Building Products Digest - December 2014

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December 2014 t votume 33 I Number 10

BuililinA

BPD Pr0ilucts lligest

Special Features

ln Every lssue

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6 Tornllv RnNoor'r

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4 r

Building Products Digest I

December 2014

Building-Products.com

Engineered \[bod Products Real Wood Siding I www. Roseburg.com 800.245.1115

I

Lumber

Softrvood Ph"w'ood

_R. RosEburq

A Forest Producrc C.r*p*r'Y

TOTATLY Random

By Alan Oakes

BPII

Building Prcducts lfigest www.building-products.com A publication of Cutler Publishing 4500 Campus Dr., Ste.480, Newport Beach, CA 92660

Publisher Alan Oakes

Merry Ghristmas and Happy Holidays fr

Hns BEEN an interesting year! And, the most interesting part of the year has been the

Imost recent. The industry nationally began the year very slow. A long winter gave many companies a late start, and the breakout year that many of us expected did not quite materialize. It was better certainly, but not to the level of most economic forecasts, as housing starts appear to be hitting just over the one million mark. However, any year we make money is a good year, so it has been great to see many more smiley faces of late and the industry beginning to enjoy itself again.

Once the year did get underway-and for many that was April-it became quite busy and, from what I heard, stress levels rose higher, as the industry had to deal with supply and freight issues. Many mills were reporting fully sold out. Now when one considers that housing stafts were, although up, nowhere near projections, and that it was multi-family not single-family driving the starts, it begs the question of what issues will be created by an additional, say,20Vo growth in 2015, which only returns us to traditional building levels. We will realize even more clearly how much capacity has gone out of the industry.

The good news, though, is that for many states, the weather has been kinder, helping to make up for the year's late start. Those working outside have continued to frame, and outdoor projects are still getting completed into November.

Recent trade events we have visited show growing optimism and high expectations for 2015.Indeed, the mood at recent shows has been the best we have felt since the imaginary years of 2005 and 2006.I think the industry should be gearing up for another good increase next year.

That is what we need to feel in this industry-optimism and trust! For many of us, both in our private lives and our business lives, the decisions we make are based on the last seven years or so, therefore we are untrusting and hesitant to move forward and back to normalcy. There is always the fear of what is around the corner. Indeed, when the stock market crashed in October short-term, we all said under our breaths, "Okay, here we go again." With Ebola, issues in Europe, the slowdown in China, we keep being thrown curve balls. In business, it makes management and company boards shy from investing for the future. Many companies are still reluctant to hire, and that does not bode well for stress levels in 2015.

We continue to see acquisitions and mergers, as owners finally, understandably have a chance ofcashing in after the rough years. But it makes finding new and keeping current customers more important than ever. Here at BPD,we often cringe when we hear someone has been bought by or merged with another company, wondering who will be leading the charge after the dust settles. You should hope you are on the side ofthe winner.

As consolidation continues, ensure you are not reliant on a few customers. Some ycars ago, one client told me that they had lost their best customer-who had represented 4OVa oftheir business. Lesson be learned the hard way that you never want one customer representing more than l0% of your business. There is a constant need to seek out and acquire new business, and that is what our magazines are for. Indeed, through my business career, I have tried to never have one client accountins for more than 57o. You never know what is going to happen in life, and I never want to wake up to such news.

Lastly, thank you for all your feedback and comments to us during the year. It has been a great year and one of the most rewarding of my 14 years here. Thank you to our advertisers who have supported us-many through thick and thin-and thank you,loyal readers, for your support. I

love to hear from you when something we write impacts the way you do business or helps you in your career.

The new year will bring many exciting things in our industry-even hcre ar BPD. Stay tuned! Merry Christmas and Happy Holidays to you and may 2015 be the year we have been waiting forever for.

Publisher Emeritus David Cutler Vice President Shelly Smith-Adams

Director of Editorial& Production David Koenig david@building-products.com

Associate Editor Steohanie Ornelas sornelas@building-products.com

Contributing Editors Carla Waldemar, James Olsen

Advertising Sales Manager Chuck Casey ccasey@building-products.com

Circulation Manager Heather Kelly hkelly@building-products.com

How toAdvertise PRINT - Ghuck Casey Phone (949) 852-1990 Fax 949-852-0231 ccasey@building-products.com

ONLINE - Patrick Adams www. building-products.com Phone (949) 852-1990 Fax 949-852-0231 padams@building-products.com

CLASSIFIED - David Koenig Phone (949) 852-1990 Fax 949-852-0231 david@building-products.com

How to Subscribe SUBSCRIPTIONS Heather Kelly Phone (949) 852-1990 Fax 949-852-0231 hkelly@building-products.com or send a check to 4500 Campus Dr., Ste.

480, Newport Beach, CA 92660 U.S.A.: One yeat (12 issues), $24 Two years, $39 Three years, $54 FOREIGN (Per year, paid in advance in US funds): Surface-Canada or Mexico, $49 Other countries, $65 Air rates also available.

SINGLE COPIES $4 + s61pp'nn BACK ISSUES $5 + shipping BUILDING PRODUCTS DIGEST is published monthly at 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660-1872, (949) 852-1990, Fax 949-852-023'1,

www.buildingproducts.com, by Cutler Publishing, Inc. (a California Corporation). lt is an independently owned publication for building products retailers and wholesale distributors in 37 states East of the Rockies. Copyright@2014 by Cutler Publishing, Inc. Cover and entire contents are fully protected and must not be reproduced in any manReserved. BPD reserves the right to accept or reject any editorial or advertising matter, and

aioakes@aol.com

Buitding Products Digest r

padams@building-products.com

ner without written permission. All Rights

Alan Oakes. Publisher

6 r

ajoakes@aol.com

PresidenUCo-Publisher Patrick Adams

December 2014

assumes no liability for materials fumished to it.

Building-Products.com

i,i$

(

Technology

Wood Penetration Process Protect: -gJ$'$L?

ilurts

l-Joists LVL PSL

lliil

_

tlDlSrelllf,Elgl

ffi mq-r ; ,'::

Plywood osB Framing Trusses

ll*illil} Durable Wood for All Uses See BPD & Merchant Magazine

in January for more information

or contact us at: Kop-Coat Protection Products w-!!-w$-q-[ I i]1,! apl r-

(41_2) 227-2426

,310}u-ccrnr

[rvenv LBM oPennrtoN is differ-

-U.lent. Some may have multiple yards catering to general construction; others may be smaller operations spe-

to four workhorses that offer outstanding design flexibility, storage capacity, and material handling and

but with a smaller footprint. They can

organization efficiency.

than one large one, or when the

be used when a site can better accom-

modate multiple smaller structures

structures protect lumber and other

capacity of a drive-thru isn't needed.

T-sheds are ideal for long-length materials like dimensional and treated lumber and engineered wood prod-

accommodate expansion.

building materials not only from

ucts, and provide direct, drive-up

Whatever the differences, there's one thing they all have in common:

weather damage, but from unneces-

loading and unloading from two sides.

If two-sided access isn't needed or the site layout doesn't allow for it, Lsheds, with access from one side, provide the same storage functionality as T-sheds. L-sheds work well along property lines, or against the sides of existing buildings.

cializing in high-end homebuilding and remodeling. One might be expanding its product lines; another might think its current site can't

the need for hardworking, efficient storage. The right buildings, sheds and racks, when selected and planned for an LBM retailer's particular site, product mix, and objectives, can meet a multitude of storage and space chal-

lenges. Plus, they can bring new-

found efficiencies, benefits and growth opportunities.

Versati le, H igh-Density

Storage Solutions When it comes to helping LBM retailers of all types and sizes update their sites, expand their offerings, or open new yards, Sunbelt Rack turns

B t

Building Products Digest I

L. Drive-thru buildings These covered rack-supported steel

sary product movement as well.

Access from one or more drive-thru aisles allows materials to be loaded directly onto the customer's truck or trailer. Direct access and streamlined handling also reduces time, labor, and risk of damage when loading product into the building.

Using rack systems to support the roof increases storage capacity and makes this hybrid set-up a far more cost-effective solution than using separate buildings and rack systems.

2.f - o, L-sheds These offer the same benefits and efficiencies as drive-thru buildines

December 2014

3. Umbrella sheds and threesided buildings These are designed for large-quantity bulk-storage of materials like drywall, OSB and other sheet materials, as well as full units of dimensional lumber and studs. The umbrella shed allows loading and unloading from two sides; the three-sided building Building-Products.com

1'ronr onc I.ikt- the l- unrl l--shr'cl altc|nlitir cs. ciie h \tILlulLl|c pror irlcs thc lrcccss ()l)ti()n thirt $ tlrks bcst lirr' tlrc opcnrtion rrrttl ri lrcrc it u ill bc Iocutcrl in thc r lLrul.

4. .\utonratecl s1 stcrns \\'lren it t()nrc\ 1o nrLterilrl lrirrt

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rllin!. unrl \t()r'rqc cili. icne r . ilUt()nlllt crl sr ste rrs likc SLrnlre lt's I)ou cr. lJin

llisc thc blrr'. ln llborrt onc rninrrtc. thc l)llttcr'\ ()l)e futc(l lolrtlcl tlcr itc lir ll,r ltnrl slilclr lolrtls rr hirr u ith lttrlbcr'. plr*oorl . r irrr I :rclinq. \ll)[: nroLrlrl in!. conrpositc tlcckinc. nrctill l'()()l'

n 1T

ing. o| otlrcI nrillcl iirl\.

Piikirt3 rttlrlt t irrl. q. jttsl lr: eltrr: Thcv cun bt. huntl pickcrl rl ircctlr lirnr l bin ol thc contcnts ol an cntir-c bin cun bc urrtonlrticullr rollccl oLrt

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an(l Llnloa(lc(l onto li truck.

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Putting lt All Together for New Efficiencies & Growth Ilti l,t'lrttt\ rrl tltt.t'r).tr'tlls

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is

thcir. ller,ibilitr rLntl hol rrcll tlrer u ork toqcthe r-. [:lre ]r e lLn bc :e lrlctl Lrlr or rlori n srr ir lrrnrhcl r lr-tl gcts onlr ri hut it rtcctls urttl ri rin1s. Irttc:lrutinS stccl rue kirtg llrtrl I)os cr llins t() \Lrl) l)oft tl)c rtrols ol tjlir c tltru brriltling.s lrrttl sltctls lrtltls r lLlLliblc slor-lgc rr itlr

AUTOMATED MATERIAL hand ing systems. such as Sunbe t s Power Bin, allow entire loads to be (All photos coulesy Sunbelt Rack) rol ed out for easy loading

thc sltnrc lolttling ltntl rrnlolirlins clli icner ollr'r'ctl bv thc builtlinrs tlrcnr

e

cnt IlrtlLrcts or-elrnizcs nlrtclilrls logicrillr rinrl ncltlr'. nlrking thcnr clrsr

lill cnrplor ccs lrnrl cu\tonrcrs t() l()crrtc

sclrcs.

