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CEDAR & CYPRESS GREEN BUILDING TRENDS REDWOOD RISES IN THE EAST

Building Products Digest

MARCH 2012

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

BPD Special Features 9 PRODUCT SPOTLIGHT CYPRESS HAS COMMERCIAL COVERED

10 FEATURE STORY CEDARS SQUARE OFF, FROM WEST TO EAST

12 PRODUCT SPOTLIGHT WRC SETTLES INTO INDEPENDENCE HALL

13 INDUSTRY TRENDS WHAT’S AHEAD FOR GREEN BUILDING

14 MARGIN BUILDERS WHEN RED IS GREEN: TESTS CONFIRM REDWOOD’S EVIRONMENTAL SUPERIORITY

31 PHOTO RECAP: NRLA’S LBM EXPO 35 PHOTO RECAP: SBMA IN HIGH POINT 38 PHOTO RECAP: IBS IN ORLANDO

Specialty Cypress Timbers!

March 2012

Volume 31 Number 1

Building Products Digest

In Every Issue 6 TOTALLY RANDOM 16 COMPETITIVE INTELLIGENCE 18 OLSEN ON SALES 20 GREEN RETAILING 22 FAMILY BUSINESS 26 MOVERS & SHAKERS 28 NEW PRODUCTS 42 ASSOCIATION UPDATE 43 TALK BACK 43 IN MEMORIAM 44 CLASSIFIED MARKETPLACE

45 DATE BOOK 46 IDEA FILE 46 ADVERTISERS INDEX

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

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

We can cut cypress timbers up to 40’. Air drying available. Call us with all your needs.

Plantation Cypress ™

Building Products Digest March 2012

Call Us Today – Chuck or Jane 334-793-1527

Custom Lumber Manufacturing Co.

www.PlantationCypress.com • www.PlantationPine.com Building-Products.com

TOTALLY Random By Alan Oakes

Are we off to the races… or back to the kennels?

2012, I’ve been trying to get a handle on the year ahead. As I wrote a couple of months back, we have been hearing better news, although perhaps more regional in nature. Recent trade shows have shown a mixed picture of how everyone is doing, but overall there are good signs that this year will be better than last, especially on the remodeling side of the business. I just returned from IBS with a mixed view. On the one hand, the show footprint appeared to be the smallest in memory. But after a quiet first day, the second seemed like old times. As well, I thought the energy and positive news I saw and heard in the Northeast a couple of weeks back at NRLA was very encouraging, although I think everyone agreed the news had better be better with the great weather this year compared to last. And, much to my surprise, I actually got there this year, after being stranded in Chicago at the same time last year (although only my GPS had any clue as to where I actually was staying). Many of you last year reported a sudden jump in business in March, but one that by May had petered out. For others, there was no real spring business due to the bad weather. For the decking industry in particular, that business could never really catch up. So here’s hoping that the good weather continues and we all have a great spring this year. If this feeling is for real—along with the continued stock market revival, the apparent increase in new jobs, and declines in unemployment—then perhaps we are seeing the first dawn of revival. I hope so! I have always argued you cannot have a U.S. revival without a housing revival, and we are nowhere near that yet. However, I believe we will get there in small steps. Hopefully, the job picture will continue to improve, meaning more money in pockets, more spending, and a continued improvement in sentiment, which will then feed on itself. But there is very fragile psyche with the American consumer about spending. It does not take much to send us into a tizzy. My fear is that all the good news sometimes flies in the face of what many feel is not the reality. Today, I spoke with an industry veteran who has been looking for a job without much success. Gone are the days I could name four or five companies to call. The recession has changed many things and none more so than the ability to find a job. No longer can you expect multiple job offers, a signing bonus, and a great increase on what you earned before. The old ways of sprinkling your resume around no longer seem to work. Fewer jobs mean more competition. Job seekers must be pro-active like never before. The Web can notify you of every job posting that might be a fit through job boards, job search engines, and social media. According to the Bureau of Labor, in 2007 there were 1.8 persons per job opening, compared to 4.2 today (at least better than 6.1 in 2009). The reality is that for every prized position, there are probably 100 or more resumes to sift through. You need to be thick-skinned, more energetic, and use great initiative to unearth opportunities. And yet we still look the same old ways, including sending the same resume to everyone. The reality today is that you need a resume tailored to every position you apply for. Every job and every company have different needs, and with each job you need to sell your ability to fit those requirements. That’s easily achieved with your computer. No longer do you have hundreds printed at a time. As in any business situation, you must differentiate yourself and avoid being dismissed when your resume goes through word checking—not only for grammar and spelling, but for identifying key words that outline your skills. Do not believe that every word you write is read. You have about 10 seconds to make an impression on the typical recruiter. And watch out for your low credit scores and drunken stupor pictures posted on Facebook. All today are part of your picture. Lastly, your best bet for a job is using the network you have developed through your career and socially. It can be no fun to have to call peers asking for help, but these contacts can help open doors. To that end, you are part of my network and have helped me greatly over the years. If your company has a job opening in management, purchasing, sales or marketing, I am happy to offer you a $60 credit to advertise your position in the classified section our April issue. Fax to 949-852-0231 or email dkoenig@building-products.com. This means any help wanted ad under 40 words is free. Again, I want to see my friends back to work! WO MONTHS INTO

Alan Oakes, Publisher ajoakes@aol.com

Building Products Digest March 2012

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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.com

PRODUCT Spotlight Southern Cypress

Cypress has commercial buildings covered

EMAND FOR CYPRESSs

remains stable, even as the lumber industry as a whole continues to struggle. Part of this demand can be credited to the increased use of cypress siding in institutional and commercial projects. “Building professionals are looking for resource- and energy-efficient materials,” says Ernie Pyle, Ontario Hardwoods, Keysville, Va., and president-elect of the Southern Cypress Manufacturers Association. “However, they also are looking for locally sourced and competitively priced materials, and cypress addresses all their needs.” On the outskirts of Dallas, horizontal tongue-and-groove cypress was used to clad part of the 22,000-sq. ft. Trinity River Audubon Center. Brown Reynolds Watford Architects’ Gary DeVries said, “Cypress was selected for its beautiful appearance as well as its natural rot resistance and longevity.” Because the cypress was sourced from within 500 miles, it contributed points to the project’s LEED Silver certification. “Design professionals who are looking for a natural alternative to cedar and redwood, with superior qualities at a competitive price, are turning to cypress,” Pyle explains. “Cypress products add warmth and beauty to any project, and their popularity is spreading across the country. The durability of cypress was a requirement for Jackson Hole Airport in Jackson, Wy. Situated between the Teton

NEW AIRPORT required exterior siding that could withstand harsh conditions in Jackson Hole, Wy. Photo by Matthew Millman Building-Products.com

CYPRESS SIDING in T&G format clad part of a new 22,000-sq. ft. nature center near Dallas, Tx. Photo by Michael Lyon Photography

mountain range to the east and the Gros Ventre range to the west, the facility required exterior siding materials that were durable enough for Wyoming’s drastic winter weather—dry and often reaching minus 30°—while adding beauty and aesthetic warmth to the project. The design team wanted to utilize wood’s natural attributes on the building’s exterior and interior. “We originally specified Douglas fir, but we substituted it with cypress, which is considered more rot-resistant,” explains Brent Mather, design director and senior associate of Gensler’s Denver office. “The extreme weather exposure of the exterior was the major driver behind the change.” The project was Mather’s first experience working with cypress, but it left a positive impression. “It stacks up to other wood for value, price, and quality,” he notes. “It looks great, and the owner and the design team are very pleased.” Chuck Harris, Wholesale Wood Products, Dothan, Al., says he has seen a number of inquiries for cypress come across his desk in the last 60 days. “We recently received an order for cypress to be used on a new school,” Harris adds. “A large portion of the exterior is select grade cypress siding, and they are using cypress timbers as well. I met with the architects on this job to help them with the specs and learned they had two more commercial jobs they wanted to use cypress on.” Nancy Tuck, Gates Custom Milling, Gatesville, N.C., says she is supplying select grade cypress in a special profile to clad a 50,000-sq. ft. facility for the University of North Carolina Coastal Studies Institute on Roanoke Island. “Cypress is capitalizing on the lack of cedar logs and lumber available in the marketplace,” she says. “Cypress is becoming a much bigger piece of what we do.” – To learn more about building with cypress, visit SCMA’s website at www.cypressinfo.org and download its updated brochure, “Cypress Siding Installation Guidelines.” March 2012 Building Products Digest

FEATURE Story Cedar Comparisons

From west to east, cedars square off

ICHLY AROMATIC ,

highly decay resistant, and all beauties to behold, North American cedars grow from coast to coast. But each type has its own strengths, making it best suited for certain applications and markets. Western red cedar is the most abundant cedar available in the U.S. and Canada. Primarily grown in British Columbia, it also can be found in western Washington and Oregon. Western red is also the clearest and most decay resistant cedar and, because it comes from the largest trees, it can yield a larger variety of dimensional lum-

ber. Its sapwood is nearly white, its heartwood fragrant reddish or pinkish brown to dull brown. Its abundance and properties make the species popular across the country. “Western red cedar is king in this part of the Northeast,” said Phil Payne, Vermont Wholesale Building Products, Williston, Vt. “The natural characteristics of the product make it very stable, durable and weather resistant. WRC is twice as stable as other softwood species. The natural oils are resistant to insects and decay. Best of all, it looks great. It is a great product when left natural. Today’s high-tech coatings, when used properly, will provide the best looking and performing exterior wood products on the market. The good availability of such

ALTHOUGH western red is the most popular and plentiful of the cedars, other varieties offer their own strengths and applications.

Building Products Digest March 2012

a broad range of products makes it very easy to maintain a sellable inventory.” WRC is perfect for clear products—siding, decking, paneling, fascia, trim, shakes and shingles, and appearance grade timbers. Due to its superior qualities and availability, western red is the only cedar sold by many companies, including Boston Cedar, Holbrook, Ma., and TMI Forest Products, Morton, Wa. “For the last six years, we have cut only coastal western red cedar,” said TMI’s Jeffrey Cook. “TMI has tried five alternative cedar species, but each proved to be less desirable for the finished product.”

Inland red cedar is the same botanical species as western red cedar, but hails from the interior slopes of the Rocky Mountains in Idaho, Montana, and into eastern B.C. and Alberta. Grown in drier, higher-elevation forests, IRC trees are small and their wood lighter, more striped, and with less clarity and color variation than its coastal-grown kin. Enyeart Cedar, Tigard, Or., supplies WRC for clears and IRC for tight-knot orders. “The (IRC) trees grow farther inland, are slower growing, and develop tighter fiber. The knots are small, tight and firm,” said Enyeart’s Linda Elliott. “But the primary difference is the color of the board. There is less iron in the soil where these trees are grown. As a result, the color of the board is blonder in nature— more creamy caramel with vanilla swirls.” Uses are fewer,

including smaller dimensional lumber, siding, and split-rail fencing.

Incense cedar is native to the mountains from western Oregon to southern California and the northern Baja Peninsula of Mexico. Its sapwood is creamy white, its heartwood light brown to light reddish brown. Decay resistance and dimensional stability are high, yet strength, shock resistance, stiffness and hardness are moderately low. C&D Lumber Co., Riddle, Or., manufactures incense cedar because of its versatility. “It can be used in many applications, including decking, pergolas, T&G paneling, and timbers,” said Leslie Southwick. “When dried to less than 19%, it is very stable and durable. It has excellent stain-holding properties and is virtually splinter free.” Hall Forest Products, Puyallup, Wa., distributes C&D’s kiln dried incense cedar in addition to WRC, because, according to Marty Frost, “it’s a less expensive option in a very similar quality and grade. All is reversible material, graded all four sides. Kiln drying ensures all our decking is stable prior to finishing or prefinishing. Performance properties are very similar to WRC, but it but comes in a less expensive price point. And once it’s got a nice oil finish on it, it’s difficult to tell the difference between incense cedar and western red cedar. They do have a slightly different odor.”

