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48 TIPS TO BOOST GREEN SALES CYPRESS, CEDAR & REDWOOD DECK FASTENERS

Building Products Digest

MARCH 2011

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

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March 2011

Volume 30 Number 1

Building Products Digest

Special Features

In Every Issue

9 FEATURE STORY 48 TIPS FOR TURNING A PROFIT ON GREEN, INCLUDING WAYS TO CUT COSTS, TRACK TRENDS, AND SELECT PRODUCTS

15 PRODUCT SPOTLIGHT CYPRESS SHAKES UP HISTORIC PROJECT

16 PRODUCT SPOTLIGHT CEDAR WEATHERS SYNTHETIC CHALLENGE

17 MANAGEMENT TIPS PRESTAINING ADDS EXTRA PROTECTION CEDAR SIDING

FOR

18 INDUSTRY TRENDS LOCAL BONDS: REDWOOD TAKES SUSTAINABILITY INTO COMMUNITIES

32 MARGIN BUILDERS DEBATE RAGES OVER DECK FASTENERS: CLIP, SCREW OR PLUG?

40 PHOTO RECAP: GUARDIAN MARKET

6 TOTALLY RANDOM 14 GREEN RETAILING 20 OLSEN ON SALES 22 COMPETITIVE INTELLIGENCE 28 MOVERS & SHAKERS 34 FAMILY BUSINESS 36 NEW PRODUCTS 42 ASSOCIATION UPDATE 43 IN MEMORIAM 44 CLASSIFIED MARKETPLACE 45 DATE BOOK 46 IDEA FILE 46 ADVERTISERS INDEX

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Building Products Digest March 2011

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

TOTALLY Random By Alan Oakes

Winter blues

ELL, SO MUCH FOR GLOBAL WARMING!

In the Northeast, I think it is now six snowfalls in the recent past and I am sure more to come. As I have heard from many of you— it’s not easy to run a business such as ours in these conditions. All over the country a number of you have reported a tough last few weeks, and it doesn’t look like it will end any time soon. From bad conditions in Atlanta to snow in Dallas—and the debacle of the last week all over the northern states—it seems as if Lady Luck has been evading all of us. It has been an interesting week, to say the least. I started off in Las Vegas for an event, went quickly home to California to repack, then headed for the NRLA show in Foxwoods, Ct. We knew a storm was coming, but my colleague and I decided we should be able to beat it. At least that is what I thought, and United Airlines seemed to agree with me. Hearing “Are you crazy?” for the fifteenth time from my wife as I left at 4 a.m., I headed for LAX. I had checked every advisory. Up to the last minute, we were told that our connections to and from Chicago were still a go and that our flight was safe. No problemo! As we were landing, we received our gate assignment. There wasn’t a drop of snow in the air. All seemed good. I was smiling over how smart I was. But after de-boarding, I saw that all flights to Hartford were cancelled for the day. Great! And to make matters worse, Chicago would be closed for the next day. We decided there was no point in trying to get to Hartford, since we’d probably have to wait two or three days for a flight home. We quickly decided to head back to Los Angeles. With a long list of cancellations building up, we considered ourselves lucky to get a flight to New Orleans, on to Los Angeles. A few minutes later, we saw this flight now listed as cancelled, but rushed to the gate to find out that it was, in fact, boarding. The pilot and passengers were doing high fives over being the chosen ones to get out. Of course, snow started to sweep in. We boarded, de-iced, and sat on the runway. Naturally, the flight then got cancelled. We were now locked in. Of course, every time I called home with an update, my wife graciously reminded me how stupid I was to try to go in the first place. With the airport closing down fast, we knew it was time to find a hotel. By the time we caught a hotel shuttle, we had no clue where we were going—as you could not see a thing in the blizzard. In the meantime, we had booked a flight for Thursday, but due to nonavailability, booked a flight to another airport—inconvenient but anything to get out of Chicago. That evening, intrepid travelers from all over huddled in the Hilton and started sharing their tales of the day. There were only about 30 of us in the entire hotel, all stuck with nowhere to go. Of course I got the “I told you” so speech at least another five times. On Wednesday morning, I learned our flight for Thursday was cancelled, so I started all over again with the call center in India. I must say the reservationists were helpful, but in their sunny climate had absolutely no clue what was going on in Chicago. I finally accepted that we could not get a direct flight and agreed to travel via Jackson Hole. Snow to snow—pretty smart, eh? With freezing temperatures and snow drifting to 6 feet, we were confined to our the hotel with only about a dozen TV channels. My colleague and I quickly reminded why we live in sunny California (except when it rains and floods, as my house did a few days before Christmas). After another long day, with depression setting in and afraid to call home to hear it all over again, I headed for bed with visions of finally escaping the next day. Waking up at 5 a.m., I quickly checked to make sure all was good, then headed off for breakfast for what was sure to be yet another long day. I then noticed that the hotel’s airport board showed our flight was delayed due to crew shortage— not a good sign. We headed for the airport anyway and, after a lot of persuasive pleading (and begging), got ourselves on standby for one direct flight and confirmed for a second later in the day. The story ends here, as we got the first flight out, since many smarter passengers (as the United ground agent told me) decided not to fly on Tuesday. My wife was delighted to see me again, so that she could remind me that I never listen. Yes, all true and guilty—why are wives so smart? And why do I give mine so many opportunities to gloat? You better listen better than me! Have a better month. Alan Oakes, Publisher ajoakes@aol.com

Building Products Digest March 2011

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T R I M B O A R D

FEATURE Story By Steve Bertasso

Seven ways to lower the cost of selling green

48 GREEN

TIPS

OR GREEN TO TAKE HOLD in the industry and become a sustainable new standard, suppliers must work with their customers to find more cost-effective methods for accomplishing green goals. Going green means so much more than changing to certified products or spending great sums of money to meet a goal of

zero energy. By working together, both builders and suppliers can lower costs and boost profits—a major consideration anytime, but especially so in a down economy. The approach is simple:

1. Develop partnerships with your builders. Work with your builders to reduce the overall cost of construction and remodeling. The savings that come from more efficient systems—not lower quality or reduced features—allow builders to include more green products, features and, ultimately, certification at the same price as the non-green version.

2. Understand the construction process. Many suppliers do not have a sound understanding of the construction process, which causes extra onsite work that raises costs. Most builders profess to understand material management, but few really have the necessary systems to track materials accurately and know that materials are used where they are delivered. If suppliers and builders work together, materials can be staged and delivered to facilitate faster, more efficient operations.

3. Keep quantities accurate. Suppliers and builders have long struggled over how to handle quantities. Builders want to keep costs as low as possible, but don’t want to wait for materials. Suppliers don’t want to run extra materials to the job, but also don’t want to pick up any unused material at the end of the job. Developing mutually agreed-on solutions to determine the right quantities can reduce the overall impact of short/excess material.

4. Make smarter deliveries. A great deal of efficiency can be accomplished by delivering room-specific sizes for drywall (for example, a bedroom that is 10’ wide gets 10’ long drywall). Drywall contractors say they can dramatically reduce waste, but the stopping point seems to be on the supply side. Most contractors don’t think the supplier has the capacity to deliver the correct boards to the right locations. Building-Products.com

5. Manage materials wisely. Once basic material management processes are in place, together you can develop a comprehensive material-auditing system, to streamline product selection and use on the jobsite. Savings from initial waste reductions are just the beginning: disposal costs go down, management time goes down, and labor trades are more productive.

6. Avoid the landfill. During a job, unused materials are often carefully carried, stacked, and inventoried for the life of the project, with the intention of using the material on future homes or returning it to the supplier for credit. But if it costs more to pick up the materials than they are worth, many suppliers will just issue a credit to the builder. If the material is rendered unusable due to age or damage, returns are no longer a viable solution. Ultimately, unused materials are then sent to the landfill, adding unnecessary costs and making the project increasingly detrimental to the environment. 7. Reduce extra trips to the jobsite. All of these items can lead to extra trips to the site, not intentionally included in your cost structures. The cost of each trip can vary depending on the type of vehicle, distance to the job, how much material is being shipped, and number of people needed per trip, but the average is usually around $125 to $150 per trip. Reducing trips will improve margins, allowing for better cost structures and more favorable pricing for your builder-customers. While this process will take time to affect real change, suppliers who engage with builders in a highly structured process to eliminate waste and improve efficiency find they are more profitable with less revenue. Fuel costs come down. Truck maintenance is reduced. Unusable returned materials are dramatically reduced. Builders are more satisfied with services, and homes are greener and more sustainable.

– Steve Bertasso is a senior associate at TrueNorth Development, Northville, Mi., a consulting firm that helps residential builders across the country reduce waste, adopt innovative cost savings, and employ affordable green building practices. He also is an assistant professor in the Construction Management program at Middle Tennessee State University. As an NAHB Certified Green Professional, he participates as a speaker and instructor at building conferences. He can be reached at sbertasso@truen.com.

March 2011 Building Products Digest

FEATURE Story By Jerry Yudelson

Eleven hot green building trends to warm up to

ORE PEOPLE ARE GOING GREEN each year, and there is nothing that will stop this trend. In fact, it is accelerating each year. As a result, we expect to see considerable interest in green products that promote water conservation and energy efficiency, including fixtures and appliances, as well as energy-efficient windows and doors, certified wood products (either FSC or SFI), and recycled-content materials. Many individual homes and businesses are investing in new resource-efficient technologies and green operational practices, and cities are developing certification systems to reward this behavior. My consulting company, Yudelson Associates, is a good example. In December 2010, we were certified by the city of Tucson, Az., as a green business because of our operational practices, including solar electric and thermal systems, water conserving fixtures and rainwater harvesting, waste recycling, and environmentally preferable purchasing. These are all measures that you will begin to see adopted in greater numbers by many of the end-users served by you and your direct customers. Let’s take a look in more detail at where some of the green building trends are headed.

GREEN

TIPS

1. Worldwide, the green building movement will continue to accelerate, as more countries begin to create their own green building incentives and develop their own green building councils. Inside the U.S., we expect to see an expanding roster of green product certifications, each aiming to influence the consumer’s choices. Dealers will need to stay on top of these product choices, to find which are favored by their customers.

Gold for all new federal projects and major renovations of public buildings highlight the Obama Administration’s continued focus on green technologies. At the state and local level, other layers of government show no signs of “green fatigue.” In fact, new green building mandates and incentives continue to grow. This means more product sales, as commitments become action.

4. The focus of the green building industry will continue its switch from new buildings to greening existing buildings. The fastest growing LEED rating system in 2009 and 2010 was the LEED for Existing Buildings program—and I expect this trend to continue in 2011. Affordable energy and water conservation devices will accelerate this trend, and should lead to greater sales of such devices.

5. Blue will become the new green, especially in arid areas of the West, Southwest and Southeast. Awareness of the coming global crisis in fresh water supply will continue to grow, inducing building designers, owners, and managers—as well as consumers—to take further steps to reduce water consumption and increase sustainability. This will be accomplished through the use of more conservation-oriented fixtures, rainwater recovery systems, and innovative new water technologies. Many new packaged systems are coming to market, and these

2. Green building in the commercial sector will rebound in 2011, as measured by the new LEED project registrations. The dramatic slowdown in new construction of commercial real estate was not offset by other sectors, such as government, so the growth rate of new green building projects fell dramatically in 2010. However, we expect a continued upward movement of new green buildings, albeit at a slower pace, as green continues to take market share. 3. Recent announcements of the federal government’s commitment to a minimum of LEED

Building Products Digest March 2011

Building-Products.com

could provide good opportunities for dealers and distributors in water-short regions.

6. Zero-net-energy designs for new buildings will become increasingly commonplace in both residential and commercial sectors, as LEED and ENERGY STAR ratings become too common to confer competitive advantage. From a product standpoint, you may start to see demands for such things as triple-pane windows and better building monitoring and control systems.

7. Performance disclosure will be the fastest emerging trend, highlighted by new requirements in California and cities such as Austin, Tx.; Seattle, Wa., and Washington, D.C. In these areas, commercial building owners will be required to disclose actual building performance to all new tenants and buyers, to comply with new requirements.

8. Certified Green Schools will grow rapidly as part the LEED System. This trend will accelerate as understanding of the health and educational benefits of green schools grows. By mid-year 2010, green schools represented nearly 40% of all new LEED projects in the U.S. We’ll also see energy-efficiency retrofits come into vogue as a way to green existing schools, so be on the lookout for what local energy managers for school districts are saying and doing.

9. Local and state governments will step up their mandates for green buildings, for both themselves and the private sector. In 2011, I expect to see at least 20 major new cities with commercial-sector green building mandates. The desire to reduce carbon emissions by going green will lead more government agencies to require green buildings.

10. Solar power use in buildings will continue to grow. This trend will be enhanced by municipal utilities trying to comply with state-level renewable power standards for 2015 and 2020. Third-party financing partnerships will continue to grow and provide capital for large rooftop solar systems, such as on warehouses. However, we may very well see a slowing of large solar and wind systems, as federal grant support, in lieu of tax credits, is phased out. In the building products area, look for new forms of solar roofing systems that allow a homeowner or building owner to do their own retrofits at minimal extra cost.