[]sins thc right brriltling lirr clillcr'

lrntl inrpr-or in{. l'lo\\ thloughout thc sitc.

-l-hc

pon cr- ol' thcsc sYstcnrs is hori

tlrcr nlrrirrrizc lrn opcllrtion's clrlnci

tr lrntl cllicicnct . Thcsc trcncl'its lcutl ilr tllLns]ltc into cost lnd llrlrol slrr inqs. salcs opportunitics. lnrl incrclsccl cust()nrcr- lor altr,.

Oltt't'trt irtttttl .ro'lri,g.s.' With high-

tlcnsi(r storagc. rctuilcrs can opcn ir \torc ()n a snrall or priccr' 1'riccc ol'rcal cstatc. Easv acccss to u'cll organizccl nrlrterills recl Lrces tinre ancl labor c'rttiLilr'cl in locatins ancl l.rancl ling rllterials. It llso rcrluccs losscs l'rrrrrt rttlteliul tllrntr!tc lnrl enr;rlo1'cc anrl cLl\tonrer in.jLrrr.

.\'ttlt's tltit'u r. lllrirrg thc light plotltte t nrir lrrtrl crtottgh ol it is kcr to

nol ntissirtg ()ut ()n sllcs. Wltcn eLrs lonrcr\ krtou tltc_r curt 11uickll urttl crLsilr !.ct tlre protlucts lltcy ncctl uhcn thcr ncctl thcrn. thc-t, rr,ill bc butk trnrc rrltcl tirrc. Irr;rtlrl ition. tlrer'r'c likclr to sprcurl thc rrorrl . tllir irrr: in rrorc bttsincss.

Itttti: <trttl ( lirtt l)tu'ttcll ()tn (ut(l t)l)( t (tt( (-l l)ttt ttt'll ( otttlt ttr'tiott <\ .\trnltt'lt llttt L. .\lltltttr t'tttr, (itt. lltttt lt tltt'trt t itt :ttttltt'I|-t ttr'l, t ttttt.

T-SHEDS provide the same efficiencies of drive-thru buildings-wlth a smaller fcotpr nt

Building-Products. conl

December 201.1 r

Building Products Digest I

I

By Ken Brzozowski, Raymond

Gonsider lift truck fleet evolution in new and retrofit lacility planning as necessary in the planning stages of a retrofit project or new facility design to ensure all lift truck-related decisions

are sound. An important part of that process is partnering with industry experts, including lift truck manufacturers and dealers, to ensure all goals are met and a reasonable return on investment can be achieved. Leveraging those relationships to ensure astute decision-making will increase the opportunity for project success.

Front-end planning

f, s rne ECoNoMy continues to recover in North America, la,LBM warehouses and distribution centers are beginning to see increased orders and throughput.

While this is good news, concerns about suddenly obsolete material handling and space requirements are prompting some owners and managers to investigate a retrofit project to improve workflow and to upgrade their ability to respond appropriately to the improving economy. Some are even planning brand-new facilities with completely updated amenities to meet both cunent and future needs.

No matter the approach, the evolution of a facility's lift truck fleet should be a key component of planning discussions-particularly when handling lumber and building materials. A warehouse or distribution center redesign is the perfect opportunity to reevaluate the existing fleet mix to replace aging units. However, keep in mind that new truck types may be necessary, especially if storage density and throughput will change substantially. Conversely, an existing fleet may not transfer seamlessly to the design and

workflow of a new facility. Additionally, many facility owners and managers are grappling with issues like sustainability and reducing carbon footprint, which means a fleet's future power technology needs also must be addressed.

For these reasons, it's crucial that owners and managers of warehouses and distribution centers spend as much time 1

0 I

Btrilding Products Digest I

December 2014

It can be difficult to know where one is going without a map, and the same is true for a new or retrofit warehouse or distribution center building project. That's why front-end planning is so crucial and should not be underestimated.

This can create a framework for the entire project, including a timeline and milestones that facilitate accountability for all participants. Facets ofthe front-end planning process include:

Clearly defined objectives. Without a well-thought-out set of overall objectives for the project, it will be nearly impossible to ascertain whether it is ultimately successful or not. Too often, facility owners and managers waste time, budget and resources without clearly understood and attainable goals.

Must-haves vs. nice-to-haves. Defining project goals and objectives is easier when potential amenities are divided into two categories-those that must be present and those that would be beneficial to have if cost were not a consideration. Once a budget is established, the task of weeding out the optional items is much easier. Note that the project type will often dictate what will fall into a given category-in a retrofit, for example, variables like column spacing, ceiling heights and available floor and dock space will influence what is feasible.

With a "greenfield" project, issues such as prevailing building codes, available capital for the project, corporate business objectives and project timelines may dictate the decision between must-have and nice-to-have.

Internal checkoff. Individual departments and customers within a warehouse or distribution center will need Building-Products.com

to efficiently interface with the resulting design of a new facility or workflow changes in a retrofit. If a distribution

sources is secured. This includes engineering or design

must take into consideration issues like charging and electrical costs in the front-end planning process. A great external resource in this area can be the local electrical utility, which can recommend more cost-effective ways to use electricity based on throughput levels. For example, it may recommend battery charging at times when both peak electrical demand and rates are lower. Remember, it's in the local utility's best interest to work with customers to reduce peak electrical demand to avoid brownouts or blackouts, and many provide financial incentives to do so. In addition, a hard look at electrical power needs and efficiencies also can help ownership and management meet sustainability

firms, of course, but also should include manufacturers of

and reduced carbon footprint goals.

material handling systems and lift truck consultants.

Regarding the last point, it's prudent to use the front-end planning process to carefully review the credentials of all external participants to ensure appropriate experience in similar projects. Keep in mind that special design considerations are necessary for specific facility types.

Lift truck fleet assessment. Virtually every decision made during the front-end planning process for a retrofit project or a brand-new facility will affect the existing lift truck fleet. Either project type is a great opportunity to reevaluate the existing fleet mix, but such an evaluation is best completed by a trusted lift truck consultant. With the proper credentials and experience, these individuals can

A lift truck partner also can recommend truck types that are inherently more energy efficient. Some trucks have both a battery and charger on-board, allowing for regenerative energy usage that greatly reduces battery charging requirements. A partner can recommend fast chargers, or craft a transition strategy from electric-powered to fuel cellpowered trucks, based on a careful analysis of all variables, including cost, number of shifts and shift lengths.

center is part of a manufacturing complex, then the requirements of supporting the manufacturing process become a

high priority. Thus, making those departments part of the planning process to ensure their comfort level is crucial.

That includes the IT department, which may be responsible for the network infrastructure. such as a lift truck fleet management system.

Securing external expertise. The planning process is much less overwhelming when support from external

objectively assess multiple issues, such as: The fleet's age and service condition. That includes not only the mechanical condition of individual units, but also related issues, such as the method of equipment acquisition and the most cost-effective maintenance approach.

Note that reviewing a lift truck consultant's credentials can help determine his or her ability to provide effective ongoing training and support, as well as their ability to be a reliable long-term partner and provide a solutions-oriented

Maximizing ROI No matter whether a warehouse is brand-new or undergoing a retrofit, it's important to have clearly defined objectives before investing any time or budget. Arriving at those objectives and crafting a project plan that ensures success and maximized return on investment requires con-

sultation and strategic partnerships with companies showing established expertise in developing viable solutions for multiple project and facility types.

Ken Brzo?.owski is v.p. of national accounts for Raymond of New Jersey, LLC, Union, N J . Reach him via raymond-nj.com.

-

approach.

The fleet's ability to meet future needs. The potential

of increased demand, new customers and new materials are crucial variables that should be factored into the decisionmaking process.

The fleet's ability to be used efficiently in a new layout or storage configuration. Obviously, a new warehouse likely will differ substantially from an existing facility, but a retrofit project can completely change storage density and workflow as well. A consultant will provide the right mix of lift trucks to accommodate material flow and storage needs within the facility.

Recent material handling and storage trends also will affect fleet makeup. To reduce a facility's physical footprint, especially in larger urban areas where space is at a premium, there currently is a tendency to build venically and maintain manageable costs. Thus, the planning phase will focus heavily on cube design and racking structure, and the options that are borne from that process will require varying approaches based on truck type, such as whether deep-reach lift trucks or very narrow aisle (VNA) lift trucks are needed.

Of course, the chosen design approach will be influenced by multiple factors beyond lift trucks, including everything from building codes to seismic activity to labor pools. A lift truck consultant with extensive experience will be able to account for these variables and recommend changes that result in the best possible fleet mix.

Powering the fleet. All lift truck fleets require power to operate at any throughput level, but those that use batteries Building-Products.com

LIFT TRUCK needs should be addressed early on when planning to build, expand or retrofit any distribution center.

December 2014

I

Building Products Digest t

11

Engineered Wood Products

Best practices for storing l-ioists and LVL If frrH BEAMS coMMoNLY sold in V Y lengths of up to 66 ft., safely handling and storing l-joists, LVL and

other engineered wood products around the yard can be a challenge.

APA-The Engineered Wood Association provides some tips:

1. N"u.. walk on EWP. Stacks of I-ioists and LVL can be unstable, and

bundle wrap can be slippery, especially when wet.

2.t<".p EWP wrapped to protect them from weather and dirt. Don't unwrap bundles until they're ready to be installed or cut up for delivery.

3. Ur" stickers to separate bundles, placing them vertically every 8

ft.

4. Al*uyr store, stack and handle I-joists vertically and level-never flatwise.

5. Sto.. longest material closest to the ground.

6. N"u"r store I-joists and LVL in direct contact with the ground. In fact, try to keep EWP at least l2 inches up from the ground.

7. Follo* good forklift safety procedures, use wide forklifts to handle long-length material, and avoid forklift damage. If the ground is uneven, reduce forklift speed to avoid bouncing the load.

8. Wh"n handling with a crane, pick up the load using a spreader, if needed to minimize stresses. Keeo Ijoists vertical.

9. oo not lift I-joists by top flange.

