Building Products Digest - June 2011 by 526 Media Group

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TECH TRENDS IN LBM SOUTHERN FOREST PRODUCTS SPECIAL ISSUE

Building Products Digest

JUNE 2011

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

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June 2011

Volume 30 Number 4

Building Products Digest

Special Features

In Every Issue

9 INDUSTRY TRENDS

6 TOTALLY RANDOM

TREATER UNVEILS NEW CUSTOMER PORTAL

10 FEATURE STORY

18 OLSEN ON SALES

SMARTEN UP ON SMART TAGS

12 PRODUCT SPOTLIGHT SHEEP TRICK: NATURAL WOOL INSULATION

13 MARGIN BUILDERS PUSHING PREMIUM VINYL SIDING

14 PRODUCT SPOTLIGHT ROOFING UNDERLAYMENT

16 COMPETITIVE INTELLIGENCE 20 GREEN RETAILING 26 MOVERS & SHAKERS 27 IN MEMORIAM 38 NEW PRODUCTS

28 FOCUS: SOUTHERN FOREST PRODUCTS 44 CLASSIFIED MARKETPLACE 10-PAGE SPECIAL SECTION ON 45 DATE BOOK • SELLING SOUTHERN PINE FOR THE WHOLE HOUSE • POINT-OF-SALE TOOLS 46 ASSOCIATION UPDATE • SOUTHERN PINE FOR LIGHT COMMERCIAL 40 PHOTO RECAP: NAWLA ANNUAL 42 PHOTO RECAP: NELMA IN BOSTON

46 IDEA FILE 46 ADVERTISERS INDEX

Online

BREAKING INDUSTRY NEWS & INDUSTRY PHOTO DOWNLOADS BUILDING-PRODUCTS.COM (FOLLOW LINK FOR PHOTOS)

Building Products Digest June 2011

BPD: DIGITAL VERSION THE LATEST ISSUE CAN NOW BE VIEWED AT BUILDING-PRODUCTS.COM Building-Products.com

TOTALLY Random By Alan Oakes

Does home ownership still make sense?

of depression in our industry, I must admit I am beginning to wonder what is going on in the housing market. Are we seeing a fundamental shift by the next generation away from the long-held mantra that you have to own your own house? For decades, politicians of both persuasions have made it a feature of their policy that home ownership is a fundamental right, a sound investment, a sign of stability, a necessity to build community. Many of late have learned the hard way that this simply is not true and are now taking a different path. And, in light of a growing chorus to eliminate the mortgage tax deduction, I am concerned what these trends might mean for our industry. Like many of you, when I got married, it was my first dream to own my own house. We bought our first house in the U.K. at the age of 22. In the next five years, we bought and sold two more times. I was taught not to throw money away on rent (especially since interest was deductible) to maximize the mortgage to save taxes, and to move over and over again as things got better financially. That worked each time in the U.K. I have to say, as I now look back over the last 25 years and seven moves here in the U.S., I think that philosophy has not held true unless you sold at the peak of the market, did not buy elsewhere, and got out while the going was good. In the last three to four years, few areas have been spared at least a 40% cut and most likely 50% or more. The notion that everyone is entitled to their own house (interpreted by some as two or three when they could not afford even one) has caused many of the issues we face today. I am truly sorry for those people who lost their homes through no fault of their own. But it is the pain I see on television and in newspapers day in and day out that makes me wonder if there has been a paradigm shift in home ownership. As examples, both my children have stayed in their homes for eight to nine years already and have no thought of relocation. At their age, I had moved 10 times—admittedly, mostly corporate moves. Yet, according to a recent report, today only 64% think that home ownership is a good or safe investment, compared to 83% in 2003 and 86% in 1996. Of course, I hope I’m wrong. I know that when oil prices rise, auto sales move to smaller cars. Then when oil prices fall, everyone returns to buying bigger cars. It is possible we are going through a similar process in home ownership. Knowing that the national collective memory can be short, things could change in a couple of years. But I see signs that a change of thinking may be under way, perhaps caused by this prolonged recession, that might not change even when things get better. Owning a house was where we built wealth, an asset we could pull money out of to improve it and increase its value. That certainly has not been true for the past few years and a return to that in the near future is unlikely. Indeed, an estimated 25% of all homes are underwater. Along with homeowners who are in foreclosure and those who want to get out but can’t, there is an estimated “shadow” inventory of 8 million+ homes. And, here is the crux of the matter: Most of us are not good savers, but home ownership was a coercion if you will, to save money. We put our kids through college with it and hopefully in the end retain enough equity in it to retire with. Today it is estimated that one-third of us have less than $25K to retire with, excepting Social Security. Not good news. History has shown that the system works when home values increase. But when they fall, well, we all know now what that means! Also consider that often homes are purchased with little or no money down. That leverage has contributed to the mess we are in today. I think that home ownership, if you are financially secure, pay a price you can afford, and have longevity in a property, still makes sense. On the other hand, short-term ownership driven by the need to be mobile for career purposes likely will decrease. Consider that other countries seem to have stronger economies than us with lower home ownership (e.g., France 57%, Switzerland 37%, and Germany 46%, compared to 67% here). Few would argue that their communities look worse than ours. So if I am right, the rental business should continue to grow, remodeling will continue to climb, but home sales may be stagnant for a long time to come. As I read the other day, “our goal should be to put families not in the houses of their dreams, but rather in a house they can afford.” FTER ABOUT FOUR YEARS

Alan Oakes, Publisher ajoakes@aol.com

Building Products Digest June 2011

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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, Jay Tompt 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

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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®2011 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

INDUSTRY Trends Interactive Online Portal

Wood treater unveils new customer portal

NEW CUSTOMER portal is the latest technology upgrade undertaken by Cox Industries, Orangeburg, S.C., which has been producing pressure treated wood products since 1954. “Our goal is to use technology to deepen our relationships with our retail partners,” says Keith Harris, vice president of marketing, who oversees the upgrades. “We realize that their customers are doing more research than ever before making buying decisions, so simplifying the search for information can make a difference in getting the order.” Harris says that the company’s technology upgrades began in early 2010, when the sales team received iPhones so they’d have real-time access to account information, customer service issues, and marketing support requests. Usage of social media sites such as Twitter and Facebook also increased, as did a company blog. Once they are registered, Cox customers can log into the secure portal and view, download, and upload account-specific information and product information. They also have direct access (via office phone, cell phone, or email) to the entire Cox team. The new portal is especially useful for the company’s smaller customers, who previously called when they had questions about previous orders. “The smaller customers have invoice amounts, but they may not have access to line-item details,” says Bill Howerton, director of new information systems and technology at Cox. “Now they can get details on recent orders, including types and

Building-Products.com

COX INDUSTRIES’ new portal allows customers to access account and product information.

amounts of products, and how much they spent on each—even away from the office, as long as they have Internet access.” One customer who appreciates the upgrades is Chris Yoder, who handles sales and business development at Yoder Building Supply, Fair Play and Westminster, S.C. He was one of Cox’s first customers to test-drive the new portal. “They are unique in the ways they use technology,” says Yoder, whose company selected Cox as its primary provider early last year. “If my salespeople can access information via smartphones, iPads, or laptops, that makes our business more efficient and increases sales.”

He also believes that increased use of technology and social media will help attract younger people to the industry—and will enable older members to keep us with the latest trends. “Traditional face-to-face relationships will always be important,” he says, “but technology and social media help keep us connected and aware.” What’s next at Cox? Harris says that online order placement, live chat, and order tracking should be available this summer. “The portal is our direct line of communication with our customers,” says Harris. “Our customers are letting us know what’s valuable to them, and we are building their requests into the system on an ongoing basis.” June 2011 Building Products Digest

FEATURE Story 2D Barcodes

Smarten up on smart tags

Y NOW,

you’ve probably noticed these Rorschach-like squares popping up in ads throughout magazines, including the one you’re holding in your hands right now. They’re two-dimensional barcodes, called QR (Quick Response) codes or smart tags, that hold significantly more data than traditional one-dimensional barcodes and can be scanned

by smartphones to forward the user to more information on the Web. All that’s needed is a smartphone with Internet access and an app that reads either QR Codes or Mobi Tags. Many building product manufacturers are already using QR codes, not just for marketing, but also printing codes on product packaging and signage to direct consumers in the store

SIGNAGE at Lowe’s stores instructs shoppers how to use their smartphones to quickly access more information on products throughout their garden centers.

Building Products Digest June 2011

or contractors on the jobsite to installation videos, safety instructions, or other needed information. Mister Landscaper, for one, has begun placing QR codes on its products, sales sheets, displays and shelfstickers at Lowe’s stores. “We developed a way for customers to engage in store to promote purchase confidence and, after they’ve left the store, to help them install the product and drive interest in additional products,” said David Apple, chief marketing officer for Augme Technologies, which designed the mobile platform. “Mister Landscaper’s mobile strategy helps them stand out in the store and adds true value to the cusotmer experience away from it.” CertainTeed began rolling out its mobile strategy last summer. “QR codes serve as a useful tool for contractors in the field who typically only carry mobile devices,” said Eric Nilsson, vice president of corporate marketing. “The technology provides them, our distributors, and consumers with quick and easy paperless access to installation manuals, FAQs, videos, safety sheets, technical information, and additional resources via their smartphones.” Dealers can also create and use their own codes. The creation part is simple. Free code generators are available at Snappr.net, Icandy, SnapMaze, and other sites. Next, figure out where you want to put the codes and what you want to direct customers to. Codes can be printed on: • Ads • Business cards • Product sales sheets • Promotional items (t-shirts, Building-Products.com

mugs, etc.) • In-store signage • Product packaging • Trade show name tags • Trade show booths • Surveys The codes can direct customers to your general website, but experts suggest sending them instead to a special landing page unique to each code. Think it through. Remember that the customers are mobile. Where do they come in contact with your code? What do they need at that moment? They can: • Watch a video (demo, installation, sales-oriented). • Complete a form to get more information. • Download a coupon. • Schedule an appointment. • Participate in a contest or game. • Access a store map. • View sample projects. • Submit questions or reviews. • Link to a tool, such as a board foot calculator • Check inventory. • Initiate a sale. • Join you on Facebook, Twitter or other social media platform. • Receive bilingual translation. “The possibilities,” Certainteed’s Nilsson noted, “are endless.”

