BPD Aug 2014

BPD

MILLWORK FORECAST  RISING INTEREST IN GREEN BUILDING  SOUTHERN CYPRESS AUGUST 2014

Building Products Digest

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

BPD

Special Features

August 2014

Building Products Digest

In Every Issue

8 COMPETITIVE INTELLIGENCE

MILLWORK DEALER CLEANS UP

10 PRODUCT SPOTLIGHT

DOOR & WINDOW FORECAST

12 WHOLESALER PROFILE: FCTG 14 FEATURE STORY

DEALERS SEE GREEN BUILDING RISE

16 INDUSTRY TRENDS

NEW CODES BOOST WOOD MARKETS

18 MANAGEMENT TIPS

PROFIT FROM DATA SECURITY

34 PRODUCT SPOTLIGHT: CYPRESS

 Volume 33  Number 6

6 TOTALLY RANDOM 20 OLSEN ON SALES 24 NAWLA: THINKING AHEAD 28 MOVERS & SHAKERS 29 APP WATCH 36 NEW PRODUCTS 40 FAMILY BUSINESS 42 IN MEMORIAM 43 ASSOCIATION UPDATE

43 TALK BACK 44 CLASSIFIED MARKETPLACE 45 DATE BOOK 46 IDEA FILE 46 ADVERTISERS INDEX

Online BPD DIGITAL VERSION, BREAKING INDUSTRY NEWS & PHOTOS BUILDING-PRODUCTS.COM

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Building Products Digest

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August 2014

Building-Products.com

TOTALLY Random

By Alan Oakes

BPD

Building Products Digest www.building-products.com

Born or created?

A publication of Cutler Publishing

R

ECENTLY, SOMEONE CALLED

to ask my thoughts about them starting their own business. It’s one of several similar calls I’ve received over recent years—usually from someone who has lost their job, can’t find a new one, and sees this as their way of getting back to work. To be or not to be an entrepreneur?

My first questions: Are you starting from scratch or buying another business? Are you financially and mentally ready to own your own business? Why now? How is your vision for your business different from what others are offering? How will you raise the bar over the competition to give others a reason to do business with your new company?

At that point, most decide it’s not worth the risk. The reason is that it was really a pipe dream, an escape from reality. And this is where the real entrepreneur stands out, because if you really do have an idea, it should be gnawing at you that you must try it out, some way, somehow!

Over my career, I have worked with those I call “real” entrepreneurs. They’re the ones who had an idea, had to find ways to get that idea to market, and would allow nothing to stand in their way. Some had earlier ideas that failed miserably. Yet, the born entrepreneurs will continue setting up businesses until one hits. These are the 5% who often from an early age found ways to earn money by starting a small business—delivering, making, selling a new product or service. They are like Bill Gates, who founded Microsoft from his garage at age 20.

They have strong drive, persistence, the tolerance to fail and quickly bounce back, high energy, recognition of when they need professional management to take the business even further, and—most of all—the need to win. They want to control their own destiny. One trait they possess—which can be good and bad—is their single-mindedness.

They saw the path they wanted and nobody could tell them otherwise. Hence, some fail.

But it won’t stop them trying again.

On the other hand, the majority of us are quite happy to work for someone else, not needing to be an owner or even manager, content to enjoy the security that comes with a regular paycheck and benefits. For most of us with a mortgage and kids to put through school and everything else to pay for, even if you want your own business, the risks are simply too great. I included myself in this bucket for many years. I earned good money at the top of the corporate ladder, had far more than I needed, and never had to worry too much over paying all the bills. I always thought about one day having my own business.

I was convinced I would be successful, but I was not ready for a long time to pull the trigger.

But then comes along a life-changing event. Or circumstances change—you lose your job, the kids leave home. Financial needs change, and this is when, perhaps for the first time, the dream might be able to happen. This is what may be classified as the “accidental” entrepreneur. And this is what most of us who own our own businesses are. We perhaps never had that big idea that would shake the world (e.g., Facebook), but we had the confidence to either start a business or buy an existing one and take it to the next level.

My big driver was that I just knew at a certain point I had not enjoyed the prior five years of my corporate life. I could not see working for someone else anymore. I knew it was now or never to own my own business.

This is when you have to learn to make yourself into an entrepreneur. It’s very different, sometimes scary, and requires a different mindset and different skills than those you needed in your old corporate world. You must learn about launching or buying a business, competitive advantage, finance, accounting, cash flow, marketing, sales, leadership—many skills you had a whole management team for in your corporate days. You must work through those rainy days when those sales just don’t happen or cash is low. The big difference may be that many of us no longer sleep as well at night, because at the end of the day we have everything, including our homes, on the line. Today, I would have it no other way. I only wish I’d taken the path to ownership at least 10 years earlier.

Alan Oakes, Publisher ajoakes@aol.com

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Building Products Digest

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August 2014

4500 Campus Dr., Ste. 480, Newport Beach, CA 92660

Publisher Alan Oakes ajoakes@aol.com Publisher Emeritus David Cutler Director of Editorial & Production David Koenig david@building-products.com Editor Karen Debats kdebats@building-products.com Contributing Editors Carla Waldemar, James Olsen Advertising Sales Manager Chuck Casey ccasey@building-products.com Administration Director/Secretary Marie Oakes mfpoakes@aol.com Circulation Manager Heather Kelly hkelly@building-products.com

How to Advertise

Chuck Casey Phone (949) 852-1990 Fax 949-852-0231 ccasey@building-products.com Alan Oakes www.building-products.com Phone (949) 852-1990 Fax 949-852-0231 ajoakes@aol.com.

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

How to Subscribe

SUBSCRIPTIONS Heather Kelly Phone (949) 852-1990 Fax 949-852-0231 hkelly@building-products.com or send a check to 4500 Campus Dr., Ste. 480, Newport Beach, CA 92660 U.S.A.: One year (12 issues), $24 Two years, $39 Three years, $54 FOREIGN (Per year, paid in advance in US funds): Surface-Canada or Mexico, $49 Other countries, $65 Air rates also available.

SINGLE COPIES $4 + shipping BACK ISSUES $5 + shipping BUILDING PRODUCTS DIGEST is published monthly at 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660-1872, (949) 852-1990, Fax 949-852-0231, 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®2014 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.

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COMPETITIVE Intelligence

By Carla Waldemar

Reclaimed millwork dealer cleans up

N

ECESSITY, THEY SAY, is the mother of invention. Well, in this case, the light bulb flashed in the brain not of a mom, but a dad.

Jonathan Orpin, founder and president of Pioneer Millworks, Farmington, N.Y., owned (and still owns) New Energy Works Timber Framers, based in Farmington, and, of course procuring wood for its operation was front of mind. “It was important to look for a stable timber source for the framing business,” Orpin explains, gazing back, “and this part

of New York State had always used a certain amount of agricultural timbers.”

So, he reasoned—the light bulb moment—why not reclaim that vintage wood for modern use?

Thus, in 1988, Pioneer Millworks was launched “in a small, ramshackle building in a town not that much bigger,” looking to specialize in salvaged flooring.

“I liked the idea of using timber 50 to 100 years old—material that had undergone a slow drying process,

RESTAURANTS are frequent customers, such as for this reclaimed American Gothic Oak in an Upstate New York eatery.

(Photos by Pioneer Millworks)

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August 2014

which provided stable lumber. And that wood ended up with a story to tell,” he shares. “There were barns going down—I hate that, but at least we could give that wood new life.

Here, in the classic rust belt of America, lots of buildings were built with big timbers. Plus, there’s the environmental aspect of it: Through Pioneer Millworks, the world has gained 23 million bd. ft. of lumber that would have ended up as landfill.

We’ve become a major player in changing that direction, converting it for use in homes, restaurants, offices: gorgeous applications.” (A look at the photo gallery on the company’s website, www.pioneermillworks.com, backs up his claim.)

That 23 million ft. breaks down into 1,042,000 bd. ft. saved a year, which, Orpin is quick to do the math, would fill a lineup of semis, bumper to bumper, for over 32 miles.

Sounds like a no-brainer start-up.

Easy, right? Trust me (and him): It wasn’t. Another facet of the website plays homage to scores of big, complicated and expensive-looking machines resting on Pioneer’s nineacre site. “We started on the cheap, bootstrapping as we went, buying used equipment. We got word of timber needed for a New Energy project, but we were required to buy the whole building, so we developed ways to use everything, even the sawdust”—it segues into animal bedding—“and chunks, which heated our kiln.”

Pioneer Millworks took hold and Building-Products.com

SALVAGED wood paneling and millwork are other big sellers.

grew. Today, the two operations exist side by side, sharing administration and communications, but not manufacturing. “The child became more powerful than the parent.

We’re our own best customer,” Orpin states. “We got the word out, one project at a time, as the cliché goes: timber framing that uses our own reclaimed wood in projects—a strong, built-in client.”

Pioneer sells to builders, remodelers and flooring contractors, primarily through its website (there’s no showroom), shipping nationwide. Architects and interior designers prove pivotal in influencing the homeowner’s or building owner’s decisions: “Highly refined design & build clients ask for it,” Orpin explains,” because it’s an attractive alternative to boring bamboo or the oak flooring of a chain restaurant. People love it because there’s a natural honesty to it; plus the amazing textures, with natural variations. And the environmental aspect—we’re not ruining any rainforests. And, of course, there’s the story”—the romance is provided—“behind its former use. These clients are thrilled, so it becomes fun.”

Products offered include timber, barn siding, paneling, countertops, and more. And that timber—awesome in its diversity and lineage—is cherry-picked: over 50 species, grades and specialty items, including teak from a dilapidated Indonesian structure; antique heart pine from a 1905 mill complex; oak from a coal plant of the 1800s; reclaimed hickory, with its contrasting knots and sapwood “that wears well—suitable for dogs and kids;” salvaged bowling lanes; FSC-certified recycled wood panels geared Building-Products.com

for quick and easy installation, even pairings of engineered wood and antique flooring. And cold storage oak—the Holy Grail of reclaimed wood—white oak flooring from a long-ago cold storage facility.

Projects range from a Manhattan restaurant utilizing a reclaimed gym floor from a Minnesota high school to the Wolverine company store in New York, using old planks salvaged for re-use as wall cladding: “lots of residences, restaurants. And offices: all the progressive, high-tech San Francisco firms. If you can name them, we’ve probably done the wood.” What sells best? “Weathered, rugged wood, and wood with a story.”

And how about supply vs. demand? “It’s always variable, always a challenge, but our supply channels are welloiled.” (He’s got a network of scouts out sleuthing potential barns or what-have-you, but if he told me more, he’d have to kill me.) Pioneer employs a staff of 40—“good workers, thoughtful, smart—and they care about the environment.” Pioneer’s website personalizes the crew, complete with candid photos and homey bios, thanks to a strong marketing program. “It’s done in-house because we have a complex and personal story to tell,” the boss explains.

Margins must be golden for the highly-coveted antique wood, right? Wrong. “It’s a complex and difficult business,” Orpin claims. “It’s heavily labor-intensive—extracting nails located with a metal detector, for instance.

There’s lots of waste, plus complex customer interactions, so we struggle with margins. They’re very, very tight.”

Adding to that challenge is the reality of competition out there—“half a dozen strong national companies and a hundred smaller regional players,” he tallies. So then, why does Pioneer continue to flourish? “Service! We’re very service-oriented,” Orpin is quick to respond. “We come from a custom-design background, so we’re adept at creative solutions. And we serve the hell out of folks: quick turnaround, quick delivery, good communication.

“Over the past 10 years customers have begun demanding delivery yesterday. So we keep a multi-million-dollar inventory on hand. An order can be for the 70,000 sq. ft. that a university recently needed, or just 70 ft. of trim. (We have a $100 minimum.)”

Pioneer, like the rest of us, was buffeted by the recent recession—“Sure, it hurt. But we made a point of no layoffs, no cuts in salaries or benefits. But we tightened margins; we did what we had to do to survive.” And business is not only back—it’s booming. “Last year was our best year ever—up 14%—and this year, even more! Another 14%!”

So, to keep things interesting, Orpin recently chose to open a second location on the opposite coast—a three-acre establishment in Portland, Or.—“for personal growth,” he explains. “In New York, I’m not needed as much on a day-to-day basis. So, I was looking for new mountains to climb. Plus, we have many Pacific Coast clients and do some salvaging out there.”

Another light bulb moment.

Carla Waldemar cwaldemar@comcast.net August 2014

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9

PRODUCT Spotlight Windows & Doors

Millwork forecast Big openings predicted for doors, windows

D

and doors in the U.S. is forecast to rise about 7% annually through 2018 to $32 billion.

