Building Products Digest - May 2010

BPD

PEP UP YOUR DECK-SELLING SEASON EWP INDUSTRY BRACES FOR NEW GLULAM

Building Products Digest

MAY 2010

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

BPD

May 2010

Volume 29 Number 3

Building Products Digest

Special Features 9 FIRST PERSON HOW TO MAKE BETTER DEALS

10 INDUSTRY TRENDS FULL-FRAMING-WIDTH GLULAMS TO SHAKE UP THE EWP INDUSTRY

12 FEATURE STORY SELL TO COMMERCIAL DECK PROS

14 INDUSTRY TRENDS MARKETING TO SMALLER DECKS

16 MANAGEMENT TIPS BUILD ON DECK SAFETY PROMOTION

18 VIEWPOINT THE CASE FOR EXPANDING LEEDS

40 PHOTO RECAP TEXAS LUMBERMEN’S EXPO

42 PHOTO RECAP

In Every Issue 6 TOTALLY RANDOM 20 OLSEN ON SALES 22 COMPETITIVE INTELLIGENCE 24 GREEN RETAILING 30 MOVERS & SHAKERS 32 FAMILY BUSINESS 34 NEW PRODUCTS 39 IN MEMORIAM 43 ASSOCIATION UPDATE 44 CLASSIFIED MARKETPLACE 45 DATE BOOK 46 IDEA FILE 46 ADVERTISERS INDEX

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

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Building Products Digest May 2010

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TOTALLY Random

By Alan Oakes

H

Are you listening… to yourself?

AVE YOU EVER HAD A GUT FEELING that something good or bad was about to happen? Then the phone rings and…

Sometimes I am driving to work, and I see idiots zoom by me at 90 mph— weaving in and out of lanes—and I suddenly think to myself that it’s time for me to slow down or there will be an accident. It seems that most of my gut feelings or instincts are about bad things that are about to happen rather than good things (particularly as my inner voice tells me to go and play the Lotto, and I have never won a dime yet). But over the years, I have come to conclude that I have pretty good intuition about what’s going on around me. So much so that I typically trust my gut feelings in dealing with people and business situations. If I override my concerns, generally there’s a price to pay later.

The trouble is many of us don’t listen to our inner voice. Perhaps it is because we often do not want something to be true and hope ignoring it will make it go away. Throughout each and every day we receive signals to our subconscious, but to hear them or react to them we have to learn to recognize them and act on them.

Intuition comes from not only our gut but also our head and our heart. When all three collide, warning bells go off. When something is weighing heavy on me, I can feel the pain in my stomach and heart, and it doesn’t go away until I make a decision—usually one in line with what my gut is telling me. And strangely, it’s rarely wrong. But it takes time and experience to learn to trust your instincts.

Maybe the older and (hopefully) wiser you get, the messages trying to attract your attention actually get through to you. Perhaps it takes some bad things to happen until you realize what the messages were trying to tell you, so next time you become more aware of the signs and at least weigh them.

In business, it is much the same. Opportunities come and go, and it is the brave who listen to their gut. Yes, you can have committees or consultants concoct business plans. But sometimes when your inner voice is telling you to do something and do it NOW, if you have come to the point of trusting your instincts, then don’t delay, just do it. I think over the years when something has gone wrong in my business life, I wasn’t strong enough to stand up for my instincts. I think the people I have been most impressed with in business are those who have gone against general thinking because they had an instinct that what seemed wrong to others was, in fact, right. The term “stroke of genius” comes about when someone was willing to gamble and make a call that was seen by others as too bold or risky.

At the end of the day, it is instinct rather than processes and formulas that make the really best people stand out. And that is the problem too many times in corporate life today, when you must go round and round getting a consensus for every move instead of someone saying this is how something should be done, acting on it, and moving on. There is so much pussyfooting around people’s feelings that decisions often get watered down and the end results are failure.

It is not only your instinct that you must learn to trust; you need to seek out others who can be trusted to make the right decisions over time. In some cases you might trust their judgment over your own if they have proven that their judgment might be better than your own.

While we listen to our kids and our spouses (well some of us), perhaps we should listen more to ourselves!

Alan Oakes, Publisher ajoakes@aol.com

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Building Products Digest May 2010

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

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A Sign of Quality forYears to Come.

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That’s what’s going to take us into the future. You see, to us, customer satisfaction is the only true path to success. If we’ve learned anything over the years, it’s that.

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FIRST Person

By Loren Krebs

How to make better deals

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in the lumber business once told me, “This is a simple business, Loren. All you have to do is put together good deals.”

While this sounds easy enough, putting together a good deal takes a lot of work. Many salespeople get the first part of the process right by selling something and writing an order. And then the deal slowly unravels as follow up details are neglected.

Acknowledgements don’t get printed and sent out; inventory availability is not checked and there is no stock currently available; a board foot quantity is inadvertently written as linear footage, or the salesman buries the order on his desk for a week, creating a time crunch when it suddenly appears again. These are the kinds of things that can spoil what should have been a good deal.

Here are some suggestions for writing clean business and putting better deals together. Know your customer because every customer is unique. Is he an experienced old pro who has put lots of business together with your company? Or is he a new customer?

Chances are, you will handle them differently. The old pro may know exactly what he wants, while the new customer may be unsure and will require extra attention. Make sure a new customer understands the products and services you are offering.

Does he know the end use of the product he is looking for? If not, ask your salesperson to go back to his customer and come back with the information you need to handle the inquiry like a professional.

Know your supplier and your relationship with that supplier. Are you a regular, occasional, or new customer?

Do you stock the mill’s product or are you performing a wholesale function?

If you are new to your supplier, do you know the product well enough to sell it with confidence? Your customer NE OF MY MENTORS

Building-Products.com

is depending on your experience and professionalism.

Whether you are communicating with your customer or communicating with a mill, you need to speak and listen carefully. Many people seem to be listening but they are really just hearing what they want to hear. Don’t ignore a red flag if it appears. If you say delivery will be in three to four weeks and your customer says three weeks will be fine, restate your position. Remind your customer you said “three to four weeks” and clear up a misunderstanding before it happens.

Documentation is important because many deals take a long time to come together. You need to keep good notes and you need to save them for a couple of years. I know many good lumbermen who keep their spiral notebooks forever. Always know what you said and when you said it. You want to be able to tell your customer: “Yes. I quoted you on that 90 days ago, but we’ll need to re-quote it and confirm coverage.” Many good deals go bad due to poor documentation. A good rule of thumb is to never allow yourself to be out-documented.

Stick to your core competencies.

All successful companies and successful salespeople are good at things they have invested time and effort to fully understand. This doesn’t mean you can’t be creative and step outside the box. It’s just a reminder that learning curves can be steep and you must be willing to do the homework to understand a new piece of business. Good salespeople recognize when they, their customer, or their supplier is operating outside their comfort zone.

Low price traps can spoil a good deal. A good supplier sent me the following quote: “If you focus too much on price, you’re only as smart as your dumbest competitor.” I couldn’t agree more and would add the following: “Slow markets bring out a lot of

dumb.” Beating or matching a low price just to get an order will not serve you well over the long term. If you insist on doing it however, follow my other suggestions because you can’t afford to have anything go wrong.

The real key to better deals usually begins after you write the order. This is when you make sure the details are attended to. It’s your order, so take ownership of it and make sure you follow up on everything. Write the order; write the acknowledgement; place the mill order, and track it to completion.

Do not assume the order will take care of itself. If you are relying on another person in your office for help, make sure there are no internal breakdowns in communication. It’s your order and nobody cares about it like you do.

Okay. You sold a nice order and followed up on it until you were sure nothing could go wrong. Are you kidding me? This is the lumber business!

Stuff happens! Equipment breaks down, material takes longer to dry than expected, schedules get mysteriously changed, or a mill ships you something that has no resemblance to what you ordered. In other words, in spite of your best effort to make your order happen the way you intended, something can go wrong and your customer will be unhappy. How you handle this adversity is important. Never ignore a problem because it will likely compound itself if you do. Call your customer as soon as you know about the problem. Go to the wood shed if necessary and take your beating. Then, do whatever needs to be done to resolve the issue. Always keep your customer informed and in the loop.

Know your products, know your customers, know your suppliers, and follow up until the last horse is in the barn and you have personally closed the door. These are important keys to putting together better deals. Follow these suggestions and you will be a better salesman.

As for my mentor who told me this was really a simple business—who was he trying to kid?!!

– Loren Krebs is a retired lumberman with 40 years experience selling and purchasing building materials. He lives in West Linn, Or., and writes about the LBM industry. Reach him at krebs@ oregoncoast.com.

May 2010 Building Products Digest

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INDUSTRY Trends

By Josh Englander

Full framing-width glulam shakes up the EWP industry

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ROSBORO is making a huge gamble that it can expand the uses of its glulams by widening its entire product line to full framing widths.

TUBBOR N INDUSTRY WOES have prompted various strategic responses, from conservative downscaling to aggressive adaptation.

Companies that have circled the wagons—shedding jobs, relying on fixed inventories—are waiting until the market becomes a stationary target before they make their next move.

Others are dashing out of trenches guns blazing. Rosboro, one of the building sector’s glulam leaders, is

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Building Products Digest May 2010

deciding on the latter tactic with the introduction of X-Beam, a full framing width stock glulam in architectural appearance.

With the new product launch, the Oregon-based company is poised to shake up the engineered wood market and consequently rankle the competition. For every advertised benefit XBeam promises—uniformity with standard framing widths, fewer SKUs, reduced shimming on job sites—there

is a corresponding, opposing argument. Other glulam manufacturers are questioning everything from the economic viability to the market demand for such a product.

“Yes, we scratched our heads when we first heard about it [X-Beam],” said Dennis Huston, EWP sales manager of Boise Glulam. “Rosboro claims they won’t have to increase price, but there’s more wood fiber going into the product, so we don’t see how that’s going to work. We’ll wait and analyze the market response before we consider offering a similar product.”

In poker parlance, Rosboro is going all in, switching its entire stock of 4x and 6x glulam products to full framing width in architectural appearance.

That means one set of SKUs for exposed and concealed applications, and no more jobsite modifications to match traditional glulam with standard framing members. Rosboro is also marketing the fact that the greater widths and wood volume will equate to increased load-carrying capacity.

Critics aside, there may be a very influential group that applauds the decision: builders. The ones who, if the product follows through on its claim, will reap the immediate rewards.

“This will have a big impact for me,” said Oregon builder Tony Chapman. “I prefer glulam for its consistency and strength, but there’s always been extra effort and time I spend shimming out the 3/8” gaps. A Building-Products.com

full-width product really simplifies things.”

Breaking Rules & Traditions

So why hasn’t it been done before?

Part of the reason is that, unlike Rosboro, not many manufacturers are operating their own sawmills and planers. That gives the company the leverage to break away from a pack that largely relies on the capabilities of their manufacturing partners. In making this change to full widths, Rosboro is fundamentally altering glulam manufacturing practices that date back 40+ years. Naturally, Rosboro’s competitors are wary of the news.

“Frankly, we don’t think much of it,” said Bud Filler, founding partner of Filler King Company. “It’s an unstandard industry size and it creates dual inventories in distributors’ yards.

Another problem is the amount of redesign it may require on hardware connections. Then there’s the added cost; someone has to pay for that extra 3/8.”

