Building Products Digest - June 2012

BPD

SIDING FORECAST – FROM FIBER CEMENT TO WOOD D-I-Y ONLINE MARKETING

Building Products Digest

JUNE 2012

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

BPD Special Features 9 INDUSTRY TRENDS FIBER CEMENT LEADS IN SIDING

10 PRODUCT SPOTLIGHT UPPER-GRADE REDWOOD SIDING POISED FOR COMEBACK

12 MANAGEMENT TIPS RUNNING ONLINE CONTESTS

June 2012

Volume 31 Number 4

Building Products Digest

14 FEATURE STORY CO-OPS AID IN SOCIAL MEDIA

26 SPECIAL FOCUS SOUTHERN FOREST PRODUCTS UPDATE, BY SFPA AND SLMA

38 PHOTO RECAP: NELMA 40 PHOTO RECAP: NAWLA

In Every Issue 6 TOTALLY RANDOM 16 COMPETITIVE INTELLIGENCE 18 OLSEN ON SALES 24 MOVERS & SHAKERS 36 NEW PRODUCTS 42 ASSOCIATION UPDATE 42 IN MEMORIAM 44 CLASSIFIED MARKETPLACE 45 DATE BOOK 46 IDEA FILE 46 ADVERTISERS INDEX

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

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

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Building Products Digest June 2012

Building-Products.com

TOTALLY Random By Alan Oakes

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Lifelong learning, a competitive advantage

from the first-ever NAWLA Leadership Conference in Colorado Springs. The event emphasized what I had realized over the last few months—that I need to get back to my roots, which I will explain later. The conference was the first event in my 11 years in the industry that was from start to finish full days of management and executive learning programs with top industry and out-of-industry speakers. No time off, just pure session after session and almost 100% attendance at each session. I learned a lot, as no doubt did the other attendees—a mix of owners, senior managers, and up-and-coming future executives. First, my congratulations to NAWLA for developing this new program and congratulations to the members for making the investment to attend—and bring along others—in these difficult times. I am sure that, due to initial feedback, next year’s program is already being planned, and I urge all current and future NAWLA members to put this event on your calendar for next year. I also recommend taking along other managers and or key employees. The cost vs. return is always a key factor, and I believe that the benefits will far outweigh the expense. I have spent decades in the educational publishing and conference/seminar training industries (from sales to executive management training to technology, domestic and international, for companies small to Fortune 100). I have spent a good portion of my business life in education and understand the value of lifelong learning. And the more I learn, the more I realize how much I have left to learn. Today, after we learn something, circumstances change again and different knowledge is needed. At the NAWLA conference, we discussed “Cash is King.” I would also argue “Knowledge is Power.” We all need constant education, training and reinforcement. Yet I realize not all companies can afford to offer or are equipped to handle such training. So, what to do? What was clear to me in the beginning of my current business life was that this industry by nature has been a hands-on training industry, as opposed to sending management and employees for job skills training. What also has become clear to me is that we live in an era where there is a need for more learning opportunities. We have lived through one of the most difficult times in business history. I can imagine many had issues to deal with that they were ill-equipped to handle, in addition to the many day-to-day issues we all face. Many of our readers—managers, executives, salespeople, and managers-in-training—could benefit from a constant source of education. This should be general education and not just industry training. Our magazine has over the years featured countless educational articles written by experts, but I have realized over the last six months that we need to do more. So, in the next couple of months, we will launch a new branded educational series aimed at not only executives and owners, but also the future managers in this industry. It is also clear to me that not all employees see our publications when they arrive at your offices as many subscribers hoard them (normally great news). I ask that our magazines be passed around to those who would benefit. (Or, simply order more subscriptions!) Free digital issues are available on our website, building-products.com. In the near future, each magazine will have a QR code for a direct link to our publications as well. Our publications have always been a source of industry and product news for a combined 120 years, but now I want us to be your resource for executive education as well. So, look out in the coming issues for our new “Mastering” series—two more good reasons to read and enjoy our publications. As we hit our 90th year in business next month, we want to be your resource for the next 90 years as well. HAVE JUST RETURNED

Alan Oakes, Publisher ajoakes@aol.com

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Building Products Digest June 2012

BPD

Building Products Digest www.building-products.com

A publication of Cutler Publishing

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

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

How to Advertise

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

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

How to Subscribe

SUBSCRIPTIONS Heather Kelly Phone (949) 852-1990 Fax 949-852-0231 hkelly@building-products.com or send a check to 4500 Campus Dr., Ste. 480, Newport Beach, CA 92660 U.S.A.: One year (12 issues), $24 Two years, $39 Three years, $54 FOREIGN (Per year, paid in advance in US funds): Surface-Canada or Mexico, $49 Other countries, $65 Air rates also available. SINGLE COPIES $4 + shipping BACK ISSUES $5 + shipping

BUILDING PRODUCTS DIGEST is published monthly at 4500 Campus Dr., Ste. 480, Newport Beach, Ca. 92660-1872, (949) 852-1990, Fax 949-852-0231, www.buildingproducts.com, by Cutler Publishing, Inc. (a California Corporation). It is an independently owned publication for building products retailers and wholesale distributors in 37 states East of the Rockies. Copyright®2012 by Cutler Publishing, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. BPD reserves the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it.

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INDUSTRY Trends U.S. Siding Forecast

Fiber cement to lead siding comeback

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.S. DEMAND FOR siding is forecast to grow 8.4% annually through 2016 to 96.5 million squares, valued at $10.2 billion, according to a new study by Freedonia Group. Growth will be spurred by an increase in housing completions from their depressed 2011 base. Although housing completions will remain below the levels reached at their cyclical peak in 2006, the recovery will spark above-average gains in the residential siding market through 2016. The expected rebound in housing completions through 2016 will reestablish the new housing market as the largest end use for siding. Demand for siding in residential improvement and repair applications will rise at a moderate pace through 2016. Those homeowners that put off improvement projects—such as the replacement of worn out or outoffashion siding—will undertake them in the future, boosting demand. Nonresidential demand for siding is also forecast to grow rapidly through 2016, albeit not at the level of the residential market. Gains will be driven by advancing nonresidential building construction expenditures. The office and commercial and lodging segments, which experienced the most rapid demand declines between 2006 and 2011, will exhibit the strongest growth going forward as more office buildings and retail sites are erected. Many of these structures will be built with such materials as fiber cement and stucco that serve as low-cost alternatives to brick, wood, and stone. Among material types, stucco, brick and fiber cement siding are forecast to see the most rapid demand Building-Products.com

FIBER CEMENT siding will continue to take market share away from competing materials, although vinyl will remain the top-seller.

gains through 2016, increasing at double-digit paces. The rebounding residential markets in the South and West regions of the U.S.—where these materials are most often installed— are projected to experience the strongest growth in population and housing activity through 2016. Brick and fiber cement see wide use in the South, while stucco is most commonly used in the West region. Thus, as more homes are built and remodeled to meet the needs of the regions’ increasing population, demand for those siding materials will also advance. Fiber cement siding will continue to take market share from other materials, such as vinyl and wood. Demand for fiber cement siding will be spurred by its ability to be pro-

duced into siding that resembles more costly materials, such as brick or stone. Fiber cement siding demand will also be supported by continuing consumer acceptance of the material because of its performance properties, such as resistance to degradation caused by insect attack and moisture. Vinyl siding accounted for the largest share of siding demand in 2011 and will continue to lead the market in 2016, as such innovations as insulated vinyl siding and products that better resemble natural materials—such as wood and stone—will promote demand. However, competition from fiber cement and stucco siding will check growth. Fiber cement and stucco siding are said to offer end-users better long-term durability and require less maintenance.

June 2012 Building Products Digest

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PRODUCT Spotlight Upper-Grade Redwood Siding

Redwood siding rising New investments, second-growth availability drive resurgence of upper-grade redwood

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CHECK OFF: Moses Perez, production supervisor, inspects a board of clear redwood siding at Redwood Empire’s manufacturing facility in Redding, Ca.

when redwood was among the more preferred and popular siding materials for fine homebuilding. There never has been any question as to redwood’s beauty or durability. Its authentic natural look blends in particularly well in mountain or lakeside communities. The increased acceptance of vinyl and the introduction of composite materials such as fiber cement have chipped away at the market share for HERE WAS A TIME

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Building Products Digest June 2012

all natural wood species. Vinyl now commands 40% of the $6 billion siding market, while wood products hover around 10%. Pricing spikes for redwood’s highest grades before the turn of the 21st century likely helped accelerate its market-share drop, as did prior changes in harvesting practices that resulted in less upper-grade redwood coming to market. The perception grew rapidly that upper-grade redwood simply was not available.

Now, after more than a decade of declining demand, Redwood Empire is poised to help redwood reclaim lost market share. The company acquired its second remanufacturing facility last August, in Redding, Ca., and has been investing to bolster operations there since. The facility, which once produced mostly specialty products for Hawaiian markets, primarily manufactures siding and trim from upper-grade redwood. The proximity of Redwood Empire’s primary sawmill in Cloverdale and manufacturing facilities in Asti, Ca., to southern-range redwood forests provides easy access to quality logs. Each mill is customdesigned to cut for grade rather than to maximize throughput. Though the milling process often takes longer, the result is greater output of upper-grade redwood and more availability of vertical grain lumber, which feeds Redding’s siding-production operation.

A Sustainable Product

The redwood siding popular throughout the 20th century largely was the product of old-growth trees harvested from California’s San Mateo, Santa Cruz, and Mendocino counties. Now these areas, the first to be logged, are the source of secondgeneration forests managed for Building-Products.com

decades under California’s sustainability laws—the toughest in the nation. Many second-growth trees in the southern end of redwood’s natural range exhibit qualities similar to the wood harvested in the heyday of redwood siding. Redwood harvested from sustainably managed forestlands along California’s coast has proven to be the source of eco-friendly, long-life products. A renewable resource, redwood trees remove greenhouse gases from the air through photosynthesis, absorbing carbon dioxide and releasing oxygen. Life Cycle Assessment research, which studies cradle-to-grave environmental impacts of building materials, has shown that redwood products store more carbon than is used in their manufacturing. The net result of using sustainably harvested redwood is a decrease in greenhouse gas emissions.

Geography Correlates to Preferences

Even in the lean years for redwood siding, there were pockets of demand across the country with interesting and fairly constant geographic preferences. The East Coast, for instance, has shown the greatest demand for beveled siding, particularly 1/2”x6” pattern 322R, followed by 1/2”x8” beveled pattern 323R and some 1x6” tongue and groove patterns. Texas markets have generally preferred thickbutted rabbeted siding like pattern 477. The Midwest typically has leaned more heavily toward 1”x6” tongue and groove options, while the West Coast has favored shiplap patterns (particularly pattern 793) and some bevels.