Rebounding housing completions and building construction expenditures will stimulate gains.

Construction of buildings such as residences and office, commercial and institutional buildings that are intenEMAND FOR WINDOWS

PLASTIC windows and doors are increasingly cutting into wood and metal’s market share.

(Photo courtesy Norfolk Aylsham Windows & Conservatiories)

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sive users of windows and doors is a key indicator of demand.

Window and door sales saw steep declines from 2008 to 2013 due to the sharp contraction in construction spending.

Plastic windows and doors are expected to exhibit the strongest growth through 2018, increasing more than 8% annually to $8.6 billion.

Following the trend that began in the early 2000s, plastic windows and doors will continue to increase market share at the expense of wood and metal, because they offer several advantages for consumers, including low cost, minimal maintenance requirements, and superior energy performance.

Plastic products, already popular in the residential market, are expected to see increasing use in light commercial and institutional applications where aesthetics, comfort and energy efficiency are valued. Efforts by manufacturers to improve the variety of colors and woodgrain textures on plastic windows and doors, or expand into markets such as specialty windows and impact-resistant products, will also boost plastic products, especially in non-residential and high-end residential applications.

Metal windows accounted for over two-fifths of window and door demand in 2013—the largest share of any material—and will continue to lead the market through 2018.

However, metal products will face competition from plastic, due to the August 2014

cost and energy efficiency, which will limit more rapid growth.

Despite increased competition, population growth in the South and West regions will support rising demand for metal products, as they are often used in those regions because heat loss through windows and doors is less of a concern.

Strong growth in non-residential construction, particularly in the institutional and office and commercial segments where windows and doors are heavily used, will also boost demand. Metal products are installed in structures because of their durability and strength against damage or attack.

Wood window and door demand is forecast to surpass $10 billion in 2018 on 6.2% annual growth, the slowest of any material. Consumer perception of wood as an aesthetically pleasing material that adds value to a home will support demand, particularly in higher end residential applications. In addition, the dominance of wood in the interior door market will boost demand as building construction expenditures rise.

However, like metal, wood will face strong competition from plastic window and door products. Consumer interest in plastic windows and doors over those made from wood will continue to increase because plastic products are generally more durable and require much less maintenance at a lower cost.

Building-Products.com

WHOLESALER Profile Forest City Trading Group

Forest City’s flagship notches 50

FOREST CITY TRADING GROUP’s current president and c.e.o., Craig Johnston, believes that the group is well-positioned for another 50 years of success.

(Photos courtesy FCTG)

F

CITY Trading Group’s flagship company, American International Forest Products, is celebrating its 50th anniversary. Since 1964, American International and the Forest City group of companies have grown and prospered in a challenging industry.

However, the group’s history goes back even further, to 1921, when the OREST

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Ratner family started Forest City Enterprises, Cleveland, Oh., to serve local builders. In 1950, the family opened Buckeye Wholesale Lumber in Portland, to provide western lumber to FCE’s yards in the Midwest.

When lumber prices increased in the late 1960s, FCE acquired American International Forest Products, a successful wholesaler that August 2014

had started in Portland in 1964. In 1971, Jack McKinnon was appointed president of AIFP, which then absorbed the personnel and assets of Buckeye Wholesale Lumber. Three years later, AIFP Trading Group was established as a corporate office to handle the growing management and financial functions—and its name was changed to Forest City Trading Group.

“McKinnon saw value in operating competitive, yet related, companies, so he developed a business structure that encourages and provides opportunities for capable leaders and aspiring traders,” says Scott Elston, vice president of business development. “AIFP was the largest and most versatile of our companies. Our other companies grew from it, depending on specialty and leadership.”

In 1972, the Buckeye Pacific name was revived for a new division in Portland, followed by the opening of Olympic Industries in Vancouver, B.C. Birmingham International Forest Products, Birmingham, Al., started in 1975, followed by Tampa International Forest Products, Tampa, Fl., in 1976.

In 1982, Viking Forest Products in Eden Prairie, Mn., was purchased.

Seaboard International Forest Products, Nashua, N.H., and Richmond International Forest Products, Glen Allen, Va., were formed in 1983. Plateau Forest Products, Bend, Or., started as a subsidiary in 1985.

“Jack McKinnon gave proven Building-Products.com

traders increased responsibility,” says Elston. “As each company spun off, our supporting processes—credit lines, computer support, transportation, trader trading—grew stronger.”

McKinnon passed away in 1989, but his company values still guide the group. “His belief that getting the best people and providing them the best opportunities continues today,” says Craig Johnston, FCTG’s current president and c.e.o.

In 2004, Johnston and a team of senior executives led an employee purchase of the group from Forest City Enterprises. “We had outgrown our relationship with them—they were heavily involved in real estate—so they agreed to let us purchase ourselves,” he says.

With the addition of Southern Mississippi Trading, Waynesboro, Ms., in 2010, the group had grown to 10 subsidiaries and two branches—plus 50 inventory locations.

More than 280 traders deliver a wide variety of forest products to lumber dealers and distributors, home centers, wood treaters, and industrial accounts.

“When you work with any of our subsidiaries, there’s no need to worry about the details because we back every trade,” says Elston. “As we go forward, Forest City Trading Group will continue to look for opportunities to stay strong in an evolving industry.”

One example of growth is the newest member of FCTG, which will open this month: Global LBM Marketing LLC, Portland, Or. This mill sales division will focus on regional and independent lumber and panel producers, and help maximize mill sales returns by leveraging and utilizing the entire FCTG channel of traders and markets. “This new division is a great fit and an opportunity to find the best markets and channels for independent producers,” says Elston.

On Sept. 5, American International Forest Products will

VETERAN TRADER Carlin Irish focuses on closing another order in American International Forest Products’ remodeled office in Portland, Or.

host an Open House to celebrate its 50th anniversary and thank its customers and supply partners. President John Vranizan says about AIFP’s past, “Since 1964, AIFP has been a wholesale building material industry leader that is dedicated to creating opportunity for our partners,” he says. “Looking forward, we will continue to grow by offering creative supply solutions with traders specializing in lumber, panels, industrial, steel, and value-added products.”

FCTG’s Johnston also recognizes the support of loyal employees and trading partners. “They’ve allowed us to survive the past 50 years—and we are poised for tremendous growth going forward,” he says. “It’s all about doing what we say, creating opportunities for our employees, and bringing value to our trading partners. If we aggressively continue to do that, I expect another 50 successful years ahead.”

PARTICPANTS in recent trader training seminar offered by FCTG, which believes that training and development are a top priority.

Building-Products.com

August 2014

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FEATURE Story Green Building

Dealers note rising interest in green building

G

green building and remodeling market.

As always, prospective homebuyers have driven the continuing demand for green construction. “Greater consumer interest in green homes has contributed to the ongoing growth, leading us to anticipate that by 2016, the green single family housing market alone will represent approximately 26% to 33% of the market,” said Harvey Bernstein, v.p. of industry insights & alliances for McGraw Hill.

continues to create opportunities for building product manufacturers, distributors and suppliers, according to McGraw Hill Construction’s latest report, Green Multifamily & Single Family Homes: Growth in a Recovering Market.

To take advantage of these opportunities, however, suppliers must be prepared to market products and services to both highly experienced green builders and to those just entering the REEN BUILDING

Involvement in Green Activity Over Time Less than 16% of Projects Green

61%-90% of Projects Green

More than 90% of Projects Green

16%-60% of Projects Green

–— Builders of New Single Family Homes –— 84%

77%

63%

62% 37%

38%

12% 9% 2011

19% 15%

23% 23%

2013

16% 30%

28%

16%

38%

24%

2015

24% 22%

2018

–— Builders of New Multifamily Projects –— 79% 9%

69% 54% 46% 6%

18%

24%

24%

17%

31% 6% 6%

21% 31%

19% 2011

79%

2013

46%

2015

21%

37%

2018

– Source: McGraw Hill Construction, 2014

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According to NAHB chairman Kevin Kelly, “This new study demonstrates phenomenal growth in green building, with more builders engaging in sustainable building practices than ever before.”

Other important findings for singlefamily housing include: • More than one third of those surveyed are building 60% of their projects green.

• 73% of builders say that consumers will pay more for green singlefamily houses.

• By 2018, 62% of them expect to be at this level of green activity.

• The biggest shift is in those reporting that more than 90% of their work is green.

The growing importance of multifamily housing was also reflected in the report, with this sector becoming “one of the most robust sectors in the general building market.” However, this market has “different drivers for green and different benefits compared with the single family market. As the report advises, “understanding these differences is crucial for those seeking inroads into this sector.”

According to the report, 54% of firms building new multifamily projects are doing more than 15% of their projects green. Though only 6% of multifamily builders report being dedicated to green (more than 90% of their projects green), 18% expect to be at that level by 2018.

“The multifamily market is driven more by cost factors such as the availability of government or utility incentives, as well as enhancing their competitive position and corporate image,” said Kelly. “In contrast, the growth in the single-family market is driven more by customer demand. All are compelling reasons for the industry to engage with this continuously growing market.”

Building-Products.com

INDUSTRY Trends

By John “Buddy” Showalter, American Wood Council

New codes and regulations boost wood markets

U

pressure from the economy, environmental regulation, and competing materials, U.S. wood products manufacturers and distributors face a myriad of challenges. The wood products market is constantly evolving due to changes in building codes and the green building industry. The good news is, advanced technologies and the inherent sustainability of wood are encouraging demand for wood products—giving them a leg-up against other building materials.

NDER GROWING

Building Codes & Standards

Today, wood products meet code requirements in a wide range of low- and mid-rise building types. New, innovative technologies and building systems have enabled longer wood spans, taller walls, and higher buildings, and continue to expand the possibilities for wood use in construction. The resulting growth in demand, however, cannot be realized without changes to building codes that embrace wood products.

The wood products industry has been working together to engage full-time with the leading construction codewriting bodies to encourage acceptance of wood applications. Over the past year, the American Wood Council collaborated to review more than 2,300 proposed changes to

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several codes promulgated by the International Code Council, including: • The International Residential Code references guidance for building with wood in newly updated versions of the National Design Specification for Wood Construction, Special Design Provisions for Wind and Seismic, and Wood Frame Construction Manual, and now recognizes the use of cross-laminated timber.

• The International Energy Conser-vation Code continues to reference R-values as a prescriptive measurement versus performance criteria, and maintains the decisionmaking authority of building officials.

• The International Fire Code maintains existing fire code requirements for outdoor pallet storage in favor of the wood products industry, in a decision to disapprove a proposal to impose more onerous requirements for pallet builders, recyclers and repair depots.

Recognizing the benefits of wood, the industry saw a 95% success rate to incorporate these changes—which means more building designers and construction professionals will be able to opt for wood as the primary material for their buildings. Along with previously-approved changes to the International Building Code and the ongoing 2014 hearings on the International Green Construction Code, the revised codes for 2015 will be published in late 2014.

Green Building

With the green building market estimated to reach as high as $145 billion by 2015, more attention is also being paid than ever before to how buildings impact the environment, including the choices of materials used in construction and how those materials help conserve energy during operation. As a natural building material that can help buildings achieve energy efficient advantages, wood products should be positioned to customers as a valuable option for reducing the environmental impact of the construction industry. Wood is the perfect green building material because it is renewable, recyclable and stores carbon that reduce greenhouse gases.

Building-Products.com

Stemming from a combination of industry advocacy and the broad interest in reducing the environmental impacts of buildings, there has recently been a shift for green rating systems to embrace a more systematic, multi-attribute assessment of building products. Achieved by measurement of life cycle assessment (LCA), this method offers greater uniformity between rating systems for a more fair measurement of building materials, including wood products.

For an easy-to-use resource for customers, LCA-based data is now available in the form of standardized environmental product declarations (EPDs). Through AWC and partner organizations, the wood products industry has released nine EPDs, including softwood lumber, plywood, OSB, glulam, LVL, wood I-joists, redwood decking, MDF and particleboard. Dealers and distributors should have these on-hand as more customers will be looking to measure the environmental impact of their projects and meet green building rating requirements.

In fact, several recent changes have been made to the green building codes and rating systems to encourage recognition of wood, including: • The U.S. Green Building Council implemented new criteria contained in the recently approved LEED v4 rating system.

• ASHRAE updated criteria within its green building minimum requirements standard.

• The ICC now has representation from the wood products industry on the oversight committee for its new green building model code.

• Industry representation has also been established within Green Globes and National Green Building Standard Committees, ensuring wood products are rewarded for their environmental characteristics and positive contributions.

