Building Products Digest - October 2010

BOOST YOUR WEB TRAFFIC  HARDWOOD MILLWORK  TRADERS MARKET PREVIEW

BPD

Building Products Digest

OCTOBER 2010

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

BPD Special Features 9 MANAGEMENT TIPS WHAT YOUR WEBSITE MAY BE MISSING

10 FEATURE STORY HOUSING OUTLOOK: DON’T FLY BLIND

12 INDUSTRY TRENDS WHAT DOOR/WINDOW BUYERS WANT

14 PRODUCT SPOTLIGHT THE CASE FOR DOMESTIC HARDWOODS

16 COMPETITIVE INTELLIGENCE SECRET TO SUCCESS: THINK SMALL

30 PHOTO RECAP: BC WOOD 31 PHOTO RECAP: WRCLA WESTERN RED CEDAR PRODUCERS MEET

32 PHOTO RECAP: DECK EXPO

Building Products Digest

October 2010

Volume 29  Number 8

Online

In Every Issue 6 TOTALLY RANDOM 15 OLSEN ON SALES 22 MOVERS & SHAKERS 24 TALK BACK 24 IN MEMORIAM 27 NEW PRODUCTS 35 ASSOCIATION UPDATE 36 CLASSIFIED MARKETPLACE 37 DATE BOOK 38 IDEA FILE 38 ADVERTISERS INDEX

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(903) 595-2102

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 Building Products Digest  October 2010

Building-Products.com

TOTALLY Random By Alan Oakes

Which way are you leaning?

T

that everyone I speak with is fed up with the current state of our economy. Actually, that is an understatement. In my 30-plus years living in the U.S., I have never heard it so loud and clear—and vitriolic. It does not seem to matter which way you voted last time for you to be fearful about the future. Everyone just sounds unhappy, whether as individuals or as employees watching the grim struggles of their companies and our industry. I have never before sensed such pessimism towards the future of our great country. Some have suggested that we are in a prolonged, Japanese-style recession, maybe worse. Whereas the 1930s saw soup lines, we now see unemployment benefits lines. Three years into the recession, home prices, GDP, available credit, personal incomes, and employment are all lower than they were at the start. About five years ago, when things still seemed great on the surface, I found myself commenting in my daily calls that I feared for America’s future. I didn’t mean politically. I was basing it on my travels, seeing first hand what was happening around the world, and using common sense that there would be great issues ahead for our country—the likes of which made me shudder and made me wonder who could or would attempt to solve them. The biggest issue I saw then—apart from the out-of-control housing boom—was what I perceived to be the start of a change in the world economic order. The juggernaut of China already appeared unstoppable. And for years, the U.S. had been losing its manufacturing base to them and others. Thus, we have gradually, increasingly become a low-wage service economy. In my international travels, I saw what I perceived to be the first signs of the loss of the “empire” and a decline in our standard of living. I started to shut up when in return I heard back, “Alan, we are the United States of America. We will always be the leaders.” And I could understand that viewpoint, as that is all most people here have ever known. Now, as many of you know, I am a Brit by birth and lived through that country losing its empire. History is littered with the ruins of amazing empires crumbled to nothing— Roman, Spanish, Mongolian, Russian, etc. I know among my readers there will be thousands of conflicting opinions, and I am not suggesting that this country will go the same way. But history shows that these empires lasted at most only a few hundred years. And remember, a change in economic order generally leads to changes in power structure. Of course, we may not see ourselves as an empire, but I think you understand the comparison. In our lifetimes we have only been used to an amazing story of growth, power and innovation. We remain the most powerful militarily. We still invent most of the new technologies (although we are too willing to sell them off). In many ways, the U.S. remains the envy of the world. But that image and reality are changing. Our nation is at an economic crossroads. We have become too willing to accept mediocrity in everything—whether it be the goods and services we buy, our education system, or our way of life. Mediocrity leads to stagnation and decline long term. Today, there is deep frustration, a feeling of hopelessness, and a sense that none of our politicians really get it or are doing anything about our current issues. If we look back at the last few years, we have seen our home values substantially reduced—one in six homes now are sold at a loss (although many would argue this is only setting them back to reality), our savings decimated so that many of us have no cushion for the future our let alone spending for today, a fear that our pensions will not be there when we need them, high unemployment, rising health care and medical costs, and the list goes on. While these are all personal issues, there is a similar laundry list of business issues, such as over-regulated bureaucracy and deliberate currency under-valuation, that make it difficult to compete. This country has succeeded like nowhere else through true entrepreneurism—which today is being stifled. And all the tax dollars being thrown at the problems may in fact be worsening them. No one could disagree that there is far too much government waste and spending. But, there is still time! We have been tested before and prevailed. There’s no reason we can’t do so again. We are past the point of Band-Aids. In next month’s elections, all 435 House seats and 36 of the 100 Senate seats are up for grabs. While these may be only mid-term elections, they may be the most important ever. Let’s ensure we have a leadership who understands we are a “government of the people, by the people, for the people.” HERE IS NO DOUBT

Alan Oakes, Publisher ajoakes@aol.com

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 Building Products Digest  October 2010

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Building Products Digest www.building-products.com A publication of Cutler Publishing

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

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

How to Advertise

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

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SUBSCRIPTIONS Heather Kelly Phone (949) 852-1990 Fax 949-852-0231 hkelly@building-products.com or send a check to 4500 Campus Dr., Ste. 480, Newport Beach, CA 92660 U.S.A.: One year (12 issues), $24 Two years, $39 Three years, $54 FOREIGN (Per year, paid in advance in US funds): Surface-Canada or Mexico, $49 Other countries, $65 Air rates also available. SINGLE COPIES $4 + shipping BACK ISSUES $5 + shipping BUILDING PRODUCTS DIGEST is published monthly at 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660-1872, (949) 852-1990, Fax 949-852-0231, www.buildingproducts.com, by Cutler Publishing, Inc. (a California Corporation). It is an independently owned publication for building products retailers and wholesale distributors in 37 states East of the Rockies. Copyright®2009 by Cutler Publishing, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. BPD reserves the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it.

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MANAGEMENT Tips By Calvin Froedge

What your website may be missing A

for ways to grow leaner and meaner, the Internet is finally getting the attention it deserves. It’s 2010, and there are now very few companies who still think that the Internet is not a vital part of their sales and customer relations strategy. However, there are still many companies who have trouble producing value from their online marketing efforts. In my seven years in this industry, here is what I’ve heard the most: S COMPANIES CONTINUE TO LOOK

“I can’t get traffic. Nobody comes to my website.” The difficulty in resolving this problem lies in the nature of what you sell. If you are in a niche market with real demand, garnering traffic is not difficult. You can produce traffic immediately through running a sponsored search campaign. Google Adwords is the best place to start. Running a campaign and getting traffic based on the keywords you choose is easy—running a good campaign isn’t. But if you’re totally new to this, just getting a campaign up and running is a good place to start. Later you can understand (or pay someone who does) the specifics of tweaking your campaign for optimal performance at low cost. If you are in a “trend-making” industry, you can follow trends and create content around these trends. An aggressive link building campaign, YouTube video creation, and periodic article submissions to publishers could produce a lot of “instant” traffic—but only if what you make is in national news headlines fairly frequently and there are real eyeballs to put yourself in front of. Other traffic strategies that are effective—but much longer term if you want to use them effectively—are search engine optimization (you’ve been hearing about this one for years) and social media (probably not the first time you’ve heard about this either). Search engine optimization is about producing quality content over an extended period of time, building inbound links, raising your site’s page rank, and a myriad of other simple tasks that require constant dedication and work. Using social media requires dedicated attention to services like Twitter and Facebook—finding new friends and customers, supporting existing ones, and commenting on the activities of others just to show you care. Truthfully, these are full-time endeavors that will not produce quality unless they are given full time dedication.

“Why is my website not converting? I get traffic, but I’m not seeing sales—or inquiries.” You might be surprised to hear this, but this is a good problem to have. Why? Because it can be resolved with a bit of analysis, building a strategy, and following through with execution. Building-Products.com

The truth is, most websites don’t convert their existing traffic because: 1. Users don’t trust the website. Either you look professional or you look like you’re selling stolen TVs in a back alley. Your website appearance has a lot to do with this. Also, including associations you belong to, your SSL certification, and other items can increase website trust. 2. Users become frustrated with the website (they can’t do something they should be able to do easily, like order a product). Your website could either be broken, it does not work well in certain scenarios, or critical processes are simply difficult to complete. It could surprise you how often both of these items go hand in hand (i.e., users don’t trust the website because it doesn’t work well). This could be for a number of reasons you probably didn’t even know existed: 1. Your user is facing browser-specific problems (i.e., something is broken in FireFox but not Internet Explorer). 2. To function properly, your website requires certain technologies that not all users have access to (such as JavaScript, or certain plug-ins). One of the best ways to monitor for such instances is to install analytics software. There are several free (and some paid) options that provide incredible levels of details. Getting your website to perform isn’t rocket science. But it does require some thought and analysis (and execution afterwards), which perhaps you’ve neglected thusfar. Don’t worry; an effective website is closer than you think. – Calvin Froedge is a partner at WebUsabilityCheck.com, a service owned by Creative Logic Media, which helps maximize the effectiveness of websites. He has been involved in the creation of hundreds of websites and web platforms. Reach him at (801) 754 4466 or calvin@creativelogicmedia.com. October 2010  Building Products Digest 

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FEATURE Story By Dr. Lynn Michaelis, RISI

Housing outlook: Don’t fly blind R

ECENTLY, AN INDUSTRY ANALYST

asked me to address a simple but very important question: Why does every forecast for housing starts have them hitting 1.5 million units again? The logic for the rebound was just not self-evident to him, given what is happening right now. Just as it is difficult to see a housing start decline during the boom, it is even more difficult to see a rebound from an extremely deep hole. The depth of the hole is evident in the chart below, which shows the history of conventional housing starts back to 1970. Before answering the question, it is important to understand the unique character of this particular housing cycle. First, note that there is not a predictable cycle to housing starts. Housing cycles in the 1970s were about every three to five years, and we thought that was the rule. That rule was broken in the 1980s. Then we entered a particularly prosperous period. Housing starts were relatively stable and trended up from 1991-2005, which led us to think

housing cycles were a thing of the past. Second, unlike every other major housing cycle, the current one was not caused by tight monetary policy or high interest rates. Historically, when the Federal Reserve reversed course and lowered rates, housing rebounded quickly and dramatically. This clearly happened in 1983-1985 after the grim downturn in 1978-1982. Obviously it is not happening this time. All the rules were broken this time. The economic recession in 20002001 was not caused by tight money either, but rather the popping of the stock market bubble. Fed actions to stabilize the economy in 2002-2004 helped promote easy credit and the boom in new creative financing instruments. This fueled the housing bubble. Between 2003 and 2006, the industry accrued two “hidden“ inventories. Many of us became concerned about the two types of buyers who were merely holding an ownership position, but would eventually be forced to sell—similar to building excess inventory. First, because of

U.S. Housing Starts Since 1970

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 Building Products Digest  October 2010

dramatic housing price increases, investors rushed into the market. Problem: they would liquidate their position when housing was no longer an attractive investment. Second, there was a rush of new “owners” who were not required to put up a down payment and/or who were not going to be able to sustain the payments over time and would eventually default on that mortgage. This would depress prices further and possibly depress housing starts for several years. The illusion created in this period was the attractiveness of home ownership, which rose significantly and boosted single family share to a historic high. The correction is now underway as ownership rates decline. They are likely to fall further over the next few years, both because of the foreclosure process and the realization that housing is not a great investment. So what do I mean that we are “flying blind?” Since this cycle is unique, there is no historical period that can be used to build a reliable econometric model. In fact, we now have to develop a different kind of model using variables we have never had to consider before. The old approach to forecasting starts was to look first at the fundamental drivers for housing demand over the long term, and then use interest rate variables to forecast the cycle or deviation from that trend. It worked in previous cycles. But that brings us right back to the starting question. Those fundamental drivers for housing demand are what led most forecasts back to 1.5 million or higher fairly quickly. There are three fundamental drivers for longterm housing demand: Long-term demand = Net growth in households + Net removal rates + Vacant unit demand Net household growth is the major Building-Products.com

event and accounts for 70-80% of fundamental demand. Net household formations are estimated by taking the growth in population by age group and multiplying that number by a headship rate. A headship rate is the number of households in that age group historically divided by the size of the population in that age group. Over long periods of time, headship rates are fairly stable. Plus, headship rates increase as the population ages as well. If headship rates were stable, household formations would currently be around 1.3-1.4 million per year. Removals average about 0.3-0.4 million per year. The need for vacant units (this includes second homes) is about 0.10.2 million units per year. This logic leads to an underlying demand for housing, in trend, of about 1.7-1.8 million per year. Since current starts are way below that level, some believe we are building pent-up demand for new units and starts will get back to 1.5 million units or more. If household growth was 1.4 million per year, then any excess inventory would be depleted quickly. The problem is that there is currently no evidence of under-building. Vacancy rates are high despite low completion numbers. So the really important question is: When will starts get back to 1.5 million units? And, what will make that happen? Another important question: What type of units will be demanded—single vs. multifamily starts? The first thing that needs to be addressed is what is happening to headship rates and how many households are currently being formed. The severe recession has eliminated nearly 8 million jobs, particularly for younger people. Headship rates are not stable, but we have never had to estimate annual levels before. A variety of recent studies are trying to estimate the impact of job losses on headship rates and therefore on current household growth. Unfortunately, the available data are not very good. The annual household surveys by the U.S. Census are the best we have and that data is a small sample-based estimate and therefore can be fairly noisy. Also, small changes in a headship rate can have a very large impact on annual household growth rates. It is possible that current household formations are in the 200,000400,000 range vs. the long term trend of 1.4 million. The next issue: How big is the current excess inventory of units? If you take the current vacancy rate of owner units and the vacancy rate for rentals compared to historical averages, there are 1.9 million units of excess inventory. Some financial groups have estimated that banks are holding another 650,000 vacant units after foreclosure. In total, there could be nearly 2.5 million excess units. But there are reasons to believe that number could be too high. If one looks at the annual estimate of stock, implied removals, and estimated completions, there is a strong case to be made that this estimate is too high. After the last U.S. Census in 2000, there was a major revision in the stock and elimination of what appeared to be vacant stock at that time. Unfortunately, the data available for both of these critical starting points is not perfect. So this is one of the times where a decision-maker might consider using scenarios— what if the recovery is like this, then what would be the best deployment of my strategy? So consider the two following plausible scenarios:

Scenario #1: “Happy Days Are Here Again!” If you believe economic growth will exceed 3% for the next three years, driving employment growth up by nearly Building-Products.com

2% per year, then household formations will quickly return to 1.3-1.4 million per year. If you also believe that the real vacant stock is only 1.2 million units, then the excess will be worked off quickly during the 2010-2011 period. Finally, if you believe the Fed will remain relatively accommodative until mid-2011, even with healthy growth, then you believe the recovery trajectory shown below. In this case, starts shoot past 1.5 million units in 2013.

Happy Days Housing Forecast

Scenario #2: “The Patient Heals Slowly.” If you believe that GDP growth will slip back to 2% or lower, this means employment will not improve much for the next few years. If so, household formations will remain below trend through 2012. If the vacant inventory is close to 2.5 million units, then the excess will be worked off very slowly. In this case, interest rates remain favorable because of slow economic growth. The primary mortgage lenders would remain government agencies, and lending standards would be another hurdle for the recovery. These assumptions would still support a recovery as shown below, but starts might not hit 1.5 million units until 2015 or later.

