BPD July 2014

BPD

TREATED WOOD SALES TOOLS  RE-RACK YOUR YARD  APA ON ENGINEERED WOOD JULY 2014

Building Products Digest

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

MicroPro® Brand Pressure Treated Wood Products with Micronized Copper Preservative Technology

MicroPro treated lumber products can be used for interior and exterior uses. End uses include Above Ground, Ground Contact, Fresh Water and Critical Structural Members.

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Visit www.osmosewood.com for details.

MicroPro pressure treated wood products are treated with Micronized Copper Azole or Micronized Copper Quaternary Compounds. MicroPro treated wood products are produced by independently owned and operated wood treating facilities. MicroPro® and MicroShades® are registered trademarks of Osmose, Inc. © 6/2014

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BPD

Special Features

July 2014

Building Products Digest

14 PRODUCT SPOTLIGHT

9 FEATURE STORY

ANNIVERSARY FOR PRESERVED WOOD

CREATING NEW DEMAND IN THE INSULATION CATEGORY

30 SPECIAL FOCUS

APA ON ENGINEERED WOOD: 12-PAGE SPECIAL SECTION

10 MANAGEMENT TIPS

MORE THAN RACKS: SHOULD YOU CHOOSE A FULL-SERVICE PROVIDER?

46 PHOTO RECAP

12 MARGIN BUILDERS

NEW TOOLS SELL TREATED WOOD

 Volume 33  Number 5

WESTERN RED CEDAR GROUP CELEBRATES ITS 60TH

In Every Issue 6 TOTALLY RANDOM 16 OLSEN ON SALES 18 COMPETITIVE INTELLIGENCE 24 MOVERS & SHAKERS 28 NAWLA: THINKING AHEAD 42 NEW PRODUCTS

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

800-341-6485

7459 Franklin St., Forest Park, IL 60130

Fax: 708-771-7391 • Email: joe@chicagosuburbanlumber.com

www.chicagosuburbanlumber.com

Building Products Digest

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48 ASSOCIATION UPDATE 49 DATE BOOK 50 ADVERTISERS INDEX

CHICAGO SUBURBAN LUMBER SALES

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48 CLASSIFIED MARKETPLACE

50 IDEA FILE

Pattern Stock • Bevel Siding • Beaded Ceiling We Ship by the Unit or by the Piece Family Owned & Operated for Over 60 Years

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TOTALLY Random

By Alan Oakes

BPD

Building Products Digest www.building-products.com

Complain, then complain some more

F

IRST, I HOPE your first half of the year has been a good one. I am hearing mostly on the plus side, but still some concerns out there. My hope for many of you this year is that you can get a good vacation with your family over the summer and enjoy the calmer year.

I must admit to getting less tolerant as I get older and wiser (although many would argue stupider—stop and ask me about my recent skunk fight). Today, I walk out of about one of every three stores without buying anything. Apart from a cursory greeting, there’s usually no one around to answer a question or to direct where to find something.

However, if I do not think I was treated correctly or something is wrong, I complain, and I complain again if need be. I, as my wife would say, am like a dog with a bone. I am not unreasonable; if it’s my fault, I blame no one but myself. But if the product is shoddy, different than advertised, or delivered poorly, back it goes and I expect the store to deal with it—with a smile! So, it still surprises me when, from time to time, some store clerk argues with me or gives me that jagged “I don’t believe you” smile. Perhaps that goes back to a lack of training or unclear policies. Indeed, the story should remain, without any hesitation, the customer is always right. Of course, that had been the case for 50 years, but one that I suspect was usually theoretical, until Nordstrom came along and really did think that way, and, perhaps begrudgingly, other retailers started to follow. Nowadays, if you do not make your customers happy, then they are no longer customers, because they go somewhere else.

Intriguingly, I read of a study that suggests you should, in fact, persuade your customers to complain. In the old days, we bandied around that if you had a beef against someone, you would tell 20 friends. Well, times have a-changed! Not only do you tell your 20 friends, but you also tell up to potentially hundreds of thousands of others through social media. While I do not post many reviews, they do play a large part in my decision to buy. For example, I love to travel and I check every hotel that I will ever step into before booking. Almost anything but food I research today.

The study suggests that only 9% of unhappy and non-complaining customers will do business again with that company. Conversely, 82% of those who did complain and were made happy will buy again. My experience in many different industries has shown that the customers that you can turn around not only become some of your best customers, but some of your best advocates. These are the ones you are quite happy to then have squawking about you on social media. But when they say the store clerk was rude, the product was shoddy, that you would not take back x, y or z, they can make it easily sound like the store from hell. I read this quote the other day when I was at the airport: “Customers who complain are your friends, as they are giving you the chance to put things right instead of walking away.” They are actually helping every customer who follows if you take steps to see that any screw up is not a pattern or a policy needs changing.

I always think the best way to handle situations is to imagine yourself as the buyer.

If it were you on the other side, how would you feel? Yes, there will be a percentage of people trying to beat the system, but that is part and parcel of doing business today.

When I have a problem, I know what I want (money back, replacement or an entirely different item), although I am always open to reasonable suggestions.

But I clearly let them know my preferred resolution. I don’t start with the manager, but I have no hesitation about asking for the manager if the problem does not get resolved. And it’s no use the c.e.o. ducking me, as I will get to them some way if I have to. Above all, I keep my emotions under control. When you lose them, resolution becomes significantly harder.

Have a great summer!

Alan Oakes, Publisher ajoakes@aol.com

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July 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 dkoenig@building-products.com Editor Karen Debats kdebats@building-products.com Contributing Editors Carla Waldemar, James Olsen Advertising Sales Manager Chuck Casey ccasey@building-products.com Administration Director/Secretary Marie Oakes mfpoakes@aol.com Circulation Manager Heather Kelly hkelly@building-products.com

How to Advertise

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

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

How to Subscribe

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

SINGLE COPIES $4 + shipping BACK ISSUES $5 + shipping BUILDING PRODUCTS DIGEST is published monthly at 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660-1872, (949) 852-1990, Fax 949-852-0231, www.buildingproducts.com, by Cutler Publishing, Inc. (a California Corporation). It is an independently owned publication for building products retailers and wholesale distributors in 37 states East of the Rockies. Copyright®2014 by Cutler Publishing, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. BPD reserves the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it.

Building-Products.com

FEATURE Story

By Bill Rossiter, Interrupt

Creating demand in the insulation category

THE BIGGEST opportunity to increase insulation sales may be targeting the millions of attics nationwide that currently have no insulation.

Photo courtesy Insulation Institute

M

have a growth goal built into their strategic planning process. But it’s important to understand that there are three primary types of growth: organic growth, market share capture, and demand creation. The most sustainable (and usuOST COMPANIES

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ally most profitable) growth is demand creation, because it’s actually growing additional opportunity for everyone.

Organic growth is merely growing with the market. If the market grows 3%, your business should see a very similar growth pattern.

July 2014

Capturing market share is where most companies focus; however, capturing (stealing) market share from others usually leads to price declines and less profit for the companies and the overall category.

Demand creation is the purest form of growth. It is about finding unique opportunities that are incremental to the category, therefore making the overall pie bigger for the industry. It is new demand, and if you are the one leading it, you should get your unfair share (more than your current share percent) of the growth.

As we look at growth we need to identify what our playing field is. In the United States we have approximately 100 million existing homes.

About 79% of these homes are older than 20 years and therefore in need of replacement, repair or remodeling of much of the exterior and interior. We also are building nearly 1 million additional new construction homes (historical 20 year average has been 1.2 million). So as we look at new opportunities, these two areas are where we can best try to create new demand.

“Opportunity” is a gap in the market that has not yet been filled. Filling that gap enables incremental demand to be created. So, where is there a gap in building materials? Let’s explore the insulation category and where opportunities exist for more demand to be created.

R&R Opportunity

The biggest opportunity in R&R is tied to greater energy efficiency and Building-Products.com

energy savings in existing homes. The easiest and most cost-efficient place to obtain greater efficiency and savings is within the attic. Nearly 30% of your energy loss is through the attic, and it’s the place in the home most convenient to reinsulate.

Most existing attics aren’t even insulated to today’s codes (and remember, code is the bare legal minimum). It’s estimated that approximately 65% of homes are not insulated to code. This means there are roughly 65 million attics needing additional insulation. There are only 2 to 3 million attics reinsulated a year, meaning that the industry has an additional 62 million attic opportunities at nearly $2,000 installed cost, or a revenue opportunity of nearly $130 billion of total installed sales.

Owens Corning saw this opportunity and redefined the market by creating their AttiCat approach (machine, product and selling process) to contractors that specialized in in-home selling to homeowners (roofing, windows, siding, and HVAC contractors). This was demand creation for these contractors, as they never installed insulation prior to this approach. Other insulation manufac-

Building-Products.com

turers have also started to supply similar machines and product to help drive sales of more attic installations.

New Construction Opportunity

Another large demand creation opportunity for the insulation category is noise control in new homes or homes being remodeled. Noise is a bigger issue in today’s homes due to several reasons: open floor plans, more hard surfaces (i.e., wood floors, natural countertops), cathedral ceilings, home theaters, and noisy hobbies like musical instruments and video games. Controlling this noise helps homeowners enjoy their homes more peacefully and is a big part of the comfort factor. Noise is a major complaint by homeowners who recently purchased a new home.

These same homeowners stated they were not educated on acoustics of their home, nor given opportunities to purchase solutions that would reduce noise in their home.

Much of this noise can be reduced or eliminated with proper construction techniques that all include adding insulation (primarily fiberglass or mineral wool products) to key areas

of the home, such as floors, interior walls, and basement ceilings. Adding insulation to these areas can add an incremental 70% of insulation that the builder can charge for and the installer can get paid to install. It’s estimated that a new home can be made sound resistant for around $1,000 installed. The opportunity for builder, insulation contractors, and the manufacturers within these one million new homes and existing renovations is over $1 billion.

Einstein’s famous quote, “When you change the way you look at things, the things you look at seem to change,” resonates with demand creation. You cannot create something incremental by doing the same actions over and over. So, how will you look at your category, company or approach to the market differently?

– Bill Rossiter is c.e.o. of Interrupt, a strategic marketing agency specializing in the Fortune 500 building materials and home improvement space, and founder of RedHouse Brands, creator of the Red Engine App, a new enterprise iOS-based platform that enables dynamic, consultative selling of building materials.

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MANAGEMENT Tips Yard Makeovers

FORMER CAR DEALERSHIP in Pasadena, Ca., became Ganahl Lumber’s latest location, with the full-service assistance of CT Darnell, which handled everything from building redesign to power bin systems, millwork mezzanine, cantilever and pallet racks, and T-sheds.

(Photo by C.T. Darnell)

More than racks Should you choose a full-service provider?

T

IME IS MONEY. So, when it’s time to update, expand or replace your current lumber shed or warehouse, is it better to use one company for design and construction, and another for racks and related equipment? Or deal with a full-service provider who can provide everything needed?

