BPD August 2013

BPD

MOULDING & MILLWORK SPECIAL ISSUE яБо CERTIFYING YOUR BUILDING PRODUCTS AUGUST 2013

Building Products Digest

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

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BPD

Special Features EXPERT ADVICE TO SELL MORE MILLWORK

10 MARGIN BUILDERS

PVC TRIM FOR HISTORIC REMODELS

12 MANAGEMENT TIPS

HOW BUILDING PRODUCTS GET CERTIFIED

14 PRODUCT SPOTLIGHT

SELLING STRUCTURAL INSULATED PANELS

16 PRODUCT SPOTLIGHT

SOUTHERN CYPRESS TIMBERS CALLED ON FOR GOOD LOOKS, DURABILITY

32 MASTERING LEADERSHIP

4 TIPS TO TAME A COMBATIVE COMPANY CULTURE

ress i

6 TOTALLY RANDOM

43 ASSOCIATION UPDATE 44 CLASSIFIED MARKETPLACE

10 OLSEN ON SALES

45 DATE BOOK

18 COMPETITIVE INTELLIGENCE

46 IDEA FILE

28 MOVERS & SHAKERS

46 ADVERTISERS INDEX

35 APP WATCH

Online

30 FAMILY BUSINESS 36 NEW PRODUCTS 41 KAHLE ON SALES 42 IN MEMORIAM

e c n cut c ress ti ers u to

 Volume 32  Number 6

Building Products Digest

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8 FEATURE STORY

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August 2013

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TOTALLY Random

BPD

By Alan Oakes

Building Products Digest www.building-products.com

Are you fitting in?

J

UDGING BY OUR Movers & Shakers column the past few months and talking to some owners, the first signs of hiring seem to be happening in the industry—a good sign.

If you are one of the unfortunate many who lost their jobs and left the industry during the last five years, welcome back! You might be tempted to think that the hard part is over, but it may be just beginning. Many new hires are so anxious to accept a job offer that they skip doing their homework on the company they are about to join.

If you have been unemployed for some time or out of the industry, it is very likely that you will find things have changed. In some cases, the bigger concern might be how you might fit back in again. Following the one time I had a gap in my resume, I found it tough just going to work—I soon missed the refrigerator at home, and the office politics made it difficult to enjoy my new environment.

Technical skills are only one component of a job. How you behave will determine whether you enjoy your new job or cannot wait to get out of there as soon as possible.

During the last few years, I have seen several contacts with long gaps in their employment move yet again six months after finally landing a job. I can readily admit that in past life much the same happened to me, although maybe with a longer timeframe.

Certainly it’s easier to find a job when you have one rather than when you don’t.

When you join a company, the biggest issue you run into is understanding and “buying in” to the culture. I once joined a company that did not allow personal assistants. As company president, that first month I wasted so much time doing things myself—even sending a fax was a challenge. I soon realized that this was never going to work out because that same culture spread to many other things that I could not fit into (it took me a year to get out). Certainly, you need to observe how people behave.

I tried to observe how people interacted with each other (e.g., are they actually talking or sending emails to the person in the next cubicle? In those first meetings that seemed to drone on interminably, how did people interact? How were decisions made?).

Often you are hired and told to come in and make changes. On day one, you have a preconceived notion of what is expected of you. The problem is that the theory that everything done in the past is wrong is what gets you and the company in one heck of a mess a few months down the road. Listen: You may find there are good reasons why things are done the way they are. Coming in and changing everything overnight takes eyes off the business and creates uncertainty and confusion. Rocking the boat before you can get buy-in to change will never end well. The target on your back increases exponentially.

Conversely, hiding in your cubicle is not the way to endear yourself to your new colleagues and manager. Learn what they do and why, how you fit into the whole process, and how your results impact those in your own department and the company as a whole. Don’t wait for that first review; get 360˚ feedback early on.

I have learned over years that we all make mistakes (yes, me, too!). The issue is whether we can admit to them or we play the blame game. As a manager, I expect and actually hope that mistakes will be made. It is the way we learn. Conversely, I have seen individuals who cannot admit blame yet will take credit for others’ work. I am sure we all have thoughts about those types of individuals.

Beginning a new job is never easy. You are new to everyone and everyone is observing you. Make sure the impression you make is a good one and you are standing out for the right reasons.

I targeted this column for new employees, but as a company owner or manager, some of the most expensive mistakes you make are in hiring. If you believe you hired the right person, how does your company integrate new employees and help them feel part of the team as soon as possible? From experience, generally not much!

Alan Oakes, Publisher ajoakes@aol.com

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August 2013

A publication of Cutler Publishing

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ubl s er Alan Oakes ajoakes@aol.com ubl s er mer tus David Cutler re tor o tor l ro u t o David Koenig dkoenig@building-products.com tor Karen Debats kdebats@building-products.com o tr but g tors Carla Waldemar, James Olsen A ert s g les ger Chuck Casey ccasey@building-products.com A m str t o re tor e ret r Marie Oakes mfpoakes@aol.com r ul t o ger Heather Kelly hkelly@building-products.com

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u se Phone (949) 852-1990 Fax 949-852-0231 ccasey@building-products.com Al es www.building-products.com Phone (949) 852-1990 Fax 949-852-0231 ajoakes@aol.com.

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

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N 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 A : One year (12 issues), $24 Two years, $39 Three years, $54 N (Per year, paid in advance in US funds): Surface-Canada or Mexico, $49 Other countries, $65 Air rates also available.

N $4 + shipping A $5 + shipping N is published monthly at 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660-1872, (949) 852-1990, Fax 949-852-0231, www.buildingproducts.com, by Cutler Publishing, Inc. (a California Corporation). It is an independently owned publication for building products retailers and wholesale distributors in 37 states East of the Rockies. Copyright®2013 by Cutler Publishing, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. BPD reserves the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it.

Building-Products.com

FEATURE Story Custom Millwork

Expert advice to sell more custom millwork

T

has not only boosted the home building industry, but is also providing increased demand for higher-margin products, such as custom millwork.

As a two-step distributor and manufacturer of quality custom lineal mouldings and custom door jambs since 1979, Smith Millwork, Lexington, N.C., keeps close tabs on the pulse of the market.

To help dealers take advantage of the latest trends in custom millwork, BPD called upon the experts at Smith Millwork—president Ted Smith, vice president Mike Trantham, outside salesmen Jim Kilpatrick, Ron White, and Dennis Ramey, and inside salesmen Shane Michael, Mark Rummage, and Jeff Wiesner—who boast a combined 200 years experience in the HE ECONOMIC REBOUND

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millwork business.

BPD What trends have you noticed in custom millwork over the past five years?

Ted Smith Custom millwork has taken the same trend as everything else in the housing industry, which was down but not dead. Remodeling has been healthy and custom millwork is often used on such projects because people want something different with more appeal. As construction makes a comeback, the custom millwork should trend back up along with it.

Ron White With the drop in housing starts, custom millwork decreased.

I see it slowly coming back, but even with that, a lot of customers tell me that with the custom homes being built, the builders are using basic com-

August 2013

modity patterns. It has got a little better, though.

Dennis Ramey The major trend in custom millwork over the last five years has been that beginning in 2007 and lasting until early last year we have seen a lot less of it due to the sad state of our economy. Since custom millwork is mostly used in commercial and upper-end custom homes, we began to see it start to come back last year as housing starts began to rise.

This year, with housing expected to reach one million new starts, it is possible that custom houses and hence custom millwork could again reach what might represent as much as 50% of custom’s historically high totals.

Mark Rummage Trends are toward maintenance-free and paintgrade products. Recently, many peoBuilding-Products.com

ple are choosing a cleaner look, not as much detail, such as a plain cove crown. Most are designing larger crowns/casings/base patterns and 8’ doors on the first floor, and then a smaller version of the same patterns and 6’8” height doors on the second and subsequent floors.

Jim Kilpatrick More homeowners are getting away from the basics. They are being more creative in their selections and doing things that are outside the norm.

BPD What are the pros and cons of choosing custom trim over standard?

Jeff Weisner If you use a custom trim millwork, you can get a look that no one else has, but you will be faced with a delay for production and an increase in cost.

Shane Michael Custom trim most definitely gives a house a special attraction and should help keep the value up in case they need to sell. The only negative I can see is that there is a higher cost when purchasing custom trim.

Kilpatrick It’s also not readily available if you need more down the road.

Smith Pros: You get to choose exactly what you want. Your home will be different than your neighbor’s.

The products come in many different species of lumber. You can match existing profiles in older houses. You can duplicate damaged items on historical projects. You can make items that will fit existing opening for doors and windows.

Cons: Lead times are longer, so you have to plan ahead. More expensive than stock millwork. Takes more time to choose what you want. You have to make sure you order enough the first time because if you order too much, you probably can’t take it back and if you don’t order enough, it extends the lead time and your cost goes up.

White You can get more distinctive patterns, larger sizes, choices in wood species. Lead times are longer and cost is greater; however, most people who want a specific custom pattern don’t necessarily mind the increased cost.

Ramey The pro side of using custom trim is that you can design mouldings to suit your tastes in almost an endless array of designs and wood species in order to make your project uniquely yours. The con side of the Building-Products.com

equation to me is very small, if the customer devotes sufficient time and planning to the choosing of patterns, wood species, and the scheduling of orders. With proper planning and associating one’s self with a quality provider, custom can be a snap.

Using off-the-shelf trim materials can be the way to go for the majority of builders and their customers, too, because today we have so many more patterns available in stock that only a few years ago would have been considered custom and special order. If more off-the-shelf patterns are used, the builder can hold down costs. The primary drawback on using standard stock trim is the customers’ choices in wood species are more limited.

BPD Have you seen an increase of customers buying custom millwork?

Smith Yes, with the slight increase in housing activity and with remodeling doing well, we have seen a little more custom business.

Mike Trantham Yes, in the last six months.

Kilpatrick Yes, mainly in higherend homes.

Rummage Not as much custom millwork during the recent economic downturn, but it is gradually picking up.

BPD Do you have any advice for dealers for working more productively with a custom millwork plant?

Michael Please ask as many questions as possible when working with the homeowner and contractor. This

encourages them to consider all options that are out there, including custom trim. It is also beneficial to suggest that they consider some staingrade trim for a few of the rooms even when the main portion of the home is painted, to help make the home unique.

Rummage A proper takeoff is key—ordering enough custom material for the job. Understanding the application it will be used in and how the end-user wants to finish the item is important. Allow adequate lead time for orders to be produced and delivered.

Kilpatrick I would make sure that I worked with a supplier I was comfortable with because if there are any problems that occur you want to make sure they are corrected in a timely fashion. These are products that are not on the shelf and take a couple of weeks or more to produce.

Ramey My advice to dealers who want to expand their business by offering more custom millwork would be to educate your customers on the need to allow sufficient lead times and to use the millwork manufacturers’ sales representatives to educate the builders concerning what is available and what the manufacturers limitations are. As in anything we do, having a great partner increases everyone’s chances of success.

Smith My only advice would be to always try to make the up sale to custom millwork because it usually equals more sales revenue and better profit margins.

sales team has more than two centuries of industry experience. (L-r) Ron White, Mark Rummage, Ted Smith, Mike Trantham, Phil Osborne, Dennis Ramey. Not Pictured: Jeff Weisner, Shane Michael, Jim Kilpatrick.

All photos by Smith Millwork August 2013

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Building Products Digest

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9

MARGIN Builders PVC Trim

PVC millwork meets the challenges of historic renovations

P

VC TRIM AND millwork can provide a long-lasting solution to a common challenge of historic-renovation projects: recreating intricate trim and millwork patterns that must be replaced.

“PVC trim can be milled to replicate historic profiles accurately, but without the time, labor or costs associated with maintenance,” says Ergun Merdin, owner of D&E

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Construction, Boston, Ma., who uses cellular PVC trim from Azek Building Products, Scranton, Pa. “We’ve been able to make the transition to PVC very successfully.”