Big Boxes Stake Out Smart Tags

Lowe’s and Home Depot have begun placing “smart tags” throughout their garden centers to provide shoppers with instant access to product reviews, planting instructions, and videos. Lowe’s has created a mobile version of its website, better suited to consumers who visit on their smartphones. The chain has also placed the coded tags on plastic markers on plants and trees, to take shoppers to videos on planting, including what soil to buy. “Those little plastic tags on plants always had minimal information,” said one consumer. “Now, with the bar codes, you can scan them and figure out immediately what is going to grow in the sun, when to plant, and how far apart to place plants. Home Depot has tagged its outdoor patio sets with the codes and is promoting the codes nationwide with a 30-second commercial. Building-Products.com

June 2011 Building Products Digest

PRODUCT Spotlight Natural Wool Insulation

New insulation shear genius

S INTEREST IN green building continues to grow, use of natural wool insulation is also on the rise. The product is sustainable, renewable and readily available because sheep are sheared once a year. Naturally insulating, it does its job without the addition of potentially harmful chemicals. Now, two new companies are working to expand the use of wool insulation in the U.S.: Black Mountain USA and Oregon Shepherd. Black Mountain USA, Adamstown, Pa., opened in first quarter 2010 as a strategic partner with Black Mountain UK, which manufactures SheepRoll and SheepBatt insulation from a stateof-the-art facility in Wales. The new company also sells loose wool insulation produced in the U.S., which must be blown into place. “Our ultimate goal is to make our own products in the U.S., once the market improves,” says c.e.o. Brooks Moore. “As interest builds, that may become a viable option for us.”

In the meantime, the company is seeking a West Coast distributor with its own warehouse to accept container shipments directly from the factory in Wales. Such an arrangement would eliminate the cost of shipping inventory from Black Mountain’s warehouse in Adamstown. Oregon Shepherd processes American wool into loose, blown-in insulation at its new office, manufacturing, and distribution space in Rainier, Or., occupied since late 2010. “Our natural PermaLoft insulation is ideal for remodeling or retrofit projects because it’s safe and easy to handle, requiring no protective equipment typically used during traditional fiberglass insulation,” says general manager Bob Workman. “Homeowners looking for ways to save money and help the environment have found sheep wool insulation to be an economical and eco-friendly way to keep their home warm in the winter and cool in the summer.”

BLACK MOUNTAIN USA imports and distributes SheepRoll and SheepBatt from its strategic partner’s facility in Wales.

Building Products Digest June 2011

OREGON SHEPHERD specializes in loose, blown-in wool insulation.

In the beginning, Workman says, marketing was mostly by word of mouth. In New Hampshire, five shipments went to separate addresses on a single street. Even so, the company is actively working to expand its network of installers and sign up vendors and distributors across the country. “Even though this is a niche within the insulation industry, it is really poised for growth, especially as remodeling and new home sales continue to improve,” says Kelly Donnelly, who recently joined the company to handle sales and marketing. A current vendor is Green Hammer, a green building company based in Portland, Or. Owner Stephen Aiguier became a big fan of wool insulation after investigating its widespread use in Northern Europe. “It’s already fire retardant, it already has antimicrobial properties, it lends itself to a more natural building process,” he says. “The unfortunate side effect is that it’s a bit expensive.” As an example, he says that it costs about $1,500 to insulate a three-bedroom house with cellulose, versus about $3,000 for blown-in wool—but wool is about 24% more insulating. He also believes that natural wool insulation is a better choice for chemically sensitive or asthmatic customers, because it doesn’t contain dangerous chemicals or create dust that lowers air quality. Building-Products.com

MARGIN Builders Upgraded Vinyl Siding

Vinyl producers promote higher quality siding

1. The thickness of the vinyl siding is an important indicator of quality. This product is made from chemical combinations that vary vastly. The thicker ones will be more durable, while thinner ones may sag or warp. Building codes require vinyl siding to be at least .035 inches thick. There are premium choices available, which are .044 to .055 inches thick.

2. Low quality options are more susceptible to fading over the years. It is important to look for products with UV protection and to check if the product can withstand direct sunlight. Fading is less apparent on lighter shades of color.

3. The way the product withstands wind is key. Check that the wind resistance level can handle up to 150 mph. Some high-quality companies offer options that have warranties for winds up to 180 mph. Depending on where the house is located, there are different wind codes that homeowners should check into.

HIGHER QUALITY vinyl siding is being introduced to reverse loss of market share to alternative materials. (Photos by CertainTeed)

continues to hold the greatest share of the siding market, fiber cement and other sturdier options are making inroads. The problem, claim vinyl siding manufacturers, is that lower-grade products have given their category a bad name. Cheap vinyl siding is likelier to fade, sag and warp over time, negating any cost savings. Vinyl manufacturers have responded by pushing higher quality products, which still carry a price tag well below that of competing materials. Here are four areas to check to ensure you’re stocking high-quality vinyl siding: LTHOUGH VINYL

4. The rain resistance of vinyl siding is clearly important. This type of siding is designed to “hang” on a structure for optimal air ventilation, so the air can flow behind each panel. Additionally, there are tiny holes in the bottom of the panels to release water. If not installed correctly, moisture can be trapped or water can leak into the structure. Proper flashings, builder’s wrap, or house felt must be installed to avoid these issues. When getting vinyl siding estimates, homeowners should ask about the installation process.

PRODUCT Spotlight By Ralph Bruno, Propex

Promote underlayments to stand out in the roofing market

T’S NEVER BEEN MORE important for pro dealers and their customers to differentiate themselves in the marketplace, with cutting edge materials that can add value and extend the life of any job. For roofing, the selling of quality underlayments not only ensures better, long-term performance, it can also return good margins for the dealer and their contractor customer. Most importantly, it greatly reduces callbacks resulting from moisture and wind damage. Since roofing materials alone are not waterproof, the underlayment acts as a secondary layer to prevent leaks. The homeowner ultimately benefits from the added layer of protection, especially with the wild weather we’ve seen recently all over the country. When selling a roofing job, advise contractors that if they’re using inferior roofing underlayments or none at all, they put the job at risk for moisture infiltration, leaks and interior damage from winds blowing off the roof shingles. Through feedback from inspectors and contractors who do insurance remediation, we’ve heard

Building Products Digest June 2011

tales of woe about compromised underlayment causing tens of thousands of dollars in interior damage— which could have been easily prevented with a quality underlayment. Damage includes mold proliferation from leaks in hidden areas, such as attics. Doing it right the first time is critical, because water damage is permanent and insidious. The only option after a bad leak is to rip the roof off and start again, replacing everything that has been damaged. In areas that get tornados, hurricanes and wet weather, the selling points for roofing underlayments become even more compelling. In cases where a hurricane has blown off the entire roof and the homeowner is waiting for the inspector to assess the damage, the underlayment may be the only protection the home has for weeks or even months. And, the lower the slope of the roof, the more likely it is for water and wind-driven rain to make their way under the roofing materials and cause leaks. Among the features and characteristics to look for in an underlayment,

domestic manufacturing seems to be your safest bet. Imported underlayment products, including their vertical cousins, housewraps, may be subject to less quality control. With a made in the U.S.A. product, you have the confidence that the quality is going to be held to certain standards with stricter quality guidelines. When checking out manufacturing quality standards, look for products that have facilities in compliance with ISO 9001-2008 and an R&D department dedicated to a continuous quality platform. Their in-house R&D should regularly be developing new and better features for the underlayment product. Building code listings are another assurance for your customers, so be certain the underlayment products are listed by a recognized agency such as the International Code Council Services with an Evaluation Services code report. Also look for fire ratings and extended warranties (which should match that of the roofing materials) and product damage guarantees. The underlayment should be versatile enough to be used with any roofing product—asphalt shingle, steel, tile or metal. Other key considerations when choosing a roofing underlayment are superior walking traction, for worker safety and better productivity; tear-free assurance, and long-term UV resistance. This added layer of protection with built-in features can make or break a roofing job. There is no better opportunity for an upgraded underlayment that a reroofing jobs. In re-roofing, it is likely that an incident happened—shingles blew off or there was a leak, creating a Building-Products.com

captive audience and a way for the roofer to stand out. The homeowner can be assured that the water infiltration won’t happen again by upgrading to a better underlayment. The evolution of using fabric barriers when installing roofing started decades ago with tar paper or felt paper, which is plentiful and cheap, but traditionally has had problems with leaks and tearing. Felt paper is slippery and subject to tearing when walked on, dirty to handle, and if leaks run through it, can damage the interior with oily black residue. These materials made resource management and juggling roofing jobs difficult, because they had to be covered rather quickly. As an alternative, synthetic plastic sheeting came along in the late 1990s—but had even more severe problems with slipping, was not convenient to work with, and does not hold a chalk line very well. Morning dew or debris collected on the plastic material could wreak havoc, jeopardizing worker safety and slowing productivity. Today’s market finds advances in product development over synthetic plastic sheet and felt. Highly engineered blanket technology, for example, has excellent traction, extended UV resistance, tear resistance, better fastener retention, and improved strength. These benefits, which contribute to a speedier installation and peace of mind for the roofer and their customer, far outweigh any nominal costs added to the job. In fact, our recent pricing elasticity studies found that roofing contractors are willing to pay more for a quality underlayment. The upgraded underlayment also gives you and your customer a way to stand out in the market. Roofing contractors can separate themselves from lowerend roofers by offering added protection. With resistance to UV degradation and moisture, the more highly engineered materials will allow your customers to improve operational and crew efficiencies since they can start another job and go back days or weeks later to finish. This makes juggling several projects much easier, especially if one job gets stalled for any reason. LBM dealers who do some investigation on new, higher traction and moisture-impermeable underlayment technology can steer their customers to better roofing jobs. Not only do these new technologies protect the roof from damaging leaks, but also protect the dealer and roofing contractor

Building-Products.com

WITH NEWLY engineered technologies in roofing underlayments, dealers can help their customers stand out as the better roofers, who add extra protection to every job. (Photos by Propex)

from take-backs and callbacks. It’s a winning formula when everyone does it right the first time.

– Ralph Bruno is executive vice president of Opus Roof Blanket manufacturer Propex Operating Co., Chattanooga, Tn. Contact him at (423) 892-8080 or via www.propexinc.com.