To get some answers, we spoke with two full service providers: CT Darnell, Alpharetta, Ga., and Timberline Rack, Granger, In. Not surprisingly, both offer compelling

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evidence for going the full-service route.

“There are many benefits to working with a full service provider,” says Travis Darnell, owner and president of CT Darnell. “The design phase goes faster, and it can often overlap with the production lead time, cutting weeks off a project. Value engineering is more likely to reduce costs since design and fabrication are coordinated by one company that knows how to efficiently integrate these two July 2014

functions.”

Perhaps most importantly, he says, “the project will run smoother, with fewer mistakes, since you’re not trying to coordinate multiple vendors.

To sum up: you save time and money, have fewer mistakes, and end up with a better design.”

Sean Denison, owner and president of Timberline Racks, agrees: “First, I think the most important thing customers receive is piece of mind. We like to consider ourselves a partner Building-Products.com

with our customers. As such, listening to their wants and understanding their needs is vital. Knowing their product mix and the way their operations runs enables us to guide them towards equipment that will best serve their needs in the short and long term.

“Secondly, they can trust that the equipment they are getting is designed and rated for the correct loading and usage. When buying “product only” from a rack supplier, that due diligence may not exist.

There is also at times the temptation to save a few bucks and buy used equipment. While this is not always a bad decision, it can be difficult to know what loads the racking was initially designed for, and if any modifications have been made that could alter its capacity.

“Lastly, time. For many businesses, the last eight years have seen many cutbacks in the number of employees. Now that things are beginning to turn around, many businesses are trying to do more with fewer people. By leaving the scheduling, shipping and installation to us, our customers can focus on what they do best.”

But what about the cost savings of selecting a full-service provider, since the customer is not soliciting bids on services and materials at every step of the project?

“I think it can be too easy to get caught up on costs alone,” advises Denison. “While it’s obviously important, I believe it’s equally important to see what you gain from having someone handle an entire project for you. As I said earlier, it frees the customer up to do the work they need to do, and it gives them the knowledge that their project is continuing to move forward at the same time.

“Being able to provide engineering, permitting, and competent installations is also invaluable to our customers and can help fast track projects and reduce costs.”

Darnell says that savings of 1015% are easily feasible when going the full-service route. “And that’s not putting a value on the time the customer would have to spend sourcing and coordinating multiple vendors,” he adds. “Savings can be even greater when value engineering is taken into account.”

Once you’ve decided to partner with a full-service firm, what should you look for? As with any other busiBuilding-Products.com

ness partnership, experience is key.

“Look for a company that knows the LBM industry and has the references to back it up,” advises Darnell.

“We’ve been working in the LBM industry for almost 30 years, for customers big and small, throughout North America and the Caribbean.”

Denison agrees that finding a supplier that deals specifically in the LBM industry is most important.

“Full service suppliers have an insight that many basic rack suppliers and even rack manufacturers simply don’t have,” he says. “That insight can prove to be very valuable. From start to finish, we have our customers covered: design services, engineering, permitting, manufacturing and installation. This is what we do, and all that we do. We know how to best maximize usable space, and do it in a way that will have the biggest impact for our customer’s bottom line.”

Finally, we asked how important is it that the provider be physically located near the customer?

“We are located in the Midwest, and have effectively serviced cus-

tomers from Vancouver to the Caribbean,” says Denison. “I don’t believe that we have to be located close by in order to be of service to a customer. The fact is, there are not that many full service providers that focus primarily on the LBM industry, and we can’t be near every customer.

“Like any other decision a business has to make, the customer has to be comfortable with their supplier. I would encourage end users to ask for references, and to see designs and completion photos of previous work.

By far, our best advertising is our previous customers.”

Darnell agrees that being close to the customer isn’t really important: “With today’s communication and transportation systems, you can work and manage projects anywhere, as long as you have the state licenses required and the right management systems. We are licensed throughout North America, so we can handle work in any jurisdiction. And we have the management systems and supervisory team in place to run remote projects.”

BIG C LUMBER’S truss plant in Dowagiac, Mi., gained two, 200-ft.-long sheds that are used to store materials, courtesy of Timberline Rack, Granger, In. The new sheds also make picking of materials more efficient during the manufacturing process.

(Photo by Timberline Rack) July 2014

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11

MARGIN Builders Pressure Treated Wood

New tools help sell more treated wood

T

tools have been introduced to help dealers and distributors put the right treated wood product—and more of it—into their customers’ hands.

HREE NEW

Online Tech Library

Click your way to more information about preservative-treated wood products with the new online Preserved Wood Tech Library from Western Wood Preservers Institute.

The online library provides a host of resources on preserved wood products, from outdoor decking to utility poles. It includes product specification guides, details on preservatives, aquatic use references, fire retardant-treated product overviews, and disposal regulations and recommendations.

Among the newest publications are the PreserveTech series, a collection of one-page guides addressing the most frequently asked questions about preserved wood. Subjects include incising and recommended fasteners and hardware.

Many questions arise today on the environmental impacts of preserved wood products. The Tech Library features an Environmental section with a variety of scientific, peer-reviewed life cycle assessments on treated wood vs. alternative materials. The Aquatics section offers guidance on assessing the use of preserved wood in sensitive environments, including the industry’s landmark Best Management Practices guide.

Each publication is available as a

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free download in Adobe PDF format.

You can also view a thumbnail image of each publication prior to downloading.

Access the Tech Library on the WWPI website at www.wwpinstitute.org or go directly to the library at www.wwpi.info/tlibrary.

FINDING A LUMBERYARD stocking preserved wood is easy with the Treated Lumberyards Nearby utility in the free WWPI Treated Wood smartphone app. Users can find lumberyards with three different searches.

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Yard Finder App

Buyers seeking preservative-treated wood can soon find lumberyards near them stocking such products with just a few taps on their smartphone or tablet.

The Treated Wood smartphone app, developed by WWPI, features a new utility called Treated Lumberyards Nearby. The utility, which works on iOS, Android and Windows smartphones, allows users to find nearby treated wood suppliers that stock the products they need.

Users can find nearby lumberyards by using a map or by selecting from 12 different treated wood product types, from decking to round posts and fire retardant lumber. Each listing includes the address, phone number, and website address for the lumberyard and the product types they sell.

Users can quickly get driving directions from their current location to the lumberyard.

Getting your lumberyard listed in the new app is easy. Cost is $60 per year for each location. The registration form for the Treated Lumberyards Nearby listing can be downloaded at www.wwpi.info/lumberyards.

The lumberyard utility is the newest edition to the Treated Wood app, which was released in 2013. The app is an essential source for information on preservative treated wood products. It provides detailed information on preservatives used today, including the newest formulations.

Users can review AWPA use cateBuilding-Products.com

gories and see the required retentions for each preservative, as shown on the quality mark appearing on treated wood products.

The app also features sections on fire retardant-treated lumber, environmental information about treated wood products, handling and disposal recommendations, and details on the Best Management Practices program, which seeks to minimize the amount of chemicals released into the environment.

The app is available at no charge from the app store for Apple, Google and Windows. Links to download the app can be found on WWPI’s website, www.wwpinstitute.org.

Spec Guide

Finding the proper preservative-treated wood product can mean facing a confusing alphabet soup of products and preservatives. Bring order to this jumble of letters and identify the best preserved wood product for a specific use with the Guide to Pressure Treated Wood.

The guide, published by WWPI, offers an overview of how wood is pressure treated to provide protection against insects and decay. It provides details on the types of preservatives in use today and the codes and standards that allow the use of preserved wood in construction.

Wood treatments are specified through the American Wood Protection Association use category system, based on the environment or hazard exposure for the intended end

WWPI’S Guide to Pressure Treated Wood features easy-to-use tables showing the required preservative retentions for the most commonly used products. The tables list all AWPA-approved preservatives in use today.

hardware recommended for use with preserved wood.

There are also directions for field-treating cut ends of preserved wood, which improves the long-term performance in use.

The 24-page guide is an essential reference for anyone selling, specifying or using preserved wood. The publication is available to download at no charge at www.wwpi.info/twspecguide.

Fulton, Mississippi • www.homanindustries.com (662) 862-2125 • Fax 662-862-4900

FIND INFORMATION on preserved wood quickly with the new online Tech Library. Quick Access links take you to specific publications covering everything from specification to disposal.

use. The six use categories range from above ground interior construction to the most demanding conditions, such as continuous exposure to salt or brackish water.

Readers can learn about the code acceptance of AWPAapproved preservatives, as well as those approved through the International Code Council Evaluation Service. Under both, the quality of preserved wood products are monitored through third-party agencies certified by the American Lumber Standard Committee or an equivalent organization.

Easy-to-use tables in the guide show the AWPA use category and minimum preservative retentions for all AWPAapproved preservative treated products on the market today.

The tables are a great resource for retailers and others to help customers determine the proper treated wood product for their projects.

Other sections of the guide detail handling and disposal recommendations, as well as information on fasteners and Building-Products.com

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Resaw Needs July 2014

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13

PRODUCT Spotlight

By Huck DeVenzio

Preserved lumber marks milestone anniversary

W

IND.

MRS. O’LEARY’S COW. Da Bears. These are three items for which Chicago is known, but the city also claims the first skyscraper, first mail-order business, first car radio, and first TV remote. Chicago merits recognition for yet another first: the introduction of preserved lumber for d-i-yers.

It was the fall of 1974—40 years ago—that treated wood was first promoted for decks, picnic tables, planter boxes, benches, and other backyard projects.

Pressure treated wood existed long before 1974, being commonly used for railroad ties, utility poles, piling, fence posts, and sill plate. Executives

of Koppers Co., a manufacturer of building products and preservative chemicals, thought d-i-yers might be interested in treated lumber for residential applications.

“It started with five lumber dealers as a short-term test market,” recalls Jerry Stein, then sales manager at Lentin Lumber, a wholesale distributor of building materials and a Koppers customer. “The five were reluctant to jump in. As incentives, Koppers and Lentin offered a guaranteed sales program, along with newspaper advertising that listed the stores.”

The product shipped into Chicago was treated at various plants with

PIONEER: Jerry Stein, sales manager at Lentin Lumber in the 1970s, was instrumental in the introduction of preserved lumber to d-i-yers.

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CCA preservative and kiln-dried after treatment. In heavy construction markets it went by the name Wolmanized, but this term was considered too mysterious for homeowners unfamiliar with its use. Koppers sought and was granted a registered trademark for Outdoor wood. (The trademark is now owned by Arch Wood Protection.)

Stein, who also oversaw Lentin’s advertising, said that promotion of forest products was almost non-existent in 1974. “There were occasional ads from the California Redwood Association and the cedar people, but not many. In addition to newspaper ads, the Outdoor wood program included radio spots, literature, banners, and building plans. At the time, this was revolutionary.”