Bill Sandrock, owner of Stratton Creek Wood Work, Kinsman, Oh., agrees. He’s been working with PVC products from Versatex Trimboard, Aliquippa, Pa., for the past eight years.

products were the key to matching a new garage/barn to an 1837 farmhouse. (Photo by Azek) 

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Building-Products.com

1 A at Baldwin Wallace University, Berea, Oh., was renovated with cellular PVC trim products. (Photo by Versatex Trimboard)

“We do a great deal of intricate restoration work, so we started using cellular PVC for exterior applications because it can be cut and shaped like wood. We laminate Versatex’s PVC sheet to give us the needed thickness, and then mill it to our specifications.”

His latest historic project involved renovation of a cupola at Baldwin Wallace University, Berea, Oh., which dated to 1897 and had been irreparably damaged by the elements. He started by taking samples of all the original crown moulding, corbels, handrails, and turnings.

“With PVC, fabrication wasn’t so much of a challenge,” he notes. “We measured the original piece, drew it in AutoCad, and then figured out how to manufacture it.

We custom-ground knives to match and ran the profiles through the moulder.”

According to Sandrock, it took about 1,100 man-hours over the course of five months to construct all the millwork needed for the six-sided cupola.

“This was probably the most detailed project we’ve ever done,” he says. “By doing this in PVC, the paint will stick and it will last. It’s never going to rot and it’s not going to peel. The new paints expand and contract with the material. ” Although PVC trim components are designed to repliBuilding-Products.com

cate the look of wood, they aren’t affected by moisture and are highly resistant to mold. In addition, PVC trim is consistent in size and finish, immune to rot and insect infestations, and lightweight and easy to install over solid substrates.

“PVC delivers the authentic, rich appearance of wood, coupled with the durability and very low maintenance homeowners want,” says Jack Delaney, national sales manager of The Tapco Group’s Kleer Lumber division.

“Whether it’s a coastal mansion or modest neighborhood home, PVC is appropriate on virtually every house.”

Perhaps best of all, PVC trim requires little maintenance—unlike wood trim, which must be re-painted on a regular basis.

“I’ve never met a homeowner who likes maintenance,” says Joe Cracco, c.e.o. of Modern Yankee Builders, Cumberland, R.I., who also uses Versatex products. The company works on historic homes and landmarks, plus traditionally styled new homes, that must withstand the harsh elements of the New England coast.

“In areas where wood trim is exposed to a lot of water and then deteriorating, we come in, remove the rotten trim, and install accurate new profiles made from PVC,” he notes. “It’s a sad fact, but wood rots. They see that we can get a historic effect with materials like PVC trim—and bring the level of maintenance a lot closer to zero.”

Carter Lumber, Fairview, Pa., supplied and custommilled Azek PVC for the renovation of an 1873 farmhouse with a new barn/garage.

“On both the house and barn, we were able to match the period look beautifully,” says Kevin Raines, one of Carter’s outside sales reps. “We used a CAD program to recreate the historic brackets we were able to save on the house, designed and built windows, and milled a crossbuck pattern for the barn doors.”

Recreating historic trim in PVC also means that the structure will be around for future generations to appreciate. “Some people shy away from PVC in the restoration business, and I don’t understand why,” comments Sandrock. “It doesn’t rot—and we recycle all the dust and scraps when we mill it, to make more product—so it’s as green as can be.”

V A delivers the look of wood with the long-term durability and low maintenance customers want. (Photo by Kleer Lumber, The Tapco Group) August 2013

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11

MANAGEMENT Tips

By Tom Patterson, Intertek

How building products are certified

W

ITH THE DESIGN of a new building product comes the question every manufacturer must ask: Should I certify it? In short, the answer is yes.

Putting a product through the certification process is a matter of compliance and will save manufacturers time and money in the long run.

Certification allows manufacturers to sell their products in the global marketplace. Building codes outlined by the International Code Council (ICC) have been unified, permitting manufacturers to demonstrate compliance to a large geographic area through one set of certification documents.

Certification to applicable standards also allows products to be placed on the shelves of commercial outlets.

Those who choose not to gain certification to building codes and industry standards must prove compliance with each individual jurisdiction, an often expensive and laborious method for gaining approval. In addition, their products do not have the ability to be sold through commercial channels.

The certification process is efficient and extremely beneficial for manufacturers to gain market access, and can be broken down into four steps. For starters, it is advantageous to partner with a Nationally Recognized Testing Laboratory (NRTL) that understands building codes and industry standards and can help ensure manufacturers test their products to the proper requirements. There are even a few testing

A A at Intertek’s Vancouver lab prepares for a curtain wall test to determine where and how the assembly of building products can be used.

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laboratories that can provide manufacturers with the research reports necessary to prove that a product functions properly and demonstrates building code compliance.

Once a manufacturer has connected with an NRTL, the next step is to work with the laboratory to develop a test plan to achieve the necessary requirements. In order to develop this plan, manufacturers must understand their market from both an application perspective and a geographic perspective. Where the product will be used on a building and whether it will be in a residential or commercial structure will determine the intensity of the testing that must be performed.

In addition, requirements vary between regions, so it is important for manufacturers to know exactly which locations they want to sell their products in, as it will dictate the types of tests conducted.

After a test plan has been determined, the testing and evaluation phase begins. While physical tests are performed, engineering evaluations based on prior, commonly known data are also often used. NRTLs are familiar with how different materials perform under various types of conditions and levels of stress. It is this extrapolation conducted by engineers that enables manufacturers to extend the application of a product without having to conduct unnecessary tests.

Testing and evaluation is not about testing every potential application, but about the benefits of evaluating to a wide variety of potential applications.

After a product has successfully completed the testing and evaluation process it can then be certified, indiBuilding-Products.com

cating that applicable industry standards have been met. Once certified, it is important for manufacturers to demonstrate that the product remains as it was when it was first tested. This is done through ongoing surveillance by the third party NRTL, which provides a variety of required follow-up services depending on the product and its intended application.

Previously, certification was seen as a purely necessary process performed solely for the purpose of selling products in desired markets. Now, accredited certification bodies are adding more value to the process through updated product certification directories. Previously basic and barebones, these directories currently contain links to manufacturers’ websites and easy navigation tools, allowing industry professionals to search for a product by standard or performance level, among other options. They have become a great resource for engineers, architects and specifiers trying to find the right product to fit their building needs.

Another benefit of certification is that it preserves manufacturers’ test data, allowing them to prove compliance years down the road. In North America, as long as a manufacturer demonstrates that their product has not changed and still complies with the standards originally tested to, that product will remain certified no matter how old the test report is. However, it is important to remember that different parts of the world have different requirements. For example, a fiveyear-old test report is too old in Europe, whether it proves certification or not.

For manufacturers, the testing and certification process can allow them to extend their products’ reach in the global marketplace. By partnering with an NRTL, manufacturers can ensure that all the necessary tests are performed and standards are met. In the long run, these laboratories help manufacturers save time and money and provide a competitive advantage through placement in product directories consulted by a wide variety of industry professionals. When it comes to testing and certification, the question should be when—not if.

– Tom Patterson is director of certification for building products for the Americas region for Intertek. He serves as a board member and treasurer for the Air Barrier Association of America. Reach him via www.intertek.com.

Building-Products.com

August 2013

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13

PRODUCT Spotlight

By James Hodgson, Premier SIPS by Insulfoam

Selling SIPs

What you need to know about structural insulated panels A insulated panels (SIPs) provide multiple efficiencies for building construction and operations, many builders still often rely on the traditional building methods they are most familiar with.

As builders look for ways to differentiate themselves, LBM dealers can provide a valuable service by being LTHOUGH STRUCTURAL

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ready to answer questions about SIPs. SIPs are an advanced building method, but are actually quite easy to build with. They can be used in virtually any light construction project, including single-family homes, multifamily structures, and commercial and institutional construction ranging from schools to offices to retail and restau-

rants.

Following are answers to common questions dealers and builders have about SIPs: What are the key selling points for SIPs? “For one-time residential ownerbuilders, a key benefit is the quality of

arrive at the jobsite pre-cut and sized, ready to be put into place with a crane.

All photos courtesy Premier SIPS by Insulfoam

Building Products Digest

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August 2013

Building-Products.com

the finished home—both structurally and environmentally,” notes Brian von Allworden, PE, SIP expert with Wright Engineers, Phoenix, Az. “For production builders, it is speed. The faster they can build, the quicker they can sell.”

SIPs are significantly stronger than stick frame construction. Benefits include roof systems that eliminate the need for a truss system, which in turn reduces framing schedules by removing the labor and installation time for truss construction. Additionally, SIPs are exceptionally strong in racking diaphragm shear capacities, which are the primary structural properties engineers are concerned with when designing for earthquakes and hurricanes.

On the environmental side, SIPs are arguably the best performing structural system available. U.S. Dept. of Energy tests show SIP construction is about 15 times more airtight than stick framing. Additionally, DOE found that SIPs have a 47% higher wholewall R-value than either standard stud walls or advanced framed walls. SIPs also help reduce jobsite construction waste up to two-thirds, and support indoor air quality by sealing out common pollutants.

As von Allworden noted, SIPs help reduce building cycle time because they eliminate the need for separate framing, insulation and sheathing work. Further, the panels arrive at the jobsite pre-cut and sized for each specific part of the structure.

“With the pre-built panels, you just have to piece the building together like a puzzle,” says Glen Kamerman, partner with Kamerman Construction, Manhattan, Mt. Building with SIPs can help contractors earn more money because of fewer framing hours on the job.

SIPs can also simplify construction on tight urban job sites where staging space is limited. Densely packed buildings and heavy street traffic present challenges that can be solved by using SIPs, which can be installed in a matter of hours.

Will my framers be able to install them?

A skilled framing crew typically can learn the steps for installing SIPs in a matter of hours, and quickly become proficient in working with them. Because SIPs are made of wood (OSB sheathing on both sides of an insulating foam core), they are easy to nail, saw and drill—similar to tradiBuilding-Products.com

reduce and simpify building schedules, while imparting stength and durability.

tional wood framing.

What about the impact on other trades?

While there are some specific techniques that subcontractors will need to become familiar with, building with SIPs does not create a roadblock in construction.

Traditionally, very little plumbing is included in exterior walls regardless of the building style used. With SIPs, most plumbing is located in the interior walls.

Running wire is simpler and faster with SIPs, as manufacturers pre-cut electrical chases into the panels.

Crews simply pull wiring through the chases after the panels have been installed, which saves the time and hassle of drilling holes through numerous wall studs, as is the case with stick framing.

What are the key trends in SIP construction?

“I see a lot of multi-family and hospitality developers looking at SIPs as a way to to stand out from the crowd,” says von Allworden. “And, as more SIP structures are built, many builders are realizing that the bottom line is the same, or better, as with stick construction, but they are getting a better final product.”

In what types of buildings are they most popular?

August 2013

SIPs are increasingly popular in educational facilities, from K-12 schools to colleges and universities, where they can be used in dorms, gymnasiums, classroom buildings, and other structures.

What are important things to look for when choosing a SIP manufacturer?

“First you need a manufacturer who is reliable,” says von Allworden.

“There were a lot of SIP firms around six years ago that are now gone. You also need a company that is big enough that they are not dependent on your money to buy their materials.

And, of course, you need a company with a quality product.

For LBM dealers and distributors concerned that SIPs could cut into the traditional meat of their business— lumber—it is worth remembering that there will always be a strong market for framing lumber, even in SIP structures. SIPs are typically used for outside walls and roofs, with stick-framed interiors most common. Additionally, as demand continues to grow for energy-efficient structures, being knowledgeable about SIPs can be an important way to grow business within a new market segment.

– James Hodgson is the general manager of Premier SIPS by Insulfoam, Puyallup, Wa. For more information on SIPs, visit www.premiersips.com/bc. 

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PRODUCT Spotlight Cypress Timbers

were paired with innovative design for a new town hall in Newbern, Al., designed and built by Auburn University students.

All photos courtesy the Rural Studio.

Cypress timbers called on for good looks, durability

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YPRESS TIMBERS—locally sourced and milled—were paired with innovative design for a new town hall in Newbern, Al. “We selected cypress because it’s a native Southern species,” says David Frazier, a fifth-year architecture student with the Rural Studio at Auburn University, Auburn, Al. “We liked that it’s naturally durable, rot- and decay-resistant, and not preferred by termites.”

