BPD
THE YEAR IN OSB CEDAR & REDWOOD EASTERN WHITE PINE SPECIAL ISSUE SEPTEMBER 2014
Building Products Digest
INDUSTRY NEWS & MONEY-MAKING STRATEGIES FOR LUMBER & BUILDING MATERIAL DEALERS & DISTRIBUTORS
BPD
September 2014
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Building Products Digest
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In Every Issue 6 TOTALLY RANDOM 16 COMPETITIVE INTELLIGENCE 18 OLSEN ON SALES 44 MOVERS & SHAKERS 45 APP WATCH 46 NEW PRODUCTS 50 FAMILY BUSINESS 51 ASSOCIATION UPDATE 52 IN MEMORIAM 52 CLASSIFIED MARKETPLACE 53 DATE BOOK 54 IDEA FILE 54 ADVERTISERS INDEX
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Building-
TOTALLY Random By Alan Oakes
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Building Products Digest www.building-products.com
Hey, I’m not dead yet!
I
HOPE MOST of you were able to get a break this summer and enjoy some time off. I was fortunate to return to Europe to visit family. The EU economy still does not feel quite right or strong. Coupled with the issues in Putinland and the Middle East, I am concerned about an impact here in the short- and mid-term. Certainly, other nations look to a strong U.S. economy to pull them through. Being back in the Old World provides a perhaps appropriate opportunity to get a few things off my aging chest. Yes, sometimes it is no fun getting old. Yes, my doctor is my new best friend, my back aches, I nap after dinner, I forget things, the waist line gets bigger, and the elastic waist band is a relief, but I am still the bundle of joy I have always been. I may no longer love everything the young do, but I am pretty good with technology, still sing the latest hits on my way to work (badly), I still like to party (as some of you can attest), and I am often the last to leave at the end of the night! So I recently read that there are 100 million of us over 50 in this country and that we possess more than 70% of the disposable income. We buy two-thirds of the cars, over half of the computers, and we pay the stars’ exorbitant earnings by buying over a third of all movie tickets. We love to travel (about 80% of premium travel) and we have found the likes of Amazon by buying $7 billion online. Indeed, if we were a country, our age group would represent the world’s third largest economy. In my household, we fit all of the above profiles. We like to go out and eat. We continue to spend a small fortune remodeling the house. We also try to do our best to support the local economy. So why the column? Well, according to most marketers, we do not exist. We do not count. We have been written off! And I am not going to take it anymore! Everyone markets to the young, which is fair enough, but why forget us? Many of us will be living until our mid-80s (well, that is what I am planning for and hopefully longer) and there will be a lot of spending between then and now. Stats show that despite being a third of the economy, our age group is targeted by just 5% of market spending. What a mistake! Nielsen calls our generation “the most valuable generation in the history of marketing.” With a projection that our 50+ age group will grow by 34% between now and 2030, it appears that companies are missing out big time. When the term “baby boomers” was coined back in the 1970s, we were the ones viewed as spenders who shunned the frugal life of our parents. Guess what, that has not changed. We still spend, we still travel, we still eat out, we still have our memberships to all types of organizations, we still use technology, we still buy cars, we still repair and improve our homes (I’m tiling two rooms now), we still read newspapers, we still watch television, and now you find us on the web, too (and since we often have more free time, we are easily marketed to). There is no reason I do not want to buy the latest headset or laptop. Have you ever seen our age group in an ad for a sports car? We may have 50 shades of gray, but in reality advertisers only have eyes for 18to 30-year-olds. Admittedly, what we may buy might be different than other generations, but we can make an awful lot of money for those who recognize our value. Again, the 50- and 60-year-olds of today are the 40- and 50-year-olds of yesterday, with our improving longevity and longer active years. So enough, I argue, as I head off to physical therapy.
Alan Oakes, Publisher ajoakes@aol.com
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Building Products Digest
September 2014
A publication of Cutler Publishing
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 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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Building Products Digest
September 2014
Building-Products.com
INDUSTRY Trends Medium Density Fiberboard
Buyers adjust to rising MDF prices
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it trickier to procure medium density fiberboard, as resurgent demand causes prices to rise, according to a new IBISWorld report. “Growing demand for MDF has allowed suppliers to increase their prices, lowering buyer negotiation power,” explains IBISWorld procurement analyst Jesse Chiang. She gives MDF a buyer power score of 2.9 out of 5, reflecting moderate negotiating conditions for buyers. MDF price movements depend largely on residential and nonresidential expenditure levels, as well as private spending on home improveUYERS ARE FINDING
ments—all of which have grown sharply over the last three years. Rising prices are restraining buyer power because buyers are less able to delay contractual decisions with prices increasing continuously. Instead, buyers must negotiate contracts to lock in lower prices. Prices are forecast to grow substantially over the three years to 2017, which will continue to reduce buyer power in the coming years. Price increases for inputs such as lumber also led to price growth for MDF, limiting negotiation flexibility for suppliers that struggled to maintain profitability. Consequently, buy-
MDF PANEL buyers facing rising prices do have a few options, including finding substitute goods, switching suppliers, and improving inventory planning. (Photo by Fordac) Building-Products.com
ers are left with fewer opportunities to arrange favorable deals and negotiate lower prices. Additionally, moderate market share concentration and product specialization have created a tougher purchasing environment for buyers. “Large, vertically integrated operators have significant market power, while moderate product specialization reduces buyers’ ability to locate suppliers capable of satisfying their specific product requirements,” says Chiang. Nevertheless, buyers do have some considerable advantages. The high availability of substitute goods ensures that buyers are not forced to accept major concessions in their contracts because of their ability to switch to other suppliers that distribute alternative building materials. Secondly, low switching costs limit suppliers’ ability to charge higher prices. Lastly, despite high demand driver volatility, volatility in prices for MDF products has been low. This factor has benefited buyers by making inventory planning and budget forecasts easier. MDF is an engineered wood product made of a mixture of wood fibers, resin and wax. It does not have knots or grain patterns, making it easy to work with in many building applications. Due to its strength and comparatively low cost, furniture manufacturers use MDF as a substitute for hardwood products. The top four MDF vendors are Louisiana-Pacific, Weyerhaeuser, West Fraser Timber, and Plum Creek Timber.
September 2014
Building Products Digest
9
FEATURE Story The Year in OSB
OSB makers keep output high despite slipping prices
T
HE PAST 12 months have seen OSB manufacturers maintaining high production levels, gambling on a resurgent housing market. According to Random Lengths, so far this year, North American OSB production is up 8.4% compared to the first six months of 2013. Yet, without the expected spike in demand, over the last 18 months, the OSB Composite
Price has fallen nearly in half—from $438 at the start of 2013 to $233 in early August. (During the same period, plywood prices rose.) Industry leader LOUISIANAPACIFIC, Nashville, Tn., operates 11 OSB plants in the U.S. and Canada (plus one in Brazil and two in Chile), generating net OSB sales in 2013 of
OSB PRICES surged last year, causing mills to ramp up production—and keep them running at high levels, despite declines in 2014. (Photo by LP)
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Building Products Digest
September 2014
$1.1 billion (representing over half the company’s overall sales). LP appeared poised to grow even larger, with its planned acquistion of Ainsworth Engineered’s four plants. The deal would have given LP a 63% share of the OSB market in the Pacific Northwest and a 55% share in the Upper Midwest. But in May, after eight months of wrangling with governmental antitrust concerns, LP abandoned its takeover bid. “We believe this transaction would have led to positive outcomes for customers, employees and shareholders, and fundamentally disagree with the analysis by antitrust agencies of the competitive dynamics of our agency,” said LP c.e.o. Curt Stevens. In other OSB news, LP’s Peace Valley mill in Fort St. John, B.C., hopes to gain approval by the end of this year to use a new type of wood resin—MDI (methylene diphenyl diisocynate) rather than formaldeyde. NORBORD, Toronto, Ont., owns nine OSB facilities in North America, plus one each in Belgium and Scotland. In 2013, its OSB mills produced at approximately 75% of installed capacity, compared to 70% in 2012. North Amerian OSB shipments rose 7%, with 2014 expected to be even busier. Norbord restarted its OSB mill in Jefferson, Tx., in mid-2013 and ramped up to full capacity by the fourth quarter. It is also rebuilding the press line at Building-Products.com
GEORGIA-PACIFIC, Atlanta, Ga., has been operating six of its nine OSB plants. Its mill in Skippers, Va., was mothballed three years ago, while plants in Grenada, Ms., and Mt. Hope, W.V., were shut down three years ago. TOLKO, Vernon, B.C., is back up to three operational OSB plants, with the restart of its Athabasca mill in
Slave Lake, Alb. The huge facility, which opened in late 2008 before closing months later due to poor market conditions, restarted in December 2013 and is expected to reach full production capacity by the first quarter of next year. Late last year, Tolko also acquired full ownership of the Meadow Lake OSB mill in Meadow Lake, Sask., per the terms of its original limited partnership contract signed in 2001 with the government of Saskatchewan and several aboriginal stakeholders. HUBER ENGINEERED WOOD, Charlotte, N.C., owns five OSB mills. ROYOMARTIN, Alexandria, La., is moving into its seventh year of operation at its OSB facility in Oakdale, La. The company has been FSC-certified by the Rainforest Alliance since 2002, and has completed 2014 FSC chain-of-custody and forest management annual audits with the alliance. ARBEC FOREST PRODUCTS, St.-Leonard, P.Q., operates an OSB mill in St. Georges de Champlain, P.Q., which was idled from Aug. 2-21.
D
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WEYERHAEUSER, Federal Way, Wa., saw its six North American OSB plants increase production by 8.44% last year, from 2.511 billion sq. ft. in 2012 to 2.723 billion in 2013, reaching 90% of capacity. Sales rose 10.5%, from $2.508 billion in 2012 to $2.772 billion in 2013. Sales kicked off a notch behind in 2014. “Severe winter weather dampened the start of the spring building season,” said Doyle Simons, who became president and c.e.o. last year. The year has marked one milestone—Weyerhaeuser’s OSB mill in Edson, Alb., is celebrating 30 years of operation, reportedly making it the first OSB plant in Canada to do so.
AINSWORTH ENGINEERED, Vancouver, B.C., is regrouping, following the collapse of the proposed acquisition by LP. In 2013, Ainsworth’s four Canadian OSB plants generated sales of $488 million—19.2% higher than 2012, thanks to significantly higher OSB prices. Production was, however, slightly down (0.7%) compared to the year prior, due to maintenance downtime and transportation issues. Late last year, the company restarted its OSB mill in High Level, Alb., which had been indefinitely curtailed six years ago. The company also recently reintroduced two popular OSB products under its new OSC XL brand: OSB XL 9 ft. and 10 ft. panels in multiple thicknesses and custom lengths.
R AP BE
its curtailed Huguley, Al., mill to prepare it for a possible restart in mid2015, if demand increases. The company is not planning to restart its mill in Val-d’Or, P.Q., this year, but will continue to monitor market conditions. “In North America, homebuilding activity continues to improve,” said president and c.e.o. Peter Wijnbergen. “But the pace has been held back by labor availability and a lack of entrylevel buyers, and OSB prices have been disappointing.”