Port Orford cedar is found in a compact zone near the Pacific coast, from southwest Oregon to northwest California. It’s one of the easiest cedars to identify, due to the distinctive yellow tone of its sapwood and the hints of yellow in its browning heartwood. Decay resistance is high, texture fine and even. The wood is somewhat lightweight and shock resistant, and will shrink slightly when dried. Building-Products.com

C&D manufactures Port Orford cedar because of its uniqueness. “No other cedar is like Port Orford cedar, and C&D Lumber is one of the few manufacturers that mills it,” Southwick said. “Port Orford is the strongest of all cedars and an excellent choice for both interior and exterior use. Historically, it has been the preferred wood for fine boatbuilding because of its strength and natural oils that make it rot and decay resistant. It is ideal for manufacturing laminated beams because of its superior strength. It is also widely used for decking that turns the outdoors into a unique outdoor living area.”

Alaskan yellow cedar, also known as Pacific yellow cedar and Sitka cypress, grows slowly along a coastal patch from southern Alaska to southern Oregon, limiting its availability. Its rarity is unfortunate, considering it is the hardest of all cedars and boasts easy workability and exceptional resistance to weather, decay, disease and insects. Popular applications are boat building, shingles, sauna boards, trim, fascia and paneling. Although some wholesalers, like Van Arsdale-Harris Lumber Co., Brisbane, Ca., stock some Alaskan yellow cedar, most handle it on a special-order basis.

Eastern white cedar, also known as Northern white cedar, grow in eastern Canada and the North Central and eastern forests of the U.S. In part because most of the tallest trees were harvested over a century ago, eastern whites are typically not as prized as the larger cedars in the West. Yet the wood is still naturally resistant to rot and insect infestation, lightweight, and easy to work. The sapwood is white, tinged with yellow. The heartwood is light brown, occasionally with a red hue. The wood is soft and has low mechanical properties. More significantly, it reportedly has the lowest density of any commercial domestic wood, making it a natural for canoe building. According to Colleen Goodridge, Goodridge Lumber, Albany, Vt., “A

tremendous amount of northern white cedar goes into siding, decking, and log home construction. It’s very dry and lightweight due to its cellular structure. The lower density provides the best insulating value in walls. For log homes, cedar is the Cadillac.” She cited the wood’s limitations as difficulty to find long lengths, wide boards, and clarity.

Atlantic cedar has similar properties, though is less porous and is found along the coastal plain of the eastern U.S. The sapwood is narrow and white, the heartwood light brown with a hint of red. Applications include siding, paneling, boat planks, fencing, decking and shingles.

Southern red cedar grows along the East Coast, from northeast North Carolina to central Florida and west to southeast Texas. With a dull-red heartwood, it is lightweight, soft and weak, but highly durable and works and finishes well. In addition to stocking WRC siding, timbers and p a n e l i n g , Wholesale Wood Products, Dothan, Al., also makes its own aromatic paneling from locally grown southern cedar, for use as closet lining. Wholesale Wood also markets cypress—a softwood that grows amid the hardwood forests of the South—as “Southern cedar.”

“Cedars” are also imported from overseas, most notably Chinese cedar (a fast-growing wood popular for fencing, but structurally closer to fir) and Spanish cedar (a mahogany-like hardwood used in cigar boxes and humidors). Both species are attractive and highly aromatic, explaining why exporters are happy to trade on the reputation of authentic cedar.

March 2012 Building Products Digest

PRODUCT Spotlight Western Red Cedar Shakes & Shingles

Western red cedar stars in Independence Hall makeover

UP & AWAY: Old taper split roof is assessed by Bradco Supply’s Kerry Moleski (left) and Capital Forest Products’ Mark Carroll, who spearheaded efforts to involve the various suppliers.

S WORKMEN PUT the finishing touches on a 14-week restoration of Philadelphia’s Independence Hall, western red cedar is leaving its mark at the site of the signing of the Declaration of Independence. The $4.9-million project included replacing damaged brick masonry; painting window frames, doors, and all exposed wood decorative features; refurbishing copper urns; installing new clock faces, bracings, and lightning protection system; applying borate fungicide treatment to interior structural elements, and replacing wood shingles and flashings. As much as possible, new materials were selected to match the old and products were sourced locally, such as using Horsham, Pa.-based Benjamin Obdyke’s Cedar Breather ventilating roof underlayment—a product not yet invented at the time of the last renovation in the 1980s. Roofing was provided by Bradco Supply, Malvern, Pa., and wood products by Capital Forest Products, Annapolis, Md. Pro-East, Essington, Pa., supplied the fasteners— domestically produced by Maze Nails, Peru, Il. For the cedar roofing, however, Bradco and Capital had to call on British Columbia to find older-growth trees with sufficient density. “Western red cedar was chosen for its durability and beauty,” explained Curtis Walker, of B.C.based Waldun Group. “The existing roof was cedar, and we had to match it with high quality cedar roofing. The old roof was still in great shape after 30 years, but because the extensive scaffolding was up, it made sense to re-roof.” He said, “Originally, the product for this U.S. landmark was to be 100% American made. There was an exception

Building Products Digest March 2012

made to have Waldun product installed. This specification was changed because the consistency of the Waldun product is unmatched in the industry, and the product was cut from first growth.” Walker traveled to Philadelphia to ensure Waldun would provide an exact match. “When we first got to the project, I was literally lying on the platforms 15 stories up to examine the underside of the shakes to see if they had a split back face or a resawn back face,” he recalled. “We measured exposures and even met with a government official, who was overseeing the particulars, to see the archive room and take samples from the old roof.” Waldun supplied 2,000 sq. ft. of custom-made cedar shakes for the project. Its mill split the 18- and 24-inch shakes, while an old-world craftsman from Washington State hand-split the 36-inch by 3/4-inch shakes. In total, cedar shakes were installed on four of the hall’s nine levels.

WALDUN’S Curtis Walker gets a close look inside the bell tower shortly before new cedar shakes and shingles are installed. The first home of the Liberty Bell, the 14-story tower now houses the Centennial Bell. Building-Products.com

INDUSTRY Trends The Coming Year in Green

What’s ahead for green building

economy, green building is alive and kicking. Key areas of interest include green remodeling, retrofitting, and zero-net-energy homes—which produce as much energy as they consume. “The big home builders are starting to put on 2- or 3kilowatt systems as a standard feature, and it’s just part of the price of the house. There’s no add-on cost, so that’s a real breakthrough,” says Jerry Yudelson, whose consulting firm, Yudelson Associates, Tucson, Az., has specialized in green building and sustainability for the past 25 years. “The real trick is to make the home so efficient that it can heat itself with internal loads such as lights and refrigerators and natural sunlight coming through highly efficient windows,” he says. “Different kinds of coatings can make them more energy-efficient than even the best doublepaned windows, almost as energy-efficient as walls.” Although Yudelson predicts modest growth in construction this year, he believes the emphasis will be on what he calls frugal green. “In the past, there was a feeling that you could spend money to add green features,” he says. “Today, the real challenge for construction and design professionals is, ‘How do I do this on the same budget?’ and I think that’s the core trend.” Other trends to watch include: ESPITE A SLOW

Green Retrofitting. More property owners will retrofit to LEED for Existing Buildings: Operation & Maintenance, which is fairly painless when a building is already Energy Star rated. Businesses want to be able to market their ecofriendliness.

Government Projects. Although funding is tight, existing buildings will need to be upgraded, projects in the pipeline will move forward, and schools—which are funded by bonds—will need to be built. The federal Better Buildings Initiative was passed last year to accelerate private sector investment in energy efficiency and encourage commercial and industrial buildings to become 20% more energy efficient by 2020.

Water Conservation. Rainwater-capture systems, as well as graywater and blackwater on-site treatment capabilities, will become more pervasive—even in what Yudelson calls “water wet areas.” He predicts that “instead of toilet to tap, we’re going toilet to toilet.” Building-Products.com

Global Programs. There are more than 90 national Green Building Councils throughout the world, and LEED projects have been registered in 161 countries. Last year, 44% of total LEED registrations were outside the U.S.

Performance Disclosure. Already popular in Europe and Australia, requirements for buildings to disclose energy use are gaining traction in the U.S. Next month, Seattle, Wa., will require buildings of more than 10,000 sq. ft. to disclose energy usage. California will begin requiring disclosures starting next year. Yudelson says such disclosures will have a market impact because they allow prospective tenants to compare energy costs of different buildings. “This is going to happen everywhere, particularly in big cities, because it’s the easiest move to take politically,” he says. “It doesn’t say you have to retrofit the building. It just says you have to disclose.” Building Management. Thanks to wireless sensors and controls, it’s getting increasingly easier to locate and fix maintenance problems, and to do so remotely. “You make money if you go green,” Yudelson counsels. “If you don’t go green, you’re at a marketplace disadvantage. Doing nothing is not an option.” March 2012 Building Products Digest

MARGIN Builders By Charles Jourdain, California Redwood Association

When red is green

Tests confirm environmental superiority of redwood

REEN, GREEN, GREEN. Everywhere you look, you see the green building message. But how should “green” really be measured? The emerging answer appears to be that building with sustainable, environmentally responsible materials is the one, true “green” way to build. A truly natural, renewable resource, redwood is a material that can actually reduce the greenhouse gases that contribute to global warming. California Redwood Association enlisted help from the independent Consortium for Research on Renewable Industrial Materials (CORRIM) to conduct a life cycle assessment (LCA) to better understand and compare redwood decking to plastic composite decking. CORRIM is a nonprofit research consortium with members from 16 universities and research institutions such as the USDA Forest Products Laboratory. CORRIM has been involved in the field of LCA for well over a decade and is among the most respected institutions performing such work. Life cycle assessment has emerged as the internationally recognized standard for establishing the environmental burdens associated with the manu-

facture and use of a product from cradle-to-grave. LCA is a prime decisionmaking tool for use by specifiers and consumers to compare the carbon footprints of various building materials. It is being rapidly incorporated into building standards such as LEED. The table below shows relative values for important environmental impacts. Results of the LCA are conclusive, showing that considerable differences exist between redwood and alternative decking products such as plastics and plastic composites. In terms of global warming potential, plastic-based decking materials are

Environmental Impact Assessment for Decking Products

Environmental Impact Global Warming Potential Ozone Depletion Smog Contribution Acidification Water Pollution Respiratory Effects Fossil Fuel Use

Plastic vs. Redwood 126 times more 100 times more 2 times more 20 times more 6 times more 25 times more 7 times more

Building Products Digest March 2012

Composite vs. Redwood 90 times more 70 times more 2 times more 30 times more 12 times more 30 times more 9 times more

contributors, while growing, harvesting and using redwood for decks do not contribute to global warming. Regarding other important environmental impacts, plastic-based decking contributes anywhere from twice as much to 100 times as much negative effects as redwood. Redwood decks store the carbon that was originally absorbed as CO2 from the atmosphere while the trees were growing. In fact, the average redwood deck may store over half a ton of carbon. Once the redwood deck has reached the end of its lifespan, it is easily recycled or reused for other purposes, or reabsorbed into the earth as nutrients for new plants. On the other extreme are plastic composites, which will stack up for decades in landfills. Detailed data was collected from CRA member mills on such items as raw material production (harvest), manufacture (energy usage), product distribution (transportation), product installation and use (lifespan), and final product disposal at end of life (reuse vs. landfill). According to Dean Kerstetter, v.p. of operations for Mendocino Forest Products, “The quantity and detail of information gathered by the CORRIM team was truly amazing. Rick Bergman, CORRIM team member with the USDA Forest Products Lab in Madison, Wi., visited our manufacturing facilities in Ukiah, Ca., for two days collecting detailed data on log storage and handling, type of sawmill equipment, dry kilns, boiler, planer—basically anything that consumed energy.” Water usage, packaging such as strapping and lumber wrap, and byproducts for fuel or soil amendments are also examples of the extent to which the LCA looks at all inputs Building-Products.com

and outputs of production. Han-Sup Han, professor of forest operations & engineering at Humboldt State University, Arcata, Ca., is the CORRIM researcher who spent days visiting forestlands of CRA member mills throughout the redwood region. According to Professor Han, the forest resource data collection phase of LCA integrates site preparation, stand establishment, stand management, and timber harvest factors associated with forest management into a presentation of total cost, fuel consumption, and carbon footprint for various levels of management intensity. “The redwood lumber industry has known for years that we have an outstanding environmental record and a great green message to tell consumers,” said Janet Webb, president of Big Creek Lumber Co., Davenport, Ca., and current chair of the CRA. “Operating in accordance with the strict provisions of the California Forest Practices Act places any industrial or non-industrial forest landowner or timber operation at the forefront of environmental responsibility. This new LCA reinforces our beliefs that redwood is a world class product in terms of environmental performance.” Combine redwood’s world class environmental performance with its legendary beauty, stability and durability, and why would anyone choose anything other than redwood? Educate your customers about the true environmental strengths of redwood. The next time your employees or customers ask what is the greenest product for use in deck construction, tell them that red is green—redwood, that is.