Slow Healing Housing Forecast

At RISI, we are working to develop two products for our clients. The first will use our experience and analysis skills to develop the best scenario for planning purposes given the extreme uncertainty of this period. We are also developing a tracking system to inform clients as quickly as possible if the outlook shifts up toward Scenario 1 or down to Scenario 2. The outlook we propose will lie between the two scenarios. – Dr. Lynn Michaelis, former chief economist for Weyerhaeuser, is a senior associate of RISI. Reach him via www.risi.com. October 2010  Building Products Digest 

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INDUSTRY Trends What Consumers Want in Doors & Windows

Top 2011 millwork trend:

Save vs. splurge W

to home improvement, there’s little doubt homeowners will remain picky with their pocketbooks into 2011. Consumers with limited discretionary funds are weighing their priorities, picking and choosing among home improvement projects that will make the cut. Not all home improvements are created equal when it comes to the best investment choices—particularly when it comes to a segment like windows and doors. With hundreds of styles, options and performance combinations, the decisions can be daunting. With that in mind, Jeld-Wen offers insider tips to help your consumer customers identify where to save and where to splurge. HEN IT COMES

Where to Save Materials make a difference. When it comes to windows and doors, experts say materials do make a difference. In general, for windows, vinyl will typically cost less compared to wood. Although if you need to replace old wood windows, replacement wood window sash kits can be installed in existing wood frames and can be very costeffective. Good taste can come standard. Custom trim, style and hardware options will typically cost more. It’s always worth asking first whether there might be a standard design option in an alternative material so a particular look can be achieved without sacrificing style. For example, Jeld-Wen offers more than 100 panel designs as part of its interior door line, many that mimic classic and traditional solid wood styles but cost far less. Its standard line of hardware options also provides variety when it comes to finishes, colors and designs, without having to pay more. Maintenance requirements can be the “X” factor. Save by looking for pre-primed, prefinished options that can help reduce costs over the long run and protect the initial investment. Choices such as vinyl windows or fiberglass doors mean minimal maintenance requirements year after year. Efficiency is in the bank. For long-term savings, insist on windows and doors that come standard with energy efficient, Low-E glass. Many manufacturers offer highly efficient models that don’t cost extra, and energy saving models that qualify for tax credits. According to the U.S. Department of Energy, homeowners can save an average

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 Building Products Digest  October 2010

FOR A JUST FEW DOLLARS extra, consumers can upgrade their door choice, such as by selecting Jeld-Wen’s sound-deadening molded interior Quiet Door.

of $125 to $450 a year on energy costs by replacing wornout windows with more efficient models.

Where to Splurge Don’t scrimp on style. Homeowners don’t have to pay big bucks to achieve a great look, but experts agree that if you don’t love the style or if it doesn’t fit with the character or architectural design of the house, it’s not worth the investment, no matter what the price. “Windows and doors make a huge difference in terms of the overall look of a home—considering there is at least one of each in every single room of the home,” said John Building-Products.com

Downs, Jeld-Wen product marketing manager. “As a homeowner, these are product categories where you can’t afford to have something that detracts from the overall style of the home or your taste in décor. Today there are so many choices that can reflect personal style and theme. Doors and windows give homeowners a major opportunity to get creative and make a décor impact throughout their home, often at a fraction of the cost of other home improvement projects that focus only on certain areas.” Go for major impact. Don’t sacrifice on main focal points. Homeowners with limited budgets may want to put the majority of their dollars into areas that are going to make the biggest impact, such as the entry door, garage doors, and the rooms they spend the most time in. And don’t forget about resale value: respondents in a Jeld -Wen nationwide survey of real estate agents estimated that a typical 2,500-sq. ft. home with updated entry and garage doors is worth, on average, an additional $16,000. Consider performance features as well. For example, spending a few extra dollars on an insulated interior door to reduce sound between the laundry room and the rest of the house may be worth the peace and quiet. “It’s increasingly common to see homeowners splurge on a custom wood or fiberglass entry door, for example, and save by putting affordable, energy-efficient vinyl windows in the rest of the house,” said Downs. “When it comes to balancing the budget, it’s a matter of prioritizing in a way that’ll deliver the most bang for the buck. For literally a few dollars, more homeowners can impact the décor, design and their own peace of mind throughout the entire home.”

Building-Products.com

Little extras well worth it. It makes sense to invest wisely in areas that’ll provide a strong payback. Cladding, which is essentially a prefinished metal layer for the exterior of wood windows, provides great weather protection and never needs to be painted. As a result, nearly 90% of homeowners choose the clad wood option, recognizing the long-term value and payoff, even though it costs slightly more than primed wood. Above all, do your homework. There are literally thousands of choices when it comes to windows and doors. Compare features, benefits, warranties and style flexibility, and choose products that will stand up over time. “It’s worth spending the effort in order to get the maximum return out of your investment,” said d-i-y expert Danny Lipford. “In today’s market especially, that’s essential no matter what your budget or your priorities.”

Quick Tips

To decide whether to spend or splurge, experts say it’s important to consider these five key factors: • Will this project/product contribute to resale value? • Does it add to the appearance, performance and/or comfort of my home? • Can I still meet my goals if I spend less? • Initial dollar investment aside, will I be happy with my choice over the long run? • What are some options that could lower the expense of this project?

October 2010  Building Products Digest 

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PRODUCT Spotlight Domestic Hardwoods By David Venables, American Hardwood Export Council

Making the global case for American hardwoods F

and contractors, the choice of materials for their projects is a far more complex process than it might have been 10 years ago. Now these choices must be made against a background of legislation and guidance designed to reduce the environmental impact of the building industry and encourage informed choice when it comes to selecting products and materials. As a result, industry groups are investing in the research that will provide the key data specifiers need—life cycle assessments, whole life costings, and service life, creating a new competitive platform and some interesting facts and figures. The American hardwood industry starts from a pretty strong position. American hardwoods come from rural communities that have been managing forests for generations in a way that maintains their biodioversity, productivity and regenerative capacity. Harvesting is low intensity and small scale simply because most of the hardwood

Photo by AHEC

OR ARCHITECTS, DESIGNERS

U.S HARDWOODS are making a play for greater use in Europe, such as at the new headquarters of Ireland’s Marine Institute near Galway Bay, which features solid oak flooring, ash wall paneling, and doors of beech, white oak, and other species.

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 Building Products Digest  October 2010

forests are owned by families and individuals rather than by large timber corporations. After harvesting, these forest owners rely on the natural regeneration brought about by the fertile soils of the United States and not on chemical fertilizers or genetically modified species. It is this kind of responsible forest management that results in new tree growth and the continued sequestration of carbon. The conversion of the wood into products such as flooring contributes to the long-term removal of carbon dioxide from the atmosphere, helping to reduce greenhouses gases and global warming. Our industry is under the regular scrutiny of the U.S. federal government, which carries out regular and thorough forest surveys. These show that American hardwoods are not only renewable, but are actually an expanding resource. The volume of hardwood standing in American forests has, in fact, doubled in the last 50 years as harvesting levels remain well below the level of growth. And the U.S. Forest Service forecasts indicate further increases of 15 to 20% over the next 20 years. There have been a number of studies done in the U.S. on the environmental impacts of hardwoods. In 2008, the National Wood Flooring Association Industry Research Foundation and the Consortium for Research on Renewable Materials conducted a life-cycle analysis study of wood flooring that evaluated solid strip hardwood flooring against other flooring alternatives such as vinyl, linoleum and carpet. The CORRIM study concluded that wood flooring had the least environmental impact of all the other materials studied. American hardwoods provide a huge choice—there over 20 species for a wide range of applications, including, of course, flooring. Inevitably, I get asked the question about the CO2 emissions related to the transport of American hardwoods overseas. With the largest part of this transport chain done by sea, the CO2 emissions are minimal. But like many other industries, we are undertaking more detailed research to provide the facts and figures that confirm the case for American hardwoods as the natural choice in a world where sustainability has become the watchword for all our customers. – David Venables is European director for the American Hardwood Export Council, www.americanhardwood.org. Building-Products.com

OLSEN On Sales By James Olsen

Christopher Columbus, America’s first salesman king turned him down. Undaunted, Columbus took his theories and proposals to Spain.

L

ET ’ S DISCUSS

the attributes that made Columbus a great salesman. Columbus defined himself. To become master sellers, we must define ourselves. “You’re just a broker” or any other limiting definition made by others must be replaced with our own definition. “Excuse me, Mr. Customer, I’m not just a broker. I’m a money-making partner!” The definition placed on Columbus was that of map maker and merchant marine. Columbus decided early that he wanted to be more than a mere sailor; he wanted to be discoverer of the New World! He made his own definition of himself and made it happen. Persistence. Many salespeople don’t prospect at all—these are the victims. Only 50% call back after the first no. Only 20% call back after the second no, and only 10% call back after the third no. At 25, Columbus swam six miles to shore clinging to a log to land in Portugal after his vessel was attacked by pirates. He got a job as a map maker and merchant marine sailing shipments to Iceland and similar voyages. He married into minor nobility and began his planning. It took him seven years to get an audience with the Portuguese king. The Portuguese Building-Products.com

Negotiator. Too many sellers feel they have no negotiation power. They assume since the customer has the P.O. book, he has all the leverage. Leadership sellers understand ideas have power and leverage of their own. As master sellers we must promote our idea, get our customers to say yes, and negotiate the terms of that yes. Columbus showed himself a master negotiator on many occasions, but never more than when dealing with the king and queen of Spain. After another six years of yes-nomaybes from the Spanish potentates, Columbus decided to take his idea still elsewhere. This “walk away” was just the spark that Ferdinand and Isabella needed to “pull the trigger.” If Columbus had continued to wait on a maybe, he would have failed in his quest. Only after he created outside interest using prospecting and the walk away did he earn the respect and the order from his prospective customers. Preparation. Sailors of the day had compasses and charts of star positions, but they couldn’t calculate longitude. Because of this, they were always a little (or a lot) vague on their position in uncharted waters, which led to disastrous voyages. Columbus’ deadreckoning navigation skills were said to be magical, a valuable skill in a world unable to calculate longitude. Columbus studied astronomy, map making, compass reading, and anything else that would make him a master navigator. He dedicated his life to his trade. Many salespeople want to be “big hitters” but they don’t want to learn their craft. Long after Columbus was considered a professional sailor he continued to study. Any skill that seems “magical”

comes from hours spent on the basics. Columbus worked at, worked on, and studied navigation his entire life. He didn’t just sail, he studied navigation from every possible angle. The master of anything makes things seem impossible, but in truth the magic is based on a titanic storehouse of experience. The master pays more attention, for a longer period of time (usually a lifetime), than his counterparts. Columbus saved his life and the life of his men many times based on his preparation. Creativity. In his last voyage, Columbus found himself shipwrecked. The natives wished the Spaniards gone and refused food. Columbus convinced them that his God was displeased with them and proved it by “producing” a solar eclipse. Columbus had studied and timed his meeting with the natives with the appearance of the eclipse. Tough Decisions. Columbus was judge and jury on his voyages. He ordered executions. He had to decide to turn right, left or back with many lives riding on his decisions. Sellers who refuse to make tough decisions struggle. Deciding to prospect and using the “walk away” are but two examples of tough decisions we must make as master sellers. Great salesmanship can be found throughout history. Let’s make our own history today! Columbus knew that nothing happens, even the discovery of America, until the sale is made.

James Olsen Reality Sales Training (503) 544-3572 • james@realitysalestraining.com October 2010  Building Products Digest 

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COMPETITIVE Intelligence By Carla Waldemar

The secret of success? Think small E

Silverton, Or.? Maybe not. Or Brooks, Molalla or Woodburn? Me neither. But Withers Lumber has yards in all four pinpricks on the state map— and for a reason it believes in and is banking on. Says Trent Withers, who runs the company his grandfather launched in 1928, “We are never going to be a big, mega-operation. My grandfather didn’t want that, my father didn’t want that, and I don’t want that. Everyone else plops down a 10-acre yard and fans people out for 50 miles. Instead, our idea is just the opposite: to have small yards in small communities, with local people, and become part of the towns.” Soft-spoken words, to be sure, but they come with a fighting edge behind them. That goes back nearly 80 years, to when the big boys—in this case, VER HEARD OF

Copeland’s—rode into Woodburn and told Trent’s grandpa, “We’re going to make it tough on you. Sell out, or we’ll put a yard across the street.” He didn’t, and they did. Grandfather Withers eventually gave up the yard and relocated to nearby Mount Angel. But when decades later Copeland’s split up the chain, Withers was able to repurchase the Woodburn store, making two yards just a couple of miles apart. In 1962, Trent’s father, Bob, added a third location in Brooks, also just up the road. “Three yards within 20 miles,” Trent underscores the operating mantra. Then, about five years ago, he says, “two things became clear. Copeland’s dried up completely; they lost their yards in small communities. In fact, here in Oregon, the business

WITHERS LUMBER puts the bulk of its marketing budget into customer events, such as this recent contractor barbecue at its headquarters yard in Silverton, Or.

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 Building Products Digest  October 2010

ASPIRING ACTOR-turned lumberyard owner Trent Withers uses his theater background in his sales presentations.

model became one of mega-yards with a hundred people serving some 500 miles. That only reinforced our company’s idea that we could do well by not acting like the big yards. In fact, we actually have our fifth location mapped out, as soon as the economy improves,” confides Trent, who took over from his dad in 1998. “Oh, Dad still comes in just often enough to make trouble, to stir the pot,” his offspring notes with abundant affection. Maybe Bob always suspected his prodigal son would be back. “Growing up, I wanted nothing to do with the lumberyard,” Trent bristles in retrospect. “I left to go to theater school in L.A. and become a movie star.” But after the glitz started to tarnish and million-dollar contracts failed to come his way, when Dad Building-Products.com

LET’S SPLIT: Withers’ yards are close enough to each other that it’s economically advantageous to have mills ship large loads to one location and then Withers itself can distribute the lumber among its four sites.

offered, “Why don’t you come back?” Well—sure! And no regrets. “Now I’m using my theater background as a sales guy,” he readily asserts, “and having a lot of fun.” Making big decisions, too. The biggest change came about when Home Depot moved in close by, prodding Trent to get out of the retail trade and concentrate solely on pros. “We changed the product mix and staff [orientation] in order to serve the smaller contractors, who built one or two houses a year. We’re a small company, and small operations like to do business with each other. We all like the personal relationships and feel connected—not serving those larger customers of a ‘typical’ yard, but they’re large to us.” “In fact,’ he says, “our only rule here is to have no rules. To be flexible. We want to operate on an individual basis, according to their individual needs.” For instance? “For instance, free delivery. And one of the biggest reasons for our success is that, unlike the big companies, we don’t deliver the whole house package in one day. (Others will drop the whole thing there to warp and twist and rot.) Instead, we make multiple small deliveries—15, not one or two. It’s part of being a smaller yard in a small town. We carry a little bit of everything they need to build a house, too. And we offer our customers product-knowledge sessions on issues such as the proper way to install windows and doors. There are so many lawsuits waiting to happen, so we spend time educating ourselves and our contractors.” Having employees who are long-timers gives Withers a leg up, too. “They’re mature associates, some with 14 years with us, and we appreciate and value their expertise. It’s not like going to a box, where folks are earning $10 an hour.” Not at all. Trent has put the earning potential squarely in his team’s collective hands. He’s established an incentive program that pays off based on productivity. It works like this: dollar sales divided by number of staff—which, he says, is “the most important number in a business. And the great thing about the plan is that they police themselves. ‘You have to hit the numbers,’ they’ll say. And this way, it takes fewer people to do the business we do.” Building-Products.com

Know what, Trent? There’s a catchy slogan out there that sums it up: “Do more with less.” Bingo. And that’s especially vital because, contrary to a reporter’s expectation, there’s little economy to be achieved in operating four stores, Trent contends. “No. Actually, it costs more. A mega-yard could buy five truckloads. Instead, we order one and ship it to one location, then split it up and transport it to the others.” However, customers do love the fact that if one yard doesn’t have a crucial item in stock at the moment, it’s likely that another one, close by, will step up and fill the gap. Withers boasts five “very aggressive” outside salespeople who troll for new accounts. “They’ll approach an under-served contractor and show him how a yard that values his business might treat him differently.” And occasionally, treat is exactly the right word—for, instead of spending all its dollars on advertising, reports Trent, “we’ll find out what our customers like—such as fishing or baseball. Then we arrange events focused on their particular passion.” Even in this dicey economy. And, let’s be honest, it’s hit Oregon hard. To survive, Withers has been forced to reduce its staff from 60 to 20—a move, Trent acknowledges, as he bites the bullet to ease the pain, “that was key to keeping the company around until the next good times. In this state,” he says, “there’s still no light at the end of the tunnel, and the coming winter will be tough.” But, hey! It still beats Hollywood. “It’s so much fun to assemble a group of people and head them in the same direction—to get them to set aside their differences and do what’s best for our customers—which,” he underscores, “is ultimately how we all benefit.” Amen to that!