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September 2014
Building Products Digest
11
MARGIN Builders Western Red Cedar
Dealers help shape western red cedar sales tools
RETAILERS and consumers can draw on a range of collateral material, installation guides, and specifying guides to sell more western red cedar. (Photos courtesy WRCLA)
F
annual general meeting in Kelowna, B.C., the Western Red Cedar Lumber Association invited six retailers with broad regional representation to an open panel session and discussion on evolving business trends. This group of industry experts responded to a list of prepared questions designed to explore the role of the retailer and identify areas of opportunities to impact western red cedar’s competitiveness and facilitate sales on the OR ITS RECENT
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Building Products Digest
retail floor. The panel consisted of Mike Dunn, president of Dunn Lumber, Seattle, Wa.; Skip Dierdorff, Northwest area manager for Alpine Lumber, Steamboat Springs, Co.; Rob Myckatyn, inventory manager and purchaser at Standard Building Supplies, Burnaby, B.C.; Tim Priddle, president of The WoodSource, Manotick, Ont.; Sean Stevens, owner of M&M Lumber, Tulsa, Ok., and Shane Smith, president of Speonk Lumber, Speonk, N.Y. September 2014
Each member of the panel was given four questions prior to the session that covered areas on how western red cedar is faring relative to overall sales; changes in the role between retailer, distributor and supplier; resources that would help their sales force sell WRC, and steps needed to improve returns on WRC sales and capitalize on rising demand trends. As would be expected given the breadth of retail locations and types of businesses, the answers covered a lot of ground, but the information that came from the discussion provided excellent insights into improving WRC sales, and created the foundation for an actionable plan—appropriately called the WRCLA Retailer Response Plan—for the association to move forward with. There was unanimous agreement from the panel (and members of the audience) that any plan to help sales at the retail level needs to reach the customer prior to them walking into the store. As most of us in retail can attest, when a builder or d-i-y homeowner walks into a retail location, the majority will already have a shopping list of materials in hand, and aren’t likely to change their decision over what they already have in mind. Knowing this, WRCLA developed online surveys and research targeting three audiences—d-i-yers, custom home builders, and architects—to better understand each group’s awareness Building-Products.com
of WRC’s range of uses and applications, the factors of greatest importance to them (e.g., natural beauty, affordability, etc.), and how to make it easier to specify and use in design and application. The research results will be used to better develop messaging and programs “to put WRC on the shopping list” before the customer walks into the store. As to the resources that directly engage the retailer, the WRCLA and its advertising agency, Bare Advertising & Communications, developed a host of tools that can be tailored to each retailer’s or distributor’s specific needs. Here’s an example of what’s available to service affiliate members:
Online Content Integration
WRCLA’s website, RealCedar.com, has a wealth of information to help consumers choose WRC over other products and specify materials. This content is made available for integration into the retailer’s website. It can be designed as a single page, added to existing materials, or even become its own microsite.
Cedar 101 Video
A short, consumer-friendly “Everything You Wanted to Know About Cedar” video is being developed for use on retailer sites to help specify WRC. It illustrates the difference between clear and knotty, shows popular dimensions and suggestions for decking and siding, provides a brief overview of cedar’s green benefits, and can link the consumer to product-specific pages on the retailer’s site.
Real Cedar Retail App
WRCLA is releasing a pilot launch of its retail training application that will help retailers and consumers specify Real Cedar (WRCLA’s branded products).
Take 5 Training Curriculum
Short, FAQ-style quick-tip mini cards are available to retailers and staff for self-administered training and tests.
Real Green Promotion Program
With the growing consumer interest in environmentally friendly products, WRCLA recently launched its Real Green program to address common misconceptions about western red cedar’s green qualities against competitive composite products. Materials include educational handouts and video content backed by Life Cycle Assessments and Environmental Product Declarations highlighting WRC’s position as king of green building materials.
CONTENT from RealCedar.com can be integrated onto retailers’ own websites.
Increased Retailer Presence on RealCedar.com
Consumers can already use the retailer locator on RealCedar.com to find the member closest to them, but a number of new tactics are being employed, such as online editorial content with the retailer, case studies, and blog content to further connect the consumer with the retailer.
Online Video Library
WRCLA has a growing collection of how-to, FAQ, and informative videos on RealCedar.com and its YouTube channel that can be linked to retailers’ sites.
Online Retail Resources
Downloadable retail resources on RealCedar.com, such as co-op ad mats, print-ready marketing materials, and training resources are available on demand. It’s a program that should be worthwhile following as WRCLA takes proactive steps to grow WRC’s competitiveness and value position in an evolving market. HOW-TO VIDEOS on RealCedar.com’s YouTube Channel can be linked to or hosted on retail sites. Building-Products.com
– To learn more about WRCLA’s Retailer Response Plan and progress, attend the WRCLA-hosted session Nov. 14 at NAWLA’s Trader Market in Chicago or contact realcedar.com/contact. September 2014
Building Products Digest
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PRODUCT Spotlight By Charlie Jourdain, California Redwood Association
Redwood enhances the beauty and lasting quality of any project
H
AVE YOU ,
or any of your friends in the business, ever been approached by a customer who says, “That composite deck is just beautiful! I can’t wait to get some chairs or a garden bench made out of the same stuff.” I didn’t think so. Compared to redwood, which is naturally beautiful and durable, with a structural integrity that can’t be replicated, composite lumber suffers. It’s no wonder that redwood is used in a wide variety of home projects, while composite lumber just is not. In fact, redwood is the ideal wood product for just about any home project—indoors or out. With its natural resistance to shrinking, warping and checking, using redwood lumber on your project means you built it to last a long, long time. Whether the project is furniture, cabinetry, planters, fences, trellises, pergolas, buildings, and, of course, decks, there are a wide variety of redwood boards, siding and timbers for almost any application suitable for wood. And since redwood is naturally durable, it is the ideal choice for use in garden beds, planter boxes and greenhouses for organic gardens. For professionals working with redwood, they’ll agree that redwood as a product provides greater flexibility of application than man-made products. It’s a material that’s easier to cut, won’t bend or warp, and can be left natural or stained to complement a customer’s chosen color palate. Over the years, redwood can be restored repeatedly with minimal effort and cost. Not only is it beautiful to look at and beautiful to work with, redwood is also a beautiful thing for helping the envi-
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Building Products Digest
September 2014
ronment. You can’t say the same thing about composite lumber. Compare the energy consumed to harvest and manufacture redwood (a renewable resource) to the process required to produce plastic/composite decking (consuming nonrenewable oil resources), and it’s pretty clear that a natural product is far preferable. Consider: Redwood trees need soil, sun and water to grow. No oil wells are drilled for raw materials that a plastic-composite deck needs. As these trees grow, they capture and store carbon, essentially cleaning the air around them. That carbon is locked in; even after harvesting and milling, a redwood deck retains that carbon. A plastic-composite deck consumes 15 times more energy than a redwood deck—and 87% of that energy comes from nonrenewable fossil fuels, a major source of carbon emissions. Even when redwood lives out its usefulness, the lumber is biodegradable, returning to the earth to help make more trees. Composite decking is not recycled; it is often sent to the landfill. Redwood can inspire great ideas, and then be the perfect material to make that idea reality. The versatility and durability of redwood is a quality that can’t be matched in nature or a laboratory. For the project that may be just the beginning for a customer, recommending redwood ensures the look and feel of the project will be consistently harmonious, start to finish. – Charlie Jourdain is president of the California Redwood Association. Reach him at charlie@calredwood.org or (888) CAL-REDWOOD. To learn more about redwood, visit www.calredwood.org. Building-Products.com
Working for you.
Randy Sturgill Coquille Plywood Plant Manager 31 years
Engineered Wood Products Real Wood Siding www.Roseburg.com 800.245.1115
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Lumber
Softwood Plywood
COMPETITIVE Intelligence By Carla Waldemar
True to their roots
I
T’S A LUMBERMAN’S version of Back to the Future. In 1946, Benny Friedman opened a building center in Petaluma, Ca. In 1971, he launched a second Friedman’s Home Improvement in nearby Santa Rosa, shuttering the Petaluma site when the building’s dilapidated state and insurance hassles forced a decision upon him. By 1993, his son Bill—next up at bat—had opened a store in Sonoma, then another in Ukiah in 1996. But a soft spot remained in everyone’s heart Petaluma, where it all began. Well, as they say in the movies, they’re baaaack! After years of watching, scouting and waiting, a suitable location at last arose when a proposed Lowe’s failed to materialize. Backed
by strong support from the town fathers, Friedman’s in Petaluma’s new Deer Creek Valley Shopping Center opened in May—in time to welcome Bill’s son, Barry, as the company’s new president-cum-c.e.o. (Bill retains his seat on the board and post as premier mentor.) So, full circle: Store #4 re-blossoms in location #1. Never mind that Barry is just 30something. He’s been around the block a time or two. Just as his dad did before him, he grew up sweeping sawdust, bagging purchases, and corralling carts. But, after earning a business degree in college, wild oats prevailed over white pine. “I spent three years on the NASCAR team in North Carolina, then with a whitewater raft-
ing outfit in Montana. But I always knew I’d come back. When my folks called, in 2004, and said, ‘No pressure—but we’d love to have you,’ that sealed it. “I started from the ground up, cashiering, then spent time in each department, including the support functions,” gaining more and more responsibilities, including assisting with the remodeling of the Sonoma store, Barry says. He earned a management position in 2008, then advanced to v.p. of operations the following year. So when the time came, with the blessing of his dad, he took the helm of the whole enchilada. “I’d been mentored by so many here, and they all believed in me, or I would not be in this position.” His management style is all his own. “My grandfather was a people person, loved the place. And Dad’s a products guy, an amazing merchant.” For Barry, it’s all about the staff, 600strong by now. “I believe in the team concept (I was captain of my college football team)—doing things together, seeing people grow. We’re in the relationship business,” he denotes his line of work. “We’ve built a strong reputation in the community for honesty, treating the customer right, and people appreciate that. We do business like it used to be….” That works, and works well, if the staff has absorbed the message. At Friedman’s, that critical criterion is achieved “through modeling—how to handle situations. And,” Barry is quick
WIDE OPEN layout makes the new store pleasant to shop in and easy to navigate.