June 2011 Building Products Digest

COMPETITIVE Intelligence By Carla Waldemar

Change we can believe in

KAY, YOU’RE 65 and blessed with four daughters, who aren’t interested in taking over the business. If you’re George Senkler, second-generation owner of Concord Lumber Corp., Littleton, Ma., you’ve got some choices. Sure, you can parlay with a competitor. But if you sell, instead, to your own staff, you can create a win-win situation that reaps you the important tax benefits of such a sale while assuring them they’ll still keep the jobs they love. It gets even better. Under Concord’s ESOP (Employee Stock Ownership Plan), employees’ retirement benefits are 100% funded by the company (meaning, no need to pitch in to a 401(k). And their shares of stock are likely to increase in value: After an ESOP was initiated, Concord experienced a “long, strong boom” of double-digit growth in years following its inception in 2001. “Nice,” agrees president Rick McCrobie, who started out here in counter sales 30 years ago, “but long-term.” To underscore a more immediate pay-off, the ESOP fully funds Concord’s health insurance program, a benefit that translates to $13,000 per family per year. Run by a board of directors (Rick and his v.p., retired

DISPLAY of Plato cabinetry at the Kitchen Works showroom helps spark ideas for homeowners contemplating a remodel.

Building Products Digest June 2011

owner Senkler, the former c.f.o., and an attorney specializing in ESOP law), the plan is a boon to management, too. “We’re able to retain good employees—make them want to work here, and work a lot harder—whereas, in private companies, the owner takes the risks and also all the profits. If employees own the company, they share in its success—and that empowers people to look beyond their job description and think about how they can improve the business. “In turn, we offer a very transparent operation. Employees all receive the financial statements and have access to all company records. Plus, at company meetings, we put out our current position, a three-year plan, a five-year plan— and how those may have changed,” he demonstrates. And changed they have, both positively and, like any lumberyard alive today, by undergoing some “corrections.” Whereas Concord formerly supplied builders’ entire subdivisions and custom McMansions, today the focus is more scaled to single home builders and remodelers. Due to sound fiscal policies and astute expansions of market share, the books are still written in black ink and next year’s outlook is beginning to brighten, Rick notes. To supplement its yards in Concord and Littleton, the company has spawned several divisions aimed at capturing a larger slice of the building pie. The Concord store had always offered a couple of kitchen vignettes in spare corners of its lumberyard, which satisfied contractors—but the lady of the house, not so much. “So we decided to take it to the next level and launch Kitchen Works, a separate showroom,” Rick explains. “It’s a matter of perception: People view a showroom as a more professional presentation. We’re known locally, so folks have a comfort level with us, like ‘They do things right.’ We’ve been around—which is far different (in establishing confidence) from searching the Internet or Yellow Pages.” To capture another segment of the package, Concord launched Forester Millwork, a whole-house, trim-to-baseboard, stairs-to-cabinets operation geared to serving middleof-the-road to high-end homes. Likewise, the purchase of Forester Moulding four years ago, Rick says, “made sense for us. We launched the Concord Collection—chair rails to crown moulding—to drive business not only for us but for our builders. It offers them an opportunity to set themselves apart from the guy down the street—to offer a bit more ‘bling.’ We manufacture in quantity to keep the cost down, so they can add that extra pizzazz for just a little more money.” Making customers’ lives even easier, Concord hosts its own in-house architecture department, employing a staff architect and two assistants, who can provide “relatively inexpensive plans to homeowners and builders—even subdivisions,” says Rick. “We also do beam calculations, the engineering aspect.” And then—voila!—they also install. Windows and doors and kitchens, at least, with more on the horizon. This serBuilding-Products.com

vice, added in 2007, calls on a corps of chosen contractors who have completed a training program. “Sure, we’re competing with contractors, but not our contractors,” Rick explains—“rather, the Renewal Windows of the world. And the advantage for the pros we use is, we take over all the headaches of the install business—advertising and marketing, measuring, ordering, scheduling. We offer a five-year warranty. Now they don’t need to work nights and weekends doing quotes and chasing business. And we pay them every Friday. And, if, by accident, one of our contractors is bidding on the same job, we back off.” Teamwork in aggressively following up leads is vital to Concord’s effective operation, and is another obvious winwin scheme in an organization whose employees all benefit monetarily from any one person’s success. Thus, the architecture department passes on leads to Concord’s team of 13 framing salespeople, each boasting a loyal customer base built upon years of service. The framing guys, who notify the moulding, millwork and kitchen departments, receive an incentive bonus when that additional work is snared. Keeping ahead of the curve keeps Concord a major player. “The business is changing. It’s more and more serviceoriented,” Rick takes note. And acts upon it. Counter to popular wisdom generated by the recession, Concord has not slashed inventory nor compromised on customer service by trimming to a bare-bones staff. “We didn’t want to be bogged down in that downward spiral,” attests marketing manager Kristen Koehler. “Instead, we’re seeing new customers coming to us because they can’t get served at other local lumberyards. We’ve actually added more sale staff during the downturn to capitalize on the problems some of our competitors are having.” In another proactive move, Concord has established an education series that, says Kristen, “has brought a lot of new customers through our doors. For virtually every event, we’ve had an existing customer say, ‘I know another guy who’d be interested. Can I bring him along?’ So now our online registration includes a line to add a guest—and we capture that info. Contractors are busy and don’t always have time for a sales pitch, but if you offer something they need, and can benefit from, you can get your message across at the same time.” This is just part of the robust marketing initiative launched in 2008 to improve outreach within the constraints of depressed market conditions—which translates to looking beyond simply selling products to adding concrete value for customers. By increasing its presence in the downturn, Concord is positioned to emerge even stronger when business picks up. So, to continue the dialogue with its contractors—even those who are not yet back in a buying mode— the company converted part of a warehouse into a seminar room to offer classes. These go beyond the been-there, done-that product training to business practices, such as a recent session called “Websites that Work,” another on the importance of contracts and use of liens, and yet another coaching remodelers on selling to homeowners—even installation clinics to prep crews for spring. And during lunch breaks, builders can walk through the moulding and millwork operations to spark the “Geez! I never knew…” fever. “Our sales force also can use these training sessions as a value-added offering when approaching new costumers, so it’s less of a cold call,” Kristen adds. “Because we realize that architects are important influencers for our window and moulding businesses, we organized a CEU event that put our Forester Moulding profile binder into the hands of 40 new architecture firms, which Building-Products.com

has driven an increase in their specifying it,” she reports. “Similarly, our three kitchen-planning events—open houses for homeowners with wine and cheese—each generated at least two new kitchen sales, to say nothing of cross-sales of windows installation.” Concord Lumber, under Kristen’s lead, has revamped its weekly email newsletters to reach beyond the blah feel of an insert flier to cover such topics as the new EPA ruling on lead paint. “We were the first in our area to bring EPA certification in-house and had builders from our competitors calling to get into the class.” Result: an over 50% increase in newsletter subscribers, who now have come to count on Concord as the go-to folks for vital current information. (Homeowners and architects each receive their own focused newsletters, too.) What’s ahead? Whatever develops, Concord’s renewed focus on relationship-building by adding valued services is destined to pay off. And, who knows? Acquisition of another yard may be more than likely—made all the easier by its ESOP profile. “The owner gets the tax benefit, and it also relieves him because his employees won’t have to undergo the stress of layoffs. Instead, they’ll become owners, which makes him more likely to sell to us than to our competitors,” Rick is convinced. “We’re set to grow. To diversify.” Carla Waldemar cwaldemar@comcast.net

June 2011 Building Products Digest

OLSEN On Sales By James Olsen

Are you listening?

toady?” and they will now be ready and willing to listen to us. Weird, huh?

Prepare

talk and no one is listening. Listening is a lost art. Poor listeners used to steal a look over a person’s shoulder while they were talking to them. Today they are looking at their Blackberries while they talk at each other. That makes listening a rare and valuable commodity that people will pay for. Listening is the secret weapon of sales. When was the last time you were really listened to? How did it feel? Fantastic, right? In a way, relaxing. Professional psychologists, psychotherapists, teachers, men and women of the clergy and sometimes our mothers and fathers are great listeners (or should be), and when they are they leave us with a feeling of calm, of feeling better. VERYBODY IS DYING TO

Listen!? – I can’t get them to talk!

We ask our customer a question about themselves, their business, their family or the weather (it works) and while they are responding, we listen and then ask a follow up question. The follow-up question is the key to great listening. Within the emotional skill set that is listening, the use of the follow-up question is a technical skill that is useful. We actively listen while our customer is talking. Active listening is thinking about what the customer is saying, while he is saying it. Since we think eight times faster than we talk, thinking of an interested and interesting follow-up question will be (should be!) easy. Think about the last time you brought up something you were excited about and the person listening to you changed the subject after your first sentence. Doesn’t feel that great, right? That’s how we make our customers feel when we say, “Yeah that’s great, and so what do you need today?” What they need is to be listened to! Don’t be in such a hurry to get to the business part of the call, especially when the customer is talking. When a customer is listened to thoroughly, they will say, “So what have you got for me

Building Products Digest June 2011

To be great listeners we need to clear our minds. Many sellers are so concerned about what they are going to say that they can barely hear, much less understand, and even fewer pick up the nuance of their customer’s communication—and the nuance is where the closing information is. Salespeople try to help customers make buying decisions by talking about logical things (the specs), but talking about the specifications of anything does not get the business. What gets the business is knowing the emotional impact the specifications have on the customer and which one, out of all the specs, is emotionally most important. This information—the nuanced, emotional, closing information—can only be garnered through active, no, intensely active listening. In fact, customers won’t share key information with someone they don’t think is listening to them.

Smart Dogs, Smarter Humans

The dumbest dog in the world knows what we are feeling. For argument’s sake, let’s say the dumbest human being is smarter than the smartest dog in the world. Consequently, all human beings know what we are thinking. They can feel it. If we’re thinking about what we’re going to say next, the customer will feel it. When they do, their communication with us will be stifled and incomplete.