Demand for wood is growing, as architects incorporate more of the material into designs for sustainable and aesthetically pleasing projects. To address this need, distributors should be educated on the expanded options for wood products in light of recent building code updates, along with the environmental and structural benefits of wood as a selling point.

– John “Buddy” Showalter, P.E., is v.p. of technology transfer at the American Wood Council, Washington, D.C. Building-Products.com

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MANAGEMENT Tips

By Chris Hofmann, Tiger Payment Solutions

Use data security as a strategic advantage

T

HE HIGH - PROFILE

credit card security breaches at major U.S. retailers over the last six months emphasize the prevalence of data theft and also spotlight the risks to a merchant caught unprepared for such crimes.

While the penalties and costs for a mega-store data breach can be astronomical (the price tag for Target’s December 2013 event has already soared into the tens of millions of dollars), data compromises can cost a merchant well into the six-figures if the they are deemed liable for the occurrence.

While these events paint a gloomy picture, there is a silver lining for small business owners. This environment creates a differentiation opportunity by positioning one’s company as a stalwart custodian of customer credit card information.

There is evidence to suggest that the security breach at all 1,797 Target stores in 2013 may have been perpetrated by a loose band of criminals in Russia using relatively rudimentary, “off-the-shelf” malware. Ironically enough, the corporation took preemptive measures against such tactics by adopting an expensive malware detection tool six months prior to the attack. Target had also increased their cyber security staff by almost tenfold from 2006 levels, to nearly 300 people.

What their money couldn’t buy, as it turns out, was decisive, internal action. Their new watchdog vendor issued top-level warnings to the Target security team as soon as it detected the malware, yet for unexplained reasons the retail giant took no steps and stood by while data

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flowed out of its system. By the time the malware was finally removed, 40 million credit card numbers were compromised and presumably sold on the black market.

Call to Action

The first step for any credit card merchant is to establish and fortify its defenses against a potential data breach by complying with the Payment Card Industry Data Security Standard. The PCI Security Standards Council was established in 2004 by the leadership of all four major U.S. credit card companies: Visa, MasterCard, Discover, and American Express.

The council’s mission was, and is, clear: to create an additional level of protection for card issuers by ensuring that merchants meet minimum levels of security when they store, process and transmit cardholder data.

While card issuer protection is the function of the DSS by design, the merchants are beneficiaries of it as well. In the event of a data breach, a merchant is unlikely to be subject to fines or penalties if an audit reveals that they were fully (and actually) compliant at the time of the event.

The PCI-DSS requires merchants to complete an initial self-assessment questionnaire that outlines their data security responsibilities. There are five distinct SAQs, each defined by the various credit card transaction processing methods available. Annual renewals, by means of an attestation and signature, are required to maintain this compliance.

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A merchant’s PCI compliance is a “snapshot-in-time” of its current methods and best practices. It is by no means a guarantee that any merchant, large or small, is immune to an information breach, nor will previous compliance provide a liability exemption if there have been changes to the manner in which their credit card transactions are processed. Therefore, it is important that merchants not only update their true PCI compliance, but continually keep IT components such as firewalls and security patches upto-date.

Providing regular staff training in data security protocol is also a key measure in risk-management. Let the Target debacle make them the poster child for that lesson.

Positive Spin & Real Benefits

When a merchant takes an active role in data security practices, the risk of compromising customer card information is greatly reduced. Risk-reduction is Small Business Best Practices 101, but unlike other pitfalls, data security breaches may involve many (if not all) of a company’s customers.

The consequences of such are always costly, if not devastating.

Working with a credit card processor that understands PCI compliance and works to educate its merchants is invaluable. Using this opportunity to learn even the basics about card data security will not only increase a company’s awareness of this important merchant responsibility, but will allow them to position themselves as an industry leader in the matter. Rather than competing on price alone, those businesses able to distinguish their company from the competition through value-added services will enjoy greater profits and higher customer loyalty.

Protecting sensitive cardholder data is a powerful, two-pronged differentiation tool, delivering peace of mind to customers and driving new sales to the door as well.

– As former owner of an architectural woodshop owner (Hofmann Joinery, Hanover, Md.), Chris Hofmann represents Tiger Payment Solutions to the professional woodworking supply and machinery industry for their payment processing solutions. He can be reached at (617) 999-7214 or chris@tigerprocessing.com.

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OLSEN On Sales

By James Olsen

Let’s get engaged

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are “talking” to customers without any real connection. Customers treat these sellers like a number—it’s easy to say no to them. They may “pick us off” every now and then when we are stupid-cheap, but they won’t buy from us consistently.

The opposite is also true. When we engage our customers, we become a business partner with them. We sell them as partners, not as adversaries. The irony is that engagement takes our relationships beyond dollars, yet makes selling more profitable.

ANY SELLERS

Do Not Throw Up on the Customer

“Good morning, John. This is Peter from Please Buy Lumber. I’ve got a Templar Purple stud that ships in two weeks and gets into you at $450/MBF. What d’ya think?”

This is not a sales call or even a sales intro. This is “Throwing up.” We have given the customer all the information. There is no art or intrigue. It is not interesting and thus will not create interest (or engagement). This kind of introduction creates a ton of “I’ll let you know(s).”

Instead, “Good morning, John. This is Peter from Your Partner Lumber. We just bought a block of Templar Purples. We bought based on market strength and supply shortage. We sold two instantly to a market-savvy buyer.

How many of these can you use?”

When we make a great verbal introduction, without giving the price, we force the customer to engage with us. If there is any interest at all (and there will be—humans are naturally curious) they will engage by saying, “What’s the price?”

Further Engagements

To engage the customer, we must show that we care.

How do we show we care?

Talk to the Customer About What They Want to Talk About. Too many sellers spend the day talking about what is on their mind. They blather head-long into conversations that are not the slightest bit interesting to the customer and in some cases offensive! Others just talk about the deal without adding the human touch. If it’s only about the deal, the customer will feel it and will buy from another seller who engages them as a human.

Let the Customer Like You. Some sellers are embarrassed by “niceness” or any opening up from customers.

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We need to relax and respond to customers when they reach out.

When a buyer tries to be nice to us, we appreciate and acknowledge it.

We don’t have to say, “Thanks for being nice,” we just respond in kind.

Persistent & Consistent. One of the best ways to engage is to be consistent in our communication.

We call, email, text in a persistent and consistent way. If we (try to) engage the customer in an inconsistent way, we will have inconsistent results. Many sellers call, few call more than twice, fewer call at the same time, on the same day—all the time. Persistent and consistent shows that we care and that we can be counted on.

Quality, Creative & Consistent Offerings. Our offerings are a reflection of who we are. Many sellers send emails with basic information. They slop the offering out in a couple seconds and it looks like and feels like it. There is no consistency, so there is no engagement. Our offerings must look good and we must send them on a regular, systematic basis, like advertising, or we are just “pitching product” and will get treated like “product pitchers” instead of engaged partners.

Engage the Whole Account. We will need allies within any account to sell, grow and hang on to them. They do talk about salespeople when we leave (or hang up). Many sellers treat the non-buyers like furniture. They aren’t rude; they just don’t engage with them. They are perfunctory in their communication, to their own detriment.

Many sellers barely turn on the lights, much less “turn up the lights” for their customers. If we act as if we are only here for the order, we will get treated poorly. Smile, slow down, be at your most charming best, and ask the receptionist, the yard man, and the buyer, “How are you today?” and mean it. Engagement takes work. Humans are great BS meters, so be sincere.

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

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Shakeup Among Minnesota Yards

DEALER Briefs Beebe’s Ace Hardware & Building Supply , Amarillo, Tx., is closing this fall after 88 years, with the retirement of owner Parker Beebe, 79. The liquidation sale should run into September.

Ridgefield Supply, Ridgefield, Ct., is renovating its 4.5-acre lumberyard and has purchased an adjacent lot for storage and future expansion.

RP Lumber is holding a grand opening this month for its new yard in Ottawa, Il. Nilson’s Hardware & Rent-it Center, Swanville,

Mn., has been placed up for sale.

Builders FirstSource , Dallas, Tx., has acquired Slone Lumber Co., Houston, Tx. Former owner Gregg Slone will stay on as general mgr.

Professional Builders Supply, Morrisville, N.C., has acquired Benchmark Supply, Charlotte, N.C. Lee’s Ace Hardware, Van Wert, Oh., added a lumberyard, to fill the void created by last year’s closure of the local

Carter Lumber.

Midway Building Supply, Alpharetta, Ga., had a metal warehouse damaged June 23 by strong winds.

Lumber Depot, New York Mills, Mn., is building an

additional warehouse.

Lee Builder Mart, Sanford, N.C., closed June 28 after

59 years.

Stock Building Supply opened in Troutman, N.C. Elston Ace Hardware, McKinley Park (Chicago), Il., closed July 31 after 25 years, following the June 5 death of longtime owner Richard Donchin.

Aubuchon Hardware closed its 10-year-old store in Raymond, Me., June 16 after losing its lease.

Ace Hardware opened July 1 at at the former site of Sears Hardware, Hilliard, Oh. Rick’s Ace Hardware is opening a new 14,000-sq. ft. store early next month in Ellisville, Mo.—its fifth.

Hansen Hardware, Forest City, Ia., has closed after

110 years.

Henslee True Value Hardware, Cooper, Tx., has

closed after 127 years.

American Hardware, Mount Hope, W.V., closing Aug. 1 after 65 years, after owner Bob Dorado sold the property.

Lowe’s will open a 140,000-sq. ft. customer service center in Indianapolis, In., by 2016.

A suspicious fire July 9 at Lowe’s Lexington, Ky., store damaged a lumber rack and its contents.

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Several longtime Minnesota lumber companies have bid farewell, and a few new ones have popped up in their place.

Bob’s Building Center has opened in the former ProBuild yard in Worthington, Mn. The new business will not mix paints, but otherwise will carry a similar range of products, including a wider selection of lumber.

In addition, Bittler’s Building Supply, Springfield, Mn., has closed after 96 years, following a "retirement auction."

Owner David Bittler, grandson of the founder, will continue working part-time, in the contracting business.

As well, Hilltop Lumber has gained a fifth location with its acquisition of Ottertail Home Center, Ottertail, Mn. Former owner Duane Monson will stay on until the end of the year to ease with the transition.

Boise Cascade Adding KC DC

Boise Cascade will open a new distribution center in Lee’s Summit, Mo., to serve customers within a 150-mile radius of Kansas City.

Slated to be fully operational by late third quarter, the 10-acre, Union Pacific rail-served site features a 25,000-sq. ft. warehouse and 2,000-sq. ft. office building.

“We are excited to be increasing our market presence by offering a wider range of products and enhanced service capability in the local market,” said manager Jon Strickler.

“We believe the Kansas City metro market and surrounding areas offer opportunity for growth as the housing market continues to improve and repair, and remodel activity increases.”

“Boise Cascade has served the Kansas City market on a limited basis for several years, and we are pleased to strengthen our service and product offering with an in-market location,” added building materials distribution executive v.p. Nick Stokes. “We look forward to expanding our business with lumber and building material dealers, home centers, and specialty dealers.”

Fire Destroys Indiana Treating Plant

Culpeper Wood Preservers’ wood treating facility in Shelbyville, In., was heavily damaged by an early-morning fire June 27. No employees were onsite and no firefighters were injured.

The facility will be rebuilt, but in the meantime all other operations continue. “It is business as usual, except at the treating facility,” said employee Collin Miller. “We got word from corporate to keep going.”

The cause of the blaze is being investigated, but the building is a total loss.

Lumberyard’s Former CFO Indicted

The former chief financial officer of 195 Lumber, Killeen, Tx., has been indicted for allegedly stealing more than $200,000.

Hubert Norman Kott, who had worked for the company for more than 20 years, was arrested and held on a $1 million bond. Owner Jimmy Parker notified police after a new bookkeeper made him aware of account discrepancies.

According to the arrest warrant, Kott adjusted daily cash receipts and accounts books to hide his thefts. He also tried to have a software company that holds account files for the lumber company destroy all computer records from 2005 through 2010, but was refused.

Building-Products.com

THINKING Ahead

By Bethany West, Business Manager, Capital Lumber, and Director, North American Wholesale Lumber Association

The XYZs of Employee Recruitment and Retention

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HE MILLENIALS—OR Generation Y members—are the fastest-growing segment of the workforce. The U.S. Bureau of Labor Statistics predicts they will comprise three-quarters of the workforce by 2030, filling the void left by retiring Baby Boomers and a smaller Gen X.1 What does this mean for the wholesale products industry? That our continued success hinges upon our ability to recruit, retain and prepare these individuals for leadership roles within it.