11. The development of “software as a service” using the Internet “cloud” will rely on a whole new generation of smart meters, monitoring devices, and intelligent controls. Energy-monitoring services such as Google “Power Meter” will lead consumers, business, and industry to start investing in more home and building electronics.

– Jerry Yudelson is an engineer and business consultant with nearly 15 years experience in green building. Since 2005, he has written 12 books on green building, green products, green development, and water conservation. His most recent book, Dry Run: Preventing the Next Urban Crisis, showcases business opportunities in water efficiency. His firm, Yudelson Associates, provides green marketing, green building, and sustainability consulting services nationally to a wide variety of private sector clients. He can be contacted at jerry@greenbuildconsult.com.

Building-Products.com

Ten more green building trends for 2011

Earth Advantage Institute, a nonprofit green building resource and research organization that has certified more than 11,000 sustainable homes, offers its yearly list of top ten green building trends: 1. Affordable green. New business models and technologies, as well as the mainstreaming of high performance materials, are bringing high-performance, healthy homes within reach of all homeowners. 2. Energy comparison websites. Homeowners will increasingly turn to sites such as Earth Aid (earthaid.net) to track home energy usage and earn rewards for energy savings from local vendors. 3. Outcome-based energy codes. Owners would follow the most effective retrofit strategy for their building and its tenants, as long as it achieved a pre-negotiated performance target annually. 4. Community purchasing power. Neighborhoods interested in renewable energy will band together to obtain better pricing on materials such as solar panels and on installation costs. 5. “Grid-ware” appliances. New, energysmart appliances will have more sophisticated energymanagement capabilities and timers, allowing homeowners to monitor and change energy usage by remote command. 6. Accessory dwelling units. Homeowners can “right-size” without moving by adding or subtracting small independent units, which can be used for offices, studios, or in-law space. 7. Rethinking residential heating and cooling. Advances in applied building science have made furnace-less, duct-less homes a reality. For example, a “Passive House” has such thick insulation that heating is provided by the everyday activities of its occupants. 8. Use of residential gray water. With water shortages looming in many areas, recycling of gray water—any household wastewater except toilet water—is gaining traction. Benefits include reduced water use, reduced strain on septic and storm water systems, and groundwater replenishment. 9. Small commercial certification. Newer programs lower the costs of certification for smaller (under 50,000 sq. ft.) commercial projects. Two examples are Earthcraft Light Commercial (www.earthcrafthouse.com) and Earth Advantage Commercial (www.earthadvantage.org). 10. Life Cycle analysis energy codes. Continued analysis of building materials—from raw material extraction through manufacture, usage, disposal, and decomposition—will help determine what products are more sustainable and what combination of products can produce the most environmentally friendly results.

GREEN

TIPS

March 2011 Building Products Digest

FEATURE Story By Michael Strong

Four easy ways to boost sales of green products

S A GREEN BUILDER , I have learned over the years that some of the best dealers and manufacturers are ill represented by salespeople who simply do not understand my needs. On the flip side, there are those sales professionals, who while not completely fluent with what my needs are, have long since learned why we have two ears and one mouth—and they have put those ratios into action when calling on me. Below is a list of suggested best practices for any sales professional looking to sell me their products and services.

GREEN

TIPS

1. Know your stuff. Get training about your products and offer training to your customers about the use and installation of them. One of the largest barriers to the purchase of green products is the real or perceived barriers to installing something new. It’s hard enough to get existing products properly installed by our trade partners, so there is a very real fear about improperly installing something new. Take V.O.C.-free paint, for example. Will it flow and set up the same as regular paint? How quickly does it cure and how difficult will touch-ups be? I need a sales professional who has actually applied these paints and can answer these questions from personal experience. Additionally, I need a rep who can meet my painters in the field and work them through the application of these paints. Otherwise, my painter has to calculate how much it will cost them to learn how to do this on their own. 2. Understand building science. Temperatures move from warm to cold. Moisture moves from wet to dry. A tight house performs better and more reliably than a loosely built home. Indoor air quality does matter, and there is a difference between filtration and purification. These are some basic building science principles that green builders take for granted, but these are not facts most builders understand. And there are even fewer product representatives that know these and other building science principles as well. Get enrolled in Green Builder College (greenbuildercollege.com) to have a better understanding of the daunting volume of information your green building customers have a responsibility for learning these days. There has never been more liability associated with building homes than there is today. Understanding how your products can mitigate or increase those liabilities is critical to your success.

Building Products Digest March 2011

3. Understand the climate zone in which you are selling. I build in Houston—a hot, humid climate. Now, even my mom can tell me that, but building here means I must meet the challenges of building in this climate—by managing cooling loads and UV degradation of materials, and moving moisture away from the house. I need products that can survive and thrive under these conditions, and products that help me manage those challenges. But as often as not, salespeople just want to give me a brochure and tell me what a great product they are selling—without explaining the benefits of their product in the context of my climate zone.

4. Understand relevant certification systems. All things equal (and sometimes they are), I will go with the product that can help me earn points. Not pie in the sky points, but the points I am after or the points I can obtain without additional effort or unreasonable expense. If I lost you here and you do not know what points I am talking about, you are well behind the curve and you need to drop me an email. From luxury green to affordable green, it’s all about the checklist and the points. It’s time you and your sales staff got up to speed on the checklists so you will be ready to cash in the green when housing rebounds.

– Michael Strong was named NAHB’s Green Remodeling Advocate of the Year in 2008. His projects include the first LEEDrated home in Houston, Tx., and Texas’ first NGBS-certified remodel. He consults with supply-chain distributors and manufacturers on how to “green” their sales force for the housing rebound, co-hosts a weekly radio show on green building issues, and co-instructs a green building/remodeling class at Rice University. He can be reached at michael.d.strong@att.net. Building-Products.com

Michael’s favorite products

1. Lutron Eco-Dimmers have built-in “governors” that cap the maximum amount of illumination at about 85%—just above the threshold that the human eye can detect—thus reducing the amount of electricity used by the light fixture. I like them because they work, they require no additional labor training to install, and no additional homeowner education to operate. 2. Panasonic WhisperGreen is a variable-speed ventilation fan that operates continuously at a lower speed. This keeps the house under positive air pressure. The fan kicks up to a higher CFM only when it detects increases in humidity. I love these fans because they are Energy Star quiet, homeowners love quiet fans, and because they address one of our main building science challenges: evacuating warm moist air out of our homes—an action that too often is dependent on homeowner operation. 3. Grace Ice & Water Shield peel-and-stick underlayment is installed on top of the roof deck in place of traditional asphalt felt. I like it because it is more durable during installation and will last longer when exposed, before the finished roof is installed. More importantly, it will extend the life of the roof and make the roof lower maintenance even when installed on only select areas of the roof. 4. Sherwin-Williams Harmony Paint is free of volatile organic compounds (VOCs). I like it because our clients are demanding VOC-free paints, and this paint is readily available all over town. Repaints are very expensive and time consuming for our paint contractor, so I’m also pleased that it comes with superb training (and freebies). 5. Kichler’s under-cabinet lights with Xenon bulbs are well engineered, not lightweight and flimsy. Xenon bulbs operate longer and cooler than halogen lights. My electrician likes them because of ease and flexibility of installation. My clients like them because they are small, unobtrusive, and are virtually maintenance free. 6. Sherwin-Williams E-Barrier coating is perfect for existing homes. It requires very little training and applies just like paint, with an airless sprayer, and cuts heating and cooling costs. 7. LP TechShield radiant barrier roof sheathing is great for new homes. It helps block radiant heat and keeps the attic cooler, lowering energy costs and increasing comfort. Absolutely no training is required, and there are no additional labor costs for installation. 8. DOW Styrofoam structural insulated sheathing is a three-in-one product that combines structural lateral bracing, insulation, and water-resistive barrier properties in one solution. I like it because it reduces my installation costs (fewer trips around the house), helps provide a thermal break, and I pick up an R3 with the 1/2” product. I do not need to provide any additional training for my installers, and it makes the house more comfortable and energy efficient.

GREEN

TIPS

Building-Products.com

March 2011 Building Products Digest

GREEN Retailing By Jay Tompt

Eight great tips for greening your operations

in the green building arena? There’s no better way to demonstrate your commitment and know-how than by actually implementing green projects at your own business. Anyone can stock certified merchandise. And it’s easy to put out a few green hang tags on the shelf or signage proclaiming your eco virtues. But to really set yourself apart from the “me too” crowd, build valuable relationships with other leaders in the industry, and save money in the process, you’ve got to walk the walk. These days, it’s a little easier than it used to be. Depending on the type of project, there may be government incentives available or a relatively motivated local bank ready to finance something with a solid green profile.

GREEN

TIPS

ANT TO BE A LEADER

1. Energy retrofit. Make your facility energy efficient with better lighting, insulation, and mechanical systems. Then add renewable energy generation, too. Undertaking these kinds of projects will pay dividends for decades to come. In the short run, you will build valuable relationships with those firms doing the work. In the longer term, as energy prices continue to rise, you will enjoy predictably lower costs. 2. Living roof and/or living wall. Installing a living roof or wall delivers multiple benefits, including saving energy and giving your team experience in a young, fast-growing market segment. Combine with water recycling systems for additional “wow” factor.

3. Cool roof. If you’re not ready for solar panels or a living roof, think about this: If the roof isn’t white, you’re might be paying too much for air conditioning. Paint it white, save energy—it’s that easy.

4. Water recycling. At first glance, conventional financial models may not make the quantitative case for water efficiency projects—water prices are kept artificially low. But if you’re operating in a region with stressed water resources, taking steps to reduce your demand can set a powerful example for your community. There may even be rebates available. Install HET toilets, rainwater harvesting, and gray water recycling systems, and gain valuable experience you

Building Products Digest March 2011

can use to promote these green practices to your customers.

5. Recycling of batteries, fluorescent lights, paint, electronics, etc. This may prove to be more difficult than it sounds, especially if there’s no local infrastructure for recycling, but will be well worth it in the end. These products contain toxic heavy metals and other components that pollute ground water. There are a variety of programs available, benefiting a range of nonprofit activities.

6. Zero waste. Reducing the waste generated at your facility will engage both staff and customers, and may reduce your waste haulage bills, too. Remembering the Three Rs will help you get there: reduce, reuse, recycle.

7. Repurpose parking lots. Replace a portion of the parking lot with a community vegetable garden and bicycle racks. Don’t discount this project as being impractical or too costly. There will be plenty of people in the community willing to lend a hand. Encouraging bicycling reduces the carbon footprint associated with your facility. Planting instead of parking does the same, and can provide fresh vegetables for employees, customers, or members of the community in need. 8. Shorten the supply chain. Sourcing product and materials closer to home reduces transport costs. Depending on where manufactured, imports may already carry a high carbon footprint because of inefficient coal-fired electricity generation. On the other hand, local products can earn LEED credits for local building projects and, generally, will appeal to the growing number of customers who prefer products and materials made in the U.S.A.

Jay Tompt Managing Partner William Verde & Associates (415) 321-0848 info@williamverde.com

Building-Products.com

PRODUCT Spotlight Southern Cypress Shakes

Cypress shakes up historic renovations

YPRESS SHAKES have long been popular in the South, but they are gaining share elsewhere, in a market that traditionally has been associated with cedar. “Customers are becoming more aware of their availability,” said Chuck Harris of Wholesale Wood Products, Dothan, Al. “We recently supplied cypress shakes for projects in New York. The builders called looking for alternatives to cedar and redwood.” Now, cypress shakes are hitting the national stage, as part of a 13-episode series on Today’s Homeowner with Danny Lipford. The nationally syndicated TV show, which airs weekly and offers advice on maintaining and improving a home, is featuring “The Kuppersmith Project”—a renovation of a 1926 American Tudor-style home in Mobile, Al. To aid in the renovation of the exterior and preserve the home’s rich character, the Southern Cypress Manufacturers Association donated cypress shakes that replaced the home’s original cedar shakes. “The cypress shakes we’re installing on the exterior of the house are a real eye-catcher,” said Lipford.

NEW SHAKES were installed over Tyvek housewrap, using a staple gun. Building-Products.com

“Thanks to the weather-resistant characteristics of cypress, the siding on the Kuppersmith house will last a long, long time.” In exterior applications, cypress can be painted or stained to attain a desired color, left unfinished to weather to an attractive gray, or preserved with a clear sealer. “With shakes and siding, some people prefer the natural honey color of cypress over the dark, red-brown color of cedar,” said Harris. On the Kuppersmith house, a semitransparent stain was applied to repli-

CYPRESS CEILING on breezeway.

cate the home’s original shakes, while allowing the cypress grain to show through. “Honestly, I hated to put stain on the cypress because the wood is so beautiful in its natural state,” said Allen Lyle, producer of Today’s Homeowner. “The cypress really catches your eye and highlights the American Tudor style. We’ve had several comments by various neighbors about how pleased they are to see the home restored using true wood instead of synthetic products.”

CYPRESS SHAKES replaced the Tudor-style home’s original cedar shakes.