Carla Waldemar cwaldemar@comcast.net October 2010  Building Products Digest 

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DEALER Briefs Build-It Cook’s Way (J.H. Cook Lumber Co.), Mt. Pleasant, Pa., has closed after 101 years.

Williams Lumber & Home Center, Rhinebeck, N.Y., hopes to begin construction next month on store #10, in Washington Hollow, N.Y., for a summer 2011 opening. The existing building, site of a longvacant car dealership, will be converted to a kitchen and bath showroom in front and a 13,000-sq. ft. home center in the rear. Three warehouses will be constructed to the side.

Central Builders Supply , Pelham, Al., has declared bankruptcy and closed after 14 years. Its site was sold to Roy Martin Construction for $700,000, with its equipment and remaining inventory liquidated at a Sept. 9 auction. Kramer Ace Hardware, Garner, Ia., is moving into a larger, 14,000sq. ft. building by the end of the year. Staples Hardware, Bingham, Me., has been opened by Mike and Debbie Staples.

Michigan Ace Chain Adds #4 Three-unit Meyer Ace Hardware, Petoskey, Mi., acquired Gaylord Ace Hardware, Gaylord, Mi., which closed eight months ago after owner Wally Drzewiecki filed bankruptcy. The Gaylord store reopened in September under the Meyer Ace name, with Dave Damp as manager.

American Moving Alabama Operations to Larger Facility American Lumber, Uvalde, Tx., will open an expanded southeastern regional remanufacturing and distribution center in Tarrant (Birmingham), Al. The 98,000-sq. ft. former corrugated paper plant was acquired from Georgia-Pacific. In addition to a manufacturing plant and three sales offices in Texas, American has had a facility in Tuscaloosa, Al., for the past five years. By this month, all Alabama operations will be relocated from Tuscaloosa to Birmingham. American Lumber president Barry Hendler noted, “This facility will provide our customers and vendors with a centralized location, which will allow for this continued growth. ”

Alabama operations manager Joe Hendler added, “We are capable of manufacturing large and small quantities of specialty products for our customers, and with expanded facilities we feel we will be more competitive in the marketplace.”

House-Hasson Expanding House-Hasson Hardware recently completed a $1 million, 50,000-sq. ft. expansion of its headquarters facility in Knoxville, Tn., and is launching a $2 million expansion of its warehouse in Prichard, W.V. Improvements will include a 100,000-sq. ft. addition to the warehouse and new truck docks. Officials said that the expansion will allow more northern-based customers to be served from the W.V. facility rather than the one in Knoxville. According to president Don Hasson, the expansion will allow the company to make full use of employees gained with the October 2009 acquisition of Moore-Handley Inc. He also said that the dealers HouseHasson serves have been able to increase same-store sales by 3%— despite a bad economy and competition from big boxes.

Milling Equipment Maintenance Man Crushed Authorities are investigating the accidental death of a subcontractor who was crushed by a falling piece of machinery at Rex Lumber Co., Graceville, Fl. John Crawford, 46, was performing equipment maintenance Sept. 3 when a part fell on and pinned him.

Investors Buy Vinyl Producer Associated Materials LLC, Cuyahoga Falls, Oh., agreed to be acquired by investment group Hellman & Friedman for roughly $1.3 billion. The vinyl siding/window producer is currently majority owned by Investcorp and Harvest Partners.

OSHA Cites Alabama Mill The Occupational Safety & Health Administration has cited Phenix Lumber, Phenix City, Al., for 53 safety and health violations following the death of one worker and the critical injury of a second. The death occurred in March, when a worker’s head was crushed between a motor being hoisted with a forklift and other equipment. A second worker suffered a broken neck after he fell

while completing daily maintenance on a debarker. At the time of the accidents, OSHA officials were conducting a follow-up investigation to determine if previous violations had been corrected.

Shingle Thief Sentenced The last of four people arrested for robberies at Lapointe Lumber, Augusta, Me., was sentenced to 15 months in prison. Johnathan R. Scott, 35, pleaded guilty to 10 counts of theft by unauthorized taking, two counts of burglary, and two counts of criminal trespass. The thefts occurred during the summer of 2009 at Lapointe’s yards in Augusta, Gardiner, and Monmouth, Me. Scott was sentenced to five years in prison, but all but 15 months were suspended. He also was ordered to pay $55,000 in restitution and serve three years of probation. Scott and three others were arrested one year ago, after a police officer noticed that a vehicle hauling a trailer full of new asphalt shingles had a flat tire. Another officer found a hole in a fence at Lapointe’s yard in Gardiner, and the manager reported that a pallet full of shingles had disappeared.

DEALER Briefs New Ace Hardware franchises are popping up throughout the country. Managing partner Doug Brown unveiled a new store Oct. 5 in Greensboro, N.C. Joe and Cindy Smith are opening their 6th location, in Vineland, N.J. Wayne and Peg Winckler will open 8,000-sq. ft. store early next month in Tyndall, S.D. And a new location is planned for Creve Coeur (St. Louis), Mo.

Bill’s True Value, Lisbon, Oh., is closing after 18 years, with the retirement of owners Bill and Helen Homan. Welch’s True Value Hardware , S. Royalton, Vt., has added 8,000 sq. ft. to its sales floor.

Menards’ construction of a new 262,000-sq. ft. store in Bemidji, Mn., is on track for a late February opening. Habitat for Humanity opened a new 15,000-sq. ft. ReStore discount LBM outlet Oct. 1 in Zephyrhills, Fl., and relocated its New Port Richey, Fl., unit to a larger, 12,500-sq. facility featuring an 800-sq. ft. Green Market.

SUPPLIER Briefs Rawles-Aden Building Products, Petersburg, Va.,

has closed after 50 years.

Century Lumber & Land, Century, Fl., pushed back start-up four weeks to Oct. 16. Along with sister companies Railmark Holdings and Milton Timber, the complex will treat railroad crossties, kiln dry lumber, build and sell kilns, repair railcars and track, and process paulownia as wood products and biomass. Amerhart Ltd. opened a DC in a former North Pacific facility in Traverse City, Mi., to serve its lumberyard

and industrial accounts. The company also purchased the hardware division of Jaeckle Wholesale Inc., Madison, Wi.

Seemac Inc., Carmel, In., is looking for a buyer for its 20-acre hardwood concentration yard in Boston, Ky. Rice Lumber, Shelburne, Vt., lost a storage building

and box truck in an Aug. 31 fire.

Roseburg Forest Products curtailed operations indefinitely Oct. 1 at its 40-year-old particleboard plant in Vienna, Ga. Possible restart will be evaluated on a month-tomonth basis. Foley Hardwoods, Bargersville, In., suffered heavy damage to its building in a Sept. 15 fire.

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Historic Downturn in Lumber Markets Shows in Final 2009 Totals U.S. demand for lumber has been slashed in half over the last five years, according to a final production figures tallied by Western Wood Products Association. Domestic output totaled 31.3 billion bd. ft. in 2009. The lack of home building in the U.S. contributed to the historic decline. Just 554,000 houses were built in 2009, a 39% decline from the previous year. It was the lowest annual total since 1945, when just 326,000 houses were built. Consequently, just 7.3 billion bd. ft. was used for residential construction in 2009, compared to 27.6 billion ft. used in 2005. Lumber production in the South declined 19.5% to 11.79 billion bd. ft., while output in the West fell to 10.38 billion ft. Imports, mostly from Canada, lost more market share in 2009, dropping 30% to 8.9 billion bd. ft.

Wilsonart Dumps Flooring Line Wilsonart International, Temple, Tx., is getting out of the high pressure laminate flooring business, due to the sluggish economy. The manufacturer is discontinuing its Wilsonart Flooring product line, as of Oct. 29, and shutting down the plant in Temple that manufactures flooring, as well as cast sinks, Dec. 3. Approximately 50 jobs will be eliminated. Wilsonart Flooring is the only flooring of its type still made in the U.S.—and one of the most expensive. The company is reportedly attempting to sell the laminate flooring business and factory.

Building-Products.com

BPD

Building Products Digest

The

MERCHANT

Magazine

Present

PRESENT

TRADERS’ PREVIEW

2010

PLANNING GUIDE FOR THE

NAWLA TRADERS MARKET

®

Sponsored by the North American Wholesale Lumber Association November 3-5 • Hyatt Regency Hotel, Chicago, Il.

Where Supply and Distribution Meet

TRADERS’ PREVIEW 2010 PLANNING GUIDE FOR THE

NAWLA TRADERS MARKET®

November 3-5 • Hyatt Regency, Chicago, Il.

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The crossroads of an industry Countdown to LBM’s biggest show Traders Market widens program mix

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Schedule of events Adding value to every sales call NAWLA Traders Market exhibitor list Traders Market show floor

TRADERS PREVIEW is published annually at 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660, (949) 852-1990, Fax 949-852-0231, www.building-products.com, by Cutler Publishing, Inc. (a California Corporation), publisher of Building Products Digest and The Merchant Magazine. Copyright®2010 by Cutler Publishing, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. To advertise in next yearʼs Traders Preview, call Alan Oakes or Chuck Casey at (949) 852-1990. This supplement is published in conjunction with the NAWLA Traders Market.

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To Attend the NAWLA Traders Market The NAWLA Traders Market has strictly enforced policies relative to exhibitor eligibility and general delegate qualifications. These policies are stipulated on the meeting registration form available at www.nawla.org. Anyone with questions about the attendance policy or any other aspect of the event should contact NAWLA, (800) 527-8258, (847) 870-7470, Fax 847-870-0201, or info@nawla.org.

Building-Products.com

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The crossroads of an industry By Buck Hutchison

O VER THE LAST 15 YEARS, the NAWLA Traders Market has grown into the largest trade show of its kind, focusing on the supply and distribution of lumber and building products. This year, we have worked to broaden the scope of the show while still maintaining the focus on manufacturers and wholesalers. Traders Market continues to evolve. Of special interest this year is the introduction of the New Product Showcase. The showcase will be a special area of the trade show floor that will enable companies to market new or rebranded products they produce or offer. NAWLA has always represented that crucial link in the supply chain. That supply chain needs to include those specifying the material, so NAWLA has partnered with WoodWorks to provide two continuing education classes for architects. The two classes will focus on the use of wood and wood products in sustainable design and will be offered on Friday morning of the show. Afterwards, the exhibitor and attendees will have a chance to meet with the architects as they visit the tradeshow floor. An additional benefit to attendees is that they may attend the classes for free. Another exciting feature is the launch of the revamped Magellan Network. As NAWLA increases its global activities, the Magellan event at Traders Market will become one of many chances to learn about imports and exports. This year’s panel will focus on emerging markets. Both panelists are well known in the industry throughout the world. Mike Snow with the American Hardwood Export Council and Brent McClendon with the International Wood Products Association will provide an outlook on where the markets are going. Once again, International WOOD Markets Group’s Russ Taylor will serve a moderator. We’ve made some changes and improvements this year, but one thing hasn’t changed: value. Traders Market continues to provide the industry with excellent return on investment. Networking, business, and sales will once again be the main focus, but with a few fresh twists. See you in Chicago! Buck Hutchison Hutchison Lumber & Building Products

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Countdown to the big show NAWLA shows off a few new tricks

HE ROAR of the crowd at a football game. The slight chill in the morning air. Hardwood trees bursting into shades of orange, red and yellow. The anticipation of NAWLA Traders Market. All signs that fall has arrived, and the time has come to make your final plans for the 2010 Traders Market in Chicago. For 15 years, Traders Market has provided the lumber industry with outstanding value and a business focus. This year promises to again deliver the goods—with a few fresh twists. There are dozens of tradeshows that involve lumber products, but one thing makes NAWLA’s unique: it focuses on the supply and distribution of lumber and related products. Period. Other shows consist primarily of service and machinery providers, but not Traders Market. If you are looking to sell a lumber product, looking for new suppliers, or wanting to expand to new networks, this is the place to be. Among the new features are revised show times, a revamped international program, a Wood Basics Course alumni reunion, a meeting of

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What: 2010 NAWLA Traders Market Where: Hyatt Regency, Chicago, Il. When: November 3-5, 2010 the Western Red Cedar Lumber Association, and sustainability training for architects. Instead of the familiar two fourhour days on a Friday and a Saturday, this year the NAWLA Traders Market will open on Thursday afternoon, then conclude with a longer, five-hour schedule on Friday, Nov. 5. The newly revamped Magellan Network event will include an outlook on emerging markets and products by a select group of recognized experts. Both exports and imports will be covered by some new faces and some longtime friends. The Wood Basics Course has long been recognized for setting the standard for training the future leaders of the industry. In the 30 years since it

began, nearly 1,500 students have graduated. The friendships that start there stay with alumni the rest of their careers. This year, there will be a special reception for alumni of the Wood Basics Course. In addition, WRCLA will stage an invitation-only program on the green benefits of western red cedar. NAWLA also has partnered with WoodWorks to present two continuing education classes for architects and engineers during Traders Market. Both classes will focus on the use of wood for sustainable design and building, and attendees will have the opportunity to visit the show floor on Friday afternoon. Traders Market attendees can attend the classes for free. Favorite events will also return—a sidetrip to CME Group’s mercantile exchange floor, a two-day sales workshop (this time delivered by Dave Kahle), and a motivational kick-off presentation (this year by baseball’s Jim “The Rookie” Morris). Join the 200-plus exhibiting manufacturers and well over 1,000 attendees at a show to remember—and profit from.

Building-Products.com

Listen up!

Traders Market folls out wider range of programs HIS YEAR’S Traders Market features the most diverse selection yet of business and educational sessions:

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• Sales Training Course: “How to Survive & Thrive by Selling Smart in a Difficult Economy” Wednesday Nov. 5, 1 - 5 p.m., and Thursday Nov. 6, 8 a.m. - 12 p.m. Dave Kahle, president of The DaCo Corp., presents a special two-day program for mid-level sales professionals, teaching how to target and prioritize your market, systematically create new customers, and compellingly present the case for the customer to buy everything from you. The fee is $295 per person. • Magellan Network Breakfast & Program on Global Trade Thursday Nov. 5, 10 a.m. - 12:30 p.m. A signature event of the NAWLA Traders Market, the event includes expert speakers and networking on both import and export issues, softwood and hardwood prod-

ucts. This year, moderator Russ Taylor, International WOOD Markets Group, will be joined by panelists Brent McClendon, International Wood Products Association, and Michael Snow, American Hardwood Export Council. The fee is $99 for members, $125 for non-members. • General Session: “Standing at the Crossroads” Thursday Nov. 4, 12:30 - 2:30 p.m. Jim Morris, inspiration for the movie The Rookie, did the impossible and landed a pro baseball contract at the age of 35. He’s a prime example of an underdog who had the courage to stand at the crossroads and then take the road less travelled, while others moved along the beaten path. A schoolteacher by trade, Morris is a lovable storyteller whose miracle story captivates and inspires audiences to never give up on a dream. • Western Red Cedar Lumber Association Meeting: “Go Green with Western Red Cedar” Friday Nov. 5, 8 - 10 a.m. Green expert John D. Wagner discusses how wood— and specifically western red cedar—should position itself in the green-building environment. Topics include: • Taking advantage of the dramatic rise in green regulation • Understanding the changing landscape of wood certification, including FSC, SFI and National Green Building Standard • Overcoming common misunderstandings about LEED certification and wood fiber • Parlaying cedar’s favorable life-cycle analysis results into greater sales • Countering the rise in alternative materials To attend this invitation-only event, please contact WRCLA’s Beth Hird at hird@wrcla.org. • Educational Offerings for Architects Friday Nov. 5, 8 - 9:30 a.m. and 10 - 11:30 a.m. Two sessions will be offered for licensed architects to earn up to three continuing education credits. Instructor Archie Landreman, technical director for WoodWorks North-Central, will first speak on “Wood & Green

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Building,” focusing on sustainability and Life Cycle Assessment. Later in the day, Landreman will discuss “Practical Use of Engineered Wood Products,” providing assistance in determining which EWP are best suited for various non-residential applications. The fee is $100 per session.