Those of us who interview, train and work with members of this generation recognize that they have different motivations, behaviors and technological savvy than their predecessors. While this is all true, it is our responsibility as future leaders of our companies to recruit, retain and engage those individuals at our companies and not be afraid of this generation. Good hires are always good and bad hires are still always bad, regardless of their age. It is our job to attract top talent to this fun, exciting and relationship-based industry.

But first, we have to understand them better.

Who are they?

The 79 million members of Gen Y were born between 1982 and 2000, and significantly outnumber the 68 million members of Gen X born between 1965 and 1981.

They were shaped by U.S. events such as 9/11 and have grown up using the technology available in our current workplace, including the Internet, smartphones, social media, and cloud computing.2

What motivates them?

According to a 2011 PwC survey3 of university graduates in 75 countries, Millenials tend to feel less loyalty to an employer, consider advancing quickly in their compa-

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nies a top priority, value development and work-life balance more than financial rewards, prefer to communicate electronically (vs. face-to-face or telephone), and would consider leaving a company that didn’t have the values they expected.

How do you attract & retain them?

At the 2014 NAWLA Leadership Summit this spring, Gustavo Grodnitzky, Ph.D. introduced attendees to the Gen Y magnet company4—a company that is successful in attracting and keeping Millennial employees. Dr. Grodnitzky shared the common “magnet factors” that Building-Products.com

A Special Series from North American Wholesale Lumber Association those companies display, and challenged us to implement these at our companies to ensure greater success with the next generation.

First, change the way you think about time. Instead of offering sick and vacation leave, shift to paid time off (PTO) and unpaid leave. This is an easy way to provide the flexibility that Gen Y employees seek, while reducing their likelihood to abuse the benefit.

Another way to address the Gen Y need for flexibility is by using time as a reward. Comp time, flexible scheduling, four-day work weeks, job sharing, summer hours, and similar initiatives are found at magnet companies.

There may be some limitations to this based on your company’s operations, but it is well worth the time to investigate and implement the ones that would work for you.

As was also noted in the PwC survey, opportunities for professional development, advancement and recognition are all highly motivating to Millenials. They also want and tend to work better in a team environment. Bring the best of those traits together by creating an environment where they can easily share and contribute ideas, accept new and increasingly challenging responsibilities, and showcase their newfound skills. Dr. Grodnitzky suggests you package these opportunities as “skill set development” rather than an employee’s “career path.”

We all know that a supervisor can have the singlegreatest impact on employee tenure. And Gen Y members are likely to show great loyalty to a manager who builds a strong relationship. Be sure to offer frequent feedback and detailed instructions, show an interest in your employee by talking about more than just upcoming deadlines or duties, be mindful of challenging opportunities you can give to your Gen Y employees, and overlook the occasional visit to Facebook (or Twitter, Instagram, Pinterest, etc.). Expect to have a mentor or leader tied to every Millennial you hire. They will not

succeed without someone guiding them. This is expected.

If you take the time with these individuals, their fresh outlook could teach you something about your company as well.

The final magnet factor relates to cause and a Millenial’s need for contributing to something bigger than themselves. I believe this one to be particularly important for us due to perceived challenges some may face regarding our industry’s perception. We need to devote resources and time to explaining our industry and the countless ways it has a positive impact on the world in recruitment materials, job interviews, and new employee orientations.

And, it’s not enough to offer these benefits. You have to promote them in places where job seekers are likely to find them. Personally, this is where I see social media having the greatest impact in our industry. Rather than trying to sell lumber, showcase your workplace and the ways it provides flexibility, development opportunities, relationship-building, purpose and value. People (regardless of their age) want to work somewhere that is fun.

Promote your company. Do so in a genuine way— through photos of employee activities and updates relative to these benefits—so that it resonates with this group.

How else can you keep them?

Go beyond the conventional happy hour or welcome lunch and establish or leverage an existing mentoring program for your younger employees.

Because Millenial workers tend to have very close relationships with and trust the insights of their parents, pairing them with an experienced mentor can have a huge impact on their longevity and growth at your company.

For me, it made a huge difference in both my performance and my professional satisfaction to have access to the depth of knowledge that a more experienced mentor provided me in my career. I learned more than I could hope to gain on my own, and gained a counselor and advisor I can turn to for years to come. The fear of failure decreased, as I had someone I could trust to give me honest, open feedback before I jumped too far off the cliff.

If you do not have the resources to develop a mentor program on your own, I encourage you to look into NAWLA’s NextGen10 Group or talk to members at other companies to find a seasoned professional who can help guide your rising stars. Have your Millennial join a NAWLA committee or a 10 Group, or attend the Leadership Conference or the Trader’s Market. These industry events showcase the best part of working in this industry: the people. To learn more, visit www.nawla.org or contact NAWLA at (800) 527-8258.

– Bethany West is business manager of Capital Lumber, Healdsburg, Ca., and a member of NAWLA’s board.

1 www.bls.gov/opub/mlr/2012/01/art3full.pdf 2 futureworkplace.com/speaking/ 3 www.pwc.com/gx/en/managing-tomorrows-people/future-of-work/key-findings.jhtml 4 blog.vistage.com/webinar/dr-gustavo-grodnitzky-webinar-summary-ready-come-understanding-motivating-millennial-generation/

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Arauco Merges North America Units

SUPPLIER Briefs Mitchell Lumber, Spruce Pine, N.C., closed after 67 years, following the March 1 death of owner Bud Phillips, 79.

His sons, Jim and Alan Phillips, will sell off the remainder of Mitchell’s kiln-dried inventory through their own company, Bryant & Young Lumber, Burnsville, N.C. Riverhead Building Supply has acquired custom fabricator Michael Verde Millwork, Bridgehampton, N.Y., as a companion to its Calverton, N.Y., millwork shop.

Godfrey Lumber Co., Statesville, N.C., suspects lightning was the cause of a July 3 fire.

Weyerhaeuser will invest $57 million over three years to upgrade its Philadelphia, Ms., sawmill, including installing a new planer mill and two continuous, direct-fired kilns.

Northwest Hardwoods , Tacoma, Wa., has been acquired by private investment firm Littlejohn & Co. , Greenwich, Ct., from American Industrial Partners, including 17 manufacturing and 11 distribution facilities.

Winston Plywood is rebuilding its Louisville, Ms., plywood plant, which was destroyed by an April 28 tornado.

Louisiana Pacific, Nashville, Tn., sold its shuttered OSB mill in Athens, Ga., to E-Pellets, Waycross, Ga., which will convert it into a wood pellet plant.

NyloBoard products are now being distributed by Dixie Plywood & Lumber, Charlotte, N.C., and in the Midwest

by Warrior Building Products, St. Louis, Mo. Weyerhaeuser Distribution’s Charlotte, N.C., and Richmond, Va., DCs now stock Interfor’s Reserve premium pine boards, E&CB/WP4 Pattern, and 2x6 T&G V-joint decking and pattern decking.

Parksite has begun distributing Ply Gem’s new Engineered Slate Roofing in the Northeast and Mid-Atlantic markets from its DCs in South Windsor, Ct.; North Brunswick, N.J., and Baltimore, Md. Additional locations will be added as the markets demand.

Fairway Building Products’ vinyl railing systems are now distributed in Florida and Cincinnati, Oh., by BlueLinx and in the mid-Atlantic by Mid-State Lumber.

L.E. Smith Co., Bryan, Oh., is now distributing Kohler plumbing products in Ohio, Indiana, Michigan and the Chicagoland area.

PPG Industries’ North American architectural coatings business has acquired 13-branch distributor Masterwork Paint Co., Pittsburgh, Pa. Anniversaries: Hedstrom Lumber Co., Grand Marais, Mn., 100th … Maxwell Hardware & Lumber, Delhi, La., 80th … McCormick Lumber & Cabinetry, Madison, Wi., 80th … Dunn Lumber, Lake Geneva, Wi., 50th …

LumberJack Building Center, New Baltimore, Mi., 50th … Peterson Wood Treating, Superior, Wi., 30th …

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Arauco has combined all of its U.S. and Canadian sales and operations into one organization, Arauco North America, Atlanta, Ga., effective Aug. 1.

Kelly Shotbolt, president of Flakeboard, will serve as president. Francisco Figueroa, president of Arauco Wood Products since 2009, will return to Chile by the end of the year to serve in a senior management commercial role.

“The primary objective of this reorganization is to position for growth and provide comprehensive solutions to our customers using a more effective and efficient operating platform. We will continue to build relevant synergies to those that exist today, and to expand on these through this new structure,” said Gonzalo Zegers, senior v.p., Arauco International.

New Life for Venerable Jersey Dealer

Battered by the recession, its inventory dwindling, and considering closing up shop, the second-oldest lumberyard in New Jersey has been given a second life with its July 10 purchase by Eastern Contractor Services, Flanders, N.J. Celebrating its 150th anniversary this year, Park Union Lumber, Randolph, N.J., was founded in 1864. “Because the place has so much history, we couldn’t bear to let a major player gobble it up and make into another yard,” said Michael Colaiacovo, co-owner of Eastern.

Eastern plans to expand Park Union’s modest hardware store into a full home center, stocked with tools, grills, garage doors, and energy-efficient products.

S.D. Yard Buys Hardware Store

Dakota Lumber Co., Belle Fourche, S.D., has acquired Johnston’s Hardware Hank, Sturgis, S.D., and renamed it Dakota Hardware.

Terry Jensen will serve as manager.

The deal closed July 1—as did the store, for one day to tally inventory. Like the flagship yard in Belle Fourche, it is being gradually remodeled into a Do It Best store layout.

Indiana Dealer Closes A Little Early

Commons Lumber, Richmond, In., had intended to stay open a little longer, but instead closed July 11 after 87 years, after running out of merchandise to sell.

Carter Lumber’s Richmond yard bought its remaining inventory and agreed to hire an undetermined number of Commons employees.

“In a sense, we merged,” said Commons co-owner Wayne Duke. “A lot of us will be employed out there.”

Vermont Lumberyard Closing

Six-unit Leader Home Centers has declined to purchase the 1.92-acre property its Greenberg’s Lumber Yard sits on in Bennington, Vt., and instead will shutter the 65-year-old facility by Sept. 1.

Last year, Leader purchased the inventory, equipment and Greenberg’s name, but had one year to strike a deal for the land and buildings. If not, it could back out at the end of the year.

Fort Wayne Retailer Makes a Buy

Connolly’s Do It Best Hardware, which operates four stores in Fort Wayne, In., has acquired the former Wells Street Hardware property to replace its leased location in Building-Products.com

West State Plaza.

The company is currently renovating the free-standing hardware store, including adding 3,000 sq. ft. to create a 9,000-sq. ft. showroom.

“We expect to be open Nov. 1,” said manager Bill Marker. “We still have a whole summer to plan something (for a grand opening).”

Tornado Hits Michigan Truss Plant

Late night July 6, Zeeland Truss & Components facility in Wyoming, Mi., was hit by a tornado that destroyed the office and brought down about half of the roof in the main production building.

Until the facility can be repaired, truss production has been shifted to its Elkhart, In., facility. The wall panel production area was not affected.

Although third-shift employees were on duty at the time, fortunately none were injured.

Carter Doubles Up in Charlotte

Carter Lumber, Kent, Oh., has opened a new yard in Charlotte, N.C., to serve the northern half of the market. Its branch in Rock Hill, S.C., serves south Charlotte.

“Carter Lumber’s growth plan is to expand and make investments into markets within our existing footprint.

Entering the Charlotte market is a natural extension of our progression in the Southeast, and we look forward to building relationships with customers and being the best lumberyard in the market,” said Jeff Donley, president and chief operating officer.

The new 14-acre, full-service lumberyard will offer

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rough framing lumber, engineered components, and place a heavy emphasis on millwork products.

Managing the market operations will be a team led by Brandon Kujawski and Brian Massie.

Wood Protection Coatings, Preservatives Keep Climbing

U.S. demand for wood protection coatings and preservatives is expected to grow 5.3% per year to $5.1 billion in 2018, driven by increases in decking, siding and other key markets, according to a new Freedonia Group report.

Even faster growth for wood protection products will be restrained by pressures on the market base of wood products, particulary by competition from alternative materials and the development of new wood protection products that last longer and are effective with fewer coats or less initial treatment.

Among treater-applied preservatives, copper azole holds the greatest share, outpacing ACQ, which had initially been the most popular substitute for CCA in residential end uses.

Door Producer Changes Face

Midland Bi-fold Doors, West Fargo, N.D., has been renamed Midland Door Solutions, “to better reflect its core capabilities and products as well as its growth into architectural applications.”