Filler is likely not the only one to express concerns about increased costs —and compatibility issues. Any radical change is bound to have a ripple effect down the supply chain.

However, at least one leading hardware manufacturer, Simpson StrongTie, does not foresee any major stumbling blocks associated with the increased standard widths.

“Simpson Strong-Tie provides a large variety of hanger sizes for glulam beams,” said a Simpson representative, “including sized for Rosboro’s 3-1/2” and 5-1/2” wide glulams.”

depths.

With uncertainty still swirling around the building industry, it's unclear whether Rosboro’s early adoption of the new product line will result in a big head start or a humbling retreat should the market reject fullwidth glulam. Despite the unknowns, Rosboro is embarking with confidence.

“We don’t feel it’s a big risk,” said Walsh. “At this point, we’re not really competing against other glulam manufacturers, but rather LVL, solid sawn, LSL and steel. When we talk to the end-users, they prefer glulam over all these other products—if it weren’t for the sizing problem. With X-Beam, we’re delivering a product that better fits what builders need and reducing the SKUs for our customers.”

The industry will certainly be watching Rosboro’s dance with risk and reward. If successful, the X-Beam product may signify a trend, one in which companies will try to innovate their way out of an economic downturn rather than wait for conditions to return to normal.

– Josh Englader is a freelance writer specializing in the building industry.

New Standard in Glulam

Rosboro and other manufacturers can now produce stock glulams in standard framing widths and I-joist compatible depths, thanks to a new APA performance standard.

The association worked with Rosboro and other members to develop APA PRG305 Performance Standard for APA EWS Stock Glulam Beams. It addresses design properties for APA EWS performance-rated stock glulam beams used in residential or non-residential floor and roof construction.

With an emphasis on 1.9E-2400Fb and 2.2E-3000Fb glulams, the standard provides design values and load-span tables for stock beams with balanced layups. Glulam products trademarked to PRG-305 will be made with standard framing widths of 3-1/2” and 5-1/2”, a framing appearance classification, zero camber, and I-joist compatible depths of 9-1/2’, 11-7/8’, 14’, 16’, and 18’.

While glulam can be manufactured in many sizes and layup combinations, the APA producers chose to focus the new standard on two common framing widths in the 1.9E and 2.2E layup combinations. The objective was to simplify the product offering and make it easier for distributors to stock and for designers to specify glulams for the most common framing applications. Since most of these applications are in concealed floors, roofs, and walls, a framing appearance classification was deemed suitable.

Looking for the Next Big Thing

Rosboro is hailing X-Beam as a breakthrough – a radical improvement in terms of convenience and efficiency. “With the sizing issue mitigated, we believe glulam becomes the premier engineered wood option,” said Jim Walsh, Rosboro senior vice president of sales and marketing. “It’s less expensive than other engineered wood products, more attractive, lighter weight, and easier to work with. We view X-Beam as the next-generation glulam.”

As for cost, Rosboro claims the market will dictate the price and value of the product. X-Beam’s available net widths include beams at 3-1/2”, 51/2”, 6-3/4”, and 8-3/4”, and columns at 3-1/2”x6”, 5-1/2”x5-1/2”, and 51/2”x6”. It will also come in a full range of common glulam and I-joist Building-Products.com

DOUBLE DUTY: As a full framing width stock beam featuring an architectural appearance, Rosboro’s new X-Beam is poised to compete in markets traditionally served by other EWPs, while continuing to reach current glulam markets—to the chagin of its non-vertically-integrated competitors.

May 2010 Building Products Digest

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FEATURE Story Decking for Commercial Projects

Selling decking to commercial contractors

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can require a lot more work, selling decking for commercial and public projects such as restaurants, offices and playgrounds can be a lucrative niche market for retailers.

First and foremost, advises Scott Thomas, marketing director for

Parksite, Apex, N.C., “if dealers are looking to sell decking products—or any product category for that matter— into commercial projects, they need to put their company in front of the commercial general contractor community first and foremost. This will get them opportunities to bid projects.”

If dealers are going to offer deck design services for commercial projects, employing a registered design professional is advisable, even if it’s not mandated by their local building department. The International Building Code regulates public structures, including decks, and has count-

Photo by AdvantageLumber.com

LTHOUGH THE PROCESS

IPÉ DECKING is a common choice for commercial projects, such as this Jamaican resort’s boardwalk leading to two massage huts also built of ipé.

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Building Products Digest May 2010

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less intricate requirements on factors such as maximum loads, emergency egress, changes in elevation, lighting, handrails, guards, signage and fire sprinklers. The liability for design failure of a deck on, say, a popular restaurant would be catastrophic.

Material-wise, Thomas says, “if the goal is to influence projects toward choosing the type of decking they sell, lumber dealers would need to have influence at the architectural level and work on projects still in the planning phase. At this point in the project, there can be an opportunity to fit the right decking product with the given needs of the project. Keep in mind the spec may or may not specifically state a brand and, if it does, it may state ‘or equivalent.’ This being the case, dealers will need to stay on top of the project as it progresses, make sure they know which general contractor is awarded the project, and be sure to educate on their product as soon as possible.”

Advantage Trim & Lumber Co., Grover, N.C., is so dedicated to hardwood decking that several years ago the wholesaler discontinued carrying composites and launched a separate website at www.ipedepot.com.

“Whenever commercial contractors ask about what lumber to use for commercial applications, we always recommend ipé decking,” says sales manager Jon Fletcher. “Ipé is naturally slip resistant and complies with the Americans with Disabilities Act requirements for static coefficient of friction in a wet environment. It also exceeds many building code requirements for flame spread. These facts make ipé appropriate for high-traffic areas such as restaurants and playgrounds.”

Recent commercial projects for which Advantage has supplied ipé include the Edgartown Lighthouse in Martha’s Vineyard; the Boys & Girls Club in Boston, Ma.; the Hard Rock Casino & Hotel in Las Vegas, Nv., and the Virginia Museum of Fine Arts in Richmond, Va. “With a natural lifespan of over 40 years, ipé has proven to perform in all climates, while easily tolerating high pressure loads,” Fletcher notes.

As a deck builder, Deck Specialists Inc., Manchester, Ct., is concerned about availability. “Contractors would like to know that once they get ‘on board’ with a material it is going to be available for years to come and consistent in both price, performance and Building-Products.com

looks,” says owner Paul Smith. “For example, many composites come and go and change the look of the product almost completely. We need to know we can match a deck we built a few years ago if the need arises to repair or add on more decking to the existing.”

Smith finds lifetime fade warranties unrealistic; he’ll accept aging and weathering, if he knows what to expect. “We understand that everything fades outdoors,” Smith said, noting manufacturers should “just build that into the product by showing us what to expect down the road, so we can pass this on to the consumer.”

He, too, prefers hardwood decking,

TRIM

FASCIA

but expects his vendors to provide assurances that the materials are ecofriendly and sustainably harvested, so he can assure his customers. “We would like to be able to answer questions in regard to whether the rainforests are getting depleted by demand for the product,” Smith says.

Commercial decking accounts can be huge, yet time-consuming.

“Dealers wanting to play in this arena need to have patience and be diligent in follow up,” Parksite’s Thomas reminds. “The sales cycle is much longer than with residential product sales.”

SIDING

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1.866.FSC .WO O D May 2010 Building Products Digest

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INDUSTRY Trends Smaller Decks

Decking producers target tight spaces and budgets AZEK PORCH planks and white rail create an easy-to maintain “outdoor room” that is the perfect destination for relaxing with family or entertaining friends.

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continue to respond to consumer demand for outdoor living spaces that cost less or require less space, but are beautiful and easy to maintain.

“More than ever before, people look at their decks and porches as outdoor rooms,” said Chris Fox, marketing manager at Universal Forest Products. “With so many different types of deck materials, lighting, rail systems, and decorative accents, it’s possible to turn a nondescript deck into a great outdoor space.”

UPFI offers everything needed for a great outdoor room, including hardECKING MANUFACTURERS

DECKORATORS powder-coated aluminum railing coordinates with other UPFI products to finish a new deck or update an old one.

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Building Products Digest May 2010

wood decking, wood and composite decking and railing, and deck accessories. The latest offering is a new

PUREWOOD PORCH flooring can be used in covered outdoor living spaces.

Deckorators powder-coated aluminum railing system with two styles of post caps, which can finish a new deck or porch—or brighten up a tired one.

“Outdoor living is an ever-increasing category for many dealers,” agreed Ron Long, president of Bay Tree Technologies. “With more people staying in their current homes longer, remodeling or replacing the deck seems to be on more to-do lists.”

The company produces PureWood thermally modified wood products, including decking, porch flooring, and privacy fencing. All are grown, har-

vested and manufactured in the U.S. A factory-applied, zero-VOC sealant and UV inhibitor preserves the natural color of the modified wood.

“There’s never been a better mix of decking product choices for homeowners to choose from,” said Long.

“Our newest product, PureWood Select, fits the bill for smaller-sized decks where price seems to be the driver for product selection. For covered porches, we have classic tongue-andgroove patterns for walls, floors and ceilings.”

Another economical, low-maintenance choice is ReliaBoard composite decking from TimberTech. The square-edged 5/4 plank is made with recycled wood and a mixture of virgin and post-consumer, recycled highdensity polyethylene.

“Instead of spending money each

RELIABOARD composite deck boards from TimberTech can be used to construct matching benches and planters.

Building-Products.com

year on painting, staining or sealing, value-conscious homeowners can make a one-time investment in lowmaintenance decking,” advised Carey Walley, director of marketing at TimberTech.

For smaller outdoor spaces where conventional deck installations may not be an option, EcoShield Deck Tiles can provide an easy-to-use, costeffective solution, said Brent Gwatney, v.p. of sales and marketing at MoistureShield. The company is a division of Advanced Environmental Recycling Technologies (A.E.R.T.), which makes composite wood decking and accessories.

The 12”x12” deck tiles can be installed on almost any hard, level surface—including bare ground, gravel, concrete, brick or tile—by either contractors or homeowners. Gwatney said, “Homeowners can also unsnap and reposition the tiles to change the look, or take them when they move.”

As always, low maintenance is a major consideration, according to Chris Beyer, v.p. of marketing at Fiberon, which manufactures a wide variety of PVC and composite decking, railing, and fencing products.

“The less upkeep required to enjoy their outdoor oasis, the better,” he said. “Homeowners are investing in

ECOSHIELD deck tiles manufactured by A.E.R.T. snap together for easy installation and design flexibility.

outdoor living areas, adding and updating decks, to enhance the value and enjoyment of their outdoor living space.”

The company’s newest offering, the Inspirations Railing System, was designed to give homeowners customizable options and make assembly quicker and easier for contractors.

Constructed of high impact PVC comBuilding-Products.com

posite, the products have a white PVC finish that resists cracking and flaking.

The system also features hidden rail brackets that preserve the beauty of decks, porches, balconies, and stairs.

“Once they get that low-maintenance benefit, they want it all over the yard, so this trend can translate into more business for dealers and their contractors,” said Mike Gori, product manager-decking, AZEK Building Products, which has produced a wide range of cellular PVC deck, porch and trim products for more than 25 years.

Many of AZEK’s dealers have noticed a trend toward smaller projects, but also a willingness by homeowners to spend more on quality

FIBERON’S new Inspirations PVC railing was designed to be virtually maintenance free.

materials, especially if they are also low maintenance.