Quieting Our Minds

When we have our own thoughts—for example, “What am I going to say?” clanging around in our heads—it is difficult to hear our customers. We must prepare our strategy and what we are going to say, before the call. Prepared is relaxed. Relaxed is the state of the great listener. When we are relaxed, our customers will want to share information with us and buy from us. Try this: Before you talk to your customer, take a deep breath and blow it out. Relaaaaax, review your strategy, and then think about your customer and what your customer wants to talk about. Write down three questions. Then make the call. Communication will be stronger and you will close more. James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com

Building-Products.com

GREEN Retailing By Jay Tompt

Selling more in a world that wants less

GREAT RECESSION, combined with growing awareness of how “consumerism” contributes to climate change, has led to a surging movement of people simplifying their lifestyles and sharing more of the things they need—rather than blindly acquiring more stuff. In other words, more people are becoming conscientious consumers or disavowing the consumer label entirely. This is disaster for retailers, right? Not necessarily. For retailers committed to green business practices, it’s just another opportunity to serve their community. There are several ways that less consumption can be good for your bottom line, as well as for the planet. It’s clear there is a broad spectrum of negative environmental impacts associated with manufactured products, which a short Internet video, The Story of Stuff (www.thestoryofstuff.com), does a good job explaining. It takes energy to make things and move them from one side of the planet to the other. Then there’s disposal and the potential for toxic leachates to pollute groundwater. The more we consume, the greater the impacts, so obviously, the less we consume, the fewer the impacts. That’s the 30,000 foot view. Understanding this system is the first step in developing green business models that replace inherent negative impacts with profitable, regenerative outcomes. All well and good, but how can merchants make money by selling less stuff? One strategy is rethinking goods in terms of services: selling fewer goods, but selling more of the services those goods provide. This idea’s been around for a long time in our industry, in the form of tool and carpet shampoo rental. It makes HE

Building Products Digest June 2011

sense to rent something that won’t get used very often. Growing household preference for just that kind of economic conservatism is reshaping the kinds of relationships people are having with their stuff. A well-known example is Zipcar. For decades, no product/consumer relationship was as intimate (and Freudian) as the one between people and their cars. But today, some people are leaving that paradigm behind for the planetfriendly and economical choice of car sharing. It is, perhaps, a new kind of consumer status symbol, but it is emblematic of a deeper movement that is redefining the role of manufactured goods in people’s lives and what it means to “consume.” People are looking to share almost everything: cars, bikes, tools, and even skills. The rise of neighborhood work groups—neighbors organizing themselves to help one another tackle home projects—recalls the days when communities came together for barn raisings. Meanwhile, professional tradespeople are branching out into new kinds of projects and are looking for short-term rentals of specific tools, rather than having to invest in “retooling.” If customers want and need less stuff, then retailers must adapt. Begin marketing your rental department’s green virtues. For those not yet renting tools and equipment, now’s the time to start. Talk to your pro customers and ask them what they need. Facilitate neighborhood work groups in your area and help create local tool lending libraries. Rent space in your parking lot for Zipcar or other car-sharing. Think outside the box, too. Rent electric cargo bikes (www. cargocycling.org) or portable solar power generators (www.portablesolarpower.net) for off-the-grid construction projects. Getting into the shareable mindset will not only lead to more innovation, but it will unlock new income streams and forge new customer relationships. Jay Tompt Managing Partner William Verde & Associates (415) 321-0848 info@williamverde.com

Building-Products.com

WEATHER FADE WINE STAIN

COFFEE STAIN BBQ SAUCE STAIN

SUNTAN LOTION STAIN

SUN FADE CRAYON STAIN

It’s easy to miss the benefits of our stain and fade warranty. Take a closer look at any Fiberon Horizon deck with PermaTech, and you’ll see the decking industry’s first stain and fade warranty, now covering your client’s deck for an incredible 25 years. It’s an innovation which means virtually no resulting callbacks. You’ll also see a whole host of other industry firsts. Like the first multichromatic, technologically streaked surfaces that provide the appearance of fine hardwoods. In fact, with six great colors to choose from, it’s not surprising more customers are asking for Fiberon. Find a retailer near you at fiberondecking.com.

VIEW DEMO

McShan Modernizing Sawmill

McShan Lumber Co., McShan, Al., is investing $3.5 million to upgrade its sawmill this fall, to improve productivity and lumber quality. The mill will install a Timber Machine Technologies 8” bottom arbor gangsaw and a TMT three-saw lineal edger system, along with all lumber handling equipment between the machines. The installation will be completed during three weeks of downtime in October, so McShan hopes “that sufficient lumber inventory downstream of the sawmill will keep sales and shipping disruptions to a minimum.”

Dealer Stages Swan Song

Eastern Lumber, Amesbury, Ma., is liquidating and will close at the end of June so owner Anthony Matrumalo and his family can pursue other opportunities. “It feels like it is time to do something else,” said Matrumalo, who has owned the 62-year-old store for 22 years. “I usually talk myself out of it, but this year I couldn’t.” He said that running the store has been a sevenday-a-week job for himself, his wife, and his five children.

Once the store is closed, he plans to host a goodbye party and concert for the community, then devote himself to his true passion: country music. Over the years, he’s made frequent trips to Nashville, Tn., where he has composed songs for various artists. He also hosted in-store concerts that featured his friends in the business. “This isn’t even what I dreamed of doing, but it’s been such a nice career,” said Matrumalo, who does not plan to sell the 1,400-sq. ft. building or 3.5-acre property.

Trex Buys Substructure Maker

Trex Co., Winchester, Va, acquired the assets of steel deck framing manufacturer Iron Deck Corp., Denver, Co. Using the newly acquired technology, Trex’s plants in Winchester and Fernley, Nv., will manufacture new Trex Elevations Steel Deck Framing. “This product line extension will allow us to continue gaining market share in the rapidly growing ultra lowmaintenance category, while positioning our brand for strategic expansion into the $1.9 billion deck substructure market,” said Ron Kaplan, Trex chairman, president and c.e.o.

DEALER Briefs

Tibbetts Lumber Co. opened yard #4, in Lehigh Acres, Fl. (Mike Bowman, general mgr.).

Evans Lumber, S. Charleston, W.V., has been put up for sale by owner Don Evans, who expects to continue operating the 82-year-old business for at least another six to nine months.

Bill’s Hometown Hardware, Myrtle Beach, S.C., is being opened by Bill Clarke, who recently closed his nearby Ace Hardware franchise. Irby Building Supply, Durant, Ms., is liquidating after 92 years.

Levi Lumber, Inlet, N.Y., suffered damage to its office and service garage in an early morning fire May 5.

Kreofsky Building Supplies, Plainview, Mn., is adding a 1,500-sq. ft. showroom in NW Rochester, Mn., specializing in decking, doors and windows.

Ace Hardware opened a 6,000sq. ft. store in Ardmore, N.C. (Douglas Brown, owner).

Manchester True Value, Manchester, Mi., was destroyed by an early morning fire May 18 . Twins Ace Hardware, Fairfax, Va., has been opened by twin brothers Jeff and Craig Smith.

Elliott’s Ace Hardware relocated its New Berlin, Wi., store to a larger facility in Muskego, Wi.

National Lumber, Salem, Ma., added a Benjamin Moore showroom, headed by Dan Hurley.

Geiger True Value Hardware, Chillicothe, Il., has remodeled,

expanding its sales floor and adding more merchandise.

Nuts & Bolts opened its 5th True Value hardware store May 6 in Bonner, Ks.

Gore True Value Hardware, Gore, Ok., held a grand reopening last month following an extensive remodel.

Menards opened new 200,000+sq. ft. stores May 18 in Davison, Mi. (Jim Coyer, general mgr.); April 26 in Salina, Ks. (Eric Mikkelson, general mgr.), and April 19 in E. Wichita, Ks. (Kevin Harris, general mgr.). 22

Building Products Digest June 2011

Building-Products.com

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anywhere and everywhere

Fasten your tool belts. Simpson Strong-Tie has hit the accelerator with its offering of high-performance fasteners. Our new and extensive line of premium stainless-steel screws and nails offer corrosion resistance and a long life span from frame to ﬁnish. Our Quik Drive® collated screws are designed for many different applications, including roofs, subﬂoors and decks. And our selection of structural fasteners continues to increase with our new Strong-Drive® SD structural-connector screws and stainless-steel SDS screws. For the most complete line of fasteners that you can quickly drive anywhere and everywhere, make sure you stock Simpson Strong-Tie. To see all of our innovative fastener solutions, visit www.strongtie.com/fasten or call 800-999-5099.

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Cowls Packs Up Equipment

W.D. Cowls sold the equipment from its idled sawmill in Amherst, Ma., at auction to a company that will use it to process hurricane-felled hardwoods in Nicaragua. Cinda Jones, president of W.D. Cowls, said the mill was closed in late 2009, so she could focus her energy on Cowls Building Supply retail stores and management of the company’s timberlands. Gail Hopper, owner of Big 3 Timber, paid $400,000 for the machinery. “The only way we can harvest it is because of the reforestation after Hurricane Felix,” he said. “The reason we were interested in this mill is that it is a very heavy built mill.” After the equipment is dismantled, it will be was packed into containers and shipped to Honduras. From there, it will travel overland to La Rosarita, Nicaragua, where it will take Hopper’s sons about 90 to 120 days to reassemble the mill and get it working. Once the crew finishes in Amherst, they will repeat the process at a mill in Maine. Hopper said that he wants to purchase and move mill equipment from at least a dozen U.S. mills to Nicaragua.

LCA Gives Thumbs Up to CA

A new cradle-to-grave Life Cycle Assessment shows Wolmanized Outdoor wood treated with copper azole offers substantial environmental benefits over composite decking.

Conducted for Arch Treatment Technologies, Atlanta, Ga., by AquAeTer, Nashville, Tn., the LCA indicates that composites requires 15 to 17 times (depending on preservative formulation) more fossil fuel and 2.4 times more water than Wolmanized Outdoor wood, while resulting in emissions with potential to cause 2.9 to 3.0 times more greenhouse gas and 5.0 to 6.5 times more acid rain. LCAs have been done on wood, treated wood, and micronized copper processes, but this is the first cradleto-grave LCA on wood protected by micronized copper azole. “Because our base product is wood,” said Kirk Hammond, Arch sales manager, “we have long believed that preserved lumber offered environmental benefits. This study proves that our beliefs were well-founded.”

Ohio Police Nab Messy Thief

A trail of $5 bills led police to a man accused of breaking into Handyman Hardware, Bazetta, Oh. When police arrived at the store May 6, they found a side door forced open. Inside, money drawers were lying on the floor beside a hammer and a pair of bolt cutters. Outside, they found a trail of money that police dogs followed to the home of the suspect’s mother, a mile away, whose cellphone was left at the scene of the crime. Hargus Hall, who had recently been released from prison after serving time for burglary, pleaded not guilty.