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Building-Products.com
to acknowledge, ensuring that the company’s ethos is passed on and absorbed by its employees “gets harder and harder as you grow.” With the addition of the Petaluma store, staff surged from 400 to 600—“so it came down to, how do you translate that to the new hires? (We hired in all our locations.) We looked for attitude, rather than skills or experience—the desire to be here! We decided to have one designated person screening all applicants before sending the best-qualified on to the managers, to find the right fit for the culture.” The new Petaluma complex has an 85,000-sq. ft. footprint, which includes a dry shed and greenhouse. In designing it, what lessons were addressed that had been learned in the three existing stores, a reporter queried. Says Barry, “We knew we wanted to go in with a full offering for our customers, to build that expectation. Having an outdoor lumberyard was a critical factor for us, because we serve a dual path—retail (60%) and pro (40%). We needed that [yard] for the contractors, to compete with the boxes: accessibility of product. But, we’d also learned, that very factor can be intimidating for retail consumers. So we located the dry shed closer to the main store than in our other locations. It’s reached by a short path—really, just an
LIVING WALL of greenery at Friedman’s new location in Petaluma, Ca., has quickly become the talk of the town.
C.E.O. Bill Friedman is transitioning leadership of the chain to son Barry.
extension. But”—a savvy “but”—“we still have a contractor entrance, with special parking, for a quick in and out. “SKUs were enhanced in some departments, but some are displayed differently,” including the new Express Yard on Display feature—a 68-ft. display corridor of products actually out there waiting in the lumberyard, planned with the aim creating a “less-intimidating feeling. The customer is inside, looking at it, before heading outside. Unique!” Barry exclaims. Another innovation: a mezzanine level of 4,500 sq. ft. devoted to kitchen and bath. “In our other locations, they were right on the retail floor. But we felt that, by changing that environment, it would offer a different experience—no distractions, more intimate, no shopping carts. Plus,” he adds in a smart merchandising move, “we elevated the level of products up there—another move to improve the customers’ experience”—and, ahem, profit. Adding to that experience, the whole layout is more open. “It’s easy to clutter a store,” Barry knows. “You want to sell product, fill the space. But we were very disciplined. So you walk in, look left, look right, look ahead, and it’s Building-Products.com
not a maze. It’s easy to navigate. Plus there’s lots of bright signage and super-graphics, like the ones depicting scenes of Sonoma County. Others sell the ‘dream,’ like in our outdoor living section.” And customers love it. But, let’s face it, what they’re talking about most is Friedman’s new Living Wall: four of them, actually, planted in greenery. They were planned to break up the building’s concrete facade, but—bonus—pull their weight as a marketing tool, too. “They’re beautiful, they’re dramatic, and they’ve turned into a destination. People drive over to see them.” And see what’s within, of course. Plus, Petaluma is the poster town for uber-green California, “so it shows what we, as an organization, represent in environment-friendly products, too.” The recent grand opening party sounded just as Californian: 900 guests—staff, vendors, key community members—at the preview event. “Petaluma’s been an under-served market, and we’d tried to come back to town for years.” When that dream was finally realized, it represented an emotional moment for all the Friedman’s clan. So, what’s next? Or, is there a next? “Having a fourth location definitely changed the organization to be more efficient in how we handle things. But”—short answer—“yes, we’re always looking for opportunities to pursue farther out.” And there’ll probably be another generation of Friedmans being groomed to step in. Barry’s fourth child was born two weeks before the fourth store opened. I’m just sayin’…. Carla Waldemar cwaldemar@comcast.net September 2014
Building Products Digest
17
OLSEN On Sales By James Olsen
The spirit of the salesman
A
S SALESPEOPLE, we need to be confident. Confidence inspires confidence. If we are confident in what we say, our customers will feel and believe it. This will help them relax enough to listen to us. So many sellers can’t even get their (potential) customers to speak to them, much less listen, because their approach is too humble or nervous. The humble may inherit the earth, but they are going to inherit it from a salesperson who was bold enough to ask for it first. Humble salespeople confuse being humble with being respectful and suffer for it. Humble is easy to say no to. Confidence alone is not enough. Great sellers are bold. They ask for things, even when they are told those things aren’t available:
The Buyer
Us: “May I speak to the buyer please? Reception: “She is on the phone right now.” Us: “That’s fine, I can wait a little bit. How are you today?” (Friendly banter ensues—the rare and subtle art of the master seller.) Reception: “Oh, she’s free. Let me put you through.”
The Order
Us: “John, we just bought a block of 2x4 16’s out of Big Timber. We’ve already sold five to market-savvy customers. How many can you use?” Customer: “I can’t afford to pay the premium for 16’s, but what’s your price?” (This is where the Quotron gives the price and then says, “Okay.”) Us: “The price is the good part. If you think you can’t afford 16’s now, wait until they run another $50/MBF. Let’s put at least two of these on to protect you from this market and help you make money while we do it.” Customer: “Alright, give me one of those.”
More
Customer: “Okay, I’ll take one of those at $450.” Quotron: “Thanks for the order.” Us: “John, I don’t think one is going to be enough. You only buy great deals, so this must be one and since that is true, we should put on at least five.” Customer: “You’re right, but five is too many. Give me an extra two for a total of three.”
Persistent & Consistent
Salespeople who struggle are afraid of being pushy.
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Building Products Digest
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Master sellers don’t even think about it. There are salespeople who are too pushy, but they are rare. Unless you are a statistical anomaly, you are not too pushy, probably the opposite. We don’t need to be pushy. We need to be persistent and consistent. We need to call on our customers and promote product to them in a persistent and consistent way. Many sellers only call their customers with deals. This makes them the deal supplier, not the main supplier. When we are in sync with our customers, we can sell into their need. When we call willy-nilly, all we can do is offer them deals. This is called chasing. Chasing orders/selling deals are part of what we do as market-driven sellers. But we also want the “relationship orders.” These orders go to the salesperson who calls in a persistent and consistent way.
The Spirit of the Possible
In many cases, “We have reached our conclusion” just means “We have stopped thinking.” Too many sellers are hiding behind the truth. Master sellers find a way. They use creativity and imagination to structure the deal so it works for everyone. Sawmill/wholesaler/distribution organization has a carload of 2x4 14’s that needs to be gone—today! Quotron: “I talked to my guy. He can’t use 14’s.” (This is a truth, but a worthless one. This is like a Marine at war saying his tummy hurts. It may be true, but it doesn’t help us win.) Us: “My guy couldn’t use 14’s, so I sold them to him on a 12’ count. It was a bit of a counter, but they’re sold.” The fact (master sellers ignore these annoying things sometimes) is that both customers above can’t use 14’s. It is also a fact that the second customer bought a load of 14’s! Many sellers think they are in the fact business, while master sellers realize they are in the possible business. It’s just talking, right? Wrong. Salesmanship takes a certain spirit—the spirit of a salesman. James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com
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THINKING Ahead By Carl Lamb, General Manager, Snavely International
Understanding and navigating freight challenges
I
N 2013, TRUCKS MOVED 69.1% of all domestic freight tonnage, up from 68.5% the previous year. Over the past decade, moving this freight has become increasingly difficult. High driver turnover, a decrease in the number of owner-operators in the trucking industry, and elevated service demand have amplified existing problems such as increased government regulations, a current driver shortage, and increased costs of transportation. The most significant changes in government regulations that went into effect July 2013 are adjustments in the legal hours of operations. The new rules include a 34hour restart period, which must include two periods from 1:00 a.m. to 5:00 a.m. home terminal time that may only be used once per week and are measured from the previous restart period. Additionally, a driver may only drive eight hours after the last off-duty time or sleeper berth period of at least 30 minutes. If a driver is stopped at a delivery location and not in his sleeper berth, it is now considered on-duty time and will not count towards his 30-minute break. Longhaul drivers are typically paid by the mile, so the change in rules has meant that drivers are on the road longer without any extra pay. The regulations reduce the number of hours a driver can work, increase the number of required breaks, and add significant costs to the trucking industry. Today there is also a truck driver shortage. According to the Bureau of Labor Statistics, the average age of a commercial driver is 55. Many younger would-be drivers are drawn to construction and other jobs that pay more. The Bureau of Labor Statistics list the median wage of a
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Building Products Digest
September 2014
tractor-trailer driver at $38,200, which is 11.8% lower than the average U.S. wage, and drivers’ wages are increasing more slowly than other wages. Drivers are typically away from home for long periods and are restricted by new regulations. This limits the amount of income a driver paid by the mile can earn. Additionally, American Trucking Association (ATA) chief economist Bob Costello states, “At the moment, we already have 30,000 unfilled jobs for drivers in the trucking industry. As the industry starts to haul more, because demand goes up, we’ll need to add more drivers—nearly
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A Special Series from North American Wholesale Lumber Association
100,000 annually over the next decade—in order to keep pace.” Because drivers are in such demand, the trucking industry is experiencing an extremely high turnover rate. ATA reported that turnover at large carriers is at 91% and has been there or above for the past eight quarters. A large carrier that has 200 drivers will replace 180 of those drivers in the next 12 months. Further complicating the search for qualified drivers are the Compliance, Safety, Accountability (CSA) regulations introduced in December 2010. Carriers that employ drivers with a history of safety violations or accidents are subject to increased inspections and a lower score. With fewer entrants into the trucking job market, the industry must change. Many independent carriers and smaller trucking companies have gone out of business due to the increased costs associated with trucking. Diesel fuel has risen from $1.81/gallon in 2004 to $3.92/gallon in 2013. During the recession, there was price pressure on all goods and carriers had a hard time implementing fuel surcharges for the freight they haul. The government is proposing that all trucks be equipped with electronic logs. On August 1, 2013, the Obama Administration announced a proposal to eliminate “the burdensome daily paperwork required for professional truck drivers.” Unfortunately for small or independent carriers, retrofitting equipment with electronic logs will be expensive and add annual per unit monitoring fees. Beyond fuel and regulation costs, truck operation costs are affected by regular repairs to damaged equipment caused by deteriorating roads; taxes and tolls to pay for
repair of infrastructure; and the insurance and equipment required to meet security, safety and environmental requirements. The additional costs associated with trucking are resulting in fewer independent and small carriers that are a viable source for moving freight. Snavely International has responded to these challenges in recent years by increasing its driver fleet. We have found that by paying more than the median wage, turnover decreases and we have greater control. In the past year, we also registered with the Federal Motor Carrier Safety Administration (FMCSA) and obtained a United States Department of Transportation (USDOT) number. This allows us to pick up and be paid for return freight. While it opens us up to increased regulations, we anticipate the benefits will outweigh the costs. However, it is clear that the only foreseeable outcome to the increased government regulations, driver shortage, and increased cost of operations will be an increase in the cost of freight. Increased costs to carriers are reflected eventually in increased prices for freight paid for transportation. If you would like to hear how other companies are responding to these freight challenges, please join me and other NAWLA members at the Leadership Summit, March 24-26, 2015, at the The Westin Kierland in Scottsdale, Az. In addition to numerous opportunities to connect with peers from across North America and hear their perspectives on transportation challenges, the program will include educational sessions on this topic. Additional details are available at www.nawla.org. – Carl Lamb is general manager of NAWLA member Snavely Forest Products, Westminster, Md.
Next Month: Traders Market Preview Next month’s October issue of Building Products Digest will feature an in-depth Traders Market Preview promoting the NAWLA Traders Market Nov. 12-14 in Chicago. The Traders Market is North America’s premier lumber tradeshow, delivering access to the entire supply chain under one roof. Whether you want to sell your product, find new suppliers, or expand your network, you’ll find the opportunities and visibility you need at the Traders Market. The site is the newly renovated Hyatt Regency Chicago. Registration is now open. NAWLA members can receive discounted access to the event.