Frazier was one of four students who worked on the project, from original design to final completion. Their challenge was to create a primary community campus to serve multiple functions: a voting location, a meeting space for the town council, and a suitable space for events attended by the town’s 186 residents.

In order to convey a scale and importance suitable for a civic struc-

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ture, the students chose to use heavy cypress timbers, rather than a traditional structural frame and cladding.

Walls were constructed using 16 rows of 8”x8” cypress timbers. For a 28 ft. span in one wall, they constructed a glue-laminated cypress beam to accommodate expansive windows and a door that opens to a courtyard.

While the cypress timbers offered simple, yet durable beauty, they also presented several significant design obstacles.

“The students did all the work themselves, by hand, including cutting the timbers to fit, drilling them, then stacking without the use of cranes or lifts,” says Chuck Harris, Custom Lumber Manufacturing, Dothan, Al., which supplied 22,000 bd. ft. of cypress timbers. “This was an incredible undertaking. Each 8-ft.long timber weighs approximately August 2013

150 lbs.—and they needed 500 of them.”

Harris, who serves as past president of the Southern Cypress Manufacturers Association, worked closely with the student team. “We had numerous phone calls concerning design and strength values of cypress,” he recounts. “They also spent quite a bit of time with me, learning about cypress and what they could expect from it. They visited with us at the sawmill to see how we sawed the timbers, and then again at our facility in Dothan when we were drying them.”

Because the timbers were going to be end-butted together and stacked, they had to be cut very precisely at Custom Lumber’s mill. Then they were placed in an air-drying tunnel for two months, to achieve moisture content of 25% or less.

Building-Products.com

C

YPRESS TIMBERS—locally sourced and milled—were paired with innovative design for a new town hall in Newbern, Al. “We selected cypress because it’s a native Southern species,” says David Frazier, a fifth-year architecture student with the Rural Studio at Auburn University, Auburn, Al. “We liked that it’s naturally durable, rot- and decay-resistant, and not preferred by termites.”

Frazier was one of four students who worked on the project, from original design to final completion. Their challenge was to create a primary community campus to serve multiple functions: a voting location, a meeting

mill in Dothan, Al., supplied 500 cypress timbers, about 22,000 bd. ft.

Pictured is a member of the team, student Mallory arrett, with president Chuck Harris.

A N using 16 rows of 8 x8 cypress timbers, for simple, yet durable beauty, inside and out.

space for the town council, and a suitable space for events attended by the town’s 186 residents.

In order to convey a scale and importance suitable for a civic structure, the students chose to use heavy cypress timbers, rather than a traditional structural frame and cladding.

Walls were constructed using 16 rows Building-Products.com

August 2013

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Building Products Digest

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17

COMPETITIVE Intelligence

By Carla Waldemar

Hardware store turned lumberyard

T

Dale Hardware, Fremont, Ca., has been through this over and over and learned to take it in stride but this time, it’s the big one.

No, not another earthquake, although the community sits smack on the valley’s famous fault line and the operation, in fact, promotes a multi-faceted earthquake survival kit to its customers. Earthquakes tumble buildings, while Dale, instead, extends them.

We’re talking about expansion.

HE STAFF AT

Since the company was launched in 1955, strictly as a hardware store, it’s undergone five expansion projects, all within the same block, says Garth Smith, whose father founded the enterprise. “We kept needing to accommodate new products and answer customer demand.”

But, as we noted, this is the big one. Two years ago—again, prodded by “the fact that we continually get requests for new merchandise,” he says—the major upheaval materialized. Dale mushroomed from 40,000

A N A AV N new lumberyard satisfied California dealer Dale Hardware’s customers’ re uest for new merchandise.

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August 2013

sq. ft. to 100,000 sq. ft.—what owner Garth rightly calls “a substantial increase” felt in every department, but mainly in two product lines—a garden center and a lumberyard, both brand-new arenas for Dale. And not only an all-new lumberyard, but a state-of-the-art, covered, drive-thru facility, answering demands for sticks that Dale’s commercial accounts had been lobbying for. It’s stocked with everything from specialty hardwood and the redwood so popular in California, along with decking of every persuasion, to the standard dimensional Doug fir routinely utilized by Dale’s prime customers, the town’s remodelers.

Personnel count shot up from 95 to 120, including managers well-versed in the new and unfamiliar lines. (And if you’re selling lumber, you’ve got to deliver it, so that meant several new vehicles, including a forklift.) SKUs vaulted from 45,000 to 65,000.

“Every department was expanded,” says Garth, who has eagerly followed in his father’s footsteps.

“I worked here through high school and college, which convinced me it was what I really wanted to do. I got seriously involved in the mid’70s. Shortly after—the early ’80s— my dad died unexpectedly, so it landed in my lap a little quicker than we’d planned. I learned by trial and error.”

For one thing, he learned early on how and whom to hire. “Our process is pretty involved. We use a team approach—four or five people sitting Building-Products.com

in on interviews. We’re continually seeking good employees, and what we’re looking for is a can-do attitude— someone who really enjoys working with people. We can train them in product knowledge, but not how to smile, to enjoy talking to people; it’s far easier to teach them how to fix a toilet.” Or, since the lumberyard debuted in January 2013, how to build a deck.

But who the heck taught Garth that a grueling recession was the time to more than double your space? Pin the credit on the guy himself. “I decided that now is the time.

Three reasons,” he ticks off. “One, money is as cheap as you’ll ever get it. Two, when it comes to contractors to hire, during this down stretch we’ve got the pick of the litter. And three”—most essential—“by the time we’re done, the economy most likely will be turning around, so we’ll be perfectly positioned.”

He was right. “It turned out very, very well, and business is quite brisk.”

Added bonus: Can you say “federal funding?” Garth explains the lucky break: “It was a coincidence. I had a regular bank loan all set up when the city came to me and said, Garth, we have a bond for Alameda County with money allocated to us in Fremont. Your business fits the requirements.’ So I sent in a one-page application.” Almost immediately he was told, “You got it!” “I didn’t stumble onto it, it came to me, and saved us money.”

Since the expansion, Dale has tracked solid increases in customer counts and sales. “We’re attracting more female shoppers than before, especially in the new garden center.

And the lumberyard has opened up our contractor business,” he reports. The split between retail and pro customers hovers where it’s always been, at 50/50, with pros divided between commercial accounts, such as local utilities, the water district, and city and county departments, served by Dale’s expressly dedicated outside salesman, and Dale’s remodeler contractors.

Because this community in the Silicon Valley of the Bay area is “pretty all built up, not much land left,” according to Garth, “we do only a couple of new homes a year.

So our forte is serving the remodeling trade, which has been pretty constant, although kind of slim the past four, five years. People saw their home values drop, so they weren’t going to put any more money into them. But that’s started to escalate.”

Sure, there’s competition—there’s always competition—but folks stay loyal to Dale because of its primo service: “That’s what we hang our hat on—friendly, knowledgeable employees. We put a lot of time and effort into training them in product knowledge and service. And that Building-Products.com

V facility has been especially popular with Dale’s commercial accounts.

service,” he re-emphasizes, “is Number One: That’s where we shine. It’s a very competitive market, but you can’t buy service. That’s where we try to make a difference,” Garth declares.

“Product selection also,” he’s quick to add. “We do so much better than the boxes, plus services—everything from cutting keys and glass to screens, from pipe cutting and tool repair to furnace troubleshooting and equipment rental, even bulk kerosene sales, whatever a traditional hardware store used to do, plus bigger projects like irrigation systems for their lawns. We have all the parts and pieces.” And don’t forget those earthquake kits!

Dale gets the word out via print ads (“but print is very costly!”), a Facebook presence, and, now, Twitter: “We’re playing with it; it’s the way to go.” The company’s customer-friendly website features department managers who offer tips and guide folks through projects. Customers, both retail and pro, also can take advantage of its rewards program, which offers points for purchases—plus, “we capture their emails and can use them for promotions,” Garth confides. Folks also line up in the parking lot whenever Dale hands out free hot dogs when its barbecue grills are on sale.

Never a dull moment and that’s exactly the way Garth likes it. “I just enjoy working with people; it’s fun!

And I’ve got a good group of employees who work together as a family.”

In fact, one of them is family: his son, 30, one of the company’s assistant managers. Plus, there’s the benefit no one can refuse, says Garth. “There’s lot of money to be made if you do it right.”

Good deal: Looks like no one in Dale’s crew will be on food stamps any time soon.

Carla Waldemar cwaldemar@comcast.net August 2013

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Building Products Digest

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19

OLSEN On Sales

By James Olsen

Changing minds

I

defended. Someone (us, for example) must stand up for an idea and speak on its behalf. The idea that someone should buy from us, even if we are the beyond-obvious best choice, is an idea that must be defended with our words.

DEASMUSTBE

Quotrons vs. Idea Defenders

There are three categories of sales people that languish away in the land of underachievement and mediocrity: uotrons They quote product all day long, but never sell it.

Product Presenters Highly versed on the market and product, but never sell it.

The ice uys “How ya doin’, buddy?” They insult themselves (you think that’s all it takes?), their competition (you think you are the only charming person in the world?), and their potential client (do you think all I need is likeability to buy from someone?). And never sell it.

Master sellers stand for something. They have “a way they do business.” Do they accommodate their customers?

Yes. Do they calibrate their personality to their customer’s personality? Yes. Do they know their markets and products? Yes, yes and yes.

But what sets master sellers apart is their ability (and desire!) to change people’s minds. Master sellers do not shy away from this crucial task—they embrace it. They believe they are the best choice and relish the opportunity to show/explain/sell their customers it is true. They defend the obvious best choice—themselves—with their words.

I’m Happy with My Current Supplier

How we orchestrate our first call to customers has more to do with our ultimate success than any other call. If we fumble this crucial interaction, it is difficult to build our business fast enough to overcome the inevitable leaks in our account base. Master sellers build relationships more quickly. When they lose a big account it doesn’t take them long to replace the business. Master sellers have: A better bench. They cultivate the quality and quantity of their secondary relationships.

Their initial calls are impactful. They create “heat” earlier and “get cooking” with new customers sooner.

Our number one objection on every new call will be: “I’m happy with my current supplier.”

Some salespeople have no plan. Some are too aggressive, believing the fallacy that we are magically converting

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Building Products Digest

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August 2013

the entire customer’s business to us on the first call. Business-to-business sales is a relationship built over time. Our goal is to become our customer’s number one supplier, but it won’t happen on the first call.

What will happen is we can earn the customer’s respect and permission (or right) to continue to call. One of our primary goals of the initial call is to have agreement from our customer that they will continue to take our call. If we can talk to them, we can sell them.

The point is to respect the buyer’s current decision, while selling/explaining/defending his need to have us as a supplier also.

Mr. Johnson, I don t want to get in the way of the relationships you already have. What I would like is to be a secondary or back-up supplier. We will get to know each other. ou will see the uality of my products and service.

I respect the relationships you already have. A great company like yours will have good suppliers. We are a great supplier and would like to prove it to you one step at a time. et me offer you product for three months. If at the end of that time we haven t done any business, no hard feelings and we both move on. What s your email? ou know, everyone needs a back-up plan. I am your back-up plan. I m sure you currently have great suppliers. I won t get in the way of that. What I will do is show you a piece of the market you haven t been seeing. et me call you ne t Monday with some great deals on

Write It Out

Make your answer in your style.

Make several versions for the different types of customer you will encounter. To make them our own we must write them out. We must brand our answers in our minds.

We must be prepared, able and, most importantly, willing to change minds and defend the idea that we are the beyondobvious best choice.

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

lue in

DEALER Briefs ull u l g u l es is under construction in Sullivan, In., targeting a late summer opening. eer g umber so r u l , Melrose, Ma., agreed to sell its site to a real estate developer and will wind down operations next year after 143 years. e s o s umber o , Clearwater, Fl., has opened a 4,800-s . ft. store on 3 acres in Wilmington, N.C. (Brian Basye, mgr.). o s ul

g u

store early next year in Dayton, Tx.

l will open its 85th retail

g m umber, Brookline, N. ., has built a spacious new $2-million facility that incorporates a new warehouse and replaces the showroom it lost in a Nov. 2 fire. out r umber, St. Joseph, Mo., has closed after more than a century and auctioned off its remaining inventory and e uipment. ller umber o , Mount Pleasant, N.C., was destroyed in a June 26 fire sparked by lightning.