SUPPLIER Briefs

JB Lumber Sales has relocated to a larger facility in Old Bridge, N.J.— the 9-acre site with sales office and 20,000-sq. ft. warehouse formerly occupied by A.H. Harris Supply Co. The wholesaler also has launched JB Reload Services , providing loading, sorting and trucking services. Cersosimo Lumber , Brattleboro, Vt., is overhauling its dry kilns. J.D. Irving Forest Products

has installed a new edger at its white pine mill in Dixfield, Me., and a new planer at its mill in St. Leonard, N.B.

Northern Forest Lumber , Horton, Mi., suffered $20,000 in damage from a May 16 fire caused by welding sparks reaching sawdust and oil.

Barrette Outdoor Living , Middleburg Heights, Oh., acquired aluminum fencing/railing maker Satellite Manufacturing, Pendergrass, Ga.. Dixie Plywood & Lumber’s

five branches in Florida are now distributing Swan Corp.’s Swanstone solid surface products in the state.

Parksite now distributes CAMO Hidden Deck Fasteners from DCs in Illinois, Maryland, Connecticut, New Jersery, and Florida. Cedar Siding Inc., Rochelle, Il., is now a full-line distributor of MaxiTile fiber cement siding and trim. Cedar Siding has begun offering a 25-year warranty on its coating of fiber cement and LP SmartSide sidings.

ENAP, New Windsor, N.Y., feted Vendors of the Year Boston Cedar in the millwork division, GAF for commodities, United Pipe & Steel for specialties, and Masterbrand Cabinets for kitchen and bath. Laticrete, Bethany, Pa., acquired Drytek Flooring Solutions ,

Portsmouth, N.H., manufacturer of selfleveling cements and concrete toppings, to fold into its specialty products division. Former Drytek sales reps Jim Baratta and Tom Leahy will stay on to cover metro N.Y. and Dennis McHugh will continue serving the Mid-Atlantic. Former Dytek owner Terry Cotton and ex-director of operations Aaron Abbott will serve as consultants.

Building Products Digest June 2011

Building-Products.com

MOVERS & Shakers Doug Fenwick, Osmose, Griffin, Ga., has been promoted to v.p.-customer services for the U.S. Wood Preserving Group. Robert J. Barreto has been named c.e.o. at four-unit GBS Lumber, Greenville, S.C. Bob Schneider has been appointed OSB sales mgr. for LouisianaPacific, Nashville, Tn. Angela Cardon has joined Professional Builders Supply, Morrisville, N.C., as an accounting mgr. Philip Starks, ex-Potlatch, is now sales mgr. at J.P. Price Lumber, Monticello, Ar. Bill Atkinson has joined the sales force at Chesapeake Plywood, Baltimore, Md. Paula Hale, ex-IBSA, is now part of the sales staff at Tolleson Lumber, Perry, Ga. Jordan Hollis has joined the sales staff at Finnforest USA, Roseville, Mi. Donald Harris will retire July 1 as general mgr. at Heartland Siding, Booneville, Ms. Chris Wren has been promoted to operations mgr.

Bryan Smalley, ex-Timber Products Inspection, has been named president of the Southeastern Lumber Manufacturers Association, replacing Debbie Burns Brady, who has stepped down after 18 years with SLMA, the last three as president. Bill Carter has retired from Price Lumber Sales, Ruston, La., after 34 years in the industry. Scott Lilley, ex-Hardwood Industries, is now sales & marketing mgr. at Tigerton Lumber, Tigerton, Wi. Kyle Williams is overseeing BMC West’s new lumberyard in Houston, Tx. Lily Adams has joined the customer service team at Gorell Windows & Doors, Indiana, Pa. Michael Gorey has been named c.e.o. and president of Propex Operating Co., Chattanooga, Tn. H. Edwin Kiker has been appointed controller-real estate for Rayonier, Jacksonville, Fl. Jennifer Botterbusch is now v.p.-internal audit. Louis Cairo is a new sales engineer at Schréder Lighting U.S., Elk Grove, Il.

Jason Fraler is heading the new debt advisory & placement practice formed by Building Industry Partners, Dallas, Tx. Thomas L. Saeli was named c.e.o. of Duro-Last Roofing, Saginaw, Mi. Marc Solda is now executive v.p. of Axion International, New Providence, N.J. Jeremy Haskins, store mgr., J&H Hardware, Bellows Falls, Vt.; Rob Ferraro, mgr., Jerry’s Paint & Hardware, Narraganset, R.I.; Jeffry Peters, owner, Jack’s Home Improvement Center, Wiggins, Ms., and Suzanne Musto Carrara, co-owner, Ace of Hammonton, Hammonton, N.J., were recognized as Young Retailers of the Year by the North American Retail Hardware Association during last month’s National Hardware Show in Las Vegas, Nv. Mark Knurek has been promoted to director of marketing & product development for Moen’s commercial business unit, N. Olmsted, Oh. Bob Duke is now technical support & training specialist for Laticrete’s new specialty products division, Bethany, Pa. Kirby Davis is the group’s national specification mgr.

YOU CAN’T STOP THE RAIN. YOU CAN, HOWEVER, OUT-ENGINEER IT.

Cost more? No. Work better? Yes. End of story.

P. Allen Osteen, executive v.p., East Coast Lumber & Supply Co., Fort Pierce, Fl., was appointed to the Gulfstream Business Bank’s advisory board. Rhoda Ledder is the new secretary at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

IN Memoriam

Phil A. Grothues, 97, owner of Guadalupe Lumber, San Antonio, Tx., died April 26 in San Antonio. He and his father started the business in 1933, which now has three locations in San Antonio.

Emerald V. Troxel, 93, former owner and operator of V.E. Troxel & Sons Inc., Battle Creek, Mi., died May 2 in Kalamazoo, Mi. The company started in 1943 as Troxel’s Carpenter & Cabinet Shop. He retired in 1981 after 44 years in the business.

Kerry G. Merrit, 85, retired president and chairman of the board at Stripling-Blake Lumber Co., Austin, Tx., died April 23 in Austin.

During World War II, he served with the U.S. Army Infantry in Europe. When the war ended, he completed his studies at The University of Texas. After graduating in 1948, he joined Stripling-Blake and rose to top management. He also served on the board of the National Lumber & Building Material Dealers Association, as the president of the Lumberman’s Association of Texas, and was recognized as LAT Lumberman of the Year in 1979.

Jane Bierman, 91, co-founder and owner of Lincoln Wood Products, Merrill, Wi., died April 28. She and her late husband, Carl, started the company in 1947. In 1994, they founded Timeline Vinyl Products in Merrill. Until she suffered a stroke earlier this year, she came to work every day and was active in both businesses.

Kenneth Dale Wendland, 75, former owner of Associated Lumber Marts, Waseca, Mn., died May 16 in Waseca. In 1962, he and his father acquired Waseca Lumber Mart, Waseca. Ten years later, he bought out his father

and changed the yard’s named to Associated. He retired in 1997.

Raymond C. Timmons, 78, retired owner of Fishkill Landing Lumber, Poughkeepsie, N.Y., died May 3 in Poughkeepsie. He graduated from the State University of New York-Delhi, and served with the Navy during the Korean War. Mildred David Edwards Casey, 86, retired co-owner and president of Casey’s Mill, Dudley, N.C., died April 21 in Goldsboro, N.C. Mrs. Casey owned the mill with her husband, Leslie, who died in 1996. She served as bookkeeper for many years, and as president from 1976 until her retirement in 1990. James Phillip Kerschner, 89, former co-manager of Sturgis Lumber & Supply, Sturgis, Mi., died April 28 in Sturgis. After graduating from Kalamazoo College in 1943, he served with the U.S. Army during World War II. He co-managed the yard with his brother, Bob, and was a vocational instructor for the building trades program at the local high school.

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SPECIAL Focus Southern Forest Products

Sell more southern pine– for the WHOLE house!

ROM THE FOUNDATION through the walls, ceilings and roof, southern pine materials are durable, versatile products every lumber dealer can depend on. As America’s first lumber—dating back to Captain John Smith at Jamestown 400 years ago—southern pine is available in a wide range of sizes and grades to meet the demands of most any construction project. Add the features of pressure treatment with advanced preservatives and southern pine outshines nonwood alternatives for building outdoors, too, or where conditions for decay and termite attack warrant added protection from the elements. The Southern Forest Products Association, promoting members’ products under the Southern Pine Council banner, provides an extensive

collection of materials and resources to help dealers and distributors boost their southern pine sales. SFPA materials not only help train employees but also educate customers on the proper selection and application of southern pine materials. While dismal economic conditions persist, SFPA is working hard to manage the long, painful climb back to healthier markets. Buyers know the versatility and value southern pine affords their customers: exceptional strength, treatability and attractive appearance. And on a daily basis, SFPA supports dealers and distributors with the sales help they need.

Southern Pine: The Ideal Foundation

For more than 10 years, SFPA and the Southern Pine Council have

RAISED FLOOR foundations are a growing use for treated southern pine.

Building Products Digest June 2011

actively promoted the merits of raised wood floor foundation systems. Successful lumber dealers know that when they promote raised floor foundations, fully a third more lumber is added to the typical new home framing package. “Choosing the right foundation is an important decision for both the builder and the home buying client. For today’s informed homebuyer and builder, a raised floor foundation system is the premium choice, with exceptional advantages in terms of aesthetics, comfort, security, and ease of construction,” says Cathy Kaake, SFPA’s senior director of engineered and framing markets. Southern pine’s superior strength and availability offers builders the best option for beams and floor joists. Cost-conscious contractors have discovered that treated wood pilings can provide significant savings over a traditional concrete grade beam with masonry piers when building a raised floor home. A wood floor system can also save the builder time and reduce labor costs. SFPA provides a dedicated website, www.RaisedFloorLiving.com, that presents all the facts and selling points of this proven foundation concept. The site is conveniently divided into two sections—one for consumers thinking of building a new home and one for building professionals. The pro side offers a handy locator where a search can be conducted to find a local professional architect, engineer, designer or contractor that has experience with raised floor construction techniques.

Treated Framing Suits the Whole House

Framing a new home entirely with Building-Products.com

treated lumber is nothing new. Contractors know they can offer a client this value-added option, providing long-term protection in humid, high-moisture areas prone to termites and decay. Encourage buyers to use treated lumber, at minimum, in areas of the home around plumbing, such as kitchens and baths, where a pesky leak can lead to significant damage and attract termites. Borate-treated southern pine lumber has been a fixture for sill plates for several years, and it’s catching on as a popular choice for whole-house framing, too. In coastal markets from Houston to Jacksonville, increased

uses for borate-treated materials is being noticed. Whatever the southern pine framing choice, proper connections remain a most important consideration, especially in high-wind areas to meet updated and demanding code requirements. When a customer orders southern pine lumber, its excellent fastenerholding ability comes at no extra charge.