Building-Products.com
September 2014
Building Products Digest
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Canfor Buys Balfour/Beadles Mills
Canfor Corp., Vancouver, B.C., is purchasing the operating assets of Balfour Lumber Co., Thomasville, Ga., and Beadles Lumber Co., Moultrie, Ga. The mills produce southern yellow pine lumber, with a combined capacity of 210 million bd. ft. The purchase is structured with 55% being acquired Jan. 2, 2015, and the balance after a two-year period. “The Balfour and Beadles sawmills are strong high performing assets in a supply area of sustainable and quality fibre,” said Canfor president and c.e.o. Don Kayne. “These mills and the management team in Georgia will contribute to the strength of Canfor.” Victor Beadles and Bryant Beadles will continue to help manage the facilities, with Bryant Beadles serving as president. The Beadles family currently owns all stock in Beadles Lumber and Balfour Lumber. Not included in the sale are Balfour Timber Co., Balfour Land Co., and Beadles Lumber’s 7,000 acres of timberland and its hunting lodge.
US LBM Adds New ork Dealer
US LBM Holdings has acquired four-unit Samuel Feldman Lumber Co., Brooklyn, N.Y., from Robert and Kenneth Feldman. Kenny Feldman will become president of Feldman Lumber, and Bob will remain with the company, as well. Founded in 1912 by Samuel Feldman, Feldman Lumber is a leading full-service provider of wallboard, steel stud, insulation, wood products, and specialty building supplies to the New York City metropolitan market.
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Ply Gem Buying Simonton Windows
Ply Gem, Cary, N.C., agreed to buy Simonton Windows from Fortune Brands Home & Security for $130 million. Expected to close in October, the deal includes window plants in Pennsboro, Harrisville and Ellenboro, W.V.; Paris, Il.; and Vacaville, Ca., and the SimEx extrusion plant in West Virginia. Simonton will operate as a stand-alone business unit.
DEALER Briefs Self Serve Lumber will open location #19 at the former Moore & Carter Lumber yard in Croswell, Mi. Trio Lumber, Taylor, Mi., is operating from a temporary location and hopes to complete renovations and return to its longtime home this month. Much of the company’s equipment and inventory were liquidated in June at an online auctioned ordered by a courtappointed receiver. McCoy’s Building Supply held a July 24 grand opening at its new location in Dayton, Tx. (Martin L. Flukinger III, store mgr.). 84 Lumber closed its 44-year-old store in Springettsbury Township (York), Pa., July 26. Carter Lumber has converted its plumbing store in Corunna, In., into a door and millwork manufacturing facility. Ready Decks has opened its 8th location in Houston, Tx. (David Ackerman, franchise operator). ACO Hardware has reopened its two stores in Redford, Mi., after remaking them as Great Lakes Ace Hardware. In time, all 50+ units will be converted. ABC Supply opened its first North Dakota location Aug. 18 in Fargo (Ben Dahl, mgr.). Francis Brothers Hardware Store, Marion, Va., closed July 26 after 77 years, with the retirement of owner Robert Francis.
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Building Products Digest
September 2014
Menards received final approval to build a a two-story store and garden center totaling 286,986 sq. ft. on nearly 18 acres in Vernon Hills, Il. It submitted plans to build a 209,630-sq. ft. store with 72,596-sq. ft. lumberyard in Williston, N.D. Next spring, the chain will open a 242,000-sq. ft. store with drive-thru lumberyard in Scio, Mi., and a 160,000-sq. ft. home center in Jeffersonville, In. Home Depot held a July 10 grand opening for its 6,000sq. ft. satellite store in Williston, N.D. Habitat for Humanity relocated its ReStore discount LBM outlet in Wooster, Oh., to new quarters. Anniversaries: Legg Lumber, Coldwater, Mi., 130th … Mathew Hall Lumber, St. Cloud, Mn., 125th … Red Bud Hardware, Battle Creek, Ne., 50th … Building-Products.com
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oppers Buys Osmose Units
Koppers Inc., Pittsburgh, Pa., has completed the acquisition of the Wood Preservation and Railroad Services businesses of Osmose Holdings for $494.1 million. The Wood Preservation business has been renamed Koppers Performance Chemicals. The Railroad Services business is now Koppers Railroad Structures.
Builders FirstSource Adds 3 ards in Sout
Builders FirstSource, Dallas, Tx., has opened a larger facility in West Knoxville, Tn., and purchased lumberyard/truss plants in Groveland, Fl., and Sherman, Tx. In Florida, BFS bought West Orange Lumber Co. from Neil Britt. West Orange’s sales were approximately $15 million in 2013. John
Arellano, v.p. of West Orange Lumber, will remain as general manager of the operation. In Texas, BFS acquired Truss Rite. Randy Rice remains general manager. The new 14-acre West Knox facility features a 50,000-sq. ft. warehouse and a paved, 8-acre lumber shed, overseen by general manager Greg Birtsch. It replaces an older yard, which will be reopened once the location reaches capacity.
Anot er Canadian Producer Wants Lumber Mills in U.S.
Newsprint giant Resolute Forest Products, Montreal, P.Q., is looking to expand its Canadian lumber business into the U.S. In particular, Resolute is eyeing the South and Southeast—where it already operates pulp and paper mills—to buy or build sawmills.
SUPPLIER Briefs Schroth Industries , White Township, Pa., was up and running two days after a July 26 fire destroyed its warehouse, but spared its main facility. Damage estimate: $350,000. Kodiak Building Partners, Denver, Co., has purchased fabricators/distributors AO, Inc., Dallas, Tx., and Barnsco Inc., Dallas. Wagner Lumber has begun rebuilding its Owego, N.Y., sawmill, which was destroyed in a Feb. 16 fire. Construction should take a year. Quality Hardwood Sales , Nappanee, In., will move all production in-house by adding 50,000 sq. ft. to its 78,000-sq. ft. operations by April. Independence Lumber will invest over $5 million to rebuild and expand its Independence, Va., sawmill, which was destroyed by fire in 2012. Cedar Siding Inc., Rochelle, Il., has become the first prefinisher to stock LP SmartSide lap siding in the full standard 12-color palette.
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Building Products Digest
Custom Windows Systems, Ocala, Fl., has been sold by Highlander Partners, Dallas, Tx., to another private investment firm, Nautic Partners, Providence, R.I. Feeney Inc. , Oakland, Ca., added an 87,000-sq. ft. DC in Cranbury, N.J., to service dealers east of the Mississippi River. CalStar Products has started up a new 100,000-sq. ft. masonry products plant in Columbus, Ms. Weaber Lumber Co., Lebanon, Pa., is protecting its new line of Finish Coat interior trim products with PPG Industries’ AQUALINK baked-on coating. Robert Bowden Inc., Marietta, Ga., is switching to Epicor BisTrack business management software.
877.533.7695 24
Forest Products Supply is now distributing Boral TruExterior trim from its Newton and Kansas City, Ks., locations. The Kansas City warehouse will join Newton and Indianapolis, In., DCs in carrying Boral Versetta Stone.
September 2014
Building-Products.com
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Eastern White Pine Special Issue
Prized design
NeLMA announces winner of 2014 Sustainable Versatility Design Award
J
UAN G UO , a recent master’s of architecture graduate from the Illinois Institute of Technology, is the recipient of the 2014 Rich Quitadamo Sustainable Versatility Design Award from NELMA for her project entitled “Shelter House in Chicago Park.” The Rich Quitadamo Sustainable Versatility Design Award, sponsored by NELMA, is a design contest for architecture, engineering, and design students currently enrolled in an
accredited architecture program to design a modern sustainable structure featuring eastern white pine. Judges base their decisions on dialogueinspiring, future-predicting, forwardthinking designs. “N E LMA developed the SVDA award program in 2010 as a vehicle to reintroduce wood, particularly northeastern softwoods, to the next generation of architects and designers,” said Jeff Easterling, president of NELMA.
“We envisioned the competition as an activity to engage the creativity of today’s students, while providing a stimulus to see the value of using wood as a contemporary and sustainable building material.” Design parameters for the 2014 competition challenged students to create a light urban public structure incorporating eastern white pine. Guo received a $750 cash award and was invited to attend the NELMA
WINNING PROPOSAL used eastern white pine as the primary component of shelter houses throughout Chicago Park, to protect visitors from snowstorms in winter and rainstorms and extreme heat in summer.
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annual meeting in April 2014 to receive her award. A schedule conflict kept her from the meeting, so she became the first-ever NELMA recipient to accept the award and present the winning project via FaceTime. During her brief remarks, Guo shared the inspiration behind her project and discussed specific elements of the plan.
Shelter House in Chicago Park
Guo chose Chicago Park alongside Lake Michigan as the setting for her project because the inherent natural beauty of the large, open site provided the perfect backdrop to a building featuring eastern white pine. The architecturally striking exterior of the building design is the perfect mix of form and function: the shelter house
provides a welcoming idea of public space in the form of a relief station for park users, incorporating a snack bar and restrooms. Eastern white pine beams integrated into the building exterior are highlighted by lights at night to provide a light, soothing, natural visual impact. Wanting to make the structure selfsupporting and sustainable, the exterior concrete walls are used to pull heat into the interior during the winter, while the transparent, fiberglass roof will provide needed shelter and help in the cooling process in the warmer months. By using elements of the building to naturally heat and cool the shelter, it can be used almost yearround. Solar gain is the key to making the outdoor space usable throughout most of the winter months. The siting of the structure will provide a respite
from rainstorms in the summer and snowstorms in the winter.
Using eastern White Pine
Not having used wood in designs before, this was a whole new world for Guo. She reports loving the natural beauty, look and feel of the material and the seamless way it can be integrated with a natural building site. She researched the N E LMA online photo gallery to learn about the product uses and for a little bit of inspiration. Taken by the beauty of the wood, Guo thinks of the wood as being very human-centered. In her words, “The lighter color and warm beauty of eastern white pine makes it the perfect product for the shading elements of the park structure. Compared with the high
EASTERN WHITE PINE was chosen as the primary design element (beam, outside frame, furniture) and for its green advantages (sustainable, lighter solar gain compared with concrete).
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Building-Products.com
STRUCTURES are framed with eastern white pine around several concrete chimneys, which were designed to funnel out hot air.
solar heat gain from the concrete walls, the eastern white pine pulls in less solar gain, creating a natural shadow to cool the inside space. To complete structure integration with the park environment, the eastern white pine used as flooring and furniture brings the outside and within the structure into perfect harmony and creates a beauty of rhythm and nature.” Having used eastern white pine for this project, Guo intends to use it again, as she sees the design possibilities as endless.