The company remains open during rebuilding. r e umber o has selected a new site in New ork, N. ., to relocate in the coming year. mt s umber u l , East Rome, a., has filed Chapter 11 bankruptcy protection.

Stephen Patton, owner of the 68-year-old company since 2002, hopes to emerge in an even stronger position. r

s ul

g

ter ls

opened a new store in Lewisburg, Tn.

ome e ter

umber, Columbia, S.C., was li uidated at auction. l o A e r re, Forest Acres, S.C., has been opened by Brandon Clarke, owner of e A e r re, Cayce, S.C. Bill Jones manages the new 3,000-s . ft. store. lu r re, Lake Monticello, Va., has begun r remodeling as it switches from o t est to A e re affiliation. A re-grand opening is set for Sept. 13-15. lem g umber o , Cleveland, Ms., has opened a 2,000-s . ft. elt ome es g s loor g o showroom in Cleveland (Shannon Brown, mgr.). ro oberts, Brattleboro, Vt., is being sold by Paul, Robert, and Michael Putnam to Rick Bibens, effective Sept. 29. b t t or um

t opened a e tore discount LBM outlet at the former site of A m t umber o ,

Farmington Hills, Mi.

mmo umber, Belgrade, Me., won a workplace safety award from Maine Employers’ Mutual Insurance Co. 22

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Building Products Digest

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August 2013

e ins

estru turin

BlueLinx Holdings, Atlanta, Ga., has launched a restructuring plan that includes “realignment of headquarters resources” and possible sale or closure of five of its 55 distribution centers.

The distributor will operate all five DCs at least until the strategic review is complete in the fall, as it considers whether to close, sell or otherwise obtain “strategic partnering” for each location to best increase stockholder value.

Streamlining operations headquarters is expected to save up to 10 million a year, including payroll costs, and generate up to 27 million in operating cash.

Days after announcing the plan, BlueLinx increased its credit facility by 25 million to 447.5 million.

Central Hardwoods

uys rinity

Trinity Forest Industries, Hurst, Tx., has been acquired

by E&E Acquisitons/Central Hardwoods, Dallas, Tx. Trinity will continue to operate out of its Hurst facility with existing personnel, with Greg Ryback continuing to manage. The deal also includes Trinity’s name, brand and intellectual property.

ormer I Mill to

estart in ir inia

A new company started by former employees of International Paper’s Franklin, Va., sawmill, has purchased the shuttered plant and will restart operations by the end of the year. The mill has been closed since 2009.

“The mill was originally designed to have the capability of manufacturing a variety of lumber products. We plan to take advantage of this by manufacturing a diverse product line that will satisfy a wide range of customers,” said co-owner Perk Taylor. “Upgrades in the mill will allow the sawmill to purchase both large and small sawtimber.

Franklin Lumber plans to make 14.8 million in new capital investments during the next five years to increase the mill’s capacity and competitiveness. Products will consist of dimensional lumber for retail, treating and truss manufacturers. The company will also have a strong market for its residual products, including wood chips.

enera le Maine Dealer Han s It p

Parks Hardware, Orono, Me., is closing at the end of the month after 121 years.

Lin White Jr., who has been owner for the past 23 years, said that many factors went into his decision to close. For years, he’s been analyzing customer counts, buying trends, sales averages, and other statistics.

“All of those factors played into my decision,” he said.

“It’s not a single factor, but it’s an established downward trend.” He also didn’t want to sacrifice customer service in order to keep the business going.

White is liquidating the store’s inventory and will use the revenue to renovate the property, turning it into three or four retail spaces.

e lans

ew Central Ohio DC

Ace Hardware is building a new distribution center in West Jefferson, Oh., to replace its 40-year-old DC in Perrysburg (Toledo), Oh., in fourth quarter 2014.

The new site has easy access to I-70 and is closer to more Ace stores. It will supply merchandise to retailers in Ohio, northern Kentucky, and parts of Michigan.

Building-Products.com

ew n land Dealers Closin

SUPPLIER Briefs

p

Amel umber, Amelia, Va., added micronized copper and Wolmanized EraWood treated lumber to its existing lines.

Two Massachusetts lumber dealers have closed after more than a century of business.

Northampton Lumber, Northampton, shut down in July, as owner Gail LaBarge fielded offers for its building and site. “There was more interest in the property alone,” said LaBarge, who took over the business from her father, Charles Paquette, about a decade ago. “I understand the nostalgia aspect, but that’s just the way it’s playing out.”

While the economic downturn and the emergence of big-box retailers hurt the business, LaBarge said her desire to retire is the primary motivation behind the closure.

Noble Hardware, North Attleborough, Ma., also closed, due to warehouse-store competition. “The big stores have the buying power so the small businesses can’t keep up, and we aren’t building houses right now, so it’s just not cutting it,” said Keith Noble, who bought the store—then called Schofield Hardware—with his brother John in 1989.

When the brothers won 1 million on a scratch ticket last year, they put most of it into the business. They opened up a seasonal garden and home d cor store called Noble Country Gardens, and renovated their building so they could lease out floor space to local artisans and vendors.

“But we couldn’t get enough vendors,” Keith said. “It’s too bad to see it go. We put our hearts into it. It’s a shame.”

ee o or umber, Dallas, Tx., is now distribo tropical hardwood decking.

oise uyin Southern lywood Mills

est

oo

ter r ses, Cortland, N. ., shut down its ro u ts dry kiln/milling facility in Harrisville,

N. ., July 31 and placed the plant and e uipment up for sale.

ter t o l orest ro u ts, Vancouver, B.C., has completed its ac uisition of e le umber ter r ses sawmill operations in Thomaston, a.

Interfor’s $45-million investment will include adding more kilns, to up Keadle’s capacity over 160 million bd. ft. obb s umber, Searsmont, Me., installed a new 35

debarker.

elt mber has installed a new N double-track batch dry kiln, Kiln Boss controls, and reen Burner technology at its operation in Ola, Ar. u ll umber, Arbor Vitae, Wi., lost the building that houses its panel shop, moulding/flooring shop, and planer in a July 3 fire.

uting Ab

o sm

now distributing

r et g or , rand Rapids, Mi., is or l TruExterior Trim products.

Atl s oo g, Atlanta, a., added new e uipment to increase production of shingles with HP Technology, which are larger, with a 1-1/4 wide nailing area and 130-MPH-rated high-wind warranty. or ersto e e lt oo ro u ts relocated to a larger facility in Cincinnati, Oh., with room for an R D lab. ert ee broke ground in Jonesburg, Mo., on a new $100-million complex, which will include a 60,000-s . ft. residential roofing shingles manufacturing plant and 150,000-s . ft. warehouse. o ul , Milton, Ont., will open a stone wool insulation plant next year in Mississippi. l t r has purchased a 100,000-s . ft. building on 23 acres in Columbus, Ms., to open a new masonry products plant in the first or second uarter of 2014. ere l oo , Binghamton, N. ., now offers 1 x4 decking factory-finished in mahogany. smose s MicroPro wood preservative has earned reenguard gold certification from ro me t New websites: rt se rou , Liberty, Oh., www.earthwisewindows.com tegr t om os tes, Biddeford, Me., www.duralifedecking.com Anniversaries: urr umber, Wooster, Oh., 160th ber r umber , New Branfels, Tx., 60th ll rm umber o , Chester, S.C., 60th ress, Canton, a., 15th

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August 2013

Wood Resources LLC, Shelton, Wa., has agreed to sell its Southeast operations to Boise Cascade, Boise, Id. Expected to close in the third quarter, the deal includes softwood plywood producer Chester Wood Products, Chester, S.C., and specialty hardwood/softwood plywood manufacturer Moncure Plywood, Moncure, N.C. Wood Resources, a division of Atlas Holdings, acquired Chester and Moncure from Weyerhaeuser in 2004. Wood Resources will continue to operate Olympic Panel Products, Shelton, and the newly restarted Omak Wood Products, Omak, Wa.

Han ins

estarts Mississippi Mill

Hankins Lumber is investing 1.5 million to reopen its mill in Grenada, Ms., after a 15-month closure.

The company uses southern yellow pine harvested in Mississippi to produce dimension lumber and boards.

a es Over emple Inland uildin rodu t lants from I

Georgia-Pacific, Atlanta, Ga., has completed its 710million acquisition of the building products division of Temple-Inland, Diboll, Tx., from International Paper Co., Memphis, Tn. “With the sale final, we are eager to combine our assets into one building products business,” said Mark Luetters, executive v.p.-building products. “Temple-Inland brings high-quality assets with teams of talented employees, and we look forward to combining best practices so that we will continue to improve our ability to serve key customers.”

The purchase includes 15 U.S. facilities in Alabama, Arkansas, Georgia, Louisiana, Oklahoma, Pennsylvania, Tennessee and Texas, producing a range of building products, including fiberboard, gypsum panels, lumber, MDF and particleboard.

IP agreed to sell the building products unit to G-P in December, after acquiring Temple-Inland a year prior.

Building-Products.com

types are changing. Clicking on the grade/span comparison calculator bar allows span comparisons between different grades of southern pine.

Insurers I M

AN A A from Anthony Forest Products helps transition to new southern pine design values.

nthony dds Span Cal ulator

Anthony Forest Products, El Dorado, Ar., has added a lumber span calculator to its website at www.anthonyforest.com. A mobile app version for Apple and Android smartphones is also available.

Powerful Solutions uses the new southern pine design values to calculate spans and compare spans of southern pine versus other lumber species. Pull-down menus allow users to input species, grade, member type, deflection limits, spacing, and loading conditions.

Automatic defaults are set for the most common deflection limits, spacing and loading conditions when member

Building-Products.com

M oin or es

Indiana Lumbermens Mutual Insurance Co. and Pennsylvania Lumbermens Mutual Insurance Co. have struck a deal to affiliate their companies, creating common management, shared services, and pooled reinsurance.

The newly affiliated group will be headquartered at PLM’s offices in Philadelphia, Pa., although significant operations will continue in Indianapolis, In. Current PLM president and c.e.o. John K. Smith will serve as c.e.o. of the integrated organization. John F. Wolf will retire as president and c.e.o. of ILM and become a member of the board of directors of both companies.

“This combination is an opportunity to capitalize on the strengths of each organization for the benefit of all,” Smith said. “It will allow us to offer a broader and financially stronger market for the insureds of both companies, and a more secure workplace for employees. I truly believe that we are building the premiere property and casualty insurance marketplace for wood products and building material businesses in the United States.”

The affiliation is not a merger. Over time, there will be a gradual sharing of resources, but the companies’ names, brands and unique products will be preserved.

The deal is subject to approval by the applicable departments of insurance—a process that management expects to be completed by year’s end.

Based in Indianapolis, In., ILM was established in 1897—two years after the founding of PLM.

August 2013

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Building Products Digest

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27

MOVERS & Shakers Drew arrison is new to marketing operations at Snavely Forest Products, Pittsburgh, Pa. Ken Castleberry, ex-BlueLinx, has been named regional sales mgr. for Georgia at Huber Engineered Woods.

Jackie olley, ex-Tri-Supply, has been named millwork mgr. for Builders FirstSource, Jarrell, Tx. eorge M ishtorn II, ex-Kimal Lumber, is a new national account executive for multi-family sales with BlueLinx, Atlanta, Ga. John Callahan has been promoted to president of Riverhead Building Supply, Riverhead, N.Y. Previous president dgar oodale and v.p.

Russell oodale will stay on as co-chairs of the board.

Patrick Schleisman, ex-WoodWorks, has joined Hoover Treated Wood Products, Thomson, Ga., as laboratory mgr. for the research/engineering/development team.

Timothy rand, ex-Coastal Forest Products, is new to contractor sales at Mast Road Grain & Building Materials, Manchester, N.H.

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Jean-Marc Dubois, Nordic Engineered Wood, has been promoted to director of business development for its Nordic Wood Structures commercial division.

Tony Saad succeeds him as regional sales mgr. for the Northeast Robert llrich has rejoined arsky Lumber, Corpus Christi, Tx., in millwork sales.

