your order on time, we deliver.

Gold panel

Conservotionists

wqnted toplonf more lrees.

The Forest Products Industly wqnted toplont more lrees.

In foct, the porticiponts in the Sustoinoble Forestry lnitiotiveo progrom ore plonting more thon .|.7 million trees every doy. Thot's over 650 million o yeor. It's o morrioge of environmentol responsibility ond sound business proctices. And thot provides us with the wood ond poper products we need, while helping to ensure the future of our forests ond wildlife for generotions to come.

@

rrrrotNABLE F.RESTRY tNtTtATtvE@

I Gror,ving lomorrou/s forcsts lodcry.'

www.oboutsfi.org

(After much debEte, fhey decided to plont more lrees.)

and some things ,fruitt old

Il rorr arc lool'ing into nerv-gcrrcraliorr tlt'alerl lr,ootl. looli a1 (lurt li.arr \l1t'rrrltire.

I lrrlt'r:letl br thr. u orlr l's k'atlirrg r.o1 r1 rtr'-lla-.crl pres('r\atirt'. r'olrpcr azuk', (,rrrl lJr:arr \htrrratir t i-s o11l' ou rr Jrlirrrrl of treak'rl IrrrrrJrt'r.

ll's ncu' l'rrlrrr (,rrr'l lJcan l.urrrlrr'r' (.o.a colnl)an\ uith rools .llctr'lring ltat,l. lo tlrr.

|() l0's anrl a t,omltarrr tJurl has long arloptcrl irrrrrlr alions that lrtrrr.lil orrr cuskrrrrcrs.

\\r: arr.still a lirrrrilr-r'un (.onll)ar)\.

\i'still llr rt'r'r halrl to sllislr <.rrstorncrs.

Arttl we still ol'li'r orrr tnrstt'cl lirrcs ol (,(, \_treatr:tl rr'ootl" firncing-" rL'r'l' s1rct,ialtic-* arrrl SYl' Iurn[rcr.

llut nou uc also olli'r a rrniqrrc rrcu r.hoi<,e.

CurtBeunAlternath;e

l)rr1 llrc Ilt'an'lbarn on \olu'sitlc. (lall [irr rlttails.

Burunntc Pnooucrs Drcrsr

Serving 16 Southern states

PUBLISHER AIan OaKes (aioakes@aol.com)

PUBLISHEB EMERITUS David Cutler EDITOR David Koenig (dkoenig @ioc.net)

ASSOCIATE EDITOR Robert Fay (rfay@ioc.net)

AD SALES MANAGER Chuck Casey (chuck@ioc.net)

ADMINISTRATION DIRECTOR/ SECRETARY Marie Oakes (mfpoakes@aol.com)

CIRCULATION HeatherKelly (heather@ioc.net)

How to Advertise

Contact our advertising offices fot rates: U.S.A.: Chuck Casey, 4500 Campus Drive, Suite 480, Newport Beach, Ca. 92660-1872. Phone (949) 852-1990 Fax 949-852-0231

E-mail chuck@ioc.net

INTERNET ADS: Alan Oakes, www.buildingproducts.com. Phone (949) 852-1990 Fax 949-852-0231 E-mail ajoakes@aol.com.

How to Subscribe

Call Heather at (949) 852-1990 or send a check for the lollowing amount to Building Products Digest, 4500 Campus Drive, Suite 480, Newport Beach, Ca.92660-1872:

U.S.A.: One year (12 issues), $18

I w0 vears. bzg

Three years, $39

FOREIGN (Per year paid in advance in US funds): Surlace-Canada or Mexico, $39 Other countries. $50

Air rates also available.

Single copies, $3 + shipping

Back issues lwtren available), $4.50 + shipping Vrsr Us Oruurue nr WWW.BUILDING.PRODUCTS.COM

About-#i,ff & the Cover

The front cover is a paro e.lvarticamant this month ^^^^^^,^n h,, ovvr Inur9u uy Weyerhaeuser's Structurwood Gold panels.

Survival of the smartest

A tough economy is the time to take stock and find new ways to reposition your company or brands by evaluating market position, and the cache of yours and your competitors' brands. Not easy to do especially for those on the commodity side. However, when we ask what are you doing to redefine or change your business, the answer we often hear is "nothing." Indeed, we hear "we are hunkering down" and "cutting costs." Unfortunately, while you are hunkering down and cutting costs, s/rot?g competitors (not to imply large competitors) are taking business away by being increasingly aggressive. If lost business ever comes back, it is often at a steep price. While there is nothing wrong with cutting unit costs and increasing productivity, there is everything wrong with cutting sales and marketing efforts, and new product development.

I am a great believer in using bad times to your advantage. Attack competition where and when they are most vulnerable. This can only be done strategically when you truly understand who your competitors are, what makes them tick, what drives their culture, what their performance levels are, and where they are vulnerable. Previously, at the manufacturer end of the channel, I used to spend a lot of time listening to wholesalers as well as spending many Saturdays and Sundays at retail points of sale to analyze where we were succeeding and, more importantly, where we were not.

Understanding what new products are in your competitor's pipeline, when and where, and assessing your own company's vulnerability before losing market share, is key to survival. During downturns in several industries, I've watched competitors lacking innovation go out of business or survive in a form that made them less dangerous.

When times get tough, you won't capture buyers' attention with the same old products, the same levels of service, or the same ways of doing business. It's time for outside-thebox creativity. Everyone in the organization should be thinking about innovation. Most of the new and bright ideas my company ever dreamed up came only after carefully, intensely scrutinizing competition, and understanding what we needed to do to keep one step ahead of them.

Many new ideas fail for reasons ranging from never seeing the light of day, poor execution, lack of investment capital, to the idea being ahead of its time. However, small and medium size companies can benefit from monitoring the best practices and innovations ofothers, and using their own innovation to kick it up a notch. Small companies can react faster than larger competitors where no one wants to stick out their neck, and consensus management and political maneuvering paralyzes decision making.

True innovation doesn't always pay. Often, the most successful way to attack a marketplace is to track the competition, and add one or two spokes to their or your wheel instead of trying to reinvent the wheel. Small entrepreneurial busi-

nesses often pride themselves on originality, but it is a mistake to think that every idea needs to come from within. In larger companies whole departments are set up to track competition, in order to generate new products or to benchmark audit the competition to see how their performance compares against theirs. History is littered with companies whose ideas were taken and improved upon.

However, it shocks me how many companies or salespeople have no real clue who or what their competitors are doing at the key account, local, regional and national level, and in some cases have no clue who their true competitors are. Many companies are happy with status quo. They think they are the leaders and are unassailable. That is a dangerous game to play. At your next sales meeting, brainstorm on who your competitors are, and how each one differentiates itself from your company. Such a session will tell you both what you know and what don't know. It might be an eye-opener. At the point of sale do some off the cuff research. Observe customers' selection; don't just ring up the sales, ask them their motivation for choosing one product over another (especially when two or three similar products are sitting side by side). Leam from the negative as much as from the positive.

Some of the easier and most cost effective ways of tracking competition include seeking out competitors' collateral materials, much of which is often on their Web site. Track your competitors' advertising and promotion spending. Keep ears to the ground about upcoming new products. At association meetings or trade shows, visit competitors' booths, listen to presentations, and get demonstrations of how they present their products.

How can you outsmart your competition if you don't know what they're doing? This is not unethical. I have purchased from my competitors to learn their strengths and weaknesses. I discovered that one competitor took on average three days to send out a quote. I cut our response time down to, at worst, two days. One competitor had higher freight charges than we did, but offered better discounts. We repositioned our bids accordingly.

Several associations do benchmarking of their membership-one very good reason to support your association. Listen for product launch dates, and what the new sales proposition is. Attend events in allied industries to see if there are ideas that can be replicated in your market segment. Subscribe to multiple trade journals, and actually read them. The best info can often come from current customers and vendors. Develop coaches among your customers who will update you with what they are hearing. Your competition need not be an enemy. I have had friendly relationships with many over the years, and learned a lot from them. Learn from bidding on a job, whether or not you win it. Who won and why? Leaming best practices can quickly put you in a better position next time round.

A new choice in treated wood

For. decK;,, nds, and baclqyard proiects, ask for lA/olmanized' Natural Seleci* wood lryh.

-,

. Unique pleservative; lrcycled copper and organic fungicide

Same natural appearance and longevity as traditional treated lumber

. Ten-year intemational history; world's most successful alternative to traditional treatment

. From the developers of reliable Wolmanized@ wood and the prcducer of DuraPine. OutdooP products

. KDAT available

Another reason to stock TechShield' sheathing: We're helping builders and their homes breathe a little easier.

Sure, radiant barriers help save energy and keep homes cooler. But many brands act as vapor barriers that hold moisture in the roof. Over time, that can lead to wood rot, callbacks, and unsatisfied customers. Maybe worst of all, a suffocating reputation.

But TechShield' radiant barrier sheathing is different. Thanks to LP's innovative incising process, TechShield sheathing lets homes breathe easier. The incisions in the aluminum allow moisture to escape, yet the panels still keep up to 97% of the sun's radiant heat from entering the home, lower attic temperatures by as much as 30', and significantly reduce energy usage.

So, when you stock TechShield, your builder customers, their homes and homeowners will breathe easier. And you will, too. Breathable TechShield sheathing. Now, that's really cool.

Western lumber output slips

lmports, reduced log supplies slow 2oo7 output

[NCREASED imports and dwinIdling log supplies conrributed ro lower lumber production in all but two western states last year, according to 2001 state totals published by the Western Wood Products Association.

The association released final industry totals for the last year following its annual survey of nearly 300 mills in 12 Western states.

Oregon retained its position as the top lumber producing state in the country. Production in Oregon rose 2.27o in 2001 to 6.06 billion bd. fr., matching 1999's total. Esrimated wholesale value of Oregon's lumber production was 91.93 billion.

Oregon, Washington

and California accounted for

more than 79o/o ol the West's lumber output.

Washington finished as the second-largest lumber producing state with a 2.9Vo decrease to 4.26 billion bd. ft., worth an estimated $1.34 billion.

Lumber production in California, third in the state rankings, fell l3.97o to 2.73 billion bd. ft., the state's lowest output since 1963. The state's lumber production was valued at $1.13 billion.

Oregon, Washington and California accounted for more than 797o of the West's lumber output last year. Oregon and Wyoming were the only Western states to realize production gains from the previous year.

Total Western lumber production in 2001 slipped 4.27o to 16.45 billion bd. ft. Inland production, down more than 500 million bd. ft. from 2000, accounted for most of the resion's

decline as mills struggled to secure log supplies.

Despite the decrease, the West's percentage of U.S. production remained steady at 47.5Vo. Estimated value of Western lumber produced in 2001 was $5.52 billion, compared ro $6.15 billion in 2000 and $7.37 billion in 1999.

Production and estimated wholesale value for other Western states: Idaho, 1.8 billion bd. ft., $640 million; Montana, 1.1 billion bd. fr., $337 million;

. South Dakota, 164 million bd. ft., $51 million, and . Wyoming, 172 million bd. ft., $50 million.

Arizona, Colorado, New Mexico and Utah produced a combined 157 million bd. ft. valued at $48 million. This tally was not factored in to the Western total.