Schedule of Events Wednesday, November 3 12-7 p.m. Registration open 1-5 p.m. 10 Group meetings 1-5 p.m. Sales training course on “I Can” selling system, part one*, featuring Dave Kahle 4:30-5:30 p.m. Alumni reception for Wood Basics Course graduates 5:30-7 p.m. Early Bird cocktail reception

Thursday, November 4 6:30 a.m.-7:30 p.m. Registration open 7-9 a.m. 10 Group meetings 7 a.m.-12 p.m. Exhibitor set-up 8 a.m.-12 p.m. CME Group excursion 8 a.m.-12 p.m. Sales training course on “I Can” selling system, part two* 9-10 a.m. Council of committee chairs & vice chairs meeting 10:15 a.m.-12 p.m. Committee meetings 12:30-2:30 p.m. Grand opening lunch: Chairmanʼs welcome, presidentʼs address, awards presentation, keynote address by Jim Morris 2:45-6 p.m. Traders Market open 6-7:30 p.m. Ice Breaker reception

Friday, November 5 7:30-11:30 a.m. Registration open 8-9:30 a.m. Educational session for architects, on “Wood & Green Building”* 8-10 a.m. Magellan Club breakfast & program* 8-10 a.m. Western Red Cedar Lumber Association meeting: “Go Green with Western Red Cedar,” presented by John D. Wagner 10-11:30 a.m. Educational session for architects, on “Practical Use of Engineered Wood”* 10 a.m.-3 p.m. Traders Market open 12-1:30 p.m. Lunch on show floor 3-8 p.m. Exhibitor dismantle * Require separate registration/reservation

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Adding value

to every sales call By Dave Kahle

RE YOU WASTING your customers’ time? In this pressurized, multi-tasking world, where your customers are expected to produce more in less time, they may be growing less eager to meet with you than they were just a year ago. Time is more precious today than ever before, and your customers are feeling the pressure. In order for your customers to reliably make time to see you, they need to expect that they will gain some value for the time spent with you. That means that, if you are going to be successful in the world of B2B sales, you’ll need to create a reputation that

A

time spent with you is worth the investment. If, over time, you can create that idea in the minds of your customers, you’ll find them generally willing to meet with you when you call. And in an economy where “too much to do and not enough time to do it” is the prevalent mind set, that reputation is a valuable asset. As is always the case, it starts with thoughtfulness and preparation. As we prepare for a sales call, we so often think about what we want to accomplish and what we want to gain out of the sales call. Very few salespeople ever give any thought to what the customer gets out of it. That’s the starting point. Here’s a little mental trick to help you. Before every sales call, when you are thinking about what you want to do, and what tools and materials you’ll need, take a moment and ask, “What is the customer going to gain out of this time he spends with me?” Here’s a list of some possible answers: 1. Some good ideas to help him in his business or his job.

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2. Some ways to help him gain more business. 3. Some ways to distinguish himself from others. 4. Some ideas about how to reduce his costs. 5. Some good things to think about. 6. You helped him resolve some conflict. 7. You helped him simplify things. 8. You helped him solve some problem. 9. You helped him move closer to some objective. 10. You made him feel better about himself or his business. 11. He got to spend time with your charming, entertaining personality. The answer probably lies somewhere within the top ten items on that list. If you can’t name anything that the customer will gain, then you can safely assume that the time the customer spends with you in that sales call will be a waste of his time. Your relationship may be able to withstand one or two of those, but in the long term, wasted time will destroy a business relationship. If you are going to bring value to every customer, every time, then you’ll need to spend more time preparing to do so. That brings us to two simple rules to add value to every sales call: 1. Present something, every time. 2. Ask something, every time. Present something, every time, means exactly that. You should, in every sales call with every customer and prospect, have something to talk about, to educate him on, which may be of value to him. Building-Products.com

You can, for example, have an idea that you share. Maybe an idea that will help him… cut costs, … increase revenues, … save time, … do something better or easier, … make him more valuable, … make his job easier. You may have a story you can tell that provides an example of how someone gained a benefit or solved a problem. You could present a new service, new product, new product line, or new application for an existing product. And, finally, you could present a proposal to buy something from you. The important thing here is that you prepare to present something to every customer and every prospect on every sales call. And not just anything, but rather something that this particular customer may find of value to him. Don’t forget rule number two: Ask something, on every sales call, with every customer and every prospect. And I don’t mean a question like, “What do you think of the weather today?” Ask a question that causes the prospect/customer to… … think about his job or his business in some different way,

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… consider something that he has probably not thought of before, … clarify some values, goals, objectives or strategies. The ultimate power of a good question is that it causes the other person to think. The thinking process that results is the value that a customer may receive from the time spent with you. The purpose of the question is not for you to gain information; rather, it is to direct the customer to think about some things in different ways, so that the customer receives some value. If you take the time to individually prepare something to present and something to ask for each sales call, you will, more times than not, be perceived as bringing some value to the customer. Over time, he’ll be more and more willing to meet with you. And that reputation will be one of your greatest strengths in the marketplace. – Dave Kahle, “The Growth Coach,” is a sales consultant, trainer and author of a free monthly “Thinking About Sales” ezine and six books—including Question Your Way to Sales Success. He will be leading a two-day sales workshop at this year’s NAWLA Traders Market. Reach him at (800) 331-1287; www.davekahle.com.

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2010 NAWLA Traders Market

Exhibitor List

Adivan Woods 210 Curitiba, Brazil Brazilian hardwood decking manufacturer. Ainsworth Group of Cos. 700 Vancouver, B.C. Commodity and specialty OSB products include Durastrand flooring, Thermastrand radiant barrier roof sheathing, Durastrand rimboard, and SteadiTred stair tread panels. Anderson Pacific Forest Products Maple Ridge, B.C. Specialty sawmill since 1993.

307

Anglo American Cedar Products 733 Mission, B.C. Supplier of WRC shakes and shingles. Ante-Holz GmbH Hessen, Germany European softwood sawmills.

829

Anthony Forest Products Co. 615 Box 1877, El Dorado, Ar. 71731; (870) 862-3414; Fax 870-863-4296; www.anthonyforest.com. Booth contact: Chris Webb. Operates SP mills in Urbana, Ar., and Atlanta, Tx.; wood chip mills in Plain Dealing, La., and Troup, Tx.; engineered

wood laminating plants in El Dorado and Washington, Ga., and I-joist facility in Sault Ste. Marie, Canada. Arauco Wood Products 206 Santiago, Chile Trupan ultralight MDF panels and moulding, and AraucoPly plywood, siding and beaded panels. Arch Wood Protection 302 5660 New Northside Dr., Ste. 1100, Atlanta, Ga. 30328; (678) 627-2000; Fax 678-627-2095; www.wolmanizedwood. com. Booth contact: Kris Owen. Manufacturer of chemicals that enhance the properties of wood and licensor of the best known brands of pressure treated wood, including Wolmanized wood and Dricon fire retardant treated wood. Also produces FrameGuard anti-mold coating and AntiBlu sapstain control products. Arrow Reload Systems, Inc. 734 Kamloops, B.C. Arrow Transportation division with reloads throughout Canada and the U.S.

Asia Building Materials Ltd. Hilton Head Island, S.C. Chinese millwork supplier.

213

Babb Lumber Co. 313 Ringgold, Ga. Operates a SYP sawmill and Wolmanized treating plant in Ringgold and a treating facility and reload yard in Vincennes, In. Benjamin Obdyke 612 Horsham, Pa. Residential building products, including the Home Slicker family of moisture-eliminating rainscreens, Cedar Breather underlayment for wood roofing, and a full line of ridge ventilation products, including Roll Vent, Rapid Ridge, and Xtractor Vent. Bennett Lumber Products 618 Princeton, Id. Facilities in Princeton, Id., and Clarkston, Wa., produce 4/4 & 8/4 lumber and oversee 62,000 acres of timberland in Idaho and Washington. BLG Cargo Logistics Bremen, Germany Specialized logistics solutions.

613

Blue Book Services 321 Carol Stream, Il. Online credit data tracker for sawmills, wholesalers, retailers and exporters. BNSF Railway 824 Ft. Worth, Tx. Railway across 28 states and two provinces. Boise Cascade Wood Products 602 Boise, Id. Manufacturer and distributor of lumber, panels and engineered wood.

Quality Manufactured Forest Products at Competitive Prices, including FSC-certified Western Red Cedar and Hemlock.

Surrey, BC • fax 604-531-7581 • crawfordcreek@shaw.ca

604-531-7588 • www.crawfordcreeklumber.com 12

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Boozer Laminated Beam Co. 620 Anniston, Al. Manufacturer of southern pine glulams, including 2.1E BoozerLam, 1.9E BoozerBeam, 1.9E BoozerHeader, 1.9E BoozerColumn, 1.8E BoozerBeam, and 1.6E BoozerHeader. Cabot 610 Newburyport, Ma. Machine stains and wood care products for siding, decking and fencing. Calculated Structural Designs Calgary, Alb.

230

Caliper Princeton, N.J. Management consulting firm.

611

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Calvert Co. 330 Vancouver, Wa. Manufacturer of glulams, arches and trusses for over 50 years.

C&D Lumber Co. 432 Riddle, Or. Manufacturer of Douglas fir, Port Orford cedar, and incense cedar products.

New England.

Canadian Forest Products Ltd. 831 Vancouver, B.C. North America’s largest SPF lumber producer and one of Canada’s largest structural panel producers. Products include dimension lumber, studs/PET, F/J studs, MSR, specialty products, long lengths, OSB and plywood. Species: western SPF, eastern SPF, hem-fir, DF, larch.

Carrier Lumber Ltd. 724 Prince George, B.C. Producer of over 200 million bd. ft. per year, specializing in SPF. Century Aluminum Railings 104 Edmonton, Alb. Do-it-yourself line of maintenance-free aluminum railings and patio covers.

CMPC 823 Santiago, Chile Produces solid wood products, sawn wood, remanufactured products, plywood, lumber, wood chips, and pulp from timberlands in Chile and Argentina.

Canadian National Railway 303 Montreal, P.Q. Railroad network serving markets across North America.

Cersosimo Lumber Co. 626 Brattleboro, Vt. The largest producer of Northeastern U.S. hardwoods and eastern white pine lumber in

C.M. Tucker Lumber Cos. 604 Pageland, S.C. Southern yellow pine sawmill and pressure treater.

China Hengda Wood 222 Shandong, China Chinese manufacturer of joint-laminated boards, fingerboard, wallboard, flooring, furniture and woodcraft.

Show Floor for 2010 NAWLA Traders Market at Hyatt Regency Hotel, Chicago, Il.

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Coastal Plywood Co. 426 Box 1128, Havana, Fl. 32333; (800) 359-6432; (850) 539-6432; Fax 850-5396799; Email dforbes@coastalplywood. com; www.coastalplywood.com. Coastal Plywood is committed to providing the best value in southern pine plywood. It has recently completed the installation of new manufacturing equipment to improve the quality and appearance of its plywood products. Its sales staff is responsive to customer needs throughout the purchasing process, from inquiry through delivery. Coastal offers an extensive product line that includes Performance Rated Sheathing, AC, BC, BB O&ES Plyform, Sturd-I-Floor underlayment, classic beaded interior siding, and SolarPly radiant barrier roof sheathing. Collins Cos., The 719 Portland, Or. Family-owned forest products company since 1855, with FSC-certified forests in Oregon, California and Pennsylvania. Products include hardwoods, softwoods, pine particleboard, engineered wood siding and trim. Columbia Cedar 501 Kettle Falls, Wa. Manufacturer of western red cedar decking, siding, fencing, T&G paneling. Conifex Inc. 429 Fort St. James, B.C. Timber harvesting, reforestation, forest management, sawmilling logs into lumber and wood chips, and lumber finishing.

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Cowichan Lumber Ltd. 422 N. Vancouver, B.C. WRC, DF and Alaskan yellow cedar, plus range of special timbers cut to size. CraftMaster Manufacturing Chicago, Il. Interior door manufacturer.

406

Creatus Wood Products Inc. 331 Ontario, Ca. Redwood trim, siding and moulding, fingerjoint softwood and hardwood moulding, and finished products. Diacon Technologies Ltd. 224 Richmond, B.C. Preservatives, sealants, lumber waxes. DiPrizio Pine Sales 709 Middleton, N.H. Manufacturer of K.D. eastern white pine and red pine. DMSi 704 Omaha, Ne. DMSi’s flagship software product, Agility, is built with inherent lumber industry functionality, including tallies, tags, reman, integrated viewers, dispatch, drop ships, mill system integration, freight/fuel accounting, accurate costing, and air-tight inventory control. Duckback Products 423 Chico, Ca. Superdeck exterior stains, sealers and prep products for wood and Mason’s Select stains, sealers and cleaners for concrete and masonry. Dunkley Lumber Ltd. Prince George, B.C. SPF producer.

403

Durgin & Crowell Lumber Co. 419 New London, N.H. K.D. eastern white pine manufacturer. Eacom Timber Corp. 939 Montreal, P.Q. One of eastern Canada’s largest softwood producers in eastern Canada, manufacturing solid wood and value-added products from Domtar’s former sawmills and reman facility. Eagle Plywood Specialties 312 Harrisburg, Oh. APA-certified panels and plywood from 2'x6' up to 5'x12'. Elof Hansson 401 Elmsford, N.Y. U.S. sales arm of Swedish timber giant. Empire Lumber Co. Kamiah, Id. Western softwood mill.

628

Fiberon 721 New London, N.C. Producer of Fiberon composite decking, railing and fencing, combining the beauty of real wood with high durability. Filler King Co. 629 Homedale, Id. Manufacturer of laminated random length roof decking, laminated long length roof decking, and Douglas fir and Alaskan yellow cedar laminated wood beams. Finnforest USA Engineered Wood Division 537 Roseville, Mi. Distributes Master Plank LVL throughout North America.