The changeover includes a new logo and website, www.midlanddoorsolutions.com.

Concurrently, the company opened a new 40,000-sq. ft. production and warehouse facility in West Fargo, near its sister operation, Midland Garage Door Manufacturing Co.

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MOVERS & Shakers Alex Averitt, IT director, Cedar Creek, Oklahoma City, Ok., has been promoted to v.p. Newly named regional v.p.s are Mark Porter, Paul Wetmore, Mike Wilson, and Mark Corso, exRoberts & Dybdahl.

Ryan Breda is a new Albany, N.Y.based merchandiser for Boston Cedar, Mansfield, Ma., serving N.Y., Vt., and western Ma. Sarah C. Bell, ex-Spruce Computer Systems, has joined Computer Associates Inc., Smithfield, R.I., as a business development mgr. for Ponderosa Software.

Aaron Reginelli, ex-84 Lumber, is a new buyer at Allegheny Millwork, Bethel Park, Pa. Peter Myers, exMenards, is now a mgr. trainee at 84’s Troy, Oh., yard.

Bryan J. Yeazel has been promoted to executive v.p. and c.o.o. of Stock Building Supply, Raleigh, N.C. C. Lowell Ball is now senior v.p. and general counsel.

Nick Camilleri, ex-Carter Lumber, has been named general mgr. of Contract Lumber, Mason, Oh. Bill Davies, ex-Cox Industries, is new to outside sales for Great Southern Wood Preserving, Fombell, Pa. John Makuvek has been named Northeast regional business mgr. for Hoover Treated Wood Products, Thomson, Ga. He is based in Kresgeville, Pa. Sue Tessary, ex-Roberts & Dybdahl, is new to lumber sales at Treeline Forest Products, Merriam, Ks.

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Jay Engle, ex-MeadWestvaco, has joined Forest2Market, Charlotte, N.C., as director-subscription services. Daniel Stuber is now v.p.analytics, and Sam Houston, chief operations officer.

Todd Skinner, ex-Stock Building Supply, is now general mgr. of Builders FirstSource, Atlanta, Ga. Joe Hanas, ex-LP, is new to International Beams, Sarasota, Fl., as v.p. of sales & marketing.

Ryan Peterson, ex-St. Croix Valley Hardwoods, has joined SourceCut Industries, Osseo, Wi. Patrick Benton has been named executive v.p. of the North and Jonathan West executive v.p. of the South for Universal Forest Products’ Eastern Division, Grand Rapids, Mi. Ronnie Hassell has been named millwork division manager at Henson Lumber, Cresson, Tx. Gary Vitale, ex-NAWLA, has launched GFV Business Advisory, Ada, Mi., specializing in corporate renewal, sales and marketing, and nonprofits.

Jack Miller, ex-Moynihan Lumber, is a new millwork sales specialist at Timberline Enterprises, Newburyport, Ma. Eric Spence has been appointed senior v.p. of sales & marketing for the Ply Gem Windows group, Cary, N.C. Jerry Baltz, ex-BlueLinx, is now segment rep-builder & multifamily for Kelly Moore Paint, Hurst, Tx.

August 2014

John Youngblood has been named store mgr. of Rick’s Ace Hardware, Ellisville, Il. Randy Shain is now store mgr. in Des Peres, Il. Bernie O’Connor has joined the contrator sales team at TS Building Supply, Albertville, Mn. Patrick LeMay, ex-Lowe’s, is new to commercial sales at Lezzer Lumber Co., Butler, Pa. Jess Gowiski and Wally Klubek are new lumber traders at Baillie Lumber Co., Hamburg, N.Y. Matt Hocutt, ex-Weslock, has been named national sales mgr. for Iron Doors Unlimited, Loudon, Tn. J.R. Bontrager is now Sarasota, Fl.based sales rep for Atrium Windows & Doors.

Kanada Garland is now commercial sales coordinator at FoxworthGalbraith Lumber Co., Allen, Tx. Jakim Finlay, ex-JB Hunt Transport Service, has been appointed operations mgr. for Cedar Creek, Oklahoma City, Ok. Joe Hoekzema, ex-Kenseal Construction Products, has joined Kemper System America, West Seneca, N.Y., as New York regional sales mgr.

Tony Newman is now regional sales mgr. for Fi-Foil, Auburndale, Fl. Matthew Coulson has joined Chelsea Building Products, Oakmont, Pa., as research & development engineer specializing in proprietary PVC formulations. Tyler Skiba is a new process engineer.

John V. Faraci, c.e.o., International Paper, Memphis, Tn., has been named 2014 North American C.E.O. of the Year by RISI. Faraci,

Building-Products.com

who is retiring later this year, will receive the award Oct. 8 at RISI’s North American Forest Products Conference in Boston.

Heather Stegner has joined the American Wood Council, Washington, D.C., as director of communications.

Matthew Thornton III, FedEx Express, has been elected to the board of Sherwin-Williams Co.,

APP Watch

Cleveland, Oh. Jery Y. Huntley, president and c.e.o., Vinyl Siding Institute, Washington, D.C., will retire at the end of the year after 20 years at the helm.

Hallie Luya is organizing an employee choir at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

Gordon’s Adds 6th Ace

Fox Lake Ace Hardware, Fox Lake, Il., was opened July 4 by by Les and Jeremy Melnick, father-and-son operators of five Chicago-area

Gordon’s Ace Hardwares.

Will Grosse, whose own Fox Lake Ace closed in 2012 after 50 years, is working part-time at the new 9,100-sq. ft. store.

Dur-A-Flex Lands in Midwest

Dur-A-Flex, East Hartford, Ct., will open a Midwest warehouse and design/sales center in Bensenville, Il. The 11,000-sq. ft. facility will house inventory of its flooring and polymer compounds, design center with floor samples, and sales, customer service, and technical support staff.

App: RED ENGINE Produced by: RedHouse Brands Price: Based on functionality, users Platforms: iPhone, iPad Red Engine is a revolutionary iOS platform, developed from the ground up to accelerate every stage of the building materials sales process.

Sales teams can now close faster, with a go-to resource that allows them to present from a place of knowledge and drive upgrade opportunities. The platform also empowers managers/executives with real-time market insights and sales analytics.

“The Red Engine App facilitates a whole new level of selling that will help drive enhanced business results,” said RedHouse c.e.o. Bill Rossiter. “It enables sales teams to become truly consultative, with realtime analytics and a comprehensive view of the entire sales cycle. This drives more value to customers by being that source of data, and brings more value to the enterprise through closing the sale quicker and driving more profitability.”

The Red Engine platform empowers manufacturers to easily customize and deploy fully branded mobile presentation apps that enable targeted engagement, in-depth analytics, and market intelligence.

For information on pricing and availability, contact (419) 720-2944 or visit sellwithredengine.com.

Building-Products.com

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KAHLE On Sales

By Dave Kahle

When multi-tasking turns into loss of focus

I

seen this phenomenon become so pervasive that years ago I labeled it and gave it its own acronym: OSE, for “Other Stuff Expansion.”

The rule is this: When you give a proactive salesperson “other stuff” to do, the other stuff will always expand, taking more in time and energy than you anticipated and rendering the proactive sales efforts to an unacceptable smaller part of their labors.

Here’s how this looks in practice.

A branch manager needs someone to fill in a couple of hours a day for a customer service person who has taken maternity leave. “The salesman can do it,” the branch manager thinks in a flash of inspiration. “He’s got

RECENTLY had a conversation with a sales manager. The gist of it is this: he has so many competing responsibilities, it is difficult to spend time with his sales team.

Sound familiar? It should. I have heard that idea expressed countless times by executives, sales managers, and salespeople. In one way or another, sales professionals find themselves increasingly occupied by trivial tasks at the expense of the important ones.

It is an epidemic that is raging unabated in our economy. It renders people unproductive and organizations operating at a fraction of their potential. It often comes from what I call “other stuff.” Over the years, I have

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time.” Presto. The problem is solved.

But, alas, the couple of hours a day turn into a half day, and sometimes more, as the salesperson gets caught up in reacting to inbound calls. Those proactive sales calls that should have been made in that time are never made. The silent costs of that decision and the inevitable OSE begin to be felt months down the road.

Or, you have a sales manager check out that promising new product line, or write that new procedure because he/she “understands that,” and, of course, you’re too busy.

Or, you have inside salespeople who also answer the phone and respond to inbound calls, and you are constantly frustrated that they don’t make enough outbound calls.

The examples can go on and on. A quick perusal of your sales efforts will unearth dozens more, I’m sure.

There’s a simple explanation for this. Making proactive sales calls is a high risk effort that requires initiative, motivation and self-discipline. In other words, it’s hard to do. That’s one of the reasons why most people aren’t salespeople. On the other hand, taking care of “other stuff” is usually lowrisk, easier and somewhat fulfilling.

And, it keeps you busy.

That’s why “when you give a proactive salesperson ‘other stuff’ to do, the other stuff will always expand, taking more in time and energy than you anticipated and rendering the proactive sales efforts to an unacceptable smaller part of the person’s labors.” It’s the law of OSE. In a bigger picture, OSE for sales personnel is just the specific application of a deeper rule. That rule is this: When you give someone something to do, you are preventing him/her from doing something else. Or, to be more personal, when we accept the responsibility for doing something, we, by that action, eliminate the possibility of our doing something else.

What sounds obvious is open reflection, so often violated that it has become one of the major productivity killers and one of the most common mistakes made today by managers and self-managers of all kinds.

Here are two solutions: (a) If you have given—or are tempted to give—anyone who has proactive sales responsibilities other things to do, don’t! There is always a greater cost than meets the eye. If you are a salesperson who has other stuff to do, try to hand it back to your manBuilding-Products.com

ager or pass it on to someone else.

Be very careful about giving responsibilities, or accepting responsibilities, that detract from your core focus. In today’s hectic, multi-tasking world, it is more powerful to say “no” than it is to say “yes.” (b) Okay, you can’t do that. For whatever reason, your sales personnel must also do other stuff. Plan B. Keep the division between the two sets of competing responsibilities as clean and sharp as you can. The other stuff should be well defined, have clear guidelines for completion, and be limited to a specific period of time.

For example, don’t say this: “John,

August 2014

we want you to do this other stuff.”

Instead say, “John, I’d like you to spend a half-day every other week doing this other stuff.”

By keeping the divisions clear between the competing responsibilities, you limit the damage done by other stuff expansion.

In the long run, it’s those organizations and individuals who focus on the core tasks and don’t diffuse their efforts who succeed.

– Dave Kahle is a sales trainer, presenter, and the author of a free weekly ezine and 10 books, including his latest How to Sell Anything to Anyone Anytime. He can be reached at dave@ davekahle.com.

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MARGIN Builders Treated Wood Sales

Looking for answers to treated wood questions?

DEALERS, contractors and homeowners can find answers to their decking dilemmas at the new Wolmanized Wood University.

Q

UESTION : A HOMEOWNER asks if her contractor can build a pressure treated wood fence with boards reaching all the way to the ground so her beloved Yorkshire terrier can’t squeeze out underneath.

Q: A contractor wants to know if he can use wood treated for above ground applications for a deck being built close to the ground.

Q: A homeowner waters potted plants on her treated wood deck in the same place all the time, and wonders why the wood underneath is deteriorating.

Q: A deck contractor asks if he has to coat end cuts with a topical preservative.

Q: A customer wants to know if she can paint her new treated wood deck as soon as it’s constructed.

Answer: Go to Wolmanized Wood University.

The customer service group at Arch Wood Protection answers questions like the ones posed above on a daily basis, but customers don’t always ask about proper product use before they act. In fact, these typical consumer

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inquiries gave rise to an idea: why not create a university for treated wood, a collection of user-friendly videos and other tools addressing common questions and quandaries?

This is how Wolmanized Wood University was conceived, and now the idea is a reality at WolmanizedWoodU.com.

The site features videos, articles and literature from various sources, focusing on how treated wood is made and its intended uses. Additional content covers how to identify properly treated wood, how to build decks, fences and other outdoor projects properly, how to revitalize pressure treated wood decks, and how to identify potential problems in aging decks.

The website is designed to help deck contractors, lumberyard employees, and consumers make informed choices, have realistic expectations, and realize maximum benefit from Wolmanized wood products.

The Know Your Wood video is the cornerstone of the program, addressing the most common reason why people have issues with treated wood: that is, they use a product in a way for which it was not intended. Specifically, they use lumber (or fence boards) treated for above-ground applications in contact with the ground, debris or vegetation—or where it will be continuously wetted.