PROPER STORAGE and handling are critical to protecting engineered wood

12 I

Building Products Digest I

December 2014

(Photo by Sunbelt)

L0. Port and follow load limits of storage racks. Maintain safe stack heights. Do not stack other material on top of I-joists or LVL. Building-Products.com

Marketing Class Lets Dealers Instruct Pro Customers Lumberyards and distribution centers now have a new tool to help pro customers increase their sales.

Versatex Building Products,

builder Bobby Parks to develop a course in marketing and lead genera-

WHAT MAKES MUTUAL INSURANCE A BETTER CHOICE?

tion for contractors and remodelers.

"Creating Separation," a concentrated 60-minute presentation, was a

FOR STARTERS, THERE ARE NO SHAREHOLDERS SO THAT MEANS WE PUT THE NEEDS OF OUR

Pittsburgh, Pa., has teamed with deck-

big hit in its debut at the recent Remodeling Show and Deck Expo in Baltimore, Md. The class was led by Parks,

POLICYHOLDERS FIRST. And that results in better service... suggesting

founder of Peachtree Decks &

ways to minimize risk... settling claims more

Porches, Alpharetta, Ga. After seven

fairly and quickly. No wonder more than

years of rapid business growth, he recently sold the business and is now traveling the country to share advice on converting prospects into customers.

"It's like a boot camp designed to show contractors how they can separate or differentiate their businessesreally make them stand out-from the

w

135 million policyholders choose mutual insurance to protect their property.

With PLMiILM, you get two established MUTUAL insurance companies specializing in the lumber, woodworking and building

materials industries that understand your

pack of competitors," Parks said.

business, your needs and your values.

"The class introduces topics like business philosophies, messaging and effective use of photos, plus easy website tactics he says reduced his

Become a part of something bigger.

Become a member of a mutual.

marketing costs by 907o."

"By working with Versatex distrib-

utors and local lumberyards, we can

bring this business-building opportunity directly to contractors, in a casual breakfast or lunchtime format, free of

r:U r-tr

, "h, PENNSYLVANIA LUMBERMENS MUTUAL INSURANCE COMPANY

't d

lllEl tsFf ii]ft ,4trp.

INDIANA LUMBERMENS MUruAt INSURANCE COMPANY

charge," Parks added.

LBM dealers and wholesale distributors can contact Versatex to schedule a class.

Blue Book Expands Online

Member of the National Association of Mutual Insurance Comoanies €HAREo pURpOSE. MUIUAL VALU€Stu is a r€gistercd tradema* ot the Natidal As@iation of lrutual lnsu@e Crmpani6. All rights rerved.

O 2014 Nalional Asialion of Mutual insu€rce Companies.

Lumber Blue Book has introduced several new features to its Blue Book Online Services.

Enhanced notes allow members to better track and share information with colleagues.

Improved watchdog groups let users quickly assign and display custom flags on specific companies.

New custom data fields let users

combine Blue Book information with their custom data.

With over $l billion of industryspecific accounts receivable data collected each month, Lumber Blue

Book has more than doubled the number of companies it rates with a pay indicator since January.

Building-Products.com

December 2014

r

Building Products Digest r

13

MANAGEMENT

By Scott Simpson, BlueTarp Financial

A better approach to collections Get ting paid while keeping cus tomer relationships strong

IIJour-o youR AppRoACH to collecting delinquent pay-

Y Y ments from a customer vary if: . You knew the contractor was going out of business? . Your contractor's business is about to double and you stand to benefit? . You're actually losing money on this customer? . Your customer has been a loyal, profitable customer for the last l0 years?

Of course it would. Then why do most dealers have a one-size-fits-all approach to collecting late payments?

Every situation isn't the same and we advise dealers to be strategic about how they collect. What we mean is that dealers should take efforts to properly assess the true risk of not getting paid and also understand the relative profMap Your Customcc by Thelr Profltablll$ and Rbk

itability (or lack thereof, sometimes) of the customer.

Putting those two pieces together gives you a simple, powerful framework for how you should approach collecting.

To understand which customers are in trouble, pull credit three times a year and look at trends that matter.

There are obvious warning signs such as delinquent accounts with other dealers. A more subtle one might be a contractor whose borrowing amounts are steadily creeping up to historical highs. To understand the true profitability, go beyond looking at gross profit dollars to factor in a customer's share of your delivery, administrative, borrowing, inventory and other costs. For example, it's especially important to reflect that someone regularly paying you slowly could be costing you 2Vo-4Vo more than your average customer. That can often make the difference between a customer being profitable and unprofitable.

Do this analysis at least once a year and then chart where your customers are on a 2x2 risk vs. profitability map.

Hopefully many of your customers will fall into the "Love" quadrant. They are low risk-they always pay on time, they don"t have any trade delinquents-and they have good profitability. We would be blessed if all customers were in this box. That's certainly the aspiration, but unfortunately not the reality.

The "Escape" quadrant in the lower-left is the opposite.

These customers are not only high risk, they are also zero or negative profitability for you. These are customers that

are about to tip over and they are already costing you

ESC&pE

14 r

&DDRESS

Building Products Digest r

December 2014

money. Run far and run fast.

The other two quadrants are more challenging. Some customers will be high risk but profitable. These belong in the "Protect" quadrant. They are extending themselves Building-Products.com

pretty far and are causing you concern. The key here is to protect yourself and take the worst case off the table.

Your remaining customers are in the "Address" quadrant. These are low risk, but are low or unprofitable customers. They could be well-established companies that don't have any problem paying you. But they're paying you slowly or they have price discounts or they have delivery considerations-for these reasons or others you're actually not making any money on these accounts.

So what does it mean to tailor your collections

approach? For the "Love" customers that are high profitability and low risk, liberally waive their fees, thank them for their timely payment, and treat any collections call as a polite reminder. Lateness here is often a bookkeeping error or something that got missed.

For the "Escape" customers-those that are ready to tip over-suspend the account if you haven't already. Move them to COD, assess fees, prepare and file liens, and if it gets delinquent enough, consider a collections agency.

These are customers that are not likely to continue to be customers and may not be in business much longer.

The "Address" customers are low profitability and low risk. Collections calls are always polite reminders here but this is the group where you should confidently assess fees

to help improve their profitability. Alternatively, modifying pricing can get these customers to be more profitable ones.

Lastly, the "Protect" quadrant is really about taking the worst case off the table. A customer may be 60 days late, bumping into a pre-set line that you've set, and looking to buy more. This is the time to ask them to pay down the line. This is also the time to monitor them more freouentlv.

A monthly pull from a credit bureau may be necessary, and be ready to take more aggressive action if the risk worsens.

Things might be fine, but if they're not, you are positioned to take action.

Tallor Your Colloctlonr Appro$fi (LEAP)

LOVE

1. Llberally waive fees lf incufred 2. Thank you calls / notlces for timely paynrent 3 Collections calls are polite fenrlnders +. Untit<ety to have these custonrefs be >60 DpD

ESCAPE

: Suspend &count if you haven t alretrly. Move to COD : Ase$ iees 3 Prepare/fileliens I Consider collections agency

I-llgh Pfofltabllity, Low Risk

Unprofitable, High Risk

ADDRESS Low Profitability, Low Risk

Asss fees or modiry prlcing to inrprove profltability Collections calls are polite remhders Prepare / file liens

Cap credlt line, or do not extend exposure further

PRCTECT

Monitor Regularly Take nrore aggressive acilons if risk worsens

Profitable, High Risk

A one-size-fits-all approach is straightforward and easy to execute, but there is a better way. It takes only a little upfront effort to understand customer risk and profitability.

The benefits are worth it, I promise you.

-

Scott Simpson is c.e.o. oJ BlueTarp Financial, which helps dealers grow and protect their business by proJessionallv manag-

ing their credit program Jrom beginning, to end. Reach him at (207 ) 797-5900 or ssimpson@ bluerarp.com.

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December 2014

r

Building Products Digest I

15

t" Bv Carla Waldemar

Busy Beaver back in the swim

prrrsnuncH. Pn.-eesEo Busy I Beaver, a chain of l5 stores, was founded in 1962. Yet when recent cus-

tomer surveys responded, "Didn't know you had more stores/were still in business," they knew they were in trouble. Trouble right here in River City. Trouble with a capital T that rhymes with C and that stands for Competition, to borrow from The Music Man. Big boxes loom on every skyline.

C.e.o. Joe Kallen, the sharp, young (30!) gent who bought Busy Beaver just over a year ago, knows that. As someone with a background in commercial real estate-particularly, buy-

and-this time, to quotc Pogo, "they were us."

And mostly arising from the "the way we've always done it" stagnation that had set in. Joe knew the company's bones were strong: the basic positioning and staffing of the 15 storesso he knew the rest was fixable (espe-

cially if you're the Sleepless in Pittsburgh type who spends 24/7 on the job, as Joe seems to make his habit).

During the Eighties, the company had been in and out of bankruptcy pro-

ceedings, working with the old warehouse formula for their footprint, in

ing failing companies and turning

which they led the pack back in the day before the boxes sideswiped them

them around-he saw the oroblems.

with their own similar concept and

simply did it better. So Busy Beaver closed stores where competition had become heavy and opened others in more favorable markets. Today those mid-size markets- which marketing director Stephen Derr calls the B and C markets-still suit the plan. Four stores have undergone remodeling under Joe's watch so far, and two

more are slated in the next few

months.

Joe has also opened Busy Beaver's first new store in eight years in the trendy Lawrenceville neighborhood of Pittsburgh and plans two more ("I'd

be disappointed if it's not three") in the coming year.

"We're not mom-and-pop, but

we're not as big as a box store, either.

We're right in the middle, the best of both worlds in size and product selec-

tion. Most of our stores lie in a 250mile radius and are set in small neighborhoods, to best position us to stave off the competition," explains Steve.

"But from a marketing perspective, Joe and I agree we should be better

known than we are, because

Pittsburghers are loyal to their local brands. Joe understands and supports the store's image and branding incentives. For years we've been playing defense. not offense. as we should be and will be, and that's why this is an exciting time for us. He comes here as a breath of fresh air, which makes my

ffi-Ja

^ .t2r

BUSY BEAVER brass was on hand for the new store's board cutting ceremony, including (l-r) v.p. ot merchandising Mike Slobodnik, chairman/c.e.o. Joseph Kallen, v.p. of sales/operations Dave Miller, and v.o. of administration/c.f.o. Nick DeMao.