There was no lumber production in Nevada in 2001. Alaska's lumber production totaled 56 million bd. ft. and was not factored in the Western totals.

U.S. lumber consumption was unchanged in 2001 at 53.9 billion bd. ft. Housing starts rose to 1.6 million units from 1.57 million units in 2000.

Single-family housing, the largest market for lumber, reached 1.21 million units, the second-highest total since the late 1970s. Each new singlefamily home uses an average of 14,325 bd. ft. of softwood lumber.

Western mills faced import values in the market during 2001. Despite weak lumber prices, U.S. lumber imports rose to an all-time high in 20.1 billion bd. ft.

Canadian imports increased 2Vo to 18.7 billion bd. ft. Imports from Europe climbed 58Vo to 605 million bd. ft., led by Germany with 200 million bd. ft. shipped to the U.S.

DESPITE an overall drop in Western lumber output, Oregon saw its lumber totals rise 2.2% from 2000 figures. The state retained its posi-

tion as the largest lumber producing state in the nation with a total output ot 6.06 billion bd. ft. last year.

Brea,kingtlr,e rmofd Keeping lumber fungus-free

f, s anyone in the building products la,industry can tell you. mold is now experiencing its l5 minutes of fame.

A recent glut of publicized lawsuits involving cases of individuals getting sick from contact with mold in the homes has raised the specter of "toxic mold" to the public, and lumber dealers have wisely taken note of mold's difficulties in the national press.

The concerns raised by the lawsuits and ensuing media coverage have generated a host of questions by professionals in the industry over how best to tackle this age-old problem.

Many industry associations have felt the need to take a proactive stance in responding to members' growing concerns about mold.

The Lumber Association of California & Nevada held an educational seminar on mold this summer for dealers and their builder customers, and the National Lumber & Buildine

In Foxworth-Gailbraith's disclaimer letter, the company tries to warn builders of the elusive qualities of mold on lumber: "It is difficult to determine the precise origin of mold on lumber and building materials. Foxworth-Gailbraith does not control the storage, handling, or use of lumber and building material products after delivery to the job site."

NLBMDA's Worden said although many of the mold problems occur on the construction site after dealers have passed the materials on, "public perception is a high concern for our industry, and builders are dealing with customers coming to the job site and getting upset about mold on their studs."

With pressure and questions coming from the media, homeowners and builders. what is the best course of action for lumber dealers?

Experts Coreen Robbins and Jeff Morrell, who recently published a new study for the Western Wood Products Association entitled Mold Housing

and Wood, say lumberyards need to understand what mold is, how it grows and how best to eliminate it.

Mold is a fungus that extracts food from organic materials like drywall paper, wood panels, lumber and carpet backing. It also can thrive on inorganic materials such as concrete, glass or plastic when a food source is present on the surface.

For mold to grow, it needs four ingredients: food, a suitable temperature (between 70" and 80' Fahrenheit), oxygen and moisture (water).

When all of these factors are in place, mold will grow and eventually reproduce by releasing spores into the air. Lumber is an excellent host because wood contains sugars, starches, proteins and other nutrients that provide a balanced diet for fungi mold.

When it comes to prevention of mold on lumber, the most effective route is to deny fungi one of the elements it needs to live.

In an attempt to deny oxygen to

Material Dealers Association held a meeting in June with dealers and lumber manufacturers to discuss how best to address the problem.

NLBMDA's Vicky Worden said the association drafted a letter to suppliers which stated that "our customers are requesting 'mold free' lumber and that we are seeking our suppliers' input on how we might achieve this."

Some large dealers, such as Dallas, Tx.-based Foxworth-Gailbraith Lumber, have distributed mold disclaimer letters that spell out to their builder customers what mold is, and what their policy is in preventing and handling mold-infected products.

Stain treatments provide only a thin barrier against mold growth

MOLD develops when lour elements are present: food, water, oxygen and a warm air temperature. Experts agree that at every step on

the supply chain, individuals handling lumber must take great care in making sure mold does not have the elelmenls its needs to grow.

mold, many lumber producers submerge lumber in fresh water. Some mills often duplicate this method by hosing down log decks or storing logs in ponds at the plant.

Keeping lumber dry is also another way to prevent mold. The reduction of moisture below 207o will generally decrease the likelihood that mold will grow.

Another fertile occasion for fungi growth is when bundles of lumber are exposed to direct sunlight. If the wrapping has trapped in moisture, the increase in bundle temperature will promote mold growth.

Although not a cure-all as some would like to think, lumber producers can also snuff out mold growth by applying fungicides or antistains to wood surfaces.

It should be noted that stain treatments provide only a thin barrier against mold growth and generally last from three to six months.

If prevention measures fail, then cleaning mold from lumber is often the last course of action.

In cases of small fungi growth, applying a bleach solution, drying the lumber and finally sealing is often a feasible measure.

MoLD often gppears on lumber as patchy, black $ots, like those seen on the joisis above. The EPA recommends that a combina-

When attacking larger mold problems, the lumber should first be allowed to dry as much as possible, say experts.

The Environmental Protection Agency advises that a mold detergent and water are best for most cleanup operations. When cleaning a wood surface, the EPA urges individuals to wet vacuum the area, scrub the mold with a detergent/water solution, dry the lumber and then vacuum it with a

high-efficiency particulate air vacuum.

The U.S. Centers for Disease Control advises people to use a cleaning solution that is 10 parts water to one part chlorine bleach.

In short, most experts agree that mold on lumber is something that at times will develop even with the most careful handling procedures. Yet lumber producers and dealers can minimize the potential by eliminating the elements that sustain mold funei life.

Redwood - boards, dimension, patterns, bevels, fingerjoint, decking, VG sigp blanks, lattice, spa skirting & timbers

Western Red Cedar - boards, dimension, patterns, decking, bevels, fingerjoint, VG sign blanks, Cedar Valley Shingle systems & timbers

tion detergent and water solution be used to remove mold from lumber.

Preservative transition moving ahead

By Huck DeVenzio Arch Wood Protection

fN February, the Environmental lProtection Agency announced the start of an orderly transition in pressure treated wood.

In April, this publication printed the initial plans of various treating companies.

Now it's November. The transition has progressed six months closer to its conclusion. Change is more obvious in some geographical areas and certain applications than in others, but it is coming everywhere. More treaters

are producing the new products, and lumber dealers face product and timing decisions.

Around the world, there has been growing demand for alternatives to CCA (chromated copper arsenate) preservative, the type used in traditional treated lumber. It seems to be an unstoppable trend. Despite numerous scientific studies, decades of safe use, and concerted effort by wood preserving companies, expanding segments of the public have questioned the suitability of CCA. Their concerns have been exacerbated by implications in media reports and political speechmaking.

In the United States, playground equipment manufacturers were the first group to move away from CCA. Before any regulations were imposed, companies such as Kompan and PlayNation chose to avoid unproductive debates by specifying "new generation" treatments.

Parks departments, outdoor furniture companies, and commercial specifiers also began choosing alternative products more frequently.

In light of the inevitable movement, CCA manufacturers took action to allow for an orderly transition over a reasonable time period.

The lllithdrawal Declsion

Since wood preservatives are pesticides and must be registered with EPA, the wording on their labels must be reviewed and accepted by EPA.

(This refers to labels on the preservative chemical, not end tags on treated lumber.) The three major CCA producers voluntarily agreed to modify

the wording on CCA labels. EPA announced their decision: after December 30. 2003. CCA is not to be used to treat wood for playgrounds, decks, and typical residential applications.

The Agency said, "EPA has not concluded that CCA-treated wood poses unreasonable risks to the public for existing CCA-treated wood being used around or near their homes or from wood that remains available in stores."

EPA added that CCA will continue to be used to preserve wood for industrial, utility, and marine uses.

Before the label re-wording is approved, EPA made it available for public comment. More than 6,200 comments were received. Some requested a continuation of CCA in certain uses (e.g., agricultural fence posts), while others argued for further restrictions.

EPA is evaluating the comments and will make recommendations to the CCA producers prior to granting label approval.

New Generation Cholces

The transition is well along in some geographical areas. In Seattle, Portland, San Francisco, and Chicago, retailers such as Dunn Lumber, Parr Lumber, Truitt & White, and Hines Lumber pioneered the introduction of the new products, which are now readily available.

In other areas, stocking dealers remain scattered, but many outlets will place special orders with producers.

Treating companies across North

America have converted production to handle the growing requests for new generation products.

The alternatives are being called "new generation," "next generation," or copper-based preservatives. Two chemicals predominate: copper azole and alkaline copper quaternary. Copper azole (listed by the American Wood-Preservers' Association in CBA and CA-B formulations) is used to produce Wolmanized Natural Select wood. Alkaline copper quaternary (also available in multiple formulations, all abbreviated ACQ) is impregnated into wood sold under various brands, including ACQ Preserve and NatureWood.

When treated to AWPA standards, the new generation preservatives provide longevity equivalent to CCA. Both copper azole and alkaline copper quaternary rely on copper as the primary active ingredient with an organic fungicide (azole or quaternary) to protect against copper-tolerant fungi.

The production, performance and appearance of the new treated woods are similar to that of CCA-treated materials. Common sense handling practices. such as not burning scraps. still apply. Recommended retention levels are not necessarily the same as for CCA-treated wood or for each other; dealers and builders should note the intended use (i.e., Above Ground, Ground Contact, etc.) indicated on the end tass.

Part-new,parttraditional bills of materials are likely to become more common.

There is a cost difference: the prices of the new products are somewhat higher than CCA treatment.

Incidentally, the new types are not really new, both having been used commercially for more than a decade after years of testing.

Mixed-Treatment Project Represents The Future

A recently constructed boardwalk in Seminole, Fl., is indicative of upcoming mixed-treatment projects.

The elevated walkway stretches for nearly three-quarters of a mile over a brackish Gulf Coast marsh in Boca

Ciega Millennium Park. Decking, railing, and curbs are Natural Select wood (treated with copper azole preservative), while the round poles, beams and joists that support the walkway are CCA treated.

Such part-new, part-traditional bills of materials are likely to become more common. Until now, CCA was a convenient, all-purpose treatment. Now, however, specifier preferences and the label mandate will dictate the use of new generation products for some components, with CCA being used for others.

In this case, brackish water made CCA poles a necessity-the new-generation products are not approved for saltwater applications. In other projects, where CCA components are permitted, economics may favor CCA-treated wood.

The history of wood preservation has been a stream of process improvements and preservative developments. The evolution is sure to continue. What is "new generation" now will, in a few years, become the traditional treatment as even newer preservatives-probably al l-organ ic-are introduced.

Preservative manufacturers intend to create advanced chemicals that treating companies can employ efficiently to supply to adaptable dealers who serve the changing preferences

of the marketplace. This will not be the last transition in treated wood.

W00D WALKWAY at a Florida oark com. bines CCA lreated piling with new generation Natural Select lumber foideckino and rails.

Huck DeVenzio is manager of marketing communications for Arch Wood Protection, a leading producer of wood preservatives.

ow good is your internal database?

By Greg Stine President Polaris, Inc. www.polaris-inc.com

nEPENDING on your business, I'll

Lf wager that 75-95Vo of your business comes from past customers or referrals from your past customers. Do you market to your past customers? You should. They are what keep you in business year after year and they are a source of significant new business as well.