The product label (also known as an end tag) affixed to the end of lumber when sold clearly states how the wood should be used, but many consumers do not realize the significance of the label—nor that labels validating treated wood purchases are required by most manufacturers for warranty coverage.

That’s why one of the tools in WolmanizedWoodU.com is a deck owner’s manual. The manual contains product use and maintenance information and contains a page where homeowners can retain end tags in the event a problem arises with the wood. Contractors can customize the cover with their contact information and then provide the manual to customers when a project is complete. (The makers of Wolmanized wood also offer online warranty registration allowing deck owners to submit end tags and other purchase details electronically.)

So what about the questions posed at the beginning of the article? Where can consumers find the answers? Check out the “Tips to Properly Install Treated Wood” sheet found in the resources section of WolmanizedWoodU.com.

This single sheet addresses all of the questions posed at the Building-Products.com

beginning of this article.

All treated wood is not alike. So what if a homeowner wants to know what type of treated wood will be best for his project? WolmanizedWoodU.com has an article for that. “How to Choose Treated Lumber” explains that there’s a time to select high-grade, well-protected outdoor lumber and a time to choose more economical pieces. The article covers preservatives, lumber grades, and other options for achieving the desired appearance and durability.

What if contractors would like to broaden their income streams by offering deck restoration services? Or, d-i-yers want to know how to revitalize the appearance of weathered wood decks? Two videos on the website show how to clean and stain pressure-treated wood decks to achieve the best results More than 40 million decks in the U.S. are at least 20 years old and need to be maintained and inspected for problems. So, how can homeowners identify potential problems? Thanks to the North American Deck & Railing Association, the university has a video—and evaluation forms—for that. The site contains NADRA’s deck safety video and a checklist instructing homeowners how to check aging decks, as well as a more detailed evaluation form that contractors can refer to when providing deck inspection services. Plus, the site links to NADRA’s Master Deck Professional Certification Program, a series of online courses and exams accessible to both members and non-members. The series is free, though there is a fee for processing the exams needed to earn official MDP certification.

Whether the visitor is a deck owner, contractor or lumber dealer, WolmanizedWoodU.com offers useful information that will lead to better experiences with treated wood.

Building-Products.com

IN-YARD POSTER explaining how to extend the life of pressure treated wood fences can be obtained from the dealer section of www.WolmanizedWoodU.com.

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PRODUCT Spotlight Southern Cypress

Southern cypress goes to work

W

HEN LIVE OAK BANK set out to build an employee-friendly headquarters in Wilmington, N.C., the goal was a beautiful complex that would reflect its natural environment.

Cypress fit the bill, both inside and out.

Architect Laura Miller, principal at LS3P Architects, Wilmington, explained that the design for the 36,000-sq. ft. complex was driven by her client’s desire for a seamless transition from interior to exterior spaces.

“The owner wanted the building to

be as natural as possible—as if it had grown from the land and been there for years,” she said. “To add balance, we wanted to feature a soft material that would contrast with the vast expanses of glass. We knew early on that the exterior skin would be wood.”

LIVE OAK BANK’S new headquarters in Wilmington, N.C., highlights the beauty of locally sourced cypress on both the exterior and interior.

(Photos courtesy Mark Herboth Photography LLC)

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Another important goal was to remain true to the bank’s North Carolina roots. To that end, Turn Bull Lumber, Elizabethtown, N.C., supplied the cypress lumber to Specialty Wood, a distribution yard and moulding shop in Wilmington.

“It was an honor to provide cypress for such an impressive local project,” said Pem Jenkins, who owns Turn Bull Lumber. “The bank complex is a beautiful addition to Wilmington, and the extensive use of cypress really enhances the space.”

On the exterior, cypress was used as siding and soffits. “The natural aging process of cypress was appealing,” Miller said. “We decided to finish the wood with a clear sealant—no stain—to showcase its natural color.

We are looking forward to watching the cypress weather to a light gray as time goes on.”

Inside the complex, cypress was used for ceilings in the conference room, lounge, gym, and corridors.

Custom cypress millwork was also used on individual workstations and cabinets. In all, the visually striking

structure features 50,000 bd. ft. of cypress.

“Cypress was the perfect solution, not only due to its local availability, but also its natural durability and beautiful aesthetic qualities,” said Miller. “Ultimately, we were able to use traditional building materials in a modern way, while optimizing views and daylighting. The result is spectacular.”

Lee Williams, vice chairman of Live Oak Bancshares and Live Oak Banking, couldn’t be more pleased with the final result.

“We want our employees to work hard and deliver great service, but also feel comfortable like they do at home,” he said. “Our building is a reflection of those principles. We really enjoy the cypress on the headquarters building, and plan on using it on future buildings at the site.”

– For more information on building with cypress, visit the Southern Cypress Manufacturers Association’s website at www.cypressinfo.org.

CYPRESS imparts a warm, traditional feeling to the ceiling and beams of this visually striking modern structure.

CYPRESS PLYWOOD was used to construct open-air work stations in the bank’s new headquarters. It was also used on ceilings and beams.

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NEW Products

Foam Sheathing

CI Max foam sheathing from Johns Manville is approved for use without a thermal barrier.

The product is designed for exposed wall or ceiling applications, with an acrylic-embossed facer that is attractive, durable, easy-to-clean, and reduces thermal bridging.

UltraFast CI fasteners, plates and flashing tape are also available.

 JM.COM

(800) 654-3103

Hard-Working Gloves

Klein Tools now offers Journeyman gloves made specifically for pros who work with their hands.

The six different styles are constructed of tougher materials, with enhanced features that provide hand protection and increase comfort and durability.

 KLEINTOOLS.COM (847) 821-5500

Handy Railing Clips

Seamless Barrier

W.R. Meadows’ Air-Shield LMP barrier cures to form a tough, seamless, elastomeric membrane.

The product provides resistance to air leakage and prohibits liquid water intrusion into the substrate. It is also highly flexible, UV resistant, and its water-based formulation allows for simple, safe application and easy cleanup.

Baluster pro clips from Green Bay Decking are engineered for quick and easy installation of custom railing designs, without the need for screws in baluster installations.

The clips are available for both square and round aluminum balusters, including the company’s GeoRail line. Clips are also available for hand and stair rail applications.

 WRMEADOWS.COM

 GREENBAYDECKING.COM (877) 804-0137

(847) 214-2100

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Improved Marks

Drywall Hangers

VIAjet T100S print head from Matthews Marking Systems can print vertically down and at right angles on packaging, engineered wood, and gypsum plasterboard.

The head has marking speeds of 600 fpm, an image height of up to 4” on a single print head, and a

27.5” umbilical between the print head and ink tank.

 MATTHEWSMARKING.COM (412) 665-2536

New hangers from Simpson Strong-Tie can reach farther than nails through soft material such as drywall.

The DU/DHU face-mount hanger and DHUTF top-mount hanger are designed to carry joist floor loads to a wood stud wall through two layers of 5/8” drywall.

 STRONGTIE.COM (800) 999-5099

Underlayment for Metal Roofs

Ply Gem’s vinyl shutters and accents now come in a new darker color: Peppercorn Ranch.

Also offered are 17 other colors and three shutter styles—louvered, raised panel, and board and batten.

The lightweight Stanley FatMax tripod light illuminates large and small jobs, power outages, and outdoor events, then collapses for easy transport and storage.

With 45 watts of ultra-bright LEDs, the rechargeable light reached up to 2400 lumens.

Three detachable cordless lights can be used for smaller jobs and in tight spaces.

Adjustable hinges and a pivoting base allow multi-directional positioning to cover larger areas.

Atlas Roofing offers a new high-temperature underlayment for metal roof applications.

WeatherMaster Film SE provides continuous protection to the entire deck of a properly ventilated roof, including problem areas where water can collect or drainage is slow.

It is ideal for transition areas where the roofline elevation changes, such as the main roofline to a patio.

For easier handling and installation, it has a silicone-treated, split-back release film and a textured surface for skid resistance.

 PLYGEM.COM

 STANLEYTOOLS.COM

 ATLASROOFING.COM

Handy Tripod Light

Darker Shutters

(888) 975-9436

Building-Products.com

(800) 388-6134

(800) 262-2161

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37

Hardwood Under Foot

Customizable Vinyl Windows

Quieter Bamboo Panels

Ply Gem has expanded its 1500 vinyl window collection with three new exterior color choices: bronze, clay and beige.

The line is completely customizable, with key features for easier installation and better performance choices. Users can select from multiple frames, colors, grilles, simulated divided lites, and shape options.

Bamboo architectural panels from Smith & Fong Co. offer sound-dampening technology and can contribute toward LEED credits.

Available in eight different patterns and colors, PlybooSound is produced from FSC 100%-certified bamboo in sheets measuring 4’x8’x3/4” thick.

 1500VINYLCOLLECTION.COM

 PLYBOO.COM

(888) 975-9436

Johnson Hardwood is introducing two new premium engineered hardwood flooring lines.

Pacific Coast hickory comes in four different color stains and in random length planks.

Value-priced Frontier series features 5/8”-wide planks with an 11-step aluminum oxide finish.

 JOHNSONHARDWOOD.COM (800) 910-3047

(866) 835-9859

Replacement Vinyl

Cutting on the Job

Jobsite scissors from Milwaukee Tool have iron carbide cutting edges for longer blade life.

The offset and straight scissors are tough enough to cut felt for wrapping pipes, insulation tape,

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rubber, and even metal pallet banding straps. Bolt lock technology prevents the blades from loosening over time, while an index finger groove enhances control.

 MILWAUKEETOOL.COM (800) 729-3878

August 2014

Crestline Windows & Doors’ Select Series 250 now includes pocket replacement vinyl windows, in double- and single-hung, casement, awning, single slider, bays, bows, and specialty-shaped.

Their design allows simple installation into an existing window frame, without removing interior trim. A sloping sill prevents water infiltration, while a constant force balance system enables smooth, quiet operation.

 CRESTLINEWINDOWS.COM (800) 552-4111

Building-Products.com

PVC Window Mouldings

Seal it Out

Intraguard sealing compound from W.R. Meadows seals and protect exterior concrete surfaces, including driveways, walkways and parking lots, from moisture and de-icing salts.

The product is also resistant to staining from oils, fuels and common chemicals. It also reduces the entrapment of dirt particles and other contaminants that cause soiling and discoloration.

Versatex’s PVC double-hung window sill mouldings are correctly profiled and ready to install.

The one-piece moulding saves labor by incorporating the actual sill and sill nose, two components usually assembled onsite. It also has a 1-1/4” profile, comes factory sanded and primed in 18’ lengths, and is individually bagged to stay clean through shipping and handling.

 VERSATEX.COM (724) 857-1111

 WRMEADOWS.COM (800) 342-5976

Quieter Walking

A semi-recessed sink from Gerber Plumbing Fixtures maximizes the use of space with a small footprint.

The North Point blends the best attributes of pedestal sinks with more traditional bathroom vanities. A secure attachment at the back of the sink provides added reinforcement.

QuietWalk underlayment from MP Global Products is SCS certified to have 94% pre-consumer textile content.

Engineered to enhance the performance of floating wood and laminate floors, the product meets or exceeds ILC, FIIC and STC sound ratings by dampening ambient sound from traveling into the room below.

It also features a moisture management system that wicks away sub-floor or incidental perimeter moisture and disperses it throughout the pad.

 GERBERONLINE.COM

 QUIETWALK.COM

Space-Saving Sink

(888) 648-6466

Building-Products.com

(888) 379-9695 August 2014

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39

FAMILY Business

By Wayne Rivers

Are you frustrated with the younger generation?

M

generation family business members report that they’re frustrated, even disillusioned, with their potential successors. They say their successors just don’t seem to have the necessary levels of commitment to the business, and don’t appear to be inclined to learn all the things they need to know. In comparison to the senior generation, they’re lazy and disinterested in learning or coaching.

When young people agree to join their parents or grandparents in the family enterprise, they may or may not realize that in doing so they’re immediately 100% vested with the hopes, fears, and aspirations of the senior generation. They become the foundation upon which the legacy of both the family and the business will be constructed. That increases the pressures the senior generations feel when they begin to consider backing off and slowing down. Let’s take a quick look at some of the common frustrations family business parents feel and, more importantly, what to do about them.

ANY SENIOR

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“My kids don’t seem to have the same work ethic I did when I started out. They’re just not willing to put in the hours necessary.”

Today’s young people definitely have a different view of the amount of work hours it takes to be successful in business. This lament is almost universal in family enterprises when the generation gap becomes apparent.

There is a different societal norm for today’s 30-something family business executive. They are expected to be every bit as dedicated as their parents were, while simultaneously being expected to be at every dance recital, Little League game, and school pageant. They also expected to help out around the house with the children, the chores, the car pooling, etc.