Shaun Mock, ex-ABC Supply, is now product sales mgr. at ProBuild, Middleton, Wi. Jerome Siedlecki is new to Joffe Lumber & Supply, Vineland, N.J., as senior estimator.

Diane Womble has joined 84 Lumber, Orlando, Fl., as millwork coordinator.

John owen has joined the sales force at Bay Building Supplies, Waukesha, Wi. Kyle Schnit , ex-Stock Building Supply, has joined BMC, as sales mgr. for Dallas/Fort Worth, Tx. Karyn iddens is new to outside sales at East Coast Lumber, Cocoa, Fl.

August 2013

ick Philemon, ex-Guy C. Lee, is now territory sales mgr. for Metal Sales Manufacturing, Wilmington, N.C. Richard ewcomb has been promoted to store mgr. at Handyman Ace Hardware, N. Dayton, Oh. Daniel DeJarnette, ex-GAF, is the new plant superintendent at Georgia-Pacific, Dudley, N.C. Jared yons has been named chief operating officer for Poole Lumber Co., Covington, La. Jason Kuckewich is new to inside sales at ABC Supply, Indianapolis, In. ane Durand is now based in Beltsville, Md., as territory sales mgr. for Boral’s TruExterior Trim in the mid-Atlantic states.

Kellen ray is now with Andersen Corp., as territory mgr. for Austin/ San Antonio, Tx. ill White, ex-Elof Hansson, is new to lumber sales at West Fraser, Germantown, Tn. Mason Third has joined Moulding & Millwork, Ponte Vedra Beach, Fl., as territory mgr. ddie Torres is now Orlando, Fl.based regional sales rep for JeldWen.

Building-Products.com

John D lena was promoted to v.p.marketing & national accounts for United Window & Door Manufacturing, Springfield, N.J. regg Proscia is now v.p.-sales.

Tom Miller has been promoted to v.p.-supply chain management at Amerhart, Green Bay, Wi. Jeff erboncouer succeeds him as national accounts mgr.

Wayne Shuey, ex-PrimeSource, is now sales mgr. for Profast Supply, Orlando, Fl. Ma Mick illman has retired as c.e.o. with The Hillman Group, Cincinnati, Oh., after 44 years with the company, but remains a director. James P Waters is now c.e.o.

Katharine DeSanto has joined the sales team of Vermont Natural Coatings, Hardwick, Vt. Mike nderlin, ex-Crystal Windows & Door Systems, is new to The Bilco Co., New Haven, Ct., as district sales mgr.-residential products for Il., Wi., Ia., N.D., and S.D. William C riffiths has been elected chairman, president, and c.e.o. of uanex Building Products, Houston, Tx., succeeding Da id D Petratis, who has resigned.

Dewayne Williams is now v.p and corporate controller, and Martin P Ketelaar, treasurer. ee D ier anowski, ex-Formica, has been named business development mgr. West for Dur-A-Flex, East Hartford, Ct. Carl Cothran ex-Mohawk, has joined SCS Global Services, Emeryville, Ca., to head its certification services for the flooring industry. He is based in Rome, Ga. James Rane, chairman, president and c.e.o., Great Southern Wood Preserving, Abbeville, Al., was elected to lead Auburn University’s board of trustees in the coming year. He has served on the board since 1999.

Machem Tweete is the now director of social media for MungusFungus Forest Products, Climax, Nv., report co-owners ugh Mungus and reddy ungus. ren Thomas, who recently launched Contractors Choice Lumber, Shawano, Wi., with Cody essette, ex-Central Transport, and Keith raff, exDennison Retail Lumber, also continues working with Arrowhead Builders.

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Member of the National Association of Mutual Insurance Companies “SHARED PURPOSE. MUTUAL VALUES” TM is a registered trademark of the National Association of Mutual Insurance Companies. All rights reserved. © 2012 National Association of Mutual Insurance Companies.

SHARED PURPOSE. MUTUAL VALUES.™ Building-Products.com

August 2013

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Building Products Digest

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29

FAMILY Business

By Wayne Rivers

I want to sell my company

What do I need to do?

AST WEEK,

my investment advisor called. He had a couple of clients who wanted to sell their small businesses. We discussed the nature of the companies: what they do, who works there, the goals of the owners, etc.

After bit of discussion, it became painfully apparent to us that these gentlemen, whose firms are very small and depend on the owners for virtually every single decision or function, have nothing worth buying!

Sadly, that harsh truth is the case for the majority of family businesses.

Forewarned is forearmed: It’s better to deal with reality now than to hope for some future miracle.

No matter how big your company is, how clever your advisors are, or how fat your margins are, there are only five ways to dispose of a closely held or family business: Close the doors.

Give it away.

Sell to insiders.

Sell to outsiders.

A combination of the four above.

In the first alternative, a family could decide the business is no longer viable, they have socked away suffi-

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cient savings/investments for themselves, and they simply wish to liquidate the firm and walk away. There is nothing at all wrong with this alternative, if it is consistent with the goals of the family.

The next alternative would be to give away ownership to family members, key employees, or strangers on the street, for that matter. Then the company’s ownership, if not its dayto-day management, would be in the hands of others for strategic decisionmaking purposes.

In most family businesses, things are pretty clear when either the older generation owns 100% of the company or the subsequent generation owns it all. What is often murky, and usually quite contentious, is when the senior and junior generations share ownership and must develop new rules or norms about how they will make collective, group decisions and share power.

Selling to insiders means simply the owners wish to sell to either family members who are employed in the company or key, trusted managers— or a combination of the two. Again, there are power sharing and decision August 2013

making questions to answer. Also, since NextGen family or employees aren’t likely to have piles of cash lying about for just such an occasion, how the deal will be financed can present obstacles.

A family company could decide to sell to outsiders (including the alternative of going public). Selling out, which is often seen as a valid alternative by the owners of closely held companies, is a fantasy for most family-owned businesses.

Finally, a company could use a bit of each of the four alternatives and come up with a combination plan that makes sense. They could close down a problematic area of the company, sell a division to key managers, give certain assets to NextGen family members either during senior generation owners’ lifetimes or at death, and sell another portion to outsiders if this option is viable and there are suitable purchasers.

Now, in the two “I want to sell ” instances above, the owners don’t really have businesses at all, although they are incorporated, file tax returns as businesses, etc. What I mean is that businesses, by definition, are perpetual. That is, they can continue in spite of the demise or retirement of the chief executive.

What most family business owners have is not a business, but a job—and a pretty demanding, often thankless one at that. If they genuinely want to have a business capable of creating sustainable opportunity and wealth for future generations, there is a step-bystep process for doing so.

To put an even more emphatic point on the assertion that most family business owners have jobs and not businesses—and therefore their companies are not worth an outside buyer’s attention—we call on the experience of one of our consultants, who had an 18-month assignment for buying viable, closely held companies for an investor’s portfolio. He learned that potential buyers or investors look at hundreds of deals before they close on even one.

In evaluating the viability of a closely held company, investors want the following: Customers and suppliers loyal to the company, not just the owner A company with a unique niche, with barriers to entry Relatively little competition The management team can run Building-Products.com

the company without the owner being there There are assets inside the company that can be leveraged (such as property or receivables) A recurring, predictable stream of revenue Employees are motivated to stay, rather than leave (a buyer’s worst nightmare) The absence of any one of these seven items dramatically reduces the value of the acquisition target. The sad fact is that most sellers receive far lower selling prices than they had anticipated. If you are interested in selling your family business to outsiders, use this objective checklist to see how you stack up and where you might have deficiencies that should be improved.

If there are only five ways to dispose of a closely held company, which of the five is the most common and which alternative is the most realistic for the typical family business?

The two most common transition methodologies for closely held companies are giving the company to family members over time (often while retaining a salary or other income stream from the company), and selling to insiders who could be family members, loyal employees, or any combination thereof.

The beauty of either of these two methodologies—or using them in concert—is that the insider purchasers or recipients are usually more knowledgeable about the capabilities of the company, are willing to pay a higher price in one form or another, usually have extensive emotional ties to the business and senior generation owners, will rely on the departing owners as sources of funds (which can increase total return for the sellers) and ongoing expertise, therefore causing less disruption, upheaval, and radical change than might be expected from an outside purchaser.

The best advice I can give is to start planning early for the ultimate transfer of your family business, in order to maximize your opportunities and value.

– Wayne Rivers is the president of The Family Business Institute Inc., Raleigh, . . Reach him at wayne.rivers familybusinessinstitute.com or .

Reprinted with permission of ey Resources . o portion of this article may be reproduced without its permission.

Building-Products.com

August 2013

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MASTERING Leadership

steps to taming a combative culture OOK AROUND .

Has a 10,000-lb. gorilla taken over your company?

Before you reply with a quick “no” and refocus on your to-do list, bear in mind that this giant beast is known by a second name: culture. And understand that taming him is imperative because his destructive behaviors can keep your company’s tribe from doing what it was brought together to do.

Here are some tell-tale signs that he has adopted your organization as his habitat:

There are several positive change initiatives in the works, but the old guard refuses to alter “the way we’ve always done things.” They aren’t receptive to new hires and won’t take an active role in training them. Rather than working to move the company forward, they spend most of their day making excuses for why things should stay the same.

Your employees are constantly patting themselves and each other on the backs. Unfortunately, they’re often celebrating empty wins like getting a client’s order right on the second try or passing an angry customer on to another department. These “celebrations” only serve as a smokescreen to hide stagnation and lack of progress.

Most people in your company seem too comfortable. They gravitate toward and “nest” in the familiar. At times, you wonder if innovation, creativity and motivation are foreign concepts to them.

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“Unfortunately, the gorilla’s constant bellowing drowns out other messages in the concrete jungle, which allows poisonous cultures to take entire organizations hostage,” says Micheal J. Burt, coauthor of ebras & heetahs ook Different & Stay Agile to Survive the Business Jungle. “The good news is, prepared and proactive leaders can provide clarity, unite the tribe, and tame that unruly gorilla so that cooperation, growth and innovation are once again in the spotlight.”

According to Burt and co-author Colby Jubenville, leaders who can successfully go nose-to-nose with culture gorillas are members of a newly evolving breed: ebra and Cheetah (or &C) Leaders.

August 2013

“ ebra and Cheetah Leaders are so called because they exhibit qualities of both breeds,” explains Jubenville.

“Like zebras, they boast a distinctive appearance that others can easily recognize. Like cheetahs, they possess great speed and are particularly quick accelerators. And like both, they have an ability to utilize their senses so well that they excel in adapting to their environments. In other words, these are leaders who are able to adapt to the fast-paced, always-changing, and highly competitive business world, and who are capable of leading diverse tribes within it.” ebra and Cheetah Leaders recognize that 10,000-lb. gorillas are sustained by individuals who, unlike themselves, have refused to adapt to the ever-changing landscape of reality.

The authors suggest four things &C Leaders must do in order to stop feeding the gorilla and create clarity amid the chaos of the concrete jungle: et real about the reality your tribe is facing Chances are, the path you once took through the jungle was wide, well marked, and free of most significant obstacles. You could count on easily visible indicators, typical benchmarks, and annual performance ratings to keep you going in the right direction. And if any doubt cropped up, your company’s fearless leader would dictate who should lead, who should follow, and what should be done. To hear your change-averse gorilla tell it, that’s still an accurate Building-Products.com

portrayal of reality. Don’t let him fool you. The good old days are long gone.

“In today’s competitive, constantly changing global economy, organizations whose cultures expect the journey through the concrete jungle to be easy won’t last long,” Burt says.

“These days, the path can quickly change, or disappear altogether. You might encounter rockslides or quicksand at any moment. And predators— otherwise known as competitors—will be constantly nipping at your heels. “ &C Leaders are committed to drawing a clear picture of the true, actual circumstances their organizations face, regardless of how positive or negative they may be. Only then will you be able to cut through the smokescreen your gorilla may be throwing up and unite your tribe in pursuit of an overarching dominant aspiration.”

Make sure your tribe understands the comple order of the concrete ungle In nature, jungles are incredibly complex. They contain a dizzying amount of animals and plants that are competing for resources and survival. But despite (or in some cases, because of) the occasional casualty, the ecosystem supports the many populations that call it “home” and enables them to thrive.