“It seems that customers last year were going cheaper overall,” said Steve Alexander, who owns Kansas City Deck Supply, Kansas City, Mo. “Surprisingly, even though the projects are not as big this year, they are trending toward higher-end materials.”

He believes that “homeowners are more educated on the differences between wood, composites, and cellular PVC. The front of the house is the first thing you see, so homeowners want more curb appeal—whether they are staying or looking to sell.”

Stu Oldfield, president of Northville Lumber, Northville, Mi., agreed. “Once maintenance is not an issue, architectural details and amenities make sense for so many projects,” he said. “A lot of the backyard amenities are driven by homeowners who do their research and are very savvy about performance characteristics.”

Deck pergolas and privacy fences for outdoor rooms are the newest entries from LifeTime Lumber, which manufactures low-maintenance and

AZEK’S cellular PVC trim was used to create a pergola-covered porch.

Photo by Steve Gray Renovations

fire-resistant composite deck, dock and fence products that contain more than 60% per-consumer recycled materials, including mineral ash and urethanes.

“LifeTime Lumber is one of the few companies whose products have the versatility to offer this number of design options to the homeowner,” said president Jim Mahler. “Now, pergolas and privacy fences can be matched with other outdoor applications for the outdoor living space.”

Both dealers and homeowners should be encouraged by recent surveys indicating that outdoor improvements are a good investment.

Depending on where they live, homeowners can recoup 60-70% of the cost of a composite deck and 70-80% of a wood deck if they sell their homes.

“In some areas,” noted Fox, “outdoor living improvements have matched or exceeded popular kitchen or bathroom projects, which typically cost more.”

PERGOLAS and privacy fences in six different colors are new from LifeTime Lumber.

May 2010 Building Products Digest

15

MANAGEMENT Tips

By Diana Hanson North American Deck & Railing Association

Take in the old, send out the new

Use safety promotion to sell replacement decks

I

N TODAY’S BUSINESS ENVIRONMENT,

every retailer is looking for an edge on how to achieve added value. This month presents a stellar opportunity to present yourself to the community as the lumberyard that cares. Get picked up by local media without big advertising bucks.

How? May is Deck Safety Month. You can reach out to the community and offer some inspection and building tips along with an incentive for homeowners to choose this month to undertake that deck repair, replacement, or even a new project.

In an effort to save lives and prevent injuries, the North American Deck & Railing Association declared May as Deck Safety Month in 2006. Now in its fifth year, the Deck Safety Month program helps increase public awareness of the necessity for regular inspection and maintenance of existing decks, and proper installation of new decks.

To take advantage of Deck Safety Month, you will need to line up a few things, but it’s not difficult. First, you will need a really big, freight-size trash bin.

Next, a nice little press release announcing your event.

RENT a large dumpster to accept aging, potentially hazardous decking materials, so you can sell replacement materials.

16

Building Products Digest May 2010

Let the community know that you are offering to take their demolished deck materials off their hands for free, and even better, you will present them with a coupon for 5% to 10% off decking materials in your store.

Not only are you helping the consumer, but you also have an opportunity to help your contractor base and the local economy. You can invite your trusted deck contractors to be present at your event to be available to advise your customers and solicit business.

A deck can be the perfect place to spend time enjoying the weather with friends and family. A well-built and maintained deck offers a safe haven for outdoor living.

However, an improperly built or deteriorated structure can mean disaster. A deck collapse can cause avoidable, often serious injuries, and even death. Between 2000 and 2008, there were at least 30 deaths reported as a direct result of deck collapses. More than 75% of people on a deck when it collapses are injured or killed.

With 40 million decks in the U.S. that are more than 20 years old, it's important for homeowners to check their deck. The reasons for a deck collapsing range from age of the deck, poor maintenance, exceeding load capacity, to improper building methods. Deck failures can be avoided.

It’s a matter of making the consumer aware of the necessity of choosing a professional deck contractor, regular maintenance and inspection, and knowing the limits of the deck structure.

Your event will kill two birds with one stone—you will gain customers and customer loyalty, and also help rid your community of potentially dangerous decks. As a plus, your lumberyard gets to be in the media as the good guy for supporting deck safety through this special offer. You might even be able to get one or two of your deck industry suppliers to cough up a little discount on their end to help out. Everybody can use a little good PR now and then. By participating in Deck Safety Month, you are performing a huge public service at minimal cost.

– Diana Hanson is codes & standards committee chairman for the North American Deck & Railing Association, (888) 6237248, info@nadra.org.

Building-Products.com

VIEWPoint

By Michael T. Goergen Jr. Society of American Foresters

The case for expanding LEED standards

G

REEN

BUILDING

IS

booming in the United States.

Architects, builders and property owners strive to design and operate homes and office buildings that save energy, reduce pollution, and protect our health.

The success of green building is partly because of the U.S. Green Building Council’s Leadership in Energy and Environmental Design (LEED) standard, which certifies a building’s green features and performance. The LEED rating system encourages the use of responsible materials in construction and renovation, but as a forester, I’m frustrated to see continued ill-treatment of forest products, as one of America’s greatest natural resources.

Products from well-managed forests are a great green building choice, but the Building Council misses this point and has only made halfhearted attempts at necessary changes to their standard. The Building Council currently recognizes wood only if it is certified to the Forest Stewardship Council’s forest standard. FSC’s standard is respectable, but the Building Council excludes other U.S. systems such as the American Tree Farm System and the Sustainable Forestry Initiative.

I’ve seen what these standards do on the ground. They promote responsible forestry.

18

Building Products Digest May 2010

A Forest Stewardship Council-only stance is not based on science and severely limits the amount of U.S. wood that can be used in LEED projects. That is not good for green building, our environment, or states that are rich in forestland.

The only solicited comments the Building Council seems to be heeding are coming from groups bent on promoting a monopoly and from others in the building sector who have very little, if anything, to do with forest products. I don’t understand why they ignore American foresters, who live and breathe forestry and go to school for years to understand how best to preserve and maintain one of our most precious natural resources.

There are important economic reasons for LEED to open the standard.

FSC-certified lumber is not as prevalent in the U.S. as it is overseas. The American Tree Farm System and the Sustainable Forestry Initiative are standards designed with American forests in mind. Green builders trying to gain LEED certification may be

forced to buy from the limited amount of FSCcertified forest products here or make their purchases from FSC sources located overseas, which are often certified to lower standards.

With our nation suffering from a recession and high unemployment, the last thing we want to do is hurt Americans who make their livelihood from our forests. Opening LEED to the other standards will be good for our economy.

Expanding demand for forest products certified to other standards will also benefit forests. As green building grows, demand for forest products from certified forests will also increase. That will provide an incentive to owners of forestlands to get certified, bringing even more acres under broader environmental requirements.

The choice is clear: For the benefit of green building, our forests, and the U.S. economy, the Building Council needs to see the forest for the trees, look at the science, and open up its standard now.

– Michael T. Goergen Jr. is executive v.p./c.e.o. of the Society of American Foresters. He also chairs the Sustainable Forestry Initiative’s External Review Panel, an independent group of 15 volunteer experts representing conservation, environmental, forestry, academic and public/government organizations. Reach him at goergenm@safnet.org.

Building-Products.com

OLSEN On Sales

The insidious war

By James Olsen

between good and great

M

ANAGERS, BUSINESS OWNERS,

and salespeople who want to succeed… beware! There is an insidious war going on. It is the war between good and great.

Teacher/Parent: “Johnny, how much is 2 + 2?”

Johnny: “5.”

Teacher: “Wonderful creativity, Johnny!”

There will always be parents, teachers and, later, bosses and coworkers who will make excuses for the non-performer. (As I recenly told my 16-year-old son, “I just spent the day with a guy whose father never told him he was full of it when he made excuses.” What’s wrong with, “No, I’m sorry, Johnny. That’s wrong.”?)

I’ve been in sales for over 40 years.

I’ve worked with and trained hundreds of salespeople and only 5% of them just couldn’t sell. They just did not

Good

Shows up just late or just in time. (Always has an excuse.)

Dresses loose.

Bitches about meetings (out loud).

Needs to be pushed by boss.

Makes excuses.

Comfortable.

Hates change.

have the personality to make up for it.

Let’s flip that around. Of the salespeople I’ve seen fail, 100% of them have one thing in common: they don’t work hard enough. This is not the insidious part.

We are not talking about the people who just can’t do it. We are talking about the people who can sell, but just don’t want to put in the effort to be great. These salespeople are not driven. They are in sales because they want to hide. They don’t want to put in an honest 40 in a production job (where they belong). They want to come out and fake it just enough to be left alone. These are the same salespeople who complain about the pro athlete who takes it easy after signing the big contract! These are the people we are waging war against. They are the defenders of good.

What are the signs of good vs. great?

Great

Shows up early. (“If you’re not early, you’re not on time” – Lombardi.)

Dresses right. (Men: Shirt with a collar, shoes with a shine, pants with a crease. No lint, no wrinkles. Ladies: Like you’re going to church—just not Easter High Mass. Not to the club.)

Bitches about meetings (inside). Attends, participates.

Pushes boss.

Takes responsibility.

Driven, crazed, motivated.

Makes change happen.

Plays politics.

Works

Hard to find.

Hard to hide from. (Finds you—and his/her customers.)

Doesn’t pick up on first or second ring.

Tries to make it your problem. (It’s theirs.)

Tries to make you feel guilty.

Waits for accounts.

20

Building Products Digest May 2010

One of the worst things I see in sales organizations is the lack of prospecting for new business. Many sellers are waiting around for someone to quit or get fired so they can be given those accounts. You can tell these salespeople because they will be the ones who complain most bitterly about favoritism.

So why is the war insidious?

Because great is the new good. If you are a manager who has salespeople clinging to the past and blaming change on you, they will do their best to sell you (if they would only take this much energy to sell their customers!) that they are doing a great job. They will try to make you feel that their 35-hour effort is great. They will do their best to convince you they need to spend 80% of their time with their three best customers when they should spend 30% of their time with their top three and the rest of their time looking for new business. If the defenders of good win, the defenders of great lose.

But you and I know that a good job is not going to get it done any more.

The buggy was good. The car was great. TV was good. HD is great. Milk is good. A milkshake is great. The guy before you did a good job. Your boss is paying you to do a great job.

Sales excellence is the war for greatness. 2 + 2 will never equal 5.

James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com

Picks up.

Looks for the solution in him/herself.

Makes you feel happy, proud.

Finds accounts.

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COMPETITIVE Intelligence

By Carla Waldemar

Low maintenance, high energy

H

OW DO YOU GET STAR BILLING

among your region’s “50 Best Women in Business”? Or gain company status as “one of the fastest-growing in the region”? Or be hailed as “one of the most influential Filipina women in the U.S.”?

Chances are slim that anyone but Isabelita “Lita” Abele could win these recognitions, just a few among many, by running—that’s right—a lumber company. Serving as president and c.e.o. of U.S. Lumber, an outfit today doing $6 million in business from Woodbury Heights, N.J., was far below the radar when she left the Philippines for New York in 1981 in search of a better life.