Redwood Decking Growing in Northeast

Redwood decking is slowly making a comeback in the Northeast, thanks in part to efforts by producer The California Redwood Co., Eureka, Ca., and distributor Feldman Wood Products, Garden City Park, N.Y. Last May, Feldman began supplying Classic Heart redwood to LBM dealers in New York, New Jersey, and Connecticut. “In about 1989, 1990, with the advent of the spotted owl, dealers in the Northeast were unable to get the quality grades of redwood they expected,” said Richard Kahn, sales manager for Feldman. “We are reentering the market with a different kind of product—construction heart grade for deck-

ing and backyard structures.” Feldman’s challenge has been re-educating dealers about the species and, Kahn said, “to convince people it’s not going to disappear like it did 20 years ago.” The distributor enjoyed a successful first season selling redwood, signing 13 dealers to stock inventory on the ground. Feldman carries 5/4 and 2x6 easededge Classic Heart redwood decking up to 20’ long, plus 2x2 cuts for balusters and 4x4 cuts for posts. The hand-selected, heartwood-only boards feature a deep red, uniform appearance. The heartwood contains properties that resist insects and decay.

– Charlie Jourdain is president of the California Redwood Association. Reach him at charlie@calredwood.org or (888) CAL-REDWOOD.

Building-Products.com

March 2012 Building Products Digest

COMPETITIVE Intelligence By Carla Waldemar

From first phone to first phone app

STAND-UP GUY: President Jan Lovell looks for inspiration from the company’s heritage, starting with her great-grandfather Charles “C.R.” Woodford.

C IVIL W AR was recent history when Woodford Lumber & Home was founded in Clear Lake, Ia., back in 1869. Five generations later, it’s still flourishing in this bump in the road (pop. 8,300) off Interstate 35. Looking back upon company achievements is intriguing, and good for bragging rights. Two years after Alexander Graham Bell secured his patent, Woodford’s owner was pivotal in bringing telephones to town, along with that other radical, new amenity, electricity. After making do with horse-and-buggy deliveries, he was among the first to take advantage of the new railroad connection, which also brought celebrity orators like William Jennings Bryant, Booker T. Washington, evangelist Billy Sunday, and prohibitionist Carrie Nation to Clear Lake’s buzzing summertime Chautauqua circuit. But while company history fills fascinating scrapbooks, it doesn’t do much for survival in 2012. “Evolve?” fifth-generation president Jan Lovell reacts to a reporter’s question. “You have to! Every business has to reinvent itself to meet changing customer needs. That’s how we’ve survived!” In the heyday of the Seventies, this was a strong agri-

cultural base, so the company grew by supplying pole barns, hog houses, even building trusses. Today, Woodford serves custom builders, remodelers and commercial accounts. Thanks to this commitment to gazing into the future, the operation has newly remodeled and expanded its retail space and showroom to encourage homeowners to stop in, too. In fact, despite the economic turmoil that, yes, has hit Clear Lake’s builders as well, Jan has just hired another staffer—“an opportunity too good to pass up”— another woman with strong design background, bringing Woodford’s total personnel to seven. “They’re experienced, they know what they’re talking about, and”—here’s the clincher—“they’re customerfocused. In this work environment, they see they’re appreciated and feel they make a difference,” Jan emphasizes. “And that carries over to the satisfaction gained from helping customers on what will probably be the most important undertaking of their lives.” Thus, Woodford offers clinics for do-it-yourselfers in skills such as painting, and steers key vendors to its con-

Building Products Digest March 2012

INSTALLING NEW signage was part of the recent “reinvention” of Woodford Lumber & Home, Clear Lake, Ia. Building-Products.com

tractor customers to impart savvy, too. But it gets even more personal: “We believe in relationships,” insists the president. “To strengthen those relationships with our contractors, we sit down with them and beg for feedback: What are we doing well? What can we do better? We learned, for instance, about their delivery needs. We used to promise ‘As soon as we can,’ but we’ve learned from them that they need us to be much more specific.” Woodford recently added a drive-through for their convenience. And inside the store, there’s a special contractor corner with coffee and peanuts and conversation. “Plus, we recently upgraded the power tools selection and joined a national buying co-op. You’ve got to keep moving forward,” she reiterates.

WOODFORD LUMBER employees Merri Matteson and Mike Ritter at the store’s grand reopening.

“We’re also helping these builders become more proactive in using technology to help themselves; they can email us, and we have a Woodford app that makes it easy to contact us 24 hours a day.” To woo commercial accounts, Jan sends out letters of introduction, then sets up personal meetings, involving vendors in the conversation who can ease and speed their business, too. She keeps tapped into the pipeline on product trends to assure that Woodford’s lines keep on evolving, too. And when that meant adding more retail space, fine—even at the expense of pride and history. “We removed my father’s office,” she laughs—“a big step, both literal and figurative, because times are changing and we needed room to put in a signature paint store for Benjamin Moore—which is helping us attract new customers.” Another reason to partner with Ben Moore, Jan feels, is because paint represents a project every homeowner can afford. “Remodeling is where the activity is, these days. Even when money is tight, everybody still wants to spruce up.” Because these “incredible pioneers,” as she deems the outfit, offer no- and low-VOC paints is another reason they’re a good fit with Woodford, where going green is more than a marketing plan, it’s a moral stance. The comBuilding-Products.com

pany undertakes to educate its customers on the importance of environmental concerns, and the mission is becoming easier every year: “People are understanding the low-VOC part, so the interest has really grown in the past couple of years. It used to take a lot more effort to promote. “ (Jan continues to walk the talk; she’s designated the store as a drop-off point for Habitat’s ReStore recycling project in Mason City, eight miles away and eight miles too far for many a homeowner’s minivan to carry. She’s served as chair of Clear Lake’s Earth Day for the past 15 years, following in the footsteps of her grandparents, environmental activists who donated the island in Clear Lake to the state. The company has also saved a mile-long natural stretch of the lake’s heavily-developed shoreline by gaining a conservation easement to allow folks to enjoy its natural beauty. “People need a balance in their lives,” Jan advocates. From low-impact to high tech: Looking at the future once again, Woodford has become adept at electronic marketing. It boasts a Facebook page and interactive website that includes a homey family history “written” by C.R. Woodford, who arrived here at age 18 in 1879 to join his uncle’s business. (Jan admits that “in my first life” she worked as a newspaper reporter and editor before returning to Clear Lake 25 years ago, so it’s possible that she’s the one, um, channeling C.R.) The website also features a photo gallery of projects and salvos by their uber-satisfied owners. “Working with Woodford was an awesome experience! They went above and beyond the line of duty when it came to finding unique products and solutions for our new home,” attest Scott and Julie. “It was a wonderful experience working with the Woodford staff. They came to our home and helped us design our new deck. We couldn’t be happier!” glow Tom and Janice. Architect Randall Cram adds a professional appraisal: “Woodford has always provided me with the expertise, knowledge and quick service to make informed decisions as a designer. The quality of their materials… is unsurpassed.” Attracting new business, of course, is crucial to any company, especially one that boasts 143 years in operation. Jan uses direct mail to her pro list. Mass mailing to homeowners, however, has run its course. “Now, we’re more targeted—more bang for the buck,” she explains. We also participate in the annual home show in Mason City as a way to attract clients. And we’re training our staff to pay more attention to cross-selling”—maybe the brush and drop cloth to go with the Benjamin Moore paints. Hey, even new kitchen cabinets or replacement windows. Or, how about a steel roof? Looking into the future of the company, “we’re very positive,” Jan declares. “We’ve remodeled, we’ve added staff. There’s a growing population here. We just need to keep listening to people’s needs, to do things better. “ Finally, I just had to ask: generation six? “My son is 19,” she says. “But we don’t want to push…” Carla Waldemar cwaldemar@comcast.net

March 2012 Building Products Digest

OLSEN On Sales By James Olsen

What do I do?

the doctor’s office. “Doc, I broke my arm in five places, what do I do?” The doctor thinks for a moment and says, “Stay out of those places.” Many salespeople come to me asking for help on problems that are at best mitigate–able but almost never winnable. Let’s take steps before these situations happen. “I talked to my customer last Friday. He assured me he would give me the order on Monday. Now I can’t get him on the phone.” What do I do? • Sell the whole account. Many sellers save all their charm and attention for the buyer. This is insincere, and the other people at the account know it. Make a conscious effort to get to know everyone at the account. In this way, when we need allies—and we will—we will have them. If we make the minimum of effort with the receptionists, they will bend over backwards to help us. They live to help those who recognize their importance (and respect their power). • Create urgency in your closes. To overcome customer procrastination, use urgency, “John, I would love to wait until Monday, but these great salespeople I work with will have this sold by then. Let’s just do it now.” UY WALKS INTO

“My biggest account continually grinds me down to the last penny. He holds the price of our cheapest competitors over our head at negotiation time and we always cave.” What do I do? Be precise on value. The earlier in the relationship, the better! If you charge more money than your competition, it may be because: • You always ship on time. Instead of telling the customer you always ship on time, ask your customer if there is a penalty for late shipment. If they ask why, tell them because you make on-time delivery seem easy, but in fact it costs you money to ship on time every time, but you appreciate the erstwhile unknown ability to ship late without consequence. This forces the customer to decide. Of course they want your level of service, quality, expertise and charm at the same price as the cheap guy—but it is our responsibility to sell the difference. • Your product is always right the first time. Ask your customer if there is a penalty for poor product. “But they always make it right” will be a common response. Yes, but

Building Products Digest March 2012

what is the price of the hassle and loss of momentum? In any case, is there a penalty? If your product is always right the first time, force customers to answer these questions. • Make sure you are not in denial. Just because you say you are better doesn’t make it so. The same goes for quality, integrity and the rest. Make sure you are selling a value that truly differentiates you and, more importantly, that your customers will pay for. • Prospect. If we do not prospect, our current accounts own us—and they know it. If we find ourselves in this situation, it will be difficult to win negotiations. If we always upgrade our account base—the lifetime activity of the seller who wins negotiations—we will get better prices.