“We also conducted deck clinics,” adds Denny Macel, former product manager for building products distribution at Koppers. “We sometimes shipped a parquet-style deck made of patio squares to dealer locations to show consumers the possibilities of treated wood. Chicago was a suitable test market; then, as now, the Midwest is often chosen for market tests because it is representative of typical Americans. Further, we had a relationship with Lentin Lumber, which distributed our glue-laminated beams.”

The test market occurred in the fall, hardly the optimal time for treated wood construction. Nevertheless, the test was a huge success. When its endpoint came, none of the five retailers had inventory they wanted to sell back.

Building-Products.com

In the following year, Lentin hosted a presentation to about 60 dealers. Even though no sell-back guarantee was offered, about 80% signed on to stock Outdoor wood. They had seen the demand. Programs were also initiated in more cities, among them Cleveland, Boston, Pittsburgh and Los Angeles, before eventually becoming available nearly everywhere.

For nostalgic readers, the five initial dealers were

COUNTER CARDS and banners were among the tools used in stores to introduce treated lumber to d-i-yers four decades ago.

Roselle Lumber, E-G Home Center, Parlenby Lumber, Mid-Valley Lumber, and Hankinson Lumber, none of which currently operates. Neither does Lentin Lumber or the original Koppers Co. Jerry Stein, who picked up the nickname “Godfather of Treated Wood,” is now 88 years old and still active in preserved lumber. He represents Mid-States Wood Preservers to a solid group of Chicago independents. “The number of Chicago dealers has decreased. This reduction has not been caused by big box competition—Chicago may be an exception, but independent dealers maintained customer loyalty. It’s been mostly because of succession issues in family ownerships.”

Much has changed in 40 years, but Jerry Stein and preserved lumber have continued on.

BEGINNING in 1974 with Chicago newspapers ads such as this, treated wood advertising expanded its concentration beyond industrial, agricultural and structural applications.

Building-Products.com

– Huck DeVenzio was a fresh PR guy promoting pressure treated lumber in 1974. He is still around, but admits that he is no longer so fresh.

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15

OLSEN On Sales

By James Olsen

Who’s guarding you?

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a Division III college basketball player. I am proud.

But pertinent to us as salespeople today is the basketball player he was when he was in seventh grade. He wanted to be great, he wanted to score points, he wanted to be the man in the moments that counted, but… he was never open!

My 5’9” brother, ex-DIII baller and self-described “Gatling Gun,” when asked the same question at the Thanksgiving dinner table replied, “I was open from the parking lot!”

Y SON IS

Before Is Now

To be open in basketball you have to know you are going to shoot before the ball is passed to you. If you catch the ball and turn to see if you are open, you now are not open—and you never will be.

Quick matters, darn it! Hustle matters. And wins! In sales, life and (more importantly, just kidding, kinda) basketball, the openings are brief and none of the other players are going to slow down for us. Actually, just the opposite is true, so we need to be ready before we show up!

Many struggling salespeople I work with hesitate or

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hold back. They hesitate at the moment(s) of truth: closing.

Even more devastating is this hesitancy, this “apology for bothering” attitude that permeates their entire approach, which precludes them from more success.

Who is guarding you? No one guards us better than us.

We know all our moves. We all have obstacles, (see 5’9” college basketball player above). But the person we most need to get out of our way is ourselves.

Common Self-Guarding Mentalities

I Don’t Want to Be Pushy. First off, who said you were pushy? This is the number one fear of under-producing salespeople. Asking for the order is part of our job.

Asking more than once is also part of our job. A basic requirement.

It is not how many times we ask that bothers the customer. It is how we ask that matters. Master sellers have to end most conversations because, number one, they are busy! Number two is because they are so professionally pleasant even customers who say no to them want to keep talking to them.

I Want Everyone to Like Me. This unctuous approach may have worked in the days of vassals and kings, but today customers want and need partners that bring value, not friends or supplicants. Yes, we are charming, it makes selling easier, but we must be a “man on a mission” while we are being nice.

Fear of the NO. The basketball player and the salesperson who is afraid to miss, multiple times in a row, in front of other humans, on several occasions, for life, will never move from “basketball player” to “baller” status or from “pitch-man” to “money-making partner.”

I’m Already Good. Are you playing because you are good or because you want to get better?

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

COMPETITIVE Intelligence

By Carla Waldemar

Meek’s, but far from mild

B

meek, the Bible preaches. Maybe in the afterlife, but in the here-and-now of the business world, not so much. Few folks dine on humble pie in MBA programs nor running a family business in a competitive environment.

So, despite its name, Meek’s–The Builders Choice, is anything but. Call them aggressive—and successful— and you’d be closer to the mark.

Inherit the earth? Well, inherit a juicy slice of the market pie, anyway.

The family-owned operation, now in its fourth generation, was launched in 1920 in Lockwood, Mo., by the great-grandfather of brothers Mike and Charlie, who run the company today. Their father, Terry Meek, opened over 20 stores in his reign from the late Fifties through the Eighties, and his sons have continued the push, launching half a dozen more in the past 10 years.

“Even in the downturn,” says director of marketing Eric Sachse. “We picked up four stores in 2010. They presented good opportunities in markets we weren’t yet in, so Meek’s jumped on it to maintain growth.”

Meek’s currently owns 34 stores in the Midwest Division—Missouri and Arkansas. (A second division started when another forebear moved west in search of timberland, the genesis of the chain of Meek’s in California.)

So, 34 and counting. How does Meek’s evaluate a potential acquisition? They’re no dummies: “Economic indicators play a big role,” Eric reveals. “How a town is growing, what the competition looks like. If the LESSED ARE THE

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existing yard has good employees so we could take off running, it’s an even better deal.”

While a network of stores offers built-in savings and service advantages for customers—buying in quantity; the ability to fill orders with materials from a neighboring location if a product is out of stock—each store is designed to meet the needs of its own unique location and demographic.

“There’s quite a bit of autonomy,” Eric reports. “They can react to their individual markets and clients. Lots of our good ideas come out of this, from the ground up. We operate all 34 locations as pretty independent yards.”

Remodeling is an ongoing process that involves updates on exteriors and interiors and addition of new products.

“We really talk to our customers and store employees to get it right. We train staff in the new products, walk

July 2014

them down the aisles, and add 5,000 to 8,000 new SKUs in what usually is a 10,000-sq. ft. footprint. We hold meetings back and forth to come up with what the new model will look like.

“For instance, we recently remodeled the Shell Knob, Mo., store in a tiny community on Table Rock Lake—a resort area, an area of second homes. We added a huge marine and boat section—a category we’d never had before: cleats, ropes, life jackets, anchors, dock material. And it’s doing very well.”

Each location’s customer base is different, too. “Some are 95% pro, while smaller ones—the mom-andpop operations—serve the retail trade, too.” One factor remains a constant throughout Meek’s operations, however: “We have the biggest selections of building materials: That’s who we are,” Eric attests.

Sure, the big boxes continue to plant themselves along the highway, but Meek’s knows it can outstrip them when it comes to customer service.

“We’re heavily geared toward the delivery side, a huge asset for our contractors. We can deliver to rooftops and multi-story buildings, and our delivery fleet can get you your special order within three business days. Plus, we follow through on warranties. We leverage the fact that we’re the largest lumber dealer in the area,” he can say with assurance.”We have good relationships with our suppliers, which we can pass along.

“We have a strong educational program, backed by our vendors, so our employees can answer questions— which also make us different from the boxes. We also sponsor contractortraining events, like our Product of the Month sessions, and we host Katz

Building-Products.com

MEEK’S has added Design Centers in its two largest markets to act as the chain’s “brick-and-mortar social network.”

Roadshows—all-day seminars and clinics in areas like framing, finishing and carpentry. We may not be the cheapest, but at the end of the day, we offer the best value: better products and better services, which help our builders serve their own customers better and make them look good.”

Win-win.

Meek’s also has established a pair of Design Centers— one in Springfield, Mo., and one in Springdale, Ar.—“our two largest markets, which act as our brick-and-mortar social network. We pull from 100 miles away. When builders and homeowners come in for half a day, we then treat them to dinner and maybe a ballgame. The centers started with windows and doors, then bloomed into roofing, siding, cabinets, etc.” One-stop shopping.

The “green” market presents another growing trend.

“Traditionally, a lot of our products have always been green—we were 80% of the way there—but we realized that installing them could take a bit of education,” says Eric. “Then, they can make a big difference in the energy of a home. We host lots of educational seminars for local builders to help them build more energy-efficient homes, although in our part of the country, folks are conservative.

And we’re right in the middle of two more extreme climates—hot and cold—so the payoff here takes a little longer.”

Meek’s pro customers represent the area’s small builders—five homes or fewer a year. And—like elsewhere across the nation—“remodeling has been a big trend over the past five years,” he says, noting lots of remodels involve change by the new owners after acquiring a house.

“We did tweak our product offerings accordingly—we’d been huge with windows and doors, lumber and paneling, but we ramped up a dozen new programs. In the downturn, we added fireplaces, faucets, fans, and light fixtures in order to continue stability in our volume. We wanted not just to bring in new business, but to be better than the competition. Se we found the right vendors to partner with, then utilized their training websites to get over the big hurdle of Building-Products.com

introducing new products.”

Advertising campaigns have always played a part.

Meek’s runs a strong tabloid program sixteen times a year, and buys TV ads promoting items from windows and doors to landscaping blocks, geared to the season. Yes, the company also sports a Facebook page—“anything to drive potential home buyers, our prime market. Social media is becoming a bigger and bigger part of the picture; it’s definitely more fragmented to get the same return, however.”

Fighting perception, Eric reports that all Meek’s Facebook followers are not Gen X. “It’s moved into older age brackets.” No e-commerce on the web yet, however: “Instead our outside and in-store sales force are major for our business.”

They forge those all-important relationships.

So do the many community involvement programs Meek’s sponsors—prime among them, St. Jude Children’s Research Hospital. Plus, each of the 34 stores supports local endeavors, such as ball teams. That’s one of the reasons Eric loves his job: “It’s a good family to work for— honorable—and so exciting to support and get behind, be energetic, yet have the autonomy to react to each marketplace—to be nimble and grow. Very dynamic!”

And will Meek’s continue to seek new acquisitions? “Oh, they’re close to the chest, but they’re always talking to people,” says Eric. “I’d love nothing more! Our small-town yards are doing very well. And the economy is looking much better. We here mimic the national average, and the largest metros are coming back a little faster. We’re seeing it trending back.”

Looks like the Meek’s will continue to inherit the earth.

Carla Waldemar cwaldemar@comcast.net July 2014

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New Jersey Dealer Association Merging with NRLA

Effective July 1, New Jersey Building Material Dealers Association has become an affiliate of the Northeastern Retail Lumber Association.

NJBMDA will reduce its administrative expenses, while gaining consistent industry-specific expertise to support the needs of the membership and board, an expanded suite of programs and services, and personal retail yard visits made by a regional director.

NJMBDA joins 12 state and local associations affiliated with NRLA, adding 60 new retail members and 17 associates to NRLA. “This affiliation gives NJBMDA and NRLA strength and longevity through greater numbers,” said NRLA chairman Jonas Kelly, JAY-K Independent Lumber. “Another benefit is increasing the brainpower and commitment of both organizations to help independent building material suppliers be successful.”