Here are two simple suggestions.

First, develop the measurable, or metrics, by which you’ll evaluate your successors in their jobs. If they can get all the requirements of their jobs done at an acceptable level in 40 hours a week, they shouldn’t necessarily be August 2014

expected to hang around an additional 20 or 30 hours. If they’re coming up short in their job performance, you’ll have objective criteria for evaluation and corrective action.

Second, help your kids understand your position by exposing them to senior generation peers in a different family business. We’re not suggesting you send them there for employment, just talk. Hearing the perspective of other senior generation family business leaders could be valuable in opening the eyes of your children so they can understand the kind of work effort it truly takes to manage a thriving, growing enterprise.

Senior generation family business members must understand that it’s a different day. Today’s spouses won’t tolerate husbands or wives who are workaholics and rarely participate in normal, everyday family activities.

This is already apparent to some family business leaders. One commented that he was torn between his desire for his son to be in the office 80 hours a week and wanting him to be at home taking care of the grandchildren. By virtue of the amazing amount of hours and hard work you put in, your kids may not have to work as hard as you did. That’s a part of your gift and legacy to them.

“My kids just don’t seem to get it. They understand the operations side of the business, but they have no clue about the financials and the needs for a healthy balance between customer fulfillment and the bottom line.”

This frustration could stem from a simple lack of training or low skills development. The first step for improvement is to give your kids a skills assessment, or engage in gap Building-Products.com

analysis to figure out where they’re weak. Create a formal training plan for them to strengthen areas that need improvement. It could be something as simple as having your children sit down with your chief financial officer for one hour per week for tutoring, or you can engage in a more formal training plan by having them attend evening MBA classes or take other training courses.

It’s also important to chart out a career path for your successors so they’ll know what jobs they’ll need to master in the family business before they’ll be eligible to be senior managers. They’ll need immersion in all three functional areas: operations, sales and marketing, administration and finance. If they’re subpar in their understanding of any area, they’ll have a hard time maximizing the family company’s success.

“Frankly, I’m not sure my kids have what it takes to be successful in this or any other kind of business.”

This is a difficult thing for a parent to consider, but it may be that your kids are simply not competent to run a business on their own. A family business owner who was a football coach in a previous career put it this way: “When I coached football, I learned that parents aren’t objective about their children. Every parent thought their kid should be the star quarterback.” It’s awfully hard to be genuinely objective about our own children. If that’s a concern, you should undertake formal and informal analysis of your children’s competence.

There are many types of assessment tools for testing intelligence, business aptitude, personality type, problem solving ability, etc. You can also talk bluntly about your children’s futures (quietly and respectfully, of course) with your advisors and board members. If you come to the conclusion that your children may not be competent to run the business successfully, it’s incumbent on you as a steward to tailor your succession plan so it’s not dependent on your kids. You must take steps to protect your own financial future, as opposed to taking the grave risk of turning your company over to children incapable of running it.

always having minor differences over what to watch on television, where to sit at the dinner table, or whether or not the other’s acquaintances were appropriate. Mom and Dad were always around to referee and buffer between the children. When things got out of hand completely, parents exercised their moral authority, coupled with their physical size advantage, to march the children off to their rooms or ground them.

Unless the children have received formal conflict resolution training, they have few real tools for getting along with their siblings now that they’re grown. The fact is they have a lifetime of experience of not getting along with their siblings and having someone else mediate a solution. Get them formal communications education, and maybe even a coach, to help them understand each other better and find common ground.

One surefire observation about frustrations between the generations in family companies: It always relieves stress on the family and the business to take decisive action.

Whether it’s formal financial training, communication skills training, developing specific and measurable criteria by which you can evaluate your successors, or simply having your children talk to a senior generation family member from another company, taking action is the best recipe.

The worst thing the family can do is to have both generations stew in their frustrations over long periods of time, with no resolutions in sight. That’s a prescription for both family disharmony and business disaster.

– Wayne Rivers is president of the Family Business Institute, Raleigh, N.C. Reach him at wayne.rivers@familybusinessinstitute.com or (877) 326-2493.

Reprinted with permission of the Family Business Institute. No portion of this article may be reproduced without its permission.

“My kids are very smart, and I know they have the ability to run this company, but they just have a different level of desire. I’m worried about their lack of passion for the business.”

This frustration has several different sources. First, your successors may have a very different personality from you and may express their passion in ways that seem unclear or even strange. Some personalities, while they feel emotions as strongly as anyone else, simply don’t express them outwardly. Second, successors could be unclear about their own goals. They may not be sure about their own long-term career aspirations or whether or not they want to start a family now or later. Third, they may not see a clear path for themselves. While the senior managers may have a mental outline of a career path for junior executives, that doesn’t mean it’s been effectively communicated. It could be a case of definitions that aren’t well aligned. Understanding a successor’s personality and having clear, well-defined career goals will allow you to get a better handle on a successor’s commitment.

“My kids are smart and ambitious, but they can’t get along. They are always bickering over one little thing or another.”

Why would you expect your kids to get along? They didn’t when they were young. If you look back, they were Building-Products.com

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IN Memoriam Walter Alexander, 79, recently retired president of 23-unit Alexander Lumber Co., Aurora, Il., died June 20.

He learned the business from the ground up, working summers in the family’s lumberyards during the 1950s. After graduating from Yale University and serving two years in the military, he rejoined the company in 1964. He worked as manager of several yards, then as district manager before being named president in 1966.

He retired early this year.

He also served on the boards of Ideal Industries, Wausau Paper Corp., and Masonite Corp., which was founded by his family.

Joseph Merton Jarboe, 90, owner of Charlotte Hall Lumber Co., Charlotte Hall, Md., died July 4.

Willis Neal Cobb, 89, former owner of B.H. Cobb Lumber Co., Richmond, Va., died July 5.

He became president at age 21, after his father died. He decided to sell the yards and get out of the lumber business in the 1960s, after two fires.

George J. Schueller, 89, retired co-owner of Schueller Co., Edgar, Wi., died May 30.

He spent 20 years as a foreman with the family construction business, L.H. Schueller & Sons, before he and his brother Victor bought the compa-

ny, changed the name, and converted it into a lumberyard. He retired in 1987.

Johnny Maurice Gee, 86, former owner of Gee Lumber, Choice, Tx., died July 10 in San Augustine, Tx. He operated the company from 1950 until 1992.

Orpha Gulbranson Weymiller, 87, retired co-owner of Gulbranson Lumber Co., Spring Grove, Mn., died July 2.

She operated the lumberyard with her husband, Iver Gulbranson, continuing after his death in 1973. She later sold the business and worked for Roverud Construction, Spring Grove, until retiring.

Pleasant Hunter Dalton Jr., 89, former owner and president of Snow Lumber, High Point, N.C., died July 18 in Colfax, N.C. He began working at Snow Lumber in 1946, while still attending school.

In 1968, he became owner and president, serving until the business was sold in 1992.

He also served as president of the Carolina Lumber Dealers Association, president of the Southern Woodwork Association, and a director of the Architectural Woodwork Institute.

Arthur John Gauthier Sr., 71, owner of Gauthier Lumber Co., Spencer, Ma., died July 5.

Richard Ronnie Cook, 73, president and co-owner of C.C. Cook & Son Lumber, Reelsville, In., died July 4 in Reelsville.

He began working at the hardwood mill as a young adult, and he and his brother Charlie eventually acquired the business.

He served as president of the Indiana Hardwood Lumbermens Association in 1979.

Verlon W. Mueller, 90, former president and manager of Clark Lumber Co., Herington, Ks., died June 11.

He served as an Army staff sergeant during World War II. Willis Frederick “Bill” Waymack Jr., 87, longtime Texas lumberman, died May 20 in Richardson, Tx. He worked nearly 40 years in the Dallas, Tx., area.

Everett Earl Jordan, 92, owner of Jordan Lumber, Kingfield, Me., died June 24 in Kingfield.

During World War II, he served with the U.S. Army.

Glenn Steele, 89, retired salesman for Leesville Lumber, Leesville, La., died May 26 in Jasper, Tx. He served with the U.S. Navy during World War II. Ronald William “Sug” Shoffner, 71, retired plant manager for Shoffner Industries/Universal Forest Products, Burlington, N.C., died June 14.

Billy Carl Elliott Sr., 70, retired employee of Hoover Treated Wood Products, Pine Bluff, Ar., died June 30 in Little Rock, Ar. After serving in the U.S. Air Force, he spent 45 years with Hoover before retiring in 2009.

Ramon Echenique, 73, former consultant for Southern Forest Products Association, died July 14 in Xalapa City, Mexico.

After earning a PhD in forestry science from Yale University, he joined Universidad Nacional Autonoma de Mexico and conducted research aiding the country’s lumber industry.

From 1990 to 2007, he served as SFPA’s and American Softwoods’ senior consultant in Mexico. He was a member of Forest Products Society, Society of Wood Science & Technology, and International Academy of Wood Science.

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Building-Products.com

TALK Back We welcome your letters to the editor. Send comments to Fax 949-852-0231, david@building-products.com, or BPD, 4500 Campus Dr. #480, Newport Beach, Ca. 92660.

ONCE A PUN A TIME

I continue to get a kick out of your Mungus-Fungus Forest Products spoof. I wonder how you keep coming up with new ideas.

Being a somewhat old duck myself, I recall the Jiggs and Maggie comic strip of my boyhood. One of their friends was a couple called Mr. and Mrs. Horace Ansaddle.

Perhaps you can incorporate that in your column?

Keep up the good work.

Donald Bradley President Wholesale Forest Products, Rye, N.H.

MONOPOLIZED LUMBER, INC.

After reading your article, “Complain, Then Complain Some More” (July, p. 6), I was left thinking how similarly we both shop in our personal lives. I also started thinking about vendors that I use everyday while buying products for my company and reflecting on how different they are from my personal life. Sure, we all have relationships with people that we consider great allies or friends. I even deal with people everyday I don’t even like (and maybe some people that don’t like me?)!

But as time goes on, companies get bought by other companies, or dominated by other companies, etc. These are the companies that get infuriating to deal with. I’m going to name names… Monopolized Lumber, Cornered Market Lumber, Regional Represented Outlet, Niche Specialties. You all know them. They are usually represented by someone whose product knowledge I don’t respect, whose business practices I don’t respect, who never follow through with their promises, who continue to add hoops to jump through just to buy their product, who never ever show one moment of remorse. And why should they? I, the customer, am stuck doing business with a company that does not seem to care about my company.

Trust me, I’ve tried to figure solutions around them, but sometimes there is no alternative. I complain to the company directly. I complain to our friends and competitors who also deal with them and who all have similar stories of poor service. It’s like complaining at the DMV. I feel like

Building-Products.com

my ears are getting red just writing this while I fixate on a couple companies that are on the top of my head. Surely, it’s not just me. Or maybe it is true—maybe they just don’t like me?

Chris Tritschler Buyer Channel Lumber Co., Richmond, Ca.

ASSOCIATION Update Florida Building Material Association has scheduled its annual convention and products expo for Aug. 20-22 at Rosen Shingle Creek Resort & Convention Center, Orlando, Fl. Highlights include the Tom Snead Classic golf tournament, kick-off reception with keynote speaker Mark Mayfield, and Hall of Fame luncheon to honor old-timers.

Construction Suppliers Association holds its annual meeting Sept. 11-12 at Callaway Gardens, Pine Mountain, Ga. Insight meetings covering “Strike into Safety & Transportation Compliance” will be held Oct. 21 in Pearl, Ms., and Oct. 22 in Baton Rouge, La. Builders Supply Association of West Virginia’s annual golf event is Sept. 18 at Lakeview Golf Resort & Spa, Morgantown, W.V. Kentucky Building Materials Association kicks off its annual Congleton Cup golf tournament Sept. 25 at Quail Chase Golf Club, Louisville, Ky. Vermont Retail Lumber Dealers Association will hold its annual meeting Oct. 24-25 at Equinox Resort, Manchester Center, Vt. Mid-America Lumbermens Association and Northwestern Lumber Association are organizing a Sept. 28Oct. 3 mill tour through New England.

Participating mills are Taylor Mill, Derry, N.H.; Hancock Lumber, Casco, Me.; Boise Cascade, Sacco and Biddeford, Me., and DuraLife, Biddeford. Along the way participants will also explore scenic drives, state parks, (Please turn to next page)

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ASSOCIATION Update

Thompson Research Group, to speak at its annual Industry Summit Oct. 2830 at the Hard Rock Hotel, San Diego, Ca. She has over 15 years of experience analyzing, modeling and advising investors on the construction material industry.