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Florida East Coast Railway 114 St. Augustine, Fl. Operating a 351-mile regional freight railroad from Jacksonville to Miami. Forest Products Distributors, Inc. 624 Rapid City, S.D. Pine dimension, boards and timbers, with reman, priming and treating plants. Forest2Market 306 14045 Ballantyne Corporate Pl., Ste. 150, Charlotte, N.C. 28277; (704) 5401440; Fax 704-540-6301; www.forest2market.com. Proof that transaction-based lumber pricing and benchmarking service was needed in the industry, Forest2Market’s Mill2Market weekly lumber pricing service is quickly becoming the industry standard in the South. In year one, Mill2Market has grown significantly, both in terms of the number of lumber mills and wholesalers it serves, but also in the number of features it provides to these customers. Mill2Market offers credible and transparent weekly price reports and benchmarks for lumber products, helping participants make better informed decisions, assess their performance against industry peers, and improve their net sales rationalization. More detailed than any other available report, Mill2Market offers price and volume trend information on both a weekover-week and during-the-week basis. An independent and neutral source of market information, Forest2Market has a track record of delivering value to customers. In fact, existing customers believe so strongly in its approach to data collection, quality control and analysis, they asked Forest2Market to develop a data-driven lumber pricing service. Forest2Market is the leader in the forest products industry for data-based solutions and raw material purchase benchmarks. The data underlying its products are transaction—not survey—based, which ensures reporting of true market prices. All data is expertised by industry professionals and collected and disseminated anonymously. ForesTel/NAWLA TeleLink 304 Portland, Or. Voice, data, broadband, Internet services. Fraser Specialty Products 425 Edmundston, N.B. MDF, wood products, panels and plywood. Fraserview Cedar Products 801 Surrey, B.C. Lumber and panel maker specializing in prefabricated fence and lattice panels. Fritch Mill Snohomish, Wa. DF, hemlock and WRC sawmill.

539

GAF Decking Systems LLC 204 Biddeford, Me. Supplier of CrossTimbers and CorrectDeck composite decking, railings and accessories. Gilbert Smith Forest Products Barriere, B.C. Manufacturer of WRC lumber.

625

Gorman Bros. Lumber Ltd. Westbank, B.C. Whitewood and appearance boards.

117

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Gossen Corp. 322 Milwaukee, Wi. Cellular PVC products, including vinyl moldings and exterior millwork. Great Southern Wood Preserving 710 Abbeville, Al. Eleven full-service treating plants specializing in YellaWood brand southern yellow pine. GRK Fasteners 729 Thunder Bay, Ont. Designer and manufacturer of proprietary nails, screws and other construction fasteners. Haida Forest Products Ltd. 325 8818 Greenall Ave., Burnaby, B.C. V5J 3M7; (866) 553-9663; (604) 437-3434; Fax 604-437-7222; info@haidaforest.com; www.haidaforest.com. Established in 1951, Haida Forest Products Ltd. is a specialist in western red cedar, with over 59 years experience manufacturing and distributing premium cedar sidings, paneling and lumber products for North American, European and Asian markets. Haida specializes in wavy edge bevel siding, straight edge bevel siding, tongue & groove paneling, channel siding, log cabin siding, clear S4S and S1S2E finish, as well as decking, posts and timbers in Architectural Knotty and Clear grades. All of its premium grade products are sold under our Haida brand, including Haida Skirl wavy edge siding. Hampton Lumber Sales 407 Portland, Or. DF, hem-fir, SPF, dimension, laminating

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stock, light framing, structural joists, planks and specialties. Hancock Lumber Co. 819 Casco, Me. Largest producer of eastern white pine in the U.S. and one of the nation’s largest manufacturers of pattern stock. Hardel Mutual Plywood Corp. 727 Chehalis, Wa. Full line of sanded panels, 303 plywood sidings, and marine grade panels, along with structural 9' and 10' sheathing panels, CCX and CDX panels up to 5x10. Hoover Treated Wood Products 212 Thomson, Ga. Provider of Pyro-Guard interior fire retardant treated wood, Exterior Fire-X exterior fire retardant treated wood, and wood preserved with CCA, Dura-Guard, Cop-8, Cop-Guard, Copper-Azole, and Micro-Guard. Services include TSO and KDAT. Huber Engineered Wood 310 Charlotte, N.C. AdvanTech OSB flooring, sheathing and rim board and the Zip Wall System water-resistive barrier. Hy Mark Wood Mfg. Blaine, Wa. WRC boards, siding and specialties.

833

Idaho Forest Group 533 4447 E. Chilco Rd., Athol, Id. 83801; (877) 434-6455; (208) 762-6630; Fax 208762-6631; www.idahoforestgroup.com Idaho Forest Group (IFG) is the largest

producer of lumber from the Inland Northwest. Currently, IFG operates four sawmills in northern Idaho with production capacity of 1 billion bd. ft.—and growing. Species include white fir, hem-fir, Doug fir, larch, SPF, ponderosa pine, white pine, Engle-mann spruce, lodgepole pine, and western red cedar. Offers a wide range of products and grades in sizes ranging from 1x4 thru 1x12 boards to 2x3 thru 2x12 8’20’ dimension and 2x3-2x6 8’-9’ studs. IFG also offers custom services, such as private labeling, end branding, half packs, bar coding, specified tallies, custom sizes, and custom grades. IFG’s Idaho Forest Gold line of specialty products (including inland western red cedar) products are kiln dried inland fiber, ensuring unsurpassed stability, consistency and reliability. As an added feature, IFG products are available FSC certified. Idaho Timber Corp. Fort Worth, Tx. Sawmills and manufacturing plants.

619

Imperial Shake Co. 435 Maple Ridge, B.C. Cedar shake and shingle sawmill specializing in premium roofing and sidewall products. Independent Dispatch, Inc. Portland, Or. Intermodal and trucking services.

807

InterFor 415 Vancouver, B.C. Sawmills and timberlands throughout Canada, Oregon and Washington.

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International Beams Fredericton, N.B. Solid-sawn I-joists from black spruce.

334

Kleer Lumber Westfield, Ma. Cellular PVC trimboard.

421

InterWrap Mission, B.C. Coated woven wood packaging.

825

Klenk Holz AG Oberrot, Baden-Wurttemberg, Germany Europe’s biggest pine sawmill.

205

Irving Forest Products Dixfield, Me. Eastern white pine sawmill.

231

KP Software Systems 411 W. Vancouver, B.C. Software solutions for wood production, sales, distribution and shipping.

ISIS Wood Product Solutions 209 Langley, B.C. Inventory, sales and production software for mills, remans and wholesalers. Jensen Inc., Norman G. 532 Blaine, Wa. Consulting services to North American importers and exporters. Kalesnikoff Lumber Co. Thrums, B.C. Specialty sawmill.

420

Krauter Solutions 712 3601 N. Arlington Ave., Indianapolis, In. 46218; (800) 992-2824; Fax 317-5428961; www.krautersolutions.com. Booth contact: Rick Hogue. • Bulk storage buildings • Stack racking • Cantilever racking • T-sheds Offers a full line of buildings, warehouse storage fixtures, racking systems, and

fully integrated rack-supported structures. Uses an architectural approach when designing storage solutions. In-house CAD department and consulting engineers registered in all 50 states provide the level of partnership required to ensure the job gets done right. Whether for beginning a new site or adding to existing structures, Krauter can counsel and assist in preconstruction issues. Lazy S Lumber/Columbia Cedar Beavercreek, Or. WRC siding, paneling and decking.

500

Les Bois Indifor 233 Sainte-Foy, P.Q. Marketing firm representing three Quebec sawmills (Wilfrid Paquet & Fils, Alexandre Lemay & Fils, Clermond Hamel) offering seasoned and green wood in various dimensions and lengths of fir, white spruce, and red pine.

Leslie Forest Products Ltd. Delta, B.C. WRC, hemlock, DF, SPF manufacturer.

418

Lignum Forest Products Vancouver, B.C. MSR and other lumber products.

804

Limington Lumber East Baldwin, Me. Bandsawn eastern white pine boards and pattern stock.

332

LP Building Products 621 Nashville, Tn. World’s largest producer of OSB, plus other building products. LTG Inc. 400 8501 Astronaut Blvd., Ste. 5-188, Cape Canaveral, Fl. 32920; (863) 229-8456; Fax 863-229-8359; Email jim@lbrtimber.com; www.lbrtimber.com. Booth contact: Jim Van Pelt. Sales agency for specialty sawmills, direct to wholesale distribution, for tropical hardwoods, western red cedar, cypress, southern pine timber, Douglas fir timber, and recycled plastic lumber & timber. Lumbermen’s Underwriting Alliance Boca Raton, Fl. Coverage for the forest products industry.

530

LWO Corp. Portland, Or. Woodway lattice panels, post caps, and pre-built EZ Rails.

431

MacKenzie Sawmill Ltd. 739 Surrey, B.C. Progressive sawmill cutting DF, WRC, hemlock and balsam products. Magnolia Forest Products Terry, Ms. Industrial grade plywood, hardwood inventory, remans.

311

Maibec Industries 529 Ste.-Foy, P.Q. SPF dimension, MSR and white cedar shingles, and treated lattice. Maine Wood Treaters Mechanic Falls, Me. MicroPro treated SYP, FRTW, borates, and ACQ.

118

Maiweave, LLC Springfield, Oh. Woven polyethylene covers, tarps and liners.

622

Mallory Alexander International Logistics Memphis, Tn. Logistics firm with a global network.

333

Manning Diversified Forest Products Hotchkiss, Alb. SPF sawmill, planer mill, and reman.

105

Mary’s River Lumber Co. 414 4515 NE Elliot Circle, Corvallis, Or. 97330; (800) 523-2052; www.marysriver-lumber.com. Booth contacts: Don Dye, Raymond Luther, Rick Ingram. Mary’s River Lumber Company has grown to be the nation’s leader in the manufacture of western red cedar random length specialty lumber products. Since its inception in 1974, Mary’s River has emphasized consistent high quality products and service to customers throughout the world. With sawmills, kilns and finishing plants in both Oregon and Washington, Mary’s River is your reliable source of second growth, tight-knotted, WRC—from fencing to bevel siding, fascia boards to tongue-and-groove paneling. Mary’s River Lumber Co.’s goal is to become your business partner by offering quality products, information, and reliable service. Mason Forest Products Ruston, La. Dimension, flooring, veneer, plywood.

728

Master Mark Plastics 636 Albany, Mn. Rhino Deck composite decking and a composite white rail system with a vinyl overlay.

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Maze Nails 705 100 Church St., Peru, Il. 61354; (800) 435-5949; Fax 815-223-7585. www.mazenails.com. Booth contacts: Kim Pohl, Lisa Martin. Manufacturer of 100% Made in the U.S.A. specialty nails, Stormguard double hot-dipped galvanized nails, and a complete line of stainless steel nails.

McFarland Cascade 809 1640 E. Marc Ave., Tacoma, Wa. 98421; (800) 426-8430; Fax: 253-5973337; www.mcfarlandcascade.com. Booth contacts: Phil Schumock, Bill Jones. The Terratec Post Cap line offers homeowners top quality for a great price. McFarland Cascade is also introducing exciting, eco-friendly solar LED caps in classic new designs, showcased in black, copper and stainless steel. Filling out its line are wood and wood with metal top caps available in the most popular styles.

North Enderby Timber 228 Enderby, B.C. Western red cedar products since 1984. Northeastern Lumber Manufacturers Association 900 Cumberland Center, Me. Rules writing agency for eastern white pine lumber; grading authority for eastern spruce, balsam fir, SPF, and other commercial eastern softwoods, and marketing voice for Northeast’s wood products industry. North American Wholesale Lumber Association 201 Rolling Meadows, Il. Association of 500+ LBM wholesalers, producers and affiliates in the U.S. and Canada. Nova USA Wood Products 726 Toronto, Ont. Hardwood importer specializing in products

from South America and Asia, such as decking, flooring, rough lumber, and industrials. Oregon-Canadian Forest Products 820 North Plains, Or. Manufacturer of specialty wood products. Pacific Coast Cedar Products Maple Ridge, B.C. Specializing in cedar shingles.

437

Pacific Western Wood Works Delta, B.C. Value-added WRC outdoor products.

706

Pacific Wood Laminates 608 Brookings, Or. Veneer, plywood, specialties, and LVL. Pacific Woodtech Corp. 703 Boise, Id. Private label LVL and wood I-beams made from Douglas fir.

McShan Lumber Co. 718 McShan, Al. Producer of quality SYP products since 1907, including high grade, stepping, patterns and export. Mid Valley Lumber Specialties 702 Aldergrove, B.C. Remanufacturer of WRC fascia, decking, timbers, fencing, rails, posts and lattice. Middle Tennessee Lumber Co. 813 Burns, Tn. Hardwood lumber, plywood, flooring, millwork and components. Mill & Timber Products Surrey, B.C. WRC harvester, sawmill and reman.

329

Neiman Enterprises 202 Hulett, Wy. Group of family-owned and operated mills manufacturing and remanufacturing ponderosa pine lumber and millwork. Nordic Engineered Wood 730 Windsor Station, Ste. 504, 1100 De La Gauchetierre St. W., Montreal, P.Q. H3B 2S2; (514) 633-9661; Fax 514-633-0833; Email info@nordicewp.com; www.nordicewp.com. Booth contacts: Albert Renaud. Andrew Dingman, Jean-Marc Dubois. Nordic manufactures building products for home and commercial applications. The firm’s production facility comprises stateof-the-art equipment designed to optimize fiber yield with strict quality control. Under a meticulous ISO 14001 program, the company manages over 2 million acres of timberlands and maintains capacities of 140 million linear ft. of I-joist and 50 million bd. ft. of glulam production. Nordic is also certified by the Forest Stewardship Council. High density black spruce forms the base for Nordic products. Known for its high strength-to-weight ratio and consistent fiber quality, Nordic’s black spruce is ideal for engineered wood products. Nordic’s beams, headers, columns and tall wall studs feature an exclusive EnviroLam technology—a process that minimizes waste and optimizes fiber use.

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WHAT YOU WANT. WHEN YOU NEED IT. Dimension Lumber Treated Products Domestic

Timbers Green & K.D. Export

Manke Lumber Company is familyowned and has been serving the needs of the lumber industry since 1953. We take pride in milling and stocking quality lumber in a full range of commodity sizes and larger dimension timbers. We also answer your market needs for a wide variety of treated lumber products. Our forest products are milled from carefully harvested Northwest trees ready for distribution to you—on time and at the right price. Located in the Port of Tacoma, we have ready access to deep water shipping, rail heads or trucking terminals for longer haul loads. Manke operates its own fleet of trucks and is at your service for straight or mixed loads by truck, rail or sea. We manufacture primarily Douglas fir and western hemlock, including • 2x4 thru 2x12, Lengths 8-20’ • 3x4 thru 3x12, Lengths 8-26’ • 4x4 and wider, Lengths 8-26’ • 6x6 and wider, Lengths 8-26’ • 8x8 and wider, Lengths 8-26’ • Timber sizes up to 12x12

Palliser Lumber Sales Ltd. Crossfield, Alb. SPF studs, dimension, fencing, pallet stock, and specialties.

208

Partners Dimensional Services LLC Elwood, Il. Logistics services for the Chicagoland areas.

822

Patriot Timber Products Greensboro, N.C. Imported hardwood and panel products.

605

Peninsula Plywood Group Port Angeles, Wa. Former KPly plywood mill.

803

Pennsylvania Lumbermens Mutual Insurance Co. 723 1 Commerce Sq., 2005 Market St., Ste. 1200, Philadelphia, Pa. 19103; (800) 752-1895; Fax 215-625-9097; www.plmins.com. Pennsylvania Lumbermens Mutual Insurance specializes in property and casualty insurance for the lumber, woodworking and building material industries. Established in 1895, it has over a century of industry knowledge and expertise. Today, PLM provides protection for some 6,000 businesses in over 47 states. Its primary lines include Property, General Liability, Inland Marine, Business Automobile, Commercial Excess Liability, and Equipment Breakdown coverages. PLM offers competitive rates, loss control programs, and prompt claims response and handling. It is financially strong and carries an A.M. Best rating of A (excellent). Designated NAWLA’s Approved & Recommended Property/Casualty Underwriter for members, PLM has provided a safety group dividend plan since 2000. Pine Tech 837 Lake City, Mi. Red pine timbers, squares, dimension, boards and round posts. Plum Creek 433 Columbia Falls, Mt. Timberlands and Northwest mills, producing boards, solid and F/J studs, SYP dimension, plywood and MDF.