According to NJBMDA/NRLA affiliation task force

chairman Chuck Handley, Burke’s Do It Best Home Center, “NRLA’s and NJBMDA’s missions are the same.

Since 1894 and 1884, respectively, both associations have worked to help independent lumber and building material dealers throughout the Northeast succeed. The affiliation reflects the long-term commitment both associations have for the members. The process was so smooth it reflected the natural fit for the two organizations.”

The change reduces to 16 the number of state/regional associations in the National Lumber & Building Material Dealers Association, which had 20 members at the end of last year. In the interim, the Ohio and Southern associations have merged, the Mid-South and Construction Suppliers associations are joining, and the Illinois association has dropped out.

DEALER Briefs Miller Lumber Co., Mount Pleasant, N.C., has begun construction on a new building 11 months after a fire destroyed its longtime home.

ProBuild is closing its Austin, Mn., location by the end of

the month.

Marling Lumber has put its 93-year-old property in Madison, Wi., up for sale and in January will relocate to a new 70,000-sq. ft. yard.

King Lumber, Bay City, Mi., suffered severe damage in

a May 31 fire.

Tomahawk Lumber Co. , Tomahawk, Wi., has merged into Pukall Lumber Co., Arbor Vitae, Wi. Tomahawk’s site will become the headquarters for Tomahawk Log & Country Homes.

South Side True Value, Park Falls, Wi., has been renamed Stueber’s Ace Hardware, and will hold a grand opening Aug. 1 to celebrate its 40th anniversary and show off its recent renovation.

Ace Hardware , Jackson, Tn., has been opened by Blake White, ex-Ace Hardware, Parsons, Tn. Ace Hardware, Brainerd, Mn., has remodeled.

Plyler Supply has relocated to a larger facility in Winston-Salem, N.C., allowing it to expand its Camel City Cabinetry business.

Zweifel Hardware, Chicago, Il., has closed after 128

years in business.

Anniversaries: Fisher Lumber, Rockville, Md., 120th …

Jordan Lumber & Supply, Mount Gilead, N.C., 75th …

McDonald Lumber, Fayetteville, N.C., 65th …

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HOMEOWNERS EXPLORE all their exterior options at the first-ever Ply Gem Designed Exterior showroom, located at Marsh Building Product’s site in Loveland, Oh.

Ply Gem Opens Showroom to Showcase Exterior Options

Ply Gem, has partnered with Marsh Building Products to open the first Ply Gem Designed Exterior showroom, in Loveland, Oh. “With this new showroom, our vision is to make exterior home design more accessible and fun,” said Jerry Blais, senior v.p.-marketing, Ply Gem siding group. “We want to help customers visualize all that is possible in achieving a dream home design. We’re also making it easy to open up the lines of communication between the professional and homeowner, providing all the tools and products needed to have an informed discussion on creating a stunning home exterior you can take pride in.”

Interactive displays throughout the showroom help shoppers discover their personal design style, choose color palettes, and explore the possibilities of their home’s exterior. Using a touch screen monitor or iPad, customers can view before-and-after home transformations and learn how to coordinate exterior design elements such as siding and window styles, colors, textures, and trim packages.

“The showroom is a unique resource designed to help customers explore their options and find inspiration,” said general manager Patrick McNicle. “And we are here every step of the way to support them.”

Building-Products.com

SUPPLIER Briefs Cedar Creek, Oklahoma City, Ok., has completed its acquisition of Roberts & Dybdahl, including DCs in Des Moines, Ia.; Omaha, Ne.; Milan, Il.; St. Louis, Mo.; Tipton, In.; Sun Prairie, Wi., and Kansas City, Ks. Cedar Creek now operates 22 locations covering 30 states.

Georgia Pacific is considering investing $55 million in its Gurdon, Ar., lumber and plywood operations.

Plans include adding a new continuous dry kiln and planer mill, boosting capacity at the lumber mill by 60%, and upping dryer capacity at the plywood mill by 10 million sq. ft.

Hunt Forest Products , Ruston, La., has sold its Bernice, La., chip mill to Georgia-Pacific, Atlanta, Ga. Ohio Valley Veneer is refurbishing the former Sherwood Forest Products facility in Waverly, Oh., to reopen the hardwood lumber mill as Ohio Valley International by the end of the year.

Travco Lumber Co. lost its main sawmill building in McArthur, Oh., in a May 20 fire. Travco recently purchased the business from Glandon Lumber.

Sterling Lumber Co. has consolidated three manufacturing plants and 117 employees into a new 60-acre, 520,000sq. ft. facility in Phoenix, Il. Another 50 new employees will be added over the next 24 months.

Knauf Insulation , Shelbyville, In., has agreed to acquire Guardian Insulation, Auburn Hills, Mi., including its Guardian Fiberglass and Guardian Laminated Building Products divisions.

Universal Building Specialties, Auburndale, Fl., is Boral TruExterior Trim throughout Florida.

Mako Rep Group, Eustis, Fl., will provide sales and marnow distributing

keting representation of the line in the state.

Snavely Forest Products will distribute Accsys Technologies’ Accoya modified wood from its DCs in Pittsburgh, Pa.; Westminster, Md.; Liberty, N.C.; Dallas, Tx., and Denver, Co.

CertainTeed, Valley Forge, Pa., opened a new 150,000sq. ft. warehouse in Jonesburg, Mo.—phase one of a planned $100-million roofing product complex to be completed in 2016.

Milwaukee Tool , Milwaukee, Wi., has acquired Empire Level, Mukwonago, Wi. PPG Industries’ North American architectural coatings business agreed to buy specialty coatings supplier The Homax Group, Bellingham, Wa. Beck Fastener Group, parent of Fasco America,

Muscle Shoals, Al., was issued ER-0344 for its new SubLoc PRO SCRAIL construction fastener.

Peterson Wood Treating, Superior, Wi., celebrating its 30th year of business, was honored with the Preserving for Generations Award at the recent Family Small Business of the Year award banquet.

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TRAINING VIDEO, the cornerstone of Arch’s new online university, covers the #1 reason why people have issues with treated wood: they don’t use the right product for their project, typically using wood treated for above-ground uses in ground contact or continuously wet areas.

Arch Rolls Out Online Treated Wood Training

Arch Wood Protection, Atlanta, Ga., developer and licensor of the Wolmanized brands of preserved wood, has begun the phased rollout of an educational program designed to address the wood treatment process and proper use of preserved wood products.

Wolmanized Wood University will feature how-to videos, as well as printed and online materials, that focus on how treated wood is made and its intended uses.

Additional content will cover identifying properly treated wood, building decks and other outdoor projects properly, revitalizing a pressure treated deck, and identifying potential problems in aging decks. These materials will be housed in an online repository designed to help deck contractors, lumberyard employees, and consumers make informed choices.

Initially, the university will focus on copper azole-treated Wolmanized Outdoor wood and metal-free Wolmanized EraWood lumber, but the series will eventually cover industrial, fire retardant, and surface protection products.

Erin Canosa, global director of marketing for Arch, explains the rationale behind the educational series as follows: “Since 2003, when our industry voluntarily withdrew marketing and distribution of chromated copper arsenate, known as CCA, from the consumer marketplace, a host of new preservatives have entered the market, all with varying retentions, fastener requirements, and other characteristics.

Unfortunately, this influx of new products and different chemistries has added confusion to the marketplace. Now more than ever before, it’s critical that preserved wood is treated and used properly..”

The online portion of Wolmanized Wood University went live last month at www.wolmanizedwoodu.com.

Fire Strikes Georgia Hardwood Mill

Thompson Hardwoods, Hazlehurst, Ga., suffered major damage in a June 9 fire.

According to authorities, the early morning blaze started when a load of lumber was pulled from a drying kiln. The fire then spread, destroying an office and a warehouse where $30 million in wood products inventory was stored.

Firefighters were able to save the sawmill.

The office was moved to another location and operations were expected to resume the following week.

Building-Products.com

MOVERS & Shakers Jack Stevenson, ex-Stock Building Supply, has been named general mgr. of Mid-Cape Home Centers, South Dennis, Ma. Zane Vinson, ex-Higginbotham Bros., is now in inside sales at Dixie Plywood & Lumber, Nashville, Tn. Elizabeth Grieff has been promoted to mgr.-engineered wood products at Snavely Forest Products, Greensboro, N.C. Michelle Furman, ex-PrimeSource Building Products, is now Dallas Fort Worth, Tx., territory sales mgr. for BlueLinx.

Robert Bazemore Jr., ex-PrattDudley Builders Supply, is new to outside sales at Howard Lumber Co., Evans, Ga. John McLennan, ex-Nichiha, has been named territory sales mgr. for middle Tn. and Ga. with Huttig Building Products, Nashville, Tn. Darin Prestholdt has rejoined Boise Cascade, Lakeville, Mn., in sales.

Peter Coutu has been appointed sales director-North America for Forest2Market, Charlotte, N.C. Gordon Culbertson is now director of international business.

ber director. His term will be completed by Richard W. Bennet III, CCA Global Partners, St. Louis, Mo. Re-elected to the board were Gina Schaefer, owner of nine Aces in Washington, D.C., and Baltimore, Md.; Jeffrey Girard, Beam Dynamics, Jacksonville, Fl., and David Karsten, c.e.o. of threeunit Karsten’s Ace Hardware, Cave Creek, Az. Anne Teak is now selling reclaimed wood for Mungus-Fungus Forest Products, Climax, Nv., report coowners Hugh Mungus and Freddy Fungus.

Joseph Hirt, ex-Boston Cedar, is new to sales at Warren Trask Co., Albany, N.Y. Bernie O’Connor has joined the contractor sales team at TS Building Supply, Albertville, Mn. Michael Decker, ex-Ply Gem, is now a national window sales specialist for ProVia, Sugarcreek, Oh. John Stephenson, ex-Ply Gem, is now chief marketing officer at CalStar Products, Caledonia, Wi. Jeffrey Hall has been promoted to lead kitchen designer at Curtis Lumber, Hoosick, N.Y. Shane Green has been named president of Sterling Lumber Co., Phoenix, Il., succeeding Carter Sterling, who becomes c.e.o.

Debra Keiner, ex-Home Depot, was named store manager at Cantelmi’s Hardware, Forks Township, Pa. Jared Carroll has joined Weston Forest Products, Mississauga, Ont., as mgr.-U.S. trading group.

Jim Ackroyd, c.e.o. of 11-unit Vision Ace Hardware, Naples, Fl., was elected chairman of Ace Hardware Corp., Oak Brook, Il. John Costello has resigned as non-mem-

Turning Good

LP BUILDING PRODUCTS followed a June 12 seminar on meeting fire codes with OSB, in Reno, Nv., with a live fire demonstration of the strength and burn-through resistance of LP FlameBlock fire-rated OSB sheathing.