Sustainability
A long-time believer in the use of sustainable products and the creation of sustainable structures, Guo liked the fact that wood is a naturally sustainable building product. As she learned more about eastern white pine, she began to see the depth of sustainability achieved with a marriage of her building design and the make-up of the wood. Guo plans a career as an architect and designer focusing on sustainable strategies and design ideas. The Rich Quitadamo Sustainable Versatility Design Award was recently named after Rich Quitadamo, a veteran member of the NELMA marketing committee who was instrumental in the creation of the SVDA program. Following his untimely passing in 2013, the committee voted to honor his unselfish work and participation in NELMA by naming the annual student competition award in his honor. To see a PDF of Guo’s winning entry, please visit www.sustainableversatility.org. This same page will soon hold contest and entry information for the 2015 competition. For more information on NELMA, visit www.easternwhitepine.org and www.nelma.org.
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Building-Products.com
Eastern White Pine Special Issue
Wood geeks
A
share their stories
RE YOU A Wood Geek? If you love the touch, the feel, the smell of wood, then chances are high that you’re a Wood Geek. “We are big fans of these hard-core woodworkers, carpenters, and contractors,” said Jeff Easterling, president of NELMA. “It’s amazing to see the different ways in which wood has made an impact on each of these people. Their stories are fantastic—we learn something from each of them.” How it works: Five similar questions about a person’s history with wood are sent to each “Geek.” Within their answers they are encouraged to share wisdom, stories and experiences from their careers. The goal: to showcase the depth of knowledge and passion for wood felt by many members of the building community. If you think you’re a Wood Geek, NELMA would like
Building-Products.com
to talk with you. To set up an interview, email Kim Drew at kimdrewpr@bellsouth.net. NELMA looks forward to meeting you!
September 2014
Building Products Digest
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Eastern White Pine Special Issue
expore eastern white pine with the
NeLMA virtual tour I
is worth a thousand words, then an online 360˚ tour must surely be worth a million more! N E LMA opens the door to consumers with a unique, first-of-its-kind virtual home tour. Taking the familiar realtor 360˚ home view and making it better with product specifications, the virtual tour showcases eastern white pine in beautiful interior applications designed to spark and ignite homeowner inspiration and imagination. High-resolution, 360˚ digital photography technology, coupled with easy self-navigation in all directions, results in a fun, creative, beautiful tour through several rooms completely F A PICTURE
ONLINE 360˚ virtual tour marks NELMA’s first outreach to consumers.
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controlled by the user. Green product icons scattered throughout each room inform the viewer of actual grade, pattern and finish used in each focus area. “The virtual tour is a distinctive tool we’ve added to the NELMA marketing arsenal,” said president Jeff Easterling. “This unique, engaging tour represents our first real outreach toward consumers. It brings everything we do to life, by showing homeowners how each product can actually look within the home—and then giving them the exact specs they need to encourage purchase.” The tour is currently available in the Seaside Cottage model, with more to be added over time. Find it at www.easternwhitepine.org under Virtual Tour in the right-hand column.
Building-Products.com
VIRTUAL TOUR shows consumers how various eastern white pine product will look in the home.
September 2014
Building Products Digest
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Eastern White Pine Special Issue
Grader Academy NeLMA offers new educational tools
B
lumber grader can be a daunting task. The education process typically begins with learning and comprehending a voluminous amount of information. N E LMA’s Standard Grading Rules book itself is more than 200 pages of prescriptive text. Laboring over hundreds of boards to learn the dozens of defect combinations that make a grade is the next step in the certification process. Individual instruction at the mill with N E LMA’s expert lumber inspector over several months reinforces the learned information which leads to taking a final quiz and practical test for official grader certification. An arduous task at best, but with the introduction of the Grader Academy, NELMA is turning this laborious process on its ear with a first of its kind, multi-faceted, online educational program. “NELMA works closely with our members to ensure they have the information they need to educate their employees,” said Jeff Easterling, president of N ELMA. “From in-mill training classes to regional grading workshops, to the annual Grader Competition, it’s all about education. The Grader Academy takes it to another level by providing necessary information in a visual, easy-to-follow format accessible to mill employees, dealers, and anyone ECOMING A CERTIFIED
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interested in learning more about lumber grading.” Located at www.graderacademy.org, the N E LMA Grader Academy is non-subscription, with no pay-to-use elements. Instead, users can find simple, easy-to-understand grading background information, rules, and more, available 24/7/365. The Grader Academy program parallels the two most important softwood lumber species and species grouping in the Northeastern and Great Lakes regions: eastern white pine and Spruce-Pine-Fir. Courseware, designed to offer a natural learning approach, uses visual images to reinforce all elements of the grading process. Four series are planned: Level 100 – Lumber Characteristics (currently available); Level 200 – Applying Characteristics to Lumber Grades (currently available); Level 300 – Grading Rule Exceptions and Applying Interpretations (Fall 2014); and Level 400 – Advanced Learning: Making the Grade (early 2015). Series 200, most recently added to the Academy, ramps up the information-sharing with short, 60-second video clips of senior inspectors discussing how to apply learned information to actual lumber grading. “There are several goals behind the development of the Grader Academy,” continued Easterling. “Key to the lum-
Building-Products.com
ber industry is satisfied customers. Are the end users getting the grade of material they expect? As a byproduct of the Academy, we hope to raise the level of understanding of the various grades of lumber available from NELMA’s mills by the buyers, which include lumber wholesalers and lumber retailers.” Adding an element of fun and extending the reach of the body of knowledge: Above Board, an interactive game component of the Grader Academy that simulates real-time lumber grading in a mill setting. Offering variable lug speeds from beginner level to more advanced settings, following a simple, free log-in, the three-level game is available for use by anyone interested in lumber grading. Tournaments are encouraged, and are easy to set up through NELMA. Audience reach for the Grader Academy is endless, with future graders being the primary target, of course. Beyond
ABOVE BOARD interactive game on the Grader Academy site simulates real-time lumber grading in a mill setting.
DEALERS, WHOLESALERS and mill workers can learn more about lumber grading in a visual, easy-to-follow format at N ELMA’s online Grader Academy.
Building-Products.com
them, the information can be used to enrich knowledge bases among existing mill employees, wholesaler or dealer employees, those looking to move into lumber sales positions, and builders or other tradespeople. The Above Board game opens up the world of grading to consumers, as well. The Grader Academy and Above Board game are found at www.graderacademy.org. Founded in 1933, Northeastern Lumber Manufacturers Association is the not-for-profit rules writing agency for eastern white pine lumber and the steward of the lumber industry in the Northeast. N E LMA is also the grading authority for eastern spruce, balsam fir, the Spruce-Pine-Fir (SPFs) grouping, and other commercially important eastern softwood lumber species. For more information, visit www.easternwhitepine.org and www.nelma.org. Find N E LMA on Facebook at NELMA and on Twitter @nelma.
September 2014
Building Products Digest
37
Eastern White Pine Special Issue
Updated NeLMA.org
offers more selling tools than ever A RECENT UPGRADE to N ELMA.org has resulted in an interactive, easy-to-use site filled with more northeastern softwood lumber selling tools than ever before. “Our goal with this new and improved site is to provide retailers and wholesalers the most extensive, informative, and usable information and selling tools they need to do their jobs,” said Jeff Easterling, president of NELMA. A quick overview of the new elements: Within the Library, visitors can order NELMA publications; review standard grading rules, design values, and span tables; share information on how to read a gradestamp; review the library of White Pine Monographs; and learn more about sustainability as it relates to forest and
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Building Products Digest
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GRADING RULES
Building-Products.com
THINK WOOD Think Warren Trask for the most comprehensive Eastern Pine inventory!
MILL FINDER
wood products. “The Library is a mega-resource of information,” continued Easterling. “There’s something there for everyone.” A new Mill Locator offers a complete listing of NELMA mills in both address and map formats. Users can engage with a sidebar and choose their species and specific product needed to narrow their search results. Looking for educational and cool videos? They’re here! The two most recent White Pine Monographs, “Lumber and Sons” and “Making their Mark: Women in the Lumber Mill Industry,” both offer a short video overview of their respective information. Take a look; you’ll want to go read the full monograph next! Additionally, newer videos include a factual and humorous comparison between eastern white pine and PVC, a few glimpses into gorgeous projects featuring eastern white pine, and how-to overviews. For all of this and much more, visit www.nelma.org.
Since 1924, Warren Trask has been committed to being the number one source for Eastern White Pine. Think Warren Trask for all your Eastern White Pine needs.
1•800•752•0121
Manufacturers of Quality
www.wtrask.com
Eastern White Pine
• Producing 16 million bd. ft. annually • Weinig Waco maxi planer specializes in pattern stock • Nine Irvington Moore dry kilns – total capacity 360,000 bd. ft. • All shipments via truck or van are paper wrapped • Marketing throughout the U.S. and Canada via Wholesale & Wholesale Distributors
VIDEO LIBRARY
Coming Next Month in BPD ◊ NAWLA Traders Market Preview ◊ Hardwoods ◊ Computers & Technology ◊ Stairs & Millwork
Building-Products.com
Sales: Win Smith, Jr. win@limingtonlumber.com (207) 625-3286 • Fax (207) 625-7399 www.limingtonlumber.com
September 2014
Building Products Digest
39
Uni ue Lumber Buying Platform Launc es Woodbrowser Inc., Grantham, N.H., has officially launched the building industry’s only transparent purchasing platform for lumber and panel products. Woodbrowser currently provides truckload quantity purchasers with direct access to lumber at over 145 mills and growing in North America via phone, email and online, as well as products from traditional wholesalers and distribution channels. “Woodbrowser’s platform and sales process provide buyers and sellers of lumber products with a much more efficient method of price discov-
ery on the open market, really as easy as sending an email,” said president Chuck Gaede. “Our True Price Finder platform replicates the current sales cycle that can take hours when conducted traditionally via phone and email. We’ve transferred that process to an easy-to-use web platform that allows buyers to view bids from multiple mills and sellers simultaneously, negotiate, and then purchase all in the same place, which saves an enormous amount of time.” In May 2013, its beta site was tested with select customers and mills,
YOU COULD SPEND A LOT TO GET THE LOOK OF REAL CEDAR, OR YOU COULD JUST USE
REAL CEDAR
Plastic, vinyl and cement composite materials often try to mimic the look of real western red cedar, but never pull off the rich, natural depth and lustre of the real thing. And not only can Real Cedar be far more affordable than man-made building materials, it’s also lighter and easier to work with, durable, naturally rot and pest resistant, and available in a wide range of grades, profiles and sizes to give you the exact look and style you want. For the look of the real thing, there’s still only one real choice: Real Cedar.