The American Dream took a while to kick in, however. During her first job, as a housekeeper, she was caught in a never-ending round of cooking, cleaning, babysitting, shoveling snow, what-have-you, for $150 a month before she made an escape to life as a Woolworth’s clerk by day/nursing

AS HEAD of New Jersey’s U.S. Lumber, Lita Abele is living the American Dream.

22

Building Products Digest May 2010

home attendant by night. With that leg up, she went back to school (she’d been a teacher in her homeland) to master accounting, bookkeeping and computer skills.

But—get ready for the Hollywood ending—her biggest asset was her smile. While weekending with friends in Boston, a fellow diner at the Hyatt was smitten by it. Merrill Abele began phoning twice daily, delivered a dozen roses every week, and soon dialed her parents back in the Philippines to ask for her hand in marriage.

Dad said yes, and so did Lita. In 1984 she wed and moved to New Jersey, determined to learn the lumber business her husband Merrill had launched there 10 years earlier. She started in as a telephone receptionist, hiding her tears when the occasional boor would ridicule her accent. But Lita soon learned how to figure lumber so she could operate as a trader, to complement the family business (“I would buy; he would sell”).

When Merrill eased into semiretirement in 1993, they merged the two operations. Lita became president and c.e.o. of U.S. Lumber, with 51% ownership, thus a minority- and woman-owned company, which meant that contractor customers could bid on the big jobs that required such compliance.

Hang on before you grumble about “window dressing.” She’s heard that one, too (more tears). Five minutes on the phone with this dynamo and not a speck of doubt remains that she’s no figurehead. “Ask me! I can talk about products! About accounts receivable.

Accounts payable.

Clients.

Everything!” she demands, and then produces.

Singlehandedly, Lita keeps the books, writes the sales letters, makes the cold calls, trains the staff, and

clearly never sleeps. She visits jobsites, attends professional meetings (where she trolls the room for nametags of prospective customers).

She manages the company’s niche specialty, selling plywood products to concrete contractors to use as building forms for concrete used in bridges, highways, sports stadiums, and the list goes on. Clients include Atlantic City casinos, the Philadelphia Eagles stadium and Phillies ballpark, Boeing, DuPont, Merck, and the new Freedom Tower in New York. You need moulding, hardware, trusses, stakes? HDO panels? How about FSC-certified materials for your LEED projects?

Insulation, sheetrock, trusses, windows and doors? Cedar specialties?

You name it, and if you’re anywhere near the tri-state area, U.S. Lumber will deliver.

Unless you’re a residential developer. The company used to serve them, too, until Lita got stiffed once too often. “They used me as a bank and didn’t pay their bills, whereas in commercial business, the money is revolving. I’ll call their office once a week, and if there’s been a delay, don’t just tell me, ‘It’s in the mail.’ I tell them, ‘Just be honest with me and I’ll gladly work with you.’ Then when the check arrives, I call back with a thank you.” She makes the rounds of jobsites on a near-daily basis, growing business by referrals from one sub to the next.

Yes, there’s fierce competition, she acknowledges, but she counters it with a service cocktail of fast, 24-hour order turnarounds; a warehouse that can accommodate the commodities she buys by the carload (and then passes on favorable prices to her customers), encompassing a vast variety of building needs; and the ultimate in courtesy. Lots of pleases and thankBuilding-Products.com

yous form the basis of her very personal service—for, as she’s the first to testify, it all boils down to rapport.

And that’s her forté. She doesn’t mind playing the foreigner or femme cards now and then. If she runs into a former G.I. who’s spent time in the Philippines, they reminisce about the food, the culture. If checks are slow in coming, she shows up in their office, laughing, “I’m skinny! I have to eat!” If her accent once caused her stress, today it’s also been turned into a selling tool to gain recognition: the “Oh, Lita! I remember you!” factor at work. She’s the ultimate networker, and delivers instant quotes. “I can do it ASAP; I call the supplier, add in our mark-up, and give an instant answer,” she boasts.

But boasting is zilch without back-up. “We build our loads at 5 p.m. and send them out at 6:30 the next morning.

But if someone needs a box of nails sooner, we jump in the car with it. We understand your deadlines and will help you get the job done, no matter what,” she pledges. “You’re buying more than products, you’re buying a teammate.

Your goal becomes our goal; your deadline is our deadline,” she proclaims. And so does the staff working with her, largely family. Her daughter works at accounting and her son-in-law, the yard manager, also fills in as a driver substitute. She trained them the same way she learned the operation: “step by step, from the ground up,” she says: “With plenty of pleases and thank-yous.”

Result: plenty of pay-backs honoring her success. She’s served on New Jersey’s Asian-American Commission, as co-founder of the state’s Asian-American Chamber of Commerce, and received numerous humanitarian awards for giving many others a leg up.

Credit U.S. Lumber’s success to “long hours and hard

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work and extra service,” which, let’s face it, builds not only a strong, solid customer base but a overload of stress. Lita’s found a secret remedy, however: “I go down to the basement, do karaoke and dance, then take a deep breath and say, ‘God help me!’”

Well, He helps those who help themselves, as the saying goes. As testimony, listen to some of the many commendations earned from customers: “Over 30 years ago, Madison Concrete formed a relationship with U.S. Lumber. Many things have changed over the years, but one constant has been the fact that [they] continue to be our sole provider of all our lumber needs.”

Another concrete contractor attests, “Our business is ultra-competitive. U.S. Lumber’s exceptional pricing and service have kept us competitive [within it]. They constantly help us meet and exceed our clients’ schedules.” Even more precious to her ears, “President Lita Abele’s presence on the jobsite reflects U.S. Lumber’s commitment to their customers.”

As the petite boss explains it, “Our philosophy is simple: the customer comes first.” That’s the published promise. Privately, she adds, “You’ve got to work at something you enjoy or it’s not worth any amount of money.”

Not a problem with this c.e.o.

Carla Waldemar cwaldemar@comcast.net

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GREEN Retailing

By Jay Tompt

Roping in an emerging building material

W

I BEGAN THINKING about writing about alternative building materials, several came to mind. But what counts for “alternative,” anyway?

For example, there are products that are greener versions of old standbys, such as triple-glazed windows or FSC-certified lumber. I could write about Serious Materials’ innovative EcoRock drywall, which they claim is five times more environmentally friendly than gypsum drywall, or EcoPanels’ super-efficient SIPs. And then there are materials and methods that have thousand-year histories but aren’t mainstream, such as cob, which combines clay, sand and straw fibers usually sourced onsite. But these kinds of natural alternatives don’t usually require much of a supply chain. Instead, I’m going to highlight a building material that will blow your mind: hemp.

Industrial hemp used to be one of the most important agricultural products in the United States, but its cultivation has been illegal here for decades. (That may change soon.

To learn more, Google “Hemp History Week.”) The Puritans brought it with them from Europe, many of our Founding Fathers grew hemp, and as recently as 1942, the government actively encouraged farmers to grow it. In those days, hemp was indispensable for making rope, cordage and sail cloth, and it yielded more usable fiber per acre than cotton or flax. Innovations in more recent times have demonstrated its value as paper and plastic feedstock, nutritive food ingredient, and biofuel. Cultivation can also bring benefits to farming communities as it delivers relatively quick, dependable yields without the use of pesticides or synthetic fertilizers.

HEN

HOUSE OF HEMP: First installation of Tradical Hemcrete in the U.S. was in the research home built by The Nauhaus Institute in Asheville, N.C.

Absolutely the coolest thing about hemp is that it’s being used to sequester carbon in an innovative new product called Tradical Hemcrete. It’s a combination of hemp shiv, which is the woody core of the plant, and a hydraulic lime binder. The components are mixed at the jobsite and packed into forms to make thermally efficient, breathable walls that could potentially last for hundreds of years.

After its first U.S. installation in the NauHaus, an innovative new home prototype designed by building science think-tank NauHaus Institute (www.thenauhaus.com), there are now several more homes in the works.

Hemp Technologies (www.hemp-technologies.com), Asheville, N.C., is the North American distributor of the product, importing it from England where it was originally developed. Greg Flavel, co-founder and hemp technology guru, said he discovered the product after searching for the most sustainable building material he could find. “I think this is it—it’s zero-waste, non-toxic, breathable, moldresistant, durable, and is carbon negative, sequestering about 238 lbs. of carbon per cubic yard,” he told me, adding “it’s also cost competitive.”

There are a few limitations, of course. The product is imported from England, where it was originally developed, because hemp isn’t yet grown domestically, nor are there easily sourced quantities of domestically produced hydraulic lime. The system is sold in two bags, Tradical HF and Tradical HB, which must be mixed at the jobsite by company-trained installers, though any contractor could easily master working with the material.

In any case, those factors will slow widespread adoption of the material in the near term. However, Flavell says they are working on sourcing a little closer to home and developing a new panel system. Panels could dramatically expand the potential applications and make it easier for distributors and dealers to pick up the product.

He says, “We’re hoping to have panels available later this year.” If all goes according to plans, hemp could very well become less “alternative” and much more mainstream.

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

Carter Moves into Ohio Stock Digs

Carter Lumber, Kent, Oh., hopes to begin hiring 80 to 100 employees by June, for a new wholesale lumberyard and truss plant in Franklin, Oh. The new facility will be located in a building formerly occupied by Stock Building Supply, which laid off 85 people when it closed. A tentative tax abatement agreement with the city of Franklin would finance new equipment for manufacturing custom millwork, windows, doors, trusses, panels, and engineered floors.

Carter currently operates more than 200 stores in 10 states and employs more then 3,500. The family-owned firm was founded in 1932.

Louisiana Sawmill Reopening

Bayou State Lumber, Jackson, La., plans to invest $800,000 to reopen the former Netterville Lumber mill in Jackson, La., which closed 18 months ago.

President Adam Knapp said that the move shows “the viability of the Capital Region’s lumber industry, while providing good jobs and restoring an existing facility back to commercial use.”

Bayou’s main business is making industrial lumber used in the oil production and refining industries, but it also makes limited amount of finished lumber, mainly cypress, for construction.

Boise Opens South Florida DC

Boise Building Material Distribution, Boise, Id., opened its 32nd distribution center March 29, in Pompano Beach, Fl. “We are delighted to enter the South Florida market with the broad array of products that our customers demand,” said Chuck Donaldson, who manages the new center. “We are very optimistic of our growth and our customer’s growth in the market.”

The new center has 76,000-sq. ft. of covered storage on nine acres and is rail served.

Ace Rolls Out Grande Campaign

Ace Hardware Corp. has rolled out its first national advertising campaign directed to Hispanics. The three 30second ads are airing on two Spanish-language radio stations and seven Spanish-language TV stations.

“We’ve seen strong results at retail by reaching out to the Hispanic market and understand the importance of communicating directly to these customers,” says John Surane, Ace’s v.p.- consumer marketing, merchandising and paint. “We identified a unique Hispanic insight that separates [us] from the ‘big boxes.’”

Hispanics in the U.S. now number close to 50 million, with buying power of nearly $1 trillion. According to the company, a trial ad campaign in late 2008 created a 7% year-to-year jump at Ace stores in Denver, Co., with more than 15% or more Latino shoppers and outperformed nonHispanic stores nationwide. Ace conducted a second trial the following spring and summer in Denver, Sacramento, Ca., and Chicago, Il. “The ferretería (hardware store) is part of the local community, where you’re always helped and can get in and out quickly,” said José González, a partner in the agency that created all three campaigns. “These spots convey the message that Ace is the place where Latinos can have that same customer experience in the U.S.”