Southern Pine = Energy Efficiency

Framing with southern pine brings with it one important inherent feature of wood: excellent insulation proper-

ties. Builders and remodelers are increasing energy efficiency by using 2x6 framing in exterior walls, affording more space for more insulation. Many options exist for insulating a raised floor foundation and the result is the same: improved comfort in the living areas when compared with a concrete slab-on-grade.

Top Off a Home with Treated Shakes

Treated southern pine roofing shakes, properly installed, can add a very distinctive look to a new home. Shakes can withstand high winds and brutal exposure to sun and rain and come with limited 50-year warranties. Though availability may be limited, treated shakes are just one more example of the versatility of southern pine.

Universal Design Calls for Treated Pine

As America’s population ages, more homes may need to incorporate a ramp for access. The versatility of treated southern pine is well suited to accommodate designs for access by seniors or the handicapped. Architects and builders know the long-term performance features and value of treated lumber outshines the competition from metal and nonwood alternatives. With every home, the design of a ramp will vary. Advise customers to check local building codes and ADA requirements. A dealer equipped with the right information can chalk up additional treated lumber sales.

Southern Pine Shines Indoors

Step inside the home and help your customers realize what southern pine products can do. With historically low demand for new residential construction, repair and remodeling activity is generating orders for southern pine specialty items—materials available in a range of patterns, sizes and grades that are ideal for projects all around the home. A wood floor adds comfort and value, not to mention being a premium alternative to carpeting or ceramic tile. Southern pine flooring can enhance the look of any indoor space, whatever the décor. The look of real wood for wall paneling and ceilings adds a dramatic flair to all rooms of the home, while contributing to lower utility bills. Remember, when it comes to being energy-efficient, wood is a natural insulator. Southern pine patterns are

Building Products Digest June 2011

Building-Products.com

HOOD LUMBER “Long and Strong” TREATED PINE shakes add a distinctive look to roofs.

readily available in long lengths to eliminate or reduce splicing. Clear or semi-transparent finishes draw attention to southern pine’s distinctive grain. Not sure which pattern will be a best-seller? Review the information and product photos in the Southern Pine Council’s booklet “A Guide to Southern Pine Patterns,” available as a free PDF download at www.southernpine.com. Selling more southern pine flooring, paneling and other specialty items starts with knowing the proper installation and maintenance tips. SFPA and the Southern Pine Council offer comprehensive guides for both interior flooring and exterior porch flooring. Printed copies are available as a free PDF download from www.southernpine.com. A two-part DVD program covers installation of both materials from start to finish. For only $10, dealers can obtain a copy for their next employee training session by visiting the publications section of www.southernpine.com and ordering AV80. SFPA also has three staff members, certified by the National Wood Flooring Association as installers, to answer any questions distributors and wholesalers might encounter with customers. Email inquiries to info@southernpine.com.

Promote Treated Lumber Sales

Sales of treated southern pine for outdoor projects can be enhanced using new resources from the Southern Pine Council. Deck builders can now find the key information

Building-Products.com

Specializing in quality Southern Pine Lumber, ALL treated with anti-mold protection. We provide a full product mix of 2x4 thru 2x12, small timbers, and lengths up to 24 feet, from mills in Mississippi and Georgia.

Phone 601-264-2559 Fax 601-296-4740

www.hoodindustries.com

June 2011 Building Products Digest

Council has highlighted the information contained online and published a new 12-page booklet: Southern Pine Decks & Porches. This publication is aimed at professional deck builders and advanced do-it-yourselfers, offering design and construction guidance. It’s loaded with striking photos— impressive views of completed decks and porches that showcase what treated southern pine lumber can do to naturally enhance any landscape. Like the online material, generous references to AWC’s construction guide are included. A free PDF download is available at www.southernpine.com. SOUTHERN PINE decking sales can be rejuvenated using helpful advice from SFPA.

needed to build safe, durable decks and porches by visiting a new website, SouthernPineDecks.com. “There’s a lot of information and misinformation out there about the pros and cons of using real wood versus composites, and we thought it was time to tell people why pressure treated southern pine remains the best material available when building outdoors,” reports SFPA’s Russell

Richardson. The site explains why treated southern pine decking is the preferred material, offers specification tips, covers steps in the building process, and more. Links to the American Wood Council’s publication, Prescriptive Residential Wood Deck Construction Guide, appear throughout the site. Help for building outdoors is available in print, too. The Southern Pine

Southern Pine Online

Nearly 20 years ago, SFPA was one of the first wood products associations to host a website. Today, www.southernpine.com is the authoritative resource for product information, with a product locator to help dealers and distributors find sources of supply for more than 400 items. And SFPA can help steer customers your way. Dealers stocking southern pine are encouraged to add their own free listing to the locator (southernpine.com/jointhelocator.asp). Recently, the site was remodeled

– Serving the industry for over 30 years – Phone: 800-763-0139 • Fax: 864-699-3101

www.spartanburgforestproducts.com 32

Building Products Digest June 2011

Building-Products.com

and upgraded, offering more features, easier navigation, and the latest product details. Span tables, treated lumber information—it’s all here—a buyer’s one-stop resource for southern pine lumber information. Within the publications section of the site, SFPA’s lumber library is a collection of helpful titles that dealers can rely on to help educate themselves and their customers about the proper selection and use of southern pine materials. Online, visitors can download a free PDF copy as a handy reference at their counters.

floor framing, wood foundations, interior flooring, plus outdoor decks and landscaping projects. Reach the Help Desk at (253) 6207400 or help@southernpine.com.

SFPA: At Your Service

As SFPA approaches its 100th year, the association continues to conduct a wide range of promotional pro-

grams, weathering every cyclical downturn. Providing the necessary services to its member companies and their customers while healthier markets are on the horizon, SFPA can help assure the long-term success of the southern pine lumber trade. Complete information about SFPA programs and services is available at www.sfpa.org.

Answers to Customers’ Questions

On a daily basis, dealers face plenty of questions from customers regarding the proper specification and application of lumber products: • What type of finish is best for this flooring? • What’s the maximum span for this load? • What grade of lumber is required here? Savvy lumber dealers already know how to find comprehensive product information online at www.southernpine.com. In addition, the Wood Products Help Desk offers personal assistance with more specific questions. The Help Desk—a collaborative effort of the Southern Pine Council and APA—is located in Tacoma, Wa., and operates Monday through Friday, 9 a.m. to 6 p.m. Central Time. Product support specialist Merritt Kline expertly fields questions on a wide range of subjects, including roof and

Sparkman, Arkansas

Phone: (870) 226-6850 • (870) 678-2277 • Fax: (870) 678-2522 The White Family – Serving the Lumber Industry for Four Generations

High Quality Arkansas Southern Yellow Pine Boards, Pattern Stock and 5/4 Square Edge, Flooring, Beaded Ceiling, 105, 116, 117, 119, 122, 131, 139, 5/4x12 Nosing. Building-Products.com

June 2011 Building Products Digest

SPECIAL Focus Southern Forest Products

Point-of-sale tools sell southern pine

lumber dealers educate, inform and inspire their customers and their employees, free point-of-sale collateral has been produced by Real Outdoor Living, an educational program managed by the Southeastern Lumber Manufacturers Association. Nada Edson, of 140-year-old D. Baker & Sons, Grand Haven, Mi., is a big fan of point-of-sale and collateral pieces. Right now a Real Outdoor Living poster is hung for consumers to see, “It’s a conversation starter,“ says Edson. “It allows us to talk with customers about the advantages of real wood.” The poster also hangs on the sales floor of Hedgecock Lumber, Kernersville, N.C., as the first thing you see when you walk in the front door. “This is exactly what we wanted to accomplish,” said Tom Sattler, retail project manager for the Real Outdoor Living campaign. “The objective was to get the independent dealer and conO HELP INDEPENDENT

sumer talking about the advantages of real wood. We developed an informational and inspirational rack card for the consumer, an educational pocket guide of technical specifications for the independent dealer’s sales team and their contractor clients, and the poster to tie the two together. It’s wonderful that we are initiating conversations about the use of real wood.” “Our reputation is based on the quality materials we sell,” says Hedgecock’s Michelle Ballard. “The rack card and pocket guide both provide good information; it really helps out with the customer. Right now, nearly every single deck package we send out is real wood.” Deck building season is just getting started for Omaha, Ne.-based Millard Lumber. “We’ve made the collateral available within our deck displays,” says Cheri Purdue. “It’s been cold and rainy out here, not much fun for decks, yet. But our customers can start planning for their summer fun.”

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Landry Lumber Co. P.O. Box 522, Mansura, LA 71350 A Division of or Richard Landry Call Joe Elder Cell (318) 201-3748 (800) 467-8018 Office (318) 442-2668 Fax 318-964-5276 Fax 318-448-8678

Building Products Digest June 2011

“We’d much rather sell real wood,” adds Edson, whose decking sales are predominantly from pressure treated lumber. “The consumers have questions about the chemicals (in the pressure treating process) and safety, and we can answer those. We like to let them know that wood is renewable, recyclable and, if something happens to a board or two on your deck, you can always get your hands on more wood that will match. You can’t guarantee that with composites.” “Our contractors generally know what they want before they come in,” states Edson, who has ordered the pocket guides for the rest of D. Baker & Son’s employees and some to put in with the account statements she mails her contractor customers. “We rely on the sales rep from our distributor to keep us educated and up-to-date, but this pocket guide looks like nice reference material.”

IN-STORE POSTER and other collateral materials promote the use of wood.

“We’ve relied on our manufacturers to train our sales team, and we have them read the trade publications to keep up to date,” adds Hedgecock’s Ballard. “We’ve even hosted seminars for our contractor customers. This pocket guide is nice, it is something you can look at to reinforce what we’ve talked about or read.”

– Real Outdoor Living is an educational program managed by the Southeastern Lumber Manufacturers Association (www.slma.org). For more info, visit www.realoutdoorliving.com, “Wood” on Facebook, www.youtube.com/ wooditsreal, and @woodaholics on Twitter. Order free Real Outdoor Living point-of-sale collateral at costore.com/realoutdoorliving.