Economic, Consumer & Architectural Drivers

Remodeling efforts that allowed homeowners to seamlessly replace damaged siding on existing structures or

CLEAR, VERTICAL GRAIN 1/2”x8” pattern 323R plain beveled siding is stacked for shipment. Building-Products.com

REDWOOD’S NATURAL durability makes it a preferred choice for exterior applications.

match home additions to established looks drove much of Redwood Empire’s initial manufacturing at its Redding facility. Indeed, remodeling of aging homes is still forecast to play a significant role in the overall siding market. Recently, however, new home construction has accounted for a larger share of production. Several factors may be behind the increase in demand for redwood siding for new homes, including price. Once consistently the most expensive option among natural wood siding products, shifting market dynamics have made redwood price-competitive with cedar siding. Green building trends may also be having an influence. Research indicates consumers are placing greater emphasis on environmental performance and sustainability issues in their purchase decisions. Redwood siding is recyclable and biodegradable, and offers a favorable carbon footprint. Perhaps the greatest influence has come from the architectural community. Architects have long been attracted to redwood—especially vertical grain redwood—for interior and exterior applications because of the wood’s natural beauty. Increased awareness that vertical grain redwood is again available appears to have spurred a rise in architectspecified redwood siding. While vertical grain availability remains somewhat limited in the top Clear All Heart grade, Redwood Empire has produced significant quantities of vertical grain siding in all upper grades, including Heart B, Clear, B grade, and selected commons. As consumer interest and demand for redwood—helped by architects and designers—moves inside the home, interior trim will likely experience an uptick as well. For Redwood Empire, the availability of redwood logs whose characteristics resemble their historic predecessors and the increased recognition of redwood’s environmental attributes have laid a foundation on which the company plans to build. The Redding mill has the machinery to produce all patterns in the CRA pattern book, and can match virtually any pattern produced in the past 100 years. The siding business is growing, and the firm plans to make the investments necessary to market siding successfully. Keep your eye on redwood in the siding market. Watch the trends to see how architects and consumers approach and use high-end redwood. June 2012 Building Products Digest

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MANAGEMENT Tips Online Contests

Boost customer relations, sales with online contests

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to increase traffic on your company’s website or Facebook page? An online contest can encourage customers to return to your site—and even get them to share it with others. “Years ago, contestants mailed their entries and photos in,” says Chris Fox, marketing manager at Universal Forest Products. “Those days are over with the advent of turnkey website tools.” For the past three years, UFPI has run its best deck contest through its Deckorators website. “We don’t want to exclude builders or d-i-yers that aren’t currently using Facebook,” he says. “This may change in the near future with more builders promoting their business through social media activities.” Conducting the contest through its website also allowed uploading of large photos and comments from builders and consumers without any restrictions. “Facebook places certain restrictions on contests and sweepstakes, which can be a significant hurdle,” says Fox. “You must use an approved Facebook application or risk having your account suspended.” OOKING FOR WAYS

ACCEPTING SUBMISSIONS online has made participating in and operating contests, such as TimberTech’s Deck Disaster promotion, easier than ever.

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Building Products Digest June 2012

However, submitted photos are periodically posted on Deckorator’s Facebook fan page, as are contest winners. Past contest photos are also posted on Deckorators’ Flickr page. By using more than one kind of online media, UFPI ensures that online visitors remain interested and engaged—in both the contests and in the company’s products. A successful contest will encourage communicating, subscribing, and sharing—all of which will increase traffic to your company’s site. Just make sure social media buttons are prominently displayed and easy to use. Another way to build traffic to your site is to let online visitors rate contest entries, but be prepared to handle and post the feedback. Viance keeps online visitors interested in its Ecolife Fish-More Deck Challenge by awarding monthly prizes. Professional deck builders and d-i-y-ers enter the contest by submitting photos and material receipts through the Ecolife website. The best entries are posted online, showcasing the company’s decking products. “We are excited to review the creativity of deck builders and homeowners across the country,” says Christopher Kollwitz, director of marketing at Viance. Once the final prizes have been awarded, Viance maintains interest in the Ecolife brand by posting photos of the best entries—providing inspiration for potential customers and creating an audience for the next contest. Building and maintaining a fan base is one of the main reasons to conduct an online contest. That was the goal of CertainTeed’s contest, which is conducted on its new Living Spaces Facebook page—which, in turn, promotes the company’s exterior building products to consumers. “This is our first major effort at social media,” says Ken Warshaw, director of marketing communications for CertainTeed’s siding products group. “Building our Facebook community was the motivation for the contest.” As for dealing with Facebook restrictions, he says that apps from third-party companies are needed to run contests on any social media site. To enter, homeowners upload 30 to 90 second videos showing why their home needs a facelift. To keep online visitors engaged, the top 10 videos will be chosen by Facebook users. CertainTeed will select the grand-prize winner, who will receive exterior building products— including installation—and star in a “webisode” series that will be available on CertainTeed’s Facebook page and Building-Products.com

How to Run a Successful Online Contest

Before the Internet, conducting a contest meant paying for print ads and hoping people would take the time to fill out an entry form—then actually mail it. In contrast, online contests are easier to participate in, easier to run, and a good way to learn about your customers. But they do require a certain amount of preparation:

Determine your target audience and appropriate channels. Acknowledge the assets and limitations you have to work with. Take time to understand your audience and what you expect from them. Think about the appropriate channel for engagement: brand website or blog, Facebook, Twitter, etc.

Encourage creativity. Usergenerated content such as photos and short videos help participants engage with your products. They also take advantage of the natural urge to compete, giving participants their turn in the spotlight.

YouTube channel. WOLF Building Products also uses Facebook to conduct its contests, which are offered twice yearly. This spring’s competition introduced the company’s new focus on Americanmade products. The winner—selected at random from nearly 1,600 entries— received two free airlines tickets to anywhere in the U.S. “We had an overwhelming response to the contest, which drew far more entries than either of our two previous sweepstakes,” says WOLF’s chief marketing officer Jim Groff. “It just reaffirms the fact that contractors and homeowners prefer high-quality products that are made here at home.” Although Groff acknowledges that Facebook does have contest rules, he says they are easy to follow. The contest application required by Facebook wasn’t a problem either: it was developed by the company’s outside web resource. As for the focus of this year’s fall contest, W OLF is soliciting suggestions from its Facebook fans. “We wanted to start a conversation, a positive dialogue about building products,” he says. “We did all that with the contests.”

DECKING PROJECTS have proven a popular theme for online contests staged by manufacturers, wholesalers and retailers.

Make it easy to enter and stay involved. Ensure that the entry process is easy to navigate and the entry requirements are clearly explained. A contest that requires participants to upload photos and videos on one platform, share through another, and vote on a third will generate confusion and frustration.

Facilitate communication. A contest is an opportunity to engage in an active dialogue with your current and prospective customers, fans, and followers. Share contest updates, respond to questions, and encourage participants to share their entries and rally for votes. Make sure appropriate social media buttons are prominently displayed. Collect information. If you ask the right questions, you’ll learn a lot about your contestants through the entry process. You’ll also learn a lot from the interaction and conversation that takes place around the contest—if you take the time to listen.

Building-Products.com

June 2012 Building Products Digest

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FEATURE Story Social Media

Co-ops help dealers excel in social media

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is that retailers should have an active social media presence to maintain constant, interactive communications with their customers. For many dealers, however, the problem is that word constant. Most independents don’t have the time and manpower to supply a daily flow of Tweets and Facebook posts. So, their co-ops are beginning to step in, to provide tools, content and

Photo by Spectrio

OMMON BUSINESS WISDOM

training. According to Jeff Gooding, director-consumer marketing for Ace Hardware Corp., “At a high level, we educate our retailers on what Ace is doing on behalf of the entire brand from a national level, as well as provide them with best practices and trends in the space.” Specifically, Ace: • Provides retailers with a page on acehardware.com, customizable for their store, showing the customer their

DIGITAL DISPLAY hangs from the ceiling of Ridgefield Supply Co., Ridgefield, Ct., to broadcast branded, zoned digital content highlighting

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Building Products Digest June 2012

hours, services, brands, departments, special offers, events, etc.

• Offers feeds to all local search engines to make sure member stores appear when customers are searching online.

• Utilizes a dedicated social media section of its intranet to post information on Ace’s efforts and provides best practices for its stores. • Educates its field marketing staff

the dealers’ suppliers, products, services, and Twitter feed. Building-Products.com

through monthly calls, so they are able to answer retailer questions in the field.

• Hosts training sessions at its national conventions twice a year, educating dealers on what the co-op is doing in the digital space.

www.Roseburg.com

• Meets throughout the year with dealer groups for updates and education.

Grand Rapids, Mi.-based Progressive Affiliated Lumbermen has been heavily promoting the use of social media to its members, starting with its monthly webinars for retailer members and featuring social-media presenters at its annual show. “We continue to pass on best practices or good ideas from our members to other members,” said Joe Myers, membership service manager for PAL. “One member received 1,400 ‘likes’ when they ran an Ugly Kitchen Contest in their market. At last count, we have 70% of our members with some level of Facebook page for their company.” Wayne, Pa.-based Lumbermens Merchandising Corp. has also been experimenting with a way to stretch its members’ social media arm—even after customers have walked through their front door. LMC members have teamed with Spectrio to install indoor digital signage that can promote their Twitter and RSS feeds and Facebook pages. LMC members Ridgefield Supply Co., Ridgefield, Ct., and Economy Lumber Co., Campbell, Ca., were already Spectrio customers, using the tech firm’s on-hold messaging services, when they began looking into digital signage. The in-showroom screens display their social media feeds, highlighting current specials and video ads, along with local information, news and entertainment items. “We are now at a moment where the costs for flat panel screens has dropped so low that they have become a viable option for many small businesses, include lumber dealers,” said Aaron Kleinhandler, c.e.o. of Spectrio. “Our VideoCasts usually cost around $75 and $150 a month, with some of our customers updating their displays more frequently than others. The outside feeds are refreshed daily, and dealers’ messaging can be varied by time of day.”