QUALITY | SUSTAINABLE | CERTIFIED
40
westernforest.com
www.realcedar.com
For your local distributor contact: 604 648 4500
1 866 778 9096
Building Products Digest
September 2014
and the newly updated platform went live this past June. Unlike past trading platforms, Woodbrowser recreates the current sales process, allowing a buyer to simply choose the products they are looking to purchase, and instantly send that quote request to multiple mills and brokers. The user interface allows for both sides of the transaction to offer, receive, and negotiate pricing all on one screen, with the buyer seeing the actual cost from the mill or seller plus a flat fee based on the per-1000-bd.-ft. cost of the lumber. The platform also provides valuable feedback including current market data, the rank of the offer, and average offer price, which is information that has never been offered to either party in the current marketplace. Purchasers and sellers can also find all of their purchase orders and past quotes all in the same place. “Our team also understands that the industry thrives on information about movements within the market, which is why we share real-time updates on the market via our website, through customer emails, and by multiple daily conversations with producers and purchasers,” Gaede added. “More importantly, we work with all of our customers the way they want to do business. While some purchasers are interested in sourcing their lumber online, others are not which is why we will continue to trade traditionally via phone and email for as long as our customers request.”
G-P Banking on Plywood
Georgia-Pacific, Atlanta, Ga., is investing $65 million to improve its Madison, Ga., plywood operations. The figure includes $26 million to upgrade the mill’s veneer dryers by third quarter 2015, increasing drying capacity by 35%; $19 million to replace the wood yard, completed in June; and $20 million to modernize other equipment, such as a new lathe and expanded glue line and pressing operations. G-P is also evaluating the possible restart of an idled plywood mill, either in Alabama, Arkansas, Florida or North Carolina. The decision will be determined by market conditions, access to wood supply, an engineering analysis for required permitting, installation of equipment, and facility upgrades. Following review and site selection, a restart could occur in the fourth quarter of 2015. Building-Products.com
GMS Buying West Te as Distributor
Gypsum Management & Supply, Tucker, Ga., has agreed to acquire Contractors Choice Supply, Lubbock, Tx. “We are pleased to bring Contractors Choice Supply into the GMS family,” said GMS president Mike Callahan. “Their commitment to delivering exceptional quality of service, personnel, products, and safety fits well with the values and culture of GMS. This relationship provides GMS with an excellent opportunity to expand our service network in the fast growing region of West Texas.” Founded in 2000, Contractors Choice Supply distributres drywall, metal framing, acoustical, insulation and other specialty building products in West Texas. It will operate as a wholly owned subsidiary of GMS, which has more than 140 distribution centers nationwide.
Distributor S erwood Lumber icks Off Anni ersary Celebration
Sherwood Lumber, Islandia, N.Y., has begun commemorating its 60th anniversary with celebrations taking place at all of its offices, as well as at industry events such as NAWLA’s Traders Market this fall in Chicago and the NRLA LBM Expo in February 2015 in Boston. The festivities will recognize customers, partners and employees who have stood by Sherwood throughout the years and have contributed to the company’s many achievements. “Sherwood Lumber would not be where it is today without our outstanding employees, so we wanted to make sure that everyone is 100% included,” said president/c.e.o. Andy Goodman. “We’re also taking this time to recognize our
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most loyal customers by going coast-to-coast and meeting with the people who trust us with their lumber needs.” Sherwood has added its 60th anniversary seal to all materials and will be launching a redesigned website to serve as the hub for all events and news on the celebration. It will also contain microsites for some of Sherwood’s most popular products, starting with panels and EWP. “With the challenges the industry has faced over the past decade, the anniversary came at the perfect time to celebrate our successes and gave us the chance to provide our customers with even more,” noted David Gaudreau, senior v.p. of sales. Each Sherwood Lumber location will be hosting its own anniversary party.
OSB Design Modified for Stability
An inventor from Show Low, Az., is pitching a new sheet design he says will allow OSB, plywood and drywall to be installed more securely during construction. He says The Wave Joint provides a wider surface to anchor the sheets to a rafter or stud and allows use of the full width of the rafter or stud for mounting, improving the project’s structural integrity. In addition, improved placement of nails and screws reportedly results in a safer connection, despite accommodating standard fasteners. Because of its ease of installation, it also saves time and effort on the job.. The inventor retained InventHelp, Pittsburgh, Pa., in hopes of finding manufacturers or marketers who will license or purchase the design. “I feel this new style of panel will be beneficial to anyone in the construction industry,” he said.
Building-Products.com
MOVERS & Shakers Chris Pace, ex-United Lumber & Reman, has joined Great Southern Wood Preserving, Abbeville, Al., as a buyer. Joe Kusar, general mgr. of southern pine sales & marketing at Interfor, will retire in November after 24 years with recently purchased Tolleson Lumber, Perry, Ga. Megan Burch is the new marketing mgr. of Durgin & Crowell, New London, N.H. Eric Smith has been named branch mgr at Home Acres Building Supply, Lafayette, In. Brad Hodgins, ex-Consolidated Cos., has joined Wholesale Millwork, Reading, Pa., in outside sales to northern New Jersey. Jay Moore has been promoted to president of Timber Products Inspection, Conyers, Ga., succeeding Ronnie Williams, who continues as c.e.o. Morris Neeb is new to Bay Wood Products, Robertsdale, Al., as chief operating officer. Walker Wilson is now softwood lumber buyer and broker.
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Michael Drutis, ex-Brown Wood Products, has been named general mgr. of Acme Lumber & Building Material, Chicago, Il. Jennifer Eide, ex-BlueLinx, is new to outside sales at US Lumber, Jacksonville, Fl. Jack Cox is now Rochester, N.Y.based Northeast territory sales mgr. for Plycem USA/Allura fiber cement siding. Tom Lowrie has been promoted to business development mgr. at Carter Lumber, Charlotte, N.C. Frank Trippi, ex-Williams Lumber & Home Centers, is a new N.Y.-based business consultant for Epicor Software. Michael Walters, mgr., 84 Lumber, Hickory, N.C., has transferred to outside sales in Chattanooga, Tn. Mary Rita Dominic has been appointed quality mgr. for Deceuninck North America, Monroe, Oh. Pat Dixon is a new technical services specialist. Steven Solis, ex-West End Roofing, is now branch mgr. at SRS Distribution, Houston, Tx.
September 2014
Jeff Cornell is new to sales at Weekes Forest Products, St. Paul, Mn. Don Hayes has been promoted to v.p.business development for Sunbelt Forest Products, Bartow, Fl. Stokes Wallace is now sales coordinator. Sean Higgins and Troy Norkus have opened a Naperville, Il., office for AgMotion Forest Products, Minneapolis, Mn. Craig Menear will become c.e.o. of Home Depot, Atlanta, Ga., Nov. 1, succeeding Frank Blake, who will remain chairman. Ted Decker has been promoted to executive v.p.merchandising. Mike Stoll, ex-Allied Building Products, is a new territory mgr. with Willoughby Supply, Maumee, Oh. Josh Arrowood is now single-family sales mgr. at American Builders Supply, Tampa, Fl. Quent Ondricek, v.p. of lumber & building materials, Do it Best Corp., Fort Wayne, In., is retiring Oct. 24, to be succeeded by Gary Nackers. Nick Talarico has been promoted to divisional mgr., overseeing the hand tools, plumbing, cleaning, housewares and InCom departments. Betsy Hartman succeeds him as mgr. of internal audit.
Building-Products.com
Brad Presley, ex-Gulfeagle Supply, is now market development mgr. for LP Building Products, Rochester, Mn. Paul Drobnitch is now director of corporate development at ABC Supply, Beloit, Wi. Kalvin Eden has been promoted to national sales mgr. for the U.S. at BW Creative Railings Systems, Maple Ridge, B.C. James Webb is now national sales mgr. for Canada., and Scott Rolufs, regional sales mgr. Joe Kemph, Allied Building Products, W. Chicago, Il., has transferred to Wauconda, Il., as mgr. Benjamin Gromatzky is now sales mgr. at C-CAP, Lewisville, Tx. Ralph Bruno has been named president of Novik Sales Corp., the U.S. sales branch of Novik Inc., Quebec City, P.Q. Chris Schield, ex-Kohler, has joined Weather Shield Windows & Doors, Medford, Wi., as brand director. Rob Brown, c.f.o., Hardwoods Distribution, Langley, B.C., has been appointed acting c.e.o. while president/c.e.o. Lance Blanco recuperates after a cycling accident. Rick Brening, Glenn’s True Value
Hardware, Lincoln, Ne., has transferred to manage the store at 70th and Van Dorn. Noel Gayle has joined Euramax International, Norcross, Ga., as its v.p./chief information officer. Wendy Canchola is new to Weather Shield Windows & Doors, Medford, Wi., as regional sales mgr. for the western U.S. James Pultorak has joined Klein Tools, Lincolnshire, Il., as Mansfield, Tx.-based v.p. of manufacturing. He replaces Chris Hargan, who is retiring at the end of the year. An Di Nguyen, ex-American Hardwood Export Council, has been named president of the Softwood Export Council, effective Sept. 15. Stephen H. Meima has been appointed executive director of the Gypsum Association, Hyattsville, Md. Barbara Brandes, c.e.o., Lumber One, Avon, Mn., has been named to the College of Saint Benedict board of trustees. Chris P. Bacon now heads the employee cafeteria at MungusFungus Forest Products, Climax, Nv., report co-owners Hugh Mungus and Freddy Fungus.
APP Watch
App: SIMPSON STRONG-TIE Produced by: JOIST HANGER SELECTOR Price: Free Platform: Web Users can quickly and easily select the most appropriate and costeffective joist hanger for their projects based on the type of installation, and type and size of lumber and loads using a new web app from Simpson Strong-Tie. Accessible from any web browser, the easy-to-use interface enables users to quickly select the members and configuration for their desired connection, and print the results. Use at www.strongtie.com/jhs
Size does matter. Douglas Fir up to 20” x 20” x up to 40’ Cedar 16” x 16” x up to 32’
Richardson Timbers is a leader in custom millwork & manufacturing of customized timbers, with capabilities of delivering products throughout the U.S. Serving the construction industry for over 60 years, by taking the spirit of the old & combining it with the leading technology of today, Richardson Timbers is able to offer wholesale products with unparallelled service & quality.
Richardson Timbers
toll free (877)
Building-Products.com
318-5261 phone (214) 358-2314 fax (214) 358-2383 www.richardsontimbers.com September 2014
Building Products Digest
45
NEW Products
Modified Porch Flooring
Snavely Forest Products and Accsys Technolgies have teamed to produce Covered Porch Accoya, made from acetylated southern yellow pine. Acetylation creates an attractive, non-toxic wood product with improved durability and stability. The product’s refined finish and code approval for 16” joist spacing make it ideal for porch applications. It can be coated on-site and carries a limited warranty against rot and decay of up to 25 years. It is distributed by Snavely’s network of locations.
SNAVELYFOREST.COM (410) 386-0654
Premium Pine Boards
Reserve Pine—Interfor’s entry into the niche 1” premium board and specialty market—is made from some of the finest pine forests in Oregon. The boards are said to feature an impeccable look and feel, with a superb quality finish on both the faces and edges, a distinct grain pattern, tight knots, and appealing golden color. Boards come in dimensions from 1x4 to 1x12, and have a moulded micro-eased 1/16” radius edge. They are ideal for fascia, interior trim, general building construction and pattern blanks. The line also includes complementary top-of-theline paneling and decking products.