“She only wants to communicate by email.” What do I do? Speak to your customers by email as you would in a conversation. • Always ask questions that demand—or ask for, depending on your and your customer’s style—a response. • Use teasers. Give them a list of five products, listing the price of four. For the product they need/want the most put “Too good to put on the Internet. Call for secret price.” • Leave great phone messages. Practice and polish. Our phone message in the age of email and texting is vital. Keep it under 10 seconds. Be bold (not loud or bombastic) and confident in your value. “Hey, Pete, this is Bob. I’ve got some great deals on the items we have been emailing about. Call me. I only have five left.” • Persistent and consistent. Keep calling. There are those who only communicate by email, but to really get close to an account, we will have to talk to them. Be consistent and persistent—they will pick up. James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com

Building-Products.com

GREEN Retailing By Jay Tompt

Green spring training

month. Why? Spring is in the air, at least in some parts of the country. And baseball is just around the corner. And now, some market research has come out demonstrating that green building is poised to lead this industry out of the doldrums. Things aren’t back to normal, or back to a new and different normal, not just yet. But if you’ve been working to bring your retail or wholesale operation into the green big leagues, this could be your breakout season. The study from McGraw Hill reports some interesting numbers that should inspire optimism. The share of new single-family homes built to a LEED or equivalent standard reached 17% and is expected to become about a third of the market in five years. Builders report that marketing green homes is easier and the majority of customers are willing to pay a little more. Among builders who are doing some green projects, 39% report that green work is having a positive impact on their bottom line, compared to 90% of builders who are fully dedicated to green. There were similar results for green remodelers. I want to focus on one takeaway from this. The reason dedicated green builders and green remodelers report better results—and are looking forward to better prospects, too, I might add—is because they are focused. They have the knowledge and skills, and therefore the credibility. They know what they’re doing and they believe in it. These are the companies driving green forward and these are the companies getting the bigger share of the projects. If you’re looking to grow your green business, these are the pros you want on your team. Given the strength of this trend, making green building an increasing focus of your own business is an obvious forward thinking strategy. Equally important is building strong relationships with the leading green builders and remodelers in your market area. To build productive relationships, these four key points are worth repeating: ARCH IS MY FAVORITE

First, be prepared to walk your talk. No amount of schmoozing will win customer loyalty in this arena without expertise and knowledge to back it up. Don’t rely on manu-

Building Products Digest March 2012

facturers and product knowledge to see you through. Go the extra mile and develop internal expertise in LEED or other residential green building programs.

Second, go to them. Don’t expect them to come to you. Visit them at their office, their job site, green building association meeting, trade shows and conferences. Most regions have a USGBC chapter or equivalent—join it. Third, bring value to the relationship, right away. If you can help them win a new project, introduce them to a talented new sub, point them to an innovative new solution, they will come to see you as vital part of their business ecosystem. When this happens, they will bring start bringing value to you.

Fourth, dig deeper and find experts: builders, remodelers, retrofitters with specialisations that make sense for you and your region. Energy retrofitting, rainwater harvesting, green roofs, and solar are all hot areas—maybe they’re ripe for building new relationships, too. Develop the right product categories they need, host in-store events, and develop referral programs. At the end of the day, it’s customer relationships that sustain any business, especially during lean times. This industry is adopting green building at an accelerating pace and demand is showing signs of picking up. It’s the leading builders and remodelers who are winning an increasing share of the business. By getting together you can build a solid team and make this a winning year. Jay Tompt Managing Partner William Verde & Associates (415) 321-0848 info@williamverde.com

Building-Products.com

FAMILY Business By James Olan Hutcheson

Dealing with a death in the family business

’VE BEEN WORKING as a family-business consultant full time for more than 15 years. In 2006, three of my clients died, which is more deaths than I’ve experienced during my entire career. With every family I work with, I take steps to prepare their business for a death, setting up succession plans and buyout agreements. But all the planning in the world couldn’t have prepared me for how to handle the aftermaths of these three deaths. Like each family, I was put to the ultimate test following each death. My counsel and wisdom were quickly shown to either work or not work. Until you’ve lived through a death in a family business, you just don’t know what’s going to happen. And the effects on the business will vary depending on the way the family deals with the loss: Reactions can range from temporary shock to falling apart to continuing to function relatively normally. In one scenario, two of the family’s three sons had been locked in a long conflict, causing the business to suffer, and I had been hired to help resolve it. But then the son who wasn’t involved in the conflict died. One of the two rival brothers tried to leverage the death to gain an advantage, by suggesting that the actions of his rival brother caused the death and refusing to join hands with his family in mourning. The elderly parents, who still served as leaders of the business, weren’t prepared for this and my work salvaging the business took a major step backward. The whole experience showed me that in a deeply conflicted family, tragedy can drive members further apart instead of bringing them closer together.

An Incomplete Bequest

In the second family, the father and founder of the business died unexpectedly. While the business was prepared for his death, with wills and other arrangements already in place, the family wasn’t. And to make matters worse, the founder’s spouse enforced certain terms in his will to lash out at the couple’s son-in-law, who hadn’t worked for the family business because he hadn’t gotten along with the founder. But what was in the will wasn’t what the founder had ultimately intended. That’s because after the son-in-law and the founder had gone their separate ways businesswise, emotions cooled and their relationship had improved. Unfortunately, the founder died without having changed

Building Products Digest March 2012

his will to reflect his change of heart. As a result, the surviving spouse took action to give the business to her children, who weren’t involved in it and didn’t live in the state, probably not the best outcome for the business. The experience showed me that even when all the proper succession planning steps are taken, a death can bring out the most unexpected reactions in family members. In fact, their actions can foul up what seem like welllaid plans. The hard-earned lesson is to review estate plans on at least an annual basis or upon each significant life event. In the third family, the father had sold his family business and collected a sizable payout. This is what I think of as a natural evolution, a sunrise-sunset scenario. He had planned appropriately by transferring assets, obtaining suitable life insurance, and otherwise managing his estate to prevent estate taxes from gutting the business. Sadly, he died shortly after he had completed the sale and was unable to enjoy the fruits of his hard work.

Expecting the Unpredictable

I found myself acting almost as a grief counselor to his widow. It wasn’t a role I had filled before but one I fell into because I was considered a source of stability as the family’s longtime business consultant. The reactions of the three families taught me that there’s more to the game of family business consulting than I had realized, despite my years of experience. I realized the job isn’t just about installing the right procedures and plans. I learned that when clients are vulnerable, a good bedside manner is worth more than an business-school MBA. That was my takeaway. Perhaps it seems pretty obvious. Family members aren’t billiard balls you can spin a certain way and consistently expect a certain result. In my consulting engagements from now on, I’ll continue to get the processes and policies in place to produce the result that seems appropriate. But I’ll also be ready to adapt to the unpredictable needs of the family members during the unexpected tough times.

– James Olan Hutcheson is managing partner and founder of Dallas, Tx.-based family business specialist ReGeneration Partners. Reach him at (800) 406-1112 or regeneration-partners.com Reprinted with permission of ReGeneration Partners. No portion of this article may be reproduced without its permission.

Building-Products.com

GSWP Takes Over Rocky Top

Great Southern Wood Preserving, Abbeville, Al., the nation’s largest treated wood producer, has purchased the assets of the Rocky Top Building Products companies from The Franklin Group, Rocky Mount, Va. With the acquisition of Rocky Top’s treating plants in Rocky Mount, Hagerstown, Md., and Fombell, Pa., Great Southern now operates 15 facilities, supplying 27 states from the Florida Keys to Texas to Canada. “This represents the combination of two leaders in the building products industry,” said Jimmy Rane, chairman, president and c.e.o. of Great Southern. “There are many similarities between our two companies, but our distribution footprints are adjacent although they don’t overlap..” Carey Garst, c.e.o. of Rocky Top, said Great Southern’s systems, resources and ability to source prod-

ucts on an international scale will benefit Rocky Top’s customers. Although Great Southern uses Osmose’s micronized copper azole in its Yellawood brand products, Rocky Top has utilized Wolmanized preservatives in its ProSelect, Vista Decking, and Vista Railing products. Great Southern has acquired the three trademarks and, at least initially, “will continue to offer the same products that have been offered in the past.”

IP Closes Temple Acquisition

International Paper Co., Memphis, Tn., has completed its $3.8-billion acquisition of Temple-Inland, Austin, Tx., after agreeing to sell three facilities to satisfy antitrust concerns. IP agreed to sell the former Temple containerboard mills in Waverly, Tn., and Ontario, Ca., and its mill in Oxnard, Ca., or Henderson, Ky., over the next four months.

DEALER Briefs

Short & Paulk Supply Co., Tifton, Ga., has acquired Laing Hardware, Dawson, Ga., as its fourth retail location. The new location is supposed to reopen early this month after a threeweek remodel, featuring an updated, full-line hardware center, lumberyard, and millwork showroom.

Sutherlands Lumber Co. is closing its east Columbus, Oh., store, but expects to reopen at a new location in central Ohio once a suitable site has been found.

Carter Lumber’s Holmes Lumber division has acquired DSD Builders Supply Co. , Canton, Oh., from Stark Truss Co. Mike Thomas is the new mgr.

Duncan Box & Lumber Co., Huntington, W.V., has been sold by retiring Jim Duncan to Norman Taylor, Mike Taylor, and Teresa Klaiber. Scott Adams, ex-84 Lumber, is now general mgr.

Alexander Lumber Co. is closing its Gibson City, Il., lumberyard this month. The yard was purchased from Hager Lumber in 1999.

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Building Products Digest March 2012

Locust Lumber Co. is opening its third location, a 26,000-sq. ft. facility Southern Pines, N.C. (J.D. Cuff, mgr.).

DeWitt Lumber, Blanchard, Mi., relocated its door and window showroom from Mt. Pleasant, Mi., to a new lumber sales center in Midland, Mi.

Curtis Lumber , Ballston Spa, N.Y., applied to remodel its nearly 40year-old location in Schodack, N.Y. Plans call for the existing steel structure to be replaced by a drive-thru lumberyard, 20,300-sq. ft. retail store, and 100-space parking lot.

American Builders Supply, Sanford, Fl., has acquired 67-year-old Clermont Builders Supply , Clermont, Fl. As part of the deal, CBS executives David Wallace and Tad Wolfe will serve as v.p.s of ABS. Fleeger’s Pro Hardware , Toledo, Oh., is closing by the end of the month after 65 years.

Building-Products.com

DEALER Briefs

Williams Ace Hardware opens a new store late this month in Goddard, Ks., and another next month in a former Ace storefront in Andover, Ks.

Manchester True Value Hardware , Manchester, Mi., is

reopening this month, 10 months after an electrical fire destroyed its prior building.

E&H Hardware Group recently opened its 8th Ace Hardware store, in Rocky River, Oh. Store manager Lisa Bird and nine other employees had been with recently shuttered Ingersoll Hardware, Rocky River and Westlake, Oh. Handyman Ace Hardware

has taken over the former Ballweg Hardware, New Carlisle, Oh.

Phelps Do It Best Hardware, Louisville, Ky., has added a contract post office. Annie’s Ace Hardware , Washington, D.C., opened Feb. 7. It is owner Anne Strom’s first store.

Vassar True Value Hardware, Vassar, Mi., recently added U-

Haul truck and trailer rentals.

Brookings Ace Hardware , Brookings, S.D., closed after five years. Owner Bryan Miller continues operating Dakota Ace Hardware , Viborg, S.D.

Do-Cut True Value Hardware , which lost its Canfield, Oh.,

Texas Dealer Opening DC

Cassity Jones Lumber, Longview, Tx., has purchased an existing 25-acre lumber distribution facility in Terrell, Tx., where it plans to consolidate distribution for its North Texas operations. Located outside Dallas, the site has a 36,000-sq. ft. warehouse and office. According to c.e.o. Jeb Jones, the chain is increasingly targeting custom home builders. Cassity Jones operates seven yards, six floor covering operations, four equipment rental units, a commercial flooring firm, and a finance company.

MJB Priming Composite Trim

MJB Wood Group, Irving, Tx., has developed a new coating and priming process for the MoistureShield exterior trim and mouldings it distributes. The primed composite products can be painted and will hold the paint under normal circumstances.

More FSC for RoyOMartin

RoyOMartin and its subsidiaries now offer an even wider range of Forest Stewardship Council-certified building products. In January, RoyOMartin/Colfax Treating Co.’s treated poles and piling, made in Pineville, La., earned FSC certification. Six months earlier, the Rainforest Alliance presented Roy O. Martin Lumber with an FSC certificate covering multi-site chain-of-custody and controlled wood. The certificate, which previously covered only RoyOMartin’s OSB and plywood products,

extended coverage to lumber and timbers manufactured at its Rocky Creek Lumber Co. mill in Mexia, Al.

Hood Expands Milling

Hood Industries, Hattiesburg, Ma., leased a 74,240-sq. ft. plant in Ayer, Ma., for expansion of its custom milling operations. The new nine-acre site with double rail spur joins Hood’s two plywood plants, three lumber mills, and 18 specialty wood product DCs in 13 states.