How do you reach them? Through your internal company database, of course. But sadly, one of the most important and often neglected assets of a company or organization is their database of leads, prospects and clients.

A lot of companies make a mess of this critical company asset

The Keys to a Good Database

Databases are nothing more than lists of data organized so we can manipulate and learn from them. A valuable asset, you should have a plan to protect and maintain your database like a good piece of equipment.

l. Pto, ahead.

Many problems with databases happen because of the way the database was setup when the comPanY was new. When you set up your database, imagine manipulating not l0 times, but 100 or 1000 times the amount of

data you have now. Try to predict what information you will need as your company grows. what kinds of reports you'll want. and the database fields you'll need to sort thal data. You won't accurately predict everything, but if you try, you er than if you don't.

2. ri* it now, not later!

will get clos-

There's no time like today to fix and clean up your database. Every day that goes by, you are most likely making any current problems more time consuming to repair. Don't compound the problem by allowing another month or another year to go by without giving it your attention.

3. Control the input.

Once you have clean and accurate data in your database, the best way to protect its integrity is to use the data entry control features of your software. These features force people to correctly and completely fill out their on-screen input forms.

All decent database programs allow you to setup rules for data entry. Date fields must be valid dates; specific fields must have entries in them (no blanks); some fields may be limited to items from a pull-down menu. Don't be afraid to use these tools-if you allow each individual to figure out what to do on their own, five years from now you'll have a mess.

4. Integrate as much as possible. This is often the hardest part of all-while 1007o system integration is rarely achieved, it should still be the goal. Get as many people working together from the same database as is reasonably possible, or at least be sure that the formats are interchangeable.

5. Be strong, don't lose control. Controlling and maintaining a clean, quality database can be very difficult and straight out boring but the results are worth it. When it comes time for that next marketing project and your database no longer holds you back, you'll see the results of all your hard work.

Don't underestimate how difficult it is to set up and maintain a good internal database. I've seen a lot of companies make messes of this critical company asset. So be strong, thoughtful, and diligent. It's well worth it in the long run.

- Mr. Stine is founder, president and director of sales for marketing specialist Polaris Inc. (www.polaris-inc.com), Oakridge, Eugene and Portland, Or.

Provide educatio insulati

know the value of adding insulation to a home IYlto save on energy costs, but few know what R-value to buy or how much, or whether a vapor barrier is needed and, if so, which one. Choices can be quite intimidating for consumers and contractors; dealers can help by understanding a few basic construction principles, according to insulation manufacturer Johns Manville.

ll7|'ANY

First, the resistance to heat flow through radiation, conduction and convection in a building is measured in R-values. The higher a material's R-value, the greater its insulating power. R-values are marked or identified on batts and rolls of insulation, as well as on its packages. Colorful charts show the number of bags, thickness and weight needed per 1,000 sq. ft. to achieve a certain R-value.

To aid do-it-yourselfers and professional contractors in selecting the correct R-value for their area, building products retailers generally post a chart of recommended R-values for five temperature zones across the United States (see below). The R-values represent the North American Insulation Manufacturers Association's recommendations for optimum thermal performance for average climate zones shown on the map.

Vapor barriers, more accurately called vapor retarders, are also crucial in blocking air filtration through walls, ceilings and floors; although its primary purpose is ro control moisture. Typically, a family of four produces about l0 lbs. of water vapor per day.

Vapor barriers minimize the amount of interior moisture that passes into the walls and attic. Without effective vapor retarders, mold or mildew can occur and structural components of the building can be damaged. Insulation also can be dampened, temporarily reducing its effectiveness.

Vapor retarders are installed on the warm side of walls, ceiling and floors. This means that in ceilings, the vapor retarder faces down, in walls it faces the inside, and in floors over unheated spaces, it faces up. With the exception of reverse-flange insulation, the stapling flanges are on the same side as the vapor retarder. In hot climates, however, where air conditioning is used more than heating, the exterior side of the insulation is often the warm side. In

The

higher a material's R-value,

the greater its insulating power,

these situations, local construction practices should be followed regarding the use and placement of vapor retarders.

In some construction, separate vapor retarders are used. When required, 4-mil or thicker polyethylerte sheeting, available in rolls, is rolled out horizontally and stapled to the warm-in-winter side of the framing. The polyethylene should be stapled at the sides and the excess material folded back into the room. If more than one sheet of polyethylene is required, a double fold should be made at the meeting of the two pieces and stapled, or the sheets may be overlapped and taped. If stapled, the pieces should meet only at a stud or a joist. Foil-packed gypsum board also serves as an effective vapor retarder.

During a time of critical energy supply and constantly rising fuel and energy costs, fiberglass insulation and vapor barriers reduce energy consumption in winter and summer by reducing heating and cooling costs.

DEALERS can use manufacturer-provided charts to match customers in their climate with the proper insulation.

Rrrrurrrs

84 Lumber opened a new store in Amarillo, TX., returning to a market it departed six years ago, and applied to build a 7,950-sq. ft. store on 10 acres in Augusta, Ga., a market it left in the late 1980s

Lowe's stores in South Florida; Baltimore, Md.; Washington, D.C., and Dallas/Ft. Worth, Tx., now carry point-of-purchase sheets concerning the National Fenestration Rating Cauncil's rating and labeling system

Home Depot this month opens new stores in S. Annapolis and Reisterstown (Baltimore), Md.; W. Tallahassee, Fl., and Greer, S.C. ...

Home Depot has purchased 40,000 H ewlett- Packard personal computers as part the home center's nationwide technology overhaul; has discontinued carrying Black & Decker's Price Pfister plumbing products at its Eastern U.S. stores; has begun an effort to recruit junior military officers for store management positions, and has purchased 6,500 tickets for the Atlanta Falcons 2002 football season to award employees ...

Boozer Lumber Do it Best, Columbia, S.C; Pride Do it Best Home Center, Amarillo, Tx.; Phillips Lumber Do it Center, Cedar Hill. Tx.. and multi-unit chains E.C. Barton & Co., Jonesboro, Ar.a Parker Do it Best Lumber, Port Arthur, Tx., and

FAX us your news!

Have a notice of your recent expansion, promotions or other company changes published in the next issue of Building Products Digest! Just Fax your news to 949-852-0231.

(a ftee seruice)

Scotty's, Winter Haven, Fl., won purchasing awards from Do it Best Corp...

Siewers Lumber & Millwork Corp., Richmond, V&., won an honorable mention at the 2A02 Better Business Bureau International Torch Awards for Marketplace Ethics competition in Minneapolis

Wrorrslrrns/thrurlcrun:ns

Lumber One, Littleville, Al., recently acquired McKinney Lumber Co.'s Sheffield, Al., sawmill, renaming it Lumber One Shffield...

Southwood Fore st Products, Birmingham, Al., has relocated its distribution center to a larger 30,000-sq. ft. warehouse on 3.5 acres in Fairfield, Al.

Cardin Forest Products, Kimball, Tn., has started production at its new hardwood sawmill on a 113-acre tract in Kimball two miles from the old site; the $6 million expansion should boost production from 50,000 to 65,000 bd. ft. aday...

Gilman Lumber Co. }ras perrnanently closed its Ashland, Vzl., sawmill

Mountain City Lumber Co., Laurel Bloomery, Tn., received word that a Carter County, Tn., land owner has filed suit in U.S. district court claiming the company failed to clear-cut a 120-acre tract of land under the terms of the logging contract

Random lzngths reports temporary curtailments at GeorgiaPacific, which shut down its sawmills in Wakefield, Va., and Creedmoor. N.C.. for about five months and reduced Claxton. Ga.. and Dudley, N.C., mills to a single shift Travis Lumber Co., Mansfield, Ar., has cut production

in half at least until the spring Anthony Timberlands, Bearden and Malvern, Arj Curt Bean Lumber Co., Glenwood, Ar.; Columbus Lumber Co., Brook-haven, Ms., and Gilman Building Products' six sawmills and planers are moving to a four-day production schedule ... Columbus also indefinitely shuttered its South Plant planing operation...

Forest Technology Group, Greenville, S.C., has opened a new Southeast regional office in Pine Mountain, Ga.; Richard Hall, business development mgr.

Universal Forest Products has acquired Quality Wood Treating Co.'s Prairie Du Chien, Wi., composite wood facility

American Wholesale Insurance Group Inc., Charlotte, N.C., has acquired lumber industry insuter Woodus K. Humphrey & Co. Inc., Shreveport, La. ...

Louisiana-Pacific Corp., which announced plans earlier this year to sell 12 sawmills, has pulled twothirds of the lumber mills from the market after receiving low bids for the assets; sales of the other four mills are expected to proceed Barnett Millworks. Theodore. Al., is now distributing Lithonia, Ga.-based Tucker Millworks' Genesis double hung, casement and awning windows in La., Ms., Al.. and Fl.

J&M Producls is now the exclusive distributor of moldproofing products from Healthy Wall Products, Vienna, Va.

The World Trade Organization recently ruled that Canadian stumpage fees do not constitute a benefit as the U.S. had first claimed; American trade officials argue that low stumpage fees are unfair subsidies of Canadian exports. The ruling will now go

to another panel for a final judgment expected next spring the Canadian government plans to provide $117 million in aid to timber workers and communities affect'ed by the softwood lumber dispute ...

ECMD Inc., North Wilkesboro, N.C., has been named one of the top revenue-producing companies in the state by Business North Carolina magazine ...

Collum's Lumber Products, Allendale, S.C., agreed to implement Scoopsay''s integrated man-agement system software ...

Johns Manville Corp. will close its air infiltration products plant in Parkersburg, W'.V., by the end of the year

Knauf Fiber Glass's insulation products recently were certified for indoor air quality from the Greenguard Environmental Institute. Atlanta. Ga.

Pacific MDF Products was recently featured on the cover of the Composite Panel Association's

magazine, Second Wave; the Rocklin, Ca.-based company's MDF products were showcased in the home of Composite Panel Association chairman Elliott Savage, industrial wood division president, Georgia Pacific

Temple-Inland Forest Products Corp., Diboll, Tx., was a recipient of Masco Corp.'s 2001 Supplier Team Award ...

Grffith Lumber Co., Woolwine, Va., and Roy O. Martin Lumber Co., Alexandria, La., were finalists for the National Hardwood Lumber Association's 2002 Forest Stewardship Award

Anncor Florida has opened a new plant in Haines City, Fl., that manufactures precast reinforced panel and block building products from sand, lime and water

American Portland Cement Alliance has merged'with the Portland Cement Association and will operate its Washington, D.C., office as PCA s government affairs division ...

"The forest health crrsrs cannot be ignored. There are "72 million acres of National Forest System land at high risk to catastrophic wildfire. Another 26 million acres are at high risk to insect infestation and disease. That is enough to burn a path from New York City to Los Angeles 62 miles wide. It is time to make our forests healthy."

- W. Henson Moore, c.e.o./ president, American Forest & Paper Association

Housings starts in September (latest figures) shot up l3.3%o to a seasonally adjusted annual rate of 1.843 million ... single family starts surged l8.2%o to 1.477 mlllion; multi-family was at a rate of 329,00O for 5+units ... building permits gained 3.1Vo to a seasonally adjusted annual pace of 1.727 million.