Building-Products.com

Engineered Wood Products

Quality Engineered Wood Products for today’s builder® Lyle Lee has been building custom homes for over 20 years. Here is what he has to say about Roseburg’s Engineered Wood Products. “When building a quality home, it’s important for all the framing materials to match. In other words come together as specified in the design plans. If the framing is off by even a ¼ of an inch, it can cost me thousands of dollars in time and materials. I find Roseburg’s RFPI®-Joist and RigidLam® LVL to be very consistent in width and depth. When I use Roseburg’s RFPI®-Joist, my floors are more level, stiffer and truer, making my job much easier. This home is 6,000 square feet so I used I Joist and LVL from several different units and the manufacturing consistency was exactly the same. If you want to maximize your profit, I would recommend using Roseburg’s Engineered Wood Products”. Lyle Lee L. Lee Building Company

TF 800-245-1115 Engineered Wood Products | Real Wood Siding | Softwood Plywood | Lumber RFPI®, RigidLam®, RigidRim® and Quality Engineered Wood Products for today’s builder® are registered trademarks of Roseburg Forest Products, Roseburg, Oregon

June 2012 Building Products Digest

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COMPETITIVE Intelligence By Carla Waldemar

City slicker

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STORIA,

OR., is a feisty little city hugging a bay etched into the Pacific coastline that separates Oregon from Washington. (Well, boasting a population of just 10,000, one’s tempted to call it a fishing village.) Indeed, that’s a major industry here, where the wild Columbia River meets the sea—where nature is so unruly that episodes for Ax Men and Deadliest Catch have been filmed for reality TV. Earlier, it charmed and unsettled Lewis and Clark in equal measure when they arrived in 1806, making it the oldest northern settlement west of the Mississippi. City Lumber Co. wasn’t a project of those explorers’ axes, however, but—launched in 1904, it can lay claim to being the oldest lumberyard in the state—abetted, in large part, by all those fisheries that needed boxes for the cannery (another stat: the largest in the country). After a succession of owners— some more savvy than others—in 1975 it caught the eye of Jerry

Newenhof, an entrepreneurial type who’d previously managed a warehouse, served as Sheetrock buyer, and as a manufacturers rep for ceiling tiles. His focus, until his death in 1995, was on the folks in town who needed his services: a strong retail thrust. And that’s what continues to drive City’s business today, recently voted Best Home Improvement Store in Astoria. Sons Greg and Jeff, who grew up sweeping sawdust and stocking shelves, pledged to continue that legacy—well, after they took it on as their life’s calling. Finishing college, Greg decided to take the summer off to bum around, until an injury at the store found Dad on the phone with a plane ticket back. Jeff’s post-college dream was to play golf on all courses in the state. “I got to two or three” before he, too, was corralled. No regrets, they swear. It’s all they know and all they love. Greg manages purchasing, payroll and accounting, while Jeff oversees advertising and sales. “I’m the one

AT 108, Astoria’s City Lumber lays claims as Oregon’s oldest lumberyard.

who gets to talk on the phone,” he says on the phone. (He’s also the one with the Internet savvy, which we’ll get to later.) And, although they haven’t been tapped by the cameramen yet, the business of keeping a home center afloat—nay, prosperous—in this day and age tops many a survivor challenge on reality TV. Business admittedly is down 30%, but, true to Dad’s ethos, all 11 staffers are still on board. “We’ve never laid off anyone for lack of work—part of Dad’s philosophy,” says Jeff. “And if we did, it’d take a couple of years to get a new employee up to speed. Besides, we’re operating in the black; we’re very careful.” Close to 70% of City Lumber’s business is generated by small remodelers and the town’s valiant d-i-y brigade. Despite close quarters (“at 6,000 sq. ft., we’re jammed to the rafters”), City offers a full panoply of building products: fancy and commodity lumber, myriad types of plywood, moulding, roofing, insulation, tools— and tool rental—and the list goes on. A popular home décor department, launched early on by the brothers’ mom, flourishes with everything from cabinets and lighting to wallpaper and paint, with in-home measuring services offered. Lawn & garden also has taken off. The building’s exterior is lined with dozens of pallets of soil, bark and mulch—plus vibrant pots of posies. “They add a spot of color—the only one on the block—which sets us apart and brings in traffic.” As do the frontand-center Weber grills on sale and also utilized by vendors cooking treats for the public as they showcase their latest and greatest—another facet in that Best in Town award. Other contributors: Backed by Dad’s emphasis on service, “We greet people at the door and take ’em to what they need, and either my brother or I are always on the floor,” says Jeff. The service ethic continues to loading and delivery (take that, Home Depot!), so when you order 25 bags of concrete and scores of heavy pavers, there’s a boom truck at the ready. Plus a cement mixer in the rental department, or a sander when you buy floor stain. The Home Depot behemoth that arose five miles away doesn’t present a problem. But just before it opened, City’s purchasing partner, Do it Best, cautioned to expect a 20% drop in sales. “But the first month, we were only down $1,000,” smiles Jeff. Chalk

up a win for superior service—and services, including propane exchange, pellet storage after payment, pipe threading, key cutting, and free popcorn. Another business driver is City’s Best Rewards Club, offering participants $5 off every $250 in purchases, plus notices of special members-only sales. And how about the annual chance to win $1,000 in a shopping spree? (Again, check out the website; this year’s winner looked pretty darn ecstatic.) Jeff’s the go-to guy for the web. “It’s my baby, I guess,” he allows. “We segued from our first computer in 1983 to a software feature designed to facilitate online sales.” City (okay, Jeff) also makes good use of the company’s Facebook page and keeps folks titillated with Twitter tweets, such as a recent “Sign of spring, just like the swallows returning to Capistrano: The Adirondack chairs have arrived.” “We tweet to announce new products, but with a sense of humor because a simple hard sell gets tuned out.” But City has not abandoned print. It distributes a monthly Do it Best circular and regularly purchases the back page of the newspaper’s TV section. And just this week, City moved its message to a full page every Friday, to catch the eyes of the Weekend Warriors about to gear up. All forward moves in trend with the times. But the best push forward ever, insist both brothers, came in 2006 when they attended a trade show that allowed them to reevaluate their purchasing partner and—bottom line— switch to Do it Best. “Our former buying association hadn’t been honest with us, so we started looking around,” says Jeff. “Changing to Do it Best was one of the best moves ever. After making the switch, our business tripled. We only wish we’d done it earlier. It was an eye-opening experience, offering us a huge variety of products with consistent tracking and deliver service, and a store design crew when we were thinking of expanding, including a survey of 3,000 of our customers.” And the future? “Things are starting to bounce back. Oregon is always behind the rest of the country, so when other dealers were moaning in 2008, we were still doing fine. Now, it’s down some. But I’m 52, and I plan to stick around. And my son, Jerry, who’s 8, comes in to pop the popcorn and pick up nails—just like I started, a lifetime ago.” Building-Products.com

June 2012 Building Products Digest

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OLSEN On Sales By James Olsen

Why you?

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of the lumber industry has a value proposition: the mill, the remanufacturer, the office wholesaler, the hybrid office/inventory-on-the-ground wholesaler, the full-service wholesaler, the retailer, and the specialty retailer. Whoever we are, we must be able to know and articulate (sell!) our value. Let’s talk about the wholesale distributor and broker value. They are similar. What value does a good broker bring? Credit. Most accounts want to use more money than their bank allows. Using a broker can expand and leverage a customer’s credit. Time. It takes time to stay on top of markets. Brokers spend 100% of their time thinking about—living in—the market. A good broker is looking for deals for us all the time. Non-standard Product or Delivery. Producers usually have a production mentality. Producers want to sell their product the way it comes out of their plant. When customers need a customized tweak, brokers can often bridge the gap. Example: The mill produces 2x4 in ratio 1-1-2-3-4-4. That is the way they want to sell it. If the customer wants to buy it 0-0-0-6-10, often a broker will sell the shorts to one customer and sell the longs to another. Consistent Quality, Competitive Price. If the customer wants consistent quality at a competitive price, brokers are a good option. Buying from a single high-line producer will solve the quality issue, but may leave the customer uncompetitive. If the high quality producer is on another product when the need arises, or has sold their production to a higher price level, consistency will be difficult. A broker will be able to keep us in a variety of high-quality product, competitively priced, on a regular basis. Expertise. A broker may have an expertise in a product or market that is foreign to the buyer. A buyer or business owner may buy 150 products, whereas the broker may deal all day with six to 10 products. Global Market Knowledge. Producers see the market from their point of view. Customers see the market from their point of view. A broker has the advantage of seeing the market from many points of view. Hustle. A single supplier can hustle only so much; they have fewer options. A broker has many options to “hustle” for the account. Negotiation Expertise. Brokers are expert negotiators (or should be). If the account does not want to or is not good at negotiating, using a broker is a great option. VERY SEGMENT

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Building Products Digest June 2012

Creativity, New Ideas, Best Practices. Because brokers talk to many different businesses, they are exposed to more ideas than the average person. A good broker always asks questions about what is working. A good broker will keep his accounts up to date on all changes in the market, be it price, product and other trends. Risk Insurance. Having all our supply eggs in one basket is risky. Brokers are a good balance against supply problems (from a single source). Market Insurance. The broker who takes positions in the market takes the risk out of the market for their clients. The position of the position-taking broker is, “I am always ahead of the market—heck, I make markets—therefore I will always be your most consistently competitive option.” Proprietary Relationships. Brokers can get accounts into suppliers that are beyond their reach for whatever reason. Accounts can also use brokers to buy from suppliers with whom they have a poor relationship. Flexibility. Brokers can supply flexibility on terms. Not all, but many, brokers will give preferential terms. Broker Value Example: We are experts at ______ and ______. We have lifetime relationships with producers. These producers count on us to move X amount of product for them every month. We have access to lumber that the average broker doesn’t because we are close to and live with the suppliers. In addition, we have a fleet of truckers who work for us exclusively. While many are having trouble booking loads, we are able to get our customers’ product when needed. We also run many programs and contracts that allow us to mix and match tallies for our customers that are otherwise difficult to find. These programs also keep our customers consistently competitive. We are financially strong. We have grown with our customers, in very competitive markets, and continue to do so. What’s your value proposition? James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com

Building-Products.com

Mill Creek Grows in Wichita

Mill Creek Lumber & Supply, Tulsa, Ok., has leased a 37,000-sq. ft. facility in Wichita, Ks., that it plans to turn into a door shop, truss manufacturing operation, and showroom. Once the new facility opens on July 1, the company’s smaller truss shop in Belle Plaine, Ks., will close. About 2,400 sq. ft. of the new facility will be used for a sales office and showroom. The remainder will be split between a door shop and the automated floor and roof truss facility. “We think we can increase our production capability four to five times with this move,” said Jay Robinson, who manages the company’s operations in Wichita.

NEBM Acquisition Doubles Size of Deering

Deering Lumber, Biddeford, Me., is increasing to four locations after acquiring stores in Sanford and Springvale, Me., from bankrupt New England Building Materials, Sanford. NEBM filed for Chapter 11 bankruptcy protection and closed its three yards in Massachusetts in February, four months after shuttering yards in Springvale and Windham, Me., and

selling three mid-coast Maine branches to Hammond Lumber. NEBM was left with its store and Lavalley Pine eastern white pine sawmill in Sanford. At the end of April, the Sanford showroom reopened under the Deering name, while the Springvale location is being remodeled in hopes of reopening this month. NEBM retained the sawmill, and its products will be sold at Deering stores. The firm started with just the mill in 1943, operating as Lavalley Lumber until 2009, when it purchased the three Massachusetts yards from Stock Building Supply and became NEBM.

LiteSteel Packs It In

Australian steel manufacturer OneSteel has shuttered its LiteSteel Technologies light structural beam business. LiteSteel’s three-year-old plant in Troutville, Va., discontinued production March 30. Although the division was unable to turn a profit marketing “the first new structural building product to be introduced into the U.S. market since engineered wood,” it reportedly achieved 70% recognition in a mainly commodity market.