Cypress is known for being a versatile wood, favored for a variety of interior and exterior applications. To further display this unique quality, the SCMA also donated cypress for ceilings on the home’s front porch, back porch, and breezeway, as well as for the home’s front door, shutters, and part of the fence system. “Most homeowners are looking for local building products, and cypress is native to the region,” said Frank Vallot of Acadian Cypress and Hardwoods, Ponchatoula, La. “The longevity, beauty, and competitive price of cypress products are the icing on the cake.” The project will be featured on Today’s Homeowner through April, and again from June through August. In the fall, Better Homes & Gardens and Renovation Style magazines will also feature the project. The multichannel exposure will position cypress products as the construction market and wood industry rebound.

– For more information, visit www. dannylipford.com/kuppersmithproject and www.cypressinfo.org. March 2011 Building Products Digest

PRODUCT Spotlight Western Red Cedar By Jack Draper, Western Red Cedar Lumber Association

Natural cedar weathers the synthetic challenge

INHERENTLY DURABLE wood products, such as western red cedar, provide countless environmental advantages over manmade substitutes. OLOR . T EXTURE . D URABILITY . Toxicity. Sustainability. All are important considerations when evaluating materials, of which the choices are many. Manufacturers of alternative products make all kinds of comparisons and claims. Some say their products imitate the color and texture of natural materials, downplaying that they are

Building Products Digest March 2011

not the real thing. Others make unproven claims about being longlasting and environmentally friendly. All of it is done in the spirit of trying to be like something else. All the noise can be dizzying, but there is a simple solution to choosing trim, siding, and decking product alternatives that contain formaldehyde, mercury, dioxin and PVC—and

that’s not to use them at all. After all, so much effort goes into containing and regulating these toxins – most of which occur during product manufacture—and yet the most authentic, truly green building material has been time-tested for centuries: wood. Products made from real wood, like western red cedar, are naturally durable, and in life cycle studies, actually stack up better than synthetics. That is because wood is all natural and 100% renewable rather than manufactured from manmade petroleum-based products. Its authentic nature minimizes the environmental footprint from creation to disposal, due in large part to the minimal exposure to energy-intensive factories and harmful chemical processes. More and more, that environmental component matters. Desire to lower the carbon footprint and the rising environmental consciousness has placed a premium on sustainable building products. Recent history suggests a continued push for the best design that uses the most sustainable materials to strike a balance in what some are calling “eco chic” projects. And, it all begins with the materials. Cedar and other wood products have the advantage of being beautiful, durable and sustainable. “So, after all the effort that’s been made to deal with toxins, and all the effort that’s been made to make synthetics look like wood, why not just use the real thing?” asks John Wagner, a nationally recognized green and sustainability expert. Alternative manmade composites are made from irreplaceable Building-Products.com

resources, consume high amounts of energy during production, release pollution in the process, and fill up landfills. That combination is not exactly a recipe for leaving the environment better off. Conversely, producers of wood products work to create the lowest environmental impact when compared against other materials. Reforestation and renewal rates for cedar, as an example, exceed the rate at which trees are harvested. Durability, always a criterion when evaluating products, is also very high with wood. As a natural material, wood lasts longer than alternative manmade building products, which have been unable to duplicate wood’s unique character and performance. Materials’ character and durability were of high importance when it came time to select siding and decking for the Tree Adventure, a 450-ft. walkway among the tree canopy high above the Morris Arboretum at the University of Pennsylvania. Red cedar’s natural hues, tight grain patterns, and soft texture brought aesthetic value, while its durability and long, straight lengths made it the ideal fit for a project that lives among forested terrain. What’s more, wood weathers well and does not fade, is naturally resistant to moisture, decay and insect damage, and can be easily restored to its original condition. Stains and coatings are also made to protect and enhance durability. Western red cedar also contributed warmth, longevity and character as one of the more prominent sustainable materials of the Margarido House in Oakland, Ca. The home is the first in the country to receive LEED-H certification and a GreenPoint rating from the state of California. For the professional or the do-ityourselfer, ease of installation is also a benefit. Wood is far easier to cut and install for decks, siding, outdoor pergolas, and gazebos than heavy, dense composites. Wood is clean and naturally eco-friendly to work with and does not create hazardous, toxic dusts when cut. Then there is the added benefit. Wood looks good. Natural materials, including real wood, contribute warmth, style and beauty that add value to a home. That is a point conceded even by composite producers, who understand the appeal of real wood and are manufacturing products to look like wood. Building-Products.com

Prefinished for Extra Protection For optimum performance, WRCLA recommends that western red cedar is preprimed or prefinished prior to job site delivery. Factory priming is performed in an industrial setting where a machine applies a coating to all six sides of each board. Coated boards are then dried prior to shipment to the job sites. Factory finishing takes it a step further—with the additional application of one or two topcoats of acrylic latex paint, solid stains, or natural stains. The process ensures: • application of a uniform coating at the recommended coverage to all six surfaces of every piece • a controlled environment to permit proper curing of the finish • protection for the wood from exposure to sunlight and surface contamination by mildew and dirt • elimination of lap marks, streaks and shrink lines after installation • ability to install products at any time of the year • inclusion of coating warranty. Authorized machine coating applicators, by region, include: Northeast B&L Wholesale, Rochester, N.Y. www.blwholesale.com Garden State Lumber Products, Oakland, N.J. www.gardenstatelumber.com

Edward Hines Lumber, Buffalo Grove, Il. www.hineslumber.com Finatec, LaPointe, In.

Michigan Prestain, Wyoming, Mi. cedarshinglesdirect.com Wausau Supply, Wausau, Wi. www.wausausupply.com WFP Cedar, Bloomington, Il. www.wfpcedar.com

Mid-Atlantic Carolina Colortones, Arden, N.C. www.carolinacolortones Carolina Machine Finishing, N. Charleston, S.C. www.cmfprefinish.com

Carolina Prefinish, Andrews, N.C. www.carolinaprefinish.com

Mid-America Cedar, Charlotte, N.C. www.midamericacedar.com WFP Cedar, Statesville, N.C. www.wfpcedar.com Southeast Ecoshel, Gainesville, Ga. www.ecoshel.com

WFP Cedar, Jacksonville, Fl. www.wfpcedar.com

Wood Priming Products, Oakwood, Ga. woodprimingproducts.com

Golla Industries, Toms River, N.J. gollaindustries.com

Hammond Lumber, Belgrade, Me. www.hammondlumber.com HBH Prestain, Mapleville, R.I.; Arlington, Vt. www.hbhprestain.com

Longfellow’s Cedar Shingles, Windsor, Me. www.longfellowscedarshingles.com Russin Lumber, Montgomery, N.Y. www.russinlumber.com

Vermont Wholesale, Williston, Vt. www.vermontwholesalelumber.com

Midwest Cedar Siding Inc., Rochelle, Il. www.cedarsidinginc.com

Cockburn Island Forest Products, Coldwater, Mi. ciforestproducts.com

Edmund A. Allen Lumber Co., Momence, Il. www.edmundallen.com

MAXIMUM PROTECTION is provided to western red cedar, such as the Cal Reserve line from Lake States Lumber, coated with two layers of primer plus a finish. March 2011 Building Products Digest

INDUSTRY Trends By California Redwood Association

Redwood takes sustainability into communities

EDWOOD HAS LONG BEEN FAVORED

for its unique color and natural durability. While redwood can hold its “like new” warm tones with a simple maintenance schedule, the fact that redwood can be virtually ignored and still age gracefully make it an ideal choice for outdoor projects that may be exposed to the elements over time. Now, the locally-grown movement and emphasis on sustainability are giving consumers more reason to consider redwood. The redwood that reaches retail stores and consumer backyards comes from forests managed to the highest sustainability standards in the world. All commercially available redwood is California grown. Roughly 90% of redwood on the market is certified under the two largest independent sustainable forestry organizations in the world, the Forest Stewardship Council and the Sustainable Forestry Initiative. “Sustainability is about more than conserving forest resources,” says Bob Mion, community relations director for the California Redwood Association. “Sustainability includes economic and social considerations, which is one reason you see redwood appearing in so many community outreach and support efforts. Redwood producers are active in their communities. Sustaining forests includes sustaining communities. Redwood is a natural for meeting certain needs in the community, like in community gardens and on school campuses.” Raised planting beds made of redwood for community gardens are one example. “Redwood provides natural resistance to rot and decay,” says Mion. “It is an excellent choice for

Building Products Digest March 2011

REDWOOD was the material of choice for Cal Poly student architects designing a 60-ft. bench for the campus.

working in gardens. The chemicals in treated wood can make their way into soils and plants, whereas redwood gets its resilience from tannins that occur naturally in the wood. Redwood is as garden-friendly as it gets.” Architects embrace redwood for its strength as well as its aesthetic qualities. A bench project on the campus of Cal Poly-San Luis Obispo highlight both characteristics and created a

teaching opportunity, as well. “My fourth-year architectural design students and I designed a 60foot bench structure built with donated redwood and attached to a concrete retaining wall,” says Cal Poly professor Jonathan Reich. “Redwood was the perfect choice for us because of its strength, beauty, durability and weathering characteristics. This is the only wooden part of our otherwise concrete Building-Products.com

and steel building, and it has made this courtyard more comfortable. We have added much needed warmth, seating, and study space.” Redwood also fit with the school’s desire to utilize locally sourced materials from an environmentally responsible partner. “We didn’t want to use lower-quality pine or hemlock because we want the project to last,” says Reich. “This effort had to look good and reflect our understanding of appropriate materials.” Identifying specific needs can help identify the right material for any project. When Plowshares, a community supported organization providing services to individuals and families in need in Ukiah, Ca., built a facility and kitchen to feed the hungry, it chose redwood for a fence to surround the structure. Plowshares selected redwood to ensure long-lasting performance and maintain a positive appearance. Redwood fences provide a high degree of privacy and stand up to even the most harsh weather conditions. The grassroots organization, which relies heavily on donated time and effort, also appreciated that redwood is easy to work with. “We rely on donations, and the fence was a wonderful finishing touch,” says Plowshares executive director Ana Mahoney. “Not only did the fence allow us to complete the good neighbor process, it helps protect the community garden. “It is important that we help people understand redwood is a renewable, sustainable resource,” says CRA president Charlie Jourdain. “Projects that help sustain communities provide more than gardens, benches or fences. They provide an educational opportunity, too.”

SERVICE ORGANIZATION Plowshares looked to redwood when building a fence to surround its community outreach facility. Building-Products.com

March 2011 Building Products Digest

OLSEN On Sales By James Olsen

Is sales acting? W

HY DO WE GO to our favorite bar? We usually order the same drink, so what is the differentiator? There are many factors, but they all add up to atmosphere. How the place makes us feel? How do we feel on our way to these places? When we’re there? When we leave? Do we think about price when we are in these establishments? In retail, this feeling is called “The Shopping Experience.” Every time we interact with our customers, we have invited them into our “shop.” We have invited them to enjoy (or not) our “shopping experience.” As sales professionals, we have control over the atmosphere we create. Are we giving our customers the kind of shopping experience they want? It is a shame to act the same way with every customer, when changing our “personality gears”— acting a little bit differently than we naturally would, giving a bit of a performance—makes all the difference in sales.

The Social You vs. The Sales You

In our social life, we may be a laid-back person: “I really don’t care what movie/restaurant/bar we go to. I just want to hang out. There is usually someone who does care, so I just go with the flow. Why argue over trivial things?” This is a great social attitude. This is an easy person to be with. This attitude gets taken advantage of in sales. Customers will work this salesperson to death with little or no payoff. This kind of person is easy to say no to. In our sales life, we need to take more control. We must have a plan, follow that plan, and encourage our customers to follow our plan. The flip-side of this personality—Mr. or Mrs. Control— will struggle for different reasons. Are we friendly, laid-back, serious, intense, detail oriented, open? Isn’t everyone? No they’re not. Our challenge

Building Products Digest March 2011

as salespeople is to simultaneously assess the best way to make our customers comfortable, move them to action, and act—yes, perform—more like that. This is the difference between the social you and the sales you. Is it easy? No. Most of us have a preferred way of communicating. While we have many facets to our personality, some are hidden deep inside. But as sales professionals, we need to delve into ourselves and exercise our full range (of personality).

How Bad Do You Want It?