Stock

nlD Montrose lulft Retoeai;.

1915 N. TownsendAve.. Montrose. CO 81401 (97O) 24O-L945 Faxe7o-240-le6e

We crrn solue Aour wrrrehousin;g c;nd. tro:nsporto;tiola needs

Providing Nationwide Coverage, specializing in Western Colorado, Utah and Northern New Mexico

22-acre Reload Facility

346,000 sq. ft. of Inside Covered Storage

. Inside Loading and Unloading

. 15 trucks

Truck Broker's License

. Short or Long Distance

Union Pacific Rail Served

Experts in Material Handling

Jor the Forest Products Industry

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

llovrmrrn

North American Wholesale Lumber Association - Nov. 7-9, Traders Market, Dallas, Tx.; (800) 527-8258.

Harriss Tarkett - Nov. 8-9, H-T University wood flooring course, Johnson City, Tn.; (800) 842-7816.

Construction Suppliers Association - Nov. 10-12, dealer roundtable, Statesboro, Ga.; Nov. 12-13, winning negotiations seminar, Holiday Inn, McDonough, Ga.; (170)151-6373.

National Wood Flooring Association - Nov. 11-12, wood flooring sales school; Nov. 12-15, sand & finish school, Tampa, Fl.; (800\ 422-4556.

Southern Pine Council Marine - Nov. 12, marine construction seminar, The Seaview Marriott Resort, Atlantic City, N.J. (50q 44-4464.

Architectural Woodwork Institute - Nov. 14-16, annual meeting, Hilton Palacio Del Rio, San Antonio, Tx.; (703) 733-0600.

North American Building Material Distribution AssociationNov. 14-16, annual convention and conference, Gaylord Palms Resort, Orlando, Fl.; (888) 74'l-7862.

American Lumber Standard Committee - Nov. 15, annual meeting, Harrah's, Las Vegas, Nv.; (301) 972-1'700.

National Hardwood Lumber Association - Nov. 16, sawyer, trimmerman and edgerman training short course, Memphis, Tn.; (901) 377-1818.

Peak Auctioneering - Nov. 16-17, building material auction, Metrolina Expo Center, Charlotte, N.C.; (816) 474-1982.

Longleaf Alliance Regional Conference - Nov. l7-20, Pine Needles & Mid Pines Resort, Southern Pines, N.C.; (919) 5153184.

Vermont American Tool Co. - Nov. 18-19, power tool university, Louisville, Ky.

Mid-America Lumbermens Association - Nov. 18, area meetings, Fayetteville, Ar.; Nov. 19, Jonesboro and Little Rock, Ar.; Nov. 20, competing with big boxes seminar, Little Rock; Nov. 2l,big box seminar, Oklahoma City, Ok.; area meetings, Lawton and Tulsa, Ok.; Nov. 22, Oklahoma City; (816) 561-5323.

BonaKemi USA - Nov. 19-21, sand & finish school, Charlotte, N.C.; (800) 872-55t5.

Drcrmrrn

o Airport Runway/Parking Lot

Golf Course Storm Drains

o Industrial Waste Water Applications

o Constructed Wetlands

o Landfill Drainage

o Sewer Sludge Compost Pipe

Crumpler Plastic Pipe, Inc.

Post Office Box 2068

Roseboro, NC 28382

For the Best Quallty and &rvle Call 800.334-59^71

FAX 9rG525.5801

WEB SITE: www.cpp-pipe.com

Wallace Hardware Co. - Dec. 4-5, winter show, Gatlinburg Convention Center, Gatlinburg, Tn.: (423) 586-5650.

National Association of Women in Construction - Dec. 5, chapter meeting, Austin, Tx.; (512) 476-5534.

Softwood Export Council - Dec. 5, annual meeting, Benson Hotel, Portland, Or.; (503) 248-0406.

Southern Pine Inspection Bureau - Dec. 5-6, planer course, SPIB Training Center, Pensacola, Fl.; (850) 434-2611.

NOFMA: The Wood Flooring Manufacturers AssociationDec. 7-8, annual membership meeting, Peabody Hotel, Memphis, Tn.; (901) 526-5016.

Construction Suppliers Association - Dec. 8-14, fishing roundtable, Beau Rivage, Ms.; (770) 751-6373.

Mid-America Lumbermens Association - Dec. 10, reduction of overhead seminar, Little Rock, Ar.; Dec. 11, hiring seminar, Oklahoma City, Ok.; (816) 561-5323.

BonaKemi USA - Dec. 10-12, sand & finish school, Charlotte, N.C.; (800) 872-5515.

Virginia Tech Center for Forest Products Marketing & Management - Dec. 12-13, advanced forest products sales course, Donaldson Brown Hotel & Conference Center, Blacksburg, Va.; (540) 231-58'16.

Mississippi Building Material Dealers Association has hired Bob Hellenthal to succeed William Lee Russell as executive director Jan. 1. By then, he will relocate the association office to his home in Brandon.

Among changes Hellenthal is pushing for:

. an aggressive increase in membership;

. a fleet discount on GM vehicles for members and employees;

a frequent buyer rebate for members from vendors;

new vendors at the trade show;

. special prices available only to dealers attending the show, and

a presentation at the trade show on the changes in treated lumber.

MBMDA also revised its convention trade show dates to Feb. l3-15.

Kentucky Lumber & Building Material Dealers Association hopes to move into new offices in Louisville by Dec. L After l0 years of renting its cunent home, KLBMDA is buying the first floor of a two-story condominium. The facility has a conference room that accommodates up to 40 people in a classroom setting, so the group can house its own board meetings and seminars. An extra 750 sq. ft. of space will be rented out.

Mid-America Lumbermens Association will update members on association and industry news, such as treated lumber and mold, during a series of area meetings during the next

five weeks. Visits include Nov. l8 in Fayetteville, Ar.; Nov. 19, Little Rock, Ar.; Nov. 19, Jonesboro, Ar.; Nov. 21, Tulsa, Ok.; Nov. 21, Lawton, Ok.; Nov. 22, Oklahoma City, Ok.

Upcoming seminars include "Com-

IEtot

Building Products Digest welcomes lztters to the Editor. Please send to Editor, 4500 Campus Dr., Suite 480, Newport Beach, Ca. 92660; Fax 949-852-0231, or by e-mail to dkoenig@ ioc-net-

KNOCK ON WOOD

I was distressed to discover a comment in reference to janah in the decking article ("Hardwoods Size Up Southern Decking Markets," Oct., p. 10-ll). We can point to many, many successful jarrah architectural and furniture applications in the U.S., including the

peting with Big Box Stores" Nov. 20 in Little Rock and Nov. 2l in Oklahoma City; "Reduction of Overhead" Dec. 10, Little Rock, and "Finding Good Employees & Keeping Them: Hiring, Training & Retaining Employees" Dec. I l, Oklahoma City.

Construction Suppliers' Association is sponsoring a dealer roundtable Nov. l0-12 in Statesboro. Ga.: winning negotiation seminar Nov. l2-13 at the Holiday Inn, McDonough, Ga., and a fishing roundtable Dec. 8-14 in Beau Rivage, Ms.

Houston's Restaurant chain (window treatment), the new main Sacramento Public Library (office furniture), several large private residences (flooring and millwork)-the list could go on and on.

We have milled over 250,000 bd. ft. of janah in our own planing mill in the past four years with absolutely no problem and to great customer satisfaction. Although an excellent decking material also, when properly manufactured and dried, jarrah is an excellent wood for every hardwood application.

Lynn Monthaven, General Manager Lane Stanton Vance Lumber Co. City of Industry, Ca.

Woodrow Wilson Godfrey, 83, founder, Godfrey Lumber Co., Statesville. N.C.. died Oct. 4.

Ruel Wade Alexander. J] . former managing partner at Canyon Drive Lumber Co., Amarillo, Tx., from 1966 to 1989, died Oct. 14. He served in the U.S. Navy during WW II, and was a past president of the Lumberman's Association of Texas and as a National Lumber & Building Materials Dealers Association director from 1984 to 1987.

A native of Iredell County, N.C., Mr. Godfrey served with the Army during World War II.

Clarence O. Widener, 78. retired. Bristol Door and Lumber Co., Bristol, Va., died Sept. 10.

A native of Bristol, Mr. Widener was a veteran of the Army.

Donny Ray Rimmer, 57, retired from the now-defunct Replogle Lumber Co., Henry, Tn., died Sept. 2.

The Quality Leader in Fire Retardant Wood

Depot Finds Scotty's Keys

Scotty's, Winter Haven, Fl., will lease its Key West, Fl., store to Home Depot, Atlanta, Ga., starting in December.

The 20-year agreement between the two home center chains ends several years of negotiations by Home Depot to buy the 8-acre property.

Scotty's recently moved to a temporary location in Key West, and Home Depot has already begun remodeling the 90,000-sq. ft. store and 14,000-sq. ft. garden center.

Depot's new Key West location will be its second store in the Florida Keys and will also carry specialized items like boating supplies, stainless steel fixtures and lobster traps.

Under the agreement, Scotty's will leave Key West next year when the new Depot store opens. Scotty's will maintain its other Florida Keys locations in Big Pine and Largo.

In September, Scotty's added another Do it Best store in Seffner. Fl.. and on Nov. 9, it opened a new location in Sarasota, Fl.

Sniper Kills Depot Customer

A Home Depot customer was fatally shot last month in the parking lot of

the Falls Church, Va., store, becoming the ninth fatality victim of the Washington. D.C.. area sniper.

Linda Franklin, 47, was killed Oct. l4 as she and her husband loaded packages into their car.

The couple were planning to move into a new house that week, and had bought home supplies in preperation.

The Arlington, Va., resident was an analyst in the cybercrimes division at FBI headquarters, although police officials suspect she was not killed because of her job.

As of late October, the unknown sniper had shot l3 people.

Men Want D-l-Y Crown

Seventy percent of male homeowners believe they are more skilled at di-y projects than women, according to a new survey.

The SandBlaster-sponsored survey of 485 nationwide homeowners also revealed that half of all women respondents agreed that men were better at home-improvement projects.

According to the survey,807o of di-yers said they enjoyed doing the work with relatives or friends. Twothirds undertook repair or remodeling jobs at the urging oftheir spouses.

Painting ranked as the most popular d-i-y task, whereas plumbing came in dead last.

Bathrooms and kitchens were the most frequently remodeled rooms. Homeowners said yard projects were often a source of irritation, with 40Vo stating they had to redo outside projects because of initial corner cutting.

Safety Departments Added

Home Depot, Atlanta, Ga., has introduced two new store departments that carry home safety and health products.

Depot held free safety awareness events at its U.S. stores Oct. 12 to promote the Home Safety Zone and Healthy Home Zone departments.

Home Safety Zone features products like fire extinguishers, security lighting and smoke alarms.

Healthy Home Zone is aimed at indoor environment issues, stocking products such as air purifiers, dehumidifiers and thermostats.

"We will be providing guidance on how to protect and prepare families and homes from hurricanes, floods and other natural disasters," said Richard Dale, global product merchant for home safety and security.

Ihe public heqlth fbqr fqclor

By Louis W. Sullivan, M.D.