New Cabinet Maker Formed

Private equity investment firm and US LBM Holdings founder Building Industry Partners, Fort Worth, Tx., has partnered with kitchen & bath cabinet industry veterans Terry Dickey and Michael Arnaud to form United Cabinet Holdings, Greensboro, N.C. UCH will acquire or invest in North American regional K&B manufacturers. Its first is Touchstone Fine Cabinetry, formed via the recapitalization of Geppetto Kitchens, Rutherfordton, N.C. Dickey serves as president and c.e.o. of UCH, Arnaud as executive v.p. of sales and marketing.

Ex-Manager Sues Over Age

A former general manager has filed an age discrimination suit against Foxworth-Galbraith Lumber, Fort Worth, Tx. Rhett King claims that at age 55 he was fired after 32 years on the job, allegedly due to the performance of the branch, but was replaced by a 38year-old with less experience.

store in a Sept. 14 fire, is reopening this month in Boardman, Oh.—minus the hardware. Since the new facility is smaller, it will concentrate on outdoor power equipment, as does its location in Warren, Oh.

Habitat for Humanity recently added a ReStore discount LBM outlet in Arlington, Tx.

VALU Home Centers, Buffalo, N.Y., was honored as the 2011 Outstanding Philanthropic Corporation by the regional chapter of the Association of Fundraising Professionals. The 41-unit chain has raised more than $4 million for charitable organizations over the past 20 years. Building-Products.com

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Building Products Digest March 2012

Ed Bouverat, commercial engineered wood products mgr., Boise Cascade, Auburn, Ga., has retired after 40 years in the industry. Robert Carson, ex-Allied Building Stores, is now v.p.-business development for ENAP, New Windsor, N.Y., directing the regional operations for the buying group’s new sales office in Monroe, La. LeRoy “Jack” Skriden has retired after 54 years with Metropolitan Lumber, Warrenville, Il. Ted Fitch, ex-Secor Lumber, has joined the outside sales team at North Main Lumber, covering the Savannah, N.Y., area. Chuck Mooney has rejoined Henry Poor Lumber Co., Lafayette, In., in Not All Suppliers building materials and fireplace sale. Eric Miller is new to building Are Created Equal material and roofing sales. Buy your WesternHardBrian Anderson, ex-Midwest wood, Red is nowCedar wood products sourcfrom these ing mgr. for Olam International. He is basedquality in Park producers. Falls, Wi. Cory Rougeaux, ex-84 Lumber, is a WRCLA MEMBERS new contractor sales rep at CBS Downie Timber/Selkirk Builders Supply, Clermont,Specialty Fl. Enyeartex-American Cedar ProductsLumber, Major Allred, Smithmgr. ForestatProducts Ltd. is nowGilbert SPF dept. BirmingHaida Forest Products Ltd. ham International Forest Products, Idaho Forest Birmingham, Al. Group Interfor Ben Guzzone joined the sales team at Mary's RiverJacksonville, Lumber Co. Fl. Dyke Industries, Mid Valley Lumber Specialties Jeremy Stout, ex-US Lumber, is now North Region Enderby Timber Delta Gulf sales Ltd. mgr. for OrePac Building Products BlueLinx Corp., Mobile, Al., overWood centers Corp. seeingPower logistics in New Quadra Products Fl., and Orleans, La.;Wood Pensacola, Sawarne Lumber Company Jackson, Ms. Michael Miller,Ltd. exShakertown Distribution, has joined ONETree Skana sales Forest team Products BlueLinx’s in Ltd. BellingTwin Rivers Cedar ham, Ma. West Bay Forest Products Randy Binkley, ex-Diamond Hill Western Products, Inc. Plywood, has Forest rejoined ProBuild, Charlotte, N.C., as an engineered AFFILIATE MANUFACTURERS wood designer. Bud Johnson, exBW Creative Wood Industries Liverpool Lumber, is new to outCedarshed Industries side sales in Liverpool, N.Y. Outdoor Living Today Ken Butler, ex-Bloch Lumber, now Synergy Pacific/Quattro focuses on industrial andTimber truss accounts at Sitka Forest Products USA, Chicago, Il. Gregg Riley, exBloch Lumber, was named general mgr. of U.S. operations. Kevin Jimmar, ex-Norandex, is now sales mgr. for Siding Supply, Macon,www.realcedar.org Ga. Mark Sanacore, ex-BlueLinx, is a new engineered lumber trader-sales 1.866.778.9096 mgr. for Georgia-Pacific, Atlanta, Ga.

Len Barker, ex-UCM Timber, has joined Elof Hansson Timber, Suwanee, Ga. Cheryl Seitz, ex-Old Fort Building Supply, has joined the sales team at Mid-City Supply Co., Michigan City, In. Peter Kotiadis, ex-Tech-Wood North America, has joined Fiberon, New London, N.C., as director of product development. Also new are Anne-Marie Davis, v.p./senior controller; Rob Long, ex-Lowe’s, director of channel marketing; Mike Coombs, e-media mgr.; James Gunning, territory sales mgr.; Tim Thornton, product specialist for Maine, New Hampshire, and Vermont; Chris Sanders, exAssociated Materials, product specialist for Illinois, northern Indiana, and southeast Wisconsin; Nate Courtney, ex-Moore’s, product specialist for northern Kentucky, Ohio, and southern Indiana, and Brad Hurst, ex-W OLF , product specialist for Georgia. Addie Atkins, ex-Mid-State Lumber, is now territory sales mgr. for TruExterior Trim at Boral, Boston, Ma. Glen Akins was promoted to president of Harper Chambers Lumber Co., Tuscaloosa, Al. Ben Uzzell is a new structural engineer. Dave Walsh, Calvert Manufacturing, Longwood, Fl., is retiring after 43 years in the plywood business. David Johnson has been promoted to director-national accounts for ABC Supply, Beloit, Wi. Michael Clark has been promoted to v.p. of information technology for Andersen Corp., Bayport, Mn. Sam Huff has been promoted to territory sales & business development mgr. for western Pennsylvania at Do it Best Corp., Fort Wayne, In. Richard Dreiling, c.e.o., Dollar General, was elected to the board of Lowe’s Cos., Mooresville, N.C. Shawn Baumbaugh, ex-Headwaters Stone, is now regional sales mgr. for Great Lakes and eastern Canada at ProVia, Sugarcreek, Oh. Michael Holmstrom, ex-Pella, is a new window and door specialist for Shepley Wood Products, Hyannis, Ma. Brett Boyum has been promoted to v.p. of marketing for Marvin Windows & Doors, Warroad, Mn. He succeeds Tom Angelis, who is retiring after 15 years with the firm. Building-Products.com

Ben Battle is new to ECi Software Solutions, Fort Worth, Tx., as chief technology officer. Mary Jo Wenzel has been named v.p. of finance and chief financial officer for Eggers Industries, Two Rivers, Wi. Douglas Morin, ex-Milgard, has been named division mgr. of Champion Windows, Richmond, Va. Alexander Toeldte, chairman/c.e.o., Boise Inc., Boise, Id., was elected chairman of the American Forest & Paper Association, succeeding Jim Hannan, c.e.o./president, GeorgiaPacific, Atlanta, Ga. Nancy Clark, ex-American Chemistry Council, has joined AF&PA as director of air & cliimate programs. Kristen Manos has been named president of Wilsonart International, Temple, Tx. She replaces Bill DiGaetano, who is retiring after 33 years with the company. Will Telligman has been named government & regulatory affairs mgr. for the Southeastern Lumber Manufacturers Association. Pat Edwards, president, R.P.M. Lumber, Yulee, Fl., is running for a seat on the county commission. Barb E. Dahl is now modeling products at trade shows for MungusFungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

Fires Plague Eastern Mills

Over a four-week span, a rash of fires struck sawmills throughout the East. Black Creek Lumber’s Volney, N.Y., sawmill burned to the ground Feb. 20. On Feb. 11, Eagle Lumber Co., Stamford, Vt., lost its 15,000-sq. ft. processing plant and Twin Pines Lumber, East Kingsford, Mi., lost its sawmill. Reeves & White Manufacturing, Salt Lick, Ky., saw an estimated $500,000 in equipment and $100,000 in hardwood stock go up in flames in a Feb. 13 blaze. Linden Lumber Co., Linden, Al., expected its sawmill to be down for about two weeks, following a Feb. 10 fire that began in the hydraulic room. Fires also inflicted significant damage to Weyerhaeuser’s planer mill in Plymouth, N.C., on Feb. 14 and to American Walnut Co., St. Joseph, Mo., on Jan. 24. On Jan. 18, a sawdust fire hit J.B. Mill Lumber, Hickory Township, Pa. Building-Products.com

SUPPLIER Briefs

Chester Wood Products , Chester, S.C., has applied to amend its air emission permits to allow its plywood plant to expand operating hours.

Boston Cedar, Mansfield, Ma., is distributing Perennial Wood decking from Eastman, Binghampton, N.Y.

BlueLinx is now distributing Weyerhaeuser’s engineered wood

products, including Trus Joist TJI joist, TimberStrand LSL, Microllam LVL, Parallam PSL, and TJ Rimboard, throughout New England, from its DCs in Bellingham, Ma.; Portland, Me.; Burlington, Vt., and Buffalo, N.Y.

Warren Trask, Stoughton, Ma., Claymark’s Solid

now distributes Gold trimboards.

Jeld-Wen is shuttering its window and door manufacturing and distribution facility in North Wilkesboro, N.C.

LS Building Products’ distribution center in Morton, Il., was damaged by a Feb. 11 fire of undetermined origin.

Midwest Fastener, Kalamazoo, Mi., paid $1.1 million for a 65,000-sq. ft. facility in Gloversville, N.Y., to open its seventh DC.

Nisbet Brower, Cincinnati, has Beautiful, opened its first retail location—a 4,000sq. ft. LifeStyle Kitchen Designs sustainable showroom in Centerville, Oh. Soft-Lite LLC, Streetsboro, Oh., Western agreed to acquire the product lines of Gorell Windows & Doors , Red Cedar Indiana, Pa., a week after Gorell entered receivership.

Polymera has begun production at its 160,000-sq. ft. plant in Hebron, Oh., producing wood-polymer composites for use in decking, window/door frames, and outdoor furniture.

Pleasant River Lumber , Dover-Foxcroft, Me., received a SHARP safety award from the state.

PAL honored three of its founding members— Jonesville Lumber , www.realcedar.org Jonesville, Mi.; Fulton Lumber , Charlotte, Mi., and DeWitt Lumber, 1.866.778.9096 Blanchard, Mi.—during the co-op’s recent 75th anniversary conference.

Not All Suppliers Are Created Equal Buy your Western Red Cedar from these quality producers. WRCLA MEMBERS Downie Timber/Selkirk Specialty Enyeart Cedar Products Gilbert Smith Forest Products Ltd. Haida Forest Products Ltd. Idaho Forest Group Interfor Mary's River Lumber Co. Mid Valley Lumber Specialties North Enderby Timber Ltd. OrePac Building Products Power Wood Corp. Quadra Wood Products Sawarne Lumber Company Ltd. Shakertown Skana Forest Products Ltd. Twin Rivers Cedar West Bay Forest Products Western Forest Products, Inc. AFFILIATE MANUFACTURERS BW Creative Wood Industries Cedarshed Industries Outdoor Living Today Synergy Pacific/Quattro Timber

www.realcedar.org

1.866.778.9096 March 2012 Building Products Digest

NEW Products

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Protective Shingles

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T-GRADE PRO professionalgrade OSB flooring from Tolko Industries is designed to meet the challenges of extended construction delays and exposure to wet weather. Each panel is fully sanded on both sides for a uniform appearance and a tighter thickness tolerance. A tongue-and-groove panel edge ensures a smooth surface for floor coverings.