Ideally, that’s the case within your company, too. However, it doesn’t matter how balanced and well calibrated your tribe is on paper if all of its members don’t understand where, how and why they fit.

“It’s a natural instinct for people to worry about their futures,” Jubenville says. “That’s why so often new ideas, policies and people spark pushback.

Established tribe members worry that they’re being edged out or that they’re entering the endangered species list.

And that type of uncertainty feeds the gorilla. It’ll beat its chest, bellow and attack what it mistakenly perceives to be the competition, effectively halting growth and progress.

“As a &C Leader, it’s imperative for you to not only leverage your tribe’s talents, but to make sure all of its members understand where they fit within your organization’s ecosystem, both now and in the future.”

each individual is likely to define that outcome differently, usually in whatever way would benefit them most personally. In this scenario, you’re likely to have some employees who mistakenly believe they’ve “made it,” while others struggle, strive and snipe their way in the wrong direction.

“We refer to the force of a tribe working toward success as collective passion,” says Burt. “The struggle to survive and succeed in the global economy won’t always be pleasant or easy. But if your tribe goes through the metaphorical fire together, it will emerge as a stronger, more efficient group. Collective passion helps create a cooperative, unified environment—

in which gorillas can’t survive.”

Create new le els of professionalism This step is the easiest. You’ll find that when your tribe’s members have collectively survived the crucible and reached the first level of success you’ve set for them, their relationships with each other will change.

“Specifically, competition within the tribe will naturally be replaced by new levels of cooperation once everyone sees what they’re all capable of accomplishing together,” promises Jubenville. “This will then allow the competitive focus to fall where it belongs: outside the tribe.

Stop Roof Leaks Fast!

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Odor-free, fleece-reinforced ~10”x18” patch kit.

Ideal for bitumen sheets, PVC sheets, concrete, wood, resin-modified screed and metal.

Flat pouch kit includes gloves, step-by-step instructions. Rainproof in about 60 minutes.

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Clearly define success Once tribe members understand the order of the jungle they inhabit, &C Leaders must outline what, exactly, constitutes success. Left to their own devices,

Building-Products.com

August 2013

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Building Products Digest

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33

C

dds

eor ia Store

Central Network Retail Group, Natchez, Ms., has acquired Moore’s Hardware, Dahlonega, Ga., from Lamar Ricketts.

“CNRG was a good fit for us,” said Ricketts, who will stay on as a consultant. “After 20 years of running this business, it was important to us to choose a good owner for the future.

CNRG understands our business and they are committed to investing in it for the future.”

CNRG now operates 44 stores in the South (including five in Georgia) under nine separate brands.

on time Iowa Dealer Closes

Fifty-six-year-old Waterloo Lumber, Waterloo, Ia., auctioned off the last of its inventory and equipment July 18, after closing a month before.

The buildings and property are up for sale.

“Numerous things happened over the course of the last couple of years,” said third-generation co-owner Nick Donlea, who has operated the company with his sister, Stacy, and brother, Tony, since 2003. “Contractors constantly closed and retired, and we just didn’t find any new business.”

He also blamed competition from national retailers.

A in Dixon Springs, Il. designed and built by homeowners Rick Street and Stephanie Brown was remodeled with MoistureShield composite decking donated by Advanced Environmental Recycling Technologies, Springdale, Ar.

board of directors.

“We are excited by the opportunity to partner with Blue Wolf,” said Faircloth. “Their operating experience and vision will be invaluable as we continue to modernize our operations and increase capacity in order to take advantage of the rebounding housing construction and remodeling markets.”

Founded in 1954, Suwannee operates a 150 million bd. ft. sawmill operation that supplies decking and dimensional lumber to customers in the Southeast, Mid-Atlantic, and Northeast United States. Suwannee also operates a ground cover division

ew Owners for lorida Mill

New York-based private equity firm Blue Wolf Capital Partners has acquired substantially all of the assets of Suwannee Lumber, Cross City, Fl. Suwannee c.e.o. Frank B. “Bump” Faircloth and president Daniel Dickert invested alongside Blue Wolf and will remain with the company, as will others on the management team. Michael Ranson and Charles Miller, partners at Blue Wolf, will join the company’s

that manufactures and bags a variety of mulch and soil products, as well as a retail hardware store (Florida Forest Products) and firewood operation (Lite My Fire).

. . Wholesaler dds

etail

Potter Lumber has operated lumber warehouses in Corfu and Le Roy, N.Y., since 1903. In late June, the company held a grand opening celebration for its first retail store, also in Corfu, which will offer hardware, plumbing, and electric.

“Our warehouses have been on Water Street in Corfu for years, and this building just happened to be

WILCO BRAND CYPRESS Sel tr attern Sto Cypress im ers evel Sidin s

tr attern Sto e y Cypress De in Since 1912

Williams Lumber Company of North Carolina, Inc. Roc

(252) 442-2136

a

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Building Products Digest

ount, North Caro ina

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August 2013

www.wil o ypress. om

Building-Products.com

across,� said co-owner Mary Dix. “The idea is to have the customers order their lumber, then go across the street to get their building materials.

Lumber and hardware go hand-inhand.�

The family spent a year planning for the new store. “We’re trying to be more diverse and get a broader base in customers,� said co-owner Bob Dix. “Going against Home Depot is a tough job.� The company’s two warehouses house a large supply of lumber, trusses, insulation and more, which can be delivered anywhere in New York. “I think we lose out on a lot because we are called Potter Lumber, and when people look at that they think it’s just lumber,� said Dix. “Now we do everything.�

C Supply

uys Sellmore

ABC Supply, Beloit, Wi., has acquired the distribution assets of Sellmore Industries, a distributor of steep-slope roofing, siding and windows with locations in Baltimore and Hagerstown, Md.; Philadelphia, Pa., and Buffalo, N.Y. “These four new locations will expand and strengthen ABC Supply’s

existing presence in these markets,� said c.e.o. David Luck. “The core values that Sellmore Industries has are very similar to ABC’s core values.

It’s a good cultural match.� The locations will operate as ABC Supply branches. Sellmore’s vinyl window manufacturing operation in Buffalo was not part of the acquisition and will continue functioning as a separate entity. ABC Supply will sell and promote its products.

orthland oses

iln to ire

A June 28 fire at Northland Corp., LaGrange, Ky., destroyed one dry kiln and enough wood to fill three tractor-trailers.

The blaze was discovered early that morning when an employee noticed heavy smoke coming from a kiln filled with lumber. Two hours later, the fire had been contained, but was still smoldering.

Owner Orn Gudmundsson speculated that faulty wiring might have been a cause, although an investigation continues.

Northland has operated kilns to dry hardwoods since 1968. The lost kiln was the smallest of the 10 at the 35acre facility.

APP Watch

A l to V ro u e b Trex r e Free l t orms iPad

A

Trex’s popular Trex Visualizer app has been updated with a Railing Configurator module that allows users to virtually mix and match posts, caps, rails and balusters to create more than 1,200 potential design combinations.

With the configurator, users can select from numerous backdrops to emulate their own outdoor living environments. They then can try out a multitude of modular railing options from contemporary to classic designs. ownload from iTunes App Store

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August 2013

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Building Products Digest

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35

NEW Products

urable

ailing

its

Simpson Strong-Tie’s Anchor Designer software has an interactive 3D interface with intuitive navigation and real-time design.

The software can analyze an existing design or suggest anchorage solutions based upon user-defined design elements in cracked and uncracked concrete.

It is free of charge and available in English, German, French, and Danish.

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Picketing Cable

Feeney has introduced pre-drilled intermediate pickets to provide greater spans between wood posts on CableRail railings.

Intermediate pickets are required when posts are more than 3 ft. apart, to maintain cable spacing and minimize deflection. Both the stair and level pickets are pre-drilled to support cables and can be trimmed onsite to fit railings up to 42” high.

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Steel

alusters

Extra ayer of Insulation

Railing Dynamics’ Metal Works balusters are now available in eight galvanized powder-coated steel styles, in 2’ lengths in two colors.

Boxed and sold in sets of five or 10, the balusters come in a range of styles that are compatible with Endurance and other vinyl systems and railings.

High-density polyisocyanurate cover boards from GAF can be used as a protective layer over boardstock insulation or to re-cover an existing roof system.

EnergyGuard HD is a 1/2” thick high-density cover board with an R-value of 2.5. HD Plus measures 4’x8’ and weighs just 13 lbs.

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August 2013

Building-Products.com

reen looring Adhesive

DriTac Premium Green woodflooring adhesive contains no VOCs, solvents or isocyanates.

The easy-to-clean formula is designed for installation of solid wood and multi-ply engineered planks, bamboo, exotic woods, plywood and parquet.

It can also be used as a sound and moisture control adhesive, to meet building code requirements for multi-unit housing.

Post Sleeve

its

Fiberon’s new Horizon 6”x6” post sleeves allow for angled railing cuts and 4”x4” wood inserts.

Available in white, the sleeves measure 5-3/4”x5-3/4”x48”.

Each kit also includes adaptors, post cap, and base moulding.

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Elegant White ouldng

Finished Elegance white interior moulding and trim from Woodgrain Millwork requires no painting, due to a smooth, antifade finish.

The products are colormatched to Behr Ultra Pure White semi-gloss, with matching caulk.

They are resistant to moisture, scratching, marring, and denting.

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epair Putty

Humidity

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Go2 repair adhesive putty from Loctite can fill, reconstruct, and bond nearly any kind of material, even granite and brick.

While all-purpose adhesives are great for most bonding needs, some projects require threedimensional repairs. The easy-toknead putty dries white, is water and temperature resistant, and can be sanded or painted.

DewStop from GTR Technologies monitors a room’s humidity levels to automatically switch on exhaust fans to remove condensation and prevent mold.

The device turns fans on when steam in a room becomes too heavy for the air to support and moisture begins to accumulate.

The fan remains on for 30 minutes, until the room is dry, or until it is manually switched off.

New water-based wood stains from PureColor Inc. are lowVOC and free of hazardous air pollutants (HAPs).

The Enchantment line can be applied to all wood surfaces and wood species.

Nine different shades are available, with more in development.

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August 2013

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Building Products Digest

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37

2013 20 13

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Paslode’s CapStapler system simplifies installation of housewrap, plastic sheathing, and roof underlayment.

The system includes the pneumatic CapStapler, FasCap button cap reels, and 18-guage, 3/8” crown button cap staples in 1” and 1-1/2” lengths.

Other features include an adjustable exhaust cap, adjustable belt hook, and a switchable cap feed that can be used as a narrow crown stapler.

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Building Products Digest

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August 2013

ount ighting

FlatLight Luminaires from PI I-Lighting can be flush-mounted against any flat surface.

The LED lights use up to 80% less energy than incandescent lighting, with less heat and no mercury or lead.

Commercial-grade panels are available in two sizes: 2’x2’ and 1’x4’. Residential panels are available in 1’x1’, 1’x2’, and 2’x2’. All are only 1/2” thick.

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S with Protection

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Collins Pine Particleboard MR50 and Collins Pine FreeForm MR50 provide moisture resistance for interior use, with no added formaldehyde.

Both contain 100% post-industrial wood fiber, have excellent machinability, and are manufactured to reduce carbon emissions and eliminate human exposure to hazardous chemicals.

LP Building Products has added protection against termite damage and fungal decay to SolidGuard LSL. Available in longer lengths than traditional lumber, the product is treated with zinc borate and does not need field treatment of cut ends.

It can be used in above-ground protected applications such as sill plates, columns, rim boards, and studs.

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Building Products Digest

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39

Perfect Patio

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odeling Software

The Harmony Perfect patio door from Skyreach L&S Extrusions has a welded sash and fully welded or mechanically joined frame system.

Both single and double slider configurations are available, in a number of heights and widths, in extruded colors of white, beige or clay.

Cadsoft’s updated Envisioneer 9 building information modeling software includes productivity enhancements, improved functionality, and new presentation tools.

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Building-Products.com

KAHLE On Sales

By Dave Kahle

Creating new customers ways to identify new suspects

process begins with identifying a group of suspects. Suspects are people and companies you suspect may one day do business with you. They aren’t yet prospects, because you don’t know if they have a legitimate need for what you sell or if they can make the decision to buy it. That determination comes later. But in order to get a group of prospects, you must start with a list of suspects.