DEALER Briefs

Timberline Enterprises , Gloucester, Ma., applied to add a lumberyard in Newburyport, Ma.

People’s Do-It Center , Galesburg, Il., lost its lumber warehouse in an April 29 fire.

Builders FirstSource early this month opened a 25,000-sq. ft. yard on 5 acres in Clarksville, Tn.

Woodson Lumber held a June 1-2 grand opening for its new store in Groesbeck, Tx., after merging its Woodson Feed & Farm location with the nearby Woodson Lumber & Hardware.

84 Lumber closed its Riverhead, N.Y., yard, consolidating operations at its recently remodeled store in Patchogue, N.Y. Wise Ace Hardware, Lake City, Mn., opened an 8,000-sq. ft. branch in Stewartville, Mn., May 8.

Bassett’s Do-It-Best Hardware, Port Clinton, Oh., has expanded by 50% to 15,000 sq. ft.

Pellicci Ace Hardware is no longer renting in Farmington, Mn.— moving to a slightly larger, 11,000-sq. ft. building that it owns.

Ace Hardware , Fox Lake, Il., closed at the end of May after 57 years. Habitat for Humanity held grand openings April 21 for new Restore discount home centers in Albert Lea, Mn.; Sheboygan, Wi., and Williamsburg, Va.

Gary’s Ace Hardware , Culpeper, Va., opened May 15 in the former 12,000-sq. ft. home of Matt’s Ace Hardware, which closed a year ago (Gary Walker, new owner).

Panther Valley Lumber, Lansford, Pa.; Sunbury Ace Hardware, Columbus, Oh., and Porters Building Centers, Kearney, Mo., added U‑Haul truck and trailer rentals. Rocky’s Ace Hardware

opened a 12,000-sq. ft. “new concept” store May 19 in Westfield, Ma.

Gillards True Value, Albion and Grayville, Il., received the go-ahead to build a 15,000-sq. ft. store in Carmi, Il., for a fall opening. 20

Building Products Digest June 2012

Building-Products.com

UFPI Buys Southeastʼs MSR

Universal Forest Products, Grand Rapids, Mi., has purchased the assets of MSR Forest Products, Haleyville, Al, a supplier of roof trusses and cut-to-size lumber to the region’s manufactured housing producers. UFPI will merge its existing Haleyville operations with the operations of MSR. Also included in the deal was MSR’s plant in Waycross, Ga. In 2011, MSR had annual sales of $10 million. “MSR has been a strong company that has grown its success with great determination and skill,” said UFPI c.e.o. Matthew J. Missad. “However, with shrinking volume in the manufactured housing arena, it was difficult to maintain efficiencies and create profitable business. This move will benefit both companies. In addition, it allows Universal to underscore our commitment to maintain our leadership position in the industry in which we got our start, manufactured housing.” MSR principals Richard Roberson and Eddie Gamble will stay on as consultants to the Universal operation for five years.

Shuttered Door Plant Revived

Millwork Products LLC, Paducah, Ky., has expanded to the Carolinas, Tennessee and Virginia, after taking over Jeld-Wen’s prehung door plant in Wilkesboro, N.C. Jeld-Wen closed the six-year-old, 48,000-sq. ft. facility in early April. Millwork Products subsidiary Jenkins Millworks moved in about six weeks later, rehiring most of the 54 former workers.

SUPPLIER Briefs

Osmose has agreed to be acquired by Oaktree Capital Management, Los Angeles, Ca. Osmose’s existing management team, led by president/c.e.o. James Spengler, will remain. Beacon Roofing Supply has agreed to acquire 6-unit roofing distributor Cassady Pierce Co., Pittsburgh, Pa. Bill Vernal will remain Cassady Pierce president.

Masonite International Corp., Tampa, Fl., completed its acquistion of Algoma Hardwoods, with door manufacturing operations in Algoma, Wi., and Jefferson City, Tn. Superior Cedar Products, Carney, Mi., lost a 21,000sq. ft. production facility in a May 19 fire.

Post Hardwoods, Hamilton, Mi., suffered $3 million in damages from an April 27 fire that destroyed four of its six buildings. Redwood Empire, San Jose, Ca., has launched a new website—www.buyredwood.com—as part of a new marketing campaign to emphasize the increased availability of uppergrade redwood. The site provides the distribution community, architects, contractors and homeowners with information on the environmental attributes and natural durability of redwood.

Capital Lumber’s DCs in Dallas and Houston, Tx., are now distributing Railing Dynamics’ new pre-assembled RDI Metal Works Excalibur railing system. American Building Components, Rome, N.Y., was named Vendor of the Year by Ward Lumber, Jay, N.Y.

Hancock Lumber , Casco, Me., has been named exporter of the year by the Maine International Trade Center. Parksite, Apex, N.C., now distributes pressure laminate in Florida.

Arborite high

Feldman Wood Products, Garden City, N.Y., now distributes fasteners from Screw Products Inc.

CertainTeed is expanding production of metal building insulation to its plant in Kansas City, Ks.

Eastman Chemical Co.’s Perennial Wood received honorable mention for the MEDIUM Award for Material of the Year from Material ConneXion. Deceuninck North America’s window products have been GreenCircle certified for recycled content and closed-loop products.

Anniversaries: LeBlanc’s True Value Hardware, Manchester, N.H., 75th … Porters Building Centers, Kearney, Mo., 60th … Busy Beaver Building Centers, Harmar, Pa., 50th … Madison Township Lumber & Supply Co., Matawan, N.J., 50th … Cedar Siding Inc., Rochelle, Il., 25th … New site: ProVia, Sugarcreek, Oh., proviaproducts.com.

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Building Products Digest June 2012

Building-Products.com

MOVERS & Shakers Paul Burke, ex-Cape Cod Lumber Co., is new to the purchasing department at Boston Cedar, Mansfield, Ma. Ty Babb, ex-Pella, has joined Buck Lumber & Building Supply, Charleston, S.C., as sales mgr. of the window department. Nick Fitzgerald, ex-Universal Forest Products, has been named branch mgr. at Building Products Inc., Council Bluffs, Ia. Lori Grenier has been promoted to director of customer satisfaction for Emery-Waterhouse, Portland, Me. Steven Salter is a new buyer at Great Southern Wood Preserving, Abbeville, Al. Webb Moncure has joined Fiberon, New London, N.C., as a product specialist for Virginia. Derek DeMeo has been named treated sales mgr. for Holbrook Lumber, Albany, N.Y. Jason Olding, ex-Krosswood Doors, was named Midwest territory sales mgr. for Boral TruExterior Trim, covering In., Oh., Il., Mi., and Wi. He is based in Indianapolis, In.

Jim Jenkins, ex-Boise Cascade, has joined Huber Engineered Woods, as region sales mgr. covering central Va. and eastern W.V. Judith Taylor is a new account mgr. at Capital Lumber, Houston, Tx. Dennis Lowry, ex-Builders FirstSource, is a new wall panel specialist at American Builders Supply, Sanford, Fl. Ben Cobb has been promoted to v.p. of finance & operations at Home Builders Supply Co., Greenville, N.C. Dave Sorichetti is the new controller at Universal Builders Supply, New Rochelle, N.Y. Kent Gardner, Beacon Roofing Supply, Peabody, Ma., has been promoted to executive v.p. of the west division, encompassing Pacific Supply, Shelter Distribution-Southwest, and Shelter Distribution-Midwest. Michael Hennessy is a new commercial sales rep at McCoy’s Building Supply, Tomball, Tx. Bob Frederich is new to sales at Sitka Forest Products, Chicago, Il.

Steven P. James has been named chief financial officer for Frank Miller Quartersawn Hardwood, Union City, In. James Ian Brandt has been named wood products division mgr. for Robert Weed Corp., Bristol, In. Ruth Lee-Clark has joined Habitat for Humanity as mgr. of the ReStore discount home center in St. Johns, Mi. Erin Kersten is now product marketing mgr. for James Hardie Building Products, Chicago, Il. Charlie Meyer has retired as v.p.sales at Ferche Millwork, Rice, Mn. Ted Willougby, ex-Milgard, is now v.p.-sales & marketing. Tim St. Louis is general mgr. of the new Menards in Owensboro, Ky. Julie Roberson, ex-Georgia Pacific, is now manager of human resources, safety & environment at Anthony Forest Products, El Dorado, Ar., after the retirement of Lynda Anthony. Larry Horn, exMcGehee Equipment, is now mgr.operations and quality control at the mill in Urbana, Ar. Scott Sproul has been promoted to national retail performance mgr. for Do it Best Corp., Fort Wayne, In.

Three Things I’ve Learned: Tips from Seasoned Pros

Rick Damron has been promoted to chief operating officer of Lowe’s, Mooresville, N.C. Gregory Bridgeford is now chief customer officer; Bob Gfeller, customer experience design executive; Tom Lamb, chief marketing officer; Mike Mabry, digital interfaces executive; Dennis Knowles, U.S. stores executive; Brent Kirby, sales & service fulfillment executive; Richard Maltsbarger, new business development executive; Brian Peace, corporate administration executive, and Doug Robinson, head of international operations & development. Anne Brannan, ex-Akzo Nobel, is a new product mgr. at LouisianaPacific, Nashville, Tn., handling CanExel and SmartSide products for Canada and Europe. Dale Skiles is now national account mgr. at Nissan Forklift Corp., Marengo, Il. Bob Thompson retires June 28 from Western Forest Products, Vancouver, B.C., after 38 years. David Wiley, ex-Valley Power Equipment, is heading the new 4,000-sq. ft. rental business at Milton True Value, Milton, N.Y.

Jeffery Letherer is now v.p. of Letherer Truss & Wall Systems Inc., Clare, Mi. Jason Stapleton, owner, Buck’s Building Supply, Williston, S.C., was honored by the North American Retail Hardware Association as a Young Retailer of the Year, along with Chris Miller, v.p./c.f.o., Parker Lumber, Beaumont, Tx.; Isaac Smith, head of marketing & purchasing, Matt’s Cash & Carry Building Materials, Pharr, Tx.; Michael Townsend, v.p.-operations, Townsend Building Supply, Enterprise, Al., and John Obermeier, store mgr., Obermeier Hardware & Rental, Rockport, In. Turner Hoff is the new company electrician at Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

Cedar Siding Inc. Upgrades Composite Coating System

Cedar Siding Inc., Rochelle, Il., is installing new industrial mixing equipment to provide composite siding with improved color matching, durability, and resistance to fading

and scratching. Traditionally, the company has produced paint like a typical paint store would, starting with a base and adding colorants to arrive at the desired color. Unfortunately, the added colorants actually reduce the quality of the coating. “While our customers and the siding installer out on the jobsite like the DuraColor coating we have been using from PPG, they will love the new DuraColor Intermix,” said CSI director of sales & marketing Shawn Enoch. “It's the same resin technology people have grown to trust with the DuraColor product. However, by taking nine base colors and mixing them in various proportions as deemed by a computer generated formula, we will arrive at the desired color. The paint will only contain factory ground pigments and no colorants will be added.” In addition to the Intermix system from Rexon, CSI is also installing a spray line designed specifically for fiber cement and engineered wood products. Real cedar siding will continue to be prestained using its modified flow coat system, considered the premier technology for coating wood.