26

Building Products Digest May 2010

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Vermont Mill Sold at 11th Hour

On the brink of foreclosure, Northeast Wood Products, Pownal, Vt., was sold at auction to Bill Drunsic, who owns two short-line railroads in Tennessee.

“We are investigating a number of options to restart some business down there,” said Drunsic. “We hope to have some direction in a couple of months. Our goal is to start something that may create some jobs.”

Former owner Robert Kobelia said that Northeast was started in 1946, and he purchased the business in 1991. It employed about 24 people in the mid to late 1990s, but shut down in 2008

after a series of economic setbacks.

Berkshire Bank started foreclosure proceedings last year, saying it was owed nearly $500,000 on a loan that was never repaid.

DEALER Briefs

Builders Station , Carrollton, Ga., closed its store in Cedartown, Ga., at the end of March, reducing the chain to 3 locations. The unit was bought 9 years ago from Freeman’s Home Center . A Villa Rica, Ga., store closed last year.

Robbery Accomplice Arrested

One suspect has been arrested in connection with a robbery at Lafferty Lumber, Lemoyne, Pa. According to police, Terry Lee Gettys Jr. confessed to acting as a lookout for an accomplice who entered the store, rummaged through employee lockers, and removed a CB radio in late February. He is being held on burglary and related charges.

John H. Myers & Son, York, Pa., opened its 6th yard in the former Viele’s Hardware, Aberdeen, Md.

Stotlar-Herrin Lumber, Johnson City, Il., is repairing a warehouse roof that collapsed under heavy winds April 6.

Galloway Ace Hardware , Galloway Township, N.J., is remodeling and adding 3,500 sq. ft.

Ace Hardware anticipates an August opening for a 11,752-sq. ft. store in Grove City (Columbus), Oh.

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Central True Value, Dubuque, Ia., was opened in early April by Tim Walsh in the former Steve’s Ace Hardware, which closed 6 months earlier.

Th eebest best Th eThebest Th e best Th e best Th Th best e best Th e best choice for Th e best choice for choice for for choice choice for choice for choice for choice for Outdoo r choice for Outdoo r Outdoo r Outdoo r Outdoo r Outdoo r Outdoo r Outdoo r Living Outdoo r Living Living Living Living Living Living Living Living

Clinton Grain & Hardware, Clinton, Ct., closed after nearly 42 years, in a tax foreclosure sale.

Lowe’s opened a 117,000-sq. ft. store April 1 in Hadley, Ma.

Menards opened a new 240,000sq. ft. store April 20 in Jefferson City, Mo. (Dave Helmick, general mgr.).

Goddard Ace Hardware , Goddard, Ks., is closing early this month, according to Mary Carpenter, owner since 2001.

Ace Hardware, Boonsboro, Md., remains closed after an April 14 fire caused $900,000 in damage to the building it shares with a gas company.

Huntington Hardware, Hunt-

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Habitat for Humanity opened new ReStore discount LBM outlets in the former Kent Hardware in Kent, Oh., and March 20 in Bond Hill, Oh.; is opening a 6,500-sq. ft. ReStore in www.elderwoodpreserving.comPittsfield, Ma. (Kate McNulty-Vaughan, www.elderwoodpreserving.com store mgr.), and relocated its Midland, Mi., ReStore to larger quarters.

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Building Products Digest May 2010

Elder Wood Ad 3.19.10.indd 1 Elder Wood Ad 3.19.10.indd 1 Wood Ad 3.19.10.indd 1 dElder Ad 3.19.10.indd Elder Wood1 Ad 3.19.10.indd 1 Elder Wood Ad 3.19.10.indd 1 Elder Wood Ad 3.19.10.indd 1

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3/2010

3/2010

3/2010 3/2010

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Building-Products.com

Lumberman Sells Family Business to Run for Senate

Len Britton has decided to sell his longtime family business, Britton’s Lumber Landscape & Feed, Woodstock, Vt., to focus on a run for U.S. Senate.

Bethel Mills, Bethel, Vt., has agreed to buy the business, which was started by Britton’s father and grandfather 60 years ago.

The sale allows Britton, who is running as a Republican against seven-term Democrat Patrick Leahy, to devote his full attention to the campaign.

“It’s about going out and talking to Vermonters, going out on a shoestring, and I think Vermonters respect it, and they like that I’ve put thousands and thousands of miles on my car getting to every corner of the state,” he said.

True Value Pushes New Look

Lyle Heidemann, president and c.e.o. of True Value, Chicago, Il., wants more of the co-op’s nearly 5,000 stores to upgrade to the company’s new larger store format, which features brighter lighting, specialty floors, and shelf-level signage.

The co-op will also open its first corporate store, in nearby Mount Prospect.

“Our vision is to help every location to be the best hardware store in town,” said Heidemann. Since the program started in late 2007, only 89 stores have signed up, but he hopes at least 100 more will refurbish or build this year. As encouragement, the coop is offering financing of up to $150,000 to remodel existing stores and up to $400,000 for opening new ones.

Since Heidemann took over five years ago, he has worked hard to move True Value away from its roots as a purchasing cooperative and make it act more like a retailer. The company earned $65.4 million last year, up about 7% from 2008. “I wanted to create a growth strategy to improve the profitability, which we have done, and get it on a growth trajectory,” he said.

Although Heidemann won’t disclose the cost of remodeling a store, he said that stores with the new layout have seen sales increase 12% on average. “We’re not forcing it on them,” he says. But “what sells it are the people who benefited from it.”

Drive Us anywhere and everywhere ... in stainless steel

© 2010 Simpson

SUPPLIER Briefs

Alamco Wood Products , Albert Lea, Mn., suffered damage to a wood-drying building in an April 12 fire.

Meisters Forest Products , Endeavor, Wi., is assessing damages following an April 8 building fire.

New England Lumber Specialties, West Springfield, Ma.,

has rebranded its NELS-TEK prefinished PVC trim from Jain as Ex-Cel Exterior Color Trim.

Weekes Forest Products , Grand Rapids, Mi., now distributes iLevel EWP in Michigan.

Cedar Supply Inc. added more warehouse space at its facility in Carrollton, Tx.

International Forest Products, Foxboro, Ma., is now exclusive marketing rep for WoodFuels Virginia, Bumpass, Va. Masonite Inc., Tampa, Fl., has acquired interior flush door manufacturer Ledco Inc., Shelbyville, Ky.

When building a deck your customers want a fastener that performs well in any type of decking material, and one that can stand up to corrosion especially near the ocean. Simpson Strong-Tie now offers an extensive line of premium stainless-steel screws and nails for decks that will meet their installation needs and help safeguard against corrosion.

Whether it’s our SDS screws for ledger connections or our Quik Drive® DHPD collated screws that require no pre-drilling (even in Ipê), we have a stainless-steel fastener to fit the project.

Learn how our complete line of fasteners can help drive business to you by visiting us at www.strongtie.com/fasten or call (800) 999-5099.

Strong-Tie Company Inc. SSDECK10-D

Building-Products.com

May 2010 Building Products Digest

29

MOVERS & Shakers Rob Ankar has been named chairman of Boston Cedar, Holbrook, Ma. Joe Cusack has been promoted to president, while Paul Colliton is now v.p.-sales.

Orin Comdure, Mark Babbitt, and Mike Zemla, all ex-North Pacific, are new to sales at Weekes Forest Products, Grand Rapids, Wi. Sharon Koller, ex-Allied Plywood & Lumber, has joined Silvaris Corp./ LowGradeLumber, Port Arthur, Tx., as traffic mgr., handling the Southeast region for Silvaris Logistics.

Phil Randolph has been named v.p. of East operations for Stock Building Supply, Raleigh, N.C., overseeing residential operations in Arkansas, Georgia, South Carolina, North Carolina, Pennsylvania, Virginia, and Washington, D.C. Ken Greene is now market mgr. for Arkansas operations.

Jeff Baumgartner has been promoted to sales mgr.-domestic and export sales at Lampe & Malphrus Lumber, Smithfield, N.C.

Dan Niesen, has retired from Spruce Computer Systems, Latham, N.Y., 11 years after selling his company, Anasys, to Spruce.

Dave Worthington, ex-North Pacific, is now a commodity trader at FP Supply—North Pacific’s former Columbus, Oh., distribution yard now a division of Millman Lumber, St. Louis, Mo. Mike Place, ex-North Pacific, is now general mgr. of the Landisville, Pa., DC purchased by National Industrial Lumber Co., North Jackson, Oh., from North Pacific. Tom Mulligan, ex-North Pacific, is now general mgr. of NILCO’s new DC in Indianapolis, In. Frank Johnston has been named senior v.p. of Southern Mississippi Trading, Waynesboro, Mi., a new division of Forest City Trading Group, operating from the former North Pacific DC. John Cashmore has formed Cashmore Market Research, Minneapolis, Mn., after 22 years running Market Research Associates.

Introducing the world’s most advanced composite lumber

Erin Canosa has been promoted to marketing mgr. for Arch Wood Protection, Atlanta, Ga. Ari Levitt, ex-Capital Lumber, is new to the Northeast regional sales team for wood pellets and building materials with International Forest Products, Foxworth, Ma. Melissa Gaubatz, ex-Foxworth Galbraith, is the new controller at American Lumber, Uvalde, Tx. Bob Higgins has been appointed national director of sales-building products at Parksite Inc., Batavia, Il. Steve Wyatt succeeds him as director of national accounts. Tony Millhouse is now national director of sales-surfaces.

John Johnson has been named Corvallis, Or.-based director of sales-panels & hardwood plywood for all U.S. and Canadian branches of McKillican. Chris McKillican is the new director of marketing.

Joe Heltsley, ex-Stock Building Supply, has been named national sales mgr. for National Shelter Products, Issaquah, Wa., agent for custom-printed Dryline building wraps.

Dave Ondrasek, v.p. and general mgr., BMC Select, Houston, Tx.,

Imagine a deck that’s virtually maintenance free and lasts a lifetime. One that’s beautiful, yet highly functional.

Meet NewTechWood products — better than wood, because they repel water and won’t splinter, crack, warp or rot.

Embodying the latest advances in composite technology, they’re made with a proprietary blend of rice hulls and recycled plastics, ensuring a deck that outperforms all others on the market, at a cost that’s surprisingly affordable.

Rice hulls don’t contain the mold-feeding sugars found in wood, so gone are the mold problems commonly associated with other composites.

Call us directly about purchasing NewTechWood composite products direct from the manufacturer, even in job lot quantities.

Call (281) 359-2288 or visit www.newtechwood.com for more info

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Building Products Digest May 2010

Building-Products.com

has been appointed chair of the company’s Millwork Best Practices Council.

Ken Barnum was promoted to director-major home center sales/North America at Laticrete, Bethany, Ct. Chris Osserman, general mgr., J.P. Hart Lumber, Irving, Tx., competed in two rounds of the Food Network’s "Ultimate Recipe Showdown" for the chance to win a grand prize of $25,000.

Morris Code is the new messenger at Mungus-Fungus Forest Products, Climax, Nv., according to co-owners Hugh Mungus and Freddy Fungus.