I have a customer. Let’s call him Dave Dermansky. Dave is the president of a large trading company. Dave is a “button-down” kind of guy. He is serious, analytical and intellectual. Dave can have fun; his sense of humor is dry as toast, but would not be mistaken for the life of the party guy. Dave told me a story: The summer between his junior and senior year in college Dave was working a minimum-wage job when he got a call from the older brother of a friend of his. This guy ran a two-man show at county fairs that opened up for touring bands. They set up outside the main show and did a minishow to get people fired up to buy tickets. Dave did not have to sing. His friend, the mastermind, real talent, ran the board and the show—lights, music, timing, sang the tunes. But Dave had to be on stage. He had to fire people up, be an emcee, lip-sync the songs, and dance around like he knew what he was doing. It was an uncomfortable stretch for Dave. Dave was scared to death—but he was more scared of minimum wage and the money was three times as good! Dave needed something. That’s when he invented his alter-ego: Dwayne Lovechild. The Lovechild had no problem getting up in front of a crowd and firing them up. Dave’s desire for success overcame his natural tendencies—that’s what makes Dave a sales pro. Whether we need to get in touch with our inner Dwayne Lovechild or a quieter version of ourselves—yes, act—to give our customers a better shopping experience, it is essential that we do so. James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com

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COMPETITIVE Intelligence By Carla Waldemar

Relationships build the business

HILLTOP LUMBER’S Parkers Prairie store is one of four throughout northern Minnesota.

was launched in 2005 in outstate Minnesota and, from the get-go, left scores of same-old, same-old contractors in the dust. Revenues for 2010 were $15 million, garnered on mega-projects such as Lakewood Terrace, a $5 million multi-family condominium project, and Grand Arbor, another huge complex focused on senior living—both in Alexandria, Innovative Builders’ home base. How’d you like to be the supplier of choice for such an outfit? To find out which lucky stiff got the business, I called Innovative Builders’ c.e.o. Hilltop Lumber, he fired back. And luck didn’t enter the picture, either. “They’ve got the best customer service. Their estimating is accurate, and they deliver on their promise,” the boss relates, adding, “and still they came in lower than a couple of other bidders.” Next, I got ahold of Hilltop to see what’s the deal—and the one-word answer is “relationships.” We’ll get to that in a minute, along with a peek at some other pretty spectacular services it offers. First, the backstory: Hilltop was launched in 1988, when Paul Klinek and his brother, who operated a contracting crew, realized that the pie would get slivered pretty thinly when their sons entered the family business. So, start a second crew, or try something different? A nearby lumberyard was sitting empty in Glenwood, Mn. When Paul’s research indicated that there NNOVATIVE BUILDERS

Building Products Digest March 2011

wasn’t another up-and-coming yard for miles, he took it over. In just 20 years, the outfit has added three more locations—Alexandria, 20 miles north (“where half of our deliveries were going, anyway”) and now its headquarters; Parkers Prairie, north another 20 miles along Highway 29, and Brandon, 15 miles westward. Do it Best, their co-op, helped a bit with layout and projections, but the biggest boon to multiple locations came in—bulk ordering, sure—an even bigger factor: minimizing inventory, says Paul’s son, Brian Klinek, today Hilltop’s general manager, who heads an organization of 33 employees (treated like family) and 18 trucks (treated like employees). Ask Brian why he chose to remain in the family business and it’s like asking some prince if he’d rather become king or sell insurance: You’re to the manner born. As a kid, Brian’s dad awoke him every Saturday morning with the non-negotiable message, “Get up. We’re going to work.” By the time he hit eleven, he was behind a wheel, and when, at 18, he headed to college in Fargo, he majored in business and construction management. He returned to the Glenwood store in 2000, and in 2003 moved to the Alexandria operation, where he now heads the company. No monumental changes, just a few tweaks of operational systems under his watch. Hilltop’s business is 85% pro—a mix of custom homes, remodels and additions, and commercial work—all of which remain fairly robust during our national economic slump, for there’s still plenty of call in this area of recreational lakes for summer cabins, retirement homes, and the commercial buildings to support them. But, of course, there’s also competition: a nearby Menards and seven independent yards within 20 miles. What keeps Hilltop ahead of the pack? “What builders like about us is, we carry more inventory; we carry almost any product. And we have two draftsmen on staff, who can deliver on a timely basis,” Brian states. Plus, material delivery is not only same-day, but usually same-hour. “Maybe it starts to rain and they have to switch to inside work. Our salespeople will deliver a box of nails or whatever they need.” Why? Because they’re pals. “Relationships,” Brian underscores, “are the biggest Building-Products.com

key. These builders are more than just customers, they’re friends. These guys get together outside of work for golf and hunting. They’ll meet for lunch on the weekend. Right now, in the middle of winter, they’re planning a fishing trip.” So, how do you come up with salespeople like that? By example, Brian indicates. “They watch our long-timers of 20, 30 years—good, personable people—and they fall into the same good habits, get to know their customers’ likes and dislikes.” Because Hilltop doesn’t install, it’s happy to recommend these contractors to homeowners, matching skills to needs. “I know it’s a cliché,” Brian demurs, “but, it’s the people you have that keeps us competitive. You can walk into any of our locations, at any time, and the staff will always be positive and upbeat.” Another leg up: Hilltop’s Idea House—the largest in the Midwest. “We were lucky to have high ceilings, so we built house displays: four different buildings, actually, to showcase different sidings: vinyl, wood, steel and fiberglass, with different styles and different colors. We work with Marvin to include their windows and doors, and everything’s working: You can open windows. Folks like that, to be able to touch and feel. And our people are able to go through the various choices, all the pros and cons. We stick with good vendors, who keep us informed on new products and updates.” Wait, there’s more. Hilltop’s Home Design Center, staffed by two professionals, offers a full flooring department: laminate, wood, tile, vinyl, carpet—and two lines of cabinets. Green products? Not so much. They haven’t taken off here in this byway of the Upper Midwest, but

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Hilltop has gone through the paces to become green-certified, so when the times comes—and it will—it’ll be positioned to take the lead. Hilltop also operates a robust rental service. “It had always been in the back of my mind,” explains Brian, “so when a nearby rental store went out of business, we picked up the inventory and the client base and retained two employees. We serve everyone from the d-i-yer who wants lawn and garden equipment to a heavy skid loader for the pro.” Hilltop allocates its advertising dollars to two outlets: booths in home shows and radio ads that call attention to new products and introduce its drafting department, “so people will think of us first, give us an opportunity.” It also hosts an annual customer appreciation dinner with live entertainment, to which customers’ spouses and employees are invited, too. Each winter, it also provides contractor classes in everything from new shelving products to lien laws. “We want to give our contractors those tools. We figure, if they’re protected, we’re protected.” Simple job security, because Brian plans to be here for a long, long time. “I get to deal with a lot of different people, and contractors are a great group of guys: never a dull moment. Always something fun.” Carla Waldemar cwaldemar@comcast.net

March 2011 Building Products Digest

Blizzard-Battered Lumberyards Scrape to Recover

As record snowfalls in the Northeast and Midwest turned snow shovels, roof rakes, and ice melt into hot sellers, building material dealers also had to worry about their own properties. Dozens of dealers were forced to shut down at the height of the blizzard, and at least 11 LBM buildings collapsed under the weight of snow accumulating on their roofs. Wagner Hardware, Glenwood, Mn., was open for business when its roof began to come down Feb. 1. The five employees inside fled, narrowly escaping injury. The roof collapsed at the main warehouse of D. Baker & Son Lumber Co., Grand Haven, Mi., after hours, on Jan. 31. “We had some inkling of it happening,” said Dick Baker, who recently retired from the family business. “There were cracks and creaks and groans throughout the day.” His daughter, Nada Edson, is taking over his share of the business. Earlier that day, snow flattened half of a lumber warehouse at Kelly-Fradet Lumber Mart, E. Longmeadow, Ma., as well as a 16,000-sq. ft. equipment building at BlueLinx, Newtown, Ct. BlueLinx was warned that no one should enter any of the other similarly constructed buildings on the property until the snow was removed from their roofs. Four days later, a second structure caved in. Immediately after, workmen scrambled to chop through the ice that had formed on the roof of the main office. Yet, four days later, a

third building gave way. On Feb. 2, large sections of the lumber warehouses fell at Cape Cod Lumber Co., Abington, Ma., and Concord Lumber, Concord, Ma. On Feb. 5, a foot of wet snow took down the shed at 84 Lumber, Albemarle County, Va. The next morning, Tremont Lumber Co., Averill Park, N.Y., discovered its warehouse had crumpled, trapping wood, trucks and equipment inside. A week later, on Feb. 12, accumulated snow caused a roof collapse at Cedar Creek, Broken Arrow, Ok. Umber’s Do It Best Hardware, Fort Wayne, In., was forced to shut down for one week when melting snow drained through its roof. On Feb. 9, a building inspector condemned the store, primarily because of water draining around its primary electrical box. With help from Do it Best, the owner closed the leaks and reopened his store Feb. 15.

Kansas Yard Changes Hands

Kevin and Haley Crome have acquired Thompson Lumber Co., Marysville, Ks., and renamed the business Crome Lumber. The new owner plans to computerize the store and scale back his sevenyear-old contracting business. Bob Thompson, who joined the family business full time in 1967, and his sister, Karen Dick, bookkeeper since 1999, had owned the yard since 1988. They will stay on, along with longtime employee Virginia Griffee.

DEALER Briefs

Schaad Lumber, Knoxville, Tn., is closing after 87 years, with the retirement of owner John Schaad III. BMC West has opened a 15,000 sq. ft. lumberyard on 11 acres in north Houston, Tx.

Fugate Lumber Co., Madisonville, Ky., has closed after 56 years and plans to auction off remaining inventory March 10. Charles Bahr & Son, Verona, N.J., is liquidating after 87 years. President John J. Bahr holds out hope to again “be operating in the near future.”

Young Lumber , New Castle, De., has closed, after 75 years and three generations of family ownership. Cramer’s Home Building Centers is down to four locations with the closure of its store in Portland, Pa.

Waters True Value Hardware, Dodge City, Ks., has completed

a six-week, half-million-dollar remodel that includes wider aisles and new signage, displays, shopping carts, and cashiers’ stations.

Ace Hardware, Statesville, N.C., has been closed by owner Mike Esposito, and its inventory was transferred to a unit in Winston-Salem, N.C. This likely is the 10,000-sq. ft. Ace being opened in Winston-Salem this spring by David Brown and Brent Boydston, owners of a 5-month-old store in Greensboro, N.C. Isanti Hardware Hank, Isanti, Mn., is closing early this month after 96 years.

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Building Products Digest March 2011

Winneshiek True Value , Decorah, Ia., opens this month, with Peter Marsing as mgr.; Karen Marsing, garden center mgr., and Jason Marsing, asst. mgr.

Geneva Hardware, Geneva, Il., has relocated to a larger, 36,000-sq. ft. facility about a mile away, while an Ace Hardware franchise plans to take over its vacated 18,000-sq. ft. quarters. Geneva Hardware had been with Ace for years before switching to Do it Best in 2010. Building-Products.com

New York Wholesalerʼs Relocation Provides Room to Expand

Buttolph Lumber is settling into its new, larger home in Schroeppel, N.Y., that it acquired from bankrupt North Pacific. After 43 years in Jamestown, N.Y., Buttolph moved late last year to the nine-acre facility with a huge warehouse that allows the wholesaler to add pine, cedar and high-end specialty plywood that must be stored indoors.

New Owner Revives Historic Store

14th Street Hardware, Pekin, Il., reopens this month after a remodel by new owner Kriss Brown. The store had been closed since February 2010, six months after the death of founder Bernard Happach, 98. New owner Brown, who operates Ace Hardware stores in Peoria and West Peoria, will retain the 50-year-old business’ name. “The store does have a ton of history to it,” he said. “That’s why it was very valuable for me to retain that name—upgrade it but not disrupt it.”

TAMKO Adds Two New Facilities

TAMKO, Joplin, Mo., has added an 80,000-sq. ft. distribution center on nine acres in Rivera Beach, Fl., and acquired an asphalt processing plant in Inwood, W.V., to supply its roofing facility in Frederick, Md. Bob McNally, general mgr. in Frederick, will also serve as managing director of the new subsidiary that owns Inwood plant.

Worker Injured in Reload Fire

A Jan. 26 fire destroyed an estimated one million bd. ft. of lumber at Herndon Reload, Herndon, Pa., and burned an employee who had to run through flames to safety. According to the fire chief, the brother of owner Sam Kauffman was using a torch to cut pipes from a boiler when sparks ignited the building. After the room “exploded,” the man had to run through flames and suffered burns on his face and arm, but refused treatment. The fire occurred at one of the two buildings Herndon owns, which are less than a half-mile from each other between the highway and the railroad tracks. 7XVFDQ\ 5DLOLQJ

SUPPLIER Briefs

Mid-State Truss Co. is reviving its 18-acre facility in Lakeland, Fl., to treat EcoBlu lumber.

Boones Creek Lumber, Salem, S.C., suffered an early morning fire Jan. 26 that was contained to its debarker building. Shetler Lumber Co., Le Boeuf Township, Pa., lost its maintenance shed in a Jan. 28 blaze.

Richmond International Forest Products, Richmond, Va., is now handling U.S. sales for SPF producer Kebois Ltd., Ste.-Dominique, P.Q. Boise Cascade’s DCs in Memphis, Tn., and Tulsa, Ok., are now distributing Curtner Lumber Co.’s Ozark Natural Paneling in Tennessee, Mississippi, Arkansas, Kansas, western Kentucky, northwest Alabama, Oklahoma and Missouri. The product was first launched in December by Boise’s Houston, Tx., DC.

Boston Cedar, Holbrook, Ma., is now distributing the complete Railing Dynamics product line.

Parksite has expanded its distribution of Fairway Vinyl railing systems to New Jersey and the Tri-Cities area

(New York City, Hudson Valley, and eastern Pennsylvania). Parksite already stocks Fairway’s products at its branches in Ohio and North Carolina.

Wolf, York, Pa., now distributes Deckorators railing systems, balusters, post covers, and caps on the East Coast.

One Tree Distribution, Syracuse, N.Y., is the exclusive Northeast distributor for iLevel by Weyerhaeuser TJ Insulated headers, rim boards, and corners.

American Lumber, Walden, N.Y., is now distributing QuietGluePro and Solstice cellular PVC decking in the Northeast and mid-Atlantic.