Manke Lumber Company Call 1-800-426-8488 1717 Marine View Dr., Tacoma, WA 98422

Phone 253- 572-6252

Fax 253-383-2489

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VISIT US IN BOOTH 232 AT THE TRADERS MARKET.

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Plycem USA Alpharetta, Ga. Fiber cement exterior trim.

832

Porcupine Wood Products Ltd. 409 Salmo, B.C. Clears, decking, dimension, fascia, fencing. Potlatch Corp. 715 Lewiston, Id. Producer of dimension lumber, industrial plywood, particleboard, OSB, studs. Power Wood Corp. Surrey, B.C. Quality WRC products.

219

PPG Machine Applied Coatings 318 1 PPG Pl., Pittsburgh, Pa. 15272; (877) 622-4277; www.ppg.com. Booth contacts: David Jeffers, Craig Combs, John Westmaas, Dave Siteman, Patrick Hanulak. Originator and leader in machine coating technology provides value-added wood and composite performance solutions. This includes research and development, production support, and factory finish marketing programs with a nationally known product.

Random Lengths 106 Eugene, Or. Forest products price reporting and other information services since 1944. Resource Communications 808 Grand Rapids, Mi. Specializes in video education, sales and training through Internet communication. Re-Transportation Co. Lake Hopatcong, N.J. Transportation and logistics.

839

Rex Lumber 410 Graceville, Fl. Southern yellow pine lumber manufacturer for over eight decades. Rielly Industrial Lumber W. Vancouver, B.C. WRC decking and specialties.

720

RISI 632 4 Alfred Circle, Bedford, Ma. 01730; (866) 271-8525; Fax 781-271-0337; Email wt@risi.com; www.risiinfo.com/crows. Booth contacts: Ray Barbee, Dan Blenk, Ken Tennefoss, Gary Zauner, Trish Roche RISI publishes Crow’s Market & Price Service, the most comprehensive market and price service covering the North American lumber and panel market. Crow’s provides objective wholesale pricing, detailed market reports, daily and weekly news updates, and market forecasts to give you a complete and accurate understanding of each week’s markets. Robbins Lumber, Inc. Searsmont, Me. Eastern white pine manufacturer.

315

Probyn Group 812 New Westminster, B.C. Cedar fencing and board reman, WRC mill, and WRC/whitewood fencing producer. Progressive Rail Inc./ Carload Connection 814 Lakeville, Mn. Transportation, warehouse and logistics. Progressive Solutions, Inc. 214 13777 Commerce Pkwy., Ste. 200, Richmond, B.C. V6V 2X3; (604) 214-8750; (877) 746-4774; Fax 604-214-8751; www.progressive-solutions.com. A recognized leader in the lumber building materials and wood products industry thanks to its commitment to product innovation, customer-focused management practices and employee development. Every day, their straightforward, easy-touse business software solutions like bisTrack and lumberTrack solve business problems for thousands of users across North America, Europe and Australia. Using real-time inventory control as its foundation, lumberTrack can integrate all aspects of a company’s business information, internal communication, and customer service. Business critical information is so easily and quickly accessed that it changes the way companies do business, making it the system of choice for the hardwood, softwood, treaters, distributors, panel producers, engineered woods, machined products, and value-add remanufacturers industries. BisTrack Windows-based software was developed specifically for building industry suppliers, and helps building materials distributors and dealers manage complex sales, inventory control and other business transactions, with outstanding support for softwood and hardwood products. QuattroTimber by Synergy 732 Armstrong, B.C. Laminated wood products include QuattroPost, QuattroCorner, QuattroCorbel, QuattroLam, and QuattroSpan.

Building-Products.com

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Rosboro 528 Box 20, 2509 Main St., Springfield, Or. 97477; (888) 393-2304; (541) 746-8411; Fax 541-726-0972; www.rosboro.com. Rosboro has been manufacturing wood products and managing forestlands for 70 years. Today, the company operates a stud and dimension mill, plywood and veneer plant, and three glulam plants. Stud products include 8’, 9’ and 10’ lengths in KD and green fir. The dimension mill cuts lam stock, dimension, 4” timbers, and Rosboro Select Joist. Rosboro has developed the reputation as a quality sheathing producer, and in 2009 equipment was added to expand its offerings to MDO, thick panels, T&G and sanded items. Rosboro has grown into North America’s largest glulam producer, with an extensive product offering that includes Big Beam, Rosboro Treated Glulam, and X-Beam, the industry’s first full-framing-width glulam in architectural appearance. An advance in convenience for both builders and distributors, the 3-1/2” and 5-1/2” wide X-Beam means builders no longer have to fill the 3/8” gaps between beam and sheetrock that result from traditional 3-1/8” and 5-1/8” widths. Lumber suppliers can reduce the number of SKUs in their yards, since full-width Architectural X-Beam can be used for concealed and exposed applications. It comes in standard glulam and I-joist depths. Roseburg Forest Products Co. Roseburg, Or. Lumber, plywood, specialty panels, and EWP.

810. 811

RoyOMartin 828 Box 1110, Alexandria, La. 71309; (800) 299-5174; www.royomartin.com. Booth contacts: Bobby Byrd, Lori Bailey Byrd, Joel Arnold, Bert Campbell. Manufacturer of FSC-certified southern pine plywood and OSB, softwood lumber, and treated utility poles and piling. RoyOMartin is the brand name of Martin Companies, LLC, a group of family-owned, professionally managed forest products and forestland management companies based in Alexandria, La. Founded in 1923 as Roy O. Martin Lumber Co., it currently operatse three manufacturing facilities in central Louisiana (plywood, OSB, poles and piling), one in Alabama (lumber and timbers), and a pole yard in Arkansas. RoyOMartin also owns 570,000 acres of timberland in Louisiana, making it one of the largest private landowners in the state. All of its forestlands have been certified as well-managed according to FSC principles and criteria. Samuel Strapping Systems Toronto, Ont. Innovative packaging and unitizing solutions.

404

SaverSystems Richmond, In. Water repellents for wood, masonry and concrete.

336

Sawarne Lumber Co. Ltd. Richmond, B.C. WRC siding, paneling, boards, dimension, decking, fencing.

601

Selkirk Specialty Wood, Ltd. 207 Box 880, Revelstoke, B.C. V0E 2S0; (250) 837-7444; Fax 250837-7412; Email rob@selkirkcedar.com; www.selkirkcedar.com. Booth contact: Rob Marusic. Selkirk Cedar specializes in the manufacturing of a wide range of kiln dried and green western red cedar products in Clear and Knotty grades, including 7/8” boards, K.D. decking, patterns and fingerjoint. Seneca Sawmill Co. Eugene, Or. Over 350 million ft. of dimension, lumber and studs a year.

631

Shasta Green Inc. Burney, Ca. Studs, structural light framing, moulding and 4/4 commons.

627

Sierra Pacific Industries 633 Redding, Ca. Sawmills, millwork plants, reman, window/door plant, timberlands. Simpson Lumber Co. Tacoma, Wa. DF, hemlock and SYP dimension.

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October 2010

638

Building-Products.com

Simpson Strong-Tie 802 Pleasanton, Ca. Structural connectors, shearwalls, anchors and fastening systems. Sinclar Enterprises Ltd. Prince George, B.C. Remanufacturer and sales agents for B.C. stud mills.

428

Skana Forest Products Ltd. Richmond, B.C. Manufacturer of high-quality dimension lumber.

614

Snavely International Forest Products 623 Pittsburgh, Pa. Manufacturer and importer of softwood lumber and specialties. Snider Industries 634 Marshall, Tx. 1" SYP lumber, S4S & patterns, SPIB grades of D&Btr., #2 and #3. Softwood Forest Products Buyer

800

Spruceland Millworks Surrey, B.C. SPF F/J studs, dimension, components and fencing.

737

Starborn Industries 430 Avenel, N.J. HeadCote stainless steel screws with color-coated heads and SmartBit pre-drilling and countersinking tool.

Sunbelt 305 2255 Justin Trail, Alpharetta, Ga. 30004; (800) 353-0892; (770) 569-2244; Email parrish@sunbeltracks.com; www.sunbeltracks.com. LBM industry leader in rack storage systems, rack-supported buildings, and pre-engineered steel buildings, Sunbelt designs, engineers and installs cantilever, pallet, mezzanine, and millwork storage systems, as well as drive-thru buildings, sheds, store buildings, and warehouse buildings. Wide variety of specialty racks includes Power Bin automated lumber storage system and door/window stack racks.

Sun Mountain Lumber 323 181 Greenhouse Rd., Deer Lodge, Mt. 59722; (406) 846-1721; Fax 406-846-1672; www.sunmtnlumber.com. Sun Mountain Lumber was formed in the spring of 2004 when Sherm and Bonnie Anderson acquired the stud mill and fingerjoint facilities formerly owned by Louisiana-Pacific Corp. In addition to the stud mills, the Andersons have owned and operated Sun Mountain Logging since 1976. Primary lumber products include: • No-prior select kiln-dried solid studs (2x4, 2x6, 8' & 9', stud and #2 grades, DF & ESLP, HT stamp) Sunset Moulding Co. 423 Yuba City, Ca. Produces moulding and millwork in wood and Suntrim MDF.

Stimson Lumber Co. 714 Portland, Or. DF and hem-fir studs, lumber, studs, plywood, hardboard, Duratemp hardboard siding, and StimPro inland red cedar products. Stoltze Land & Lumber Co., F.H. 324 Columbia Falls, Mt. DF & larch, SPF & SFP-S, cedar, Idaho white pine, ponderosa pine. Stone, F.C. Chicago, Il. Softwood lumber and OSB futures specialist.

335

Respecting the forest, honoring the past, building the future. A nation’s pride you can build on.

Manufacturers of 10 million bd. ft. monthly of • 5/4 & 6/4 Ponderosa Pine Shop • 4/4 Premium Pine Board Programs • and 5/4 Radius Edge Decking Programs State-of-the-Art Hewmill & Headrig Mill Contact Sheldon Howell

Bob Bretz

(509) 874-1163

(805) 995-0700

See us at Booth 207

Yakama Forest Products 3191 Wesley Rd., White Swan, WA 98952 Fax 509-874-1162

www.yakama-forest.com

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Swanson Group Sales 320 2695 Glendale Valley Rd., Glendale, Or. 97442; (541) 832-1121; (800) 3310831; www.swansongroupinc.com. Swanson Group Sales handles sales for Swanson Group, a privately owned forest products company based in Glendale, Or., which owns five sawmills—two dimension mills, a stud mill, and two plywood mills— in Glendale and Springfield, Or.

Teal-Jones Group, The 815 Surrey, B.C. WRC shingles, lumber, paneling and siding.

Teton West Lumber Cheyenne, Wy. Five sawmill, reman, and reloads.

319

TECO 221 Sun Prairie, Wi. Third-party certification of OSB, plywood, EWP, particleboard, MDF and wood adhesvies.

Timber Holdings International Milwaukee, Wi. Hardwood distributor.

424

Terminal Forest Products Ltd. 531 Vancouver, B.C. Northwest timberlands and lumber mills.

Managing Today’s Forest for Tomorrow www.sunmtnlumber.com Deer Lodge, MT 59722 Contact: Linda Sabrowski Fax 406-846-1672

(406) 846-1721

Quality, no-prior select kiln-dried studs. ESLP and DF in both stud and #2 grades, 2x4 & 2x6, 8’ & 9’ trims. Ships via Truck & Rail ~ UP & BNSF

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TimberTech 805 Wilmington, Oh. Composite decking, railing and fencing. TMO Global Logistics 427 Charlottesville, Va. Transportation support and consulting. Tolko Marketing & Sales Ltd. 821 Vernon, B.C. Studs, MSR, dimension, plywood and OSB. TradeTec Computer Systems Ltd. Parksville, B.C. Forest products software solutions.

827

TrimJoist Corp. 327 Columbus, Ms. Open web trusses with trimmable I-joists. Tri-State Lumber Co. Fulton, Ms. SYP poles, timbers and treated stock.

725

Trout River Lumber Crewe, Va. SYP flooring and SPIB pattern work.

108

Union Pacific Railroad 223 Omaha, Ne. Largest railroad in North America, operating in the western two-thirds of the U.S. U.S. Rail Toledo, Oh. Operates shortline railroad in Ohio.

722

Building-Products.com

Versatex Trimboards Leetsdale, Pa. Cellular PVC trimboards.

405

Waldun Group Maple Ridge, B.C. Cedar roofing, siding, lumber, deck and garden components.

402

Watco Transload & Intermodal Services 711 Pittsburg, Ks. Rail-centered transload, warehousing and intermodal company. Watkins Sawmills Ltd. Maple Ridge, B.C. Producer of WRC shakes and shingles.

713

Weaber, Inc. 408 Lebanon, Pa. Oak and poplar S4S boards, moulding, stair parts, and flooring. West Bay Forest Products & Mfg. New Westminster, B.C. Sawmills, reman and specialty plants.

600

West Fraser Mills Ltd. Quesnel, B.C. Lumber, LVL, MDF and plywood.

708

Western Forest Products Inc. 806 Duncan, B.C. Coastal B.C.’s largest woodland operator and lumber producer. Westervelt Lumber 232 Box 4899, Tuscaloosa, Al. 35404; (205) 562-5896; Fax 205-5625814; www.westerveltlumber.com; Booth contacts: Joe Patton, Mark Richardson. Westervelt is a SYP sawmill located in Moundville, Al., producing 1" boards, dimension lumber, 5/4x6 RED, and timbers. Annual production capacity is 215 million bd. ft. Also runs 1" and 2" patterns. Weston Forest Corp. Mississauga, On. Remanufacturer of forms and industrials.

218

Westshore Specialties Delta, B.C. WRC and Alaskan yellow cedar remanufactured products.

818

WoodPro Software Inc. 540 Richmond, B.C. Fully integrated inventory and financial management software system. Woodtone Building Products Chilliwack, B.C. Producer of coated exterior wood products.

309

Wynndel Lumber Sales 326 Box 40, Wynndel, B.C. V0B 2N0; (250) 866-5266; (877) 8985266; Fax 250-866-5352; www.wynndellumber.com. Wynndel Lumber Sales offers the most advanced finish line for ESLP (Engelmann spruce-lodgepole pine) boards in North America. The flagship of the line is a LMC 2009 Super Thundermac planer/ moulder—the largest board moulder ever delivered to North America. Its 7,200-rpm, 20-knife heads impart 14 knife cuts per inch on 1x4 through 1x12 ESLP eased-edge boards. The control and precision hold-downs will give the eased-edge product exacting tolerances. The line is complemented with three slowdown grading stations, an automatic trimmer, end stamping for grade, and end waxing to eliminate end splits and improve yardability. Trim loss and machine defects will be minimized, allowing Wynndel to target and maximize optimal tallies. Its Wadkin and Weinig moulders run about 12 million bd. ft. of pattern stock. As Wynndel expands in the premium board market, there is an expectation to do the same in pattern and it has positioned itself to take on additional demand. It currently runs more than 30 different profiles of paneling and siding, with the capacity to make additional profiles. With in-house priming, Wynndel can also target any of its specialty products through the vacuum coater line to output highend trim and fascia products. Zip-O-Log Mills 413 Eugene, Or. DF posts, beams, timbers, joists, stringers, ties, and domestic clears.