HOUSESinto

GREAT HOMES

™

Interior

Exterior

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DIY Interior

Aluminum

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www.bwcreativerailings.com

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July 2014

Building-Products.com

THINKING Ahead

By Warren Reeves, Communications Committee Chair, North American Wholesale Lumber Association

The Search for Compliant Suppliers A

study commissioned by the American Forest & Paper Association, illegal logging costs the U.S. forest products industry roughly $1 billion annually in lost export opportunities and depressed U.S. wood prices.

So there’s no question that the Lacey Act 2008 amendments, which were intended to reduce illegal logging, are positive for our industry.

However, even though the amendments were passed a number of years ago, it can still be challenging to quickly locate compliant suppliers, or obtain the most current information about these regulations. Here are some useful resources and updates that impact the purchase, manufacture and sale of wood products.

CCORDING TO A

Enforcement Trends An advisory outlining recent trends in enforcement of the Lacey Act was recently published by Pillsbury. That law firm represented Gibson Guitar in the government investigation of alleged Lacey Act violations surrounding Gibson’s import of wood and wood products.

Pillsbury notes that the U.S. government continues to rely on information produced by third-party activist groups, such as the Environmental Investigation Agency (EIA), to initiate a government investigation. The group has been linked to several raids in the past five years,

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July 2014

according to The Wall Street Journal.

Other takeaways of the Pillsbury advisory are that “the federal government has not lost interest in enforcing the 2008 amendments to the Lacey Act that expanded the scope of the Act to plant products (including products made from wood),” and “the belief that a company may be insulated from Lacey Act issues because it only deals with abundant wood species appears unfounded.” The raid of a Virginia-based flooring wholesaler in fall 2013 is evidence of both of these conclusions.

Changes in FSC Certification Before 2013, the Forest Stewardship Council focused on the harvesting company with its forest management certificate. In March of that year, it introduced a new rule for FSC certificate holders in the chain of custody to “have procedures in place to ensure that the commercialization of FSC certified products comply with all applicable trade and custom laws.”

The FSC advises that its certification can provide assurance against illegally harvested forest products because only certified companies can sell FSC-labeled products to importing companies. They do caution that “if a forest product enters the US after having been processed by more than one company up the supply chain, the importer does not automatically receive from

Building-Products.com

A Special Series from North American Wholesale Lumber Association

its FSC certified supplier the information the U.S. authorities require on the country of origin and/or the species used.”

You can learn more about FSC certifications and determine how it complies with the Lacey Act through its website.

Proposed Lacey Act Amendments An amendment to the Lacey Act (Lacey Act Paperwork Reduction Act, H.R.3324) was introduced last fall that would require importers to “possess and make available certain information about the plant or plant product being imported.” This is a change in current regulations that require importers to file the same information.

Additionally, H.R.3280–Lacey Act Clarifying Amendments Act of 2013, which was also introduced last fall in the House of Representatives, would amend the Lacey Act to exempt plants and plant products imported before May 22, 2008, from the Lacey Act (nationalaglawcenter.org/wp-content/uploads/assets/crs/R42119).

Exercising Due Care As we all know, the best way to for importers to protect themselves and ensure compliance with the Lacey Act is to exercise due care, which is defined as a “degree of care which a reasonably prudent person would exercise under the same or similar circumstances” in the 1981 amendments (nationalaglawcenter.org/wp-content/ uploads/assets/crs/R42119.pdf).

The Animal and Plant Health Inspection Services recommends that importers “ask questions about the chain of custody of the wood, implement compliance plans, abide by industry standards, record efforts at each stage of the supply chain, and change their practices in response to practical experiences.”

Until there is an easier way to search and broadly verify a supplier’s practices, the best way to get this background is through conversations with your prospective business partners.

– Warren Reeves is vice president of sales and marketing for Wholesale Wood Products, Dothan, Al., and chair of NAWLA’s Communications Committee.

Registration Opens for the Traders Market

If you’re looking for new suppliers, products or services, and want to talk more about this issue with your current business partners, the NAWLA Traders Market is a great way to get face time with those companies.

From Nov. 12-14 in Chicago, hundreds of manufacturers and wholesalers will come together to showcase new products and services, establish new business relationships or strengthen existing ones, and share lessons learned from peers.

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 2014 event will be hosted at the newly renovated Hyatt Regency Chicago. Registration is now open. NAWLA members can receive discounted access to the event.

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SPECIAL Focus APA on Engineered Wood

Gradual, stable growth expected for wood products sector

D

weather conditions across much of the country that hampered the forward momentum of the U.S. economy in early 2014, APA–The Engineered Wood Association predicts in its 2014 Market Outlook that gradual, stable growth lies ahead in wood product sectors. Although attitudes among businesses and consumers remain cautious, recent data suggest growth will get back on track in the second quarter of 2014.

Real GDP is forecast to average 2.5% per year through 2018. This ESPITE ADVERSE

should drive up employment rates, especially among younger workers, and in turn increase household growth.

Likewise, Canada’s economy is forecast to enjoy steady growth.

“Most of the market volatility caused by the housing bubble’s collapse is behind us,” said Joe Elling, APA’s market research director. “The demand for new housing units should improve over the next three to five years.” He said that recent statements

by Federal Reserve policy makers are a positive sign that they recognize continued recovery in the housing

industry as an imperative to faster economic growth.

Residential Markets

While unusually harsh winter weather dampened housing starts in early 2014, particularly in the Midwest, the market is expected to bounce back in the next two to three months.

One key question affecting the market recovery relates to the homebuying attitudes of a key demographic, the group of 18- to 34-year-olds who have delayed establishing their own households. Today, renting remains a preferred option for them, but most say they aspire to eventually owning a home. Both single-family and multifamily starts are projected to increase through 2018.

Signals in the remodeling market are mixed. While the NAHB Remodeling Market Index was strong throughout 2013, other measures indicate stagnation. Existing home sales, a typical indicator of the direction of the remodeling market, are expected to trend downward slightly this year and then pick up in 2015. Ultimately, APA expects repair and remodeling expenditures to grow an average of 2% annually through 2018.

Non-Residential, Industrial, Imports & Exports GLULAM PRODUCTION was up 11% in 2013 and is expected to grow steadily through 2018.

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Non-residential construction continues to lag, falling 5.5% in 2013.

Building-Products.com

Education construction is down from its high in 2008, but is expected to stabilize in 2014-2015, as the outlook for government budgets has improved. Commercial construction, primarily retail, is expected to grow commensurate with residential building. By 2018, nonresidential construction is predicted to be up 17% from 2013 levels.

Manufacturing production is likely to continue to increase in 2014, returning output to peak levels seen in 2007. Looking forward, growth should average 3.7% yearly through 2018, as capacity utilization increases to levels not achieved since 1999.

Furniture production rose 3.2% in 2013 and is forecast to grow in line with increased consumer spending on furniture.

Due to rising domestic demand for North American plywood, APA anticipates that plywood imports, notably from Chile, will increase through 2018. Imports will account for 4% of North American plywood consumption in 2014. OSB exports were up 40 million sq. ft. in 2013; demand for North American OSB remains strong globally, and exports are expected to increase further in 2014 and beyond.

NORTH AMERICAN production of OSB and plywood is expected to hit 32 billion sq. ft. in 2014.

ing starts. LVL production in 2014 is forecast to reach 62.7 million cu. ft., from 57 million in 2013. By 2018, output is projected to grow by 46% to 83 million cu. ft.

– Industry historical data and the 2014 market forecast are provided in APA’s 2014 Structural Panel & Engineered Wood Yearbook. The report can be purchased for $250 at www.apawood.org.

Wood Products Expectations

Over the next four years, APA expects an increasing demand for North American engineered wood products. Structural panels are forecast to grow 31%, and other engineered wood products will see growth of 40% to 45%.

Driven by a 16% increase in housing starts in the U.S., demand for structural panels in residential construction in North America is expected to rise 11% in 2014, while growth in other end-uses is projected to be 2.5%. North American production of OSB and plywood is expected to hit 32 billion sq. ft. in 2014, an increase of nearly 8% over 2013.

Glulam production is on the rise, up 11% in 2013, and is projected to grow 6% this year, to 266 million bd. ft., and continue to increase steadily through 2018.

In 2014, I-joist production is expected to increase to 682 million linear ft. With steady increases in housing starts in the U.S., production is projected to reach 913 million linear ft. by 2018.

LVL demand will also benefit from sustained improvement in housBuilding-Products.com

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SPECIAL Focus APA on Engineered Wood

Reality: While glulam beams are available with camber to negate the possible adverse effects of long-term deflection, uncambered beams are readily available. Because most residential applications require very little or no camber, glulam is an ideal choice. Stock beams are typically supplied with a relatively flat camber radius of 3,500 ft., or zero camber.

Thus, they have just the right camber for most residential construction applications. If, however, more camber is required, such as for long-span roof beams, custom beams are available through manufacturers to meet the most exacting specifications.

Myth: Glulam beams are expensive.

Reality: Stock glulam beam prices are competitive with comparable engineered wood products in similar uses.

Myth: Glulam beams don’t have the same span capabilities as some engineered wood products Reality: Glulam is inherently strong and dimensionally stable, making it suitable for a range of applications, including long-span roof beams and heavily loaded floor beams. Stock beams come in 60-ft. lengths and are commonly used to create spans upwards of 20, 24, and 28 ft. and greater. Stock glulam is an ideal option for framing large window openings and for creating great rooms without column supports that interrupt flow.

Myth: Glulam beams are hard to get and are limited in size availability.

Reality: Glulam beams are readily available in stock and custom sizes.

Stock glulam beams are available in all major market areas. They’re available in widths that match standard 2x4 and 2x6 wall construction, so there’s no need for furring when connecting headers to walls.

Stock beams are manufactured in commonly used dimensions and cut to length when the beam is ordered.

Typical stock beam widths used in residential construction include 3-1/8, 3-1/2, 5-1/8, 5-1/2, and 6-3/4 inches.

Stock glulam beams are also available in I-joist-compatible depths. For nonresidential applications, where long spans, unusually heavy loads, or other circumstances control design, custom members are typically specified.

Glulam is available in a range of appearance classifications, but have the same structural characteristics for all classifications. Framing quality beams, for example, are used in concealed applications and provided in widths designed to fit flush with 2x4 and 2x6 wall framing where appearance is of no importance.

Architectural beams are typically used for applications where members are exposed to view.

In addition, pressure treated glulam beams are available for exterior applications such as for deck beams, allowing for longer deck spans with fewer columns.

Myth: Glulam beams are only available cambered.

– For more info on the properties of glulam beams, see www.glulambeams.org.

GLULAM BEAMS’ ability to span long distances and their dimensional stability makes them an ideal option for garage door headers.

Common misconceptions about glulam

G

timber, or glulam, is a highly innovative and versatile construction material engineered for a host of residential and commercial construction applications.

High design values and proven product performance make the cost-competitive material a natural choice for projects, from simple beams and headers in residential construction to soaring glulam arches for domed stadium roofs spanning more than 500 ft.