INTERFOR.COM
whitewoodsales@interfor.com
Decorative Vinyl Siding
Vytec Siding now offers vinyl board and batten siding in eight colors, semi-beaded panels in seven colors, and a beaded porch panel in four colors. The 6-1/8” board and batten siding has a natural woodgrain, with a square-edged overlap for a rustic look. Semi-beaded panels combine old-style charm with a modern U-groove design and a brushed finish that resembles hand-painted wood. The triple 2-2/3” beaded porch panels can be used on porch ceilings for the look of wainscoting. Round moulding at the edge of the soffit provides a customized, hand-painted look.
Dow Corning’s HPI-1000 building insulation blanket is designed to offer more thermal resistance than conventional insulation products. The product’s thin profile and flexibility allow it to be easily cut and conformed to complex shapes and tight curvatures, making it ideal for hard-to-insulate spaces. The blanket is also fire-resistant, hydrophobic, and will not settle over time.
VYTEC.COM
DOWCORNING.COM
(800) 265-2230
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Building Products Digest
Insulation Blanket
(800) 248-2481
September 2014
Building-Products.com
New Eagle Takes Flight
Epicor Software Corp. has released Epicor Eagle N Series, its next-generation retail management software for independent retail businesses, combining a rich feature set and advanced business intelligence tools with a completely redesigned and simplified user interface. The new software offers embedded business intelligence, simplified workflows, an integrated support bar with context sensitive access to online training, customer support and online user community, and an updated user interface. Analytics are embedded within the solution and readily available, making it easier to chart customers’ shopping habits, behaviors and buying patterns. Built on Microsoft .NET technology architecture, it is easy to install, maintain and extend.
EPICOR.COM
(888) 463-4700
Wider French Doors
The four-panel sliding French door from Integrity Windows & Doors is available in sizes up to 16’ wide by 8’ tall. Other options include a bare wood or prefinished white interior, six exterior color options, divided lites, energy-efficient glass, and two handle styles.
INTEGRITYWINDOWS.COM (888) 419-0076
Building-Products.com
September 2014
Building Products Digest
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Motion-Activated Lighting
New motion-activated LED light strings from Denmark provide soft, instant light where needed. Each kits includes either one 10-ft. or two 5-ft. self-adhesive lighting strips, a motion sensor, and 8 ft. of electrical cord for connection to an outlet.
MYLIGHT.ME
Portable Workshop
DeWalt’s multi-level workshop can transport and store large tools and other jobsite necessities. Four levels deliver 90 lbs. of load capacity and 22.2 gallons of storage space. Large power tools can be stored in the oversized bottom bin, while hand tools and smaller items can be stored in the middle or top bins. The middle section includes eight compartments with removable dividers, for customization of storage. Other benefits include a single pull-up latch for easy opening, heavy-duty 8” rubber wheels, and ballbearing slides for smooth opening of the cantilever system.
DEWALT.COM
Shaker-Style Doors
The three-panel Shaker-style door from Masonite has flat panels and crisp definition. ADA-compliant, the molded doors come in 6’8” and 7’ door heights—in regular and bi-fold styles— and have 1-3/8” and 1-3/4” hollow core options.
(800) 433-9258
MASONITE.COM (800) 663-3667
Natural Gas Trucking
Peterbuilt Motors now offers a new powertrain option for several of its natural gas vehicles. The new option provides an automated transmission with intelligent shift-selection software and a 100% natural gas engine powered by either CNG or LNG.
ClarkDietrich now offers ProStud steel studs with a DiamondPlus corrosion-inhibiting coating, which penetrates into the zinc-coated substrate to form a permanent bond and fill voids, cracks and pores.
PETERBUILT.COM
CLARKDIETRICH.COM
(800) 473-8372
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Building Products Digest
Coated Steel Studs
(800) 543-7140
September 2014
Building-Products.com
Premium Casement Windows
Weather Shield’s Premium Series of aluminum-clad wood windows and doors now includes a push-out casement unit. The two side-by-sash unit does not have a center frame or rail to obstruct views when it is open. Standard sizes as large as 3’6”x7’ are available, as well as singles, multi-wides, and French configurations.
WEATHERSHIELD.COM (877) 452-5535
Porch Supports
A porch post base from Simpson Strong-Tie eliminates the need for temporary vertical support of a porch roof, while providing safe access for installers and inspectors. Stiffened, embedded side stirrups add temporary support, and a 1” stand-off reduces the potential for decay at post or column ends. Sizes are for both 4” and 6” slab thicknesses.
CAMO Edge Pro from National Nail Corp. is an auto-feed screw system that secures deck boards through the board edge. Powered by a Milwaukee drill, the tool uses 2-2/8” CAMO collated hidden fasteners (available in ProTech coated or 316 stainless steel), which can be used with any decking material.
STRONGTIE.COM
CAMOFASTENERS.COM
Pro Deck Installation
(800) 999-5099
(800) 968-6245
Luxury Underlayment
LuxWalk underlayment from MP Global Products is designed for use under luxury vinyl flooring in residential and commercial projects. Made with 31% post-consumer recycled content, the product limits sound transmission and is LEED-compliant.
QUIETWALK.COM (888) 379-9695
Building-Products.com
Distributed in the Northeast by: Feldman Wood Products, Garden City Park, NY
800-645-6010 • www.feldmanwoodproducts.com September 2014
Building Products Digest
49
FAMILY Business By Wayne Rivers
Get in shape!
T
HE CONVENTIONAL WISDOM is that we should all exercise regularly as a part of living a healthy lifestyle. However, family business owners report the number one problem they have is too little time in the day to do all the things they need to do. Given the typical family business owner’s time crunch, is exercise worth it in terms of goal achievement (personal and business) and higher sales? The short answer is yes. A recent study investigated 366 small business owners to determine if the trade off between exercise and time devoted to managing their companies
was worth it. Entrepreneurs who regularly engaged in rigorous exercise were better at attaining personal satisfaction, independence and autonomy. Their companies also showed significant improvement in sales over companies that were managed by non-exercisers. There’s a dark side of entrepreneurship and business success. Business pressures cause stress levels to increase, and mental and physical health problems can arise. Many entrepreneurs suffer from back problems, indigestion, insomnia and headaches. These symptoms are often byproducts of long term, unbroken stress. Many people think that events outside their control cause stress, but that’s only partially true. Stress is actually a constant phenomenon that combines external problems with internal responses unique to individuals. There’s a three-step
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process in the human physiology to recognize and cope with stress. However, the sheer frequency and intensity of stress episodes among family business owners doesn’t allow the parasympathetic nervous system to fully flush stress from the body and return to a more normal state of relaxation. Therefore, stress accumulates over time and leads to mental and physical illnesses. Since everyone seems to be in agreement that rigorous exercise has so many physical and mental benefits, why don’t all family business owners engage in regular exercise? The reality of small business life is that business schedules and constant demands from other people on an entrepreneur’s time and the challenge of simply maintaining a consistent fitness program cause most people to fail to enter exercise programs in the first place—or to abandon them shortly after initiation. The researchers hypothesized that if family business owners were to “grant their physical health the same respect they do to their financial and professional well-being, most would be in incredible physical condition. Concomitantly, good physical condition should contribute to entrepreneurs’ success in reaching their personal and financial goals.” What are the benefits of exercise? There’s a direct relationship between fitness and mental performance. People who are physically fit: • Process data faster; • Experience a slower decline in information processing as they age; • Are less likely to be obese; • Possess higher levels of energy; • Enjoy enhanced feelings of well being; • Enjoy reduced anxiety, depression, tension and stress, and • Live longer. Exercise and activity can play a positive role in helping family business owners achieve their goals, have more energy, experience less sickness, and to enjoy the self-confidence that comes with being fit. As one entrepreneur said, “Exercise may not give me an extra day of life. It will, however, give extra life to every day.” Are sales at a plateau or even declining? Does the stress seem to mount every day with no end in sight? A way to explode through both of these challenges may be to undertake rigorous exercise on a regular basis. – 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.
Building-Products.com
ASSOCIATION Update Mid-America Lumbermens Association will host its annual Fall Fling Nov. 6-7 at Hilton Promenade at the Landing, Branson, Mo.
and measurement systems used in American operations were among the delegation’s key interests.
The association’s Oct. 5-7 annual meeting will be held at Francis Marion Hotel, Charleston, S.C.
Lumberman’s Association of Texas is preparing for its fall committee and board meetings September 2324 at the AT&T Executive Center & Hotel, Austin, Tx. During the event, political strategist Dana Chiodo will present a 2014 Texas campaign report. New Jersey Building Material Dealers Association plans its annual meeting for Oct. 8 at Fiddler’s Elbow Country Club, Bedminster, N.J. North America Deck & Railing Association will hold its annual meeting Oct. 22-24 at Baltimore Convention Center, Baltimore, Md. Southern Forest Products Association has announced that Richard Kleiner has left its staff after 16 years as a marketing specialist. Mr. Kleiner joined SFPA in 1998 as marketing manager, conducting seminars and staffing trade shows. He assumed duties for international markets in 2010, directing promotions aimed at increasing the specification and application of southern pine products around the world. The association recently hosted a seven-member delegation from Pakistan for a weeklong tour of southern lumber production facilities. Product quality, grading standards,
SUPPLIER Briefs GAF’s Myerstown, Pa., facility has
become the first asphalt shingle plant in North America to achieve the Waste Diversion from Landfill certification.
Pennsylvania and Indiana Lumbermens Mutual Insurance Companies have launched a
new website at www.plmilm.com, combining information from the two previous company sites in a new format that enhances previous features and improves user experience.
National Frame Building Association has revamped its web-
site at www.postframeadvantage.com. Building-Products.com
SFPA hosted a delegation from Pakistan, which included a stops at (top photo) Charles Ingram Lumber, Effingham, S.C., where Geno Avant explained grading characteristics, and at (lower photo) Fortress Wood Products’ treating plant in High Point, N.C., where Jim Dudley discussed quality-control steps and various preservatives used.
Your Eastern & Midwest Redwood Specialist
REDWOOD DECKING THE NATURAL ALTERNATIVE
Full Range & Large Inventory Reman to Specific Patterns • Clear All Heart • Clear Mixed Grain • Construction Heart • Decking Pattern Stock • Bevel Siding • Beaded Ceiling We Ship by the Unit or by the Piece Family Owned & Operated for Over 60 Years
CHICAGO SUBURBAN LUMBER SALES 800-341-6485
7459 Franklin St., Forest Park, IL 60130
Fax: 708-771-7391 • Email: joe@chicagosuburbanlumber.com
www.chicagosuburbanlumber.com September 2014
Building Products Digest
51
IN Memoriam Paul F. Reichenbach, 86, retired owner of Reichenbach Lumber,
Bluffton, Oh., died July 3. A U.S. Army veteran, he worked for Steinman Bros. Lumber, Bluffton, and Tuttle Lumber, Lima, Oh., before launching his own business in 1964.