Still using steel banding?

tion and-ultimately-reassessment. I refer to this pattern as "the public health fear factor" and the recent conclusions of a panel of experts commissioned to study possible health effects resulting from exposure to treated wood in playgrounds lead me to believe that this phenomenon has occurred once again.

Our

banding

Far less likelihood of injury, to employee or customer

. Far less steel banding-related damage to materials

Secure bundling of all truss jobs

Resists weather and material shrinkage

Steel handing is dangerous and obsolete. Until now, there was no viable alternative. We believe we have the solution to your load containment needs! See for yourself!

In FlOrida, call Stambone & Associates

(863) 646-6445

P.O. Box 5858, Lakeland, FL 33807-5858

cstambone@aol.com . Fax 863-646-4359

In Texas, Oklahoma, Arkansas and Louisiana, call Rusco Packaging

(800) 678-51s4

www.ruscopackaging.com

1010 Regal Row, Dallas, TX75247 Fax 214-905-6072

For National sales, call Kubinec Strapping Solutions

{810122s'8550

The public health fear factor generally is initiated when the media rush ahead of science and established evidence to hurriedly report that exposure to an everyday product could result in dire health effects. In this case, the media have put the focus on wood treated with Chromated Copper Arsenate (CCA), a preservative used safely for nearly 70 years to keep structures sturdy and safe from insects and the elements. This wood is commonly used in a variety of applications with which we are all familiardecks, fencing, and playground structures. It's the latter application that has created the recent fuss, which erupted first in Florida and then grew nationwide.

Although it's been common knowledge for more than a half-century, the media and trial lawyers are seizing upon the fact that one of the ingredients that goes into CCA is arsenic-an admittedly toxic substance whose reputation has been romanticized in countless murder mysteries.

The arsenic works with other chemicals in the wood to persuade termites and other insects that this wood in not good to eat.

While no responsible scientist would ever suggest that arsenic is completely harmless, it's imperative in matters of science that judgments be based on research and evidence. That's why the Florida Department of Health correctly responded to a wave of media reports on the potential dangers of CCA-treated playground equipment in Florida by commissioning an expert panel, the "Physicians Arsenic Work Group," to evaluate the risk associated with its use.

This group recently finished its assessment and concluded that the data "have not demonstrated any clinical disease associated with arsenic exposure from the use of the CCA-treated wood." The panel went on to state that "CCA-treated wood has never been linked to skin diseases or cancer in children exposed during recreational use...[which] would be expected after 30+ years of use if toxic levels of arsenic were leaching from the wood."

It also is worth noting that the physicians' group "agrees with and supports the United States Environmental Protection Agency's directive that "EPA does not recommend thit consumers replace or remove existing structures

ITiHROUGH the decades as a public health professional'

I I've observed a pattern in health scares that produces a predictable cycle of unfounded fear, litigation, over-reac-

made with CCA-treated wood or the soil surrounding those structures."

Although both the federal EPA and Florida's Physicians Arsenic Work Group have reaffirmed the safety of CCAtreated wood, the wood industry has initiated a voluntary phase-out of the product. This decision was reached because the treated-wood industry has developed alternative products that are not arsenic-based but still provide the preserving qualities of CCA. Nevertheless, at least a dozen playgrounds have been needlessly torn down coast to coast, and a number of baseless lawsuits have been filed.

Today, my message to parents who are worried and are considering keeping their children off of public playgrounds is simply this: relax, the evidence is that your children are safe. I am, however, concerned about a bigger issue, which is the tendency in our society to devote tremendous attention and resources to phantom risks, based on an anecdote or media report.

The far greater risk to our children is allowing them to be sedentary and spend their free hours in front of a television screen instead of in the playground. By some estimates, one-third of our children and adolescents are overweight. Obese children grow up to be obese adults. In turn, this is associated with increased risks of diabetes, heart attack and stroke.

Parents and communities must focus on the real issues affecting our children's health. For instance, the number one killer of America's children is unintentional injury. We can dramatically reduce these risks by taking simple steps like properly using child car seats and keeping firearms secure. That's where we need to focus our energy and our resources to protect our children in measurable ways.

The parental instinct to protect our children is a precious and community-strengthening commodity. Parents and others responsible for the health and safety of children should be constantly vigilant. But, when it comes ro matters of science, be wary of hype, error and incomplete information.

That's the best way to overcome the public health fear factor.

Louis W. Sullivan, M.D, president emeritus of Morehouse School of Medicine, served as Secretary of the U.S. Department of Health and Human Services in the first Bush Administration, I 989- I 993.

Depot Tests Heavy Duty Rentals

Houston, Tx., is the next test market targeted by Home Depot for expanding its rental program to heavy equipment.

In mid-September, Depot launched a pilot program at six stores in the Las Vegas, Nv., area. The stores' rental centers began offering bobcats, scissors lifts, dirt rollers, and other construction equipment.

Eventually, they will carry over 50 products, including mini-excavators, light towers, towable compressors, and skidsteers.

The Las Vegas trial is expected to be expanded to stores in the Houston and Chicago, Il., areas by the end of the year.

The chain currently operates tool rental centers in more than a third ofits nearly 1,500 stores.

By 2005, Depot expects rental centers in 807o of its home centers.

A|l $terns run from selec$och

n{rd gl,rtput of over 50 milliofioard t$*tabte for same.d"y ppp,1

Increase y sales 25oh in 90 days

By William Blades William Blades. LLC Scottsdale, Az.

ANY salespeople boast about how much their organizationl products/services have changed in the past few years. But when you take a good look at most companies, you'll notice that their trade magazine ads look the same as they did five years ago, their trade show booths look just like their competitors', and the salespeople act and sell like the pack of salespeople out there.

Sure, the company may have changed on paper, but in reality, it's the same old routine.

Little-make that very little-creativity is found in today's business environment. Run, run, run and go, go, go does not usually equate to improved sales and margins. Flying across country and driving from town to town to make an extraordinary number of client visits is okay if your goal is to increase your odometer reading or frequent flyer mileage.

If you want to change your sales results, you must change your perception of selling. Too many salespeople believe their job is to simply sell something at a price. While this does result in items sold, the overall results are only average. The key to breaking sales records is to first answer two key questions before every sales visit:

(l) How is this going to be my best sales visit ever?

(2) How is this going to be the best sales presentation the client has ever seen?

If you can't answer those two basic questions, do not leave the office to waste the client's time-or your time.

Successful salespeople don't accept the status quo. They know that even if they become the best in the world, there's still room for improvement. In fact, no matter how good you believe you are today, you can be 25Vo better in 90 days. Here's how:

1. Never visit another client without ample thinking about how you are going to bring joy and value to each one of them.

Great salespeople think of and for their clients at all times. not just a half-hour before their next sales visit. They give more of themselves to their clients than anyone else does. They cut articles out and mail them to clients; they devise ways to provide services that no one else offers; they continually keep in contact with their clients to find out how their needs may be changing. Essentially, their number one goal is not to make a sale; rather, it is to bring joy and value to every client at least once a month.

2. fahe care of the details before your sales visit. Taking care of the little things can pave the way to more closings.

Ignoring the little things can blow a deal right out of the water. No later than the night before you see a client, prepare an outline of all the things you want to share and learn. Make sure the outline flows logically from one topic to another. That is, one question or comment should lead to the next one. If the outline does not have a good flow, rearrange it until it does. The way you prepare to handle the details will determine the course of events and whether or not you will walk away with a purchase order.

3. C"t an attitude makeover. Successful salespeople must convey a friendly and helpful attitude. While being pleasant to your clients is elementary, it's surprising how many people send out negative signals, telegraphing their dislike for dealing with people.

To maintain a professional and helpful attitude, know in advance how

you will handle a disgruntled or demanding client. If you find yourself in a situation with someone who is less than pleasant, simply refer to your alternate plan and handle the situation calmly and diplomatically.

4. Phn for success.

Ninety-eight percent of salespeople operate without a solid plan because, as they say, "I don't have time to plan." Without a plan, though, you'll never know whether you're on the right path. Start with a l2-month plan and work it backward into quarters, to the month, to the week, and then to the day. As you plan, answer these questions: Who are your next l0 clients going to be? When will they come on board? Which products will they buy? How much will they buy? How will you make it happen?

If you don't know the answers to those questions, you are drifting and cannot offer anything new to your clients. Prepare and stick to a plan today so you can help your clients in the future.

5. Invest in personal development.

First, find a mentor. If you're not ranked in the top 10Vo of your industry, find someone who is (even if it's a competitor) and learn from that person. If you are ranked in the top 107o, strive to make it into the top 2Vo.

Next, ask yourself, "Who am I currently hanging around and what are they doing to me?" If you routinelY associate with people who are negative and unsuccessful, then guess what? You'll be negative and unsuccessful. You do become just like the majority of people you associate with.

Finally, encourage your company to invest in training and one-on-one education. Most companies invest in equipment and more equipment, but few are progressive enough to invest an adequate amount in training and education. If your employer is too shortsighted to understand, invest in one-on-one training for yourself.

When you work harder on yourself than on anything else, everyone wins-you, your company, and your clients. Invest the time and effort into becoming the best salesperson you can be. It's the only way to "wow" your clients and increase your bottom line.

- Bill Blades, CMC, CPS. is a professional speaker and consultant specializing in sales and leadership issues. He can be reached at (480) 563-5355 or bill@ williamblades.com.

Jack Fitzgerald, ex-Geodeck, has joined Correct Building Products as v.p.-sales & marketing for CorrectDeck. He is based in Virginia Beach, Va.

Charles Holsapple, ex-Tampa International, has joined Empire Wholesale Lumber, Tampa, Fl.

Bill Franks, ex-Louisiana-Pacific, has been named mgr. of L&L Lumber Co.'s Conroe. Tx.. DC.

Benedict P. "Dick" Rosen and Stephen L. Chryst have been appointed to the board at New South Cos., Myrtle Beach, S.C.

Bob Wilber has resigned as Central Texas division mgr. at FoxworthGalbraith Lumber Co. to join Capital Lumber Co.. Phoenix. Az.

Lee M. Thomas has been named president of Georgia-Pacific Corp., Atlanta, Ga. John Costello is new as executive v.p. & chief marketing officer. A.D. "Pete" Correll. 61. chairman and c.e.o., is expected to make a full recovery after undergoing heart surgery to correct a blocked artery.

Lance Hopper, ex-Birmingham International Forest Products, has joined the brokerage division sales staff at Stringfellow Lumber Co., Birmingham. Al.

Ben Jones has been named mgr. of Weyerhaeuser Co.'s MississippiAlabama-Tennessee timberlands group in Columbus, Ms. He succeeds George Bledsoe, who has been promoted to functional team leader of southern timberlands, based in Hot Springs, Ar.

Guy Burk has been named national sales mgr. at Knight-Celotex. Peter Lindsay is now strategic accounts mgr. and Marie O'Barr is in charge of strategic and international customer relations, along with responsibility for Florida direct account sales. James Sullivan is sales mgr. for Va., W.V., De., and Washington, D.C. Tyson Hohne is sales mgr. for Al., Ga., Ky., Tn., S.C., and N.C.

Maurice R. Ademe, ex-TruServ Corp. and Do it Best Corp., has joined Ace Hardware Corp. as director of international licensees.

Andrew Ferrari, Trex Co., Winchester, Va., will retire early next year as executive v.p.-marketing & business development, but will continue as a director.