Glulam beams are one of the original engineered wood products, yet their perceived status as a commodity has led to many misconceptions over time. Here’s a look at common myths—and how to dispel them—that can help dealers sell glulam more effectively and efficiently.

LUED LAMINATED

Myth: Glulam is only for custom, exposed applications Reality: Glulam beams are often chosen for their beauty in exposed designs such as rafters in vaulted ceilings or long clear-span ridge beams,

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but they’re also ideal for hidden, inthe-wall structural applications.

Common residential uses for stock glulam beams include garage door headers, floor edge and center girder beams, and headers for large window and patio door openings.

July 2014

Building-Products.com

LP® SolidStart® Engineered Wood Products provide superior framing solutions for the way you build today. LP SolidStart products work for virtually every framing application, providing more uniform strength, size and stiffness than traditional lumber as well as longer lengths. They also allow you to design floors and ceilings with fewer pieces, saving installation and materials costs. And LP SolidStart Engineered Wood Products are backed by a Lifetime Limited Warranty.

LSL

LVL

I-JOISTS

LPCorp.com

RIM BOARD

To locate your closest distributor or dealer, visit LPCorp.com/Product_Locator

For more information, go to LPCorp.com or call 888-820-0325 © 2014 Louisiana-Pacific Corporation. All rights reserved. Sustainable Forestry Initiative is a registered trademark of SFI Inc. All other trademarks are owned by Louisiana-Pacific Corporation.

SPECIAL Focus APA on Engineered Wood

Multimedia resources increase EWP education

A

S MORE AND MORE building pros turn to mobile devices and online outlets for educational materials, APA is actively expanding the availability of its own extensive design and construction resources library to new platforms.

In addition to offering its library of more than 500 publications for free PDF download via its website, APA hosts several microsites dedicated to key topics, including PerformanceWalls.org, which provides resources for codecompliant, energy-efficient walls, and GlulamBeams.org, which is dedicated to information on design options with stock and custom glulam beams. In 2013, APA saw 1.88 million visitors to its website and microsites. During that same time period, 186,500 of its publications were down-

APA’S OPTIMIZED Builder Tips make it quick and easy to access education from the jobsite.

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loaded.

APA has seen a steady uptick in the number of pros accessing its sites using mobile devices. In the first quarter of 2014, 17% of visitors arrived to APA websites via smart phones and tablets.

With the growth in mobile users, APA is making its educational resources available in digital-friendly formats, including a Mobile Builder Tips Series and new how-to videos that can be accessed easily from the field. Tools such as these provide on-demand learning right on the jobsite when it’s needed most.

Mobile Builder Tips. The growing labor crunch and the ensuing influx of rookie contractors has increased demand for basic construction education. APA Builder Tips provide simple, easy-to-use information and training on fundamental construction techniques for builders and framers. Each Builder Tip addresses a single common topic or challenge in today’s building environment—such as panel buckling, squeaky floors, nail pops, and glulam checking—and is designed to help construction professionals save time and money on the job through improved construction practices.

The Builder Tips series is available both in downloadable PDF format and optimized for fast access on smartphones and tablets, enabling viewers to quickly find and read them from internet-connected devices in the office or the field. Building pros can access the mobile tips at apawood.org/buildertips.

How-To Videos. APA has produced a series of new online videos designed to educate dealers and builders about framing topics. Among the offerings is Advanced Framing: Meet Structural Code & Energy Requirements, which provides an introduction to advanced framing techniques and discusses how builders and dealers can optimize material usage and increase energy efficiency.

For back-to-basics education, the video Prevent Buckling with Proper Spacing shows builders how to avoid a common wood structural panel installation error. The video offers APA’s recommendations for correct spacing between plywood or OSB panel joints and demonstrates how improper spacing can result in panel buckling. APA’s complete video collection can be accessed at www.youtube.com/apawood1.

– For a full list of resources on topics ranging from simplified wall bracing to storage and handling of glulam to energy code compliance, visit www.apawood.org.

Building-Products.com

SPECIAL Focus APA on Engineered Wood

New guide helps dealers, builders meet energy code requirements

A

NEW, FREE illustrated guide, copublished by the International Code Council and APA–The Engineered Wood Association, provides tips and recommendations to help dealers and their builder customers select and construct energy code-compliant wood wall systems using 2x6 framing with continuous wood structural panel wall sheathing.

IECC Compliance Options for Wood-Frame Wall Assemblies describes how energy performance is measured in exterior wood wall assemblies and how to cost-effectively improve wall thermal performance to

meet energy codes.

Builders are increasingly switching to 2x6 framing in order to meet energy efficiency requirements. Home Innovation Research Labs reports that the 2x6 share of lumber used in exterior wall framing increased 15 percentage points from 2009 to 2012.

“Meeting more energy efficient codes is now a priority for residential building pros,” said Mark Halverson, APA field services manager. “This guide provides cost-effective options using 2x6 wood-framed walls to meet prescriptive energy code requirements.

Incorporating advanced framing tech-

niques and insulated headers into the wall construction can allow builders to use lower-cost wall cavity insulation, potentially saving them hundreds of dollars per house.”

The 20-page publication details several wall assemblies that comply with the R-20 and R-13+5 prescriptive requirements for many of the climate zones included in the 2009, 2012, and 2015 editions of the International Energy Conservation Code. Also provided are recommendations for reducing material costs by increasing use of lower-cost cavity insulation, optimizing material usage with easy-to-apply advanced framing techniques, and boosting thermal performance with insulated headers.

Sample Assembly

Among the five assemblies outlined in the guide is “R-20 Assembly B,” which uses low-density fiberglass insulation, 2x6 framing, and insulated headers.

As shown here, this assembly incorporates insulated headers and advanced framing techniques to increase thermal values. It uses R-19 compressed fiberglass batts (equivalent to R-18) as cavity insulation. The assembly includes double top plates.

The framing factor is assumed to be no greater than 22%.

R-20 ASSEMBLY B from IECC Compliance Options for Wood-Frame Wall Assemblies

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– To view all of the wall assembly options, download a free copy of IECC Compliance Options for Wood-Frame Wall Assemblies from the ICC online store at www.shop.iccsafe.org or from the APA Publications Library at apawood.org.

Printed copies can also be purchased.

Building-Products.com

SPECIAL Focus APA on Engineered Wood

APA member mills feted for safety leadership

F

OR THE 31 ST consecutive year, APA-The Engineered Wood Association recognized member mills that achieved industry-leading safety records and demonstrated best practices in mill safety.

The Safety and Health Awards program encourages and recognizes safety and operational excellence across the North American structural panel and engineered wood industry. This year, the program honors two winners as “Safest Company” in their respective divisions and two winners for “Innovation in Safety,” and also recognizes members achieving exemplary safety records and incident-free operations.

A total of 21 facilities representing eight APA member companies—Abitibi-LP Engineered Wood, Ainsworth Lumber, Anthony Forest Products Co., Louisiana-Pacific Canada, LP, Norbord, Roseburg Forest Products Co, and Weyerhaeuser—earned awards in various competition categories. Some of the mills were multiple award winners.

Safest Company

Norbord, a leading North American manufacturer of structural wood panels and engineered wood products, earned top Safest Company honors among organizations with four or more mills, with a 2013 average weighted incident rate (WIR) of 2.55.

WIR is calculated using the number and severity of recordable incidents reported on a mill’s annual OSHA report.

Abitibi-LP, which produces Ijoists, was Safest Company among those with three or fewer mills. The company posted a perfect 0.00 WIR

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for 2013.

Innovation in Safety

For its Innovation in Safety designations, APA’s Safety and Health Advisory Committee selected LP’s Sagola, Mi., facility for equipmentbased innovation, and Weyerhaeuser’s Elkin, N.C., OSB mill for processbased innovation, out of a 30-entrant pool.

LP’s Sagola mill team prototyped and tested the “Log Jam Pusher,” a new piece of equipment that greatly diminishes the risk to operators in removing large or crooked logs from a chain conveyance system by using the chain’s own mechanical force to reposition logs safely, without any physical aid from the operator.

At Weyerhaeuser’s Elkin mill, a “Summer Safety Blitz” program proved highly effective in involving staff in safety awareness through several avenues, including production of a “Summer Safety” video series starring mill employees, a March Madness hoop shoot and basketball goal giveaway incorporating safety July 2014

themes, a summer safety cooler bag giveaway, and other activities.

Additional Awards

Other competition categories in APA’s annual program include Safety Improvement, Annual Safety and Health Honor Roll, and Three-Year Safety Award, each of which are divided into two divisions based on hours worked annually—more than or fewer than 400,000 hours.

In addition, 20 member mills were named to the Incident Free Honor Society for achieving a zero-incident rate for the year.

Begun in 1982, the APA Safety and Health Awards are limited to APA members, but data are collected from both member and non-member mills in order to provide a broad-based industry performance benchmark.

Seventy-seven mills reported data for 2013. The 2013 industry Total Incident and Weighted Incident Rates were 2.05 and 10.05, respectively.

The winning facilities and companies will be recognized in November during the chairman’s dinner at APA’s annual meeting in San Antonio, Tx. The awards program is administered by the APA Safety and Health Advisory Committee, comprised of several APA member company safety professionals. Under the committee’s guidance, three main goals were established: make the APA program the premier safety awards program in the industry, encourage the sharing of best practices as a means to improve the industry’s safety culture and programs, and most importantly, improve the industry’s overall safety performance.

Building-Products.com

SPECIAL Focus APA on Engineered Wood

5 ways to optimize framing

A

dealers look for ways to meet evermore-stringent energy codes, many are turning to advanced framing methods. Also known as optimum value engineering (OVE), advanced framing techniques increase energy efficiency, optimize material usage, and eliminate redundancies while maintaining structural integrity.

To help make the transition to new building methods, advanced framing can be implemented in stages. Here is a look at five advanced framing techniques that can be adopted one at a time. Each of these concepts focuses on increasing cavity insulation and reducing thermal bridging, costeffective strategies for delivering higher overall whole-wall R-values.

S BUILDERS AND

1. 2x6 Framing Placed 24 Inches On-Center Advanced framing increases stud spacing between framing members, from traditional 16-inch on center spacing to as much as 24-inch on center spacing. Walls built with 2x6 wood framing spaced 24 inches on center have deeper, wider insulation cavities than conventional 2x4 framing

UNLIKE CONVENTIONAL corners, which isolate the cavity, advanced framing wall corners make it easier to install insulation and provide for more cavity insulation space.

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spaced 16 inches on center, thereby increasing the amount of insulation inside the wall and improving the whole-wall R-value. For example, an advanced-framed R-20 codecompliant wall system provides a greater whole-wall Rvalue than conventionally framed 2x6 walls with studs spaced 16 inches on center or code-minimum 2x4 walls sheathed with foam.

2. Insulated Corners Insulated corners eliminate the isolated cavity found in conventional three- or four-stud corners, making it easier to install insulation and providing for more cavity insulation space.