Beacon Buys Baton Rouge Roofing Distributor

Beacon Roofing Supply, Peabody, Ma., has acquired Louisiana Roofing Supply, Baton Rouge, La., LRS will operate as West End Roofing, Siding & Windows, under which Beacon operates its three existing Louisiana branches.

“I am pleased to pass the torch to Beacon, which will allow LRS to better serve its customers and expand its product offering,” said founder Fred Garcia.

and CCA), and Iowa Wood Preservers Inc., Oskaloosa, Ia. (ACQ and CCA), were inadvertently omitted from the list of Midwest pressure treaters (April, p.

21).

— Corrections —

Cop-Guard preservative is supplied to Anthony Forest Products by Hoover Treated Wood Products, Pine Bluff, Ar., not Brewer International (April, p. 12).

Sustainable Forestry Initiative AF&PA

Central Nebraska Wood Preservers, Sutton, Ne. (CA-C, EL2,

is no longer a program of the (April, p. 36).

Your Midwest Redwood Specialist

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With Quik Drive® auto-feed screw driving systems, your customers can fasten deck boards in record time. And not just decking, there’s a broad assortment of professionalgrade attachments and quick-loading fastener strips for a variety of construction applications. With the speed and reliability of Quik Drive tools, not only will your customers keep running back for more, but you’ll keep fastener sales at the top of the leaderboard.

Increase your selling pace with Quik Drive auto-feed systems and fasteners. For more information and to request a catalog, visit www.strongtie.com/quikdrive or call (800) 999-5099.

So quick, customers keep running back for more. © 2010

Simpson Strong-Tie Company Inc. QDDECK10-D

Building-Products.com

May 2010 Building Products Digest

31

FAMILY Business

By Christopher Eckrich and Amy Schuman

Increasing accountability in the family business

O

NE OF THE MOST COMMON requests we receive from business-owning families is for help in building accountability. Often, the question focuses on the behavior of a specific family member who is employed by the business, but sometimes there is a feeling that accountability is lacking company-wide. Either way, the solution almost always requires both organizational and individual adjustments.

The solution starts with clarifying what is meant by “accountability.”

Accountability is present when individuals are diligent and serious about fulfilling their commitments, and when a system is thorough and unwavering in requiring its members to meet their commitments. Accountability is absent when individuals are flippant, casual or downright uncommitted to delivering on their promises, and when an organization turns a blind eye to continued failure in this regard.

We believe that accountability is always influenced by both individual and organizational aspects. Companies create a culture of accountability by insisting that all employees are crystal clear regarding their job responsibilities and goals, and that they understand what is required to achieve their goals (e.g., hitting a sales target, timely reporting, lowering overhead).

Clarity is ensured through job descriptions, an organizational chart with clear lines of responsibility and authority, and an annual performance review process.

Beyond clarity, goals and roles must be realistic and achievable, and individuals must be held responsible for meeting their goals. This does not imply that individuals will be fired for missing goals, but that performance expectations are taken seriously and failure to achieve results will eventually affect compensation, promotional opportunities, and even employment.

A big mistake that many family businesses make is to focus exclusively on individuals as the problem, rather than seeing lack of accountability as a symptom of a weak management system. For example, let’s consider the situation in which Ken—a

32

Building Products Digest May 2010

son of the founder—appears adrift in his role as sales manager. He focuses on sales and customer relations. He sees (perhaps correctly) that he can consistently achieve his sales goals by doing the work himself, and he doesn’t want to be distracted by unending corporate meetings. After all, this approach has made him the top sales rep for many years in a row.

However, Ken’s brother—the chief financial officer—and his c.e.o. father are increasingly frustrated by Ken’s failure to perform the full scope of his responsibilities. They see his lack of attention to his sales team and staff meetings as a lack of accountability within the full scope of his responsibilities. Behind closed doors, they often lament Ken’s stubbornness.

When other employees come to Ken’s father or brother to complain about his behavior, they are forced to agree that Ken just isn’t showing the commitment they’d like to see.

We would argue that the problem in this case is more about management systems and organizational accountability than individual intransigence.

For Ken to be truly accountable, he must first understand what he is being asked to do. Clearly, Ken’s view of his role is different from his brother’s or father’s view. This conflict will not be resolved until each of them agrees on Ken’s specific roles, as well as the goals within those roles. The roles and goals should then be documented in Ken’s job description and used to evaluate his performance.

But how do we establish Ken’s roles and responsibilities? This will be difficult to do unless all three individuals share a common understanding of the strategies being pursued by the company. Are they trying to own one particular niche? Are they trying to wean off a major customer and diversify their customer base? Are they trying to position the business for expansion by strengthening the sales force?

Unless all three of them have agreed on the strategies of the firm, clarifying expectations for Ken will be difficult.

How do we determine the optimal (Please turn to page 46)

Building-Products.com

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Building-Products.com

May 2010 Building Products Digest

33

NEW Products

Railing, Made Better

Railing Dynamics has introduced a vinyl-clad handrail that is ADA-compliant at 6’ spans.

The Endurance vinyl-clad aluminum handrail was designed to be stronger and easier to grasp. It comes in white or black, in 80”, 104”, and 120” lengths to accommodate every angle scenario.

RDRAIL.COM

(877) 420-7245

34

Building Products Digest May 2010

Bamboo Lumber Sound Control Mat

Quiet Curl random-filament mat from Keene Building Products limits noise impact in a gypsum concrete pour.

Made with a coated fiberglass scrim and fabric combination for added strength, its recycled content qualifies for LEED points.

KEENEBUILDING.COM (877) 514-5336

Cali Bamboo has introduced engineered lumber made from bamboo.

Lumboo reportedly is heavier and stronger than traditional lumber. Pre-drilling for screws, not nails, is required. Because it contains a large amount of silica, it can’t digested by termites.

Available sizes include 1x4, 2x4, 2x6 and 4x4.

CALIBAMBOO.COM (888) 788-2254

Building-Products.com

Out-of-Sight Decking Fasteners

Outdoor Strip Lights

SOUTHLANDDECK.COM

AURORADECK-

The InvisaGrip deck fastening system allows decking without visible screws or nails.

Constructed of stainless steel, the double-angle connectors are set between boards using a special installation tool.

Pre-drilling and countersinking are not required. Ample space between boards is created, eliminating the need for spacers.

(281) 355-0707

Building-Products.com

The Odyssey LED lighting kit from Aurora Deck Lighting includes four strips of lights with 48” wires that can be connected in series along deck rails or anywhere extra light is needed.

The kit includes a remote control and an LED driver box with a timer that can be connected to a 110-v standard, grounded outlet.

LIGHTING.COM (800) 603-3520

Solar Post Cap

Nantucket Post Cap’s Bar Harbor post cap is the company’s first all-wood, solar LED post cap light.

The underside of the cap conceals four small LED bulbs that point downward to create four spotlights that can burn as long as eight hours.

The cap is made of 100% KD redwood or clear western red cedar in a classic Craftsman style that can be painted or stained.

NANTUCKETPOSTCAP.COM (888) 758-7678

May 2010 Building Products Digest

35

Railing Upgrades

Wider Glulam Means Wider Uses

TAMKO.COM

ROSBORO.COM

TAMKO Building Products has upgraded its TAM-RAIL line for versatility and ease of installation.

The whole line is now available in 6-, 8-, and 10-ft. sections, in gray, taupe and white. Other improvements include bracket covers that hide installation screws, a more durable post mount system, fixedangle brackets that eliminate hand cutting to fit, and stair kits in a wider variety of angles.

(800) 641-4691

36

Building Products Digest May 2010

Rosboro has introduced reportedly the industry’s first architectural appearance glulam in full framing widths, allowing it to fill in for traditional EWP framing applications without shimming to compensate for the width difference.

X-Beam allows dealers and distributors to stock one set of SKUs for exposed and concealed uses. It also has FSC chain-of-custody certification and is produced with EcoBind low-formaldehyde resin.

(541) 736-2158

Building-Products.com

Hardwood Decking Finish

Ipe Clip Fastener Co.’s Ipe Oil hardwood deck finish is formulated to dry properly on exotic hardwoods and last for years.

The clear, low-VOC finish provides grain enhancement, U.V. protection, and resistance to humidity, mold and mildew.

IPECLIP.COM, (866) 427-2547

Wood-Look Decking

DuraLife Natural Grain collection from GAF Decking Systems is made from a proprietary high-density polyethelene/rice hull formulation.

The decking looks and installs like real wood, but reportedly will not splinter, crack or rot.

Boards are reversible, with a woodgrain emboss on one side and a contemporary combed emboss on the other.

Colors include burnt walnut, western redwood, golden oak, and driftwood.

GAF.COM

(973) 628-3000

Building-Products.com

May 2010 Building Products Digest

37

Engineered Slate Roofing

Vision Moderne Slate, manufactured from engineered polymers, reportedly is much lighter in weight and easier to install than slate shingles.

It is guaranteed to not crack or fade or 50 years.

MODERNESLATE.COM (877) 550-9971

Woodgrain Vinyl Fencing

CertainTeed’s Bufftech Imperial and Baron vinyl fencing is now available with the look of natural woodgrain.

Imperial with Select Cedar texture is a semi-privacy design in 4, 5, and 6-ft. heights and colors almond, clay and white, as well as Sierra Blend.

Baron with Select Cedar texture has a picket-style design in almond and white, in 4, 5, and 6-ft. lengths.

Both products have a steel-reinforced bottom rail for a stronger, more rigid fence that resists sagging or bowing.

CERTAINTEED.COM (800) 233-8990

Tightly Screened

Screen Tight has expanded its line of extruded-aluminum porch screening to include an ultra-low profile.

MINItrack’s hidden fasteners allow a seamless look and completely unobstructed views. The powdercoated aluminum channels are available in 8-, 10-, or 12-ft. lengths, in either white or bronze.

SCREENTIGHT.COM (800) 768-7325

38

Building Products Digest May 2010

Building-Products.com

IN Memoriam

Richard Ervin “Dick” Slaughter, co-founder of Slaughter Brothers Inc., Dallas, Tx., died March 24 in Yelm, Wa. In 1946, he went to work as a lumber wholesaler for Anderson-Hanson

SUPPLIER Briefs

Zeeland Lumber Holdings, Zeeland, Mi., earned FSC certification.

Armstrong World Industries, Lancaster, Pa., will build a 30,000-sq. ft. mineral wool plant in Millwood, W.V., for acoustical ceiling tiles.

HIDfast Deck hidden fastening system is now distributing exclusively through the AZEK sales channel.

Osmose’s MicroPro technology received Greenguard Children & Schools certification from Greenguard Environmental Institute.

Inteplast Group’s TUF Board Deck synthetic wood boards received Code Compliance Research Report Certification.

Masonite International was named Supplier of the Year by DW Distribution, DeSoto, Tx.

Anniversaries: Huttig Building Products, St. Louis, Mo., 125th …

Amerhart Ltd ., Green Bay, Wi., 70th … Spruce Computer Systems, Latham, N.Y., 25th …

Building-Products.com

Lumber in California. Three years later, he moved back to Dallas and joined his brother in starting Slaughter Lumber Sales. They built the company to eight distribution yards before selling to Furman Lumber in 1985.

Charles Edwin Parks, 79, former owner of Parks Lumber, Murrrayville, Ga., died April 3 in Murrayville.