Building-Products.com

SPECIAL Focus

Southern pine is fine for light commercial, too Southern Forest Products

for the home works on the nearest downtown street corner, too. Southern pine materials are finding more uses in light commercial structures these days—medical and professional offices, banks, cafes and restaurants, retail shops, as well as for municipal buildings that serve local governments. Dealers aware of local light commercial projects can add to their sales of southern pine lumber for framing, exterior siding, and interior items. Architects and city planners are well aware of the strength, durability and beauty southern pine affords. Commercial clients want a workplace or a storefront that exhibits the best face for their business. HAT WORKS

SOUTHERN PINE accents the interiors of commercial spaces, too. Designers appreciate the distinctive grain of southern pine.

LIGHT COMMERCIAL projects, such as banks, offer lumber dealers more opportunities to sell southern pine materials.

Building Products Digest June 2011

Mayor Mac Watts of Baton Rouge suburb Central, La., is reviewing plans to build a new town center to include his office as well as shops and food vendors, all built on a raised wood floor foundation. “My city planner knows the value of building with wood,” remarks the mayor. “Central’s new town center will be an outstanding addition to our growing community, encouraging residents to relocate and shop here,” he adds. The raised floor foundation system offers the developer the opportunity to add or remove utilities easily according to changing tenant requirements.

Building-Products.com

SPECIAL Focus Southern Forest Products

Do you know PTW? Take the quiz!

HETHER IT’S FRAMING,

paneling or decking, wood has been the top selection of builders for decades. But let’s talk about pressure treated wood for a minute: this old familiar still holds the number one spot when it comes to decking material of choice. This durable, beautiful, tried-and-true product has grown and adapted with the marketplace over the last decade— but how much do you really know about it? Test yourself and see! True or False? • Real pressure treated wood decking has one of the lowest environmental impacts overall among decking materials. TRUE. Wood requires less energy to manufacture and releases substantially less greenhouse gases than alternative decking products.

• Pressure treated wood is safe for residential use around people or pets.

Building-Products.com

TRUE. Pressure-treated wood is safe for the home and garden.

• Pressure treated wood decking contains arsenic or other toxins. FALSE. Pressure treated wood products intended for residential and recreational use are manufactured with waterborne preservatives. The U.S. Environmental Protection Agency, which evaluates and registers preservatives for specific treated wood applications, has never found any unreasonable risk to human health and the environment from the preservatives used in pressure treated wood. In fact, approved preservatives used in the marketplace right now are not even required to be registered with the EPA.

• Pressure-treated wood is the strongest decking material on the market. TRUE. Real pressure treated wood is the only material strong enough to

support itself.

• Choosing wood decking is bad for the environment. FALSE. Wood is 100% renewable, recyclable, reusable and biodegradable. Each year, more trees are planted than are harvested, resulting in healthy, thriving forests. Sustainable forests in the U.S. are in better shape—and more plentiful!—than they were a century ago. Scientists know that young trees use less oxygen and are better at carbon sequestration. Bottom line: young, vibrant, well-managed forests = a healthier breathing environment for all of us.

Next time a customer asks for a decking material opinion, stop and think. Maybe even do a little research yourself online. Then go with the environmentally friendly, renewable resource that’s strong, durable, beautiful and affordable—choose real wood.

June 2011 Building Products Digest

NEW Products

Instant Import

Two new multi-vendor XML import functions enable dealers to reduce errors and increase productivity by importing large orders in a matter of seconds. WTS Paradigm Base Camp works with window and door manufacturers who use WTS Paradigm fenestration software, while Saberis Xpress POS works with kitchen and window and door manufacturers.

SPRUCECOMPUTER.COM (800) 777-8235

Keeps Heat at Bay

Henry’s LiquidFoil radiant heat barrier for attics can reduce energy demand and improve home-comfort year round. The product can be applied with spray application equipment, roller, or brush to drywall, masonry, concrete, plaster, and previously painted surfaces. It allows vapor to escape, preventing condensation and moisture accumulation, and will not interfere with cellphone signals or antenna reception.

HENRY.COM

(800) 486-1278

Spray-Foam Insulation

GacoFireStop has a singleapplication formula that combines open-cell, spray-foam insulation with an ignition barrier. The product can be applied to attics or crawl spaces, cures within an hour, and can be left exposed.

GACO.COM

(877) 699-4226

Building Products Digest June 2011

Roof Barrier

Storm-Stopper roofing underlayment from MF Building Products provides a barrier against blowing rain, ice dams, and the buildup of excessive water. A liner protects the product until installation. Each roll is 67’ long by 36” wide, packed in 200sq. ft. cartons.

SOLUTIONS.MFMBP.COM (800) 882-7663

Building-Products.com

Cavity Protection

Stone-Look Columns

Deckorators Cast Stone Postcovers mimic the look and feel of real stone columns, but are constructed of glass-fiber reinforced concrete. The 8”x8” covers come in heights of 42” and 53” that can be attached to posts with shims and tied into rails with connectors. Coordinating postcaps are also available.

The Cav-Air-Ator from Keene Building Products is a full-wall drainage and ventilation mat for brick or stone masonry walls. Light and flexible, the mat is made up of an extruded polymer matrix of entangled monofilaments that form block-shaped channels. It prevents mortar from entering the cavity, clinging to wall ties, and blocking weep holes.

KEENEBUILDING.COM (877) 514-5336

DECKORATORS.COM (800) 332-5724

Reflective Insulation

Winco International now offers two new reflective insulations with 90% recycled content. Breathable and waterproof, Skytech has an R-value of 13.7. Nest reflects up to 97% of the sun’s radiant heat for a R-value of 12.5. Both feature an aluminumreinforced mat surrounding a high-density insulation blanket.

WINCO-TECH.COM (713) 822-2979

Building-Products.com

Self-Adhesive Underlayments

MP Global Products offers two, new self-adhesive underlayments for tile and natural stone. UltraLayer Peel & Stick is an acoustic and protective membrane for use under stone and tile. TileQuick can be used as a backing for wall tile. Both products reduce the need for thinset mortar, decreasing cleanup and drytime.

QUIETWALK.COM (888) 379-9695

June 2011 Building Products Digest

NAWLA ANNUAL Photos by BPD

NORTH AMERICAN Wholesale Lumber Association hosted its annual meeting in conjunction with its Pacific Northwest regional meeting May 5 at The Benson Hotel, Portland, Or. [1] Kevin Ketchum, Gary Vitale. [2] Mark Mitchell, Ken Tennefoss. [3] Pete Hall, Sondra & Ray Barbee, Dana Jansen. [4] Frank Stewart, Kevin Binan, Craig Larsen. [5] Grant Phillips, Janet & Mike Phillips. [6] Buck Hutchison, Mike Mordell. [7] Russ & Linda Hobbs, Jen & Ron Gorman. [8] Dave Smith, Jim Patrick, Jerry Lawson,

Building Products Digest June 2011

Mike Holm. [9] Thomas & Ethel Rice, Jacques Vaillancourt. [10] Tom LeVere, Dan Semsak, Steve Schmitt. [11] Mark Donovan, Phyllis Junkins. [12] Chuck Casey, Marcus Mueller, T.R. Cauthorn, Steve Cole. [13] Barry Schneider, John Stockhausen, Jim Hassenstab. [14] Bill Anderson, Judy & Greg Ryback. [15] Greg Bell, Stacey Woldt. [16] Eddie Smalling, Jim Adams. [17] Mark Junkins, Susan Fitzsimmons. (More photos on next page.) Building-Products.com

NAWLA ANNUAL Photos by BPD

Natalie Macias, Chris Knowles. [8] Janie Hutchison, Linda Schneider, Karen Vitale. [9] Ian McClean, Ted Roberts. [10] Brad Morrow, Harvey Hetfeld, Pat Colgan. [11] Dave

Anderson. [12] Bruce & Peggy Johnson. [13] Dave Visse, Rabel Roberts. [14] John Mitchell. [15] Lillian & Rick Ekstein. [16] Jim Talley, Craig Johnston. [17] Dave Cornell.

MORE NAWLA (continued from previous page): [1] Jack Chase, Jon Anderson, Jim Rodway. [2] Amy & Rob Latham. [3] Chris & Marnie Beveridge, Dawn Holm. [4] Scott Elson, Mary Lou Carlson, Bryan Payne. [5] Holly Chase, Jeff & Kathleen Norman. [6] Aaron Babcock, Omar Lavelle. [7] Paul Owen, Building-Products.com

June 2011 Building Products Digest

NELMA 2011 Photos by BPD

NORTHEASTERN LUMBER MANUFACTURERS Association held its annual convention April 28-29 at Marriott Long Wharf Hotel, Boston, Ma. [1] Bob Berg, Dan Paige. [2] Suzanne Hearn, Ray Barbee. [3] Charlie & Michele Lumbert, Bette & Steve Clark. [4] John Smart, Alden Robbins, Marcie Perry, Doug Britton. [5] Hal & Evelyn Smith, Bob Bronkie. [6] Bill Nocerino, Jim Bartelson, Scott McGill, John Rhea. [7] Bob Pope, Ginny Pray, Jethro Poulin. [8] Win Smith, Doug Chiasson. [9] Tonia Tibbetts,

Building Products Digest June 2011

Sheila Michaud. [10] Dennis Connelly, Bob Lattanzi. [11] Don Hammond, Ken Lambertson. [12] Doug Britton, Randy Carson, Jack Hedstrom. [13] Jeff Hardy, Robert Hoffman. [14] Craig Woodbrey, Mark Woodbrey, David Court. [15] Vincent Micale, James Robbins, Gary Vitale. [16] Joe & Christine Robertie, Jeffrey Smith. [17] Jeff Desjardins, Francois-Yves Lavesque. (More photos on next page) Building-Products.com

NELMA 2011 Photos by BPD

MORE NELMA: [1] Brett Anderson, Brian Bonanomi, Rob Walsh. [2] Matt Duprey, Noah Duprey, Richard Quitadamo. [3] Robert Brewer, Julie Witham, Meghan Brewer. [4] Penny & Arkon Horne, Leslie Horne. [5] Tim Seale, Jack Bowen. [6] Terry Walters, Jim Robbins. [7] Sean Covell. [8] Tammy & Dante Diorio. [9] Rick Jewell, Phyllis DiPrizio, Rebecca Lowell,

Building-Products.com

Gloria Hall. [10] Adam Carincoss, Megan Manning, B. Manning. [11] Chuck Gaede, Eric McCoy, Matthew Sheldon, Jim Dermody. [12] Ron Dusavitch, Vikki Hatch. [13] Trina Francesconi, Bill DeGroat. [14] Sandy & Jamie Place. [15] Steve Teixeira, Dave Zappone. [16] Michael Record, Bob Burns. [17] Scott Cramb, Susan Coulombe. [18] Gaston Poitras, Jeff Easterling.