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March 2011 Building Products Digest

Siding Maker Adds Brands

Georgia Gulf, Atlanta, Ga., has acquired Exterior Portfolio, Columbus, Oh., from Crane for $72 million, combining it with its Royal Building Products division. Exterior Portfolio’s brands include CraneBoard, Portsmouth Shake, Solid CoRe Siding, and Architectural Essentials.

Dealer Adds New Warehouse

Jackson Lumber & Millwork, Lawrence, Ma., will spend $2 million to remove a 107-year-old building on its property, and replace it with a 23,000-sq. ft. steel, rack-supported warehouse. “An old mill building is always a risk, with wooden floors and beams in a densely populated area with commercial and residences,” said president Al Torrisi. “We are enhancing the property, safety-wise, and the whole block will look real nice when it’s completed by late spring or early summer.” He said the company used to assemble doors in the old, three-story building, but found it inefficient due to the slow speed of its aging elevators. In contrast, the new structure will

have more room for additional building material products, including tall racks for lumber, accessible by forklift. “When the boom does come back, when we start to see the numbers again, our company will be poised and ready for it,” said Torrisi.

Alabama Mill Launches Power-Packed Partnership

Westervelt Co. has broken ground for a new biomass power plant adjacent to its sawmill in Moundsville, Al., that will generate enough energy for 3,000 homes. The company currently burns sawdust and excess bark from its sawmill in large boilers that produce steam to heat the company’s kilns. Under the new system, the boilers’ steam will power the turbine to produce electricity and then be recycled to heat the kilns. The generating station, expected to be operational by fall, will be a joint venture between privately owned Westervelt and Alabama Power Co., the state’s largest electrical utility. It will also be the state’s first renewable energy project fueled by biomass.

DEALER Briefs

84 Lumber Co. shuttered its yards in Richmond, Va., and WinstonSalem, N.C.

Luhrs True Value , Westfall, Pa., is selling its lumber warehouse to Pike County Light & Power to make way for an electric substation, but will retain its nearby Ace Hardware store.

Iverson’s Lumber, Montrose, Mi., suspects a Feb. 13 fire that destroyed a lumber pile was intentionally set. Bill’s Hardware, Landover Hills, Md., has closed after 58 years, due to big box competition.

Costello’s Ace Hardware is relocating its Smithtown, N.Y., store to a larger building early next month.

Trails West Hardware , Gardner, Ks., closed Feb. 9 after seven years.

Home Depot has closed underperforming stores in Gentilly, La.; Holland, Mi., and Rocky Mount and Greenville, N.C. Lowe’s opened new stores Jan. 28 in Rosedale, N.Y., and Collierville, Tn., and abandoned plans to build a 117,000-sq.-ft. store with 31,000-sq.-ft. garden center in Land O’Lakes, Fl.

Menards opened a new store March 1 in W. Wichita, Ks. (Mike Anderson, mgr.). An E. Wichita store and two others in Kansas—Salina and Manhattan—will open later this year. In Ohio, Menards opened a new unit Feb. 1 in Fairfield (Andy Hansen, general mgr.), opens this spring at Northland in Columbus, and has purchased 20 acres in E. Columbus to build another 160,000-sq. ft. store. In Minnesota, Menards opens in Marshall this spring and closed its 30year-old, 128,00-sq. ft. store in Golden Valley Feb. 18, to give way to a twostory, 250,000-sq. ft. home center to open in spring 2012.

Habitat for Humanity opened a 28,000-sq. ft. ReStore discount LBM outlet March 9 in Aurora, Il.; relocated its units in Slidell, La., and Brainerd, Mn., and is remodeling its stores in Chattanooga, Tn., and Middleburg, Fl.

Building Products Digest March 2011

Building-Products.com

SUPPLIER Briefs

Enduris Extrusions, Jacksonville, Fl., filed suit against Inteplast Group Ltd., Livingston, N.J., alleging misappropriation of its trade secrets to produce capped cellular PVC decking.

Oxford Pine Products, Norway, Me., was destroyed by an accidental fire Feb. 8. Investigators said the mill was equipped with sprinklers, but they apparently were turned off.

A&M Supply Corp., Alexandria, Va., is relocating its DC to a 102,000sq. ft. facility in Upper Marlboro, Md. Paul M. Jones Lumber, Snow Hill, Md., suffered an estimated $10,000 in damage from a Feb. 16 fire in a sawdust bin.

TruStile Doors LLC, Denver, Co., has agreed to acquire the door division of Woodharbor Doors & Cabinetry, Northwood, Ia. Woodharbor Doors will become a subsidiary of TruStile, while Wood-harbor Cabinetry will continue as a separate company under current ownership and management.

Authorities Investigate Fatality at New York Sawmill

OSHA expects its investigation of a fatal milling accident at B&B Lumber, DeWitt, N.Y., could take up to six months. Thomas O. Pelton, 35, was changing saw blades on a machine Feb. 7, when an unknowing co-worker apparently started the machine. Pelton was fatally injured before the other employee could deactivate the machine.

Cox Switches to New FRTW

Cox Industries is converting the cylinder at Orangeburg, S.C., it uses to treat fire retardant treated wood to Viance’s D-Blaze, effective Feb. 10. According to Matt Yaun, director of sales and marketing, “We have had much success over the last three decades using a variety of FRTW

treatments, and, at Cox, we constantly evaluate our product lines to ensure we can offer the most value in the marketplace. Our move to D-Blaze brings with it more stable pricing and a strong list of product features.” Cox will continue to treat with Arch’s Wolmanized dispersed copper azole, and this month expects to also add Viance’s EcoLife.

Green Depot Goes National

Green Depot, New York, N.Y., has acquired three-unit Ecohaus, Seattle, Wa., creating the nation’s first coastto-coast supplier of green building materials. Green Depot operates 10 showrooms, including nine in the Northeast and one in Chicago, as well as 33 warehouse distribution centers. Ecohaus has locations in Seattle, Portland, Or., and San Francisco, Ca.

Quanex Building Products Corp., Houston, Tx., has agreed to

acquire insulating glass spacer manufacturer Edgetech, Cambridge, Oh., for $107 million. Edgetech’s 300 employees, including president Mike Hovan, will remain.

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AERT’s MoistureShield composite decking was ICC-ES certified to have 95% total recycled content.

Hancock Timber Resource Group, Boston, Ma., paid Weyerhaeuser Co. $200 million for 82,000

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A ZEK Deck now comes in two new colors—Silver Oak, resembling weathered teak, and warm, golden Cobre.

• Redwood • Western Red Cedar • Southern Cypress • Douglas Fir • Ipé

TAMKO upgraded www.tamko.com, making it easier for visitors to learn about and purchase its products online. New websites: Arauco , Atlanta, Ga., arauco-usa.com … Chicago Suburban Lumber Sales, Franklin Park, Il., www.chicagosuburbanlumber.com.

Building-Products.com

877.533.7695 March 2011 Building Products Digest

MOVERS & Shakers Matt Kukuk has taken over Seacat Do it Best, Marion, Ks., from owners Brad and Anita Seacat and renamed the business Flint Hills Building Supply. The store will stay with Do it Best. Richard Horn, ex-Parksite, has joined Fiberon, New London, N.C., as product specialist for northern New Jersey. Seth Aronson is now product specialist for southern New England. Richard Kelly has been named national sales & marketing director for Bodyguard Wood Products, Chicago, Il. His background has been in national sales management of masonry products with SpiderLath and in the window & door industry. Winford E. Peck, ex-Saginaw Lumber, has joined the sales team at American Lumber, Walden, N.Y., serving upstate New York and related territories. Jay Crosby and Zeke Morrel are new to sales at Ricci Lumber’s door & window division, Area Millwork, Portsmouth, N.H.

Edward Belair has been appointed president of Graves Lumber, Akron, Oh., succeeding Keith Graves, who continues as c.e.o. and chairman. James Shackelton has joined and Tom Pfauth rejoined the sales team at Fingerle Lumber Co., Ann Arbor, Mi. Buddy Rosser has been promoted to general mgr. of forestry for Anthony Forest Products, El Dorado, Ar. Chester New, Arkansas Laminating, has retired after 47 years with Anthony. Juan Jimenez has been named store mgr. at Sunshine Ace Hardware, Golden Gate (Naples), Fl. Scott Sheffield has been named v.p. of North America operations for Deceuninck, Monroe, Oh. Larry Stone, president and chief operating officer, Lowe’s Cos., Mooresville, N.C. retires June 2 after 42 years with the chain. Robert J. “Bob” Gfeller Jr. has been promoted to executive v.p.merchandising, to succeed retiring Nick Canter. Rick D. Damron is

Ainsworth. Surround yourself with engineered quality.

now executive v.p.-store operations; Richard D. Maltsbarger, senior v.p.-strategy; William D. “Doug” Robinson, senior v.p.customer support services; Maureen K. Ausura, executive v.p.-human resources; Gaither M. Keener, executive v.p., general counsel, secretary & chief compliance officer; Troy J. Dally, senior v.p. & general merchandising mgr.-hardlines/building products; William L. “Leroy” Allen, to senior v.p.-logistics, and Everett B. “Britt” Dayton, senior v.p.-IT business management. Tara Murray has been appointed marketing mgr. of Benjamin Obdyke, Horsham, Pa. Mike Powell has been appointed v.p. and general mgr. of Westech Building Products, Houston, Tx. Steve Daukas has been named v.p. of operations at Gorell Windows & Doors, Indiana, Pa. David Brown is now regional sales mgr. for Arkansas, Oklahoma, Louisiana, Mississippi, and parts of Tennessee and Missouri.

1 W" 0.8E Durastrand® OSL Code-approved for short-span headers.

PointSIX™ Durastrand Flooring Webstock Ainsworth OSB is used in more wood I-joists than any other brand.

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Brent Vecchi has joined Northeastern Lumber Manufacturers Association as an inspector for export wood packaging for Maryland, western Pennsylvania, and New York. Eric Lane, True Value Co., Chicago, Il., has been promoted to v.p.-specialty businesses, succeeding Fred Kirst, who has retired after 19 years with the co-op. Daniel Stuart has joined Quanex Building Products, Houston, Tx., as v.p.-national brands. He is based in Solon, Oh. Adam Burnett has been named business development mgr.-acoustics for Green Glue Noiseproofing technologies at Saint-Gobain Performance Plastics, Granville, N.Y. Mark McCracken, c.e.o., CAL-MAC, Fair Lawn, N.J., has been selected chairman of the board of the U.S. Green Building Council. Bill Peressini, ex-Stimson Lumber, has been named managing director and chief financial officer of the Hancock Natural Resource Group, Boston, Ma., replacing current c.f.o. Mike Morgan, who is retiring next month after 12 years with Hancock.

Cynthia A. Arnold joined Valspar Corp., Minneapolis, Mn., as senior v.p. and chief technology officer. Brian A. Kenney, chairman, president & c.e.o., GATX Corp., has been elected to the board of directors of USG Corp., Chicago, Il. Cory Burdick, ex-TieTek, has joined the sales team at Axion International, New Providence, N.J. Bob Vereen, director of communications, has retired from the Worldwide DIY Council, after 30+ years. Robert Keiver, Keiver-Willard Lumber, Newburyport, Ma., and the Whitbread family, Whitbread’s Sons Lumber, Oceanside, N.Y., were presented Lifetime Achievement awards during Northeastern Retail Lumber Association’s recent expo. Regional Dealer of the Year Awards went to Dennis Charron, Goodro Lumber, Killington, Vt.; Charles Handley, Burke’s Do It Best Home Center, Oswego, N.Y.; Rich Slevinsky, Miner’s, Canton, Ct.; Tim Erchick, Mid-State Lumber, Branchburg, N.J.; Harold LaValley, LaValley Building Supply, Newport, N.H.; Jay Torrisi, Jackson Lumber & Millwork, Lawrence, Ma.; Bart Biondolillo,

North Counties Supply, Philadelphia, N.Y.; Bert Smeraldi, PSI Distributors, Elizabeth, N.J.; Dick Mallory, Williamson/Wolcott Building Supply, Wolcott, N.Y.; the Morrells, Downeast Building Supply, Brunswick, Me., and, for Rhode Island, Wayne Farley, Cleary Millwork. Roger Wilson, retired co-founder of Lake States Lumber, Aitkin, Mn., was feted by the local Chamber of Commerce. Gary Judd, 84 Lumber, Roanoke, Va., was named Associate Member of the Year by the regional home builders association. Jay Snyder, Moss Building Products, Fort Wayne, In., was elected 1st v.p. of the Building Contractors Association of Northeast Indiana. Doug Ford, Curtis Lumber, Ballston Spa, N.Y., was elected 2nd v.p. of the Saratoga Builders Association. Mark Johnson, iLevel by Weyerhaeuser, Mechanicsville, N.Y., was named secretary. Lotta Butkys has earned her third promotion in a year at MungusFungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

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Hark! Bard Plays at the Yard

When a local Shakespeare troupe lost its longtime venue, a yard in downtown Miami, Fl., saved the day

by hosting a weekend of performances in late January. “I got involved to pay back my

mother, who still wants me to complete my master’s in English,” joked Andy Hasse, co-owner of Shell Lumber. “It’s also about giving back to the community, building goodwill. They know we are here long-term if they need us.” Hasse joined the 72-year-old company while in college, working parttime as a floor salesman. A year later, he became store manager. Now, eight years later, he handles day-to-day management because the second owner, Paul Naron, is no longer active in the business. He’s also been involved with Shakespeare in Miami for years, supplying lumber and other building materials and helping build sets. When he heard that the troupe could no longer perform in nearby Peacock Park, he offered his open-air lumberyard. Since the business caters to contractors, closing at 5 p.m. on Fridays and Saturdays and all day Sundays, it’s an ideal venue. The space has also hosted several bluegrass concerts and a nonprofit’s award dinner. ROMEO & JULIET wowed the audience at Shell Lumber, Miami, Fl.