Advanced framing wall corners can include insulated three-stud corners (sometimes referred to as California corners, see graphic at lower left) or two-stud corner junctions with ladder blocking, drywall clips, or an alternative means of supporting interior or exterior finish materials.

3. Ladder Junctions at Wall Intersections Advanced framing ladder junctions are used at wall intersections with 2x blocking at 24-inch on center vertical spacing. This method requires less than 6 ft. of blocking material in a typical 8-ft.-tall wall. In conventional walls, interior wall intersections include a stud at each side of the intersecting wall.

The advanced framing ladder junction method, when used at junctions between interior and exterior walls, provides a cavity that can be easily insulated, versus conventional three-stud interior wall intersections that may contain voids that are rarely insulated.

This method allows for a continuous drywall application minimize air infiltration by reducing the amount of joints in the drywall.

Drywall clips can be used in place of ladder blocking.

Drywall is not fastened to the clips; it is held against the clips by the installation of drywall to the adjacent wall. In all cases, it is recommended to install at least one ladder block at the mid-height of the wall to restrain the adjacent stud in a straight plane.

4. Insulated Headers Advanced framing headers offer increased energy efficiency by replacing framing materials with space for cavity insulation inside the header. Advanced framing headers are Building-Products.com

sized for the loads they carry and are often installed in single plies rather than double. Sizing for single-ply lumber headers is covered prescriptively in the 2012 IRC Table R602.7.1. Single-ply engineered wood headers may be calculated based on tributary loads applied to the header: determine the live load and total load in pounds per linear foot and refer to a published standard, such as the American Wood Council’s Wood Frame Construction Manual (WFCM) for One- and Two-Family Dwellings.

Headers at openings in non-load-bearing walls are not required. The top of the opening can typically be framed with a flatwise member the same dimensions as the wall studs.

Site-built wood structural panel box headers are another simple code-recognized header solution often overlooked by builders, which provides full-depth cavity insulation.

They may be used as load-bearing headers in exterior wall construction, when built in accordance with the IRC. Typically built with 15/32 Performance Category wood structural panel sheathing installed over minimum 2x4 framing, wood structural panel box headers provide more cavity insulation space than dimensional lumber headers.

The sheathing can be installed on one side (the exterior side) or both sides of the header.

In most cases, one-sided is the best option (if meeting the structural requirements specified in the IRC) because installation of interior finishes may be impaired by sheathing on the interior side of the wall. On the exterior side, wood structural panel box headers are a perfect complement to continuous wood structural panel wall sheathing, as the sheathing for the header also acts as part of the continuous sheathing. Refer to APA’s Advanced Framing Construction Guide for more information.

Building-Products.com

5. Single Top Plate/In-Line Framing Single top plate construction reduces thermal bridging and increases cavity insulation. It requires vertical framing alignment, in which framing members are stacked to create a direct load path. This approach requires a single, or master, framing layout for all members at all framing levels.

When designing a master framing layout, start with the layout of the roof framing members, which is generally dictated by roof design and geometry, followed by the layout of the framing members below. Although this will be a change in approach for framing carpenters who are accustomed to working up from the foundation, addressing the roof first will simplify load calculation for the designer and maximize material efficiency.

The type of roof design will impact the master framing layout. For example, hip roof design will usually require a different starting point for framing member layout than gable roof design. In hip roof construction, common rafters and hip jack rafters typically lay out from the nominal center line intersection of the hip(s) with the ridge. In gable roof construction, common rafter layout typically commences from one of the end walls of the structure.

Framing member layout will also be dictated by the type of roof construction. Truss roofs will often require a different framing member layout than framed roofs. When trusses are specified, the trusses should be stacked directly above the wall studs. There is no member offset, hence the truss and wall stud layout will be the same.

– For more information on these and other advanced framing techniques, download APA’s Advanced Framing Construction Guide at www.performancewalls.org. The website also features free advanced framing CAD details and an introductory video, Advanced Framing: Meet Structural Code & Energy Requirements.

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NEW Products

See-Through Railing

Wild Hog railing panels—made in the U.S.A. for Capital Lumber—never obstruct the view.

The heavy-duty, six-gauge-wire panels have a zinc/epoxy pre-coat that is powder-coated in either black or silver.

Available sizes include 36”x72” and 36”x96” panels and a 60”x72” stair or fence panel.

Black vinyl railing from Superior Plastic Products is reinforced with aluminum for added strength.

The 200 series and 3000 series include a number of railing and accessory options, including balusters, step brackets, and decorative post caps.

 WILDHOGRAILING.COM

 SUPERIORPLASTICPRODUCTS.COM

(707) 483-1627

Black Vinyl Railing

(800) 633-7093

Ceilings in a Zip

Chiseled Looks

Zip-Up Ceiling can be used to finish open ceilings in basements and other indoor spaces, while retaining easy access to pipes and wiring.

The interlocking, mold-resistant PVC components include wall trim, main rail, and panels.

They are engineered to easily fit together, without removal of an existing ceiling, but can be easily removed for cleaning or access.

CalStar’s latest cast-stone product has the chiseled appearance of natural, cut limestone.

Constructed of up to 18% recycled content, the masonry product is suitable for at-grade applications such as band courses, wainscoting, and window accents.

Each unit has a bed depth of 4” in four heights: 4”, 8”, 12”, and 16”.

 ZIPUPCEILING.COM

 CALSTARPRODUCTS.COM

(888) 449-4787

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(877) 700-9501

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July 2014

Building-Products.com

Wide-Open Doors

The Look of Stone

Durata mortarless stone veneer from Ply Gem is designed to accent exterior siding, outdoor living spaces, and interior areas.

The product’s easy-to-install, interlocking panels are lightweight and come in two colors—Shenadoah and Antigo—along with coordinating accessories.

Kommerling Window & Doors’ new PremiDoor lift/slide doors can be extended to 38’ wide, for easyglide opening and closing.

The 19’-wide-by-8’ tall doors provide a stylish link between a home’s interior and exterior spaces.

Opening modes range from two doors to four, with choice of fixed and lift/sliding sashes.

 PLYGEMSTONE.COM

 KOMMERLINGUSA.COM

(888) 975-9436

(800) 330-2239

Complete Wood Protection BoraSol MC™ for Surface MOLD & MILDEW … Long Lasting

BoraSol WP® for Wood Boring Insects & Interior Wood Rot … Permanently

SEE the Advantages Safe Effective Economical ®

www.qualityborate.com Building-Products.com

3690 Orange Place • Suite 495 • Cleveland, OH 44122 Toll-Free 866-BORATES (267-2837) • Fax 216-464-8619

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Quick Jump

Lineal Patterns

QuattroPattern from Synergy Pacific is now available in T&G paneling, siding, decking, fascia, and roof decking.

The line is constructed from sound tight-knot grades of western red cedar, Englemann spruce and lodgepole pine, and Douglas fir and larch.

 QUATTROTIMBER.COM (877) 546-6808

The Cat 2000 jump starter by Baccus Global delivers 1,000 instant starting amps to quickly power most 12-volt batteries without the need for another vehicle.

Designed for professionals, the starter recharges from an AC outlet or DC vehicle plug.

Powder-coated metal clamps allow for better power transfer and longer life. A built-in safety power switch prevents power to the clamps until ready to jump, eliminating the risk of sparks and arcing.

 BACCUSGLOBAL.COM (877) 571-2391

Select Windows

The Select 250 series from Crestline Windows & Doors now includes double-hung windows.

The products have solid PVC frames, a steel-reinforced meeting rail, and fusion-welded corners.

Colors include white, ivory, almond, desert tan, and terra bronze, with color-coordinated hardware.

 CRESTLINEWINDOWS.COM (800) 826-5509

Disappearing Drain

Steel Deck Screws

Strong-Drive metal screws from Simpson Strong-Tie are a one-to-one replacement option for pins and 5/8” welds in steel decking.

When used with Quik Drive BSD200, the screws offer a convenient alternative to other methods of attached steel decking— such as welding and power-actuated tools.

The newest Luxe tile insert drain measures 5”x5” and appears to vanish into the shower floor once installed.

The drain accepts any porcelain, ceramic, natural stone, or glass mosaic tile up to 3/4” thick.

Constructed of decorative stainless steel, the drains are a contemporary alternative to outdated, difficult-to-install roundcenter drains.

Stanley’s 8-amp, high frequency battery charger is sealed to prevent corrosion from dust, oil and moisture.

The product is fully automatic; simply connect to battery with the included clamps. It’s light and compact for easy storage, use and travel.

 STRONGTIE.COM

 LINEARDRAINS.COM

 STANLEYTOOLS.COM

(800) 999-5099

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(877) 398-8100

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July 2014

Durable Charger

(860) 827-5480

Building-Products.com

IN Memoriam Phillip “Phil” Igou, 94, retired president of Mills & Nebraska, Orlando, Fl., died May 29 in Lake Pineloch, Fl. After graduation from the University of Florida, he joined the Army Air Corps during World War II, captaining a B-29 bomber at Iwo Jima.

After the war, he joined his family’s lumber business, as a counter salesman. He became president after his father died in 1957.

Curtis Torrey Vaughan Jr., 87, chairman emeritus of Vaughan & Sons, San Antonio, Tx., died May 9.

He joined the family business after graduating Phi Beta Kappa from Harvard with a degree in physics. At age 26, with the death of his father, he took over the company and ran it for more than 55 years.

J. Kenneth Borders, 92, retired president and general manager of Powell-Stephenson Lumber and Associated Door & Plywood Co., Terre Haute, In., died April 15.

He served in the U.S. Navy veteran during World War II. Jerry Keene, 64, president of Keene Lumber, Muskegon, Mi., died May 26 after suffering a heart attack.

He spent over 50 years at the company, which was started by his father.

James Phillip Girard, 82, coowner of Marling Lumber, Janesville, Wi., died May 26 in Beloit, Wi.

Emilio J. Estevez Jr., 66, 35-year sales rep for Logan Lumber, Tampa, Fl., died May 16 in Tampa.

Paul Nathan Kiger, 73, co-owner and operator of K&G Salvage, East Bend, N.C., was killed in a car accident March 6.

He entered the building supply business with partner Alton George.

Marilyn Jean Paper, 80, co-owner of Paper’s Lumber & Supply, Durant, Ia., died May 28.

She and her husband, Virgil Paper, purchased the former Schneckloth Lumber in 1987 and renamed it.

Paul Roland Krihak, 90, former c.e.o. of Holbrook Lumber Co., Guilderland, N.Y., died June 15.

After serving in the U.S. Army in Germany during World War II, he graduated from Syracuse University with a degree in forestry.

In the mid-1950s, he and several other salesmen at Holbrook purchased the company. He relocated it from Springfield, Ma., to Albany, N.Y., in 1960 and five years later opened the Northeast’s first pressure treating facility. He began producing glulam beams in the late 1960s and purchased a lumberyard and warehouse in 1976.

He retired in 2008 and was succeeded by his son, Peter Krihak.