Here are eight ways to acquire such a list: VERY SALES

uy a list This is the information age, and lists are available for almost every conceivable set of characteristics. For example, I could, this afternoon, contact a list broker, ask for a list of names, addresses, phone numbers, size of business in numbers of employees, and email addresses for manufacturers (or any one of a couple of hundred classifications) within a set of telephone area codes. I could have that downloaded to my computer by the end of the day.

Information selling is now a major industry in this country, and there are lots of providers. Just do a Google search on “list brokers” and find a couple with which to work. et referrals from your customers Probably the best way to meet a prospect for the first time is to be introduced by someone you both know and respect. Before that can happen, you need to get the name and details for the person you want to meet. That means you must ask your current customers for referrals.

The best way to do this is to visit your customers face to face, have a conversation about your products/services and their satisfaction with them, and then ask them specific questions to generate lists of names.

For example, instead of asking, “Who do you know ,” say, “Which is one of your vendors that could use our service?” Or “Which one or two people in your committee would be possible candidates?” By asking specific questions instead of general ones, you’ll direct their thinking in more productive routes and acquire more referrals.

Rub shoulders with groups of them If you have precisely defined your target markets, then spend time thinking and researching this question, “Where do groups of them go?” The answers can vary from trade fairs and association meetings to other suppliers.

The most unusual answer to this was from a client who sold reference books to lawyers. He discovered that many of them would frequent a local pub on Fridays. He then made it a practice to show up and rub shoulders them, meeting them in a social situation.

If you can identify where prospects go, then you can get a list of them from someone who organizes or administers that event or meeting place. Or, you can just show up and collect business cards.

Building-Products.com

Ad ertise in publications and websites they iew There is a reason why advertising has been around for so long. One way to collect lists of suspects is to advertise in the publications or websites they view, offer something free or inexpensive, and collect the names and details.

Those who respond to ads move themselves a step closer to being prospects in that they, by responding, show they’re interested in what you offer and are willing to take action.

Partner with someone else who sells something compatible to them The key here is “compatible.” Again, if you have done a thorough job of describing what the ideal suspect looks like, you can then ask, “What else do they buy?” Or “Who else do they do business with?” That should lead you to others who may have a vested interest in sharing their lists with you, in exchange for something of value from you.

Take a sur ey or send a newsletter to a larger list If you want to find “sales managers of medium-sized LBM dealers,” for example, you could take a survey of all LBM dealers or send them a newsletter, with an opportunity for the sales managers to respond to something that is suitable for them. old seminars for larger groups of them By holding a free or inexpensive seminar, you engage with people interested in your subject who are willing to invest time and money. This has the added benefit that you position yourself as a valuable source of information. se social media to unearth them LinkedIn, Facebook, and a slew of similar sites offer opportunities to join segmented groups and to identify members who meet your criteria.

Remember that a suspect list is never finished. You are constantly assembling that list. But do a good job at identifying suspects and everything else becomes that much easier.

– Dave

ahle is a sales trainer, presenter, and author of

August 2013

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IN Memoriam rank W Denny, 79, former president of Builders Square, San Antonio, Tx., died July 2 in Escondido, Ca. After graduating from Rutgers University, he moved to Southern California in 1958 and helped launched Angels Home Improvement Centers, as executive v.p. and general manager. He stayed on when the three Angels stores were bought in 1968 by Daylin and renamed after sister store Handy Dan when they went public in 1972. Denny was president of Handy Dan when it was purchased by W.R. Grace & Co. in 1979. As president, Denny oversaw expansion of Grace Home Centers to 300 locations.

He left Grace in 1983 to launch Home Centers of America, San Antonio, which he grew to nine locations within a year and sold to Kmart, which renamed the chain Builders Square. He expanded it to 162 locations by the time it was sold to a leveraged buyout company in 1997.

Denny then founded the Cibolo Group, a San Antoniobased consulting and store development firm.

He also served as an officer of the Home Center Institute, a charter member of the National Home Center Congress & Exposition, and a founder of the Do It Yourself Research Institute, Indianapolis, In. Stanley Da idson, 88, founder of Davidson Lumber, Miami, Fl., died July 15 in Miami.

During World War II, he served as a navigator with the Polish division of the British Royal Air Force. After the war, he lived in Venezuela for three years and then moved to Miami and launched his lumber chain, which would grow to 18 stores across South Florida, employing 10,000.

Walter Sandy Robbins, 69, retired vice president of Georgia-Pacific’s engineered lumber division in Atlanta, Ga., died July 6 in Tarpon Springs, Fl. After graduation from Purdue University, he worked at Georgia-Pacific for 39 years, until retiring in 2006.

Jack ee enton, 79, owner of McGann Building Supply, Hancock, Mn., died July 8.

After serving in the U.S. Coast Guard, he went to work for his father-in-law, Marv McGann, in 1958, later taking over the business. His sons, Peter and Jim, are currently in charge.

illmore Thomas, 96, founder of Fillmore Thomas & Co., Lapeer, Mi., died June 5 in Lapeer.

He started his own wholesale lumber company in 1941, transforming it into a full-line window manufacturer in the 1960s. He continued there full-time until 2008.

Donald eigh Atkins, 88, retired owner of Atkins Lumber Co., Louisa, Va., died July 19 in Louisa. ictor irdsong 92, former owner of Golden Valley Building Supply, Clinton, Mo., died July 10.

He spent 60 years in the retail lumber business, serving as assistant general manager for the R.J. Hurley Lumber Co. chain, before purchasing Golden Valley in 1967. ouis A ode, 70, president and owner of Waterloo Lumber, Waterloo, Il., died July 20 in Waterloo. ladys auerman, 97, retired co-owner of three Illinois lumberyards, died June 22 in Mascoutah, Il. With her late husband Louis, she operated Mascoutah Lumber & Supply, Mascoutah; New Athens Lumber Co., New Athens, and Freeburg Lumber, Freeburg, until they retired in 1980 and sold the businesses.

Thomas dwin thridge, 75, retired manager of Loblolly Building Supply, Moultrie, Ga., died July 20.

James rederick Jim Ruschill, 78, longtime Iowa lumberyard manager, died June 17.

He spent 20 years running yards for Spahn & Rose Lumber, starting in Lowell, Ia. He then managed Freitag Lumber Yard, West Point, Ia., until 1978, when he started his own construction business. He retired in 2000.

Robert ob aggard, 52, v.p. of Hassell & Hughes Lumber Co., Collinwood, Tn., died June 25 of a brain tumor in Waynesboro, Tn. He also served as a director for both the National Wood Flooring Association and National Oak Flooring Manufacturers Association, which he helped merge.

Ste en dward Pepin, 59, owner of Pepin Supply & Manufacturing, Red Wing, Mn., died June 2.

Prior to opening Pepin Supply, he worked for Double J Lumber, later taking it over as Pepin-Bauer Lumber & Building Supply.

William Richards, 89, retired manager of lumber sales for Smith & Richards Lumber Co., Bridgeton, N.J., died May 13 in Bridgeton.

He spent 40 years with the firm, after serving with the U.S. Merchant Marines during World War II. Mike ash, 62, owner of Double T Products, Westerville, Oh., died July 5 in Westerville.

He earned a bachelor’s degree in forestry from Ohio State University. In addition to operating Double T since 1999, he also owned Sunrise Wood Products, Pickering, Oh., and had worked with Fireside Forest Industries, Powell, Oh.

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N AN our Roof program allows distributors and contractors to add their company logo and contact information to DiamondDeck roofing underlayment manufactured by CertainTeed, Valley Forge, Pa. Building-Products.com

ASSOCIATION Update umbermen s Association of ouisiana will gather for its Te as fall board and committee meetings Oct. 1-2 in Austin, Tn. orthwestern umber Association will lead its annual Oregon mill tour Sept. 29-Oct. 4.

The event will start and end at Portland Hotel, Portland, Or. Day one will feature stops at Hull Oakes Mill, Monroe, and Weyerhaeuser’s veneer plant in Sweet Home, where lunch will be provided.

Day two will visit Weyerhaeuser’s TruJoist mill in Eugene, plus the company’s nearby timberlands.

Rosoboro’s plant in Springfield will take up day three, with lunch at Glockenspiel German Restaurant in Mt. Angel.

Day four will be a guided tour of the gorge, waterfalls and vista points of the Columbia River, followed by a dinner cruise in Cascade Locks, then lodging at Skamania Lodge in Stevenson, Wa. The association is also holding its NLA/Northwestern Lumbermens Inc. board meetings Sept. 13-15 in Brookings, S.D. uilding Material astern Dealers Association will host a MidAtlantic Pro Dealer Summit Oct. 2-3 at Hotel Hershey & Country Club, Hershey, Pa. Presenters include Steve Campbell and comedian Jimmy Carroll.

Among the social activities are a golf outing at Hershey Country Club, a cocktail reception with open bar and vendor mini-trade show, and a conference banquet and awards show. ortheastern Retail umber Association is holding its annual meeting Oct. 11-13 at The Otesaga, Cooperstown, N.Y. Affiliate Central New York Retail Lumber Dealers Association will stage its own annual meeting during the event.

New Hampshire Retail Lumber Association and Retail Lumber Dealers Association of Maine will cohost their annual meetings at Sunday River, Newry, Me., on Sept. 6-8.

Long Island Lumber Association’s annual meeting will take place Sept.

12 at Villa Lombardi’s Restaurant, Holbrook, N.Y. Northeastern Young Lumber Execs Building-Products.com

will go on a southern timber tour Sept. 17-20. Stops will include F&W Forestry, Lafayette, Al.; HB&G, Troy, Al.; Georgia-Pacific, Thorsby, Al.; Fitts Industries, Tuscaloosa, Al., and Owens Corning, Atlanta, Ga. ew Jersey uilding Materials Dealers Association will go fishing Oct. 4, leaving from Pier 1, Municipal Marina, Atlantic Highlands, N.J. The 50-ft. Bingo will leave at 7 a.m. and return at 2:30 p.m. Donuts, sandwiches, chips and refreshments will be provided.

Ohio Construction Suppliers Association has scheduled two roundtables for the fall: an Ohio/Kentucky roundtable Oct. 9-11 in Oshkosh, Wi., and an installed sales roundtable Oct. 16-17 at Courtyard Marriot Cincinnati Airport, Erlanger, Ky. Construction Suppliers Association plans regional insight meetings for Oct. 15 in Savannah, Ga., and Nov. 13 at the Hilton Garden Inn, Augusta, Ga. CSA’s annual meeting is Sept. 1920 at the Dolce Hotel & Resort, Peachtree City, Ga. orth American Wholesale umber Association presents its fall wood basics course Sept. 16-19 at Oregon State University, Corvallis, Or. ational umber uilding Material Dealers Association s annual ProDealer Conference gets underway Oct. 23-25 at the Sheraton Nashville Downtown, Nashville, Tn. Presenters include Greg Brooks, Building Supply Channel, on “Understanding Labor Shortages in the LBM Industry;” Jim Robisch Sr., Farnsworth Group, “Where Pros and D-I-Yers are Buying Building Supplies & Home Improvement Products and Why;” Brad Farnsworth, Farnsworth Group, “Emerging Trends in Remodeling—A Consumer & Contractor Perspective;” John Burns, John Burns Real Estate Consulting, U.S. housing analysis & forecast, and NLBMDA president/ c.e.o. Mike O’Brien, Washington update.

Other highlights will be a yard tour of Stewart Lumber, Brentwood, Tn.; August 2013

dealer panel discussion on component operations; tour of the Country Music Hall of Fame & Museum; board and committee meetings; installationof officers dinner, as well as networking breakfasts, lunches, receptions and parties.

Southern orest Products Association will hold its fall meeting Oct. 3-4 in New Orleans.

“We are expanding the agenda to include a town-hall style marketing committee meeting to gather input from all members about the future programs and activities to be undertaken,” said SFPA president Steve Conwell.