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SPECIAL Focus Southern Forest Products

Southern pine industry eyes recovery signals

D

URING THIS FIRST HALF of 2012, some faint glimmers of hope have appeared for the recovery of home construction markets, perhaps in the not-too-distant future. Building permits are up one month, down a bit the next. Indexes measuring builder confidence have reached a plateau, while production volume of southern pine lumber runs ahead of last year’s pace—a good sign. Uncertainty prevails. The lumber industry remains cautiously optimistic, recalling the last prosperous days of 2005, when a modern-era record of 19 billion bd. ft. of southern pine was produced; 13.34 billion bd. ft. was produced in 2011. With those facts as context, SP lumber dealers can rest assured that America’s first lumber species will be readily available in a wide range of sizes and grades to meet the demands of most any construction project. Add the features of pressure treatment with the latest preservatives, southern pine outshines nonwood alternatives for building outdoors, too, or where conditions for decay and termite attack warrant added protection from the elements. The Southern Forest Products Association provides a

SOUTHERN PINE dimension lumber remains strong and dependable.

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Building Products Digest June 2012

collection of resources to help dealers and distributors improve their southern pine sales. SFPA materials not only help train employees, but also educate customers on the proper selection and application of SP lumber. Dealers know the value southern pine provides for their customers: dependable strength, exceptional treatability, and attractive appearance. And on a daily basis, SFPA supports dealers and distributors with the sales help they need.

Remodeling market features southern pine patterns

With new home construction creeping along, contractors are staying occupied with remodeling projects. Southern pine offers a long list of possibilities: exterior siding for room additions, plus flooring, paneling, ceiling patterns, and trim to dress up the inside. Mark Junkins of McShan Lumber Co., McShan, Al., offers some insights: “I’ve been surprised at how well the pattern market has held up in view of the drastic drop in housing. Of course, this is understandable since patterns have a strong position in the remodeling market. A contributing factor has been the rediscovery of wood as a green building product. It doesn’t hurt that southern pine is beautiful and strong, which makes it well suited for indoor applications… plus, its sustainability is beyond question.” Dealers must remember that wood is a natural insulator, contributing to energy efficiency and lower utility bills. The look of real wood for wall paneling and ceilings adds a dramatic flair to all rooms. SP patterns are readily available in long lengths to eliminate or reduce splices. Clear or semi-transparent finishes draw attention to southern pine’s distinctive grain. Not sure which pattern will be a bestseller? Review the information and product samples pictured in SFPA’s booklet “Southern Pine Patterns,” available as a PDF download at www.southernpine.com. SP flooring can enhance the look of any indoor space, whatever the décor. A wood floor adds comfort and value, not to mention being a premium alternative to carpeting or ceramic tile. Selling more southern pine flooring, paneling and other specialty items starts by knowing the proper installation and maintenance tips. SFPA offers a comprehensive guide to both interior flooring and exterior porch flooring. “Southern Pine Flooring” can be downloaded as a PDF from southernpine.com.

Increase treated lumber sales

Deck builders and handy do-it-yourselfers can find the key information needed to build durable, code-compliant Building-Products.com

decks and porches by visiting SFPA’s website, southernpinedecks.com. The site covers steps in the building process, explains why treated southern pine decking is the preferred material, and even offers specification tips. Links to American Wood Council’s Prescriptive Residential Wood Deck Construction Guide appear throughout the site. “This site tells people why pressure-treated southern pine remains the best material when building outdoors,” says SFPA’s Richard Kleiner. “There’s a lot of information and misinformation out there about the pros and cons of using real wood versus composites.” Help for building outdoors is available in print, too. SFPA has highlighted the online information and published a 12-page booklet, Southern Pine Decks & Porches. Aimed at professional deck builders and advanced d-i-yers, it offers design and construction guidance. Photos of completed decks and porches showcase what treated southern pine lumber can do to naturally enhance any landscape. Like the online material, generous references to AWC’s construction guide are included. A PDF download of this new publication is available at www.southernpine.com. Many producers of treated products offer their own educational programs for dealers and their customers. “Working in collaboration with SFPA and others, our robust continuing education program keeps designers and builders keenly aware that pressuretreated southern yellow pine is much more than decking boards,” reports Keith Harris, marketing vice president for Cox Industries, Orangeburg, S.C. “Our dealers are finding a very strong market for our variety of specialty products, such as laminated timber columns, treated and primed trim boards, alternative stabilized treated decking, as well as fire-retardant treated material. It certainly doesn't hurt that all of these products are made from the most sustainable and renewable building material on the planet: southern yellow pine.”

Green getting attention

According to a recent report by McGraw-Hill Construction and NAHB, the market share for “green” homes is expected to surpass $100 billion over the next five years. Green building was nearly 20% of the market last year. Homebuyers perceive a green

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Building Products Digest June 2012

(Continued on page 30)

Building-Products.com

SP Glulams Remain a Top Performer

Many dealers are growing their southern pine sales by offering a line of stock glued laminated beams. Available in a variety of standard widths and depths, glulam products are ideal for garage door, window and door headers, center girder and floor edge beams, plus roof ridge beams and commercial beams and purlins. Treated glulam beams and columns have become popular in

raised floor construction, raised wood decks using longer spans, coastal residential construction applications, and in areas prone to excessive moisture exposure. Manufacturers have taken an active role in telling customers about the impacts of new design values for visually graded southern pine dimension lumber. Kerlin Drake, v.p., Anthony Forest Products, El Dorado, Ar., offers

GLUED LAMINATED columns and beams are well-suited for both residential and light commercial applications.

an update: “With the reduction of certain southern pine design values, representatives of the glulam industry took quick action on retaining the design values of southern pine glued laminated products that use visually graded dimension lumber. “While serving on the Southern Pine Inspection Bureau’s technical committee dealing with southern pine design value reductions, I communicated directly with designers, using an APA/AITC white paper that justifies keeping the same design values for our stock 2400F-1.8E glulam products. The validation of current glulam design was assured by existing special grading rules for glulam laminating stock over the standard visual rules for dimension lumber, along with a successful full-scale testing program to destruction using actual 2400F beam production.”

FULL-SCALE TESTING validates current glulam design.

Sparkman, Arkansas

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

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

June 2012 Building Products Digest

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home to be built to a higher quality standard with the potential to save them money over years of ownership. Every day, the South’s abundant forests are removing and storing carbon from the atmosphere. Forest management increases carbon storage by harvesting older, slower-growing trees and replacing them with younger trees. Life-cycle analysis is an objective, science-based method to compare environmental impacts of product choices and building assemblies. In a life-cycle analysis of building materials, southern pine is unmatched. It

begins and ends naturally. From harvest to home, SP products are some of the most environmentally sustainable and regulated materials in the world, manufactured and distributed according to forest certification standards. Treated southern pine offers not only a good value to customers, but also a green solution for building outdoors. When compared with nonwood alternatives, the manufacture of treated SP decking requires dramatically less energy and fewer finite resources. Selling treated SP lumber gives dealers the satisfaction of knowing that the

TREATED SOUTHERN pine remains the best value for building outdoors.

material not only features a long service life, but reduces demands on America’s forestlands for replacements of decayed untreated materials.

Southern pine online

These days, more dealers having difficulties sourcing specific southern pine products are turning to SFPA’s online product locator. Here, dealers can search among 400+ product listings and be directed right to the manufacturers’ contact information. It’s a handy, time-saving tool and just a few clicks away at southernpine.com. SFPA members regularly update their product listings, assuring on-time delivery to dealers and distributors. The locator is also an opportunity for SFPA members to list hard-to-find items. “Delivering a quality product is our number one priority, and a dealer has many options when ordering,” notes Ron Coker, sales and marketing manager, Hood Industries, Hattiesburg, Ms. “Offering long lengths plus the anti-mold protection on all our products are popular selling points.” In addition to the product locator, southernpine.com is the authoritative resource for product information. The site now offers more features, easier navigation, and the latest product

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

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Building Products Digest June 2012

Building-Products.com

details. Within its publications section, SFPA’s lumber library is a collection of helpful titles that dealers can rely on to help educate themselves and their customers about the proper selection and use of SP materials.

The best foundation

A new home starts with a solid foundation. For over 10 years, SFPA has actively touted the merits of raised wood floor foundation systems. Successful dealers know that when they promote raised floor foundations, they can add fully a third more lumber to the typical framing package. “For today’s informed homebuyer and builder, a raised wood floor system is the premium foundation choice, with exceptional advantages in terms of aesthetics, comfort, security, and ease of construction,” says Cathy Kaake, SFPA’s senior director of engineered and framing markets. Southern pine’s dependable strength and availability offers builders the best option for beams and floor joists. Cost-conscious contractors have discovered that treated wood pilings can provide significant savings over a traditional concrete grade beam with masonry piers when building a raised floor home. A wood floor system can also save the builder time and reduce labor costs. SFPA’s raisedfloorliving.com presents all the facts and selling points of this proven foundation concept. The site is conveniently divided into two sections—one for consumers and one for professionals. The pro side offers a handy locator to find a local architect, engineer, designer or contractor experienced in raised wood floor construction techniques.

SFPA—at your service

The products dealers sell are the result of the latest man-

Building-Products.com

REMODELING PROJECTS call for southern pine patterns.

ufacturing technologies. Every two years, SFPA sponsors the Forest Products Machinery & Equipment Exposition to showcase the best in new technology to increase manufacturing efficiency. In the long run, this event adds value to the manufacturing process, impacting the products dealers can deliver to their customers. Find info on the next show—Expo 2013—at www.sfpaexpo.com. SFPA’s founding motto back in 1915 was SERVICE. As the association approaches its 100th year, it continues to conduct a wide range of promotional programs and services to assist lumber suppliers everywhere. With healthier markets on the horizon, SFPA can help assure the long-term success of the southern pine lumber trade. Get more info on SFPA programs and services at www.sfpa.org.