16 r

Building Products Digest

I

December 2014

job easier."

The Lawrenceville store-the new crown jewel-serves as role model.

True to Busy Beaver's practice of improving an existing location rather than building from the ground up, the

company took over a former, longBuilding-Products.com

And inside, don't expect the same old same old. "We saw lots of inefficiencies and wanted to improve on the customers' shopping experience: to be more efficient in less space, like long hooks, not top stock; peg holes where there used to be racking. So even though it's smaller, the store looks much bigger and brighter," he continues.

True to his habit, Joe has analyzed every single 4-ft. stretch of shelf space, adding SKU's and reorganizing oth-

ers. ("For instance. the toilets were in one aisle and toilet seats in another," he laughs.) A wider selection of doors was added, along with longer-length lumber to appeal to contractors-though 9OVo of Busy Beaver's business comes from retail trade, where the average transaction is $30.

"We're happy with that, but will work to improve it. We're budgeting for greater profits, thanks to buying things better.

We pass on some of those savings to our customers, too," Joe adds. "We're a point and a half ahead of last year in same-store sales."

In some instances, aisles were actually removed to create open floor space for displays, especially seasonal items

like patio furniture and holiday items. "We'11 place a lot more emphasis on seasonal from now forward," Joe vows.

The Kensington store has undergone improvements, too,

from simple things like placing the bathroom vanity and mirror displays against colored walls so they'll stand out, to more complicated resets such as adding windows to a blank

wall so the nearby garden comes into view.

"It's all aimed at improving the customers' experience: a fresh set of eyes from the customers' perspective," Joe underscores. And that, of course, requires a new outlook by-and set of expectations for-the staff. Joe knew it was vital to translate an existing policy into a formal, written statement. "We call it our 'We Are Legendary Customer

Service Policy,"'Joe says. "We initiated it via conference call with all our general managers. Everyone was asked to go over it, sign it and commit it to memory. What it basi-

cally does is, mandate that we interact with customers at every level. Then we sent in secret shoppers to ask about

NEW LOCATfON in Lawrenceville, Pa., features a prolotype (upper) Color Caf6 Paint Center and (lowel lool rental center.

empty supermarket of 23000 sq. ft. and refigured it to suit the neighborhood. Over 500 locals responded to a survey with a wish list, noting "some things we already knew and some we didn't," says Steve. "The best thing is, they felt they were being included."

In response, Busy Beaver added a line of bike accessories geared to this two-wheeler crowd, the metal overhangs for front doors (popular in their home designs), a tool rental department, and the black Dickies work pants they demanded. The parking lot, newly planted with greenery, is now designated as a community gathering place, already utilized for events by the fire department and Boy Scouts.

Food trucks are a strong probability, too. "We consulted with local development and community groups in order to place a bigger emphasis on helping our community parr ners-be part of the Boys and Girls Clubs, Children's Hospital events," Steve says.

"We not only open new stores, we open with a bang!"

exclaims Joe. "Over 1 ,000 people attended our Lawrenceville grand opening in October, a big neighbor-

the [posted] pledge and gauge employees' attitudes.

"We've had good results so far. The staff not only knows it and could repeat it, but, what's more important, they know what it means. It acts as a morale-booster, too; they can see positive results of my taking on the business."

He awards a couple of merit prizes each month to drive the message home.

"He's done a good job in changing the culture: plans it,

documents it-the goals, the timelines," Steve testifies.

"And he's relentless in execution. He spends a ton of time in our store. Communication was minimal before, and now it's 24/7'. there's a different level of commitment."

Relationships with vendors have been upended, too. "That needed improve-

ment as well," adds Joe. "Now there's a partnership, not the former vendor/customer model. Both of us were looking for ways to improve."

Well then. What's next? Resurrect yet another enterprise? No, no, Joe assures us: "I love it and

I'm in it for the long haul."

He's one Busy Beaver.

Carla Waldemar

hood picnic. Sales were awesome."

cwaldemar@ comcast.net

Building-Products.com

December 2014

I

Building Products Digest

I 17

Here are a few high road techniques for assuring your interfamily business negotiations serve to both preserve family harmony and produce

By Wayne Rivers

outstanding business results.

L. Wia"n the Circle The modern iteration of family business planning says that all stake-

Successful negotiation \lecorrnrloN IS A fact of life in I\family business. When the word negotiation comes up, most people tend to think of external negotiations, like working out a better interest rate with your bank or securing a better price from a vendor.

There are also internal negotiations, such as working out a buy-sell agreement with a sibling partner, negotiating compensation for family members and employees, and deciding what deals to move forward on and which ones deserve a pass. Even small

things must often be negotiated in family firms, like who gets dad's office when he retires, what your new logo should look like, or what color the new carpet should be.

Most family members recoil from the word negotiation. They prefer "conversation" or "reaching consensus," but the reality is that interfamily negotiation is among the most difficult and challenging types, and we have the scars to prove it! If closely held business negotiation is indeed a fact of

life, it makes sense that you should work to improve your negotiating skills. Here are some of the techniques we have observed family members use to achieve negotiating success: . yelling and bullying . pouting

. making sweeping, unilateral deci-

sions

. withdrawing and subjecting other family members to the silent treatment . undermining and backbiting . lobbying behind the scenes . appealing to Mom, Dad or out-

siders to intervene

. stalling or delaying meetings or

discussions about important issues . deciding not to decide

Okay, by this time you figured out

1B r

Building Products Digest r

that these negotiating techniques aren't legitimate at all, but, remember, we said "we have observed..." In all seriousness, since negotiating inside and outside the family business is so

important, shouldn't you work to improve your "high road" negotiating skills? Wouldn't life be more harmonious if you had adult. positive. reasoned and fair conversations with siblings, parents and potential next-generation family business members?

A client related an insightful story about his own experience with negotiating and interpersonal conflict resolution. When he first came to work in the family firm as a young man, his father had a strong non-family execu-

tive who we'l1 call Mr. Collins. Our client struggled with the fact that Mr. Collins had so much authority in the company and served as a sort ofbuffer between him and his father. The relationship between our client and Mr. Collins was strained for years. The young executive, in a flash of maturity and sound decision-making, decided it was up to him to change and to work

on improving and restoring their working relationship. He said it was a revelation to him that "it was up to me." Once he acknowledged his ownership of at least some of the issues and began to negotiate a path towards

establishing better relations, things magically turned around, and Collins

holders' views are valuable and should be solicited. That means moms. dads. daughters, sons, in-laws, and key fam-

ily business managers are all involved

collectively in situation analysis, negotiation and conflict resolution.

2. S"tUp Ground Rules A few simple ground rules can make a big difference in creating successful negotiating sessions. A couple of simple ones might be "discussions of the past are irrelevant; we're here to address the present and future only."

Or "We won't use aggressive speech or body language with each other. If things become heated, we'll call timeout." Once the family has agreed on

ground rules, they should be posted and placed around the meeting room so everyone can refer to them frequently as discussions take place.

3. Be self-Arnu..

Knowing what you want in a nego-

tiation allows you to see that what other people want isn't necessarily mutually exclusive. It also lets you set up parameters, like behavioral changes, dollar amounts, terms and other potentially satisfying outcomes so you leave the negotiation feeling you've represented yourself adequate-

ly and not conceded unnecessarily.

4. Devote Advanced Planning to Your Meeting Plan your own constructive behavior for how you'll act in the meeting.

Ask yourself how you can satisfy the other party's interests. Find out if there's another way to get what it is that you want. Plan for delivering your message in a way that can help the other side empathize with you and

your wishes. Develop alternative plans A, B and C. Determine what's accept-

became a valuable resource and mentor.

Successful negotia-

tion in your family business-as is the case with most other change and improve-

ment initiatives starts with you!

December 2014

Building-Products.com

able to you and what's not, and try to puzzle out what might be acceptable to others. Find the win-win and the common ground, and you're well on your way to a successful negotiation.

5. Cive in on Some Things Use your willingness to give in as a

negotiating tool: "If I give on this, would you give on that?" Giving in can be a wise strategy, and there is no shame in giving in order to get. There

is a caution here; don't give in in an area where you may be rewarding intimidation or aggressiveness.

6. withdru* In some conflict resolution or negotiating situations, it's okay to withdraw. The advantages of withdrawal are that you can do it unilaterally, and it may save time and nerves. The negative of withdrawal is that it generally happens as a result of frustration, and there may not be a win-win benefit. If

withdrawal becomes a pattern, it's easy for negotiations to break down and foster resentment. While withdrawing can be an effective deal-making technique, it should not be done

cynically or repetitively. Walking away is often a show of strength in your bargaining position and signals to the other side you not only don't need them, but also that you're quite confident in your position.

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for Your Meeting Undertake negotiating sessions in quiet, private places. Set well-defined beginning and ending times. If you can't make headway on your negotiation or your conflict resolution in the allotted time, agree on a date and time for continued discussion. If your nego-

tiation becomes heated or you appear to be at an impasse, you may need an objective, third-party outsider to medi-

ate the session. Ultimately, you'll want the main points of the negotia-

tion to be reduced to writing for all parties to sign.

Interfamily business negotiation is a delicate ar1. You probably won't get

it exactly right the first time. Be

patient and continue to work on your negotiating skills and processes.

- Wayne Rivers is the co-founder and president of the Family Business Institute, Raleigh, N.C., and author of such books as The Top Nine Reasons Family Businesses Fail. Reach him at wayne.rivers@familybusinessinstitute .com or (877 ) 326-2493 .

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Reprinted with permisskn of the Familv Business Institute. No portion of this article ma1' be reproduced without its permission.

Building-Products.com

December 2014 I

Building Products Digest I

19

By Grant Phillips, Collins, and

Committee Member, North American Wholesale Lumtrer Association

Building tomorrowts leaders hunrxc rHE GREAT nr,cssstoN and lJthe immediate recovery period

that followed, many of us were understandably focused on shortterm company performance. Now that we're finally experiencing a bounce back, it's time to re-allocate

resources to ensure the continued success of our firms-and our industry-well into the future. This can only be accomplished by identifying tomorrow's leaders and preparing them to assume that role today.

I recognize that there are strategic and technical skills that must accompany this preparation, in areas such

as operations, accounting, human resources, and marketing and sales. I

would argue, however, that mastering the social side of our business is much more critical for successful

tough times. Leaders with the ability to create and maintain great relationships can be your competitive advan-

be built over time, through repeated interactions that reflect lessons learned and incorporate new experi-

leadership.

tage.

ences.