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Redwood Planters

The California Redwood Company now offers artisandesigned planter boxes constructed of premium redwood. Measuring 23-3/4”x20-3/8”x 20-3/8”, the planters can be customized with 6”x6” decorative copper panels. A removable GeoPot minimizes contact between soil, water and the wood, while increasing airflow for better plant health.

CALIFORNIAREDWOODCO.COM (866) 797-7474

Bonded Composite

EverGrain Envision bonded composite decking is TAMKO’s latest offering. The new bonded outer layer is formulated for a low-sheen appearance with a deep woodgrain texture, in four multi-shaded colors (grey wood, rustic walnut, shaded auburn, spiced teak).

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Building Products Digest March 2012

Building-Products.com

Dazzling Trimboards

Claymark’s Solid Gold radiata pine trimboards from New Zealand are treated for both interior and exterior use. The solid boards (no fingerjoints) are FSC certified and protected by the Tru Core process against decay, rot, and termites.

CLAYMARK.COM (877) 287-4406

Perennially Beautiful Decking

Eastman Chemical’s TruLast Technology protects Perennial Wood decking against rot, decay, shrinking, swelling, cracking, cupping, and warping. Deck boards, rails, balusters, posts, stair treads, and fascia have a two-step, factory-finish in a choice of four colors (gray, cedar, mahogany, or redwood).

PERENNIALWOOD.COM (800) 530-7495

Colorful Cedar Shingles

Bardobec’s B-Chroma cedar shingles are Olympic pre-stained in opaque or semi-transparent colors. Naturally durable, the shingles’ insulation and acoustic properties help keep buildings comfortable and quiet. They also resist inclement weather.

B-CHROMA.COM (514) 273-2221

Building-Products.com

March 2012 Building Products Digest

Non-Combustible Insulations

Winco International has developed two new noncombustible insulations with up to 13.7 R-Value. Skytech seals with an airtight but vapor-permeable envelope, while Nest reflects up to 97% of radiant cold or heat. Both use continuous filaments of E-glass fiber to create a high-density blanket without glue or binder, which is then encapsulated in an aluminum membrane.

WINCO-TECH.COM (832) 516-8125

Framing Fasteners

New framing fasteners from Simpson Strong-Tie simplify installation of framing products. The LRU rafter hanger is designed for rafter-toridge connections and can accommodate solid-sawn rafters 2x6 to 2x12 in size. A single-screw solution for truss and rafter uplift and lateral loads is the SDWC truss and rafter screw. It requires no pre-drilling, so it can be installed before or after exterior sheathing is applied. SDWS and SDWH structural wood screws are high-strength alternatives to through-bolting and traditional lags screws for various fastening applications.

STRONGTIE.COM (800) 999-5099

Building Products Digest March 2012

Building-Products.com

NORTHEAST DEALERS EXPO Photos by BPD

NORTHEASTERN RETAIL LUMBER Association returned to MGM Grand at Foxwoods, Mashantucket, Ct., for its Jan. 25-27 LBM Expo. [1] Ron Reid, Jay Devino, Rick Barrows, Mark Barba. [2] Renee King, Bob Carroll, Tony Morgan. [3] Greg Haupt, Matt Weaber, Tangi Rider. [4] Curtis Walker, John Brissette. [5] Gina Duffy, Cindy Curtis. [6] Sam Zotto, Bart Swan, Michael McFarland, Marc Favara, Charlie Realmonte, Building-Products.com

Allan Bloom. [7] Jeff Leonard, Toby Sonder. [8] Todd Lindsey, Brian Pershyn, Matt Loiselle. [9] Chris Johnson, Bert Kelly, Bart Falcone. [10] Richard Kahn, Vic Milano, Ed Flesch, Rigo Lora. [11] Kathy Klassen. [12] John McGill, Geoff Ehrman. [13] Bob Kruse, Cindy Sinnott, Steve Pitman, David Gaudreau. [14] Joe Mariano, Alan Turner. [15] Justin Gregory, Kevin Jarvi. (More photos on next three pages) March 2012 Building Products Digest

NORTHEAST DEALERS EXPO Photos by BPD

NORTHEAST DEALERS (continued from previous page): [1] Rob Mitchell, Paul Harris, Kalvin Eden. [2] Suzanne Paquet, Dean Harrington. [3] Eric Churchill, Dennis Connelly. [4] Kevin Brockmyre, David Lord, Rob Ankner. [5] Alden Robbins, Jeff Easterling. [6] Mike Hwang, Jackson Chen. [7] Janet Cordova, Max Pollard. [8] Jay Fraga, Bob Schullery. [9] John Cooper, Jason Friend. [10] Clint Darnell. [11]

Building Products Digest March 2012

Georgia Eaton. [12] Craig Myers, Sheila Michaud, John Smith. [13] Jim Stephenson, Patrick Slarko, C.W. St. John. [14] Richard Paci, Joshua Kaye. [15] Pete Izzo, Hallie Currigan, Tim Devine. [16] Ryan Unick, Michael Barrett, Scott Nowatzki. [17] Tom Murray, Ed Godek. [18] Frank Vara, Scott Fleury, Kurt Schluter. [19] John Bumby, Erin Marden. [20] Jason Guiles, Tom Jones. (More photos on next two pages) Building-Products.com

NORTHEAST DEALERS EXPO Photos by BPD

Your Eastern & Midwest Redwood Specialist

REDWOOD DECKING THE NATURAL ALTERNATIVE

Full Range & Large Inventory Reman to Specific Patterns

MORE NRLA EXPO (continued from previous two pages): [1] Scott McGill, Mark Horn, Scott Babbitt. [2] Norman Greig, Michael Babcock, Stacey Varianides, Mike Karpinski. [3] Ken Palmer, Brad White, Travis Taylor, Travis Spencer. [4] Charley Clark, Nick Gilman, Dick Giguere. [5] Buz Gileau, Jack Connors. [6] Trish Roche, Bob Berg. [7] Mark Torrisi, Nick Kuiken. [8] John Junod, Frank McCarthy. [9] Kevin Keillor Jr., Matt Kuiken. [10] Jack Delaney, Rob Campbell. [11] Jon Westmaas, Tom Hunter. [12] Joe Myers, Frank Barrera. [13] John Bavester, Paul Dean. (More photos on next page) Building-Products.com

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March 2012 Building Products Digest

NORTHEAST DEALERS EXPO Photos by BPD

LBM EXPO at MGM Grand at Foxwoods, Mashantucket, Ct. (continued from previous three pages): [1] Jillian Silver, William Elwood, Mike Haas, Peter Lucas. [2] Mark Ritz. [3] Jeffry Larson, Tim Wiley. [4] Steve Kelly, Sean Pasell, Brian Bunt. [5] Jonas Kelly, Tom Handley, Chuck Handley, Floyd Calkins. [6] Andrew Goodman, Andy Sinnott, Josh Goodman. [7] David Ondich. [8] Bernie Nugent, Ed Rodi, David Sidla, Eric Wildnaeur.

Building Products Digest March 2012

[9] Bill Paden, David Levonic. [10] Jimmy Miller, Bill Simek, Dave Johnson. [11] Grant Benson, John Voter. [12] Matt Caissie, Brian Boyd, Jean Marc Dubois, Gord McPherson. [13] Michael Potthoff. [14] Mike Moscoe, Jack Ryan. [15] Len Moscowitz, Bill Christou, Mark Hildebrand, Tom Nichols, Peter Krihak. [16] Vincent Micale, Bob King. Building-Products.com

SOUTHERN DEALERS SHOW Photos by BPD

SOUTHERN BUILDING MATERIALS Association met Feb. 1-2 at the Show Place, High Point, N.C., for its annual building products buying show. [1] Kim Dallin, Julie Whitchurch. [2] John Ramsey, Jan Whitt. [3] Pat Guffee, Dan Wagoner, Mike Elmore, Jan Russell. [4] Alan Thompson, Andy Chatman, Buford Arning, Matt Black, Bill Phillips, Don Wilson, Jim Trice. [5] Jon Smith, Gene McKinney. [6] Tim Brown, Haley Kizer, Matt Yaun. [7] Ed Hennings, Michael Bowers, Graham Thick, Building-Products.com

Randy Hopkins. [8] Neal Obstler, Neal Grubbs, Jim Oâ€™Brien. [9] Kylie Durham, Cory Peters. [10] Michael Sullivan, Mike Gower. [11] Eric Cashen, Eric Hayes. [12] Bob Janet, Tom Davis, Geoffrey McKeon. [13] Steve Snavely, Tommy DeLoach. [14] Vivian Hollinshed, Sean McIntosh. [15] Jackie & Jim Schaffer, Jacqueline Schaffer. [16] John Probst, Bid Sikes, Andy Carr. (More photos on next two pages) March 2012 Building Products Digest

SOUTHERN DEALERS SHOW Photos by TBPD

MORE SBMA SHOW (continued from previous page): [1] Doug Dupuis, Houston Crumpler, Doug Lassiter. [2] Walter Smith, Bruce Palmer. [3] Trina Oâ€™Connor, Kathy Wooley, David Wooley. [4] William Young, Pete Vitola, Brent Richardson. [5] Sean Keeley, David Keeley. [6] Rick Smischny, Nate Beckham. [7] L.M. Tice, Cindy Rosser. [8] Karyn Gaines, Anderson Meadows. [9] Mike Potthoff. [10] Justin George, Jason Ringblom, Chip Blalock. [11] Tom White, Bill Davies, David

Building Products Digest March 2012

Peeler, Andrew Stitt. [12] Danny Talbert, Van Isley. [13] Bill Lasater, Jimmy Blackmon. [14] Rick Laws, Joel Adamson, Chris Roberson, Tim Hale, Tim Rice. [15] Mike Toune, Larry Adams. [16] Harold Rush, Dennis Ramey, Ted Smith, Tom Corbett, Ron White, Shane Michael, Mike Trantham, Phil Osbourne. [17] Nick Stirbu, Patty Quinn. (More photos on next page) Building-Products.com

SOUTHERN DEALERS SHOW

Viance Fishing for Best Treated Wood Decks

Wood preservation chemical supplier Viance LLC, Charlotte, N.C., has launched a new deck contest to promote its Ecolife stabilized weatherresistant wood. The Ecolife Fish-More Deck Challenge will award a team grand prize to the builder and homeowner of the winning deck—a Tracker Pro Team 175 TF boat, motor and trailer to the contractor and $2,500 in cash to

Photos by BPD

BUILDING PRODUCTS SHOW (continued from previous two pages): [1] Scott Griffin, Ben Lawless, Bobby Bradley. [2] Steve Hemphill, Tommy Mayhew. [3] Craig Young, Jim Schmidt. [4] Chris Yenrick, George Kreese, Chuck Beaty. [5] David Todd, Mark Schiffman. [6] Tim Anderson, John Cook. [7] Gregg Pianko, Scott Lane. [8] Bob McCallum, Colin Rouck. [9] Robin Morales, Bryan Jones.

the homeowner. Monthly prizes will also be awarded for 10 months, with $500 each going to 10 pro deck builders and 10 d-i-y builders. To qualify, builders and homeowners first construct an Ecolife (EL2) deck project, then submit photos, materials receipt, and entry form at www.ecolife.fish-more.com. To be eligible for the grand prize, the builder and homeowner must co-register. “The Fish More Deck Challenge promotes the idea that deck builders and homeowners alike can ‘take back

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their weekends’ by building decks with Ecolife,” said Viance director of marketing Christopher Kollwitz. “We are excited to review the creativity of deck builders and homeowners across the country.” The challenge began last month, with the last day for entries on Dec. 31, 2012. EL2’s proprietary stabilizer improves the performance of deck surfaces by sharply reducing the cracking, checking and splitting associated with weathering.