June 2012 Building Products Digest

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SPECIAL Focus Southern Forest Products

SLMA looks ahead while celebrating 50th

B

1962, framing lumber markets were impacted by western softwoods shipped into the South and East as a result of discriminatory rail freight rates. Lumber used in federally insured housing was required by the government to be grademarked by an approved grading agency. Hardwood stumpage was inexpensive and plentiful. Yet the southeastern lumber industry lacked formal representation to protect itself against such challenges. Mobilized by the recognized need for organization, education and cohesiveness, a small group of lumbermen called a meeting in October 1961 to discuss the lack of organized representation of the southeastern lumber manufacturer with regards to marketing and promotion, discriminatory rail rates from competing regions, grademarking irregularities, and building code problems. A total of 46 lumber manufacturers attended from Alabama, Florida, ACK IN

Georgiaʼs Leading Producer of

Southern Pine Lumber

for the South, Northeast & Midwest

Grade Marked SYP

MSR 2400f 2.0E, MSR 1650f 1.5E All MSR is pulled to a #1 wane rule (1W) Grades: #1, #2, #3 Dimensions: 2x4 thru 2x12 Lengths: 8ʼ thru 20ʼ

We offer Individual Pack Bagging & Whole Car Wrap

Our Mills are Serviced by the NS and CSX railroads

800-768-2105

sales@tollesonlumber.com

www.tollesonlumber.com 32

Building Products Digest June 2012

Georgia, North Carolina, and South Carolina. During this meeting, a motion was adopted to form a new regional association to be named the Southeastern Lumber Manufacturers Association. The new group would be comprised of lumber manufacturers only. The minimum number of 50 members was met, and the association commenced operations on July 1, 1962, in Atlanta, Ga. This first year was a banner one for SLMA. The first Buyers Guide was published (including 52 active members), a southern pine promotional booklet was printed, a trademark was adopted, and the association’s first print advertisement was placed. Over the next several decades, SLMA maintained a leadership role in the industry, informing and guiding members on timely manufacturing topics, including rail rates, transportation issues, grading, standards, wage scale reports, government affairs, workers’ comp insurance, and national and regional forest issues. On the marketing side, the association remained a strong supporter of member sales goals and bolstered their efforts via species-specific marketing activities, market development tools and information, educational seminars, export knowledge, Canadian import awareness, and much more. It was through unswerving efforts and industry influence that SLMA came to be a valued investment and partner to lumber manufacturers across the South.

Lumber Industry Legends

During the first fiscal year of SLMA, C. Victor Beadles of Beadles Lumber was elected as the association’s firstever vice president, going on to become president a few years later in 1967. Still an active part of the family’s lumber business in Moultrie, Ga., Mr. Beadles recently reflected on the start of SLMA and how issues facing the independent lumber industry are different—and the same—50 years later. “Technology is certainly different,” said Beadles. “Years ago there were smaller mills, more of them and production was much less per mill. Not everything had to be grademarked. Trade promotion, grading and standards, buyers guides, and other common issues will always be better addressed at an association level.” Commenting on the association overall, Beadles said, “While some things may have changed, our need for an association has not. We need someone in Washington. Politicians need to know that lumber is well represented; our voice can be heard so much better if we’re united behind an organization.” SLMA founding member Harold Beal, recognized for Building-Products.com

his association efforts in 1964 with a resolution adopted by SLMA membership, was a true catalyst in the southern pine industry. His long-time involvement with the Southeastern Pine Marketing Institute (founded in 1956 in Savannah, Ga.) included participation in freight association hearings and softwood lumber standards meetings. His clearly defined viewpoint of the challenges facing the southern pine lumber industry—from forest to construction to house—illustrated his knowledgeable, dedicated and persuasive personality. Beal foresaw, long before many of his peers, the need for a strong organization of independent lumber manufacturers from the South. Much of the formation and early successes of SLMA can be attributed to his hard work and efforts. In 1986, the SLMA board approved the establishment of the Harold F. Beal Memorial Award for the member who has performed outstanding beneficial service to the southern lumber industry and the association.

SLMA Today

Still going strong in Atlanta, the core values upon which SLMA was founded remain strong: to represent independent lumber manufacturers across the region and develop timely programs and information sources to meet their needs. Now representing 209 members in 17 states, SLMA is a well-rounded association dedicated to perpetuating family-owned lumber businesses, regardless of size, that are the essence of their communities. SLMA president Bryan Smalley sees the past echoed in the future, with an association structured to harness the energies of the independent lumber manufacturer and their allies: “With a continuously strengthening emphasis on what launched the association—government affairs, marketing, management and operational issues—SLMA remains as relevant today as it was in 1962. We will continue to build cohesion among our members, creating a voice to be acknowledged in local, state and federal governments. Our members are thought leaders with regard to best practices, maximizing new technologies and benchmarking activities to build a better association for the future. We are honored to serve as partners to our members and to navigate the everchanging lumber industry with them towards their continued success.” For more on SLMA, visit slma.org or on Facebook at “Southeastern Lumber Manufacturers Association.” Building-Products.com

Free Selling Tools for SP

Dealers and retailers looking for solid pro-wood information for both their employees and their customers need look no further than the Real Outdoor Living website (www.realoutdoorliving.com). Chock-full of information on pressure treated wood, this site includes myth-busting facts (pressure-treated wood is high maintenance? Not really!) and solid, thirdparty environmental information confirming wood as the best, most earth-friendly building material for outdoor projects. Of special note to those selling wood: the “Lumber Retailers/ Dealers” tab on the main home page. Click through and discover a wealth of knowledge and information— every single bit of it free. Videos, podcasts, sell sheets, and more focus on the merits of wood. The stars of the show? Free selling tools for lumber dealers nationwide. Check out the poster, rack card, and easy-to-carry pocket guide. Beautiful to look at and infor-

mative to read, all three pieces reflect the warmth and beauty of real wood. Hang the poster in your sales office or showroom as a conversation starter. Place the rack cards— English on the front, Spanish on the back—by your registers for customers to pick up and take home, furthering their knowledge (and the chance they’ll come back to purchase their wood). Distribute the handy, foldable pocket guide to your entire staff—share it with builders you know, architect friends, even homeowners searching for the perfect decking material. Designed for everyone, these pieces will help bridge the informational gap when it comes to persistent and inaccurate misinformation about real wood. For more information, visit www.realoutdoorliving.com or on Facebook at “Wood.” SLMA’s YouTube channel offers numerous podcasts and informational videos, as well (youtube.com/wooditsreal).

Because Appearance Matters… “Everything We Make Is Appearance Grade” Patterns — Stepping — Dressed Boards Rough Sawn Boards Mixed Trucks — Railcars

Visit our website www.mcshanlumber.com (205) 375-6277 Band Sawn — Steam Dried — Certified Southern Yellow Pine Lumber Since 1907 June 2012 Building Products Digest

33

Now Effective: New SP Design Values

Effective June 1, it’s important for lumber dealers to understand that some—not all—grades and sizes of visually graded southern pine now have new design values. Earlier this year, American Lumber Standard Committee’s Board of Review approved the design values changes submitted by the grading rules-writing agency, the Southern Pine Inspection Bureau. The only design values that changed on June 1 apply to visually graded Southern Pine and Mixed Southern Pine sized 2” to 4” wide and 2” to 4” thick (2x2s through 4x4s) in No. 2 and lower grades (No. 2, No. 3, Stud, Construction, Standard and Utility). This also includes new design values for No. 2 Dense and No. 2 NonDense Southern Pine. Design values for all other grades and sizes of visually graded southern pine remain the same, pending results of testing scheduled for completion later this year. As a result, SPIB issued Supplement No. 9 to the 2002 Standard Grading Rules for Southern Pine Lumber providing the new design values, effective June 1, 2012. The new values represent a 25% to 30% reduction in load-carrying capacity. The last major change for visually graded dimension lumber occurred in 1991, when design values for southern pine and other North American species were published based on in-grade testing of full-size samples of commercially produced lumber. Since 1994, SPIB has conducted an annual resource monitoring program developed in collaboration with the U.S. Forest Products Laboratory. SPIB is the first rules-writing agency to publish new design values reflecting these changes. Rules-writing agencies responsible for other species are in different stages for evaluating design values.

Dealers have options

Lumber dealers need to understand that, in spite of the lower design values now in effect, options exist for using southern pine materials. One option is to specify that a customer use a larger size and/or higher grade of visually graded southern pine lumber. Another

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Building Products Digest June 2012

option is to use machine stress rated lumber and mechanically evaluated lumber. Those in the building supply chain also need to understand that design values for mechanically graded lumber, timbers and specialty items did not change. For all products, sources of supply can be found within SFPA’s online Product Locator at www.southernpine.com.

What about codes?

New design values are incorporated into the building codes by reference through the National Design Specification (NDS). The American Wood Council (AWC) has issued an addendum to its Design Values for Wood Construction, a supplement to the NDS, referencing the new southern pine values. AWC is submitting new span and application tables to the International Codes Council, as well as proposing other code and standard changes needed to incorporate new design values into the building codes. State and local code jurisdictions determine adoption and enforcement timelines. Rules-writing agencies are responsible for making new design values publicly available upon approval by the ALSC Board of Review. SFPA and AWC are actively assisting these efforts by providing the new information to the design, specification, user and enforcement communities. It is then the responsibility of building code jurisdictions to determine how and when to begin enforcement.

Important next steps

Throughout the transition period and moving forward, SFPA has continued to provide more information as it becomes available. Check southernpine.com frequently for updates. Dealers will find many of

their questions answered by reviewing a comprehensive set of Q&A on the site; visit the page tagged New Design Values. “Since last fall, SFPA has worked closely with organizations representing lumber dealers to keep them informed of the market implications these changes might have,” says Cathy Kaake, SFPA’s senior director of engineered and framing markets. “The intent of the sixmonth transition period was to allow the marketplace time to begin to use the new design values or switch to other southern pine grades or sizes meeting strength and stiffness requirements.” SFPA does not test lumber or establish design values. Its primary function is to market lumber products and to help users understand SP grading rules and design values. Moving forward, the southern pine industry will fill out the full ingrade testing matrix, sampling Select Structural 2x4s, No. 2 and Select Structural 2x8s, and No. 2 and Select Structural 2x10s. SPIB and Timber Products will conduct destructive tests in bending, tension and compression, plus gather stiffness and property data. Following this in-grade reassessment, southern pine will continue to be annually monitored with destructive tests. Southern pine’s strength remains comparable to other softwood species used in residential and commercial construction. “The strength and superior treatability of southern pine lumber against decay and termites continues to provide a great value for manufacturers, designers, builders and consumers,” Kaake notes. “The extensive testing protocols used assure that everyone involved in the specification, sale and use of our products has the most current information about how southern pine lumber can be used confidently and economically. “Component manufacturers, treaters and design-build professionals have many southern pine product options available to them. These customers can achieve the required product performance by identifying a particular design value, choosing from a number of visual grade selections, or specifying their choice of mechanically graded lumber.” Building-Products.com

NEW Products

Armor for the Attic

Attic Armor insulation from Fi-Foil Co. uses gasfilled panels to reduce heating and cooling costs. Baffled polymer chambers are enveloped by a sealed barrier and filled with air or a variety of inert gases. Packaged flat, it expands to 1.5” thick at the job site. The product is fiber-free and does not off-gas, plus is resistant to mold and moisture.