Building Products Digest March 2011

Building-Products.com

TPI Takes Over NHLAʼs Heat Treatment Program

National Hardwood Lumber Association has engaged Timber Products Inspection Inc., Conyers, Ga., to administer the heat treatment program that NHLA has managed for the past eight years. The partnership will allow NHLA to better focus its energy on representing its members. Effective February 1, field audits are now conducted under the auspices of TPI. In most cases, the field auditor will remain the same. Stamps and branding devices will continue to bear the NHLA logo and information. As marks wear out and

become illegible, they will be replaced by TP marks.

Thieves Nailed in Florida

Police arrested one man and are searching for another after a Jan. 31 nail robbery at Ocala Lumber, Ocala, Fl. An employee called police when nails went missing and two men were seen sweeping up nails from a road out front. When questioned by officers, one man fled in a truck and the other, Wesley Pringle, was arrested and charged with commercial burglary and grand theft. He told the offi-

cers that he was only helping a friend retrieve “some metal,” and they did not go to Ocala Lumber to steal anything.

Worker Dies in Mill Accident

A 21-year-old worker at Eastern Wood Products, Williamsport, Pa., died Feb. 14, after his clothing got caught in an auger. Police said that Darryl Richards had been grinding up scrap wood to feed into an incinerator. His clothing got stuck when he attempted to free up something stuck in the machinery. OSHA officials will inspect the auger.

DEALER Briefs

Huntington Hardware, Huntington, Pa., is closing by the end of the month after 37 years. Owner Bob Lally will still operate Huntington Rental, but from a different location.

Hancock Lumber held a grand reopening Feb. 17 at its recently remodeled store in Windham, Me.

Keim Lumber, Charm, Oh., had nearly 1,000 contractors, vendors and employees attend a recent contractor appreciation night.

Appomattox True Value , Appomattox, Va., was among 13 regional winners in True Value’s “Best Hardware Store in Town” contest, joining Conyers True Value , Manchester, Ct.; Handy True Value, Rock Island, Il.; Hometown True Value, Minneapolis, Ks.; Hyde Bros. True Value, Clarksdale, Ms.; Morrison True Value, Alpine, Tx.;

Mound True Value Hardware & Paint, Mound, Mn.; Ritters True Value , Mechanicsburg, Pa., and Roaring Spring True Value , Roaring Spring, Pa.

Longwell Lumber, Bath, N.Y., celebrating its 95th anniversary, was named local Business of the Year.

Other anniversaries: Foxworth Galbraith Lumber Co. , Dallas, Tx., 110th … Tarzian Hardware, Brooklyn, N.Y., 90th … Tart Lumber Co. , Sterling, Va., 60th … Ricci Lumber, Portsmouth, N.H., 55th … Limington Lumber, E. Baldwin, Me., 50th.

Building-Products.com

March 2011 Building Products Digest

MARGIN Builders By Ryan Unick, Starborn Industries

Deck fastener debate: Clip, screw or plug?

N THE PAST,

the question for deck installers had always been “galvanized nail or screw?” But with the introduction of ACQ wood treatment in the 1990s came the advent of epoxy-coated deck screws that could withstand the corrosive nature of the new chemical. Now, the question seems to have evolved into “clip, screw or plug?” That’s because when a homeowner invests tens of thousands of dollars into a brand new outdoor living space, they want it to be perfect. And in order for it to be perfect, builders and do-it-yourselfers need to understand that not all deck fastener systems are alike. Plugs, screws and clips all have

… DECK SCREWS?

Building Products Digest March 2011

their advantages and disadvantages. Hidden clip systems have grown in popularity over the years because of the high-end finish they bring to a deck. Homeowners love the fact that the majority of their deck is screw free. However, in addition to making both the initial building application and future repairs time consuming, certain clip systems may not withstand the expansion and contraction of the deck boards well, which could result in a squeaky deck. Because PVC and composite decking are now manufactured by a very large group of decking companies in a large array of colors, many fastener manufacturers are now producing stainless steel deck screws with colored heads. This is a great way to conceal the screw head while still having the holding power of topdown fastening for hardwood, composite and PVC decking. The latest deck fastener innovation came with the advent of the newest

PLUGS OR…

type of decking. Most deck manufacturers now produce capstock decking products, which are deck boards with a hard outer shell often filled with recycled materials. This presented a new challenge to fastening manufacturers. In capstock decking, traditional composite screws tend to leave attached shards of plastic around the screw head, as well as cause the hard outer shell to dimple and stretch, causing a white discoloration. The first screw on the market to work with both composite and capstock decking is Starborn Industries’ Cap-Tor screw. It is available in 10 colors of stainless steel and epoxy coated steel. Another popular method that offers

Building-Products.com

a great balance between holding power and the appeal of hidden clip systems is plugging. Previously considered a very time-consuming process, plugs offer the ability to securely fasten hardwood, composite, and PVC decking, while aesthetically hiding screw-heads. In fact, the newest plugging systems for hardwoods have been specially engineered to quickly and consistently install plugs in less than half the time of traditional plugging methods. While there are many fastener choices out there, in the end, the knowledge you offer can make the difference between satisfied homeowners offering referrals to your builder clients and complaining customers necessitating numerous callbacks. â€“ Ryan Unick is a deck products specialist at Starborn Industries, Inc. Reach him via www.starbornindustries.com.

Wood Chemicals Rebound

Rising performance and environmental issues are driving demand for greener and superiorvalue wood preservatives, according to a new report by Global Industry Analysts. Growing concerns over VOC emissions, capable of affecting the environment during the process of coating, has paved way for the launch of various eco-friendly solutions, such as radiation-cured coatings, water-based coatings, and powder coatings. Coatings that feature enhanced performance features, such as improved durability and the ability to be used for dual purposes, have also succeeded in grabbing considerable attention of consumers. After plummeting in 2008 and 2009, U.S. demand for wood preservatives appeared to have bottomed out and began to show signs of recovery in 2010. The U.S. market for wood preservative chemicals is forecast to reach $567.4 million by 2015. Landscape products are predicted to be the fastest-growing enduse segment through 2015, although industrial applications for creosote and pentachlorophenol should still dominate the U.S. market.

Building-Products.com

March 2011 Building Products Digest

FAMILY Business By Bernard Kliska

Firing a family member

F YOU THINK firing a long-term employee is difficult, try firing one who is a family member. As daunting as the task may be, sometimes it’s necessary. Any major firing threatens to disrupt a business, creating fear, anxiety and shifting alliances among employees. But the disconcerting and disruptive ripples from firing a family member may spread throughout the family as well. Handling this difficult matter properly can limit emotional damage to the family and business. With good communication and a few procedural tips, it can also strengthen them. Prevention is always the best strategy. Because most terminations have long roots, it’s advisable to know as early as possible whether a family member is developing into a healthy plant or troublesome weed. The cultivating of prospective family members should begin before they enter the business. Avoid promising any future position. Constantly reinforce the value that performance, not family status, always determines a person’s position in the company. No one is owed any position—even after they’re in it. If termination becomes necessary, the ordeal will be easier for everyone if these values have been firmly established. Regular and honest performance reviews are essential. Although people disagree about their automatic use, “360˚ reviews,” which solicit input from both subordinates and superiors, are an excellent tool for family business members. Not only do such reviews help ensure the objectivity that is so difficult when reviewing family members, but if termination eventually becomes necessary, they provide important backup that can help defuse emotional reactions. Unfortunately, even the most con-

Building Products Digest March 2011

scientious prevention strategies don’t offer foolproof protection when a family member must be fired. If that day of reckoning arrives, there are several ways to help everyone through it.

Keep clear the separation between business and family. It’s difficult to profess the family values of love, loyalty and all-for-one-and-one-for-all while delivering a pink slip. The person receiving the notice may understandably have difficulty believing that those values still include him, but those values should still be clearly stated. Although for the ultimate good of all family members (including the terminated person) the business must come first, firing a family member from the business does not mean firing him from the family. An unsuccessful manager still remains an important parent, sibling, son, daughter or uncle. An uncomfortable fit for the business does not have to mean an uncomfortable fit for the family. If a family affair is coming up, discuss it and state that you and everyone else hope the person will participate. Ask if there is anything you or others can do to make him more comfortable. If he refuses to talk about it, schedule a time to check back and keep that commitment. Offer an honorable out. Consider offering the person a face-saving resignation. It won’t cure an injured ego, but it can help. Avoid saving his ego by putting him into another position unless you genuinely believe that such a move is for the company’s benefit. Offering an honorable out must not short-circuit open, frank discussion of family issues and performance.

Use your directors wisely. Use the board for insulation, advice and support, not as a weapon, excuse, surrogate or proxy. While it’s usually better Building-Products.com

for the family if the recommendation for termination comes from the board, avoid hiding behind that. Make it clear that while the board has recommended termination, you have made the final decision. Remember, you want to enhance communication and the family relationship. This requires honesty.

Have an impartial third person present during termination. Sometimes a consultant can promote clear, effective communication and help navigate the anger, shame, denial and sadness swirling around the room. In an emotionally charged atmosphere, it takes more than good intent to make sure the important things are said, heard and remembered. Research shows that strong emotions significantly distort memories and recall. A third person can help keep the emotions in check while acting as an impartial witness in case disputes later arise over what was said. Be alert for family brushfires. Every family has alliances and tensions, often subtle or covert. Know how they affect the family and how they may affect the business. It is

impossible for family members to perceive all the emotional and strategic ramifications of a termination. An outside consultant can help anticipate and handle alliances and tensions. A family map or genogram is useful in planning the termination interview. Charting each family member going at least a generation back and then identifying their alliances, tensions, similarities, differences and emotional patterns gives a clear picture of how each person is likely to respond. The genogram will provide ideas for how to avoid and handle problems and to bolster egos ahead of time. Firing a family member may feel like the ultimate paradox in a family business, but by handling it clearly, honestly, and with consideration and compassion, both family and business can emerge from the ordeal even stronger.

– Bernard Kliska is an associate of the Family Business Consulting Group, Marietta, Ga. He can be reached at (800) 551-0633 or kliska@efamilybusiness.com.

Reprinted with permission from Family Business Advisor, a copyrighted publication of Family Enterprise Publishers. No portion of this article may be reproduced without permission of Family Enterprise Publishers.

Siding, Roofing, Insulation Rebound Approaches

Repair and remodeling has sustained the siding, roofing and insulation markets over the last several years, but it will take a rebound in new construction to help the products once again enjoy gains, according to three new studies from Principia. Siding: R&R accounted for nearly 75% of residential siding demand in 2010, as the North American siding market slid 25%, to over 57 million squares worth $4.6 billion. Some siding products are faring better than others. Vinyl continues to hold the largest share of the market, but other materials continue to chip away, despite developments in vinyl such as adding laminated insulating foam, cellular vinyl, and offering UVresistant dark colors. Residential siding demand is forecast to grow an average of 7% annually to reach 69 million squares worth $5.6 billion in 2012. The ratio of demand of R&R to new construction will come down from roughly threeto-one in 2009 to two-to-one in 2012. Roofing: Reroofing, which historically accounted for 70 to 75% of roofing demand, ballooned to 82% last year, as the overall residential roofing market in North America fell 11% to Building-Products.com

130 million squares worth $9 billion. Insulation: R&R is also consuming roughly two-thirds of the insulation market—a sharp reversal since 2006, when nearly two-thirds went to new construction. In 2010, residential and commercial thermal insulation for building and construction reached 5.8 billion lbs. valued at $5.2 billion, a 30% drop from 2006. It should jump to $6.3 billion in 2012. Principia’s Ken Jacobson predicts opportunities to increase sales of pricier, more energy-efficient products, as rising energy prices make payback periods shorter. “Most homes have about 1% for insulation as a cost-line item, typically standard fiberglass plus a vapor barrier system,” he said. “With 2% it is possible to get more than two times the energy efficiency. Many consumers are reluctant to spend an extra 1% to 2% for insulation, but will spend money on a solar array for their roof. A tight envelope can save as much as 40% on heating and cooling costs.” The full studies—Residential Siding 2010, Residential Roofing 2010, and Residential & Commercial Insulation 2010—are available from www.principiaconsulting.com. March 2011 Building Products Digest

NEW Products

Eco-friendly Insulation

Insulation Barriers

ReFIT insulating panels from ARXX Corp. can be used to finish basements and interior spaces. Made of expanded polystyrene, the interlocking panels install easily with wall clips and adjustable shims. They act as a continuous insulation barrier, to eliminate unwanted air infiltration with no thermal bridging, without a vapor barrier.

Guardian’s ecoGuard fiberglass insulation is produced with at least 35% recycled content, with no added dyes or formaldehyde. Greenguard-certified, it can be used in both residential and commercial projects.