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C for Capability – A for Accountability R for Responsibility and Reliability D for Dependability – S for Stability March 2012 Building Products Digest

IBS 2012 Photos by BPD

INTERNATIONAL BUILDERS Show attracted a big crowd Feb. 8-11 at Orange County Convention Center, Orlando, Fl. [1] Len & Tina Kasperski. [2] Jim Oâ€™Neill, Dan Gibson. [3] Kyle Loveland, Kim Pohl, David Pool. [4] Doug Reid, Chris Shope. [5] Roger Farnand, Dale Robley, Marion Bailey. [6] Rick Sanders, Craig Young, Dan Beaty, Chuck Rigoni. [7] Megan Garrity, Carol Kelly. [8] Chris Kollwitz, Dan Danka, Brian Delbrueck. [9] Shaylene Adam, Maureen Murray, Troy Sinks, Michael Gori. [10] Phil Jackson, Deborah Baum Crain, Jim Flickinger. [11] Barry Lyons, Carol Lyn Groce. [12] John Niedzwiecki. [13] Sharon Loitus, Pam Corn, Camille Sciullo. [14] Brian May, Bill Naumann, Rick Kapres, Josh Pace. [15] Steve Kearns, Tony DiRienzo, David Kenworthy. [16] Jon Nesbit. [17] Jon Bailey, Wayne Hilton. [18] Audrey Ordenes, Randy Engh, Jeanine

Building Products Digest March 2012

Jerkovic. [19] Bill Langmaid, Scott McGill, Paul Colliton, Scott Babbitt. [20] Ken Keranen, Erik Killunen. [21] Steve Killgore, Alan Oakes. [22] Steve Krystosik, Tim Willoughby. (More photos on next page) Building-Products.com

IBS 2012 Photos by BPD

IBS (continued): [1] Pete Izzo, Hallie Currigan, Justin George. [2] Carey Greenway, Richard Hicks. [3] Peter Krihak, Brent Gwatney. [4] Rex Scott, Mac MacDonald. [5] Clark Allen, Rick Oblak, Bryan Rychlik, Ryan Kaelin. [6] Tracy Wilson, Patrick Hanulak. [7] Barbara Stewart, Leda Johnson. [8] Guy Palumbo, Leon Desrocher, Bob Flute. [9] Phil Lail, Brian Orchard. [10] Brandy Lowery. [11] Dan Kukol, Brad Finck. [12] Steve Kelly, Scott von Gonten, Shawn Herrington. [13] Jeff Sturdivan, Mike Moran, Sean Seymour. [14] Courtney Watkins. [15] Chuck Casey, Kevin Guthard. [16] Melissa Morinelli, Joel Adamson, Tom Hall, Garnett Douglass. [17] Michael Griffiths, Tony Saad, Dave Varallo, Jean-Marc Dubois. [18] Tom Davis, Dave Nixon, Bert Falcone, Uli Walther, Chris Johnson, Kurt Hogard. [19] Colin McCown. [20] Jack Delaney, Lance Humphrey. [21] Jonathan Santiago, Dan Ivancic. [22] Brett McCutcheon, Christian Beck. [23] Joel Cone. Building-Products.com

March 2012 Building Products Digest

GUARDIAN SHOW Photos by BPD

GUARDIAN BUILDING PRODUCTS hosted its annual spring show Jan. 29-31 at Caesars Palace, Las Vegas, Nv. [1] Sara Eller, Susan Faulkner. [2] Jay Levy, Matthew Schindler. [3] Yvonne & Rene Saulnier. [4] Sarah Dix, Darryl Little. [5] Chuck Croskey, Hal Musler. [6] Scott Enter, Bonnie & Ron Enter. [7] Warren White, Chris Brown. [8] Mark Headlee, Joseph Headlee, Joseph Headlee. [9] Audie Farquahar, Chris Thompson. [10] Alex Hines, Chris Hammack. [11] Michael Hock, Phillip

Building Products Digest March 2012

Bryson, Gary Price. [12] Joan & Randy Oscarson. [13] Don Adams, William Bazzle. [14] Bill Dean, Rick Greenwell. [15] Rob Everson, Ken Elliott. [16] Brian Basham, Troy Basham. [17] Uli Walther, Julie Rathjen. [18] Scott Nowatzki, Rod Dennison, Larry Crossley, Jon Booth. [19] Richard Schmith, Ben Sachs, Tim Hoffman. (More photos on next page) Building-Products.com

GUARDIAN show attendees (continued from previous page) in Las Vegas, Nv.: [1] David Ellis, Anthony DiSanto. [2] David Emanuel, Roger Probasco, Ron Welch. [3] Bill Spencer,

Gary Dean, Scott Jennings. [4] Sheri Schon, Jay Johnson. [5] Rick & Lori Hullinger. [6] Tim McDermott, Dan Summers, Ron Knudsen.

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Building-Products.com

March 2012 Building Products Digest

ASSOCIATION Update

Lumber Association of Texas has booked F. Barry Lawrence to discuss optimizing your company’s profitability and return on investment during its annual convention April 12-14 at La Torretta Resort, Lake Conroe, Tx. Activities include golf, a daylong tour of logging sites and mills, an evening beach party at Lake Conroe, and a president’s gala dinner with awards and raffle.

Florida Building Material Association pushed back the dates of its annual convention and trade show three weeks to Oct. 2-4. The location remains the same: Gaylord Palms Resort & Convention Center, Kissimmee, Fl.

Southern Building Material Association honored vendors at its Feb. 1-2 buying show in High Point, N.C.— Weyerhaeuser, Federal Way, Wa., for best presentation of a new product; Snavely Forest Products, Greensboro, N.C., most dramatic product presentation; Cedar Creek Wholesale, Broken Arrow, Ok., most original booth display, and Cox Industries, Orangeburg, S.C., most profes-

sional booth display. Sales contest winners were Jimmie Elliott, BlueLinx; Bruce Shelton, Capps Home Building Center; Vernon Queen, Paul Argoe Screens, and Mike Siewers, Siewers Lumber & Millwork. Supplier of the Year went to DMSi Software, Omaha, Ne., while Dealer of the Year went to Massey Builders Supply, Richmond, Va. Kathy Wooley, assistant to SBMA president Larry Adams, will retire Oct. 1. Northeastern Retail Lumber Association regional director David Gluck received the Robert J. Horne CHIPs Award during the Northeast Young Lumber Execs’ recent annual meeting. Redwood Awards went to Steve Howe, Howe Lumber; Rich Keating, Andersen Windows, and Jonas Kelly, Jay-K Independent Lumber. Mike Miller, BlueLinx, is the new president of NYLE, succeeding Mike Yazwinski, Russin Lumber. Robert Bicknell Jr., Bicknell Building Supply, is now 1st v.p.; Daniel Martin, Reeb Millwork, 2nd v.p.; Jason Thacker, Howe Lumber, 3rd v.p.; Jen Quinlan, LitmanGerson, treasurer, and Jordan Russin, Russin Lumber, secretary. Kentucky Building Materials Association will gather April 18-20 for its annual convention and product expo at Griffin Gate Marriott, Lexington, Ky. Ohio Construction Suppliers Association is sponsoring an installed sales roundtable April 3-5 in Cincinnati.

Indiana Lumber & Builders Supply Association now posts members’ classified ads and announcements on its webpage.

TUBAFOR is back—as a brand for TMI’s coastal western red cedar fencing for the pro market.

TMI Launches TUBAFOR Pro Brand

TMI Forest Products, Morton, Wa., has revived its former company name—TUBAFOR—as a brand for its highgrade coastal western red cedar fencing manufactured for and sold specifically to the pro market. “The TMI name has always represented reliable products; however, with our new computerized grading system, we can produce the same quality TMI brand coastal WRC fencing and cater to the ultra-high-end pro-installer with a separate product line,” said Todd Shipp, pro sales account manager. “We brought back the TUBAFOR name for this premium product category. The industry has always recognized ‘TUBAFOR’ as synonymous with high quality, so it was the perfect fit for this new product line.” To ensure the quality of TUBAFOR-marked fencing, TMI installed a proprietary electronic grade scanner and optimizer. Additional quality assurance practices were created, including tightened manufacturing tolerances, inspection by tags in every unit, and forklift drivers signing every tag when trucks are loading to verify correct shipments. Pro shipments will be covered with T UBAFOR wrap; retail shipments will continue in TMI-marked manila bags.

Building Products Digest March 2012

New Jersey Building Materials Dealers Association and Eastern Building Material Dealers Association are steering dealer members to the IDEAS (Independent Dealers Education Association Services) Mid-Atlantic LBM trade show May 15 at the Valley Forge Casino, King of Prussia, Pa. Seminars include a Frame to Finish carpentry clinic with Rick Arnold and Mike Sloggatt; “The Trouble with Trim: Myths & Mysteries of Making the Best Choice for Exterior Trim Details,” presented by Stephen Jones, president, Princeton Forest Products, Orange, Ma.; “The DesignBuild Process,” by Joe Augustine, JFA Architecture, and “Turning Hard Times to Your Advantage.”

North American Wholesale Lumber Association hosts a regional meeting April 26 at Seaport Hotel, Boston, Ma. American Wood Protection Association has scheduled its annual meeting for April 29-May 2 at Hilton Nashville Downtown, Nashville, Tn. Kentucky Forest Industries Association will host its 47th annual meeting March 28-30 at the Seelbach Hilton, Louisville, Ky. The event will feature exhibits, the KFIA/KY Tree Farm Awards, Senator Rand Paul with a Washington update, and George Barrett, Hardwood Review, discussing the wood products industry and the economy. Building-Products.com

TALK Back

We welcome your letters to the editor. Send comments to Fax 949-8520231, dkoenig@building-products.com, or BPD, 4500 Campus Dr. #480, Newport Beach, Ca. 92660.

COUNT ME IN

I have read Alan Oakes’ editorial (“Who Wants to Be a Billionaire? Me,” Feb., p. 6) three times and I believe this is the most truthful information anyone has ever written. Everyone has the same opportunity to be what they want to be if they are willing to work for it. You actually brought tears to my eyes when I read this, because that is what America is all about! I worked for a small lumber company back in the 1960s and stayed with them for 30 years, working my way up to president of that company. I left after 30 years to buy my own lumber company. This could only happen in America. Let’s hope our elected officials in Washington don’t take that

IN Memoriam

Genita Schorling Poole, 68, owner and manager of Poole Lumber, Covington, La., died Jan. 29 in Covington. She assumed management of the company in 2004, after her husband, Wally, died.

Ross Hodgkins, 70, former executive vice president of Manufacturers Reserve Supply, Irvington, N.J., died Jan. 27 in Irvington. A 37-year veteran of MRS, he was named New Jersey Lumberman of the Year by the New Jersey Building Material Dealers Association in 2005.

Charles Lindbergh “Lindy” Markland, 83, co-owner of Highland Hardwood Sales, Augusta, Ga., died Jan. 21 in Albany, Ga. Mr. Markland served with the U.S. Army during World War II and Korean War. He started his lumber career at Ritter Lumber, worked as assistant sales manager at GeorgiaPacific, and became sales manager for Hammermill Hardwoods. He cofounded Highland in 1986. He also served as a director for the Building-Products.com

opportunity away from us, our children, and our grandchildren.

Frank Blair Blair Lumber Co. Cohoes, N.Y. frank@blairlumber.com

LEADING YOURSELF

The article (“Who Wants to Be a Billionaire? Me”) represents how so many people in this country feel. As for so many of the OWS crowd, they are young and know no better. Most have never really had to work, nor know the principles of hard labor required to succeed. Too much government in our lives is a dangerous path to follow, and too many in the U.S. have become followers rather than leaders. Even if you are the lowest-paid employee, you still must be able to lead yourself to water and not rely on someone else to do it for you. Charlie Quarles McShan Lumber McShan, Al. charlie@mcshanlumber.com

Appalachian Hardwood Manufacturers Association, Southern Hardwood Lumber Association, Appalachian Lumberman’s Club, West Virginia Forestry Association, and Kentucky Forestry Association.

Charles R. Hale Jr., 62, president and owner of Tuxis Lumber, Madison, Ct., died Feb. 4 in Middleton, Ct. He started the company more than 40 years ago, after graduating from the University of Maine. He was a past president of Northeastern Retail Lumber Association.