FI-FOIL.COM

(800) 448-3401

Foam Insulation

Foam-Control Plus+ from ACH Foam Technologies can insulate perimeters, under slabs, cavity walls, sheathing, pre-cast concrete, and green roofs. The EPS architectural-grade insulation is moisture resistant and available in a variety of thicknesses.

ACHFOAM.COM (800) 525-8697

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Building Products Digest June 2012

Nailing Concrete

Simpson Strong-Tie’s GCN-MEP gas-actuated nailer is designed for attaching mechanical, electrical and plumbing fixtures to concrete, concrete block, and metal deck. Cordless and portable, the tool can shoot common gas drywall track pins.

STRONGTIE.COM/ANCHORSYSTEMS (800) 999-5099

Transcendent Decking

Advanced Building Products has re-introduced Mortar Maze. Designed for masonry cavity-wall applications, the product breaks up mortar droppings and allows water to drain from the wall assembly. It’s available in 5-ft. panels in 1” and 2” thicknesses and widths of 11” and 16”.

ADVANCEDBUILDINGPRODUCTS.COM (800) 252-2306

Building-Products.com

Porch Posts Wraps

CertainTeed’s Millwork PVC column wraps are pre-cut, premitered, and pre-assembled to easily fit around load-bearing porch posts. The wraps come in a smooth white finish and two traditional cap and base trim-set styles: classic and estate. Sizes include 8x8 and 10x10, with a standard 9’ height that can be cut to fit. Internal spacers can be used to accommodate line, corner, and end posts, to eliminate overhang on the porch floor.

CERTAINTEED.COM (800) 233-8990

Insulated Vinyl

ProVia’s Heartland CedarMAX insulated vinyl siding reduces energy loss due to thermal bridging, for great energy efficiency. The product resists fading, cracking, thermal expansion, and contraction. Options include three profiles and 17 colors.

PROVIA.COM

(800) 669-4711

Building-Products.com

June 2012 Building Products Digest

37

NELMA ANNUAL Photos by BPD

NORTHEASTERN LUMBER Manufacturers Association held its annual convention April 26-27 at Seaport Hotel, Boston, Ma. [1] Dan Paige, Dan Carrier. [2] Win Smith, Richard Cholette, Dante Diorio. [3] Gail Hedstrom, Bette Clark, Jack Hedstrom. [4] Phyllis & Prisco DiPrizio. [5] Kim Drew, John Rooks. [6] Ron Lamell Jr., Elena Strilets. [7] Mark Erickson, Suzanne Hearn. [8] Fredrik Broen. [9] James Robbins, Ben Crowell, Alex Darrah. [10] Phil Ruck, Alan Orcutt. [11] Nicholas

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Building Products Digest June 2012

Fontaine, Zoltan van Heyningen. [12] Rob Hoffman, Chuck Gaede. [13] Doug Chiasson, Jeff Hardy. [14] Skip Hammond, Charlie Lumbert, Don Hammond. [15] Richard Titorenko, Alden Robbins. [16] Riley Smith, Jeff Easterling. [17] John Lysy, Ryan McMahon. [18] Doug Britton, Jeff Britton. [19] Rich Quitadamo, Liza Place, Jamie & Sandy Place. [20] Ginny Pray, Jethro Poulin. [21] John & Tina Mininger. (More photos on next page) Building-Products.com

NELMA ANNUAL Photos by BPD

NELMA CONVENTION (continued from previous page): [1] Elwood Lowell, Gloria Hall. [2] Michael & Hilda Record, B. Manning. [3] Rod Reader. [4] Steve Teixeira, Ed Downes. [5] Matt & Hannah Demers, Megan Manning, Adam Carincross, Anthony Baroni. [6] Tom Jenkins,

Bob Burns. [7] John Smith. [8] Peter Elmalis. [9] Craig Myers, Dave Fenuccio, Bill Edwards, Paul Lennon. [10] Peter Buckley, Jeff Desjardins. [11] Luana Donatelli, Michael Bosse.

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

Rich ar ds on Timb ers is a lead er in cu st om millw ork & ma n uf a ct u r i n g o f cus t o mi z e d t i mb e r s , w i t h ca pa b i l i t i e s o f d e l i v e r i n g p r o d u c t s t h r o u g h o u t t h e U .S . S erv ing th e co ns tr uctio n in du st ry for o v er 60 y e a r s , by t a k i n g t h e s pi r i t o f t h e ol d a nd com b inin g it w ith t he leadin g t ech no log y of tod ay , R ich ards o n Tim bers is able to of fer w h oles ale p r od uct s w i t h u np a r a l l e l l e d s e r v i ce a nd qu a l i t y .

Richardson Timbers toll free

Building-Products.com

(877) 318-5261 phone (214) 358-2314 fax (214) 358-2383 www.timbersonline.com Since 1949 June 2012 Building Products Digest

39

NAWLA LEADERSHIP CONFERENCE Photos by BPD

NORTH AMERICAN American Wholesale Lumber Association held its first annual leadership conference April 29-May 1 at The Broadmoor, Colorado Springs, Co. [1] Carl Lamb, Jon Anderson. [2] Michael Dunn, Aly Kingsley, Scott Elston. [3] Steven & Elizabeth Rustja, T.R. Cauthorn. [4] Dave Destiche, Mary Lou Carlson, Mark Kasper. [5] Alden Robbins, James Robbins. [6] Steve Firko, Vicki & Carl Lamb. [7] Shelley & Tom Kohlmeier, Amy & Rob Latham. [8] Chris Beveridge, Jack Chase. [9]

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Building Products Digest June 2012

Kathy & Larry Boyts. [10] Jim Hassenstab, Rose Castan, Traci & Mike Mordell. [11] Brad Schneider, Karin Bates, Mike & Janet Phillips. [12] Bob Owens. [13] Ethel & Thomas Rice, Mary Ellen Owens. [14] Swaraj Pandey, Karen & Robert Turner. [15] David & Kimber Hutson. [16] Kent Beveridge, Andrew & Rena Goodman, Josh Goodman. [17] Jeannie Eddins, Walter Russell. [18] Sam Sanregret, Barb O’Rourke. [19] Bethany West, Doug O’Rourke. (More photos on next page) Building-Products.com

NAWLA LEADERSHIP CONFERENCE Photos by BPD

NAWLA LEADERSHIP (continued from previous page): [1] Gary & Karen Vitale. [2] Suzanne Hearn, Rick Ekstein. [3] Kathy & Bill Price. [4] Pam & Aaron Babcock. [5] Doug Colson, Todd Lindsey. [6] Dusty Hammack. [7] Penny Hammack, Ian & Julie McLean, Jim McGinnis. [8] John & Chris Cooper. [9] Ann & Steve Sprenger. [10] Cindy & Bill

Building-Products.com

Anderson, Amanda & Eric Anderson. [11] Steve & Barbara Boyd. [12] Linda & Barry Schneider. [13] Mary Ann & John Stockhausen. [14] Heath & Jeannine Hutchison. [15] Buck & Janie Hutchison. [16] Russ Hobbs. [17] Chuck Casey, Lt. General Russel HonorĂŠ. [18] Kevin & Lauren Ketchum.

June 2012 Building Products Digest

41

ASSOCIATION Update

Indiana Lumber & Builders’ Supply Association will gather for its annual Sycamore Scramble Aug. 2 at Oak Tree Golf Course, Plainfield.

Northeastern Retail Lumber Association affiliates have planned a variety of recreational events for the summer. Golf outings will be hosted by the Mid-Hudson chapter July 9 at Otterkill Golf & Country Club, Campbell Hall, N.Y.; by Rhode Island July 11 at Green Valley Country Club, Portsmouth, and by Massachusetts Aug. 6 at Cyprian Keyes, Boylston. A day at the races will be hosted by Central New York July 14 at Oswego Speedway. On Aug. 15, Northern New York launches a fishing derby in Clayton.

Michigan Lumber & Building Material Association has scheduled its golf outing for Aug. 2 at Hawk Hollow Golf Course, Bath, Mi.

New Jersey Building Materials Dealers Association has scheduled an Aug. 20 golf outing to Knob Hill Golf Course, Manalapan, and an Aug. 24 fishing trip from Municipal Harbor, Atlantic Highlands.

Southern Forest Products Association announced that Fritz Mason, Georgia Pacific, has resigned as board chairman. He was replaced by Tom Rice, Conner Industries, who will serve through 2013. Adrian Blocker resigned as president so he can assume

his new position as president/c.e.o. of the U.S. Woodworks Initiative.

Southeastern Lumber Manufacturers’ Association will hold its annual summer conference July 25-28 at the Ritz-Carlton Lodge, Reynolds Plantation, Greensboro, N.C. Special activities include pontoon lake fishing, skeet shooting, a historic tour, and a golf tournament.

North American Wholesale Lumber Association elected Mike Mordell, Universal Forest Products, as its new chairman. Other new officers are 1st vice chairman Mike Phillips, Hampton Lumber Sales, and 2nd vice chairman Rick Eckstein, Weston Forest Products. Mark Kasper, Amerhart Ltd., continues as secretary/treasurer.

Mississippi Lumber Manufacturers Association will hold its mid-year convention and tradeshow June 28-30 at Beau Rivage Resort, Biloxi, Mi.

IN Memoriam

Greg Foster, 44, senior buyer for BlueLinx, Atlanta, Ga., died of brain cancer April 5. Sixteen years ago, he joined Georgia-Pacific’s distribution division, which became BlueLinx in 2004. Leverne C. Overson, 86, retired owner of seven-unit Hage Lumber, St. James, Mn., died May 9.

He served with the Navy during World War II. After graduating from Mankato State College in 1950, he managed yards in Matawon and Blue Earth, Mn. In 1965, he and his wife, Elois, bought Hage Lumber.

Roy Newman, 86, founder of Newman Lumber, Gulfport, Ms., died May 6. He founded the company in 1947, after military service during World War II. Although he had retired from day-to-day operations of the company, he still served as president and c.e.o. Gale L. Jenkins, 75, former owner of Keep & Martinson Lumber Yard, Tekonsha, Mi., died May 10. He joined the business in 1959.

Joseph Wallace “Joe” Brummett, 84, longtime Kentucky lumber salesman, died Feb. 28. After serving in the Navy during World War II, he began his 50-year lumber career, working for GeorgiaPacific and Steel City Lumber, before retiring last year from Pioneer Reload, Nicholasville, Ky. Ed Perkins, 67, salesman at Hearin Lumber, Largo, Fl., died April 11. He worked at Hearin for 20 years. George Robert “Bob” Withers, 89, longtime New England lumber foreman, died May 9 in Attleboro, Ma. After serving in the Army during World War II, he spent decades as foreman at the former M.F. Ashley Lumber Co., Attleboro, and later for Chace Building Supply, Foxboro, Ma. Jack B. Thigpen Sr., retired owner of Thigpen Lumber, Chattahoochee, Fl., died April 16. He was a WW II Army veteran. Frederick R. “Fritz” Behnke, 93, retired co-owner of Behnke’s Paramus Building Supply, Paramus, N.J., died April 12. He had served on the New Jersey Lumberman’s Association board.