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SUPPLIER Briefs Georgia-Pacific is laying off 118 employees at its LVL plant in Roxboro, N.C. Just a “select few” workers will stay on to run the facility’s I-line. Marley & Wertz, Evansville, In., suffered damage to its hardwood operations in a Sept. 11 fire. Weyerhaeuser cut back from three shifts to one at its OSB mill in Arcadia, La. Boral Composites , Roswell, Ga., broke ground on Sept. 9 on a new exterior building products plant next to its brick manufacturing facility in East Spencer, N.C. Tamko Building Products, Joplin, Mo., permanently closed its roofing felt plant in Butler, Al. Parksite, Batavia, Il., is now distributing National Gypsum’s Gold Bond SoundBreak XP gypsum board at its eight DCs throughout the East. Parksite was also named Distributor of the Decade by Tiger Claw Inc., Bristol, Ct. Lam-Wood Systems, Denver, Co., and Omaha, Ne., is now exclusive distributor for RedBuilt’s Red-I and RedLam lines in Nebraska, Kansas, western Iowa, Wyoming, Colorado, and New Mexico. To ease the transition, RedBuilt technical sales rep Bret Maynard is joining the Lam-Wood sales team. RedBuilt is seeking reps for other regions, from the Midwest and Northeast, down to Texas and the Southeast. NILCO, N. Jackson, Oh., is now distributing Trex products in Indiana, Kentucky, Ohio and West Virginia. Weekes Forest Products, St. Paul, Mn., is now distributing for Trex in Michigan, Indiana and Florida. Trex, Winchester, Va., has entered into a licensing agreement with PolyWood Inc., Syracuse, In., to develop and market the Trex Outdoor Furniture collection.

MCCOY’S yard in Belton, Tx., was flooded by Tropical Store Hermine, but reopened five days later.

McCoy’s Building Supply, Belton, Tx., was flooded by 10 inches of water dropped by Tropical Storm Hermine on Sept. 8. “We had four to five feet of water in our yard, and all the mud and the filth from the drainage creeks came inside the store,” said regional manager Ron Van Winkle. Employees cleaned and restocked the store by the following Monday. Nearly 65% of the yard’s building materials were lost to the rising water.

SAMUEL AUTOMATIC BAR CODING OF GREEN, KD OR TREATED PRODUCTS WITH STAPLES OR ADHESIVE

Samuel pioneered automatic application of bar codes to individual boards in 1990. Further developments: • Installations of countless systems across North America • Hot melt, non-contact application for KD and some green products • Staple-on application for treated and very green products • Systems to apply bar codes to each board in a completed package.

SAMUEL BAR CODING SYSTEM PROVIDES SUBSTANTIAL SAVINGS Manual label application is a very expensive process. Stapling a label to every board in a load of 200 to 300 boards is a big job. In addition, the label must be of substantial strength to be held in place with a staple. Samuel Automatic Bar Coding Systems eliminate labor costs and, in many cases, label costs.

800-667-1264

Owens Corning, Toledo, Oh.,

will divest its fiberglass reinforcements plant in Capivari, Brazil. Building-Products.com

During cleanup, phone calls, deliveries, and pending orders were handled by McCoy’s nearby location in Georgetown. “We’re all one big family here at McCoy’s,” said store manager Carlos Garcia. “We’re more than prepared to help folks in the Belton area start rebuilding.” Founded in 1927, McCoy’s employs nearly 2,000 people and operates 83 stores in Arkansas, Mississippi, New Mexico, Oklahoma, and Texas.

Flooded McCoyʼs Resurfaces

Coding & Labeling Group

www.samuelsystems.com

– VISIT SAMUEL AT NAWLA TRADER’S MARKET BOOTH # 404 – October 2010  Building Products Digest 

21

MOVERS & Shakers Thom Neal is retiring with the closure of his 32-year-old business, Depot Building Supply, Lexington, S.C. Michele LaMori has joined Barrette Outdoor Living, Cleveland, Oh., as director of sales, to help launch the Xpanse line through two-step distribution. Michael Burke, ex-Wolf Distributing, is now Northeast regional sales mgr. New territory mgrs. are Sean Donovan, ex-Wolf, covering Long Island, metro N.Y., N.J., Ct., and R.I.; Donald Neff, ex-Builders FirstSource, overseeing outside sales in the Southeast, and Memphis, Tn.-based Quinton Stine, ex-PrimeSource, handling territory sales and national account business. Tom Wood has rejoined Buck Lumber & Building Supply, Charleston, S.C., as v.p. of contractor sales. Lee Strickland has returned to the firm as inside sales coordinator. Garry Prevedini is new to Boston Cedar, Holbrook, Ma., as architect/ builder specialist. Shawn O’Kelley has joined the sales team at Simpson Lumber, Wilmington, N.C.

22

Bill Nocerino, ex-Follen Wood Preserving, has been named mgr. of Forest2Market’s lumber division, Charlotte, N.C. Jeff Gross, Florida business mgr. for Ace Hardware Corp., has bought back the franchise he co-owned before joining the co-op in 1996, Ormond Ace Hardware, Ormond Beach, Fl., from Nick and Harriet Pasquine, who have retired. Darrell Keeling, ex-Roseburg, has been named composite panels manufacturing mgr. for Flakeboard Co., Ruston, La. Dave McGaver is new to sales at Mid-America Cedar, Osseo, Mn. Jennifer Blackwelder, ex-Coastal Window & Door Center, is now a window and door specialist at Builders FirstSource, Charleston, S.C. Jim Rusnock has rejoined the company as a millwork specialist. Jeff Outten and Vicky Johnson, both ex-Weyerhaeuser, and Bill Richardson, ex-Rayonier Wood Products, are now the sales, marketing and transportation team at the McComb, Ms., office of Joe N. Miles & Son, Bogalusa, La.

 Building Products Digest  October 2010

Ralph Church is a new account mgr. at Smith Phillips Building Supply, Statesville, N.C. Scott Lindsay is new to cedar sales at Skana, Richmond, B.C. Tom Wagner has been promoted to senior v.p.-business development at OMG Inc., Agawam, Ma. Josh Kelly is now v.p. & general mgr. of OMG Roofing Products, and John Ashe, v.p. & general mgr. of the FastenMaster division. Henry Spelter is now lead analyst for the wood biomass forecast service publications for Forest Economic Advisors, Westford, Ma. Vic Edwards, branch mgr., ABC Supply, Birmingham, Al., was promoted to a managing partner, along with Nick Bruner, Jonesboro, Ar.; Randy Turner, Columbus, Ga.; Ken Massey, Gainesville, Ga.; Rick Freiberg, Indianapolis, In.; Tom Schumacher, Taylor, Mi.; Mike Lodice, Omaha, Ne.; David Arnold, Columbus, Oh.; Josh McCarty, Dallas, Tx.; Tim Gentry, Charleston, S.C.; Mike Jost, Springfield, Va., and Mike Roadt, Hartland, Wi.

Building-Products.com

Paul Boynton has been promoted to president and chief operating officer of Rayonier, Jacksonville, Fl. Julie Heussner has joined the design team at Ring’s End Kitchen & Bath Center, Wilton, Ct. Luis Fernandez-Moreno, ex-Dow Coating Materials, has joined Arch Chemicals, Norwalk, Ct., as executive v.p., responsible for global operations of its wood protection and HTH water products divisions. Timothy Johnson has been appointed business mgr. of Bluegrass Products, Florence, In., part of Royal Group’s siding division. Corey Talbot has been promoted to v.p. of marketing at Hyde Tools, Southbridge, Ma. Hardy Johnson has been named chief government & public affairs officer for Titan America, Norfolk, Va. Pat Borders succeeds him as president of Tarmac America division. Randy Dunlap is now president, ST & Essex Cement Co., and Tim Kuebler, senior v.p.-cement & aggregates, Tarmac America. Pat Hatem has joined Gaco Western, Milwaukee, Wi., as v.p. of operations for its coatings/spray foam insulation facility in Waukesha, Wi. Adam Scheafbauer, exCoatings Holdings, is now mgr. of the parts department. Eric Lowenstein has been named v.p. of marketing for Convenience Products, St. Louis, Mo. Jeff Brandes, director of real estate holdings for Tibbetts Lumber, St. Petersburg, Fl., is running for the state House of Representatives. Knight N. Day is implementing a 24/7 customer-care program at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

Inteplast Expands PVC Decking Production Inteplast Group, Livingston, N.J. has licensed the exclusive rights to manufacture and market the CEVN brand decking using Inteplast’s proprietary cellular PVC manufacturing process. The line is distributed in the Northeast by Wolf, York, Pa. Inteplast has also launched the industry’s first dual-color, dual-sided cellular PVC deck board.

Building-Products.com

October 2010  Building Products Digest 

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TALK Back Send your comments to Fax 949-8520231 or dkoenig@ building-products.com.

pavement and in some cases can actually improve the properties of roads. Shingle recycling locations can be found at www.shinglerecycling.org. Martin Grohman Director of Sustainability GAF Materials Corp. (207) 423-8260

DEEPER INTO GREEN I read with interest “Green Your Operations” in the August issue. The author outlines several worthwhile green business practices for the office. However, there is an additional step builders and remodelers can take: recycling of building materials. Many municipalities or transfer stations accept construction and demolition waste for recycling. Asphalt shingles, metal, wood and in some cases plastics can be recycled. The key is separation—if you can keep the material clean and separated, for example in the case of shingles by separating out flashings and wood, it makes recycling much more practical. Intact cabinets, doors, appliances and the like can often be donated for resale or reuse. A listing of locations accepting materials for resale can be found at bmra.org. Wholesalers can assist by creating awareness of these options, and helping to collect quantities sufficient for recycling. Asphalt shingles in particular are widely recycled for use in asphalt

IN Memoriam Van J. Marcus, 79, lumber broker for Stringfellow Lumber, Birmingham, Al., died Sept. 2 in Mountain Brook, Al., after a brief illiness. After receiving a degree in business at the University of Alabama, he served in the Army’s 101st Airborne Division from 1953-1957. He was a wholesale lumber broker with Patterson Plywood, then for over 40 years with Stringfellow. John T. Galvin III, 88, retired v.p. of sales at Horstmeier Lumber, Baltimore, Md., died July 17 in Baltimore. In 1943, he graduated from what is now Loyola University of Maryland and entered the U.S. Naval Reserve Midshipmen’s School in New York

City. He then served with the Navy, as a first lieutenant and cargo officer in the South Pacific and as an executive officer in Japan. After his discharge in 1946, he studied law for a year at the University of Baltimore while working at Horstmeier Lumber. He also served in the Korean War. William P. Farnsworth Jr., 83, former owner of Farnsworth Lumber, Shirley, Ma., died July 30 in Shirley. After attending Wentworth Institute in Boston, Ma., he served with the Navy in the South Pacific during W.W. II. In 1976, he and his son, Ken, purchased the then-140-year-old family business from his father. William R. “Bill” Hoag, 87, chairman of eight-unit National Industrial Lumber, North Jackson, Oh., and president and c.e.o. of West Elizabeth Lumber, Elizabeth, Pa., died of cancer Sept. 7 in Mt. Lebanon, Pa. During W.W. II, he fought in Normandy with the Army’s Thunderbolt Division, earning a Purple Heart. After the war, he finished his degree at the University of Pittsburgh and became head of NILCO, the firm purchased by his grandfather in 1936.

Size does matter. Douglas Fir up to 20” x 20” x up to 40’ Cedar 16” x 16” x up to 32’

Richardson Timbers is a leader in custom millwork and manufacturing of customized timbers, with capabilities of delivering products throughout the U.S. Serving the construction industry for over 60 years, by taking the spirit of the old and combining it with the leading technology of today, Richardson Timbers is able to offer wholesale products with unparallelled service and quality.

Richardson Timbers

toll free (877) 318-5261

phone (214) 358-2314

www.timbersonline.com

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 Building Products Digest  October 2010

fax (214) 358-2383 Since 1949 Building-Products.com

A. Joe Bartlett, 73, longtime manager of Broadway Lumber, Pittsburg, Ks., died Sept. 16 in Pittsburg. He managed the business for 45 years and served on the Mid-America Lumbermens Association before retiring in 2008.

He also served on the boards of the National Retail Hardware Association, Minnesota-Dakota Retail Hardware Association, and South Dakota Retail Hardware Association, which earlier this year recognized him as Retailer of the Year.

Roy E. Dieffenbach, 75, retired manager of Norandex Building Supply, Wilkes-Barre, Pa., died Sept. 15 in Dunmore, Pa. He retired in 1999.

Llewellyn Harold Waldo, 83, retired owner of Waldo Lumber,

Carney, Mi., died Sept. 5 in Powers, Mi. He operated the firm into his 70s. Roger L. Porter, 83, retired owner of Porter Lumber, Morenci, Mi., died Sept. 5 in Adrian, Mi. He served with the Navy during W.W. II and graduated from Michigan State University in 1950. He retired from his lumber business in 1988.

Robert Francis Kent, 67, former owner of Green City Lumber, Green City, Mo., died Sept. 9 in Green City. He owned Green City Lumber for 24 years and co-owned Northeast Roofing, Green City, for four years. Roy Duke Nyberg, 84, retired founder of Nyberg’s Ace Hardware, Sioux Falls, S.D., died Sept. 6, in Sioux Falls. At age 16, he began working at Ace Hardware, International Falls, Mn. He served in the Army Air Corp in Italy during W.W. II. After the war, he attended business college, then joined Ace Hardware, Hibbing, Mn. He opened his own store in Sioux Falls in 1957, eventually expanding to four locations.

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WILSON LUMBER CO., INC. Box 820526, 1279 N. McLean Blvd., Memphis, TN 38182

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For your cypress needs – Try us you’ll like us Building-Products.com

October 2010  Building Products Digest 

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Fire Strikes Alabama Sawmill Dudley Lumber, Salem, Al., expects it will take six to 12 months to rebuild its sawmill destroyed by a Sept. 14 fire. Investigators determined that the blaze was accidental and started in a high-voltage electrical control panel.

Vinyl Institute Now Certifying Polypropylene Siding After more than a decade of certifying vinyl siding, the Vinyl Siding Institute is now certifying qualified polypropylene siding. The VSI Product Certification Program has been expanded to con-

firm polypropylene siding will: • Weather the elements over time without cracking, chipping, flaking, pitting or peeling. • Meet impact resistance requirements. • Withstand wind pressures equivalent to 110 mph or more. • Demonstrate flame spread performance equivalent to or better than wood materials commonly used in building construction. The program uses an independent agency, ATI, to conduct a series of rigorous tests, unannounced inspections of siding plants, and quality control plan reviews.

SUPPLIER Briefs AbitibiBowater, Montreal, P.Q., received creditor approval of its plan to emerge from Chapter 11 bankruptcy reorganization by the end of the year. Fortress Wood Products , Martinsville, Va., was named Forest Products Supplier of the Year by

Independent Builders Supply Association, Smithfield, N.C. Chemcrest Architectural Products , Winnipeg, Mb., has ceased production after 36 years.

Ply Gem, Cary, N.C., has had the polypropylene shakes and shingles in its siding brands certified under the Vinyl Siding Institute product certification program. CertainTeed Corp. , Valley Forge, Pa., received an ICC evaluation report confirming its T-Roc thermal laminate foundation insulation system is building-code compliant. Roxul , Atlanta, Ga., earned the Energy Star label for its ComfortBatt R15 and R23 stone wool insulation. Sto Corp., Atlanta, Ga., is starting up a coatings plant in Santiago, Chile. APA–The Engineered Wood Association presented safety awards to 16 mills, including Anthony Forest Products Co., GeorgiaPacific Wood Products, LP, Norbord, Rosboro, Shelton Lam & Deck, and Stark Truss.

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 Building Products Digest  October 2010

Building-Products.com

NEW Products Steel Beam Software LSB Selector Software simplifies designing with LiteSteel beams. The free software allows users to input beam spans and loads, then receive recommendations for specific LSB products. A text report shows all inputs, beam dimensions, and properties, as well as design checks that can be attached to building permits.

 LITESTEELBEAM.COM (800) 877) 285-2607

Studly Plastic Furring

Look of Old Barns

Irwin GrooveLock vise-grip pliers now come in smooth jaw and straight jaw designs. A patented press-and-slide button allows faster adjustment on the job, while right-angle teeth grip in all directions for maximum bite.