He began working part-time for his father’s Parks Lumber, Gainesville, Ga., as a youth and joined the business full-time in the early 1950s, after serving in the Navy during the Korean War. He became owner when his father died in 1964.

He sold the company in the mid1970s to Builder Marts of America, but stayed on for several years as manager. In 1980, he and his son, Steve, formed a new company, Parks Planing Mill, Murrayville, and he moved to semi-retirement by the time they sold the yard to Lummus Supply in 1998.

Walter Bjornson, 86, co-owner of Spring Valley Lumber, Spring Valley, Wi., died of cancer March 23 in Menomonie, Wi. He served with the 40th Engineers Battalion during World War II. Afterwards, he returned to the family business and trained at the National Hardwood Lumber Association grading school in Memphis, Tn. After the business was sold, he retired to Menomonie.

Wayne Hoyle, 92, retired office manager for Cleveland Lumber, Shelby, N.C., died April 11 in Shelby.

He started working at Cleveland Lumber at age 21 in 1939, when the company was just five years old.

During the labor shortages of World War II, he kept the business going with just a handful of workers.

After working part-time since 1999, he fully retired last June after a fall at home.

MARINE INDUSTRY

DECKING – LUMBER – TIMBER – PILING www.LBRtimber.com • 866-811-7318

STRUCTURAL RECYCLED PLASTIC

“ Not Composite” Decking – Lumber – Timber – Piling

IPE’ & GREENHEART & TROPICALS Decking – Lumber – Timber – Piling

STRUCTURAL SOUTHERN PINE TIMBERS Brite & Treated – Splash & Salt Water Retentions

May 2010 Building Products Digest

39

LAT EXPO Photos by BPD

AT LUMBERMEN’S Association of Texas & Louisiana’s recent convention: [1] David Rodriguez, Barbara Douglas, Ray Sale. [2] Jamie Mursh,

40

Building Products Digest May 2010

Steven Rogers, Heidi Lutz. [3] Bob & Claire Ashley, Grady Ashley.

[4] Mike Aaron, Keith Haines, Corby Biddle. [5] Marshall Knight, Tim Lynch, Mark Donaldson. [6] B.L. Johnson, Ray Miller. [7] Brian Relph, Deborah & James Drennan. [8] Joanne Gillebaard, Melvin Allen, Kay White. [9] Mike Mikesh, Bill Parker. [10] Richard & Ruthie Ledermann. [11] Eddie Stafford, Steve Herren. [12] Matt Freeman, Matt Mullin, Dave Ridley. [13] Bill Gardner, Trevor Patrick. [14] Bobby Byrd, Wayne Miller, Marty Neiswender, Joel Howard. [15] Johnny Coker, Scot Chapman, Richard Billton, Mia Montgomery, Julia Armstrong, Jim Wilkinson. [16] Chris Able, Robert Marsh, Tosh Shrader, Scott Gaskin. [17] Scott Walton, Richard O’Dell, Mark Ridley, Hugh John MacDonald. [18] Melba & Dan Coleman. [19] Charlie & Al Cron. [20] Ed Kennedy, Denise Trahan. (More photos on next page) Building-Products.com

LAT EXPO Photos by BPD

SAN ANTONIO was home for LAT expo: [1] David Jackson, James Bergman, Eric Martinez, Mike Pollok, John Forys, Brad Burkes. [2] Tom Hastings, Mitch Frieda, Rex Scott, Kurt Schiller. [3] Kirby Kasten, Kyle Williams, Bill Byrd, Marshall Owens, Marty Hawkins. [4] Lou Peacock, Herb King. [5] Harry Armenia, Donald Blevins, Brook Monica. [6] Aaron Elliott, Cameron McCuller, Pat Wolever. [7] Paul Hockenberry, Jon Nesbit. [8] Ken Bullock, Judy Powers, Garnett Douglas, Amber Chojnacki, John Poe, Lloyd Cobb, Tom Westerbrook. [9] Cassity & Claudette Jones. [10] Lane Taylor. [11] Jessica Perera, Jason Mann, Jane Smith. [12] Walter Foxworth, Kevin O’Conner. [13] Savanna York, Robin Gardner. [14] Meagan McCoy Jones, Brian McCoy. [15] Marilyn & Robert Archer. [16] Ginger Faircloth, Vivian Audridge, Barbs Meador. [17] Steve Harris, Myron Boswell. [18] Building-Products.com

Jon Hanson, Britt Inman. [19] Tricia Kilrain. [20] Tanner Timmons, Clint Cowan, Carter Smith, Carolyn Breeden, Chris Robertson, Chris McCollum.

May 2010 Building Products Digest

41

NAWLA ANNUAL Photos by BPD

NORTH AMERICAN Wholesale Lumber Association combined its annual conference with its Southeast regional meeting March 24-26 at Hotel Monteleone, New Orleans, La. [1] Jack Chase, Buck Hutchison. [2] Clint Darnell, Lawrence Newton, Tapani Pekkala. [3] Hunter & Gina McShan, Jim Carr. [4] Jeannie Eddins, Walter Russell. [5] Tom & Shelley Kohlmeier, Bill Anderson. [6] Chris & Beth Mergel. [7] David Jeffers, Tom Diem. [8] Jim Livermore, Chris Beveridge. [9] Bryan Lovingood, Calvin Biddix, Ashley Kay. [10] Mark & Mary Donovan, Ian & Julie

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Building Products Digest May 2010

McLean. [11] Graham & Carrie Bishop. [12] Dan & Margie Semsak. [13] Bruce Kulzer, Ken Schultz. [14] Michelle Kay, Pat Biddix. [15] Susan Fitzsimmons, Bruce Johnson, John & Mary Ann Stockhausen. [16] Gary & Karen Vitale. [17] Jim & Cindy McGinnis, Vicki O’Neill. [18] Mark Junkins, Kerlin Drake. [19] Mel Lundberg, Wayne Lancaster. [20] Vince Parry, Courtney Robinson. [21] Dusty & Penny Hammack. [22] Bill Barnett, Barry Schneider. [23] Ethel & Tom Rice. [24] Barbara & Steve Boyd. [25] Jim Hassenstab, Russ Hobbs.

Building-Products.com

ASSOCIATION Update Lumber Association of Texas & Louisiana’s outgoing president Bob Ashley, West End Lumber, Houston, Tx., passed the gavel to his successor, Robert Archer, Morton Lumber, Borger, Tx., during the group’s recent convention in San Antonio, Tx. (see event photos, p. 40-41).

Other new officers include 1st v.p.

Rufus Duncan, Higginbotham, Comanche, Tx.; 2nd v.p. Matt Mullin, Alamo Lumber, San Antonio; associate v.p. K.C. Cox, Weyerhaeuser, Houston; Louisiana v.p. Jon Cromwell, Riverside Lumber, New Orleans, La.; secretary John Jones, Cassity Jones Lumber, Longview, Tx., and sgt.-at-arms Frank Fazzio, Lumber Products, Metairie, La. John Jones was also named Lumber Dealer of the Year, and Bob Crowley, Richardson Timbers, Dallas, Tx., was named associate member of the year.

Southern Building Material Association will gather July 29-Aug. 1 at the Wyndham Resort, Virginia Beach, Va., for its annual summer conference.

Northeastern Retail Lumber Association affiliates have added several events to their summer schedules.

Massachusetts Retail Lumber Dealers Association’s annual summer outing is May 21-23 at the Wequassett Inn Resort & Golf Club, Chatham.

Western New York Lumber Dealers Association will hold its 1st annual

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fishing trip June 4 at Buffalo Harbor, followed by golf June 29 at Bristol Harbor, Canandaigua.

Northeastern Young Lumber Execs will meet Aug. 19 at Fenway Park, Boston, Ma., to watch the Red Sox vs. the Angels.

Illinois Lumber & Material Dealers Association set its annual Northern Illinois Whing Ding for July 14 at Tamarack Golf Course, Naperville.

Florida Building Material Association hosts an Aug. 5 regional meeting and lunch at Jeld-Wen Millwork Distribution, Coral Springs, Fl. A range of webinars will be offered during the summer, including “Tools & Machine Safety” June 8, “Bloodborne Pathogens” July 6, and “Personal Protection Equipment” Aug. 10.

Southern Forest Products Association will host a midyear meeting May 26-27 at Hotel Monteleone, New Orleans, La. Southeastern Lumber Manufacturers Association has ended its support of SFPA’s Southern Pine Council.

Hardwood Manufacturers Association elected new president Pembroke Jenkins, Turn Bull Lumber, Elizabethtown, N.C., at its recent conference in Tampa, Fl. New 1st v.p. is Jack Shannon, J.T. Shannon Lumber, Memphis, Tn.; 2nd v.p. Skipper Beal, Beal Lumber, Little

Mountain, S.C.; executive v.p. Linda Jovanovich, and directors Eric Porter, Abenaki Timber, Kingston, N.H.; Harry Rogers, Big River Cypress & Hardwoods, Blountstown, Fl.; Owen Strickler, Virginia-Carolina Forest Products, Lawrenceville, Va.; Rhonda Kendrick, Kendrick Forest Products, Edgewood, Ia., and Jack Little, Keiver-Willard Lumber, Newburyport, Ma. Mississippi Lumber Manufacturers Association set July 8-9 for its midyear convention and show at Beau Rivage Hotel & Casino, Biloxi, Ms. American Institute of Timber Construction elected Mike Lane, QB Corp., Salmon, Id., as president during its recent annual meeting in Fort Lauderdale, Fl. Other new officers are v.p. John Forman, Alamco Wood Products, Albert Lea, Mn.; treasurer Gary Burley, Unit Structures, Magnolia, Ar., and past president Ed Jones, Laminated Timbers, London, Ky. New directors are Jim Griswold, Filler King, Homedale, Id., and Tom Shew, Boise Cascade, Emmett, Id.

Yard Arsonist Arrested

Authorities have arrested an 18-year-old man accused of setting afire a woodpile at Donora Lumber, Donora, Pa. Cody Lee Rock was charged with arson and other offenses. He confessed to police that he set the April 7 blaze out of boredom.

May 2010 Building Products Digest

43

Venerable Minnesota Chain Looking for New Owner

After more than 120 years in business, H.E. Westerman Lumber, Montgomery, Mn., is seeking a buyer for its last three locations.

The company got its start in 1889 and quickly grew to 12 locations. By 1972, however, that number was down to six yards. Just three—Montgomery, Lonsdale, and Belle Plaine—remain open today.

“There just isn’t the traffic in these small towns that there used to be,” said Don Westerman, 64, who runs the company with his son, Greg. “People shop online and go to bigger communities.”

It’s no surprise that the downturn in housing has hurt the company.

“Vendors are not getting paid on time, and the builders are not able to pay us,” he said.

Yet Westerman still hopes that a buyer will save the company. “It doesn’t matter what the name is out front—our true asset is our staff.”

Westlake Plants Garden Areas

Westlake Ace Hardware, Lenexa, Ks., which runs 88 stores in seven states, is hoping that new garden centers will bring in new customers.

“The decision to offer a professional garden center at certain locations was part of Westlake’s strategy to offer more options to consumers in the categories they want most and that fit our business,” said c.o.o. Rob Easley.

The full-service garden centers are

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 the 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.