Here's why: At the end of the day, we do business with other people. Your team only has so much control over pricing, products, regulations, the economy, or technology.

Personal relationships are going to drive new opportunities to your com-

pany and help you retain them in

20 r

Building Products Digest r

And relationship-building can't be learned solely behind a desk or in

a classroom. Observing and following the examples set by others, and

developing those talents in realworld situations, are the best ways for your people to augment their inherent abilities. These skills must

December 2014

So how do you give your newer professionals this exposure. in a lower-risk setting? First, you should find the right events and get them involved. I know there is a tendency to seek out the most educational value for your dollar, but remember that networkinq events can have an

Building-Products.com

,& ib*gntlu:fr;c$ SqJ$'fr*]q f,*a**E*

North American Wholesale Lumber Association

equally significant impact over time.

To help tomorrow's leaders get the most out of the experience, there

should be the opportunity to both meet peers and observe more seasoned professionals. Peers they connect with now will be the colleagues they turn to for years to come, and the veterans will model the best ways to make and foster those connections.

Events such as the upcoming NAWLA Leadership Summit, March 22-24 in Scottsdale, Az., provide the perfect blend of networking and rele-

vant education for current leaders and mid-level managers who will be the next to fill those roles. With receptions, breaks, shared meals, roundtable discussions, and traditional presentations from experts in lum-

ber manufacturing, distribution and

transportation, the event offers a great first look into the challenges leaders face and relationships they use to overcome them.

Associations like NAWLA can also provide year-round leadership development opportunities that benefit your junior staffers, the organiza-

tion and the industry as a whole.

Volunteer committee service provides an introduction to peers of all experience levels from different companies and regions, and the chance to showcase talents, innovative thinking and commitment to industry service.

The variety and scope of volunteer projects can be much different

than what your junior staffers

encounter at your firm each day. The opportunity to direct the work of others, especially those outside of their organizations, builds people and project management competencies while

your future leaders.

Of course, your own involvement

in these organizations and event is the best way to demonstrate the importance of being involved throughout your career to young professionals within and outside of your organization.

To that point, your responsibility

for building industry talent doesn't end at your company. Each of us has the chance to recognize the developing talents who work for your vendors, suppliers or customers and help them build the professional networks they will need to succeed as well.

Your involvement with those profes-

sionals, who will recognize and appreciate your support, can also help us retain this talent.

Grant Phillips is a commodities and

industrial sales representative for

Collins, Portland, Or., and is a member of North American WholesaLe Lumber

Association's Leadershio Summit Committee.

About NAWLA NAWLA (North American Wholesale Lumber Association)

is the association that delivers unparalleled access to relationships and resources that improve

business strategy and performance through sales growth, cost savings, and operational efficiencies for wholesalers and manufacturers of forest products and other building materials that

conduct business in North America.

Learn more about how NAWLA can help your business

Registration Open for NAWLA's 2015 Leadership Summit To expand your network, reconnect with peers from across

North America, and provide your rising stars with a similar learning opportunity, register yourself and your future leaders

for NAWLA's Leadership

Summit, March 22-24,2015, at

The Westin Kierland in Scottsdale. Az.

The event brings together mid-level managers and executives and industry-leading companies to discuss top-of-mind business topics and solutions for

driving revenue growth and streaml ining operations.

View the agenda and register at www.nawla.org.

at www.nawla.org.

expanding professional networks for

Building-Products.com

December 2014

r

Building Products Digest I

21

OLSEN On Sales By fames Olsen

Sell morgn guaranteed tTt*o sELLERS str side by side.

I. One seller makes 100 calls and sells two orders. This seller is in the 98Vo rejection business. The second seller makes 100 calls and sells eight

t1

*

*

orders. This seller is in the 92Vo rejection business. Still a lot of rejection, yes, but the second seller is making four times as much money as the first! (Think $200K a year vs. $50K a year!)

Both of these sellers are working

teed.

Ask for the order more often.

Most sellers don't ask. The majority

hard, but working hard at what?

They are both generating a lot of calfs, but what kind of calls? They are both calling a lot of customers, but what kind of customers'l They

ask only once, master sellers ask five times per closing situation. or more. and make it seem natural. The master seller makes asking for the busi-

are both speaking to people all day long, but how are they speaking to them?

The Popeye Syndrome

Popeye says, "I y'am what I y'am and that's all that I y'am." We are not cartoons. We are not a finished product.

We are a work in progress, and we can get better.

"Salespeople are born, not made" is a myth perpetrated by sales managers who don't want to train new salespeople and by salespeople looking for an excuse not to get better.

The good seller with this attitude doesn't get any better because she is already "made," no improvements necessary or possible. The struggling seller lets himself off the hook with this myth. Both of these sellers are plateaued-just at

different levels.

It's Magic!

Some sellers do seem to sell in magical ways. They

make it look easy. But making it look easy and it actually being easy are two different things.

The professional comedian, athlete and magician make what they do look easy because their skills are at a professional, money-producing level. Lots of people can tell a joke, sing or play sports, but only those who perfbrm at a professional level get paid to do so.

Guaranteed

Master sellers do the basics better and more often. If we do these things, we will sell more, guaranteed.

More calls - Inside sales. The master inside seller

makes an outbound phone call every five minutes for a total

of 96 outbound phone calls in an eight-hour day (60 minutes + 5 = 12,x 8 hours = 96). Often more. Call at this rate and your sales will increase, guaranteed.

More calls - Outside sales. The master distribution

22 r

Building Products Digest I

seller spends twice as much time in

the field as the distribution seller who struggles. (When they are inside, example #1 above is their output level.) Eight to 10 outside sales calls per day for an outside salesperson is doable, but rare. If you are in distribution sales, generate this kind of activity, every day, and your sales will increase, guaran-

December 2014

ness part of the relationship. If we ask for the order five times in closing situations, we will sell more, guaranteed.

Be at our most charming best. Master sellers are

always positive and charming with their clients. Master sellers ask interested and interesting questions and are great

listeners. They smile and laugh more with their clients.

They treat their customers like their brother, uncle, aunt, grandfather, mom, dad or trusted high school teacher. They are professional, but warm/human with their customers.

They are genuine.

They are not there only for the deal (even though they expect to get the business-more on this) and the customer feels it. It makes all the difference. If we can be charming and really care about the people we are doing business with, in a genuine way, we will sell more, guaranteed.

Assumptive selling. Master sellers expect to get the business and project that confidence in everything they say and do. Tone of voice is always positive.

Things are "great," "busy," "happen-

ing," "on fire," not "okay," "fine," "fair-ta-middlin',""strugglin' away.",ffi,s.

Struggling sellers say similar things all the way through the selling '. process, without even knowing it.

They are subconsciously apologizing and making themselves second-class citizens.

There are few guarantees in

life, but the above will help us sell more, guaranteed.

James Olsen Reality Sales Training (s03) s44-3s72 james @real itysalestraining.com Building-Products.com

Cedar Creek Grows in Texas

Marvin's Building Materials & Home Centers will open a 33,000-sq. ft. store in Ozark, Mo., in the spring.

Orr & Voss Lumber Co., Momence tl., ctosed after 45+ years and auctioned off remaining inventory and fixtures.

Capac Do-lt Best Hardware, Capac, Mi., has been purchased by Jeff and Julie Kegler from Cliff and Rhona Schroeder, owners since 1977, who are retiring.

Greener's Budget Lumber closed its 37-year-otd

Cedar Creek, Oklahoma City, Ok., will open its 24th distribution center in Lubbock, Tx. "Although we have serviced West Texas for many years from other locations, having a local branch will enable us to provide even better service to these important customers," said c.e.o. Bill Adams.

Added c.o.o. Wayne Trousdale: "We found an excellent site and building in Lubbock that's basically ready to go, and we plan to be up and running by January 1,2015."

US LBM Buys Kentucky's K-l

yard in Barron, Wi., branch at the end of November, consoli-

US LBM Holdings, LLC has acquired K-I Lumber & Building Materials, Louisville, Ky., from the Walter M.

dating operations at its branch in Birchwood, Wi.

Freeman Trust and chairman Sherry Freeman.

Central Network Retail Group has acquired Taylor-Foster HardwalO, Manchest6r, Ga., wiin tne retirement of founder Lee Taylor.

Arrowhead Building Supply hetd a Nov. 7 grand opening for its 7th location, an 8,000-sq. ft. showroom in Fairview Heights, ll.

Ludwig Lumber, Effingham, ll., has closed, fottowing a Sept. 28 inventory and equipment auction.

Bob Ludwig, who has co-owned the family business since the early 1960s, is retiring.

La Crosse Lumber, Centralia, Mo., moved from its century-old yard to a larger facility with 9,000-sq. ft. hardware store.

Bob DeFerraro will continue to lead the company as president, along with all members of current management.

Founded in 1932 by Walter Freeman Sr., K-I began as a wholesale operation linking mills to retailers in the Louisville marketplace. Today, it has grown to become a one-stop shop for building products, providing a complete line that includes cabinetry, windows, doors, trusses, com-

ponents, roofing, siding and framing materials to the Kentucky and Indiana market.

K-I Lumber has two Louisville locations, as well as

full-service distribution centers in Lexington, Ky.; Clarksville, In.; and Evansville. In.: and a truss and wall panel manufacturing facility in Shelbyville, Ky. Sheny Freeman said, "We are confident that US LBM will serve as a thoughtful steward leading K-I Lumber for many future generations in the same way our family has for the last 82 years."

Geneva Lumber Co. has moved to a new location in Geneva, Mn.

A year ago, Jon Carlson and Tait Ingvaldson purchased the business-then Richards Wood Products-from David and Brett Richards.

Watson Ace Hardware, Lake Mils, wi., added a branch in Jefferson, Wi. (Mike Landers, mgr.).

Chadron Ace Hardware, Chadron, Ne., unveited its remodeled facility Nov. 8.

3tt to 48tt

Lake Forest True Value Hardware, Lake Forest, 1.,

. Airport Runway/Parking Lot

has remodeled.

Golf Course Storm Drains

Alside Supply Center opened a 22,500-sq. ft. branch

Industrial Waste Water Applications

Oct.27 in Pooler, Ga.

Habitat for Humanity moved its ReStore discount

. Constructed Wetlands

LBM outlet in La Crosse, Wi., into larger quarters.