Superior Polymer Product now offers EcoStud recycledplastic products for furring out block or poured concrete walls. The flanged furring channel can be used with all insulation types to form a continuous moisture barrier. The Z Fur channel, an alternative to steel Z, can be used with extruded polystyrene foam or cellulose wall panels.

Reclaimed American Oak is the newest addition to HomerWood’s premium hardwood flooring. Reclaimed from barns, the distinctive flooring has authentic nail holes, cracks, mineral streaks, and saw kerfs. Boards are 3.5” or 8.5” wide. Also offered are custom wider widths and distressed finishes.

 IRWIN.COM

 SUPERIORPOLYMER.COM

 HOMERWOOD.COM

One Tough Grip

(800) 464-7946

Building-Products.com

(877) 586-5543

(814) 827-3855

October 2010  Building Products Digest 

27

Loaders Make Tracks Kubota’s new compact track loaders are designed for maximum lifting and dumping capability. The 75-hp SVL75 has a 6,204-lb. bucket-breakout force and a 4,881-lb. lifting capacity. The 90-hp SVL90 has a bucket-breakout force of 7,961 lbs. and a lifting capacity of 5,869 lbs. Both are powered by a four-cylinder, direct injection, turbo-charged diesel engine, and offer a variety of bucket and fork options.

A fuel-powered cordless roofing nailer from DuoFast Construction is compact and lightweight. It can drive two nails per second and holds 120 nails per coil. Other features are an adjustable depth of drive, a single-door magazine for easy loading of coil nails, skid guards, and a belt hook.

 KUBOTA.COM

 DUO-FASTCONSTRUCTION.COM

(888) 458-2682

Nail That Roof

(888) 631-2020

Engineered Brazilians Cikel America has a new collection of engineered Brazilian hardwood flooring. Cabo comes in five FSC-certified exotic species that are protected with eight layers of oxide finish and can be floated or glued down directly, on or below grade. Face width is 7”, with lengths ranging from 1’ to 6.6’.

Simpson StrongTie’s AHEP connector is designed for wood and cold-formed steel truss applications. Designed for step-down hip trusses, the connector can be used as a lateral restraint to safely space and support the flat section of the top chord.

 CIKEL.COM

 STRONGTIE.COM

(800) 971-7896

Really Hip Connector

(800) 999-5099

WESTERN CEDAR PRODUCERS Photos by BPD

WESTERN RED Cedar Lumber Association held its annual meeting in conjunction with BC Wood’s Global Buyers Mission. [1] Chris Lynch, Janet Wheeler, Steve Power. [2] Danny & Kim Bachman. [3] Jack Heavenor, Dick Jones, Rob Marusic, Harold Mischke. [4] John Harris, Ben Meachen, Doug Nelson, Steve Mynick. [5] Harry Erskine, Shane Hartsch, Mark Woofinden, David Hughes. [6] Alan Lazauskas, Chris Beveridge, Scott Lindsay. [7] Darren Duchi, Jeff Robinson. [8] Morris Douglas, Jack Alley. [9] Robert Sandve, Paul Mackie. [10] Joe Petree, Craig Fleischalker. [11]

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 Building Products Digest  October 2010

Building-Products.com

DECK EXPO

Building-Products.com

Jackson Chen. [7] Ed Burke. [8] Kevin Gothard, Cindy & Patrick Doyle. [9] Ted Davis, Vickie Brawley. (More photos on next page)

October 2010  Building Products Digest 

31

Photos by BPD

DECKS EXPO: [1] Frank Peterson, Kim Pohl. [2] Laurie Coleman. [3] Stephanie DePalma, Daniel Franklin, Mark Lipsius, Shawn Holland, Ed Reed. [4] Blake Austin, Buddy Gault. [5] W.C. Litzinger, Jim Boyd. [6] Tom Faber,

DATE Book Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend. Do It Best Corp. – Oct. 9-11, fall market, Indiana Convention Center, Indianapolis, In.; (260) 748-5300; www.doitbestcorp.com. Association of Millwork Distributors – Oct. 9-14, annual convention, Gaylord Opryland Resort & Convention Center, Nashville, Tn.; (727) 372-3665; www.amdweb.com.

Virginia Tech Center for Forest Products Business – Oct. 27-28, marketing skills workshop, Wood Education Research Center, Princeton, Va.; (540) 231-7107; www.woodscience.vt.edu. Green Industry & Equipment Expo – Oct. 28-30, Kentucky Fair & Expo Center, Louisville, Ky.; (800) 558-8767. Ace Hardware – Oct. 28-31, fall market, Orange County Convention Center, Orlando, Fl.; (630) 990-7662; www.acehardware.com. Lumber Dealers Assn. of Connecticut – Nov. 3, annual meeting, Aqua Turf Club, Plantsville, Ct.; (518) 286-1010; www.nrla.org.

Builders Hardware Manufacturers Assn. – Oct. 11-13, fall meeting, Palm Desert, Ca.; (212) 297-2109; www.buildershardware.com.

Ohio Construction Suppliers Association – Nov. 3-5, dealer roundtable, Pittsburgh, Pa.; (614) 267-7817; www.myocsa.org.

National Hardwood Lumber Assn. – Oct. 13-16, annual convention, Vancouver, B.C.; (800) 933-0318; www.nhla.com.

Mid-America Lumbermens Association – Nov. 4-5, annual Fall Fling, Kansas City, Mo.; (816) 561-5323; www.themla.com.

Ohio Construction Suppliers Assn. – Oct. 14-15, installed sales roundtable, Knoxville, Tn.; (614) 267-7817; www.myocsa.org.

North American Wholesale Lumber Assn. – Nov. 4-6, Traders Market, Hyatt Regency, Chicago, Il.; (800) 527-8258; nawla.org.

Fellowship of Christian Lumbermen – Oct. 15, meeting, Vancouver, B.C.; www.christianlumbermen.wordpress.com.

Specialty Tools & Fasteners Distributors Assn. – Nov. 8-10, annual show, Atlanta, Ga.; (800) 352-2981; www.stafda.org.

APA-The Engineered Wood Association – Oct. 17-19, annual meeting, Westin La Paloma, Tucson, Az.; (253) 565-6600; www.apawood.org.

Spruce Computer Systems – Nov. 8-12, annual online user conference; (800) 777-8235; www.sprucecomputer.com.

Eastern Building Material Dealers Association – Oct. 19, fall conference, Scanticon Hotel, King of Prussia, Pa.; Oct. 20, IDEAS show, Valley Forge Convention Center, King of Prussia; (800) 296-3278; www.ebmda.org. Northwestern Lumber Association – Oct. 20-22, dealer roundtable, Freeborn Lumber, Albert Lea, Mn.; (763) 544-6822; www.nlassn.org. Virginia Tech – Oct. 22, process improvement workshop, Blacksburg, Va.; Oct. 27-28, forest products marketing workshop, Princeton, W.V.; (540) 231-7679; www.woodscience.vt.edu. Northeastern Retail Lumber Assn. – Oct. 22-23, annual meeting, Gideon Putnam, Saratoga, N.Y.; (800) 292-6752; www.nrla.org. Eastern New York Lumber Dealers Association – Oct. 23, annual meeting, Gideon Putnam Resort, Saratoga, N.Y.; (518) 2861010; www.nrla.org. Peak Auctioneering – Oct. 23, LBM auctions, Syracuse, N.Y.; Oct. 30, Harrington, De.; (800) 245-9690; www.peakauction.com. Southern Forest Products Association – Oct. 24-26, annual meeting, Mansion on Forsyth Park, Savannah, Ga.; (504) 443-4464; www.sfpa.org. Midwest Roofing Contractors Association – Oct. 27, convention & show, Indianapolis, In.; (800) 497-6722; www.mrca.org.

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 Building Products Digest  October 2010

Michigan Lumber & Building Materials Assn. – Nov. 9-10, board meetings, Lansing, Mi.; (517) 394-5225; www.mlbma.org. Lumbermen’s Assn. of Texas – Nov. 10, board/committee meetings, Wyndham, Austin, Tx.; (512) 472-1194; www.lat.org. Western New York Lumber Dealers Association – Nov. 11, annual meeting, Pittsford, N.Y.; (518) 286-1010; www.nrla.org. Wisconsin Retail Lumber Association – Nov. 11, Future Lumber Leaders conference, Stevens Point, Wi.; Nov. 15-17, annual estimating camp, Madison, Wi.; (262) 250-1835; www.wrlamsi.com. Virginia Tech – Nov. 12, supply chain management workshop, Danville, Va.; www.woodscience.vt.edu. Peak Auctioneering – Nov. 13, LBM auction, York Expo Center, York, Pa.; (800) 245-9690; www.peakauction.com. Northern New York Lumber Dealers Assn. – Nov. 13, bowling tourney, Potsdam, N.Y.; Nov. 17, annual meeting, Gran View Restaurant, Ogdensburg, N.Y.; (518) 286-1010; www.nrla.org. National Lumber & Building Material Dealers Association – Nov. 15-17, annual meeting, Broadmoor, Colorado Springs, Co.; (800) 634-8645; www.dealer.org. North American Building Material Distribution Association – Nov. 16-18, annual convention & show, Broadmoor, Colorado Springs, Co.; (888) 747-7862; www.nbmda.org.

Building-Products.com

CLASSIFIED Marketplace Rates: $1.20 per word (25 word min.). Phone number counts as 1 word, address as 6. Centered copy or headline, $9 per line. Border, $9. Private box, $15. Column inch rate: $55 if art furnished.

WANTED TO BUY

WANTED TO BUY

HELP WANTED SPRUCE BUYER NEEDED: Large wholesale lumber company and retail chain looking to hire experienced Spruce Lumber Buyer with knowledge of/relationships with spruce and fir mills. Business is located in Arkansas. Competitive pay and benefits. Send email to kasmith@arkansaswholesalelumber.com or call (501) 281-7902. WE ARE LOOKING for aggressive sales representatives to grow with our company. We are a well-established (since 1922) and reputable family-owned wholesaler looking to expand into new markets. Work from your hometown and earn the best commissions in the business. Call Jim at (800) 647-6242 for more information. The McGinnis Lumber Company, Inc., Meridian, Ms. LUMBER TRADER We are a wholesale lumber company looking for an experienced trader. Any species. No restrictions on mills or customers. No relocation. 60% split for trader. Call John at Lakeside Lumber at (623) 566-7100 or email lakesidelumber@cox.net.

TRADE DELEGATION from Taiwan recently visited McShan Lumber, McShan, Al., as part of a tour coordinated by the Southern Forest Products Association and Southern Pine Inspection Bureau.

FOR SALE

3,000 at 19¢ each 1,000 at 95¢ each

Keep track of the West BPD updates you on industry issues in your region. Now discover what’s happening on the other side of the Rockies. Subscribe to THE MERCHANT MAGAZINE Just $22 for 12 monthly issues. Call Heather at (949) 852-1990

WANTED TO BUY WE BUY AND SELL PANEL STRIPS Plywood, OSB, particleboard and MDF by the truckloads. Lumber Source, Phone (800) 8741953, Fax 888-576-8723, email LumberSource@hotmail.com.

Building-Products.com

October 2010  Building Products Digest 

35

IDEA File Bring in the Moms

A 106-year-old dealer

has discovered a new way to attract female shoppers and boost paint sales: free family-focused seminars. For the past two years, Ring’s End Lumber’s yard in Wilton, Ct., has hosted a monthly “Morning for Moms.” This year’s series kicked off last month, just after kids started the new school year. Michelle Sperry, director of a local private school, discussed how to teach children good manners and etiquette. Color consultant Rita T—who works at the paint center—shared table setting ideas and decorating tips for family-friendly dining rooms. Attendees also received a coupon for a free gallon of Benjamin Moore’s new zero-VOC paint. “I enjoy showing how to create a beautiful dining room for families to use every day,” said Rita. This month, an environmentalist will talk about safely exploring the outdoors with children and reducing exposure to toxins. Rita T will follow up with how to use paint to bring nature’s colors and patterns indoors. Next month, the former owner of a children’s bookstore will share how to read to and with children. Rita will talk about creating an inviting reading area for kids. In December, a kids’ products reviewer for Consumer Reports will discuss holiday safety, tips for safe decorating, and which toys are safe to purchase. Then Rita will share holiday decorating ideas for families.

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

Advantage Trim & Lumber [www.advantagelumber.com] ................35 Ainsworth [www.ainsworth.ca] ...........................................18-19, 28-29 Anthony Wood Treating .............................................................Cover III Arch Wood Protection [www.wolmanizedwood.com]....Cover I, TM 11 Cedar Creek Wholesale Inc. [www.cedarcreek.com] ........................37 Cedar Siding Inc [www.cedarsidinginc.com]...........................Cover IV Coastal Lumber Co. [www.coastallumber.com] ...........................TM 11 Combilift [www.combilift.com] .......................................................TM 16 Crawford Creek Lumber [www.crawfordcreeklumber.com] ........TM 12 Crumpler Plastic Pipe [www.cpp-pipe.com].......................................38 Distribution Management Systems Inc. [www.dmsi.com] ................22 Fasco America [www.fascoamerica.com] ..........................................13 Fletcher Wood Solutions [www.tenonusa.com].................................33 Forest2Market [www.forest2market.com] .....................................TM 24 GRK Fasteners [www.grkfasteners.com] .............................................5 Haida Forest Products [www.haidaforest.com]............................TM 13 Hoover Treated Wood Products [www.frtw.com] ..............................20 Idaho Forest Group [www.idahoforestgroup.com]..............................3 Jackson & Langford Wholesale Lumber LLP.......................................4 Krauter Solutions [www.krauter-storage.com] .......................TM 20, 31 LTG....................................................................................................TM 10 Manke Lumber Co. [www.mankelumber.com] ..............................TM 22 Mary’s River Lumber [www.marysriverlumber.com]....................TM 23 Master Mark Plastics [www.rhinodeck.com] ......................................26 Maze Nails [www.mazenails.com] ....................................................TM 5 McFarland Cascade [www.mcfarlandcascade.com] ....................TM 27 New South [www.gator-guard.com] ...........................................Cover II Nordic Engineered Wood Products [www.nordicewp.com] ........TM 21 Northeastern Lumber Manufacturers Assn. [www.nelma.org] .........25 PPG Industries [www.ppg.com] .......................................................TM 7 Pennsylvania Lumbermens Mutual Insurance [plmins.com] ......TM 26 Progressive Solutions [www.progressive-solutions.com] ............TM 2 Redwood Empire [www.redwoodemp.com]..................................TM 15 Richardson Timbers [www.timbersonline.com].................................24 RISI [www.risiinfo.com/crows] .........................................................TM 3 Rosboro [www.rosboro.com] .........................................................TM 18 Roseburg Forest Products [www.rfpco.com] ...............................TM 28 RoyOMartin [www.royomartin.com] ..............................................TM 13 Selkirk [www.selkirkcedar.com]....................................................TM 25 Simpson Strong-Tie [www.strongtie.com] ...........................................8 Siskiyou Forest Products [www.siskiyouforestproducts.com]........23 Snider Industries [www.sniderindustries.com]..................................27 Sun Mountain Lumber.....................................................................TM 26 Sunbelt [www.sunbeltracks.com]........................................................26 Viance [www.treatedwood.com] ............................................................7 Western Red Cedar Lumber Assn. [wrcla.org]....3, TM 9, TM 13, TM 25 Westervelt Lumber [www.westerveltlumber.com].......................TM 22 Wilson Lumber Co. [www.cypressusa.com] ......................................25 Wynndel Lumber [www.wynndellumber.com] ..............................TM 19 Yakama Forest Products [www.yakama-forest.com] ...................TM 25

38

 Building Products Digest  October 2010

Building-Products.com

BPD

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

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