A highlight of the event will be a tour of the nearby Dixieline Lumber/ ProBuild yard.

(Continued from previous page)

walking/eating tours, and a brewery tour and tasting.

NLA is also prepping several sporting events—golf tourneys Aug. 14 at Jewel Golf Course, Lake City, Mn., and Aug. 25 at Royal St. Patrick’s Golf Links, Wrightstown, Wi., as well as sporting clay Sept. 25 at Crooked Creek Gun Club, Aurora, Ne.

Southern Forest Products Association will hold its annual meeting Oct. 5-7 at Francis Marion Hotel, Charleston, S.C. Speakers will include Brendan Lowney, Forest Economic Advisors, on “Is the Lumber Super-Cycle in

National Lumber & Building Material Dealers Association has booked Kathryn I. Thompson, c.e.o. and director of research at the

Jeopardy?”, and Kathy Edwards, Global Business Solutions, on “Using Credit to Increase Export Sales.”

North American Wholesale Lumber Association will present its Wood Basics Course Sept. 8-11 at Oregon State University, Corvallis, Or. American Wood Protection Association will hold its annual fall conference Sept. 14-17 at Westin Harborview Hotel, Portland, Me. Composite Panel Association hosts its fall meeting Sept. 14-16 at Roosevelt Hotel, New Orleans, La.

PRODUCTS FOR SALE

CLASSIFIED Marketplace

PRODUCTS FOR SALE

Rates: $1.20 per word ( 2 5 Rates: $1.20 per word (25 word min.). Phone number counts as 1 word, address as 6. Centered copy/headword line, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished “camera-ready” (advertiser sets type), $65 if we set type. Questions? Call (949) 852-1990.

Send ad to Fax 949-852-0231 or david@building-products.com. Checks payable to Cutler Publishing.

Deadline: 18th of previous month.

To reply to ads with private box numbers, contact box number shown, c/o BPD, 4500 Campus Dr. #480, Newport Beach, Ca. 92660. Names of advertisers using box number cannot be released.

HELP WANTED

SHAVER WOOD PRODUCTS Southern Yellow Pine Timber Production

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

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

HELP WANTED

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

TRI-STATE LUMBER CO.

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

JOIN OUR WINNING TEAM! CEDAR CREEK is looking for a few good men and women. We believe that our great people are the key to our company’s success. Aggressive growth has created Sales, Operations and General Management opportunities across Cedar Creek’s expanding footprint.

Consequently, we’re looking for the very best people in our industry to help staff and grow our new and existing distribution centers across the country. Please contact us if you: • Have a successful track record • Can relocate for the right opportunity • Desire earnings and responsibility commensurate with your ambition • Are experienced in lumber and/or building products sales or operations For more information about Cedar Creek, please go to www.cedarcreek.com. If you’re interested in learning more about how you may become a key player on our winning team, please email your resume to abostic@cedarcreek.com for a confidential review of your qualifications.

HELP WANTED

REPRESENTATIVES WANTED: High REPRESENTATIVES WANTED: High earning potential for reps calling on building material dealers offering a new dimension in application of cedar shake or similar applications. Our stainless steel coils is a repeat business sold to many buyers, including the majors.

Call for information. Todd, (877) 226-3948 or email: curtisnailwire@gmail.com.

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

WANTED TO BUY WE BUY AND SELL PANEL STRIPS Plywood, OSB, particleboard and MDF by the truckloads. Lumber Source, Phone (800) 874-1953, Fax 888-576-8723, email LumberSource@hotmail.com.

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

Michigan Lumber & Building Materials Assn. – Aug. 6, 125th annivesary celebration with actor Jeff Daniels, Eagle Eye Conference Center, E. Lansing, Mi.; Aug. 7, golf outing, Hawk Hollow Golf Course, Lansing, Mi.; (513) 394-5225; mlbma.org.

Indiana Lumber & Builder’s Supply Association – Aug. 7, 20th annual Sycamore Scramble golf tournament, Oak Tree Golf Course, Plainfield, In.; (317) 875-3737; www.ilbsa.org.

HDW Inc. – Aug. 8-10, dealer market, Shreveport Convention Center, Shreveport, La.; (800) 256-8527; www.hdwinc.com.

Forest Products Society – Aug. 10-12, international convention, Quebec City, P.Q.; (608) 231-1361; www.forestprod.org.

Lumbermens Merchandising Corp. – Aug. 13, LMC Hardware Express, McCormick Place, Chicago, Il.; (610) 293-7121; lmc.net.

Vermont Retail Lumber Dealers Assn. – Aug. 13, golf, Neshobe Golf Course, Brandon, Vt.; (800) 292-6752; www.nrla.org.

Central New York Retail Lumber Dealers Association – Aug. 14, 9th annual clambake, The Spinning Wheel, North Syracuse, N.Y.; (800) 292-6752; www.nrla.org.

Lumbermens Merchandising Corp. – Sept. 10-11, dealer exchange, Marriott Downtown, Providence, R.I.; (610) 293-7121; www.lmc.net.

Construction Suppliers Association – Sept. 11-12, annual meeting, Callaway Gardens, Pine Mountain, Ga.; (678) 674-1860; www.gocsa.com.

New York & Suburban Lumber Association – Sept. 12, joint annual meeting with Long Island Lumber Association, Villa Lombardi’s Restaurant, Holbrook, N.Y.; (800) 292-6752; www.nrla.org.

Hoo-Hoo International – Sept. 13-16, annual convention, Flamingo Hotel, Santa Rosa, Ca.; www.hoohoo.org.

Composite Panel Association – Sept. 14-16, fall meeting, Roosevelt Hotel, New Orleans, La.; (301) 670-0604; www.compositepanel.org.

American Wood Protection Assn. – Sept. 14-18, fall meeting, Westin Harborview, Portland, Me.; (205) 733-4077; awpa.com.

Ace Hardware Corp. – Sept. 17-19, fall market, O.C. Convention Center, Orlando, Fl.; (630) 990-7662; www.acehardware.com.

Builders Supply Association of West Virginia – Sept. 18, golf tournament, Lakeview Golf Resort, Morgantown, W.V.; (304) 342-2450; www.bsa-wv.com.

Northwestern Lumber Association – Aug. 14, golf, The Jewel Golf Course, Lake City, Mn.; (763) 595-4053; www.nlassn.org.

Northeastern Lumber Manufacturers Association – Sept. 18-19, golf outing, Red Jacket Inn, North Conway, N.H.; (207) 829-6901; www.nelma.org.

Orgill – Aug. 14-16, fall market, McCormick Place, Chicago, Il.; (901) 754-8850; www.orgill.com.

Blish-Mize Co. – Sept. 19-20, fall market, Overland Park Convention Center, Overland Park, Ks.; (800) 995-0525; blishmize.com.

Handy Hardware Wholesale – Aug. 14-16, dealer market, Henry G. Gonzalez Convention Center, San Antonio, Tx.; (713) 644-1495; www.handyhardware.com.

Kentucky Building Materials Association – Sept. 25, Congleton Cup golf tournament, Quail Chase Golf Club, Louisville, Ky.; (800) 844-1774; www.kbma.net.

Northeastern Young Lumber Execs – Aug. 20, day at the races, Saratoga Race Course, Saratoga Springs, N.Y.; (800) 292-6752; www.nrla.org.

Northwestern Lumber Assn. – Sept. 25, sporting clay, Crooked Creek Gun Club, Aurora, Ne.; (763) 595-4053; www.nlassn.org.

Florida Building Material Association – Aug. 20-22, convention & trade show, Rosen Shingle Creek, Orlando, Fl.; (352) 383-0366; www.fbma.org.

International Woodworking Fair – Aug. 20-23, Georgia World Congress Center, Atlanta, Ga.; (404) 693-8333; iwfatlanta.com.

Southern Pressure Treaters’ Assn. – Aug. 21-23, summer meeting, Big Cedar Lodge, Branson, Mo.; (601)405-1116; spta.org.

Florida Hardware Co. – Aug. 23-24, market, Doubletree Hotel, Orlando, Fl.; (904) 783-1650; www.floridahardware.com.

Northwestern Lumber Assn. – Aug. 25, golf, Royal St. Patrick’s Golf Links, Wrightstown, Wi.; (763) 595-4053; www.nlassn.org.

New Hampshire Retail Lumber Association – Aug. 28, golf, Lake Sunapee Country Club, New London, N.H.; (800) 292-6752; www.nrla.org.

National Assn. of Women in Construction – Sept. 3-6, annual convention, Indianapolis, In.; (800) 552-3506; www.nawic.org.

Western Red Cedar Lumber Association – Sept. 4, Cedar Summit, Whistler Conference Center, Whistler, B.C.; (866) 7789096; www.realcedar.com.

BC Wood – Sept. 4-6, Global Buyers Mission, Whistler Conference Center, Whistler, B.C.; (877) 422-9663; www.bcwood.com.

Retail Lumber Dealers Association of Maine – Sept. 5-7, joint annual meeting with New Hampshire Retail Lumber Association, Portsmouth, N.H.; (800) 292-6752; www.nrla.org.

New Jersey Home Show – Sept. 5-7, Garden State Exhibit Center, Somerset, N.J.; (888) 433-3976; www.acshomeshow.com.

Raleigh Home Show – Sept. 5-7, Raleigh Convention Center, Raleigh, N.C.; (888) 433-3976; www.acshomeshow.com.

Moulding & Millwork Producers Association – Sept. 8-11, East Coast mill tours, Marriott at Penn Square, Lancaster, Pa.; (530) 661-9591; www.wmmpa.com.

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ADVERTISERS Index

IDEA File Something to Crow About Finding an unusual mascot has proven a

boon to Gecko Hardware, Dallas, Tx., in getting the store attention and luring customers back.

Prince George is a Buff Orpington rooster who is typically perched at the front of the store. He also occasionally roams the aisles and every morning is tethered by a leash and taken for a walk outside.

Gecko co-owner Andrea Ridout reports foot traffic rose considerably on weekends once shoppers noticed that the rooster enjoys visitors. She said George, unlike any other rooster she has known, likes to cuddle.

George also regularly visits schools and senior citizen homes. A local bookstore even held a chicken meetup event.

He was born on March 27, 2013, and was purchased at the store by a little girl named Abbi. The child called him “Queen Elizabeth,” thinking that he was a little hen. When “Elizabeth” was about four months old, “she” started crowing, and Abbi realized that “she” was a “he.” So, the store agreed to take him back.

Gecko received an exemption from the city allowing it to keep a feathered animal on the premises.

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

Allura [www.allurausa.com] ............................................................3 Arch/Lonza [www.wolmanizedwood.com]...........................Cover I BlueTarp [www.bluetarp.com].......................................................30 Center-Line Group [www.center-linetrailers.com] ......................42 Crumpler Plastic Pipe [www.cpp-pipe.com] ................................45 Custom Lumber Manufacturing [www.plantationcypress.com] ..4 Everwood Treatment Co. [everwoodtreatment.com] .........Cover II Hancock Lumber [www.hancocklumber.com].............................31 Interfor [www.interfor.com] ...........................................................29 Jaaco Corp. [www.jaaco.com].......................................................43 KOMA Trimboards [www.komatrimboards.com] ........................11 Kop-Coat [www.kop-coat.com] .......................................................5 Leonard Lumber [www.leonardlumber.com] ...............................27 North American Wholesale Lumber Assn. [www.nawla.org] .....15 PPG Machine Applied Coatings [www.ppgpro.com].....................7 Pacific MDF Products Inc. [www.pactrim.com] ..........................41 Pennsylvania Lumbermens Mutual Insurance [plmins.com] .....19 Regal Ideas [www.regalideas.com]...............................................28 Roseburg Forest Products [www.roseburg.com] .......................23 Siskiyou Forest Products [siskiyouforestproducts.com]...........17 Smith Millwork [www.smithmillwork.com]...................................33 Swanson Group Sales Co. [www.swansongroupinc.com].........21

A FARMER customer pays a visit to the Dallas hardware store’s rooster mascot.

TLC Mouldings [www.tlcmouldings.com]..........................Cover IV TruWood-Collins [www.truwoodsiding.com] ........................8A-8B

Coming Soon in BPD SEPTEMBER

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Building Products Digest

OCTOBER

◊ NeLMA Eastern White Pine Special Issue

◊ NAWLA Traders Market Preview

◊ OSB, Panels & Plywood

◊ Hardwoods

◊ Redwood & Cedar

◊ Computers & Technology

◊ Nails & Fasteners

◊ Stairs & Millwork

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