Pennsyl ania orest Products Association will hold its annual meeting Sept. 17 at the Penn Stater Conference Center Hotel, State College, Pa. The meeting follows AgChoice Farm Credit’s fifth annual forest products executive development workshop. mpire State orest Products Association convenes its annual meeting Sept. 25-26 at the Genesee Grande Hotel, Syracuse, N.Y. irginia orest Products Association will hold its 55th annual convention Sept. 20-22 at the Cavalier Oceanfront Hotel, Virginia Beach, Va. Presentations will feature Delton Alderman, Urs Buehlmann, and Al Schuler, Virginia Tech’s Department of Sustainable Biomaterials, discussing the U.S. housing market and the forest products industry; Claudia Dodge, BB&T Insurance Services, on implementing the new healthcare law, and Charlie Becker, Virginia Department of Forestry, on the state of forestry in the Commonwealth.

Other activities include a private tour of the STIHL manufacturing plant in Virginia Beach, golf outing at Heron Ridge Golf Club, and installation of a new chairman of the board. ational ardwood umber Association will host its annual convention Oct. 2-4 at Omni Hotel, Fort Worth, Tx. orth American Deck Railing Association gathers for its Oct. 16 annual meeting at Lakeside Center at McCormick Place, Chicago, Il. 

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officer saw the suspect break into a car and drive off. After failing to make a turn, the suspect crashed into the front of the building and damaged an inside wall.

Officials said that the building is structurally sound, but will require major repairs. No one was injured in the early morning chase and the suspect was being sought.

Suspe ts rrested at Menards

AV A N , Dallas, Tx., celebrated 90 years of business with a BB lunch featuring award-winning brisket cooked by owner Dave Reichert.

tlanti White Cedar to ortheast

eturns

Manufacturers Reserve Supply, Irvington, N.J., is partnering with Gates Custom Millwork, Gatesville, N.C., to bring Atlantic white cedar back to the LBM industry in the Northeast.

“We are very proud of our high quality, specialty building materials product offering,” said MRS sales manager Tina Breen. “Adding Atlantic white cedar to our stock products is a perfect fit.”

The product is harvested in New Jersey and milled at Gates Custom Millwork in North Carolina. “Atlantic white cedar is known for its high qual-

ity, but supply over the past 20 years has been somewhat limited,” said Gates owner Nancy Tuck. “We are excited about our partnership with a large landowner and MRS. This partnership will allow us to consistently deliver premium Atlantic white cedar products to the market for the next 10 years and beyond.”

MRS distributes in New Jersey, Pennsylvania, Delaware, New York, and Connecticut.

Car hief Crashes into ard

A suspect fleeing police slammed a stolen car into Dain’s Lumber, Peekskill, N.Y., on July 12.

The chase began when a police

CLASSIFIED Marketplace tes: $1.20 per word (25 word min.). Phone number counts as 1 word, address as 6. Centered copy or headline, $9 per line. Border, $9.

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OD C S O

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On July 1, two suspects were arrested at a Menards in Indianapolis, In., after trying to bribe two workers to look the other way so they could rob the business.

According to police, the men first offered 100 to an employee inside the store, but were refused. They then tried to enter the lumberyard using a bogus receipt. When the yard worker realized that the paperwork was phony, she said the men offered her 100 to let them in the gate anyway.

After she alerted security, the suspects were observed loading two water heaters into their box truck, along with nearly 1,700 worth of vinyl siding. A security guard blocked the gate with his vehicle and detained the two men when they tried to drive the loaded box truck off the lot. A third man, who was in the truck, was able to run away.

Two 21-year-olds were charged with felony theft and receiving stolen property. Police were looking for the third man, who had rented the truck.

(advertiser sets type), $65 if we set type. e ad to Fax 949-852-0231 or dkoenig@building-products.com. For more info, call (949) 852-1990.

Checks payable to Cutler Publishing. e l e: 18th of previous month. o re l to s t r te bo umbers send correspondence to box number shown, c/o BPD, 4500 Campus Dr. 480, Newport Beach, Ca. 92660. Names of advertisers using box number cannot be released.

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Your Southern Yellow Pine Timber Connection Specializing in 6x6, 6x8, 8x8, 10x10 Tel. (662) 862-2125 • Fax 662-862-4900 email jgibson@tristatelumber.net

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Plywood, OSB, particleboard and MDF by the truckloads. Lumber Source, Phone (800) 8741953, Fax 888-576-8723, email LumberSource@hotmail.com.

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August 2013

Building-Products.com

DATE Book

Listin s are often submitted months in ad ance. Always erify dates and locations with sponsor before makin plans to attend. rogress e A l te umberme o o Aug buyers show, PAL h ., rand Rapids, Mi. (800) 748-8900 www.pal-coop.com.

N t o l r oo umber Ass Aug , Doing Business in China course, Memphis, Tn. (901) 399-7567 www.nhla.com. ster Ne or umber e lers Ass Aug , board meeting, Rensselaer, N. . (518) 286-1010 www.nrla.com. umber e lers Asso t o o o e t ut Aug , board meeting, Rocky Hill, Ct. (518) 286-1010 www.nrla.com. g umber ul g ter ls Asso t o Aug , annual golf outing, Hawk Hollow olf Course, Bath, Mi. (517) 394-5225 www.mlbma.org Nort ester umber Asso t o Aug 13 1 , project estimating seminar, Appleton, Wi. (763) 544-6822 www.nlassn.org.

Nort er Ne or umber e lers Ass Aug 1 , fishing derby, Clayton, N. . (518) 286-1010 www.nrla.com. e tr l Ne or et l umber e lers Ass Aug 1 , annual clambake, N. Syracuse, N. . (518) 286-1010 www.nrla.com. o stru t o u l ers Asso t o Aug 1 , insight meeting, Hilton arden Inn, ainesville, a. (678) 674-1860 www.gocsa.com. r re oles le Aug 1 1 dealer market, Henry . onzalez Convention Center, San Antonio, Tx. (713) 644-1495 www.handyhardware.com.

o g sl umber Ass e t 12 annual meeting, Holbrook, N. . (518) 286-1010 www.nrla.com. ss usetts et l umber Ass e t 13, board meeting/fall outing, Hyannis, Ma. (518) 286-1010 www.nrla.com. ls e o e t 13 1 fall market, Overland Park Convention Center, Overland Park, Ks. (800) 995-0525 blishmize.com.

Nort ester umber Asso t o e t 13 1 , board meetings, Brookings, S.D. (763) 544-6822 www.nlassn.org.

Nort Amer oles le umber Asso t o e t 16 1 , wood basics course, Oregon State University, Corvallis, Or. (800) 527-8258 www.nawla.org. u so et l umber e lers Ass e t 1 , board meeting, Newburgh, N. . (518) 286-1010 www.nrla.com. e

s l orest ro u ts Asso t o e t 1 annual meeting, Penn Stater Conference Center Hotel, State College, Pa. (717) 901-0420 www.paforestproducts.org.

ust ble orestr t t e e t 1 1 , annual conference, Westin Riverwalk, San Antonio, Tx. www.sfiprogram.org. e tr l Ne or umber e lers Ass e t 1 , board meeting, Syracuse, N. . (518) 286-1010 www.nrla.com. o stru t o u l ers Asso t o e t 1 20, annual meeting, Dolce Hotel Resort, Peachtree City, a. (678) 674-1860 www.gocsa.com. e tu orest ustr es Asso t o e t 20 21 Wood Expo, Masterton Station Park, Lexington, Ky. (800) 203-9217 www.kfia.org.

erse u l g ter ls e lers Ass Aug 1 , annual golf outing, Knob Hill olf Club, Manalapan, N.J. njbmda.org.

o roe r re o e t 20 21 dealer market, Cabarrus Events Center, Concord, N.C. (704) 289-3121 www.monroehardware.com.

Nort e ster ou g umber e s Aug 21 summer outing, Saratoga Springs, N. . Aug 22, board meeting, Ballston Spa, N. . (518) 286-1010 www.nrla.com.

rue V lue o e t 20 22 fall market, McCormick Place West, Chicago, Il. (773) 695-5000 www.truevaluecompany.com.

Ne

lor u l g ter l Ass Aug 21 23 annual expo, Rosen Shingle Creek, Orlando, Fl. (352) 383-0366 www.fbma.org. rg ll Aug 22 2 , fall dealer market, Boston Convention Exhibition Center, Boston, Ma. www.orgill.com. lor r re o Aug 2 2 market, Doubletree Hotel, Orlando, Fl. (904) 783-1650 www.floridahardware.com.

Nort ester umber Asso t o Aug 26, 50th annual Brown County golf outing, Royal St. Patrick’s olf Links, Wrightstown, Wi. Aug 2 , Southwest Wisconsin golf outing, Hickory rove olf Course, Fennimore, Wi. (763) 544-6822 www.nlassn.org.

Vermo t et l umber e lers Ass Aug 2 , annual meeting/golf tournament, Fairlee, Vt. (518) 286-1010 www.nrla.com. ester e e r umber Ass e t Whistler, B.C. (877) 422-9663 wrcla.org.

Cedar Summit,

oo e t lobal Buyers Mission, Whistler Conference Center, Whistler, B.C. (877) 422-9663 www.bcwood.com.

Ne

m s re et l umber Ass e t 6, board meeting, Newry, Me. (518) 286-1010 www.nrla.com.

et l umber e lers Asso t o o e e t 6, board meeting, Newry, Me. (518) 286-1010 www.nrla.com. e t 6 dealer market, Shreveport Convention Center, Shreveport, La. (800) 256-8527 www.hdwinc.com. oo oo ter t o l e t 6 10 annual convention, Dearborn Inn, Dearborn, Mi. www.hoohoo.org.

Nort er Ne or umber e lers Ass e t 11, board meeting, ouverneur, N. . (518) 286-1010 www.nrla.com.

A e r re or e t 11 13 fall market, O.C. Convention Center, Orlando, Fl. (630) 990-7662 www.acehardware.com. ster Ne or umber e lers Ass e t 12, board meeting, Rensselaer, N. . (518) 286-1010 www.nrla.com.

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IDEA File

ADVERTISERS Index

Going Green and Traditional

For more information on advertisers, call them directly or visit their websites [in brackets].

What do you get when you combine traditional hardware, a host of green products, and owners dedicated to sustainable living?

The answer is Gecko Hardware, a True Value store in Dallas, Tx., where customers can find both power tools and organic chicken feed—and also attend a free class on how to build the chickens a suitable home.

“I’m not going to send someone to Home Depot or Lowe’s for power tools just because we can’t find anything green,” says Andrea Ridout, who co-owns the store with partners Jennifer Stuart and ach Montgomery. “We want to change the face of the hardware store.”

Ridout says that she and her partners had long discussed opening a green-products store, but had been discouraged by how many did not thrive—then eventually closed. “I think they were too green,” she says. “If they couldn’t find a natural product, they didn’t sell it.

That meant customers had to travel to several stores for household needs.”

In contrast, Gecko offers not only power saws and electric drills, but also nesting boxes for backyard hens, composting supplies, hydroponic gardening equipment and native plants, plus animal feed and supplies.

Gift items made by local artisans are also on display.

The partners unveiled their grand scheme in April, on Earth Day, and held a grandopening celebration a month later.

As the store’s new website proclaims, consumers who want to embrace a more eco-friendly lifestyle will find all they need in one place. But they’ll also find what they need for all kinds of home repair, renovation and remodeling projects.

Gecko also hosts product demonstrations and do-ityourself workshops. One of the many popular classes is how to cook healthy meals on Circle J Fire Pit grills— which the store sells—with lots of tasty free samples for attendees and shoppers. Another favorite is when a local artisan demonstrates how to sew custom dog toys from reclaimed fabrics.

Since the store sells many breeds of chicks for backyard enthusiasts, a class on how to build a proper coop seemed natural. Last month, store employee Keith Lowery taught a free class on how to build chicken coops and equipment that makes it easier to handle feeding and care, such as gravity feeders, cleaning trays, and stay-clean watering systems.

“We all own chickens. We just love chickens,” says Ridout of herself and her colleagues, who also facilitate chicken adoptions by putting the birds on view in the store. Two handsome roosters, Felix and Oscar, who grew up together and were hoping that someone nice would adopt both of them, were recently on display— both in the store and on its Facebook page.

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