Manuel “Manny” Fernandes, 99, retired owner of Fernandes Lumber & Home Center, Easton, Ma., died Jan. 18. As a teenager, he worked at his father’s restaurant in Easton during the day and studied carpentry and construction at night. During World War II, he built and repaired U.S. Naval ships. He started his own lumber business in 1958 and retired in 2005.

Wilfred E. “Bubber” Gross Jr., 83, c.e.o. of W.T. Harvey Lumber, Columbus, Ga., died Jan. 25. Mr. Gross joined the family busi-

ness as c.e.o. in 1953 and worked there until his death. The company was founded in 1863 by his greatgrandfather.

Jeffrey C. Garmire, 64, owner of Bakertown Lumber & Building Supply, Buchanan, Mi., died Jan. 27 in Niles, Mi. Prior to owning Bakertown, he worked for Baroda Lumber, Baroda, Mi., and Williams Home Center, Niles. Hugh R. Madden, 73, owner of M&M Builders Supply, East Palastine, Oh., died Jan. 28 in Youngstown, Oh. He had owned and operated the business since the early 1960s.

William Reeves Weinmeister, 85, retired owner of Farmers & Builders Supply, Kingsland, Ga., died Jan. 23 in Peachtree City, Ga. He owned the company from 1962 to 1992. Charles Franklin “Frank” Jackman, 87, longtime Indiana lumber salesman, died Feb. 11 in Indianapolis, In. Mr. Jackman retired from Georgia Pacific in 1989, after 15 years with the company. He had also worked at Midland Building, Skelton-Skinner Lumber, Henry Poor Lumber, and V.E. Anderson Window Co.

Earl English Matthew III, 59, owner of Southeast Door & Trim, Melbourne, Fl., died Jan. 22 in Melbourne. He had owned the business for 25 years. Harold James Cady, 73, longtime Texas lumberman, died Jan. 14 in Hewitt, Tx. After serving with the U.S. Army during the Korean War, he worked for Barnes Lumber, Cameron Wholesale, and Foxworth-Galbraith Lumber for more than 40 years. Ray Burgess, 73, owner of Burgess Hardware, Tulsa, Ok., died Jan. 30 in Tulsa. His parents bought an existing hardware store in 1943, which had been operating since 1918. Mr. Burgess took it over in 1962. Bruce Gale, 49, manager of Higginbotham-Bartlett Co., Colorado City, Tx., died Jan. 18 in Abilene, Tx.

March 2012 Building Products Digest

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Building Products Digest March 2012

Building-Products.com

DATE Book

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

Southeastern Lumber Manufacturers Assn. – March 6-7, spring meeting, Hilton, Atlanta, Ga.; (770) 631-6701; www.slma.org.

Greenprints – March 7-8, conference, Atlanta, Ga.; greenprints.org.

Northeast Retail Lumber Association – April 1, roundtable, Uniontown, Pa.; (518) 286-1010; nrla.org.

American Institute of Timber Construction – April 2-3, annual meeting, Naples Beach Hotel & Golf Club, Naples, Fl.; (303) 7929559; www.aitc-glulam.org.

Vermont Retail Lumber Dealers Association – April 3, sales skills workshop, Montpelier, Vt.; (518) 286-1010; nrla.org.

ENAP Inc. – March 7-9, annual meeting & show, Disney’s Coronado Springs, Orlando, Fl.; (800) 456-4300; www.enap.com.

Ohio Construction Suppliers Assn. – April 3-5, installed sales roundtable, Cincinnati, Oh.; (614) 279-3825; www.myocsa.org.

Northwestern Lumber Association – March 8, Nebraska lumber dealers convention, Embassy Suites Hotel & Convention Center, La Vista, Ne.; (763) 544-6822; www.nlassn.org.

Structural Insulated Panel Association –April 10-12, annual meeting & conference, Embassy Suites, San Antonio, Tx.; (253) 858-7472.; www.sips.org.

Lumbermens Merchandising Corp. – March 7-9, annual meeting, Ft. Worth, Tx.; (610) 293-7049; www.lmc.net.

Ace Hardware – March 8-10, spring market, Georgia World Congress Center, Atlanta, Ga.; (630) 990-7662; acehardware.com. International Home & Housewares Show – March 10-13, Chicago, Il.; (847) 292-4200; www.housewares.org.

North American Wholesale Lumber Association – March 12-15, Wood Management Course, Mississippi State University, Starksville, Ms.; (800) 527-8258; www.lumber.org. Construction Suppliers Association – March 13, insight meeting, Savannah, Ga.; (678) 674-1860; www.gocsa.com.

New Hampshire Retail Lumber Association – March 13, roundtable & board meeting, Bedford, N.H.; (518) 286-1010; nrla.org.

Southern Cypress Manufacturers Association – March 14, annual meeting, Ritz-Carlton, New Orleans, La.; (412) 244-0440; www.cypressinfo.org.

Hardwood Manufacturers Association – March 14-16, national conference & expo, Ritz-Carlton, New Orleans, La.; (412) 2440440; www.hmamembers.org.

Peak Auctioneering – April 7, LBM auction, Orange County Fairgrounds, Middleton, N.Y.; (800) 245-9690; peakauction.com.

National Wood Flooring Association – April 10-13, conference & wood flooring expo, Gaylord Palms Resort & Convention Center, Orlando, Fl.; (800) 422-4556; www.woodfloors.org. International Wood Composites Symposium – April 11-13, Red Lion, Seattle, Wa.; (509) 335-2262; woodsymposium.wsu.edu. Lumbermen’s Association of Texas & Louisiana – April 12-14, annual convention, La Torretta Resort & Spa, Montgomery, Tx.; (800) 749-5862; www.lat.org.

Peak Auctioneering – April 14, LBM auctions, Prince William County Fairgrounds, Manassas, Va.; April 21, Cuyahoga County Fairgrounds, Berea, Oh.; (800) 245-9690; www.peakauction.com.

Northeast Retail Lumber Association – April 18, roundtable, Nantucket, Ma.; (518) 286-1010; nrla.org.

Kentucky Building Materials Association – April 18-20, convention & expo, Griffin Gate Marriott, Lexington, Ky.; (800) 844-1774; www.kbma.net.

Retail Lumber Dealers Association of Maine – March 15, legislative breakfast & board meeting, Senator Inn, Augusta, Me.; (518) 286-1010; www.nrla.org.

Mid South Building Material Dealers Association – March 15-17, convention & show, Natchez Convention Center, Natchez, Ms.; (877) 828-3315; www.mbmda.com. Emery-Waterhouse Co. – March 16-17, market, Rhode Island Convention Center, Providence, R.I.; (800) 283-0236; www.emeryonline.com.

Peak Auctioneering – March 17, LBM auction, St. Charles, Il.; (800) 245-9690; www.peakauction.com. Moulding & Millwork Producers Association – March 19-24, winter meeting, San Diego, Ca.; (800) 550-7889; www.wmmpa.com.

Illinois Lumber & Material Dealers Association – March 20-21, convention & expo, Peoria Civic Center, Peoria, Il.; (800) 2528641; www.ilmda.com.

Northeast Retail Lumber Association – March 20, roundtables, Windham, N.Y.; March 25, Gaithersburg, Md.; (518) 286-1010; www.nrla.org. JLC Live Show – March 21-24, Rhode Island Conference Center, Providence, R.I.; (800) 261-7769; www.jlclive.com. Epicor Software – March 22-23, LBM customer training conference, Marriott City Center, Denver, Co.; (888) 463-4700; epicor.com.

Mid-America Lumbermens Association – March 22-23, Arkansas spring meeting, Embassy Suites, Hot Springs, Ar.; (800) 7476529; www.themla.org.

Blish-Mize Co. – March 23-24, spring market, Convention Center, Overland Park, Ks.; (800) 995-0525; www.blishmize.com.

International Wood Products Assn. – March 28-30, annual convention, Indian Wells, Ca.; (703) 820-6696; www.iwpawood.org. Kentucky Forest Industries Assn. – March 28-30, annual meeting, Seelback Hotel, Louisville, Ky.; (800) 203-9217; www.kfia.org.

Building-Products.com

March 2012 Building Products Digest

IDEA File

Opening its doors to hundreds of Cub Scouts brought increased sales and community goodwill to Old Town Ace Hardware in Alexandria, Va., a historic area just outside our nation’s capital. Rich Heilman bought the business, housed in a 9,000-sq. ft., two-story brick building, in 2008. The following January, faced with a winter slowdown, he looked around for a way to increase business. Heilman didn’t have to look long or far. When the local Boy Scout group asked for help with its yearly Pinewood Derby, he went into action. He was familiar with the events—in which scouts build and race wooden cars—through his own sons. To supervise the action and prevent injuries to young hands, he secured the expertise of an expert: carpenter Jesse Cathell, who brought all needed equipment, set up a temporary workshop at the back of the store, and rough-cut designs that each scout traced on a small block of wood. When rough-cutting was complete, scouts moved to another table and sanded their creations under the watchful eye of their parents and older scouts who volunteered their help. The first event, held on just two weekends, was a real success: scouts and their parents waited up to an hour and a half in the snow to get inside the store. Last year, about 300 scouts attended the event over three weekends. This year’s event was held over four weekends, with nearly 400 scouts. Besides contributing space for the workshop and popcorn for snacking, Heilman donated 5% of sales for all related products—wood kits, spray paint, sandpaper—to offset the cost of operating the local Pinewood Derby. Participating families who attended the workshops were asked to donate $1 per cut. Together, about $1,000 was raised, of which half went to the Children’s Miracle Network—a charity favored by Ace Corp. Heilman says that parents, who often drive miles to attend the workshop, mention how grateful they are for the help. Many return to shop at the store and become regular customers, as do residents who read about the event in local newspapers. Little Cars Have Big Impact

BlueLinx Offers Own EWP Brand

BlueLinx, Atlanta, Ga., now distributes its own privately branded line of engineered products: onCENTER. “The onCENTER brand will allow us to bring a total engineered products solution to our customers,” said Kent Marks, general manager of engineered products. Individual products include BLI joists, LVL, Glulam 3000, and rim board. All are backed by a lifetime limited warranty and are supported by a full-service, cross-functional team of engineers, technicians, software developers, inside sales, and field-based market managers. BlueLinx offers over 10,000 products from over 750 suppliers to approximately 11,500 customers nationwide, through its network of more than 50 distribution centers.

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

Advantage Trim & Lumber [www.advantagelumber.com]....41

Anthony Forest Products [www.anthonyforest.com]............19 Boise Cascade [www.bcewp.com]..........................................41

Boston Cedar [www.bostoncedar.com] ...................................3

Capital [www.capital-lumber.com] ..........................................28

Chicago Suburban Lumber Sales [chicagosurburban.com] ..33 Crawford Creek Lumber [crawfordcreeklumber.com]...........25

Custom Lumber Manufacturing [www.plantationcypress].....4 Crumpler Plastic Pipe [www.cpp-pipe.com] ..........................45

GRK Fasteners [www.grkfasteners.com].....................Cover III

Idaho Forest Group [www.idahoforestgroup.com]..................8 Kearns Plywood [www.kearnsplywood.com] ........................30

Lee Roy Jordan Lumber [www.jordanredwood.com]............24

Mary’s River Lumber [www.marysriverlumber.com].............15

Maze Nails [www.mazenails.com] ...........................................21

Redwood Empire [www.redwoodemp.com] ................Cover IV

RoyOMartin [www.royomartin.com] .......................................23

Simpson Strong-Tie [www.strongtie.com]....................Cover II Tank Fab [www.tankfab.com] ..................................................29

TMI Forest Products [www.tubafor.com] .................................7 Viance [www.treatedwood.com] .....................................Cover I

CUSTOMER Damon Wright and scouts (l-r) William Keough, Nathan Keough, and Dillon Wright sand their racecars at Old Town Ace Hardware, Alexandria, Va.

Building Products Digest March 2012

Waldun Group [www.waldun.com] ...........................................5

Western Red Cedar Lumber Association [wrcla.org].......26-27

Wilson Lumber [www.cypressusa.com].................................37 Building-Products.com

BPD

Building Products Digest

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