Roger C. Dower has been appointed president of the Forest Stewardship Council-U.S.

Calvin Staudt Jr. is now mgr. of customer-order fulfillment at International Paper Co., Memphis, Tn.

Jay Blakenship, Columbus Cabinet Co., Columbus, Ga., was named president-elect of the Architectural Woodwork Institute, Reston, Va. Richard Ungerbuehler Sr., Federal Millwork Corp., Fort Lauderdale, Fl., is treasurer. Ed Brewer, Louisville Lumber & Millwork, Louisville, Ky., and Kent Terrill, Terrill Manufacturing Co., San Angelo, Tx., are directors.

Hans Vetter is the new national sales mgr. at Hurd Millwork Co.

Shawn Draper, ex-Metallon, has been named v.p.-marketing at Woodcraft Supply Corp., Parkerburg, W.V.

Peter Wijnbergen has been named v.p.sales, marketing & logisitics for Nexfor/Norbord, replacing Harvey Joel.

Dusty Woods is in charge of lumberyard cleanliness at Mungus Fungus Forest Products, Climax, Nv., report Hugh Mungus and Freddy Fungus.

Let's Get Hammered

A 40-p., full-color catalog of hammers, hatchets. chisels and other contractor tools is free from Vaughan & Bushnell Mfg. Co., I l4l4 Maple Ave., Hebron, Il. 60034; (815) 648-2446.

Southern Lumber Literature

A Guide to Southern Lumber Export Grades has been expanded to a 24-p. picture book showing samples of 18 products. The guide is free from Southern Forest Products Association. Box 641700. Kenner, La.7OO64: (504) 443-4464.

It's Easy Being Green

GreenSpec Directory, a 416-p. book of 1,650 green building products such as access flooring and VOC paint, along with guideline specification language organized in the industry-standard l6-division CSI MasterSpec system, is $79 from Building Green, 122 Birge St., Suite 30, Brattleboro, Vt. 05301; (802) 257-7300.

Kitchen Makeovers

KitchenSryle, a glossy 24-p. idea book of inexpensive contemporary, traditional and country kitchen makeovers for homeowners, is free from Armstrong World Industries, Box 3001, Lancaster, Pa. 17604; (888) 233-3823.

Concrete Industry 101

S up p lementary C e mentin g M ate rials for Use in Concrete, a CD providing startto-finish training for individuals in the concrete industry, is $35 from Portland Cement Association. 5420 Old Orchard Rd., Skokie, ll. 6O077; (800) 868-6733.

Stressed Out Wood

Allowable Stress Design Manual for Engineered Wood Construction, 2001 Edition. a manual of wood structure design, is $70 from the American Wood Council, 1111 l9th Sr. NW, Suite 800, Washington, D.C. 20036; (202) 463-27'16.

How To Build A House

Habitat for Humanity: How to Build a House by Larry Haun, a full-color book with step-by-step instructions on building a house, is $24.95 from Taunton Press, 63 Main St., Newtown, Ct.06470:. (800) 2837252.

EWP, Western Style

A new 60-p. catalog of engineered wood products is free from Western Woods Inc., Box 4402, Chico, Ca. 95927; (800) 822-8 | 57.

Treated Wood Answers

Answers to Questions About PressureTreated Wood, a new 8-p. booklet with answers to the 30 most common questions about pressure-treated wood, is free from Southern Pine Council. Box 641700. Kenner, La.70064; (504) 443-4464.

Gross Margin Booster

Gross Margin: 26 Factors Affecting Your Bottom Line by Bill Lee is $29.95 plus $3.50 shipping from Lee Resources, Box l67l l, Greenville, S.C. 29606; (800) 808-0534.

Siding With Wood

Natural Wood Siding-Technical Guide, a l2-p. siding guide featuring comparative grade charts, patterns and surface textures, is $2 from Western Wood Products Association, 522 SW 5th Ave., Suite 500, Portland, Or. 97 209: (503) 224-3930.

Do The Braided Twist

A 28-p. catalog of hardwood mouldings, twists and a universal chair rail system is new from Braided Accents, 795 Dana Ln., Coeur d'Alene, Id. 83815; Q08\762-9663.

Kitchen Cabinet SATs

Performance & Construction Standards fbr Kitchen and Vanity Cabinets, a 8-minute CD about the Kitchen Cabinet

Manufacturers Association's testing and certification program for cabinets, is free from KCMA, 1899 Preston White Dr., Reston, Va. 201 9 I ; (703) 264-6530.

Wired In The Home

Structured Wiring for Today's HomesHomebuilder Edition, a CD that answers common questions about wiring homes for voice, data, video and security, is free from Copper Development Association, 260 Madison Ave., New York , N.Y. 10016; (212) 251-7200.

Bonding Tape Tales

A color catalog of bonding tape with a variety of pressure-sensitive acrylic adhesives is now available from Saint-Gobain Performance Plastics, (800) 724-0883.

FBeruRE YouR BusrNpss Cenn

rN BPD-ONLY $OO

YOun CARD

CAN

APPEAR IN JaNUARY'S SPECIAL BUSINESS CARD SECTION OF BUILDING PRODUCTS DIGEST

Use this low cost opportunity to deliver New Year's greetings to customers, friends and suppliers. Your business card will appear in a Special Section in our January issue, ocposing your message at an extra low price.

Cards will be reduced slightly, to 23/8'x 1-3l8".

Celebrate the New Year bv communicating with the trade. And at a price that can't be beat!

IT'S THIS EASY:

Just send your business card and a check for $60 by Dec. 18 to Cutler Publishing, 45OO Campus Dr., Suite 480, Newport Beach, Ca. 92660.

At this low price, your check will be your receipt.

Ouestions? Call Alan or Chuek at t9491 852-1990.

roducts

Bountiful Beadboard

Azek Trimboards has introduced a beadboard for ceilings, soffits, and general exterior trim applications.

Azek Beadboard is made of PVC and is available in l/2"x6"x18' reversible lengths which allow for vgroove or edge and center bead installations.

Circle No. 701

Wood Preservative Clearity

An EPA-registered clear wood preservative with water repellent designed to protect exterior untreated or pressure treated wood surfaces in above-ground installations is new from Wolman Wood Care Products.

port miter saws, drill presses and band saws. A variable height adjustment that allows use in any position from a range of 30"-1/4" to 40-3/4".

Circle No. 703

A Clean Wood Floor Kit

A hardwood floor maintenance kit is new from Precision Technolosies. The kit includes a32-oz. spriy bor tle of wood/laminate cleaner, a mop with a 4-ft. handle, and a terry cloth mop cover.

Circle N0.704

The Metal Arches

Pre-formed metal arches from Easy-Arch are reportedly less expensive than traditional wood arches and installed without the need of skilled craftsmen.

Branding'Round The Yard

A propane-powered lumber brander with no heat blow back is new from BrandNew Industries.

Porto-Pro weighes less than three lbs. and comes with a 10' hose for connecting to a propane tank.

Circle No. 706

Never Doubt A Router

Dewalt has introduced a new router system featuring a pair of heavy-duty motor packs and three interchangeable base options.

DW6l6K is a 1-3/4 hp, ll-amp fixed base router and the DW6l8K is a2-l/4 hp, l2-amp electronic variable speed fixed-based router with soft start and spindle lock.

Circle No. 707

Lost And Foamed

A foam insulation system for poured concrete walls that reportedly allows contractors to install insulation, wall studs and a concrete wall in one step is new from E-Maxx.

E-Maxx System features R-values ranging from R-11.5 to R-25.5 and is

Woodlife Classic features a waterbased formula that is said to protect against rot and decay by stopping mold. mildew and fungus stain.

Circle No. 702

Let's Go Clamping

A height adjustable workbench that can be used as a solid surface table or a clamping table is new from Wolfcraft.

Quick Jaw Work Center can sup-

Easy-Arch is non-structural and non-load bearing, requiring no additional permits and engineering. It is available in a variety of standards and dimensions.

Circle No. 705

made of 2" or 2.5" thick EPS foam panels with pre-grooves to accept interlocking studs.

Circle No. 708

Chair Rail Chatting

Braided Accents has introduced a universal chair rail system in a l-112" half rope along with six backbands.

sum wallboard products for high traffic areas.

Damage Guard AR (abuse resistant) has extra-double face paper to withstand scuffs abrasions.

Damage Guard IR {impact resistant) also features a special backing to prevent impacts from penetrating walls.

Both panels are manufactured in 4ft. widths and 8- to 12-ft. lengths.

Circle No. 712

No More Oil Dependency

Siding Needs Compassion

Progressive Foam Technologies has developed a new foam support and insulation system configured to fit any home exterior vinyl siding panel.

The system features an increasing overlap to fit any thickness of wainscot, mirror or frame from 3/16" to 3/4" in thickness. The flat backband (designation BCF) fits any standard wall at any desired height.

Circle No. 709

Siding Pros Take Note

A layout/work table for siding installers that is completely assembled and ready for use is new from J-Dan.

The Tradesmen allows installers to clamp siding for cutting and sizing and is available in three models: 7' 6". l0' 6".and12"6'.

Circle No. 710

End Fence Mending Blues

A new gate frame system from Jewett Cameron Trading allows contractors and d-i-yers to replace wornout gates or install new ones.

Stanley-Bostitch has introduced a new oil-free, pneumatic brad nailer with the highest power-to-weight ratio in the industry.

The Adjusr-A-Gate will fit all openings from 36" to96".

All hardware and screws are included in the kit.

Circle No. 711

Eradicating Wall Damage

Temple-Inland Forest Products Corp. has introduced two new gyp-

BTI25K-2 is an l8-gauge, l-l/4" nailer kit that comes with the nailer, l/4" air fitting, 1000 1-ll4" brads, and a carrylng case.

The nailer weighs 1.9 lbs. and has a driving power of 145" lbs.

Circle No. 713

Gapping Up Caulk Spills

Red latex caps for capping containers of caulk, paint, sealer or glue are available from C.A.P. Products.

Fullback Thermal Support System is installed behind siding to increase energy efficiency and durability while resisting insects and black mold.

Circle N0.715

This Roofing ls Finished

Met-Tile has introduced a new paint finish to its line of metal panel roofing that is said to resemble the look of tile.

The finish is made of silicone modified polyester and has a low VOC finish that is said to offer durability and corrosion resistance in water catchment applications.

Circle No. 716

Little Red Caps replace lost or damaged caps, preventing product spills. They come in packages of 16 or 35 caps.

Circle N0.714

is ovoiloble by circling the corresponding Reoder Service number opposite the inside bock cover ond sending the form to New Products Editor, FAX to 949-852-0231, by E-moil io rfoy@ioc.net, by moil to 4500 Compus Dr., Suite 480, Newport Beoch, Co. 92660, or by colling (e4e) 8s2-r ee0.

first rough mills.

Raimann Valu-Rip SLR combines production and processes of up to five single straight-line ripsaws into one rip cell.

Circle No.718

Siding, Sealed & Delivered

GE Sealants & Adhesives has a new siding sealant that is said to resist damage from weather and aging.

Blue Flame Heat

SunStar Heating Products has introduced a thermostatically-controled 30,000 BTU/hr. capacity blue flame style, vent-free gas room neater.