CLASSIFIED Marketplace Rates: $1.20 per word (25 word min.). Phone number counts as 1 word, address as 6. Centered copy/headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished “camera-ready” (advertiser sets type), $65 if we set type. 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.
HELP WANTED
HELP WANTED
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.
TRI-STATE LUMBER CO.
PRODUCTS FOR SALE
Your Southern Yellow Pine Timber Connection Specializing in 6x6, 6x8, 8x8, 10x10
SHAVER WOOD PRODUCTS
Tel. (662) 862-2125 • Fax 662-862-4900 email jgibson@tristatelumber.net
6x6, 6x8, 8x8, 10x10, 12x12
WANTED TO BU 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.
Southern Yellow Pine Timber Production Reload Services & Storage Available Norfolk Southern Mainline Served Easy Access to I-40 & I-77 Company-Owned Truck Fleet (704) 278-9291 • Fax (704) 278-9304 Cleveland, N.C. email steve.twiford@gmail.com or shavers.reload@gmail.com
Sonny Bryant, 67, retired panel trader for ENAP Inc., New Windsor, N.Y., died Aug. 6 in Ruston, La. He spent 49 years in the industry before retiring this spring. Paula Siewert, 55, president of the Northwestern Lumber Association, Minneapolis, Mn., died May 24 after a long battle with cancer. She spent 30+ years at NLA. Richard K. “Dick” Thompson, 76, former owner of Farmers Lumber Co., Traer and Clutier, Ia., died July 27. He retired in 2008. Troy Edward Chandler, 89, owner of Mountain State Lumber Co., Spencer, W.V., died July 30. Richard “Dick” Wormhoudt, 92, retired Iowa LBM salesman, died July 17 in Effingham, Il. He worked at Wormhoudt Lumber, Ottumwa, Ia., before joining the Navy at the outbreak of World War II. He later worked in sales for Pella Corp. and Replacement Window Systems. Gregory Steven Shepard, 63, owner of Shepard Lumber, Chapman, Ks., died in late July. He started at Sanborn Lumber, Chapman, in the late 1960s, then worked for Hyder Lumber, Chapman, until buying and renaming it in 1983. He also operated Shepard Roofing Co. Joseph Patrick Collins Jr., 65, New Hampshire lumberman, died Aug. 17 after a battle with cancer. He worked for Sunbeam Lumber and then Steenbeke & Sons Building Supplies, Manchester, N.H., before going into business for himself. Larry Milton Corbin, 74, longtime East Coast lumberyard manager, died Aug. 16. He began his career as a lumber inspector with American Lumber, Union City, Pa., before managing Interforest Lumber, Shade Gap, Pa., and Augusta Lumber, Staunton, Va. Arthur K. Brown, 82, owner of P.K. Brown & Sons, Claremont, N.H., died July 25 in Hanover, N.H. Kenneth Robert Reckart, 80, of Reckart Lumber, Oakland, Md., died Aug. 16. George W. Nordeng, 87, retired owner of Ace Hardware, Evansville, Wi., died July 25 in Janesville, Wi. He managed Ace Hardware, Janesville, before operating his own store.
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Building Products Digest
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Building-Products.com
DATE Book Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. 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. 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 Assn. – Sept. 14-16, fall meeting, Roosevelt Hotel, New Orleans, La.; (301) 670-0604; 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.
Blish-Mize Co. – Sept. 19-20, fall market, Overland Park Convention Center, Overland Park, Ks.; (800) 995-0525; blishmize.com. Lumberman’s Association of Texas – Sept. 23-24, fall meetings, Austin, Tx.; www.lat.org. Kentucky Building Materials Association – Sept. 25, Congleton Cup golf tournament, Quail Chase Golf Club, Louisville, Ky.; (800) 844-1774; www.kbma.net. Northwestern Lumber Assn. – Sept. 25, sporting clay, Crooked Creek Gun Club, Aurora, Ne.; (763) 595-4053; www.nlassn.org. North American Rail Shippers Association – Oct. 2-3, regional meeting, Hyatt Regency, Phoenix, Az.; (972) 690-4740; www.railshippers.com. Southern Forest Products Association – Oct. 5-7, annual meeting, Francis Marion Hotel, Charleston, S.C.; (504)443-4464; www.sfpa.org. Material Handling Industry of America – Oct. 5-8, annual meeting, Rancho Bernardo Inn, San Diego, Ca.; (704) 676-1190; www.mhi.org. New Jersey Building Material Dealers Association – Oct. 8, annual meeting, Fiddler’s Elbow Country Club, Bedminster, N.J.; www.dealer.org. Building Component Manufacturers Conference – Oct. 8-10, annual conference, Charlotte Convention Center, Charlotte, N.C.; (608) 274-4849; www.bcmcshow.com. True Value Co. – Oct. 10-12, fall market, Colorado Convention Center, Denver, Co.; (773) 695-5000; truevaluecompany.com. Do it Best Corp. – Oct. 18-20, fall market, Indianapolis Convention Center, Indianapolis, In.; (260) 748-5300; www.doitbestcorp.com. Association of Millwork Distributors – Oct. 19-23, annual convention, Tampa Convention Center, Tampa, Fl.; (727) 372-3665; www.amdweb.com. Construction Suppliers Association – Oct. 21, insight meetings, Hilton Garden Inn, Jackson Pearl, Ms.; Oct. 22, Doubletree by Hilton, Baton Rouge, La.; (678) 674-1860; www.gocsa.com. DeckExpo – Oct 22-24, Baltimore Convention Center, Baltimore, Md.; Oct. 22-24, North American Deck & Railing Association annual meeting; (866) 475-6495; www.deckexpo.com.
Builders Supply Association of West Virginia – Sept. 18, golf tournament, Lakeview Golf Resort, Morgantown, W.V.; (304) 342-2450; www.bsa-wv.com.
Green Industry & Equipment Expo – Oct. 22-24, Kentucky Fair & Expo Center, Louisville, Ky.; (800) 558-8767; www.gie-expo.com.
Northeastern Lumber Manufacturers Assn. – Sept. 18-19, golf, Red Jacket Inn, North Conway, N.H.; (207) 829-6901; nelma.org.
Remodeling Show – Oct. 22-24, Baltimore Convention Center, Baltimore, Md.; (866) 475-6495; www.remodelingshow.com.
Building-Products.com
September 2014
Building Products Digest
53
ADVERTISERS Index
IDEA File
For more on advertisers, call them directly or visit their websites [in brackets].
Local Focus
Anthony Forest Products [www.anthonyforest.com] .................41 Boise Cascade [www.bcewp.com]..................................................4 Boral [www.boraltruexterior.com] ........................................Cover I Chicago Suburban Lumber [chicagosurburbanlumber.com] ....51 Crumpler Plastic Pipe [www.cpp-pipe.com] ................................44 STORE OWNER GINA SCHAEFER
Helping people shop
local and paying employees a living wage—both of these tactics brought success to a hardware dealer in the nation’s capital. “I think it’s important to bring customer-friendly, home-maintenance shops back to Main Street,” says Gina Schaefer, co-owner of A Few Cool Hardware Stores. “I am a firm believer in the concept of the mom and pop shop.” Back in 2003, Schaefer and her husband, Marc Friedman, purchased a fixer-upper apartment in the Logan Circle area of Washington, D.C., but there were no hardware stores in the neighborhood. After some research, they signed up with Ace Hardware and opened a store in the neighborhood. Today, they own nine stores in D.C. and nearby Baltimore, Md. And on Aug. 15, the original Logan Circle location moved to a larger, 10,000-sq. ft. space down the street. “We really love owning these stores and are so pleased that from the first month, local people embraced us,” she says. “It is clear that people want to shop locally, and we are more than happy to fill that need.” However, she freely admits that success wouldn’t have been possible without the help of dedicated employees who are well trained, treated with respect, and paid more than minimum wage. “Paying fair wages helped our business grow fast to nine stores and nearly 200 employees—even as our economy suffered a terrible economic downturn,” she says. “Paying better wages helps us attract and retain good employees, increase sales, expand our business, and hire more employees.” Schaefer also believes in supporting the local economy and encouraging creative entrepreneurship. That’s why she launched a Made in D.C. program two years ago and a Made in Maryland program last year. “We love the idea of sourcing products locally, and we know our customers do, too,” she says. “It is our responsibility as a local business to provide these opportunities for vendors and promote economic growth in the community.” Schaeffer also works closely with Jubilee Jobs, a D.C. organization that offers counseling, retraining, and job placement, to give people what she calls second chances. “The result is that we help people—whether that means selling them a wrench to fix the toilet or finding a job so they can get off welfare or drugs. I figure if I don’t do it, who will? It seems like a good way to run a company.”
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Building Products Digest
September 2014
Durgin & Crowell [www.durginandcrowell.com] .........................31 Everwood Treatment Co. [www.everwoodtreatment.com].........43 Fasco America [www.fascoamerica.com]....................................47 Feldman Wood Products [www.feldmanwoodproducts.com]....49 Great Southern Wood Preserving [www.yellawood.com]....13A-B GRK Fasteners [www.grkfasteners.com].....................................11 Hancock Lumber [www.hancocklumber.com].............................32 J.D. Irving [www.jdirving.com] ......................................................35 Kop-Coat [www.kop-coat.com] .......................................................7 Lee Roy Jordan Lumber Co. [www.jordanredwood.com]...........24 Limington Lumber [www.limingtonlumber.com].........................39 Matthews Marking Products [www.matthewsmarking.com] ......53 Maze Nails [www.mazenails.com].................................................23 North American Wholesale Lumber Assn. [www.nawla.org] .......3 Northeastern Lumber Manufacturers Assn. [www.nelma.org]...29 NyloBoard [www.nyloboard.com]...................................................5 Pleasant River Pine [www.pleasantriverlumber.com].................34 PrimeSource Building Products [www.primesourcebp.com] ....44 Richardson Timbers [www.richardsontimbers.com] ..................45 Robbins Lumber [www.rlco.com] .................................................38 Roseburg Forest Products [www.roseburg.com] .......................15 RoyOMartin [www.royomartin.com] .............................................25 Sandy Neck Traders [www.sntraders.com] .................................37 Screw Products [www.screw-products.com] ..............................42 Seaboard International Forest Products [www.sifp.com]...........36 Simpson Strong-Tie [www.strongtie.com]..............................26-27 Snavely Forest Products [www.snavelyforest.com]..........Cover II Swanson Group Sales Co. [www.swansongroupinc.com]...........8 TruGrain [tru-grain.com]................................................................22 Viance [treatedwood.com] ..................................................Cover IV Warren Trask Co. [www.wtrask.com] ...........................................39 Westech Building Products [tru-grain.com] ................................22 Western Forest Products [www.westernforest.com] ..................40 Western Red Cedar Lumber Assn. [www.wrcla.org].............19, 40 Woodbrowser [www.woodbrowser.com] .....................................33 Building-Products.com
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