Donald Peaslee, 85, former owner of Peaslee Hardware, Forest Park, Il., died April 23. He bought his father’s store in 1957. He retired in 1987 when the store was sold and renamed Schauer Do it Best Hardware. James Wassenaar, 77, retired owner of Oak Lawn True Value and Anchor True Value Hardware, Oak Park, Il., died April 20.

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Building Products Digest June 2012

Building-Products.com

NAWLA NORTHEAST REGIONAL

Building-Products.com

Photos by BPD

NAWLA held its Northeast regional meeting April 26 in Boston, Ma. [1] Matt Duprey, Vince Micale. [2] Doug Chiasson, Bob Berg. [3] Matthew Pedrone, Tricia Roche. [4] Mark Erickson, John Smart. [5] Ryan Satterfield, Tonia Tibbetts, Jeff Hardy. [6] Alan Orcutt, Susan Coulombe, Brett Anderson. [7] Dan Paige. [8] Doug Britton, Rich Quitadamo. [9] James Robbins, Dan Blenk. [10] Chuck Gaede. [11] Alex Darrah, Alden Robbins.

June 2012 Building Products Digest

43

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. To reply to ads with private box numbers, send correspondence to box number shown, c/o BPD. Names of advertisers using a box number cannot be released.

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

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ARE YOU IN NEED OF A ROAD WARRIOR? With years of B2B account manager experience in the lumber & building material industry. Ready for your call. • Many contacts throughout the Midwest and Upper regions • Strong career of traveling to and handling up to 20 shows and expos a year • Exceptional background of establishing and maintaining new accounts • Solid record of producing top sales Email roadwarrior-rep@yahoo.com or call (888) 532-7757.

WE BUY AND SELL PANEL STRIPS

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An Unfair Fight, How Winners Sell and Sellers Win is a must for salespeople, sales managers and company owners who want to grow their sales in hypercompetitive markets. Inspired by 55 of the best “Olsen on Sales” columns from BPD, the chapters range from specific sales techniques to how to hire and manage a sales force. James Olsen is a 30-year lumber industry sales veteran—20 years as a broker, 20 as sales consultant. As principal of Reality Sales Training, his clients boast an average +55% yearover-year sales growth over the last 20 years. His loyal following of lumber industry sales professionals look forward to his monthly column. He is passionate about sales; he lives and knows what he is writing about. The writing is clear, interesting and specific. The articles will challenge your thoughts on sales and will also make sales An Unfair Fight for you, your team, and your company. Get your copy today from www.realitysalestraining.com

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Building Products Digest June 2012

Building-Products.com

DATE Book

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

Northwestern Lumber Association – June 13, board meeting & golf outing, Lincoln, Ne.; (888) 544-6822; www.nlassn.org.

Eastern New York Lumber Dealers Association – June 14, golf outing, Orchard Creek, Altamont, N.Y.; (518) 286-1010; nrla.org.

United Hardware Distributing Co. – June 14-16, market, Minnneapolis Convention Center, Minnneapolis, Mn.; (763) 559-1800; www.unitedhardware.com.

Retail Lumber Dealers Assn. of Maine – June 18, golf outing, Falmouth Country Club, Falmouth, Me.; (518) 286-1010; nrla.org.

National Retail Federation – June 20-22, loss prevention conference & expo, New Orleans, La.; (800) 673-4692; www.nrf.com.

Central N.Y. Retail Lumber Dealers Assn. – June 21, golf, Walden Oaks Country Club, Cortland, N.Y.; (518) 286-1010; nrla.org. Long Island Lumber Assn. – June 21, golf outing, Timber Point Golf Course, Great River, N.Y.; (518) 286-1010; www.nrla.org.

Western New York Lumber Dealers Assn. – June 26, golf, Bristol Harbour Resort, Canandaigua, N.Y.; (518) 286-1010; nrla.org.

Northern New York Lumber Dealers Assn. – June 27, golf, Ives Hill Country Club, Watertown, N.Y.; (518) 286-1010; nrla.org.

House-Hasson Hardware Co. – June 28-30, market, Duke Energy Center, Cincinnati, Oh.; (800) 333-0520; www.househasson.com.

Mississippi Lumber Manufacturers Association – June 28-30, mid-year convention & show, Beau Rivage Resort, Biloxi, Mi.;

Mid-Hudson Lumber Dealers Assn. – July 9, golf, Otterkill Golf & Country Club, Campbell Hall, N.Y.; (518) 286-1010; nrla.org.

Rhode Island Lumber & Building Materials Dealers Association – July 11, Green Valley Country Club, Portsmouth, N.H.; (518) 286-1010; nrla.org. Central N.Y. Retail Lumber Dealers Assn. – July 14, day at races, Oswego Speedway, Oswego, N.Y.; (518) 286-1010; nrla.org.

Construction Suppliers Association – July 19, insight meeting, Montgomery, Al.; (678) 674-1860; www.gocsa.com.

Southeastern Lumber Manufacturers Association – July 25-28, annual conference, Reynolds Plantation, Greensboro, Ga.; (770) 631-6701; www.slma.org.

Southeast Building Conference – July 26-28, Orange County Convention Center, Orlando, Fl.; (800) 261-9447; sebcshow.com.

Southern Building Material Association – July 26-29, summer conference, Wyndham Resort, Virginia Beach, Va.; (704) 3761503; www.southernbuilder.org.

Appalachian Hardwood Manufacturers Association – July 29-31, summer meeting, Grove Park Inn, Asheville, N.C.; (336) 8858315; www.appalachianwood.org.

Indiana Lumber & Builders’ Supply Assn. – Aug. 2, golf, Oak Tree Golf Course, Plainfield, In.; (877) 465-8627; www.ilbsa.org.

Michigan Lumber & Building Materials Association – Aug. 2, annual golf outing, Hawk Hollow Golf Course, Bath, Mi.; (517) 394-5225; www.mlbma.org.

Massachusetts Retail Lumber Dealers Assn. – Aug. 6, golf, Cyprian Keyes, Boylston, Ma.; (518) 286-1010; nrla.org.

Northern New York Lumber Dealers Assn. – Aug. 15, fishing derby, Clayton, N.Y.; (518) 286-1010; nrla.org.

Ace Hardware Corp. – Aug. 16-18, fall market, McCormick Place South, Chicago, Il.; (630) 990-7662; www.acehardware.com.

Orgill Inc. – Aug. 16-18, dealer market, Las Vegas Convention Center, Las Vegas, Nv.; (800) 347-2860; www.orgill.com.

New Jersey Building Materials Dealers Assn. – Aug. 20, golf, Knob Hill Golf Course, Manalapan, N.J.; (908) 359-1184; njbmda.org.

Building-Products.com

June 2012 Building Products Digest

45

IDEA File

The owner of a Florida lumberyard has decided that pennies just aren’t worth the trouble any more. “No more pennies! For cash sales, we round in your favor,” proclaims a new sign at Shell Lumber, Miami, Fl. Owner Andy Haase instituted the change last month, after tiring of the need to account for the 1,200 pennies needed each day for the store’s 10 registers. “The bookkeepers used to come down and say your cash drawer was off by a penny,’’ said Haase. “It was just a lot of work for nothing.” The U.S. Mint, which spent $119 million last year to make $49 million worth of pennies, agrees. So does Jeff Gore, a biophysics professor at the Massachusetts Institute of Technology who advocates retiring the penny. “The penny used to be a useful coin,’’ he says. “There was a time when you could buy something with it.” But those times are past. Customers using credit cards still pay the full amount, but cash transactions are rounded up to 4¢, so no pennies change hands. During a recent visit to Shell Lumber, customer Frank Dumenigo handed over $21 for $20.84 worth of merchandise and received two dimes in return. “I have a change purse,’’ said Dumenigo, who routinely leaves pennies behind on sales counters. “If I put pennies in there, it would explode.” The Pentagon also has little use for the copper coin. In 1980, it stopped sending pennies to overseas military bases because the coins “are too heavy and are not cost effective to ship,’’ says Christopher Ward, a spokesman for the Army & Air Force Exchange Service. Military commissaries round sales totals to the nearest dime or nickel, figuring that customers will wind up even over time. Haase says the new policy could cost the store as much as $10 day—almost $5,500 a year—but will save labor costs for tracking sales down to the last penny. “We worked out the math,’’ he says. “Counting pennies was definitely worse than break even.” Cents-less Acts

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

Advantage Trim & Lumber [www.advantagelumber.com]..........20 Ainsworth [www.ainsworth.ca] ................................................24-25 Anthony Forest Products [www.anthonyforest.com] .................27

Arch Wood Protection [www.wolmanizedwood.com].........Cover I BC Shake & Shingle Association [www.bcshakeshingle.com]..21

Boston Cedar [www.bostoncedar.com] .........................................5

Cabot [www.cabotfactoryfinish.com] .............................................7 Capital [www.capital-lumber.com]................................................13 Cedar Creek Wholesale Inc. [www.cedarcreek.com] ..................41

Cedar Shake & Shingle Bureau [www.cedarbureau.com]..........8A Cox Industries [www.coxwood.com]..............................................3

Crumpler Plastic Pipe [www.cpp-pipe.com] ................................22

Fasco America [www.fascoamerica.com]....................................43

Idaho Forest Group [www.idahoforestgroup.com] .....................19

McFarland Cascade [www.mcfarlandcascade.com] ...................37

McShan Lumber [www.mcshanlumber.com]...............................33

Northeastern Lumber Manufacturers Assn. [www.nelma.org]...42

Overseas Hardwood Co. [www.ohc.net] ......................................23

Parksite [www.parksite.com] ..............................................Cover IV Pennsylvania Lumbermens Mutual Insurance [plmins.com] .....28

Plycem USA [www.plycemtrim.com]...................................Cover II Ray White Lumber ..........................................................................29

Richardson Timbers [www.timbersonline.com] ..........................39

Roseburg Forest Products [www.rfpco.com] ..............................15

RoyOMartin [www.royomartin.com] .............................................35

Simpson Strong-Tie [www.strongtie.com].........................Cover III Siskiyou Forest Products [siskiyouforestproducts.com]...........17

Spartanburg Forest Products [www.sfpinc.com]........................30

Sunbelt [www.sunbeltracks.com] ...................................................4 Swanson Group Sales Co. [www.swansongroupinc.com]...........8

Tank Fab [www.tankfab.com]........................................................45 SIGNAGE promotes lumber dealer’s new No Penny policy.

46

Building Products Digest June 2012

Tolleson Lumber [www.tollesonlumber.com]..............................32

Westervelt Lumber [www.westerveltlumber.com] ......................31 Building-Products.com

BPD

Building Products Digest

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

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