HELP WANTED

EMPLOYMENT OPPORTUNITIES IN THE U.S. AND CANADA: Our client is seeking to hire Senior Commodity and Specialty Forest Products Traders NOW. Selected candidates must have a track record in generating in excess of $200,000 in annual gross margins.

Commissions range to 45% of the gross.

Client’s working capital line exceeds $200M. Excellent benefit and retirement package. For a confidential discussion, contact Carl Jansen at Search North America, (541) 593-2777, email carlj@searchna.com, www.searchna.com.

WE ARE LOOKING for aggressive sales representatives to grow with our company. We are a well-established (since 1922) and reputable family-owned wholesaler looking to expand into new markets. Work from your hometown and earn the best commissions in the business.

Call Jim at (800) 647 6242 for more information. The McGinnis Lumber Company, Inc., Meridian, Ms.

WHOLESALE HARDWOODS, outside sales. Work from your region or relocate.

Flooring, stair parts, specialties. Mail resume to P.O. Box 11171, Knoxville, Tn. 37939. Top commissions. Employee ownership.

Let us quote

FOR SALE

CUSTOM LUMBER COVERS ROLLS • SEALED BAGS Available for Delivery Rolls 10 x 300ʼ Plywood Bags 4 x 4 x 8ʼ L. I. INDUSTRIES 800-526-6465

FAX 718-793-4316 apronaz@aol.com www.lumbercoversprotect.com

WANTED TO BUY

built onto existing stores, with separate entrances and checkout areas.

Inventory includes plants and garden supplies, as well as accessories, and employees are trained to answer lawn and garden questions.

The first eight garden centers opened last month in Overland Park, Lenexa, Prairie Village, Lawrence and Topeka, Ks.; Broken Arrow and Oklahoma City, Ok., and Omaha, Ne. “The concept behind our garden centers is to provide a wide selection of superior-quality plants and garden supplies, along with the expert advice any gardener would need to complete a project,” said Scott Drawbaugh, director of merchandising.

G-P Clears Hurdle to Buy Mills

Georgia-Pacific, Atlanta, Ga., has received Canadian approval to acquire Grant Forest Products’ OSB mills in Englehart and Earlton, Ont. Further approval is pending in U.S. bankruptcy court.

G-P is also waiting for approval to buy Grants’ U.S. mills, in Allendale and Clarendon, S.C. “These are world-class facilities that fit strategically with our current wood products operations,” said G-P president Mark Luetters.

Police Nab Burglary Suspect

One suspect has been arrested in connection with several robberies of industrial wiring from Cardin Lumber, Stevenson, Al., that caused $144,000 in damages and theft.

Jack Edward Thompson, 43, was charged with three burglary-related charges. Police expect to make additional arrests in the case.

WANTED TO BUY

WE BUY AND SELL PANEL STRIPS

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

LUMBER TRADER We are a wholesale lumber company looking for an experienced trader. Any species. No restrictions on mills or customers. No relocation. 60% split for trader. Call John at Lakeside Lumber at (623) 566-7100 or email lakesidelumber@cox.net.

44

Building Products Digest May 2010

Building-Products.com

DATE Book

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

Wallace Hardware – May 11-13, spring market, Convention Center, Gatlinburg, Tn.; (423) 586-5650; www.wallace-hardware.com.

Construction Specifications Institute – May 11-14, annual convention, Philadelphia, Pa.; (301) 670-0604; www.csinet.org.

North American Wholesale Lumber Association – May 13, regional meeting, Boston, Ma.; (800) 527-8258; www.nawla.org.

Northeastern Lumber Manufacturers Association – May 13-14, annual convention, Hyatt Regency, Boston, Ma.; (207) 829-6901; www.nelma.org.

Do It Best Corp. – May 15-17, spring market, Indiana Convention Center, Indianapolis, In.; (260) 748-5300; www.doitbest.com.

National Association of Home Builders – May 16-18, green building conference, Raleigh, N.C.; (800) 368-5242; www.nahb.com.

Kitchen Cabinet Manufacturers Association – May 16-19, annual convention, Wild Dunes Resort, Isle of Palms, S.C.; (703) 2641690; www.kcma.org.

Florida Building Material Association – May 20-21, poker & golf tournaments, Arlington Ridge Golf Club, Leesburg, Fl.; (352) 3830366; www.fbma.org.

Massachusetts Retail Lumber Dealers Association – May 21, summer outing, Chatham, Ma.; (518) 286-1010; www.nrla.org.

Minneapolis Home Building & Remodeling Expo – May 21-23, Minneapolis Convention Center, Minneapolis, Mn.; (800) 3746463.

American Wood Protection Association – May 23-25, annual meeting, Hyatt Regency, Savannah, Ga.; (800) 356-1974; www.awpa.com.

Hardwood Plywood & Veneer Association – May 23-25, conference, Scottsdale, Az.; (703) 435-2900; www.hpva.org.

Southern Forest Products Association – May 26-27, midyear meeting, Hotel Monteleone, New Orleans, La.; (504) 443-4464; www.sfpa.org.

Lumber Dealers Assn. of Connecticut – June 2, golf, Tunxis Plantation, Farmington, Ct.; (518) 286-1010; www.nrla.org.

Western New York Lumber Dealers Association – June 4, fishing, Buffalo Harbor, N.Y.; (518) 286-1010; www.nrla.org.

Twin Cities Hoo-Hoo Club – June 7, golf tournament & picnic, Highland National Golf Course, St. Paul, Mn.; (612) 490-8583.

National Hardwood Lumber Association – June 7-10, grading course, Yoder Lumber, Millersburg, Oh.; Hardwoods 101 course, Pickwick, Tn.; (901) 377-1818; www.nhla.com.

New Hampshire Retail Lumber Association – June 10, golf, New London, N.H.; (518) 286-1010; www.nrla.org.

Central New York Lumber Dealers Association – June 14, golf, Pompey Golf Club, Pompey, N.Y.; (518) 286-1010; www.nrla.org.

National Lawn & Garden Show – June 15-17, Colorado Springs, Co.; (888) 316-0226; www.nlgshow.com.

Eastern New York Lumber Dealers Assn. – June 17, golf, Orchard Creek Golf Club, Altamont, N.Y.; (518) 286-1010; www.nrla.org.

Forest Products Society –June 20-22, convention, Monona Madison, Wi.; (608) 231-1361; www.forestprod.org.

Sure Drive U.S.A.

Long Island Lumber Association – June 22, golf, Rock Hill Country Club, Manorville, N.Y.; (518) 286-1010; www.nrla.org.

Ty-Lan Enterprises

Builders Hardware Manufacturers Assn. – June 21-23, meeting, Chicago, Il.; (212) 297-2109; www.buildershardware.com.

Northern New York Lumber Dealers Association – June 23, golf, Potsdam Golf & Country Club, Potsdam, N.Y.; (518) 286-1010; www.nrla.org.

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Conover, North Carolina

1-866-767-1850 1-828-468-1088

London, Ont., Canada

1-800-742-3632

www.suredrive.com • www.bestdeckfasteners.com May 2010 Building Products Digest

45

IDEA File A Chicagoland hardware retailer is stamping a new green image for itself, while ensuring customers will flow into its store.

Weiss Ace Hardware, Glenview, Il., installed an inkjet cartridge refilling station for computer printers and kicked off the new service by staging a “Free Ink Week.”

From April 8 to 14, the store invited customers to bring in their empty inkjet cartridges for a free refill.

“After we installed Ink-O-Dem’s Cartridge Refilling System, we wanted to give our customers an incentive to get started. Thus, Free Ink Week was born,” said store manager Karen Kolod. “We are looking forward to serving our customers in yet another way that saves them money and is good for the environment.”

The promotion allows consumers undecided about cartridge refilling to see for themselves what the process is like and how it affects their respective printers’ performance.

A subsidiary of 20-year-old TonerHead Inc., Ink-ODem refills over 5 million cartridges annually and is specifically targeting Ace Hardware stores, among others. Its technology is reportedly compatible with 95% of the integrated inkjet cartridges on the market.

Weiss’s decision to install the machinery was prompted by a consumer shift to greener product choices, such as discovering ways to keep discarded products out of landfills.

It doesn’t hurt that customers will end up paying about half as much for their inkjet cartridges.

Making Its Mark in Ink

Increasing Accountability (Continued from page 32)

strategy to pursue? Management will only be able to commit to strategies after ownership has clearly articulated its vision and objectives for the business. Do the owners want fast growth? Slow growth and debt reduction? Diversification through acquisition? The strategies that management pursue should be driven by ownership’s hopes and expectations for the business. In Ken’s case, this would drive the roles he should be undertaking as sales manager, as well as his goals and, ultimately, his day-to-day behavior.

It’s easy to blame individuals for lacking accountability and commitment to their jobs. A closer examination, however, often shows that management systems are not optimized. Accountability is not merely getting employees to do what you want them to do. It is a process of aligning each employee’s daily behavior with the agreed-upon direction of the firm.

– Christopher Eckrich and Amy Schuman are principals of the Family Business Consulting Group, Marietta, Ga.; (800) 5510633. They can be reached at eckrich@efamilybusiness.com and schuman@efamilybusiness.com.

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

46

Building Products Digest May 2010

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

AERT [www.aertinc.com].................................................................5

Advantage Trim & Lumber [www.advantagelumber.com]..........37 Anthony Forest Products [www.anthonyforest.com] .................25

Biewer Lumber [www.biewerselect.com].......................................3 Boise [www.bc.com] .......................................................................4

Cabot [www.cabotfactoryfinish.com]..................................Cover II Capital [www.capital-lumber.com]................................................34 Cedar Creek Wholesale Inc. [www.cedarcreek.com] .................43

Chicago Suburban Lumber Sales .................................................31 Crumpler Plastic Pipe [www.cpp-pipe.com] ................................45

Deckorators [www.deckorators.com/bpd] ....................................7 Distribution Management Systems Inc. [www.dmsi.com]..........33 Elder Wood Preserving [www.elderwoodpreserving.com] ........28 Enduris [www.enduris.com]................................................Cover III

Fasco America [www.fascoamerica.com]....................................34

Fiberon LLC [www.fiberondecking.com] ....................................19 Fletcher Wood Solutions [www.tenonusa.com] ..........................13

Great Southern Wood Preserving [www.yellawood.com] ............8 GRK Fasteners [www.grkfasteners.com].....................................36

Hoover Treated Wood Products [www.frtw.com]........................33 Latitudes Deck [www.latitudesdeck.com/bpd] ......................21, 23

LTG Inc. [www.lbrtimber.com] ......................................................39

Mary’s River Lumber [www.marysriverlumber.com] ..................35

Master Mark Plastics [www.rhinodeck.com]................................39

New South [www.gator-guard.com]..............................................27

NewTechWood [www.newtechwood.com]...................................30

Redwood Empire [www.redwoodemp.com] ........................Cover I RISI [www.risiinfo.com/crows] ......................................................37

Rosboro [www.rosboro.com] .............................................Cover IV Selkirk [www.selkirkcedar.com]....................................................38

Simpson Strong-Tie [www.strongtie.com].............................29, 31

Sure Drive USA [www.suredrive.com]..........................................45

Viance [www.treatedwood.com] ...................................................17

Wahoo Decks [www.wahoodecks.com] .......................................26 Western Red Cedar Lumber Association [www.wrcla.org] ........38

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