. Landfill Drainaoe

Freeborn Lumber Co. & Design, Atbert Lea, Mn.,

. Sewer Sludge Compost Pipe

was named Medium Business of the Year bv the local

3tt to 48tt

Chamber of Commerce.

Anniversaries: Doug White Lumber, Marissa, ll., 145th ... Mason City Llmber Co., Mason City, ta., 100th ... Angerstein's Buildjng Supply, Witmington, De., 90th ..lHeller Lumber CoJnrrin'gton Heights, il., 90th ...

Mill Creek Lumber, Tutsa, Okl, 80th .:. Mahoninq

Lumber, Youngstown, Oh., 75th ... Causeway LumbeT Co., fort Laudeidale, Fl., 75th-which it will mark with a spe-

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Crumpler Plastic Pipe, lnc.

Post Office Box 2068 Roseboro, NC 28382 Phone: 91 0-525-4046 FAX 91 0-525-5801

For the Besi Quality and Service Call

wEB SITE: www.cpp-pipe.com

cialcelebration in early 2015.

Building-Products.com

December 2014

I

Building Products Digest

I 23

trapped under a bander machine while trying to unjam it.

Salvador Hernandez. 32. had

Mead Moving After 80 Years After eight decades as a downtown

anchor in Columbus. Ne., Mead

worked at the mill for nearly four

Lumber Co. is targeting a Jan. I opening of a larger, more visible replace-

years.

ment store.

ProVia Expanding Stone, Door Operations

The new facility will feature a

6,500-sq. ft. store with 2,500-sq. ft. showroom, plus a drive-thru lumber-

ProVia broke ground last month on a new stone manufacturing facility near its headquarters in Sugarcreek,

yard. The current store is up for sale.

Oh. When it starts up in winter 201512016, it will replace its Heritage

Worker Killed at Georgia Mill OSHA is investigating the Oct. 27

death of a millworker at Claude

Stone plant in Zanesville, Oh.

The company also expanded its

Howard Lumber Co., Statesboro, Ga.,

who climbed on to and became

door plant in Walnut Creek, Oh.

Griffin Lumber Co., cordele, Ga., halted production at its sawmill for nearly a week to replace an edger that was destroyed in a Nov. 11 fire.

Bigs Packaging & Lum.Qgl Dallas, Tx., has been acquired by UFP

Western Division, a subsidiary of

Universal Forest Producls,

Grand Rapids, Mi.

Mountain Vallev Farms & Lumber Products, Biglerville, Pa., suffered an estimated $800,000 in damages from a Nov. 13 sawmill fire.

Oak Valley Hardwoods, Charlotte, N.C., will invest more than $10 million over the next five years to open a mill in Robbinsville, N.C.

Roxul started uo its first U.S. facili-

ty-a $160-million stone wool insulation plant on 100 acres in Marshall County, Ms.

Lee Roy Jordan Lumber, Dallas, Tx., is now distributing Trugrain uy Resysta in Texas.

Huber Engineered Woods, Charlotte, N.C., received environmental

product declarations (EPD) for its AdvanTech flooring and ZIP System sheathing and tape.

DW Distribution, oesoto, Tx., honored James Hardie as its 2014 Vendor of the Year.

Ganahl's newest facility in Pasadena, California, had to deliver the same customer experience as their larger facilities - in 1/5th the space. Our comprehensive solution made every inch of the repurposed site more efficient. We designed and furnished a variety of high-capacity storage systems, including Sunbelt Rack Power Bins, T-sheds, and push back racks.

For the rest of the story, go to

$

CT-Darnett.com/stories

RovOMartin received a Forest Stewdrdship Council Leadership Award for forest and land management. All of ROM's 570,000 acres are FSC certified.

FSC also honored F.D. Sterritt Lumber, Watertown, Ma., for leadership in building materials supply in the

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Clark Lumber Co., Red Boiling

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www.CT-Darnell.com . 800-353-0892

Springs, Tn., was named Large Business of the Year by the local Chamber of Commerce.

Hancock Lumber, Casco, Me., was selected as a 2014 Best Place to Work in Maine.

Durgin & Growell, New London, N.H., has relaunched its website, www.durginandcrowell.com.

24 I

Building Products Digest r

December 2014

Building-Products.com

Richard Kahn, ex-Feldman Wood

Martin Mejia has been promoted to

Products, was named president and

mgr. of ABC Supply, Houston, Tx. B.C. "Brit" Blair, ex-Marwin Co., is

general mgr of The Deckstore of South Carolina, Simpsonville, S.C.

Craig Smith, ex-Fortress Railing Products, has joined Great Southern Wood Preserving, as sales

mgr. for Texas branches.

Chad Crow was promoted to president and chief operating officer of Builders FirstSource, Dallas, Tx. Mark Porter has been named v.p.-

operations for Cedar Creek,

Oklahoma City, Ok. Tony Butler, ex-Roseburg, is new as v.p.-South Region.

Scott Hackett, ex-Gerber Lumber & Hardware, is now in purchasing at Holmes Lumber, Millersburg, Oh.

Fredrik Stureson. ex-American

Hardwood Industries, has been named president of Timber Team LLC, Charlottesville, Va. Erin Leonard has been appointed president of Gordon Lumber,

now market sales mgr. for the Texas South Central region with Masonite.

Douglas Long has been promoted to v.p.-U.S. operations for Rayonier, Fernandina Beach, Fl.

Sebastian Cremaschi has been named director of marketing for Arauco North America, Atlanta.

Ga., after serving as marketing mgr. at corporate headquarters in Santiago, Chile.

Adrian Blocker was appointed senior v.p.-wood products for Weyerhaeuser Co., Federal Way, Wa., effective Jan. l Cathy Slater will become senior v.p.-cellulose fibers.

Scott Lewis is the new president of

Claymark USA Inc. Bryar McKlveen is now general mgr.

Ron Pedzinski has joined MAX USA, Mineola, N.Y., as western regional sales mgr.

Matt Caissie rejoined International Beams. as director of business development.

Ross McCanless is returning to Lowe's Cos., Mooresville, N.C., as general counsel, secretary and chief compliance officer. He will succeed Gaither Keener, who is retiring after 30 years with the chain.

Paul E. Fourshee, owner, Fourshee

Building Supply, Cadiz, Ky., has been appointed to a four-year term on the Kentucky Foundation for the Arts board of trustees.

John Burkhart, Westech Building Products, was elected to the North American Decking & Railing Association board of directors.

Millie N. Bux has accepted a generous severance package to gracefully exit Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

Fremont, Oh.

Kembrell Sweat is new to the purchasing department at Robbins Manufacturing, Tampa, Fl.

Russell Summers, ex-Cowan Ace Hardware, has joined NyloBoard, Covington, Ga., as an inside sales and customer service rep.

Derek A. Herman, ex-ProBuild, has been named v.p. of sales for Rugby Architectural Building Products.

Adam Cincotta has been appointed adhesives product mgr. for OMG Roofing Products, Agawam, Ma. New sales reps include Craig Turner, covering Georgia; Matt Savon, representing northern Ohio,

West Virginia, and western

GOING CNG: American Pole & Timber, Houston, Tx., recently replaced its diesel fleet with four new Kenworth trucks powered by cleaner-burning compressed natural gas. The conversion will cut the company's NOx emissions, reduce fuel costs, and qualified for a state grant. lt will also convert the engine of a tilt-bed truck to CNG.

Protect Your Greatest Assets, Your People & Your Products

Averagecostofa back injury is 549,283

Pennsylvania; and Gregory Lord, in Austin/San Antonio, Tx. Steve Locanto is now corporate con-

and a slip and fall injury 562,000

troller for Ace Hardware Coro..

87o of all injuries in trucking come

Oak Brook,Il. Leland Hein Jr. has been promoted to c.e.o. of Fastenal, Winona, Mn., succeeding Willard Oberton, who

{gilty Srteiy Slog F€b, 7, Tt I )

from tarping building materials.

(Jlm l, 2006 O(uFdqd

HRh'tr ard s.rcny ilagutne)

will continue as chairman.

Chris Riley, ex-Stock, is new to outside sales at Builders FirstSource, San Antonio. Tx. Stuart Clontz has transferred to Universal Forest Products. Ranson.

W.V., as operations mgr.

Mark Gliniecki has been named v.p. of sales for Smith Mountain Building Supply, Roanoke, Va. Manley Johnson is new to sales.

Building-Products.com

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December 2014 r

Building Products Digest I

25

lll Durable Vinyl Railing I)urablcs. a USA Vin)'l brancl. has introclLrcecl Tl'tc Kirklecs vinyl railing rnodel. l'caturing rtlttnd alttrrinum spindlcs. Ivith both thc top ancl bottoln rails rcintblccd with aluntinunt inscrts fbr addccl strensrth arrrl durability'.

Thc Bradfirrd moclel fcatules squilre spinclles

With lclvancecl vinyl tcchnology. Durablcs riiilin-{s arc strong ancl clurablc, lr'cltherin-l thc t'cars beiiLrtil'ul11. to look likc ncw cven aftcr ycars tll'use.

IRCI/IBC codc compliant. they arc casv to install

Aluminum Railing Kits Fceney's ncw DesignRail Alunrinum Rail Kits arc macle fbr- casy installation ol' railings with CableRail stainless stcel infill bctween wottd posts.

Available in two types: kits lbr level railing and kits for stair railings. the customized. citrnponentbased alurninum railing system is ideal fbr deck rtil-

arrd maintain.

ings. fcnces. privacy panels, ancl ban'iers.

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26 r

Building Products Digest r

December 201 4

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Go-Extruded Railing Deckorators' ALX Classic aluminum railing features smaller profile rails, maximizing the view from a deck or porch.

The product is available in

D-l-Y Storm Window Red Devil's new Snap-N-Seal interior window insulator system allows homeowners to easily create an energy-saving. low-maintenance interior storm window.

satin black, matte black, and tex-

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Siding with Stability Boral is expanding on its range of poly-ash products by introducing its new Boral

TruExterior Trim Skirt Board.

Designed to complement a

Gutting Pliers Irwin Tools has expanded its line of Vise-Grip cutting pliers.

New models include Max Leverage diagonal-cutting and end-cutting pliers, lineman's pli-

ers, bent-nose pliers, and ErgoMulti long-nose pliers, featuring an angled head for reduced wrist strain.

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The product is suitable for ground contact; won't rot, crack or split with moisture; and maintains the utmost level of dimensional stability.

Available in two thicknesses 6" and 8" wide, the skirt board comes with either a smooth or

Brazilian-Look Deck Sophistication meets durabili-

ty with MoistureShield's newest composite decking color, Brazilian Chestnut.