June 2011 Building Products Digest

Rates: $1.20 per word (25 word min.). Phone number counts as 1 word, address as 6. Centered copy or headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished â&#x20AC;&#x153;camera-readyâ&#x20AC;? (advertiser sets the type), $65 if we set type. Send ad to Fax 949-852-0231 or dkoenig@ building-products.com. For more info, call (949) 852-1990. Make checks payable to Cutler Publishing. Deadline: 18th of previous month. To reply to ads with private box numbers, send correspondence to box number shown, c/o BPD. Names of advertisers using a box number cannot be released.

WANTED TO BUY

WE BUY AND SELL PANEL STRIPS

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

FOR SALE

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Have your recent expansion, promotions or other company changes published in the next issue of BPD. Just Fax your news to 949852-0231 or send by email to kdebats@building-products.com. (a free service)

Building Products Digest June 2011

Building-Products.com

DATE Book

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

Mid-America Lumbermens Assn. – June 10, Kansas Sunflower Shootout, Hutchison, Ks.; (800) 747-6529; www.themla.org. Oklahoma Lumbermen’s Assn. – June 10-12, summer fling, Hard Rock Hotel & Casino, Tulsa, Ok.; (800) 444-1771; oklumber.org.

National Retail Federation – June 13-15, loss prevention conference & expo, Dallas, Tx.; (800) 673-4692; www.nrf.com.

Virginia Tech – June 14, forest products marketing workshop, Charlottesville, Va.; (540) 231-0978; www.woodinnovation.org.

National Lawn & Garden Show –June 14-16, , Rosemont, Il.; (888) 316-0226; www.nlgshow.com. Central New York Retail Lumber Dealers Assn. – June 16, golf, Walden Oaks, Cortland, N.Y.; (518) 286-1010; www.nrla.org.

Eastern New York Lumber Dealers Assn. – June 16, golf, Orchard Creek Golf Club, Altamont, N.Y.; (518) 286-1010; www.nrla.org. United Hardware Distributing Co. – June 16-19, market, Minnneapolis, Mn.; (763) 557-2714; www.unitedhardware.com.

Mid-South Building Material Dealers Association – June 17-18, mid-year meeting, Millsap’s Cabot Lodge, Ms.; (601) 824-2884; www.mbmda.com.

Forest Products Society – June 19-21, international convention, Doubletree, Portland, Or.; (608) 231-1361; www.forestprod.org. Retail Lumber Dealers Assn. of Maine – June 20, golf, Falmouth Country Club, Falmouth, Me.; (518) 286-1010; www.nrla.org.

Builders Hardware Manufacturers Association – June 21-23, summer meeting, Providence, R.I.; (212) 297-2122; www. buildershardware.com.

Northwestern Lumber Association – June 23, golf outing, York Country Club, York, Ne.; (763) 544-6822; www.nlassn.org.

House-Hasson Hardware Co. – June 23-25, market, Cobb Galleria Center, Atlanta, Ga.; (800) 333-0520; www.househasson.com.

Mississippi Lumber Manufacturers Association – July 7-10, convention & show, Beau Rivage, Biloxi, Ms.; (601) 982-1731.

Mid-Hudson Lumber Dealers Association – July 11, golf outing, Otterkill Golf & Country Club, Campbell Hall, N.Y.; (518) 2861010; www.nrla.org.

Rhode Island Lumber & Building Material Dealers Association – July 13, golf & clambake, Green Valley Country Club, Portsmouth, R.I.; (518) 286-1010; www.nrla.org.

Central New York Retail Lumber Dealers Assn. – July 17, day at the races, Oswego Speedway, Oswego, N.Y.; (518) 286-1010; www.nrla.org.

New York & Suburban Lumber Association – July 20, Mets baseball, Citi Field, Flushing, N.Y.; (518) 286-1010; www.nrla.org. AWFS Fair – July 20–23, woodworking fair, Las Vegas Convention Center, Las Vegas, Nv.; awfsfair.org.

Southeastern Lumber Manufacturers Association – July 20-23, annual conference, Ritz-Carlton, Amelia Island, Fl.; (770) 6316701; www.slma.org.

Southeast Building Conference – July 21-23, Orange County Convention Center, Orlando, Fl.; (800) 261-9447; sebcshow.com.

Appalachian Hardwood Manufacturers Association – July 23-26, summer meeting, The Nemacolin, Farmington, Pa.; (336) 8858315; www.appalachianwood.org.

Northeast Window & Door Association – July 25-26, summer meeting & golf outing; (609) 799-4900; www.nwda.net. Southern Building Material Association – July 28-31, summer conference, Wyndham Oceanfront Resort, Virginia Beach, Va.; (704) 376-1503; www.southernbuilder.org.

Building-Products.com

June 2011 Building Products Digest

ASSOCIATION Update

Mid-South Building Material Dealers Association will introduce Paul Phillips as its new executive director during its mid-year meeting June 17-18 at Millsap’s Cabot Lodge, Jackson, Ms.

Southern Building Material Association has scheduled its annual summer conference and exhibit program for July 28-31 at Wyndham Resort, Virginia Beach, Va. Dr. Ed Seifried, an economist at Lafayette University, will speak on “The Economy in 2011 & Beyond: Charting a Course to Recovery.” Activities include a fishing trip, golf and tennis tournaments, dinner dance, and casino club.

Indiana Lumber & Builders Supply Association’s 17th annual Sycamore Scramble is Aug. 4 at the Oak Tree Golf Course, Plainfield. Brunch and dinner are included.

Northeastern Retail Lumber Association affiliates will be busy this summer. There will be baseball. New York & Suburban Lumber Association will watch the Mets July 20 at Citi Field,

IDEA File

A new hardware store has opened in west Omaha, Ne., with a distinctly feminine side. Home & Garden True Value is stocked with a typical hardware store’s building supplies, along with sections catering to women shoppers. At the entrance to one such female-friendly area sits an antique armoire stocked with scented candles. “I wanted our customers, when they stepped in there, to know they were stepping into a different area,” says coowner Laura Castro, who designed specific areas for home decor, children’s birthdays, and kitchenware. The store began with a conversation between Castro and Kevin Parks, who owns a True Value store in North Platte, Ne. Parks complained of the difficulty in drawing women into his store. Not if it’s designed properly, replied Castro. The two teamed with longtime hardware store manager Paul Gapinski to create the new location. They toured numerous competitors, looking for ideas on how to craft a business that’s attractive to women, but still provides the basics of a traditional hardware store. Among the results: attractively colored walls; Oprah-approved aprons, dish towels, bright dishes, and seasonal touches, not far from the barbecues; a larger canning section; an area for children’s toys, and a ladies’ bathroom furnished with fresh daisies and strategically placed purse hooks. There’s also plenty of free popcorn—a sure way to buy more shopping time for moms with fussy children. “We know who buys and makes decisions in the household,” grins Parks. The Feminine Mystique

Building Products Digest June 2011

Flushing, while Northeastern Young Lumber Execs will travel to Fenway Park, Boston, Ma., Aug. 4 for the BoSox. There will be golf. Mid-Hudson Lumber Dealers Association has scheduled a tournament July 11 at Otterkill Golf & Country Club, Campbell Hall, N.Y., and Rhode Island Lumber & Building Material Dealers Association will host golf and clambake July 13 at Green Valley Country Club, Portsmouth. And there will be more clams, as Central New York Retail Lumber Dealers Association holds its 7th annual clambake Aug. 19 at Pompey Country Club, Pompey.

Southeastern Lumber Manufacturers Association stages its annual conference July 20-23 at the Ritz-Carlton, Amelia Island, Fl. Outings will include fishing and golf tournaments, the chairman’s gala and PAC auction, a wine-tasting reception, and special children’s events.

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

Advantage Trim & Lumber [www.advantagelumber.com]....22 AERT [www.aertinc.com] ...........................................................3 Ainsworth [www.ainsworthengineered.com]....................26-27 Anthony Forest Products [www.anthonyforest.com]............35 Arch Wood Protection [www.wolmanizedwood.com]...Cover I Boston Cedar [www.bostoncedar.com] ..................................7 Cabot [www.cabotfactoryfinish.com] .......................................8 Capital [www.capital-lumber.com] ............................................4 Cedar Creek Wholesale [www.cedarcreek.com] ...................15 Crumpler Plastic Pipe [www.cpp-pipe.com] ..........................17 Elder Wood Preserving [www.elderwoodpreserving.com]...30 Fiberon LLC [www.fiberondecking.com]................................21 Guardian Building Products [www.guardianbp.com] .Cover III Hood Industries [www.hoodindustries.com] .........................31 Idaho Forest Group [www.idahoforestgroup.com]. .....Cover II Krauter Solutions [www.krauter-storage.com] ......................43 Landry Lumber..........................................................................34 McFarland Cascade [www.mcfarlandcascade.com] .............25 McShan Lumber [www.mcshanlumber.com] .........................33 Northeastern Lumber Manufacturers Assn. [nelma.org] ......41 Parksite [www.parksite.com] ........................................Cover IV Plycem [www.plycemtrim.com].................................................5 Ray White Lumber ....................................................................33 RoyOMartin [www.royomartin.com] .......................................19 Simpson Strong-Tie [www.strongtie.com] .............................23 Siskiyou Forest Products [siskiyouforestproducts.com].....11 Snider Industries [www.sniderindustries.com] .....................36 Southeastern Lumber Manufacturers Assn. [slma.org]........29 Southern Forest Products Association [www.sfpa.org] .......31 Spartanburg [www.spartanburgforestproducts.com]...........32 Sunbelt [www.sunbeltracks.com] ...........................................24 Tank Fab [www.tankfab.com] ..................................................45 Western Red Cedar Lumber Assn. [www.wrcla.org]........38-39 Westervelt Lumber [www.westerveltlumber.com].................37 Building-Products.com

BPD

Building Products Digest

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