SunStar BF30T is available in a natural gas or LP gas model and features a non-electric thermostatic control with a two-stage gas valve.

Circle No. 721

Post To Post Perfection

SierraPine Ltd. has introduced a complete paint grade post to post stair system of MDF stair parts.

Raptor Rack System

A 3" wide upright column pallet rack system for heavy volume forklift traffic is new from SpaceRak.

Raptor-Rak is made of fully welded tubular beams that connect via three or four stud end connectors, with patented spring steel replaceable safety locks.

Circle N0.717

Ripping 'Round The Sawmill

Weinig Group has introduced a new ripping solution for cross-cut-

GE Siding Seal is said to adhere to aluminum, metal, fiber cement, vinyl, wood and wood-based products.

Circle No.719

Power Comes In 300 Ways

A new portable power generator from Xantrex can run power tools, jump start a car, and run a wide range of | 2 volt automotive oroducts.

Xpower Powerpacl 300 provides up to 300 watts of AC power and features jumper cables, AC charger and DC charging cable.

Circle No. 720

DI]I]ID SITAilIID OYIDttDss

M"*?flfr'jiP"iF?J*""

Save money by stocking Deep Swamp Cypress in place of redwood and cedar. This beautiful, versatile, all around species, for exterior and interior use, finishes better than cedar or redwood and is more stable than southern oine. We mill to your specs-any pattern siding, plus finish, S4S, fine bevel/bungalow sidings, 1" sidings, paneling, ceiling, wainscot stock and flooring. All kiln dried, from finish to common grades. No order too small.

Elder Forest Productso Inc.

75 Center Circle, Sulphur, LA 70663

(800) 256-7197 (337) 625-8141 . FAX 337-625-5275

Post to Post Stair system features a wood veneer wrap that is available in most domestic species and some exotic burls.

Circle No. 722

Get A Grip On Your lce

A shoe traction device to prevent slipping while working in snow and ice is new from Yaktrax.

Yaktrax features treated steel coils that grip into ice and reportedly provide secure footage.

Circle No. 723

Cuddling Up To Plastic

A no-prep superbond paint that bonds securely to plastic substrates is being manufactured by Krylon.

Krylon Fusion is said to form a superior bond to all types of clean, dry plastic surfaces including ABS, PVC and polypropylene.

Circle No. 724

Doors Made To Order

Marshfield Door Systems has introduced a new line of architectural wood doors that are factory machined and fitted to individual order specifications.

Super-Fast Drying Polyurethane for Floors is for both d-i-yers and professionals and does not require sanding between coats. Topcoating can be completed in one day.

Circle No. 726

Twist Tie And Shout

An industrial strength twist tie that is said to be stronger than rope or bungee chords is new from Inventor and Handle It.

GripTwist is made of carbon steel alloy with a high density foam coating that can hold up to 100 lbs.

Circle No. 727

Honey Let's Build A Garport

A d-i-y metal framing system for constructing carports, mini-storage buildings. and RV/boat storage is new from VersaTube Building Systems.

Marshfield Signature Series doors are available in customized stains and l7 colors.

Circle No. 725

Super, Fast, Dry & Protective

Minwax has introduced an oilbased protective finish for interior hardwood floors that reportedly dries 25Va faster than regular polyurethane.

SPEGTES

The system is composed of rectangular steel tubes that assemble into structural frames. Standard frame packages reportedly can be installed in less than one hour.

Circle No. 728

Throw Him A Chalk Line

A chalk-line reel hook for carpentry work that is said to make accurate snap lines on angle, corner-to-corner and sub-floor work is new from C.H. Hanson Co.

half a typical4-112" grinding wheel and is used for blendins and surface weld removal on steel. itainless steel and aluminum.

Circle N0.730

Wind Be Not Harmful

Structural Protective Products has introduced a device to protect screen and storm doors from wind and excessive force.

Ultra Jamb Reinforcer comes in a

Messy Builder Insurance

A mat for builders to protect indoor and outdoor surfaces durine construction, remodeling and maintel nance projects is ne'i, from Foss Manufacturins.

End-Mate is designed for use with a conventional chalk reel and features a dual-hook design for gripping corners and flat surfaces.

Circle No. 729

Back To The Wheel Grind

Metabo Corp. has introduced a grinding wheel -that is said to eliminate the need for a backing pad and tapered flange nut.

Type 29 Z-Plus weighs less than

kit that includes a steel plate, universally-fitting screen door bracket and attachment screws.

Circle No. 731

Ozite TopGuard Surface Protection Mat features a non-slip surface to protect against fluid spills, scratches, and dents caused from construction equipment and heavy tools.

Circle No. 732

Lighten Up For A Flood

A large wattage HID floodlight for 250 and 400 watt Metal Halide and High Pressure Sodium is new from RAB Electric.

Floodzilla is available with a steel trunnion or integral slip fitter mount.

Circle No. 733

Wood Grain Wonders

Georgia-Pacific Corp. has introduced 22 new woodgrain patterns to its line of thermally fused melamine.

Superknife features anodized aluminum/stainless steel construction, ergonomic styling and a belt clip. The folding blade will accept most standard utility blades including contractor grade.

Circle No. 735

Gala Display Grid

Wire mesh product display grids designed to fit on the ends of standard and light duty storage racks are now available from ITC Manufacturing

Duramine added fruitwood and maple patterns are said to resemble real wood grains.

Circle No. 734

Utility In A Small Knife

A combination pocket and utility knife that is said to be the world's only folding utility knife is new from RDR Tools.

and Powder Coating.

The grids are available in custom sizes to fit any applicationa and feature 4 gauge construction with additional "sandwich" wires placed along each edge for support and rigidity.

Circle No. 736

Wood Decking Shield

Wolman Wood Care Products has introduced an exterior deck stain that is said to penetrate like oil and protect like acrylic.

DuraStain is an alkvd/acrvlic formula that reportedly -repeli water. resists cracking and maintains a deck's original appearance for two years.

Circle No. 737

ln-line prinling

. At rapid speeds (780 FPM+;

o In harsh environments

Instantly variable information

o EasV networking

Matthews International is a leading manufacturer of industrial marking & coding equipment for the building products industry. We provide solutions for all your identification needs, while focusing 0n results that increase production line speed, offer flexible printing options and lower operating costs.

41 2-665-2500 . Fax 412-365-2042

ALAMO JOBBERS: Nalional Sash & Door Jobbers Association held its annual show Oct. 12-16 in San Antonio, Tx. (1) Rick Perry, Linnea Johansson, Al Campbell. (2) Garnett Douglass, Karen & Jim Canoll. (3) Nanei Bezeck, Warren Brown, Dennis Moore. (4) Jim Costello. Kellie Schroeder. (5) Ken Stubert. (6) Craig Young, Dan Beaty. (7) Joel Adamson, Victor Caraway, Jim Callaghan. (8) Dana Janson, Sue Anderson. (9) Matt Curley, Barbara Gahan. (10) Norma Reedy, Survivor's Tom "Big Tom" Buchanan, Becky Plemmons. (1 1) Carl Lindgren, Mark Schongalla, Lonnie Ramey, Catherine Towers. (12) Mark Lewis, Tom Meier, Randy Roedl, Peter Jolliffe. (13) Ron Stowe, Cam

Lowe. (14) Edward Yellowhair, David Floyd, Jetf Baker. (15) Mike Mendola, Dale Olds. (16) Greg Haupt, John Georgelis. (17) Greg Thom, John Bill Canoll, Charlie Risinger. (18) Franco Bt Bozzalla, Dean Charles, Omar Pabst, Antonio Luque. (19) Tony Robbins. (20) Rick Hagel, Hank Crouse, Rafe Hagel, Kami Consford, Scott Adkins, Millicent Davis, Virqinia Noble, Jennifer Jones, B.C. Blair lV. (21) Crystal Anders, Kim Hall, Brian Cabot, Jim Wilson, Brenda Maxey. (22) Bob Reynolds, Greg Libby, Chase lsraelson, Joshua Tvler. (23) Chervl & Jim Houser, Kevin & Anne

Jennifer (21) Jim (22

lsraelson, Joshua Tyler. (23) Cheryl & Hughes. (24) Mark Westlake, Krissy Clarl

t2) Chase Houser. Kevin rissy Olark, Trish & John Morrison. (25) John Jones, Allen Jones, Hans Schutz. (26) Jim Snodgrass, Duane Roth.

New DC For Diamond Hill

Diamond Hill Plywood Co., Darlington, S.C., recently opened a new distribution center in Raleigh, N.C.

The new 96,000-sq. ft. DC was built on a l2-acre lot next to the old facility.

President and c.e.o. Jim Ramsey said the new facility was built to provide the Raleigh operation with more space. The new DC features eight A-frames and a loading dock large enough to unload 13 boxcars simultaneously.

Diamond Hill operates 1l DCs in six southeastern states.

Total Square Footage: 85,575

Acreage: 22.05

*This plant has NEVER been used to produce CCA treated wood.

SOUTHERN F0REST LEADERS: The Southern Forest Products Association recentlv elected its 2003 board of directors: (top rod lefl to right) treasurer Tyler McShan, McShan Lumber Co., McShan, Al.; president Lionel J. Landry, New Orleans, La.; secretary Digges Morgan, New Orleans; (seated, left to right) past chairman Clayton Barnes, Weyerhaeuser Co., Hot Springs, Ar.; chairman Chip Hanigan, Harrigan Lumber Co., Fulton, Al., and vice chairman Griff Stanley, Gulf States Paper Corp., Tuscaloosa, Al.

ON THE FLOOR: Ace Hardware Corp. president and c.e.o. David Hodnik (right) recently spent th€ day working at Lakewood Ace Hardware, Norfolk, Va., with store mgr. Gary Rose (left). Hodnik reviewed inventory, set up merchandise displays, managed the checkout area and assisted customers. Hodnik's presence was "won" by Rose during a raffle at Ace's national spring convention.

DIAMOND DC: Present during the Raleigh grand opening were Diamond Hill's (left to right) Kennedy Breeden, Larry Malone, Robert Cunie, John Ramsey, Jim Ramsey, Dora Strickland, Bill Abbott and Jim Goldston.

ploce

Rates: 25 words for $25, additional words 70C ea. Phone number counts as I word, address as 6. Headline or centered copy, $6 per line. Private box or special border, $6 ea. Column inch rate: $4-5 camera-ready, $55 if we set the type. Mail copy to Building Products Digest, 4500 Campus

Dr., Ste. 480. Newport Beach, Ca. 92660, Fax to 949-852-0231, or call (949) 852-1990. Make checks payable to Cutler Publishing. Deadline for copy: 20th ofthe month. Ad must be prepaid unless you have established credit with us.

FREE BILL LEE NEWSLETTER

To subscribe to Bill Lee's FREE electronic sales newsletter, send salespeople's e-mail addresses to: BLEE@mygrossmargin.com. Ideas to boost sales & gross margin.

BILL LEE'S NEW BOOK

GROSS MARGIN: 26 Factors Affecting

Your Bottom Line. Learn how to increase gross margin without necessarily raising prices. $29.95 (plus $3.50 S&H for first book, 50@ for each additional book). To order, call 800-8080534 or Fax 864-461-0595 or e-mail: Sales@ mygrossmargin.com. For information on quantity discounts, call 800-277-7888. Credit cards accepted.