The new hue features a vast

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December 2014

I

Building Products Digest a

27

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EXCITEMENT WAS BUILDING at the North American Wholesale Lumber Association's annual Traders Market in Chicago. [1] Chris Bun, Ann Evans. [2] Ken Trainor, Konrad Tittler. [3] Patrick O'Donnell, Michael Pompeo, [4] Hunter McShan, Dina Fuller. [5] Jeff Wolgemuth, Lori Dewitt. [6] Lillian & Rick Ekstein. [7] Mike Lerner, Bill Griffith. [8] Garth Williams, Mason Anderson. [9] Brad Futton, Ben Meachen, Guy Bunell. [10] Shelley Spencer, Marc Pratt. [11] Clint Darnell, Chuck

28 I

Building Products Digest

r

December 2014

Casey. [12] Larry Schmedding. [13] Robin Gardner, Alan Oakes, Emily James. [14] Dale Burns, Jim Moses, Josiah Wilfong. [15] Gerry Gluscic, Carl Lamb. [16] Darren Richardson, James Gibson, Drew Homan. [17] John Smart, Jack Wickham Jim Tittle. [18] Danny Osborne, Dianne & Tom Franklin. [19] Jay Bishop, Doug Willis [20] Ed Langley, Jack Chase, Jim St. John.

(More Traders Market photos on next five pages)

Building-Products.com

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MORE NAWLA (continued from previous page): l21l Dan Paige, Patrick Adams. [22] Michelle Burbank, Tom Rogers.

[23] Mark Grube, Kaycee Hallstrom, Al Gedroez, Joe Honochick. [24] Jennifer Raworth, Carol Green, Barry

Bauman, Dave Jara, Doug Clitheroe. [25] Rick Benton, Lou Kurcsics. [26] Steve Clitheroe. [27] Chuck Gaede, Brent Wooster. [28] Wes Bush, Wayne Jordan. [29] Ryan Schaefer, Mike Moran. [30] Vince Jordan, Robert Harris. [31] Chris

Building-Products.com

Bergin, Laila Bradwell, Wayne Knutson [32] Lee Jimerson, Frank Stewart. [33] Andrew Goodman, Sarah Madonia, Bryan White. [34] Philip Flemming, Michael Nielly. [35] Troy Lundquist, David Hanson. [36] Al Fortune, Michael Mitten, Bryan Lundstrom. [37] Chris Boyd, Peter Stroble, Joe Penrod, Norm Toews, Mike Pedersen, Jeff Cook, [38] Holly Elliott. [39] Win Smith.

(More Traders Market photos on next four pages)

December 2014

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Building Products Digest r

29

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TRADERS MARKET (continued from previous two pages): [40] Kim Glaeser, Shana Gonda, Alan Oakes, Nikki Robbins. [41] Dave Wildeman, Kristie McCurdy, John Lentz, Richard Mills. [42] Tim Elbers.

[43] Lucas Howard, Kayla Wicks, Scott Purdue, Devin Stuart, Jared White, Joey Inskeep. [44] Mike Limas. [45] Thomas Plasschaert, Bryan Kirit. [46] Larry Petree, Raymond Luther, Joe Petree. [47] Reed Rediger.

[48] Blake Kei2man, Marty Thomson, Todd Davis. [49] Janne & Max

30 r

Building Products Digest r

December 2014

Jones. [50] Jim Brady, Mike Boone. [51] Cat Duemler, Devon Lindquist.

[52] Dillon Forbes, Jim Olsen. [53] Jeff Haley, Alex Darrah, Rose Ann

Loranger, B. Manning, Megan Burch. [54] Lowell Crossley, Bill Anderson, Eric Anderson. [55] Steve Killgore, Pat Lynch, Tom Gennarelli, Gary Pittman, Gary Hayes. [56] Steve Firko, Robin Little.

(More Traders Market photos on next three pages)

Building-Products.com

ATTENDING the NAWLA Traders Market (continued from previous three pages): [57] James Robbins, Phillip Humphrey, Curt McLeod, Tonia Tibbetts, Alden Robbins, Aron Kurlander, Roger Champagne. [58] Mark Westlake, John Monison, Chase Monison. [59] Ted Dergousoff, Deepak Rai, Darcy Jahal, Richard Paci, Joshua Kaye. [60] Scott Janett, Larry Boyts. [61] Jim Walsh, Sue Snuggs, David Smith, Michael Kirkelie. [62] Randi Walker, Michael Mclnnes. [63] Greg Haupt, Matt Weaber. [64]

Buildins-Products.com

Rick Rakoczy, Bryan Schuyler. [65] Mike Gerstenberger, Robert Hafner.

[66] Eric Swanson, Dennis Ebel, Jim Edinger. [67] Patrick Hanulak,

David Jeffers, Dave Siteman, Robert White, Fabio Amendola. [68] Teni Collins, Jimmy Swanson. [69] Brad Morrow, John Pace, Chris Hedlund, Mike Kelly, Rick Kapres. [70] Mike Pidlisecky, Tim Folster. [71] Natalie Macias.

(More Traders Market photos on next two pages)

December 2014 r

Buitding Products Digest I

31

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BfG TURNOUT for Traders llarkel (continued from previous four pages): l72l Eddie Pratt, Tim Svarczkopf. [73] Tim Gabriel, Bob Loew.

[74] Marshall Lauch, Tim Atkinson, Pete Henningfeld. [75] Trevor Ewert,

Sean Nason, Steve Barth. [76] Kim Pohl, Lisa Martin. [77] Jim

Vandegrift. [78] Mark Tucker, Edward List. [79] John Branstetter, John Walcott, Ron Gorman. [80] Scott Elston, Kathi Orlowski, Mark Erickson.

[81] Brenden Heyberg, Tim Hummel. [82] Jeff Herscovitz, Chris Leslie,

32 t

Building Products Digest t

December 2014

Yvonne Jacobs, Ryan Wolters. [83] Joe Fan, Christopher Webb, Donna

Allen, Rob Latham. [84] Ryan Chitwood, Robert Hoffman, Anthony Panzarella, Tom Merkert. [85] Leslie Southwick, Carter Stinton, Brad Hatley. [86] Gary Snider, Tom Baldauff, Casey Epperson, Kris Owen, J.R. Yirnich, Jeff Wllson. [87] Mike Goodman, Josh Goodman.

(More Traders Market photos on next page)

Building-Products.com

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NAWLA Traders Market (continued from previous five pages): [88] Leo Colantuono, Todd Askew, Mark Heyboer, Doug O'Rourke. [89] Vincent Micale. [90] Helena Jehnichen, Danell Hungerford. [91] Kevin Grindy, Stuart Ralston, Steve Anderson. [92] Bobby Byrd, Joe Mackay. [93] Wendy Gay, Chuck Smith. [94] Todd Nodine, Mark Richardson, Greg Fitz. [95] Gary Arthur, Rob Tam. [96] Andrea Kennedy, Griffin Augustin.

Bui lding-Products.com

[97] Carlos Furtado, Robert Jones, K.K. Sangara. [98] Jeny Huber, Steve Getsiv. [99] Rick Palmiter, Jack Draper. [100] Matthew Duprey.

[101] Matt Caissie, Bruno Lebel, Joe Hanas, Brett Shuler. [102] Tracl Trogden, Richelle Gall. [103] Rob Mitchell. [104] Kalvin Eden. [105] Brian Johnson. [106] Glen Frazeur, Tom Taylor, Tom Amderson, Bert Hewitt. [107] Aly Kingsley, Eric Schooler, Cameron Waner.

December 2014

I

Building Products Digest

I 33

DECK EXPO touched down in Baltimore, Md. [1] Phil Lail, Bo Bryant, Patrick Adams, Brian Orchard. [2] Ben lvey, Andrew Brookshire, Wayne Hilton. [3] John Burkhart, Adam Mengle, Canie Stallwitz, Dave Peterson.

[4] Mike McFarland, Neil Hurwitz, John Lane, Steve Shennum. [5] David Justice, Rachelle Shendow, Michael Gori, Pat Maher, Jessica Pearson.

[6] Jacek Romanski, Tom Jaroszek. [7] Kirk Hammond, Phil Fortson. [8] Eric Gee, Phil Herman, Alexis Sivcovich, Carter Welch, Steve From, [9]

34 r

Building Products Digest t

December 2014

Terry Brady. [10] Eric Swanson, Christian Skaning. [11] Dan Morabito, Jim Groff, Brad Kostelich, Joe Facini. [12] Todd Greer. [13] Renee Havrilla, J.P. Braaten, Jocelyn Durant. [14] Doug Brooks, Flo Sanchez, Craig Matter, Faye Rook. [15] David Nanos, Jim Stephenson, Troy Sinks, Mike Barry. [16] Steven Wahoviak, Jim Miller. [17]Chris Kollwitz, Tim Schrader. [18] Brian Lotz, Brad Morrow. [19] Andrew Penny, Brad Adsit.

(More photos on next page)

Building-Products.com

ATTENDING Deck Expo (continued): [1] Lauren

Zecher. Alan Oakes.

Frankie Emerson. [2] Stuart Dimery, Craig Jacks. Jennifer Faines.

Doug Morse, Nicole Hill. [3] Joseph Horniacek, Rick Kapres,

LallicI McCu_llough, r Matt Cullen. [4] Jeff

Osborne, Jim Poulin, Mike Descoteaux. [5] Bill Ross, Bob Otterson, John Scarborough, James Gunning, Matt Pasquarello, Dustin Feniso Shannon Huneycutt, Rob Long. [6] Roderick Kabel, Adam Gangemi. [7] Danell Hungerford, Brian Spencer. [8] Russell Hill, David Odum, Tom Zimmerman.

[9] John Ardolina, Jesse Kahn, Mike Nolan. [10] Andrew Ellis, Tim Gillis.

Building-Products.com

[11] Kyle Loveland, Lisa Martin. [12] Joel Cone, Joe Brower. [13] Chuck Casey, Tom Heard. [14] John Horenkamp, Bryant Coogan, Ryan Williams, Jen Frey. [15]Brian Houpt, Alex Hines. [16]David Ondich, Ernie Couillard.

[17] Scott Nowatzki, Larry Crossley, Michael Barnett. [18] Lee Robinson Jr., Chuck Klopp. [19] Ralph Bruno, Rob Blakley.