John Davis “Pappy” Poole, 88, founder of Congressional Lumber Co., Rockville, Md., died June 7.

After serving as a gunner in the Army Air Corps during World War II, he attended the University of Maryland. He operated Congressional Lumber and a WoodShed yard until a fire destroyed the business in 1975.

John Todt, 62, longtime Central Florida LBM salesman, died May 5.

He moved to the Orlando area in 1971 and spent 30 years in the industry, with stops at Huttig Building Products and Millwork Sales.

Edwin E. Koher, 94, retired vice president and manager of New Paris Lumber, New Paris, In., died May 28.

He served in the U.S. Army in Europe during World War II. Building-Products.com

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CEDAR AT 6O Photos by BPD

WESTERN RED CEDAR Lumber Association celebrated its 60th anniversary May 21-23 with a general meeting at Manteo Resort, Kelowna, B.C. [1] John Fijalkowski, Dale Bartsch. [2] Simon Cameron, John Thomas. [3] Greg Bailey, Mike Pidlisecky. [4] Hugh Clark, Al Fortune. [5] Chris & Marnie Beveridge, Scott

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Lindsay. [6] Rick Kitashima, Mike Dunn, Cliff Pfingston. [7] Jack Draper, Helena Jehnichen.

[8] Paul Mackie, Roger Tom, Phillip Floyd, Matt Yates, Erik Jacobs. [9] Jolene deJager, Cal Dyck. [10] Marie Oakes, Mark Rutledge.

[11] Patrick Graham, Christine Graham, Garth Williams, Rick Palmiter. [12] Jack Alley, Rob July 2014

Cook, Tim Raphael. [13] Steve Sprenger, John Norlen, John Fijalkowski. [14] Carlos Furtado, Nathan Tellis, Jamey Dunse. [15] Margaret & Doug Clitheroe. [16] Kemp Miller, Skip Dierdoff, Ben Meachem, Doug Nelson. [17] Dan Plouffe, Jeff Derby. [18] Harry & Sue Eskine.

(More photos on next page) Building-Products.com

CEDAR AT 6O Photos by BPD

WRCLA’S recent meeting celebrated the group’s 60th anniversary (continued from previous page): [1] Sue Derby, Diane & Jack Draper, Michelle Plouff. [2] Erik Jacobs, Rand Henrichs. [3] Jon Root, Brad Shaigec.

[4] Jake Power, Emily & Scott Lindsay, Stewart Clark.

[5] Stan Wiebe. [6] Marie & Tom Pearsons. [7] Steve From, Robert Sandve. [8] Elizabeth & Tim Priddle. [9] Brent Stuart, Loren Sinner. [10] Maureen & Greg Smith. [11] Shane Harsch. [12] Rob Myckatyn, Jim Gillis. [13] Ryan & Laura Furtado, Adriana Furtado, Ross Elgert. [14] Paula Craig, Terry Johnson. [15] Mark LeBlanc.

Retiring Owner Donates All Inventory

Rudy’s Hardware, Cleveland, Oh., shut down after 54 years of business and donated all inventory to the Greater Cleveland Habitat for Humanity.

“I didn’t want to just auction it off,” said owner Rudy Rosales, 74. “When we closed, it was a fully operational hardware store. We had it all. I’m glad to know that it will remain a part of the community.”

Building-Products.com

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ASSOCIATION Update Building Material Suppliers Association will hold its summer conference July 24-27 at the Wyndham Oceanfront, Virginia Beach, Va. Speakers include Dr. Ed Seifried, Lafayette University, on “Navigating New Economic Waters;” Terry Resnick, “The Choppy Seas of Business Transitions,” and Ken Wilbanks, “Culture of Excellence” and “Vendor Partnerships.”

Northeastern Retail Lumber Association affiliates plan outings through the end of the summer.

Golf is on tap for Mid-Hudson Lumber Dealers July 21 at the

Sept. 12 at Villa Lombardi’s Restaurant, Holbrook, N.Y.

Powelton Club, Newburgh, N.Y.; New Jersey Building Materials Dealers Aug. 11 at Neshanic Valley Golf Club, Neshanic Station, and Vermont Retail Lumber Dealers Aug. 13 at Neshobe Golf Course, Brandon.

Northeastern Young Lumber Execs meet Aug. 20 at Saratoga Race Course, Saratoga Springs, N.Y., and Sept. 16-19 for a Quebec timber tour.

Joint annual meetings will be held

by New Hampshire Retail Lumber Association and Retail Lumber Dealers Association of Maine Sept. 57 in Portsmouth, N.H., and by Long Island Lumber Association and New York & Suburban Lumber Association

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.

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

HELP WANTED

HELP WANTED

Hardwood Plywood & Veneer Association elected Andy Weiner of States Industries, Eugene, Or., as chairman of board at its recent spring meeting in Naples, Fl. He succeeds Dennis Bradway, Mannington Mills, Salem, N.J., who will remain on the board as past chair.

Rocky Boucher, Columbia Forest Products Veneer, Greensboro, N.C., was elected vice chair.

New to the board are Bill Caine Jr., Commonwealth; Tim Heidt, Penrod Co. and St. Raymond Veneers; Don Finkell, American OEM, and Lou Van Oyen, Birchland Plywood-Veneer.

PRODUCTS FOR SALE SHAVER WOOD PRODUCTS Southern Yellow Pine Timber Production

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

Reload Services & Storage Available Norfolk Southern Mainline Served Easy Access to I-40 & I-77 Company-Owned Truck Fleet (704) 278-9291 • Fax (704) 278-9304 Cleveland, N.C. email steve.twiford@gmail.com or shavers.reload@gmail.com

TRI-STATE LUMBER CO.

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.

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

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

PRODUCT LINE WANTED WOVEN LUMBER & PALLET COVERS SEEKING PRODUCT LINE FOR RESALE & REPRESENTATION Manufacturers Only Reply to: Box 113 c/o BPD, Fax 949-852-0231, or david@building-products.com

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

Mississippi Lumber Manufacturers Association – July 10-13, convention & trade show, Beau Rivage, Biloxi, Ms.; (601) 9821731; www.mslumbermfg.org.

Roof Coatings Manufacturers – July 14-17, International Roof Coatings Conference, Royal Sonesta Harbor Court, Balimore, Md.; (202) 591-2452; www.roofcoatings.org.

Southeastern Lumber Manufacturers Association – July 16-19, annual conference, J.W. Marriott Hill Country, San Antonio, Tx.; (770) 631-6701; www.slma.org.

Central New York Retail Lumber Dealers Association – July 18, night at the races, Oswego Speedway, Oswego, N.Y.; (800) 2926752; www.nrla.org.

Southeast Building Conference – July 24-26, O.C. Convention Center, Orlando, Fl.; (800) 261-9447; www.sebcshow.com.

Building Material Suppliers Association – July 24-27, summer meeting, Wyndham Resort, Virginia Beach, Va.; (704) 376-1503; www.southernbuilder.org.

Lumbermens Merchandising Corp. – July 26, 33rd annual golf outing, Linfield National Golf Club, Limerick, Pa.; (610) 293-7121; www.lmc.net.

Appalachian Hardwood Manufacturers Association – July 26-29, summer meeting, The Homestead, Hot Springs, Va.; (336) 8858315; www.appalachianwood.org.

Northwestern Lumber Association – July 31, golf, Drugans Castle Mound Golf Course, Golf Course, Holmen, Wi.; (763) 595-4053; www.nlassn.org.

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

Michigan Lumber & Building Materials Association – Aug. 7, golf outing, Hawk Hollow Golf Course, Lansing, Mi.; (513) 394-5225; www.mlbma.org.

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

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

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

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

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

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

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

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

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

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

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

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ADVERTISERS Index

IDEA File

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

Planting the Seeds Teaching kids to garden helped a Southern

California dealer make a meaningful contribution to the local elementary school—and forge a lasting connection to local shoppers.

“Orchard requires all of its stores to give back to the community,” says Steve Rados, manager of Orchard Supply Hardware, Hesperia, Ca. “I could see that helping the garden program get off the ground would mean that we would be able to reach a great number of people for years to come.”

When Kathy Miller, principal of Lime Street Elementary, first approached Rados, she was seeking donations to help start a garden at the school. Instead, Rados agreed to donate everything needed—from lumber for raised beds to planting soil and seedlings.

He even sends his nursery crew to the school, to offer gardening lessons and expert advice.

“The nursery team taught our kids about things like what a good, rich soil looks like, as well as the importance of watering,” says Miller. “Everyone just loved it and many of them have gotten so interested in the garden, they are now spending their recess time working in it. It’s pretty amazing.”

She hopes the raised beds—one for each grade— will be completed next month, just before the new school year starts in September. Everything produced in the garden—from fruit to vegetables and herbs— will be distributed to students, for sharing with their families and neighbors.

Not surprisingly, people in the community are impressed by Orchard’s generous contribution. In fact, many residents choose to shop in town, at Orchard Supply, instead of driving to a big box.

“Our location is very close to the school and many of the kids’ parents shop here, which also motivated me to want to help,” says Rados. “The program only recently started but has already made a significant impact.”

Allura [www.allurausa.com] ..........................................................23 Anthony Forest Products [www.anthonyforest.com] .................39 APA-The Engineered Wood Association [www.apawood.org] ..41 Biewer Lumber [www.biewerlumber.com] .....................................5 BW Creative Railings Systems [www.bwcreativerailings.com] 24 Chicago Suburban Lumber [chicagosurburbanlumber.com] ......4 Coastal Plywood [www.coastalplywood.com].............................31 Crumpler Plastic Pipe [www.cpp-pipe.com] ................................47 CT Darnell Construction [www.ct-darnell.com]...........................45 Do it Best Corp. [www. www.independentsdoitbest.com]............7 Everwood Treatment Co. [www.everwoodtreatment.com].........25 Great Southern Wood Preserving [yellawood.com] .........10A-10B International Beams [www.internationalbeams.com]........Cover II KopCoat [www.kop-coat.com] ......................................................21 LP Building Products [www.lpcorp.com].....................................33 Matthews Marking Products [www.matthewsmarking.com] ......15 North American Wholesale Lumber Assn. [www.nawla.org] .....17 Osmose [www.osmosewood.com] .......................................Cover I Quality Borate Co. [www.qualityborate.com] ..............................43 Roseburg Forest Products [www.roseburg.com] .......................35 RoyOMartin [www.royomartin.com] .............................................37 Scotch Plywood Co. [www.scotchplywood.com]..........................3 Simpson Strong-Tie [www.strongtie.com]..............................26-27 Swanson Group Sales Co. [swansongroupinc.com] ........Cover III Tank Fab [www.tankfab.com]........................................................49 Tri-State Lumber [www.homanindustries.com]...........................13 Viance [www.treatedwood.com].........................................Cover IV Woodbrowser [www.woodbrowser.com] .......................................9

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BPD

4500 Campus Dr. No. 480 Newport Beach, Ca. 92660-1872

Building Products Digest

Change Service Requested

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