GUARDIANBP.COM (800) 569-4262

REFITICF.COM (800) 293-3210

Unique Subway Tiles

Horizon mosaic tiles from Hakatai are now available in a 3”x6” subway profile. Options include mixed-media blends of glass, metal, and stone in five glossy-finished colors. All are mounted on mesh backs for easy installation.

HAKATAI.COM (541) 552-0855

Building Products Digest March 2011

Strand Bamboo for Floor & Wall

Smith & Fong now offers PlybooStrand bamboo panels and flooring that are free of formaldehyde and FSC certified. Both products are available in three colors: Havana, Morocco, and Sahara. The panels measure 3/4”x48’x72. Flooring can be ordered unfinished or prefinished.

PLYBOO.COM (866) 835-9859

Building-Products.com

High Tech Deck Fasteners

Universal Fastener Outsourcing offers modified wood screws that can be installed with a special Tech drilling point to prevent cracking or splitting boards. The 2-1/4” screws have a T-15 Torx Trim Head, with a PPG1500 coating to withstand salt spray. They can be ordered in contractor pails with 1,750 screws or in master cases with eight boxes of 350 each.

911-NAILS.COM (800) 352-0028

Tropical Hardwood Railing

Deckorators’ latest aluminum railing system has a tropical hardwood cap-rail available in both 6’ and 8’ kits. The hardwood cap is finished with an oil-based stain, and can be snapped onto the rail without visible fasteners.

DECKORATORS.COM (800) 332-5724

Gypsum Clears the Air

CertainTeed’s AirRenew gypsum boards are said to permanently reduce VOCs circulating indoors, by converting them into inert compounds that safely remain within the boards. M2TECH technology provides protection against moisture and mold.

AIRRENEW.COM (800) 233-8990

Frothy Foam Insulation Formaldehyde-free Veneer

MPX hardwood plywood from Columbia Forest Products features formaldehyde-free, soy-based PureBond technology. Each panel incorporates yellow poplar crossbands under the decorative face and back veneer, for a smoother profile. Thicknesses are 3/4” and 1”.

CFPWOOD.COM (800) 637-1609

Building-Products.com

Froth-Pak spray foam insulation and Froth-Pak foam sealant from Dow Building Solutions protect against air and moisture infiltration. The two-component, low-pressure polyurethane spray quickly expands to fill cavities, penetrations, and cracks greater than 2”. It becomes tack-free in seconds, and completely cures in minutes. The foam sealant is designed for applications requiring a maximum 4” wide strip of sealant, such as gaps, cracks, or crevices in the building envelope.

BUILDING.DOW.COM (866) 583-2583

March 2011 Building Products Digest

No Roar from These Fans

Panasonic’s third generation WhisperGreen ventilation fans improve indoor air quality in homes and light commercial uses. The brushless DC motor is up to 871% more energy efficient than Energy Star standards. Select models feature variable speed controls and built-in lights.

PANASOIC.COM/VENTFANS (866) 292-7292

Solar Attic Vent

TAMKO’s solar attic vent uses the power of the sun to lower energy costs and prolong roof-life. Each 20-watt panel ventilates up to 1,600 sq. ft. Its housing is molded of UV-stabilized ABS color-dyed plastic that prevents sun damage and can be painted to match the roof. A 1/8” heavy-gauge stainless steel screen provides protection from insects and animals without impeding airflow.

TAMKO.COM

(800) 641-4691

Tool Power Centers

Modular tool counters from Walls + Forms help create point-ofsale merchandising counters in varying lengths and configurations. The 30”x42” counters come in

Building Products Digest March 2011

Outside Crowns

CMI expanded its MiraTEC line to include four composite, engineered wood crown mouldings for exteriors. Factory-primed with a lowVOC primer on all four sides, the trim is warrantied against hail and termite damage, delamination, decomposition due to fungal growth, splitting, cracking, and excessive swelling and buckling.

CMICOMPANY.COM (800) 405-2233

4’, 5’, and 6’ sections with a 30” corner unit. Options include a lighting system, rear cabinet drawers, and more shelves.

WALLSFORMS.COM (972) 745-0800

Building-Products.com

Look of Slate

CertainTeed’s newest roof shingles offer the look of slate at lower cost. Highland Slate shingles measure 18”x36” and are available in six colors. An impact-resistant version meets Class 4 standards and is available in four colors. Both coordinate with CertainTeed’s Cedar Crest hip and ridge accessories.

CERTAINTEED.COM (800) 233-8990

Recycled Tarps

Heavy-duty tarps repurposed from vinyl advertising billboards are new from Recycled Materials Inc. Common sizes of 10’x30’, 12’x42’, and 14’x48 can be used to cover almost anything, as a green alternative to traditional tarps.

RECYCLEDBILLBOARDTARPS.COM (303) 478-6193

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We inventory up to 800,000 ft. of Bald Yellow Cypress Our personnel have over 135 years combined experience in lumber

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• The complete package, all from the same source • Mixed items are our specialty • Buy only what you need • Surfaced, Rough, Moulded, Straight Lined Ripped • Visit our website, and see for yourself

Let us stock your inventory for you:

You Wan t: • A Competitive Advantage • A Dependable Source • A Specific, Quality Product • A Timely Shipment

We Wan t: • A Regular Customer • A Call, Fax or Email

• An Opportunity to Quote • A Purchase Order We Both Wan t: • A Satisfied Customer • A Pleasant, Trusting Relationship • A Profitable Partnership

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

(901) 274-6887

Fax 901-274-6850 wlumber@CypressUSA.com

w ww.Cy pr essU SA.c om

For your c ypre ss needs – Try u s you’l l l ik e us Building-Products.com

March 2011 Building Products Digest

GUARDIAN SHOW Photos by BPD

GUARDIAN BUILDING Products staged its annual buying show Jan. 30Feb. 1 at Caesars Palace, Las Vegas, Nv. [1] Barb & Snort Snyder. [2] John Burns, Sandra & Robert Dupuis. [3] Tim Herman, Bernie Reiff. [4] Annie & Kenny Hodges. [5] Diane & Dan Nagle. [6] Lawrence & Ginger Taphouse. [7] Curtis Butler, Dave Roberts. [8] Lester Heringer, Nancy Tumlinson, Randy Forsburg. [9] Matt Conard, Kristen DeVinny, Chris Duncan, Scott Nawatzki. [10] Jay Lattanzio, Dan Graves. [11] Sherry

Building Products Digest March 2011

Dalton, Charles Ryther, Cork Dalton. [12] Karlin Wyse, Vinnie Miller. [13] Stephen McNally, Alex Hines. [14] Robert Archer, Kendal Garrison, Bobby Longbine. [15] Mark Heyboer, Paul Mehok. [16] Mike Thom, Sam Wolter. [17] Scott Welling, Steve Sawin, Phil Bryson. [18] Rose & Jerry Vetter. [19] Kathie & Joe Holmgren. [20] Trevor Woods, Jenn Hutchinson, Kurt Scandlyn, Debra Lee. [21] Kevin & Tennille Kothmann, Wesley Starnes, Kelly & Darrell Dayton. (More photos on next page) Building-Products.com

GUARDIAN SHOW Photos by BPD

SPRING MARKET for distributor Guardian Building Products (continued from previous page). [1] Anthony Kuhlman, Kelly Harrison, Jeff Martindale. [2] Joe Roedl, John Mette, George Mette. [3] David Elenbaum, Justin Ellis. [4] Clint Selzler, Tyler Odden. [5] Bruce Schneider, Susan Faulkner. [6] Gary Dean, Eric Bayer. [7] Victor Fioravanti, Joel Strauss. [8] Sharon & Tom Neel, Sheri & Gary Schon. [9] Pat Lawley, Pat McConnellt. [10] Rob & Nanci Treml. [11] Cheryl Maynard, Warren Michaelsohn, Julie Volk, Alvin Gravos. [12] Nick Robinson, Skip Camp.

Building-Products.com

March 2011 Building Products Digest

ASSOCIATION Update

Lumberman’s Association of Texas & Louisiana toasts its 125th anniversary during its annual convention and buying show April 7-9 at Worthington Hotel, Fort Worth, Tx. Seminars will address using market research to enhance your business, an update on the housing market, and new sales strategies. Outgoing president Robert Archer and president-elect Rufus Duncan will be honored at an awards reception.

Mid South Building Material Dealers Association executive director Robert Hellenthal retired March 1, but will serve as a consultant to the association until June 30. A search is on for his successor. During the group’s recent convention, William King, King Lumber, Bassfield, Ms., was installed as its new president. He is joined by president-elect Jim Smith, Home Hardware Center, Natchez, Ms.; 1st v.p. Tom Chauvin, Chauvin Brothers, Chauvin, La.; 2nd v.p. Doug Boykin, Rex Lumber, Brookhaven, Ms., and treasurer Bruce Fuller, Fuller Building Supply, Selma, Al. Northeastern Retail Lumber Association’s Northeastern Young Lumber Execs welcomed new president Mike Yazwinski, Russin Lumber, along with treasurer Jen Quinlan, Litman Gerson Associates; secretary Jordan Russin, Russin Lumber; exoffico Kevin Keillor Jr., Thurber

Lumber; 1st v.p. Mike Miller, One Tree Distribution; 2nd v.p. Rob Bicknell, Bickell Building Supply, and 3rd v.p. Dan Martin, Reeb Millwork. NYLE’s spring leadership conference is set for April 14 at CBS Scene, Patriot Place, Foxboro, Ma. NRLA is presenting two webinars this month—new ideas for installed sales March 22 and visual merchandising March 31.

Florida Building Material Association is hosting regional meetings followed by free cocktail receptions March 24 at Deer Creek Country Club, Deerfield Beach, and April 7 at Buca di Beppo Restaurant, Brandon. FBMA has enlisted Burman Clark, president, Muneris Benefits, to address health-care mandates and cost-control ideas during June 9 webinar on health-care reform. Kentucky Building Materials Association will host its 106th convention April 28-29 at Galt House Hotel, Louisville, Ky. Presenters include Anthem’s Harry Hayes on health care, attorney Kevin Johns on succession planning, motivator John Baumann, and Greg Brooks, Building Supply Channel.

Northeastern Lumber Manufacturers Association is bringing back vendor exhibitions to its annual convention April 28-30 at Marriott Long Wharf Hotel, Boston, Ma.

Your Eastern & Midwest Redwood Specialist

REDWOOD DECKING THE NATURAL ALTERNATIVE

Full Range & Large Inventory Reman to Specific Patterns • Clear All Heart • Clear Mixed Grain • Construction Heart • Decking

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

CHICAGO SUBURBAN LUMBER SALES 8 0 0 -3 4 1- 6 48 5

7459 Franklin St., Forest Park, IL 60130

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

www.chicagosuburbanlumber.com

Building Products Digest March 2011

Southern Building Material Association recognized TW Perry, Gaithersburg, Md., as Outstanding Dealer of the Year and Diamond Hill Plywood, Darlington, S.C., as Supplier of the Year during its recent buying show in High Point, N.C. Illinois Lumber & Material Dealers Association has booked Western Building Material Association’s Casey Voorhees to lead an estimating seminar March 22-23 at Crowne Plaza Hotel, Springfield, Il.

North American Wholesale Lumber Association will host an April 28 regional meeting at Boston Marriott Long Wharf, Boston, Ma., co-chaired by Jim Robbins, Robbins Lumber, and Vincent Micale, Warren Trask.

American Wood Protection Association gathers May 15-17 at Marriott Harbor Beach Resort, Fort Lauderdale, Fl., for its 107th annual meeting. Educational sessions will cover LEED/green building, alternative wood treatments, quality control, and industrial products.

Hardwood Plywood & Veneer Association will celebrate its 90th anniversary May 1-3 during its annual convention at Hyatt Regency Grand Cypress, Orlando, Fl. A welcome reception will celebrate honorary lifetime member Gail Overgard, who is retiring from Timber Products, Springfield, Or. Seminars will cover latest trends, technology developments and innovations, better use of working capital, and better product promotion. Kentucky Forest Industries Association will be “Exploring New Markets” as the theme for its 46th annual meeting April 13-15 at Marriott Griffin Gate, Lexington, Ky.

International Wood Products Association holds its 55th annual convention April 13-15 at Loews, New Orleans, La. Seminars will cover import challenges, sustainable design with exotic wood, specifying imported woods, pro-active marketing in an anti-import climate, and distribution. Southern Pine Council has a new guide for professional deck builders and advanced d-i-yers. The 12-page, color booklet focuses on decks and porches constructed of southern pine. Building-Products.com

IN Memoriam

Raymond Jess “R.J.” Teague, 99, retired founder of R.J. Teague Lumber, Fort Worth, Tx., died Jan. 31. He worked for Chickasaw Lumber before opening his own business in 1944. His son and grandsons took over when he retired two years ago.

John R. Friant, 92, owner of Berryville Lumber, Berryville, Va., died Jan. 16 in Berryville. After earning two Bronze Battle Stars during World War II, he started his company in 1948.

William Schoolfield “Bill” Miles, 87, retired owner of Miles Building Supply, Pocomoke City, Md., died Feb. 11 in Pocomoke City. After serving in the Marines during WW II, he and his father started Miles Oil Co., operating it until 1963. In 1965, he formed his building supply business, retiring in 1989.