I 007o Satisfaction Guaranteed.

Matching clients with candidates

lor win-win solutions! ! !

I 172 Country Club Lane 817-457-9995 Fort Worth. TX'76112 Fax 817-457-9998 Gary Morris-President

E-Mail : Gary CaGR-Morris.com Website: www.G R-Morris.com

REMANUFACTURING SPECIALIST, center match on 1 ", 2", 3" and 4" lumber. Other patterns including flooring, ceiling, log siding and more. Custom CCA treating. Custom KDAT. We manufacture Southem Yellow Pine I x4 and I x6 S4S

PORTABLE

Travelite trade show display from ExpoSystems. Sharp black backdrop with overhead lighting ideal for l0'x10' booth space. Quickly and easily breaks down into self-contained case, weighs just 50 lbs. and features wheels for easy transport. Excellent condition. $995 or best offer. Call Chuck, Building Products Digest, (949) 852-1990.

WE BUY AND SELL PANEL STRIPS

Plywood, OSB, particleboard and MDF by the truckloads. Lumber Source. Phone (800) 8"14-1953, Fax 888-576-8723, e-mail LumberSource @ worldnet.att.net.

guide

Aurum

Lumber [4anufacturing Co. ...............(334) 793-1 527

Treatment Co,,..,..,..,.....................(800) 226-3444

Southern Wood Preservin9,.,.....,,..,.,.,.(800) 633-7539

Lumber Co., Inc..,, .(334) 457-6872

States Paper Corp, (205) 562-5000

Ewen Lumber C0,..,. .,334\ 432-2322

Shan Lumber Co, .....Q05\375-6277 Building Materia|s...................(877) 235-6873

Anrmms

Forest Products Co. .........................(800) 221 -2326

Lumber Co., Curt .......(800) 232-2326 (800) 482-2352

Creek Wholesale, Inc. .........................(866) 760-5344

Treated Wood Products.....................(800) 531-5558 Co. .........................................(800) 643-1515

honol

8r0thers.,..,....,.,.....(800) 542-6777 (828) 584-0785

Products of America.....,..............,,,..(800) 962-1518

Hill Plywood C0...,..,..,..,..,. ...,..,......(800) 737-71 35

Treated Wood Products, Inc. .............(904) 258-7818

Underwriting A11iance...............(800) 327-0630

Lumber Co. (Delray Beach).............(561 ) 276-51 55

Lumber Co. (Jacksonville)...............(904) 783-0170

Lumber Co, (Orlando)......................(407) 299 4280

Lumber Co. (Tampa) .......................(81 3) 248-41 1 1

Architectural Products, Inc..............(888) 966-3777

Pine Inspection Bureau...(850) 434-261 1

Pine Timber Pr0ducts...................,.(800) 229-7463

& Associates ...(863) 646-6445

BMD (Jacksonville) ................(877) 235-6873

Bl/|D (Pompano Beach) .........(877) 235-6873

Building Materials (Tampa)....(877) 235-6873

G:oncn

Wood Products, Inc............................(770). 379-9270

Hill Plywood C0...............................(888) 782-7954

lumberC0.............. .................(800)995-8627

Treated Wood Products.,..,..,..,..,....,..(800) 531-5558

...........................(800) 864-3730 (229) 263-8943

Lumber C0..........................................1770) 993-8939

Wood Preserving (800) 847-9663 i'912) 236-4875

Material Handlin9....(800) 353-0892 \7 7 0) 565-2244

Hardwoods, 11C..,..............................(478) 454-3418

Mouldings, Inc. ..,..,..,..,..,.....,..,...............(866) 653-4852

Forest Products.............,...........,....(912) 985-8066

Forest Products (lvloultrie)...,.....,....(229) 985-4009

Forest Products (Union City) ..........(770) 472-3000

Building N4ateriajs...................(877) 235-6873

Kruutxv

Lumber C0..,....................................(502) 297-8321

Building l\i|aterials...................(877) 235-6873

lournm

Forest Producrs..........(800) 256-7197 (318) 625-8141

Lumber Co., Roy O......,........................(800) 844-0615

Wood Preserving,..,..,.(800) 467-801 8 (31 8) 964-21 96

Lumber Sales, Richard.......................(318) 442-0453

Roy O...................... (800) 299-5174

Pine C0unci1....................................(504) 443-4464 Co. ....,....................................(318) 255-6258

tlmYuro

secure Products...................................(800) 966-2801

ilhsrsrppr

Lumber ...............(800) 654-6743 (601 ) 833-1 990

Inc.......,..,..,.,..,..,..,.(888) 837-9286 (662) 837-9286 ..................(601 ) 735-5071

Lumber C0....................................(601 ) 793-4528

Lumber Co. .....,....(800) 748-8919 (601) 362-0019

Building l\4ateria|s................,..(877) 235-6873

llonn Cmoum

A&H Windows ...............(866) 229-7617

Brackett Bros........... ......(800) 542-6777

Chadsworth's 1.800.Columns ........................(800) 486-21 18

Chemical Specialties, Inc. ...... \704) 522-0825

Crumpler Plastic Pipe, Inc..............................(800) 334-5071

Diamond Hill Plywood Co. (Charlotte).......,..,.(800) 737-7134

Diamond Hill Plywood Co. (Greensboro) .......(800) 737-7130

Diamond Hill Plywood Co. (Raleigh) ..............(800) 737-71 33

DLH Nordisk, Inc. .......................................,..,(800) 688-2882

Eastcoast Mou|dings.....................................(800) 627-3263

Huber Corp., J.M, ..,. ......(704) 547-9220

McEwen Lumber Co. (High Point)..................(336) 472-1676

McEwen Lumber Co. (Raleigh) ............,.....,...(91 9) 772-7550

Smith Millwork, Inc. ..,..,..,..,..,.,..,..,.................(336) 249-8171

Tank Fab Inc. .,..,..,..,..,..(910) 675-8999

Universal Forest Products....,.,..,..,..,..,..,..,..,..(704) 855-1 600

Vinyl Windows & Doors Corp.........................(910) 944-2100

Weyerhaeuser BMD (Charlotte).....................(877) 235-6873

Weyerhaeuser BIVID (Greensboro).................(877) 235-6873

Williams & Sons, Inc., Jerry G........................(919) 934-41 15

Williams Lumber Co. of North Carolina, lnc. ..(252\ 442-2136

0xuroml

Cedar Creek Wholesale (Oklahoma City) ......(800) 375-6025

Cedar Creek Wholesale, Inc. (Tulsa) .............(800) 299-9870

Weyerhaeuser Building l\,|ateria|s...................(877) 235-6873

Soun (moum

Cox Wood Preserving C0...............................(800) 476-4401

Diamond Hill Plywood Co. (Darlington)..........(800) 737 -7126

(803) 779-8600

McEwen Lumber Co. (Charleston).,..,..,.,,..,...(843) 766-5383

Terry Distributors, Walter.....(713) 227-6369 (800) 633-8235

Weyerhaeuser Building Materials (Dallas).....(877) 235-6873

Weyerhaeuser BMD (Houston)......................(877) 235-6873

Wood

EAX to 949-852-0231

or call (949) 852-1990 or mail to Building Products Digest, 4500 Campus Dr., Suite 480, Newport Beach, Ca.92660-1872.

Building Products Digest - November 2002

For more information from advertisers, use FAX Response numbers in brackets.

American Forest & Paper Association t1021 ..Cover II

Bean Lumber Co., Curt I1031................3

Bowie Sims Prange U12l .....................20

Building Products Digest (Business Card Ads)..... .............27

Cedar Creek t1231................................35

Cox Wood Preserving U051...................7

Crumpler Plastic Pipe, Inc. [110]........18

Custom Lumber Mfg. [120].................32

Elder Forest Products, Inc. [117]........30

FasPac Inc. [l13]...................................2

GRK Canada Ltd. Ull, 1161.........19,25

Grubb & Ellis 11221..............................35

International Paper Co.-Engineered Wood Division [104]...........

Jordan Lumber Company, Lee Roy t1071

Kubinec Strapping Solutions 11141.....22

Louisiana-Pacifi c Corp. [106]................8

Matthews International t1211..............33

Montrose Reload tf 091.........................18

Osmose U26l .............................Cover IV

Rusco Packaging [1f 4].........,...............22

Siskiyou Forest Products [1 19]............31

Snider Industries [1 15].........................23

Want to Subscribe? Check the appropriate boxes to begin receiving your monthly issues. tr 1 Year ($18) tr 2 Years ($29) tr 3 Years ($39) A For Qualffied Southern Retailers and Wholesalers (Free) E Bill Me E My Check Is Enclosed

News or Comments? We welcome your comments on articles, the magazine, or news of your company such as promotions, new hires, expansions or acquisitionS (?ftts is afree service).

Southern Forest Products Association [1241 -...-............37

Stambone & Associates, lnc. 11141......22

Sustainable Forestry Initiative t1021 .....Cover II

Swan Secure Products [118]..........31, 32

Vinyl Windows & Doors lL27l Cover III

Weyerhaeuser Co. [101]..............Cover I

William & Sons, Jerry G. [108]...........17

Solid Expanded Rigid PVC offers:

, QuickTurns, High Margins

, Low maintenance , Won't rot, absorb moisture, cup, craze, weathersplit or delaminate

, Not affected by water, humidity, salt air or insects

Solid Vinyl Cupolas

Won't rot, absorb moisture, cup, craze, weathersplit or delaminate

Not affected by water, humidity, salt air or insects

Roof is the only place that any wood is used.

Available in white.

Self-extinguishing fire characteristics (remove flame and burning stops)

Standard sizes available for stocking program

' Louvers made of formed vinvl-coated aluminum

Vinyl-Coated Aluminum Gable Vents

Available in all shapes and sizes, and wide selection of colors

Outlasts wood Never needs painting

Custom made for use with vinyl, stucco, aluminum or brick

. Fiberglass screens keep out pests

Includes J-channel or nail flange, "Kant Leak"o one-piece base

. Full 3/4" overlap . Roll form for strength

Front fascia piece is adjustable for imperfect rakes

, 100% VinylGable Vents also available

Crawl SpaceAccess Doors

Door is Pre-Hung

100% Vinyl Construction with Welded Corners

Full-Length, Self-Cleaning Piano Hinge

Antique Brass Finish Keyed Lock Built-in Deadbolt

Adiustable Bottom Expander with Rubber Sweep

Installation Screws Are lncluded

Door Panel is .080 Thickness

Also Available:

, VinylWindows (Garden, Beplacement, New Construction, Storm)

, VinylDoors (Storm, Utility Access, Keyed Access, Fire Cabinet)

Alside VinylPatio Doors , Comfort Line Fiberglass Patio Doors

, Alside Vinyl Siding, Soffits, & Trim Accessories

, Architectural Accents Urethane Millwork , Louvers & Accessories

PRESERVED WOOD PNODUCTS

New copper-based preservative

Meets major model building code requirements

Lifetime Residential and Agricultural

Limited W-arranty*

. Ideal for playsets, decks, fences and man;. other outdoor projects

. Available with a water repellent additive

. Commercially trsecl throtrgl-rout Europe, Asiar, and the United States for over 11 years