December 2014

r

Building Products Digest

r 35

Barclay Simpson, 93, founder of Simpson Strong-Tie parent Simpson Manufacturing, Pleasanton, Ca., died Nov.9.

After serving as a fighter bomber in the South Pacific during World War

II, he returned to U.C.-Berkeley, but in 1946, three credits shy of graduating, he took over his ailing father's business, Simpson Screen Co. He grew and transformed the company into a structural connector giant, with offices and factories across North America, Australia, Europe and Asia.

He continued to serve on the board and as head of investor relations until 2012, and retired last year.

LeRoy D. "Jack" Skriden, 82, former president of Metropolitan Lumber, Wanenville, Il., died Oct.23.

He retired in 2012 after 54 years with Metropolitan. He was also 19941995 president of the North American

He served in the U.S. Army in Normandy during World War IL He also operated Trout Sand & Gravel,

Wholesale Lumber Association.

Marietta.

Joseph Park Patton Sr., 85, former executive with Newton Lumber

George Ritchie Latham Jr., 96, owner of Port Washington Lumber,

Co. and Gulf States Paper Corp., Tuscaloosa, Al., died Oct. 12.

Port Washington, N.Y., died Nov. 15.

Harry R. Rounds, 84, longtime Perry Clell Franklin, 88, former owner of Kurz-Franklin Lumber,

East Coast lumberyard manager, died

Sabetha. Ks.. died Oct.21 .

After retiring from the U.S. Air Force in 1971, he managed Manor Builders Supply, Oakland, Md., and

After serving with the U.S. Navy in the South Pacific during World War II, he joined Crane Lumber, Savannah,

Mo. In 1957, he acquired Kurz-

Franklin, operating it for 12 years. He then returned to manage Crane, until retiring after 29 years with the firm.

Oct. 15.

Eastern Building Supply.

John Lawrence Garber Jr., 82,

retired sales manager for Lowe's and

Staunton Building Supply, Stauton, Va., died Nov. 8.

Henry C. Trout, 93, owner of Ohio Valley Builders Supply Co., Marietta. Oh.. died Ocl25.

Mark Charles Hesselmann. 48. salesman with Seiffert Lumber, Davenport, Ia., died Oct.22 after a l9month battle with cancer.

James "Jimmytt Parr, 80, owner of Nelson Lumber Co. Pinev River.

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Va., died Oct. 28.

Clarence Philip "Phil" Karmazyn,

90, former manager of Curtis Lumber Co., Schuylerville, N.Y., died Oct. 22.

A U.S. Air Force veteran of World War II, he retired in 1986.

Garnett Malcolm Roadcap, 80, longtime salesman with Moore's Lumber & Building Supplies, Verona, Va., died Nov. 13.

A U.S. Army veteran, he retired from Moore's in 1992 after 33 years.

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Building Products Digest

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

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Allen Arthur Hoel. 72. retired foreman and lumber grader for

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mer account manager at Hatch

(7 04) 27 8 -929 1 - F M (7 04) 27 8-9304

Cleveland, N.C. email steve. twiford@gmail.com or shavers. reload@gmail. com

December 2014

Simpson Lumber, St. Joseph, Mo., died Nov. 13.

A graduate of the University of Wisconsin and National Hardwood Lumber Association's inspector training school, he worked for Simpson from 1982 until retiring in 2011.

Harlan Glenn Davis. 92. retired yard foreman for Henry Hager Lumber, Gibson City,Il., died Nov. 14.

After serving in the Army Air Corp. during World War II, he worked forHager from 1951 to 1984.

Building-Products.com

Building Material Suppliers Association - Dec. 16-17, blueprint Llsflngs are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend.

lllinois Lumber & Material Dealers Association - Dec. 2, board Christmas dinner, Hilton, Springfield, ll.; Dec. 3, board meeting, Springfield; (800) 252-8641 ; www.ilmda.com.

-

Dec. 2-4, fall market, Convention Center, Gatlinburg, Tn.; (800) 776-0976; www.wallacehardware.com,

Waf lace Hardware

Building Material Suppliers Association - Dec. 3, special order process management seminar, Richmond, Va.; (704) 376-1503; www.myDmsa.0rg.

Indiana Lumber & Builders' Supply Association - Dec. 3.4, annual members networking gathering, French Lick Springs Hotel, French Lick, In.; (317) 875-3737: www.ilbsa.org

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Dec, 4-5, blueprint reading Construction Suppliers Association & building material take-off, CSA Hq., Tyrone, Ga.; (678) 6741860; www.gocsa.com.

Florida Building Material Association - Dec. 5, government relations golf tournament, Mystic Dunes Resort & Golf Club, Kissimmee, Fl.; (352) 383-0366; www.fbma.org.

reading & estimating seminar, Nashville, Tn.; (704) 376-1503; www,mybmsa.0rg.

Handy Hardware Wholesale - Jan. 8-10, spring dealer market, George R. Brown Convention Center, Houston, Tx.; (713) 6441

495; www.handyhardware.com.

House-Hasson Hardware Co, - Jan, 8-10, dealer market, Opryland Resort, Nashville, Tn.; (800) 333-0520; www.househasson.com.

United Hardware Distributing Co. - Jan. 8-11, market,

Minnneapolis Convention Center, Minnneapolis, Mn.; (800) 835-

6560; www.unitedhardware.com.

Northeast Window & Door Association - Jan. 12-13, winter education meeting, Foxwoods Reso( & Casino Mashantucket, Ct.; (609) 799-4900; www.nwda.net.

Northwestern Lumber Association - Jan. 12-13, building products expo, Rivers Edge Convention Center, St. Cloud, Mn.; (763) 5446822; www.nlassn.org.

Missouri Forest Products Association - Jan. 13-14, annual meeting, Capital Plaza Hotel and Convention Center, Jefferson City, Mi.; (573) 634-3252; www.moforest.org.

Lake States Lumber Association - Jan, 15-16, annual winter

Peak Auctioneering - Dec. 6, LBM auction, Howard County

meeting, Radisson Hotel & Conference Center, Green Bay, Wi,; (920) 884-0409; www.lsla.com.

Northwestern Lumber Association - Dec. 9, introduction to build-

Guardian Building Products - Jan. 16-19, show Indiana Convention Center, Indianapolis, In.; (800) 569-4262; guardianbp.com.

Fairgrounds, Baltimore, Md.; (800) 245-9690; peakauction.com.

ing material sales seminar; Dec. 10-11, blueprint reading & material take-off, Sioux Falls, S.D., (888) 544-6822: www.nlassn.org.

Midwest Roofing Contractors Association - Dec. 10-12, annual conference, Gaylord Texan Resort & Convention Center, Grapevi ne, Tx. ; (800) 497 -67 22; www. mrca. org.

National Hardwood Lumber Association - Dec. 12, international forest products marketing workshop, Memphis, Tn.; (901) 3771818; nhla.com.

Building-Products.com

Buttery Co. - Jan. 17-18, dealer market, Bell County Exposition Center, Belton, Tx.; (800) 880-151 5; www.butterycompany.com.

lnternational Builders Show - Jan. 20-22, Convention Center, Las Vegas, Nv.; (202) 266-8610; www.buildersshow.com.

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Do lt Best Corp. Jan.22-24, winter conference, Walt Disney World Swan Resort, Lake Buena Vista, Fl.; (260) 748-5300; www.doitbestcorp.

December 2014

r

Building Products Digest r

37

Riding through the Holidays

ALL ABOARD: The annual train display helps Bevell's hardware stand out and attract new customers every year.

(Photo couftesy of Bevell's Hardware)

A holiday tradition rhat involves a massive model train display can increase foot traffic and attract new customers both near and far, Bevell's Hardware in Blackstone. Va. has learned.

Up and running until the second week of each January, Bevell's annual Hardware Christmas Holiday Train Display has been known to provide a special holiday experience for the city of Blackstone as well as it's neighboring cities, counties and states. Thousands of locals and visitors make it a point to see the display every holiday season.

"What started out as a small idea has brought so much to the community," said owner Bobby Daniels.

He went on to explain how the idea was inspired by his own unique hobby over 30 years ago as a small train display on a 4'x8' sheet of plywood with two trains and very little scenery. "Because it's gotten so popular over

the years, we've grown. It has now grown into a 18'x56' train display, featuring more than l0 trains, with realistic town-like features," Daniels said.

The unique display has not only made Bevell's a well-known hardware store, it's also increased foot traffic and has brought in new customers that the store

wouldn't normally reach. "Model railroading is an interesting hobby for all ages. The kids love it and they come with their parents who not only enjoy the display, they are also fond of our store, which is great for business," Daniels explained.

Bobby and his team have also managed to attract local and surrounding area schools. Teachers request to bring their classes to the hardware store as one of their field trips each year. Along with seeing this display, the students can visit with Santa and take a ride on a train, which includes an engine, flat bed car and caboose.

"It's brought a sort of uniqueness to our store, and it makes us stand out," said Daniels. Since opening 30 years ago, the display has attracted over 30,000 visitors to the city.

"Model railroading is my hobby and our hardware store has only benefitted from the display by attracting new customers from all walks of life," Daniels added.

"It's also a holiday treat for our local everyday customers and they love it. I would not be able to do this working anywhere else."

38 I

Building Products Digest

ADVERTISERS Index [or more on advertisers, call them directly or visit their websites [in hrackets].

Anthony Forest Products [www.anthonyforest.com] ...................3 BlueTarp [www.bluetarp.com].................

.............37

Center.Line Group [www.center.linetrailers.com] ......................25 Crumpler Plastic Pipe [www.cpp-pipe.com] ..........................,.,,..23 CT Darnell Construction [www'ct darnell.com]...........................24

DiamondPier [www.diamondpier,com],............................,..,,.......15 Everwood Treatment Go. [everwoodtreatment.com]..,.,.,.C0ver

lV

International Beams [www.internationalbeams.com].........C0ver

I

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

...,...........

..............,7

Lumbermens Association of Texas [www.lat.org] .............Cover ll Pennsylvania Lumbermens Mutual lnsurance Iplmins.com].....13 Richardson Timbers [www.richardsontimbers.com] ...,.,.....,......26 Roseburg Forest Products [www,roseburg.com] .........................5 Siskiyou Forest Products [siskiyouforestproducts.com]...,...,.,.1

9

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

lll

Goming llert tonth in

BPII o WindoHs & lloors o Sofihom PinG o 0omputGr'$ & Iocnnologl Siding, Bootinu & Trim 0 Westem W00ds

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December 2014

Building-Products.com

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