Wallace E. “Wally” Strader, 80, retired v.p. and general manager for Home Supply Co., Louisville, Ky., died Feb. 7 in Louisville. He joined Malone Lumber, Greenville, Ky., at age 17 and, 10 years later, Home Supply. He spent 35 years as v.p. before retiring in 2003. He was 1978 president of the Kentucky Building Material Association and longtime director for the Home Builders Association of Louisville.

Christopher James Hodson, 60, former commodity trader at Seaboard International Forest Products, Nashua, N.H., died Jan. 11 in Hampstead, N.H.

Margaret Moses Dale, 97, coowner of Dale Lumber, Hamilton, Va., died Jan. 11 in Leesburg, Va. She wed Lawrence Dale in 1947— two years after he founded the firm. When he died in 1968, she assumed control, staying active until her death.

James W. Braun, 88, retired president and majority stockholder of Braun Bros. & Co., Athens, Wi., died Jan. 19. After serving in the Navy during WW II, he graduated from Notre Dame and joined the family business. He was a director for the National Lumber & Building Material Dealers Association and past president of the Wisconsin Retail Lumber Association.

Thomas A. Troxell, 62, former manager of Fremont Lumber, Fremont, In., died Jan. 14 in Fort Wayne. He last worked at Mitchell Lumber, Montgomery, Oh. Building-Products.com

Mark Sebren Greer, 54, founder and owner of Greer Lumber, Cushing, Tx., died Jan. 10 in Nacogdoches, Tx. He ran the firm from 1981 to 2007.

Thomas L. “Tom” Gordon, 87, retired from Weyerhaeuser, St. Paul, Mn., died Feb. 2 in Menomonie, Mn. As a Marine, he fought at Guadalcanal during WW II. After serving as assistant manager at O&N Lumber, Marshfield, Mn., he began his 40-year career with Weyco.

Michael A. Ross, 51, former buyer for Ace Hardware Corp., Oak Brook, Il., died Feb. 13 in Arlington Heights, Il. His career ended with a motorcycle accident 20 years ago.

Sidney Brouwer, 98, co-owner of Wyoming Park Lumber & Hardware, Brouwer, Wi., died Jan. 9 in Brouwer. After Navy service during WW II, he ran the store with his brother, Peter.

Reta L. Longwell, 87, retired president of Longwell Lumber, Bath, N.Y., died Feb. 15 in Bath. She took over the business when her husband died, retiring in 2004.

Karl J. Brickl, 64, retired president of Select Trusses & Lumber, West Salem, Wi., died Jan. 28. Until retiring in 2006, he ran Select Trusses, Brickl Bros., and Precision Steel with his brothers. He was a past president of the Wisconsin Frame Builders Association.

Paul Gene Mayer, 60, Dakotas lumberman, died Dec. 9. He managed Remsing Lumber, Mott, S.D., and then worked at Great Plains Lumber, Mandan, N.D., and Lemmon, S.D., before joining Guardian Building Center, Rapid City, S.D.

Claudius Jasper Wood Jr., 89, coowner of A&W Building Supply Co., Waynesboro, Va., died Feb. 5. After Army service in WW II, he and Howard Alexander formed A&W.

Todd Rabin, 40, co-owner of Ridgefield Hardware, Ridgefield, Ct., died of cancer Feb. 5. He was named a North American Retail Hardware Association Young Retailer of the Year in 2001.

Sam M. Dunaway, 83, founder of Dunaway Timber, Fordsville, Ky., died Feb. 9 in Fordsville. He formed the business in 1953. He had been a Kentucky Forest Industries Association charter member, director and president.

William “Bill” Leadingham, 66, former manager for Alexander Lumber Co., died Jan. 11 in Maywood, Il. After highly decorated service in the Army during the Vietnam War, he spent 22 years managing lumberyards for Alexander in Herscher, Dwight and Manhattan, Il., and worked for Menards, Joliet, Il., for 13 years.

Michael Sweeney, 47, media relations manager for Sto Corp., Atlanta, Ga., died Jan. 4 in Atlanta. Before joining Sto 10 years ago, he was communications director for the Greater Atlanta Home Builders Association and editor of Georgia Builder.

Edward Brian Chittum, 47, manager of True Value Hardware, Friendship, N.Y., died Jan. 19 in Friendship.

One million feet of cypress in inventory at all times!

Specialty CYPRESS! 1x6 thru 1x12 -R/L 4/4 x R/w/L 5/4 x R/w/L 6/4 x R/w/L 8/4 x R/w/L

Selects & Btr.

1x6 thru 1x12 #1&2 Com 4/4 #1 Panel Pecky (selected)

Kiln Dried Rough or S4S

Deep S wa Cypres mp s We also run all patterns

Landry Lumber Co. P.O. Box 522, Mansura, LA 71350 A Division of Call Joe Elder or Richard Landry Cell (318) 201-3748 (800) 467-8018 Office (318) 442-2668 Fax 318-964-5276 Fax 318-448-8678 March 2011 Building Products Digest

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 “camera-ready” (advertiser sets the type), $65 if we set type. Send ad to Fax 949-852-0231 or dkoenig@ building-products.com. For more info, call (949) 852-1990. Make checks payable to Cutler Publishing. Deadline: 18th of previous month.

WANTED TO BUY

WEEKES FOREST PRODUCTS SEEKS ACQUISITION OPPORTUNITIES

Weekes Forest Products, Inc., a financially strong wholesale distributor with eight profit centers located throughout the Upper Midwest and Florida, is interested in growing by acquisition of small- to medium-sized companies in similar businesses to our own. We sell lumber and building materials retailers, mass merchants, manufactured housing, and industrial accounts. If you would be interested in joining forces with us, please contact Steve Weekes at (800) 328-2890 or stevew@weekesforest.com. Any conversation we have will be treated with the utmost confidentiality.

WE BUY AND SELL PANEL STRIPS

HELP WANTED

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

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Wood Products Traders You’re an experienced wood products trader trying to increase sales in tough conditions. We’re a financially strong, global trading company selling a broad mix of hardwood and softwood panels, lumber & boards, moulding & millwork, flooring and more. And we’re growing. Ready for a change? • Unlimited earning potential • Top-tier commission structure • An entrepreneurial & flexible culture • Financial strength to support your potential • Nothing to hold you back

Apply online. BridgewellResources.com Equal Opportunity/Affirmative Action Employer. All inquiries strictly confidential.

Building Products Digest March 2011

Building-Products.com

DATE Book

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

Southern Cypress Manufacturers Association – March 14, annual meeting, Charleston Place, Charleston, N.C.; (412) 244-0440; www.cypressinfo.org.

Wood Solutions Fair – April 7, Minneapolis Convention Center, Minneapolis, Mn.; (866) 966-3448; www.woodworks.org.

Lumbermen’s Association of Texas – April 7-9, annual convention, Worthington Hotel, Fort Worth, Tx.; (800) 749-5862; lat.org.

Greenprints – March 14-15, conference & show, Sheraton Downtown, Atlanta, Ga.; (404) 872-3549; www.greenprints.org.

Hardwood Manufacturers Assn. – March 14-16, conference & expo, Charleston, S.C.; (412) 244-0440; www.hmamembers.org. North American Wholesale Lumber Association – March 14-17, Wood Basics Course, Mississippi State University, Starkville, Ms.; (800) 527-8258; www.lumber.org.

Window & Door Manufacturers Assn. – March 15-17, legislative conference, Washington, D.C.; (800) 223-2301; www.wdma.com.

Eastern Building Material Dealers Association – March 17-18, estimating seminar, Parksite, Baltimore, Md.; (800) 296-3278; www.ebmda.org.

Blish-Mize Co. – March 18-19, spring market, Overland Park Convention Center, Overland Park, Ks.; (800) 995-0525.

Emery-Waterhouse Co. – March 18-19, market, Rhode Island Convention Center, Providence, R.I.; (800) 283-0236; www.emeryonline.com.

Peak Auctioneering – March 19-20, LBM auction, St. Charles, Il.; (800) 245-9690; www.peakauction.com.

Southern Building Material Association – March 21-22, estimating & contractor sales seminars, Richmond, Va.; (704) 376-1503; www.southernbuilder.org.

National Lumber & Building Material Dealers Association – March 21-23, legislative conference & spring meeting, Marriott, Washington, D.C.; (800) 634-8645; www.dealer.org.

Illinois Lumber & Material Dealers Association – March 21-23, convention & expo, Peoria Civic Center, Peoria, Il.; (800) 2528641; www.ilmda.com. Material Handling Industry of America – March 21-24, annual expo, Chicago, Il.; (704) 676-1190; www.mhia.org.

Mid-America Lumbermens Assn. – March 22-23, estimating class, Sedalia, Mo., (800) 747-6529; themla.org.

Structural Insulated Panel Assn. –March 22-24, annual conference, Hyatt, Greenville, S.C.; (253) 858-7472.; www.sips.org.

Moulding & Millwork Producers Assn. – March 22-27, winter meeting, Wild Dunes Resort, Isle of Palms, S.C.; (800) 550-7889; www.wmmpa.com.

ENAP Inc. – March 24-25, annual meeting & show, Orlando, Fl.; (800) 456-4300; www.enap.com.

Ohio Construction Suppliers Assn. – March 24-25, installed sales roundtable, Cincinnati, Oh.; (614) 267-7817; www.myocsa.org.

JLC Live Show – March 25-26, Rhode Island Conference Center, Providence, R.I.; (800) 261-7769; www.jlclive.com.

Ace Hardware Corp. – April 1-3, spring market, McCormick Place, Chicago, Il.; (630) 990-7662; acehardware.com.

Peak Auctioneering – April 2, LBM auctions, Middleton, N.Y.; April 9, Manassas, Va.; (800) 245-9690; www.peakauction.com. Building-Products.com

March 2011 Building Products Digest

ADVERTISERS Index

IDEA File

A longtime pro dealer has deepened its Grow For It

roots in the local community by distributing free white pine seedlings. G.W. Smith Lumber, Lexington, N.C., has given away 1,500 seedlings every March for the past 25 years, timed to coincide with Arbor Day—a holiday first celebrated on April 10, 1872, by tree-starved settlers in Nebraska. “Celebrating Arbor Day helps educate the public that growing and harvesting trees is a renewable process,” says Mark Smith, fourth generation president and general manager. “The days when forests were clear-cut without concern for replanting are a thing of the past.” Because awareness of Arbor Day has waned in recent years, G.W. Smith advertised this year’s giveaway through an interview with the local newspaper. Flyers were also mailed to elementary and middle schools throughout the county. “We’re hoping to get parents excited about this, so teachers will follow up, place their orders, and come get them,” he says. According to Smith, it’s not hard to interest children in the hardy little trees, which thrive with proper planting and a generous dose of water and attention. Some are planted on school property, while others go home with students. And what do Smith’s customers—90% pro and 10% retail—think of the annual event? Once seedlings are distributed to interested schools, a handwritten sign out front announces that the rest are free for the asking. Last year, very few of the tiny trees went to waste.

Send us your news! Have your recent expansion, personnel promotions, new product introductions, or other company changes published in the next issue of BPD. Just Fax your news to 949-852-0231 or email to kdebats@building-products.com.

BPD (a free service)

Building Products Digest

Building Products Digest March 2011

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

Advantage Trim & Lumber [www.advantagelumber.com]..........26 Ainsworth [www.ainsworth.ca] ................................................28-29

Anthony Forest Products [www.anthonyforest.com] ...................8

Boston Cedar [www.bostoncedar.com].............................Cover IV Bridgewell Resources [bridgewellresources.com] .....................44

BW Creative Wood [www.bwcreativewood.com] ........................25

Capital [www.capital-lumber.com]................................................38

Chicago Suburban Lumber Sales .................................................42 Crawford Creek Lumber [www.crawfordcreeklumber.com].......24 Crumpler Plastic Pipe [www.cpp-pipe.com] ................................45

Fasco America [www.fascoamerica.com]....................................30

GRK Fasteners [www.grkfasteners.com].....................................23 Haida Forest Products [www.haidaforest.com]...........................33

Idaho Forest Group [www.idahoforestgroup.com] .......................3

Krauter Solutions [www.krauter-storage.com]............................32 Landry Lumber ...............................................................................43

Lee Roy Jordan Lumber [www.jordanredwood.com] .................27

Mary’s River Lumber [www.marysriverlumber.com] ..................31 Pennsylvania Lumbermens Mutual Insurance [plmins.com] .....19

Redwood Empire [www.redwoodemp.com]...................................5

RISI [www.risiinfo.com/crows] ......................................................41

RoyOMartin [www.royomartin.com] ....................................Cover II Simpson Strong-Tie [www.strongtie.com]...................................21

Southern Shutter Co. [www.southernshutter.com].....................45

Tank Fab [www.tankfab.com]........................................................13

Universal Fastener Outsourcing [www.911-nails.com] ................4

Versatex [www.versatex.com].........................................................7

Viance [www.treatedwood.com] ...........................................Cover I Western Red Cedar Lumber Assn. [www.wrcla.org] ...3, 33, 34-35

Wilson Lumber [www.cypressusa.com].......................................39 Building-Products.com

BPD

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